David Royce

You're not being kind to somebody if you're not telling them how they could actually improve.

In some ways, I think getting out of other people's way.

Yeah, that being the bottom line.

Like finding the right people for the position that they can be even better than me.

For a long time, I'd say, you know, up to a hundred million in revenue, it's like I had to be the smartest person in the room.

And you get up there and you're like, okay, I'm not going to go learn digital marketing.

There's no way I'd ever catch up to somebody else at this stage in my life.

I got to go hire an expert to bring the expertise and let them roll and grade them based on what they're saying they can do versus what they're actually doing.

I love this stuff, man.

You know, one other thing I'd say too about being direct with people.

So the sales reps that we would have, it was a team mentality.

So if somebody had a bad day or somebody was new, every day we would do a training session for about a half an hour.

And we'd say, okay, who wants to go up?

We called it putting on your armor.

So they'd come up to the front.

We'd record them on, you know, an iPhone.

Then we would put it up on the big screen TV in front of the office.

We'd say, okay, anybody, if you see something great or you see something bad, tell us.

And then we'd just go through and we'd click pause.

And we'd say, okay, what's wrong?