David Royce

I can do this.

I can make tens of thousands or hundreds of thousands.

We have some guys that make a million dollars a year doing this.

They're like sales leaders and then they become regional managers over sales because you can make commissions off everybody that's working underneath you.

So it's wild like what it's become.

Now it's really easy to understand why it's like, okay, well there's proof.

This is valuable.

It really is.

The other thing we got into was tech.

So like 17 years ago, like there's no pest control company creating their own technology.

There was maybe- What did you- Maybe Terminex or Orkin, like the two very biggest, but it's like we had extra money.

So we're like, well, what can we do to kind of standardize things?

And like, well, if we had technology, you know, on a website, the guys could go on that was private or an apps eventually, you know, we could have all the training videos there so they could see them at any time.

And then we started thinking, well, you can create sales tournaments because the problem is in each location,

You know, you might have maybe 15 salespeople or whatever, but the very top, they're not really competing against anybody because they're so good.

Right, I see.

And then you have this big middle section and then guys at the very lower end.

And so we said, well, what if we get the top guys from this location to compete with these guys and they could see it in real time?

Right, it's like a NBA –

March Madness.