David Royce

I'm going to dig in, just keep reading 90 minutes a day all summer long and see what happens, even if I suck.

Um, and I picked it up.

Like I realized like it wasn't closing, you know, I was, I was explaining features instead of benefits, you know, a lot of the classic mistakes when you start out.

And then, uh, I was the top rookie by the end of the summer.

And so I had really, really turned a bad thing into a good thing.

The second year went out as a sales manager, uh, brought some friends and the smaller company I got to is actually Moxie.

We talked a little bit about before this is back in the early days, the second year they'd ever started.

And I didn't realize it, but it came from Clark, which is like a hundred million dollar regional business.

to like a company with just two locations and it was a startup, it was year two.

And so there's no training manual, that sort of thing.

Jason was very into training and he was a great guy, very helpful, but there's no training manual.

So I asked him like, hey, can I write a training manual?

I want my friends to do well.

He's like, oh yeah, that'd be awesome.

So we do that.

Our team sold twice as much as the other locations that year.

And then he pulls me aside and goes, hey, would you like to recruit and train for next year?

And I'll give you a cut off everybody.

Do what you just did here for the other location.

And if you recruit a lot of people, I'll open up more locations for you.