David Royce

And then if I had a question, you know, occasionally I could call him and say, Hey, you know, what do you think about this?

It was almost like training wheels initially just getting going.

Yeah, so I'd taken business classes in college, and I read this book called The E-Myth by Michael Gerber, and it just talks about the importance of creating systems with best practices and how much you can eliminate your risk by, for example, going and buying a franchise or doing something that you already know.

A lot of people jump into an industry they've never even been a part of before.

So I'm a big advocate of getting experience and not just experience to know if you like it, but to also like develop some sort of a core competitive pit

sales and like top 1% of 1% in sales.

I wasn't passionate about pest control, but I could get really passionate about the sales side.

And I loved helping other college students.

I mean, it was really life-changing.

I mean, we literally created one of the very best jobs any college student could do in the entire United States, you know, in a three or four month summer.

And so that, that's what I got passionate about.

And then I was able to transition that passion into, you know, sales management and then entrepreneurship operations and then scaling nationwide.

You know, I would say –

I try to stay really humble and try to be like a servant leader.

And there was something about that experience that as opposed to just focus mostly on the money, because it was certainly like in my best interest because I was paid commission only of how well everybody did.

There was something in me that really loved getting back and training new sales reps.

And it was so fun to see them when they clicked.

Like when I was teaching them some sort of a principle, we would videotape them and put it up on the big screen on a TV.

And I'd show them, I'd press pause when I wanted to show them some aspect of body language that maybe they were struggling with or the way they were saying something.

And it would click.