David Royce

Why don't you do you want to come out with me?

We surf on the weekends and then we do this thing where we sell pest control door to door.

I had no idea what pest control even was at the time.

I just said, hey, if you made that much, I'm gonna go do that.

So I drive 10 hours out to Sacramento and show up and for five days I sell zero and it's a commission only job.

And the other guys around me are selling one to four a day and I just look like a total loser and start questioning, like, am I gonna be able to pull this off or do I need to drive 10 hours back to college?

And that weekend I went out and got a bunch of sales books.

And then I just said, look, this is the best thing I can possibly do to make money.

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?