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growth like this, visit HubSpot.com. I'd say in sales, it isn't just like what you say,

it's how you say it. Becoming an expert something, to try to follow your passion, I think that's a tough sale. Because, number one, there's a lot of passion industries out there. The average person in those industry doesn't make a lot. So following your passion can actually be dangerous. I wasn't passionate about pest control in the beginning, but I was really good at it. Go out and get experience and try things when you're young. This is David Royce. He didn't raise a single dollar of venture capital. He didn't follow Silicon Valley's playbook. And yet, he built not one, not two, but three multi-million dollar companies, including active environmental, one of the fastest growing pest control firms in America. Everything is hard before it is easy. I don't care how smart you are. If you work eight hours a day and I'm working 16, you're not going to catch up to me. What do you think one of the most important ideas that helped you succeed? I think smart. This isn't a story about business. It's a story about systems, belief, and a sixth grade teacher who changed everything. And this is the conversation that might just change how you see discipline, success, and what it really takes to build an empire from nothing. I don't think being an entrepreneur is about an in-destination. It's not about a building and exit. It's the journey. I feel like our education system needs a remake. At this point, I feel like the first two years of GEs, I think we should be able to pick

whatever classes we want to take. If you're learning, it's inspiring. You can take control

in your life that way. There's so much great knowledge out there.

David, you've said that you were the accidental entrepreneur.

So explain to me what that means.

You know, I'd say it's something that I just kind of fell into.

So it was, it starts to goes back to when I was in college.

Like I broke college student.

And I had a friend come to me and say, hey, I made $25 grand last summer. You know, so it's 25 years ago. So it's probably like 50 grand today. And he goes, you know, I went out and sold pest control. And I had never, I didn't really hear anything that he was actually saying. I just heard the $25 grand. And that was it. I'm like, 25

grand in the summer, like in between college breaks to make that money. That's insane. So I drove

out to Sacramento, California, at an apartment, you know, start going out and selling. And for the

first five days, I sell zero accounts. You know, Other guys around me are selling one to four accounts.

And I'm going, what is wrong with me?

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