David Royce

Uh, you know, once they get going, uh, they're probably very likable, you know, they're, they're good with customers.

They'll bring a few friends in and then they get stuck where they're kind of like, I call it like the tech technician mindset.

Right.

And for that spot, it's like you got to get your head out of the business or out of that mindset and start managing people.

And it's hard because it's expensive for most people to go, I'm no longer going to be servicing customers.

And then there's this new mindset.

You get into the manager mindset and you're managing maybe 20 different people, 30 different people.

But then it's like, how do I actually scale?

And that's a whole other skill set.

And so like what got you here won't get you there.

And then what got you here won't get you there.

You have to keep developing and learning along the way.

So then it becomes all about building systems and processes and training manuals and training videos and trying to get all of your secret sauce from your recipe into practice.

So initially, uh, when I first got in sales, I was horrible.

I sold zero for five days and everybody else around me selling one to four accounts per day.

And I'm going, all right, am I going to go home?

Like, this is like, am I not going to have to quit?

And I went to a Barnes and Noble, but you know, six sales books and just started reading.

Zig Ziglar, Tom Hopkins, all the legends, you know?

Yep.