AI is coming for the lawyers, not the plumbers. Pest control founder David Royce explains how blue-collar margins are quietly crushing white-collar dreams. Full show notes: https://www.jordanharbinger.com/1321 Topics: 0:00 - Intro 0:17 - How He Accidentally Got Into Pest Control 1:37 - Zero Sales in Five Days: Learning to Sell From Scratch 3:35 - Classic Sales Books That Changed Everything (Zig Ziglar, Brian Tracy) 4:04 - Door-to-Door Tactics: Getting In and Out in 10 Minutes 5:05 - Business Is a Sport: How to Gamify Your Sales Team 5:31 - From $35K to $225K: Climbing the Commission Ladder 6:38 - Going Out on His Own & Outcompeting His Mentor 8:41 - When His Boss Told Him to Start His Own Company 9:31 - What a Door-to-Door Day Actually Looks Like 10:55 - Letting Sunburned Sales Reps Eat in His Backyard 12:06 - How Long It Takes to Get Good at Sales 13:24 - The RACK System: Rebuttals, Aces & Closes 16:25 - How to Handle Rejection Without Taking It Personally 17:18 - 60,000 Doors Knocked: What He Learned About Human Psychology 18:16 - Body Language Is 2/3 of the Sale 20:46 - When Sales Stopped Feeling Random & Started Feeling Like a Science 22:11 - Learning the Competition's Weaknesses Door by Door 24:39 - The Counterintuitive Sales Lesson Most People Get Backwards 25:13 - Teaching Others to Sell: Why Writing It Down Makes You Better 25:48 - Filming Salespeople on Video to Fix Their Body Language 27:55 - Standardizing the Script: Features Don't Sell, Benefits Do 28:13 - Process vs. Talent: Can Sales Be Taught? 30:21 - When He Realized He Was Building a Machine 31:11 - Launching His First Company & Licensing the Moxie Name 32:26 - Selling to Terminix & Scaling to Four States at Once 33:24 - The "30-Day Vacation" Test to See If You Have a Real Business 34:16 - Growing Up With Financial Uncertainty & What It Did to His Work Ethic 35:09 - Staying on Website Chat 24/7 to Generate Sales 36:39 - Scaling From $180K to $3M a Year With One Simple Tactic 38:09 - Why "Winning" a Sale the Wrong Way Destroys Your Brand 39:21 - Cutting the Top Salesperson Who Was Poisoning the Culture 40:51 - Why Being a Team Player Matters More Than Raw Talent 42:41 - The College Professor Who Taught Him the Secret to Wealth Creation 43:32 - What DJ Kaskade Said About Why He Succeeded (Just Don't Quit) 45:07 - The Cash Flow Crisis That Almost Killed His First Company 46:51 - Negotiating a Pay Delay With His Own Sales Team to Survive 49:10 - Scaling Regionally & Getting Acquired by Terminix 50:04 - Building a Fun Company Culture (NBA Court, Golf Simulator) 55:00 - Filming Top Sales Reps in the Field to Inspire the Team 1:00:26 - Gamifying Sales Without Letting It Go Off the Rails 1:01:50 - How They Prevent Bad-Fit Customers From Signing Up 1:03:18 - After 20 Years, Why He Finally Decided to Walk Away 1:04:06 - Life After the Exit: Exploring What Comes Next 1:05:03 - Going From 80-Hour Weeks to Actually Watching His Kids Grow Up 1:07:20 - Growing Up With a Dad Who Was Never Around & What That Taught Him 1:09:26 - Would He Have Worked as Hard Without the Financial Struggle? 1:10:13 - Why Podcasting Is One of the Worst Business Ideas (And Passion Isn't Enough) 1:12:31 - The Unsexy Truth: Blue Collar Businesses Have the Best Margins 1:13:37 - Why Tradespeople Are Becoming the New Untouchables (AI Can't Fix Your Pipes) For business inquiries email: justin@jordanharbinger.com Welcome to The Jordan Harbinger Show, a video podcast where each week you get to join a conversation with some of the world’s highest performers and incredible personalities. I’ll ask them the tough questions to tease out their top tips so that you can reach levels of personal growth and mastery that you never imagined possible. Learn more about Jordan: http://jordanharbinger.com/about #podcast #jhs #sales #entrepreneur #business