Psychology Tricks That Got My Business to $500M (David Royce)
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What psychological strategies helped scale a business to $500M?
there's certain jobs you've got to be able to read body language and sales in my mind it's it's absolute necessity welcome to the home service expert built for blue collar entrepreneurs who are ready for more when your customer says yes stop talking you find that the pursuit of a goal at least for me is a source of my happiness you're never gonna successful doing what everyone else does new episodes every monday
Before we get started, I wanted to share two important things with you. First, I want you to implement what you learned today. To do that, you'll have to take a lot of notes, but I also want you to fully concentrate on the interview. So I asked the team to take notes for you. Just text NOTES, N-O-T-E-S to 888-526-1299. That's 888-526-1299. And you'll receive a link to download the notes from today's episode. Also, if you haven't got your copy of my newest book, Elevate, please go check it out. I'll share with you how I attracted and developed a winning team that helped me build a $200 million company in 22 states. Just go to elevateandwin.com forward slash podcast to get your copy. Now let's go back into the interview.
All right, guys, today's going to be an awesome episode. I got David Royce here. He's an expert in pest solutions, entrepreneur, and sabbatical. based out of LA, founder and chairman of Aptiv. He's a serial entrepreneur, founder, and chairman of Aptiv Environment, one of the fastest growing residential pest control companies in North America. In under eight years, Aptiv scaled from a startup to the third largest player in the industry, serving more than 5,000 cities across 34 states with over 500 million in annual revenue. 6,500 employees, a proven operator, David has built and led multiple top-performing service businesses, earning recognition from Wall Street Journal, Forbes, Fortune, Inc., and Entrepreneur, and receiving Ernst & Young National Entrepreneur of the Year Award.
Beyond business, David is licensed marriage and family therapist. Amazing. Blending deep operational expertise with rare understanding of psychology, leadership, and human behavior. Today, he focuses on teaching founders how to scale companies and lives with intention. Today's episode thesis is how a door-to-door rookie scaled a service business into 500 million national leader with building systems, upgrading leadership, and understanding human psychology to teach founders about sustainable growth, burnout, and designing a life beyond the scoreboard. Ha! So good. So good you came in today. Thanks for making time.
Yeah, thanks. Technically not licensed in it, but I do know a little bit about psychology.
You know, I just, one of my dear friends, I got to know him really well, Robert Ciarini. He wrote Influence and Persuasion. It's more about influencing people, but he's like, don't use it for bad, but I love psychology.
Yeah, gotta be careful not to manipulate, right? Yeah, not manipulate. Use it for good. It's like the force. Yeah, the force. It's like the Jedi.
I love this. You know, that's crazy. I've been doing this 20 years and I'm still not to that level. What do you think? Well, first, tell us your story. Tell us what got you in the business, what you're excited about. Obviously, you had an amazing exit. Yeah. So let's get to know you a little bit.
Yeah, sure. So I was a broke college student trying to figure out how to make money to go to school at the same time, paying my way. And I had a friend who said, I made 25 grand last summer. Why don't you do you want to come out with me? We surf on the weekends and then we do this thing where we sell pest control door to door. I had no idea what pest control even was at the time. I just said, hey, if you made that much, I'm gonna go do that. So I drive 10 hours out to Sacramento and show up and for five days I sell zero and it's a commission only job. And the other guys around me are selling one to four a day and I just look like a total loser and start questioning, like, am I gonna be able to pull this off or do I need to drive 10 hours back to college?
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Chapters
6 chapters
1
What psychological strategies helped scale a business to $500M?
0:00–10:55
2
How did David Royce transition from a broke college student to a successful entrepreneur?
10:55–19:47
3
What role does psychology play in leadership and team building?
19:47–29:20
4
How did David's early experiences shape his sales approach?
29:20–38:26
5
What systems did David implement for sustainable growth?
38:26–46:40
6
How does David define success beyond financial metrics?
46:40–51:41
Speakers
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