David Royce

Hey, thanks so much, Paul.

You know, so it was never on my radar.

I never grew up thinking about bugs.

You know, it was just one of these random jobs I took in college.

I was a broke college student and I had a friend come to me and say, I made $25,000 last summer, you know, three months, four months working the summer job.

You have any interest in coming with us out to Northern California and selling pest control services?

And I didn't really know what pest control was.

I just said, Hey, 25 grand.

That sounds awesome.

And then maybe we'd go surf on the weekends down at Santa Cruz.

And so I signed up for it and I drove out from my college about 10 hours out to Sacramento, California.

And it turns out when I got there, I was not very good.

In fact, I sucked.

It was horrible.

The other sales reps around me are selling maybe one to four a day.

I sold zero for five days straight and it was commissioned only.

So I made nothing and that weekend.

sales books from a bookstore and I just committed I'm going to read 90 minutes every single day over the course of the summer to try to get good at this because I'd already got an apartment.

It was kind of do or die.

And by the end of that summer, I was the top sales rookie in the entire company out of about 200 guys.