David Royce

Appreciate you jumping on.

Hey, thanks for the time.

We've done really well on the sales side.

Our company would grow seven to ten times as fast as the traditional business model.

The key aspect of this growth model is the sales force.

If somebody came over from another company, they would sell 70% more with us that summer than they had the previous summer.

Most entrepreneurs, they get focused working in the business instead of on the business.

You have to learn as an entrepreneur to either be a jack of all trades or to hire somebody else to do that if you want to scale.

But the true test of scale is leave for 30 days on vacation, and if you come back and your company's still there, that's how you know you have a business that can actually scale.

Hey, thanks so much, Paul.

You know, so it was never on my radar.

I never grew up thinking about bugs.

You know, it was just one of these random jobs I took in college.

I was a broke college student and I had a friend come to me and say, I made $25,000 last summer, you know, three months, four months working the summer job.

You have any interest in coming with us out to Northern California and selling pest control services?

And I didn't really know what pest control was.

I just said, Hey, 25 grand.

That sounds awesome.

And then maybe we'd go surf on the weekends down at Santa Cruz.

And so I signed up for it and I drove out from my college about 10 hours out to Sacramento, California.