David Royce

Yeah, summer one.

So it was a really great year, really great sales training, really great averages.

And it was the first time where I'm like, I might need more money.

Jeez, this is crazy.

But I went to the top sales reps and I said, hey, do you mind if I pay you out in another month or two?

We did so well.

And I'd been in the trenches with them training

And they were all coming back the next year.

They were like, yeah, it's fine.

I'll pay you 10% interest.

They're like, great, that's fantastic.

And many of them stayed with me for a really, really long time.

So it's like you have to have that trust if you do get in that spot.

But I realized I needed more cash.

Definitely.

Yep.

And then, you know, the next few years, it's kind of like working in a lab and like figuring out what works, what doesn't, experimenting.

I'd ask my boss, what are all the things that you would fix if you had the time?

He was a super busy guy, had multiple kids and just, you know, caught up in life.

And he's like, he gave me a list of like 30 things.