David Royce

By the end of the summer, by August, they're very brown.

It's a solid farmer's tan.

How long did it take you to get to brown belt sales?

I started to learn pretty quick.

I think, so the average person, if you look at the trajectory is sales reps, they start off pretty slow.

And then by the sixth week in their first year, they're starting to peak.

And then there's ways to improve.

We can tell them like, look, if you want to work through lunch or, you know, maybe just take a half hour break instead of two hours, you're going to make a lot more sales over the course of the summer.

It's just a numbers game, right?

Just depends on how bad they want it.

Like we have so much training.

We have like all of our top 1% of reps filmed.

And so they can watch maybe 15 different types of people selling in different ways.

Wait, how do you film that if they're going door to door?

Do you get that?

Because we do role plays.

We'll literally set up a whole act and have someone pretend to be the customer and they'll give like lots and lots of hard objections.

And then, you know, the sales rep has to get over it.

It's fun because you can see people like, you know, they're more assertive.

You can see people are actually a little more soft spoken.