David Royce

And still like 80% of our business was brought through door to door.

The other 20% was digital.

And so figuring out, I didn't invent the door to door model.

You know, in fact, even in pest control, it had been around for about a decade by the time I got into it.

And so when I got into it, I just said, I want to be the very best with this because I can see other companies, they're not great at training it.

They're good, but they're not great.

And if I can help everybody do better, if I can help my friends do better, I'm going to feel better.

And we were all incentivized because we would all make more money.

And I just thought that makes more sense.

I hate the wet rag mentality where companies, they bring someone in, throw the wet rag against the wall, see who sticks.

And then, eh, so what?

The other ones didn't make it.

It's just bad for your company's reputation.

It's a horrible experience for them.

And I almost, you know, was that wet rag that fell.

So creating sales training, learning psychology, learning body language, paraverbal communication, all types of different closing, vocabulary.

That's where I think, I mean, that would definitely be my greatest skill set.

No, not anybody.

I mean, they have to have the initial skill set to be able to do it.

They don't have to be...