David Royce

I just learned a ton from this book and implemented a lot at our company as well.

Yeah, so the Salesforce, you know, is very key.

When I got into it, the industry had been around, or not so much the industry, but this form of marketing, you know, the direct-to-home, door-to-door concept, they've been around for at least 10 years.

However, it wasn't really dialed in.

You know, it was more of this wet rag mentality where it's like, let's bring in whoever out, you know, throw the wet rag against the wall, see who sticks, and if the other guys go home, so what?

And the training just wasn't that great.

And so I really got excited about the training because I had such a bad experience initially where I knocked for a whole week and sold zero.

And I thought, gosh, there's no reason somebody else should have to go through this.

So let's develop sales training manuals.

Let's create training videos of like the top 5% of salespeople.

Let's create a program that they have to go out with the trainer and then they can follow the trainer and then the trainer can go out with them and watch their sales approach.

But we had a whole program.

It was like a three week program for them to really get dialed in and become the very best that they could be.

And my philosophy on this sort of marketing was if we are really the best over time, we can scale that more and more students will want to come work for us.

because there were a few other companies out there at the time that we're doing this.

But if we're selling more and the sales averages are better, then we can scale that.

And so to give you an idea of how much better we were than our competitors, if somebody came over from another company, they would sell 70% more with us that summer than they had the previous summer.

So we worked.

Now, part of it was we worked really hard.

We worked extra hours.