Not Everyone Who Helps You…

Count money, man.

I'm a beast blood.

What's up, gang? Welcome back to

another episode of the Grind Cast. Get

ready. It's a new day and I want to go

over some steps to building a great

team. Um, I apologize. A lot of this is

going to be specific to building a sales

organization because I'm thinking of our

own team.

However,

I think there's things that people can

pick up in this that would benefit a lot

of organizations. And so,

you know, first steps for us

is a person needs to master the art of

sales, right? So if I want to build a

team, you know, one of the challenges

I've seen people have is they want to

build a team, but they don't want to

master the beginning phases of sales in

what we do.

So, I think when you don't master the

art of sales in the beginning, it bites

you down the road to where you can't

coach people, you know, the right way

because you don't know how to teach them

properly because you haven't done it

with experience and success and belief.

So, it's easier for you to buy into

excuses because you haven't done the

process.

Secondly, while you're building, you

know, you don't go from walking in the

door to having the team of your dreams.

It has to be built, right? So, while

you're building, people want to follow a

leader that is getting results. And they

want to follow somebody that's doing

what they do and is has done what

they've done, you know, at a high level.

And so I think if you're if you're not

doing the sales process, then people

underneath you are not going to be able

to have someone to look up to and

they're going to be looking at other

people of who can they look up to.

Furthermore,

it's hard to lead someone else when

you're going through, you know, like I'm

selling a dream, but I'm living a

nightmare because financially

until your team is built, you have to be

making money on your own sales, right?

Until your team is built, and there's

phases where, hey, beginning 100% of it

of the income is on you. Then it's 90%,

then it's 70%, then it's 5050. 50 comes

from my team, 50 from myself. Then then

it's 8020. 80 from my team, 20 from

myself. And you go through this whole

process. I think what I see happen

sometimes is people will get promoted

and they go straight from 100% of it is

on me

to this vision where 100% of it is going

to be on the team and they skip all the

steps in between and they try to start

focusing on the team and not themsel.

And they're not at that level yet. So

their income goes down,

their respect level goes down, the

excuse making goes up, the pressure goes

up because their paycheck is not where

it needs to be. Right? And so it's hard

to be in this healthy place if your

income is not where you want to be and

your income isn't where you want to be

because you're not making the sales the

way that you should be leading the deal

from the front. Because I think the

easiest way to recruit is to recruit

with your income.

People go about it in all different

ways. You know, you don't have to blast

it all over social media, but you can.

But at the end of the day, I think the

best form of of recruiting is I'm

getting a result. Here's the money that

I make. Here's the money I have made.

Is somebody else making that level of

money? Do I think I can help this person

make that level of income and put them

in a better position than what they're

currently in right now? Well, it's going

to be hard for me to recruit if I'm not

making sure that I'm making the income

first because I did and then I stopped

doing the same things that got me

promoted in the first place. Okay, so

that's like one thing in building the

organization.

Then you know like if if I'm selling and

I'm making money while I'm building a

team now I can make investments into the

business that's going to take us to the

next level

from there I have to develop the

leaders.

So how do I develop leaders? So the

first step is all right I got promoted.

Now in order to get promoted in order to

continue to build a team you have to

start building multipliers.

Building multipliers

means you have to start to develop other

people that are successful.

And and here's the tips that I would

give. You know, for our situation,

you know, we have a process of like, all

right, here's a person that is ready to

be successful on the resources, you

know, that we give them. they're

educated enough to properly handle a

client the right way and not ruin a

relationship. And so we'll check the box

and say, "All right, that person is

released to work with these leads."

Different than if they're running their

own referrals. But if they're going to

work with our leads, you know, which we

give out for free and come with with

relationships, you know, and stuff like

that, this person has to have a good

basis of what they're doing, right?

And so I think a lot of times

the trainers will rush that process just

to to to get that person out of, you

know, the training process without doing

it with purpose.

Meaning every time I'm training

somebody, I think you should think of

two different things. You should think

one, I could be training my next trainer

because the key to getting to where you

want to be is you got to multiply other

people to do what you can do. So you

could delegate and you could duplicate

yourself and delegate to other people.

And so the way to do that is I'm going

to bring this person up to where they

only know what I'm teaching them

to where if I can just be in a a

position where I taught this person the

right way, then all I got to tell them

to do is like, remember the way that I

taught you? That's what I want you to do

to somebody else.

But if you cut corners

now, I have to go back and say, "All

right, you know, I didn't do all these

things with you, but I want you to do

these things when you're training

somebody else." A little bit harder than

for them to just reflect upon how were

they developed,

right? And so the other thing I'm

thinking of, you know, other than uh I'm

training the trainer is is this person

could I sign off with pride saying when

this person is released, they're good

enough to make a healthy amount of sales

to make a living, right? Or am

I just rushing this person, you know,

out of the process? And I think if you

take that approach of like I'm not

signing off. I'm not saying that I train

this person if they're not going to come

out and have success

where I know that they should have

success.

I'm not co-signing for it

or I understand I'm going to have to do

a little bit more work, but

that's work I'm not going to have to do

down the road because I'm training the

trainer right now.

I think those are key

parts of that next phase is starting to

develop the next level of leaders in

order to grow your organization. And

it's real simple. I do it, you

watch, you do it, I watch, and then you

do it. I would make a list of things

that you want to duplicate or things you

want to delegate to someone. What are

all the things that I need to be able to

delegate? And then I train the people on

those things. the the insurance to not

wasting your time

is let's say I'm training somebody

that's newer and they're not proven.

I'm like, "Ah, here we go again. I got

to put all this time into this person,

but I got two people that are proven

that are almost ready to start

multiplying, almost ready for

leadership. If I go train this person

right now, I'm going to make these two

people watch me

teach this person because the reality is

the only reason why I really want to

teach this person is so I could train

these two live on the job and show them

how to train this person properly. If

that person has success, that's extra

credit. If they don't have success, it

doesn't matter because I just was

training these two on how I want people

to be trained properly, how I want

people to be developed properly. And so,

take somebody with you. Don't do things

alone in the process of building. Take

your right-hand person, take the next

person up, take the next two, three

people up, have them watch you do what

what what you're going to do. And then

the next step to that is you start

watching them do it. So then I'm going

to say, "All right, now you do it. I'm

gonna sit back and watch you. I'm going

to take notes. And immediately after you

watch them do that thing. When it's

done, critique them. Not in front of

everybody, but pull them aside and say,

"All right, here we go. Here's what you

did good. Here's what you can improve

on. So, next time, let's get this done."

And you keep doing that. Keep doing

that. Keep doing that. Keep doing that

until that person is perfect or close to

perfect in what it is that you wanted to

train somebody on. And now I know if

this person is developing somebody, it's

going to be done the right way. Now that

takes time.

That's why I think people sometimes will

be in a position where they should be

further along 6 months, 12 months, and

they're not. It's because they skip the

process of the foundation and it it'll

build and crumble, build and crumble,

build and crumble, build and crumble

instead of building the foundation the

right way. It might take you a little

bit more time, might be a little bit

slower, might be a little bit less

results. It might still I got to do some

things I don't want to do in the

process. But then the foundation is

built just like building a house. Just

like anything else, you start with the

foundation and that foundation takes

time and then everything else starts to

become built from there.

So I would like to role play with people

when I'm developing them in sales. You

know, I I would break things into

sections. So, for example,

let's say there's five sections to this

presentation. We're going to do section

one till it's perfect. Once section

one's done, we're going to do one and

two and put them together. If I don't do

good on two, I got to improve two, but

then we start back over. One, two, put

them together. Done. All right. Now, we

got section three. Section three we're

working on. Go one, two, three together.

Put it all together until you can put

them all together. Then we start moving

on to four. I'm not trying to teach them

all five things. I'm trying to break it

down, master one, then put it together,

master two, then put it together, then

master three. Break it down into

sections to where it ends up being high

level by the time you're done with it

all. And I like to have somebody

prepared for the worst case person, the

worst case scenario, not the best case

person. So, if I could be tougher on

you, you're going to be prepared to be

released out there on your own. I'd like

to develop somebody to where it's like,

hey, very rare is it going to be harder

on you out there than it was for you in

here. If I'm harder on you and I'm

grouchy as a I'm role playing and I'm

giving you a person that's tough to deal

with. When you go out in the real world,

95% of those people ain't going to be as

bad and it's going to be easier for you

to handle versus if I'm making it all

easy for you and it's not reality, then

you're going to get out there and have a

rude awakening. It's like, "Oh, you

didn't really prepare me, you know, for

the reality.

Okay. And I think when you do the

process that way, you have more people

have success, more new people have

success, more people wanting to build a

team. So now it's building faster

because I have people recruiting other

people because they're naturally having

more success and then they start

bringing in more people and and you

develop this culture,

right? C what I've learned over the

years is culture over everything. CO E.

Culture over everything. No matter what,

it always catches up to you. So, what do

I got to do to keep my culture tight?

That's a part of building a big business

is what type of culture do I want? How

do I enforce that culture? And it's

really this simple. It's rewarding

behavior you want to see, cutting out

behavior you don't want to see, grabbing

a hold of things quicker, don't letting

them linger, and uh define what you want

that culture to be. And if your best

people can carry out that, then you're

in a good position. Meaning, if if my

star players aren't bought into the

culture, no one else is going to be

bought into the culture. But if my star

players are bought into the culture and

they live the culture, those are the

people that everybody's looking up to.

Now, I got a really good chance of

having a really good culture. where I've

been blessed currently right now is is

our captains, our leaders in the locker

room, our leaders in the business, the

they're they're their good character and

they're bought into the culture and so

now it's starting to spread and the

entire organization is healthy in the

culture. Does that mean out of 700

people everybody's perfect? Heck no. But

is the culture really good? Do we have

people at the top levels that are good

people that are carrying out that

culture? Absolutely. is starting to

trickle down all the way down to where

you'll see and feel something very

special in this culture.

And so in the process of building, you

know, you got to have faith

before it happens, right? So a lot of

people, you know, they'll be in the

middle of the process and then they they

like lose faith and and then they start

to quit. they start to question themsel

which is a normal part like to question

yourself but that's where you got to

have faith

and to me the faith was always for me

was there's people I see doing it and

there's no way that I won't be able to

do it because there's 1 2 3 4 5 6 10 15

20 people having success at it. How can

I not have success at it? It's only a

matter of time and I'm willing to do the

work.

Because if you can only like a lot of

people are like, man, when when I start

making that amount of money, then I'm

going to get that committed. Then I'm

going to put in that much work. The

problem is it never happens unless you

get allin committed and you put in the

amount of work that it requires to go to

that level. And so what comes first, the

chicken or the egg, but what comes first

is the belief and the faith in the

middle of building this that you have

your eye on the vision of where you're

going to be. And I think in that

process, the difference between taking

you from the middle to the top to where

you want to be is discipline.

Because discipline is the foundation of

leadership.

What is discipline? Discipline is, man,

there's a bunch of things that I don't

feel like doing that I know are going to

be good for us or good for me. Can I get

myself to do it? There's a bunch of

things that I do feel like doing that

are not going to help us that are not

good for me. Can I get myself to not do

it? There's always going to be that. And

I think the issue in building is people

start to say, "Well, I don't like that.

So, I don't want to do that. So, I'm not

going to do that. I don't want to do

that. So, I'm not going to do that."

Well, I got news for you. to build

something great, you're going to have to

do things that you don't want to do,

especially in the bottom and especially

in the middle. And the closer you get to

the top, you're still going to always

have to do some things that you don't

you don't want to do. But in my

experience, it gets way better to where

you can actually focus on the things

that you want to do and like to do. So,

you got to have a vision. Meaning

when I first started, you know, I hear

people say, well, you know, I'm not

passionate about it or I don't

I I don't get it all the time because I

started out right now it's virtual

sales, so people can work from any

anywhere they want and they're they're

in beautiful places. They're in condos.

We had to drive to people's houses,

knock on their doors, wintertime, snow

tires, I mean, stay in hotels, the whole

deal. Do you think I love that? like,

"Oh man, this is my dream come true

right now." No. Well, why did I keep

doing it? The vision. I had a vision

of doing something way better with the

opportunity and being in a position that

I saw people and I could tell you from

where I'm sitting right now,

the vision I had, it's way better than

that. Way bigger than that. I love what

I do. People ask me all the time like,

"Man, do you love what you do?" I love

what I do.

I love what I do.

It's not just the sales or the the I I

love building teams. I love building

relationships. I love building people. I

love being having an opportunity that I

could bless other people with an

opportunity. A lot of times in life, if

you run a business, it's like, "All

right, yeah, you're making money. Maybe

one other person on your team is making

real good money." After that, you're

dealing with people not making no money.

So now I got to coach a bunch of people

that ain't making no money and there's

no upward mobility. There's no vision

for a better future. There's no way that

they're going to be able to grow or

anything here. I could have 10 people

that I care about and all those people

can make big money and they could have

people that make big money and I could

be coaching people making six figures,

seven figures and creating more

opportunity. It's it's the vision is way

beyond even what I first initially saw.

But what's applicable to people out

there right now is you got to see a

vision of something. And on your way to

making that vision a reality, you got to

be willing to do things that you do not

feel like doing.

If you can only do things that you feel

like doing, that's weak. You're not

going to win.

That's what losers do. They only do what

they feel like doing. I'm a dad. A dad

is a lot like leadership. And so I start

trying to teach my boys, you know,

already of like, hey, man, it's a cold

world out there. It's hard out there. I

love you, but I got to get you to do

some things. I don't care. I don't want

to hear it ain't fair. I don't want to

hear that. I don't want to do that. I

don't care. I don't feel like doing

that. That That's going to get you

losses. If you only do what you feel

like doing, that's called losses. In

life, there's times you got to do things

you don't feel like doing in order to

get a result that you do feel like

having.

And so, in the middle, we got to take

that approach seeing the top.

And then I start to duplicate myself

into other people,

which oh, by the way, you got to be

working on yourself this entire process

because if you want to build something

special, you can't get yourself to a

place where your talent can take you to

a place that your character cannot keep

you. So, I have to be building myself up

as an individual to be able to handle

for what I prayed for. So, I pray for a

million dollars. Well, now you got a

million dollars worth of stress, million

dollars worth of problems. Can you

handle it?

This is what you wanted. This

is what comes with it. Or did you only

want the glory? You don't want the other

stuff that comes with it. There's a lot

that comes with it. Oh, I want to be a

professional athlete. I want to make

millions of dollars. Okay, now you got

to visit hospitals. Now, everybody wants

your autograph. Now you can't even go to

the restaurant. People want to take a

picture with you. That's what you pray

for.

You can't want all the great things and

then not come not not the responsibility

that comes with it. And so the same time

we're building the business, you got to

be building yourself up so you can

handle it when you get what you actually

prayed for.

and I'm duplicating myself into people

because the way to scale a business is

you got to duplicate you have to have

systems.

So everything that you could think of

right now in your business that you want

to grow that you want to get better at

create a system for it you can't have a

feeling for it. You got to have a

system. What is the system for that?

What is the system for this? Simple

systems scale businesses

and also people that are growing. If you

want to grow your business, grow

yourself.

So then now I can duplicate other

people. To me, the growth plan is grow

myself times grow others equals explode

the business. So I got to grow myself, I

got to grow other people, duplicate

myself, duplicate the process, duplicate

the system. Then they become

multipliers. And then the business

continues to grow. And then the last

thing, man, where people start making

mistakes is is they get to the top

and they get lazy once they did all that

work. And and and this is you could see

this in everything. It's not a people

make it to the NBA, they make it to the

NFL, and then they stop doing what got

them there because that was their goal,

and now they think they've arrived. And

that's why NFL stands for not for long.

That's why you'll have some people that

were free agents, never drafted, become

the best in in the history of the game.

And you'll see people that were first

round draft picks, first pick of the

draft, never do anything with their

career. Because it's not about once you

make it there. That's just the

beginning.

So now you made it to the top. Now you

got what you wanted. Now you're in a

position that you wanted to be. Okay.

One thing that I that I'll tell you that

I heard from Mr. Maxwell was that that

you cannot get to the top on accident.

That has to be intentional. It's a

climb, but you can fall off on accident.

And so, I think it comes from a spirit

of humility

of, hey, you're at the top now. I don't

mean get lazy. You still got to earn

respect. You still got to earn respect

to the people that are choosing to

follow you.

They're not forced to follow you. So,

how do I earn their respect? By serving

those people, by still working hard. I

tell people building the business could

look a lot like bluecollar work. Labor

like drilling holes in the ground,

stacking bricks, building things. It's

hard hats, dust, gritty, and then you

get it built and it's white collar work,

but it's still work. That's what people

miss is they stop working altogether

once it's built and their work ethic

gets down and then the business

collapses or the business goes backwards

because there is no such thing as an

easy way.

You want to go from 1 million to 4

million. You're going to have to put in

some work. You're going to have to make

some sacrifices. You're going to have to

do some things to earn respect, to keep

respect, to keep growing, to keep

challenging yourself. And the issue is

people get to this destination

and they stop

without understanding that there's

really only two directions. You're

either growing or you're dying. You got

to choose. Am I going to be in growth

mode or dying mode? But there is no

staying the same. There's no

neutral.

Now that we're at the top, now that we

got it built, it's gas pedal. But now,

how do I how do I Well, I thought the

whole vision was to get it built so I

didn't have to do this and so I can have

time. If you can,

you're going to be able to reap the

rewards of the fruits of your labor.

Life will be sweet. You'll be able to

eat things others can't eat, fly things

others can't fly, buy things others

can't buy, bless people the way other

people can't bless people, live a life

of your dreams. There's all these things

and perks that come with it, but you

can't celebrate it too long.

You could take nice vacations. The

vacation can't last a year.

You could take off most nights. You

might not be able to take off every

night. You could take off most weekends,

but you might not be able to take off

every weekend.

You could set your own schedule, but you

got to pay attention. Am I putting in

enough work? There's still things that

are going to have to be done. There's

still sacrifices that are going to have

to be made. There is no free ride.

And I think that's what people

miss once they get to the top, which is

why they fall off is that there's you

you got two options now that we're here.

You go backwards or you go forwards, but

you ain't going to stay the same.

I've chosen a life of growth.

And I think what has helped me is my

purpose is I think the people that say

it's about the money, those are the

people that fall off the fastest because

once you get all the money and you got

enough money and your bills are paid and

all that, the effort can go down. But it

got to be bigger than money.

So when the purpose even just

competitive, you know, wanting to win,

you know, boom, that's that's one.

helping other people become successful,

being a good influence, being a get good

mentor, being a role model. There's so

many things that can keep you driving,

keep you pushing. You got to find your

purpose when you're at the top, when

you're successful. And I think the if

you're selfish, it becomes difficult to

stay motivated. But if you're thinking

of others, it's easy to stay motivated,

especially when you understand now that

I've been blessed with this, I have a

gift from God, and to much is given,

much is required.

There's people that are expecting me to

grow this because they're depending on

me.

I owe I owe it to God

with the talent. I owe it to God for the

for the gift that he's given me. I owe

it to the people that have chosen to

follow me over other people that they

they're putting their life in my hands

that I can help grow them. I owe it's

but it's a spirit of humility

because if you don't have a spirit of

humility that then you think that you're

God's gift to the people and you're

God's gift to the world versus this is

God's gift to you. That's why those that

humble themselves will be exalted. Those

that exalt themselves will be humbled.

Stay in a humbled spirit. And that's a

typ typically an easier way to grow.

Speaking of a humble spirit, I want you

to know how grateful that I am for each

and every person that takes time out of

their day to listen to us on the grind

cast. And we ain't making no money on

this. We're just, man, straight giving

out there. Hopefully, it's impacting

some people. I'm blind to it. We're

letting it rip on the mic. And then God

knows where this thing goes. Hopefully,

you know, God's spirit is having to go

through the wire, you know, on the mic

to where it needs to be with whoever it

needs to be with. And if you know

anybody out there that could benefit

from this message or any of the other

messages, I know it's busy out there,

but if you could take a minute and just

share this with people so we could

impact more people. Uh, and we

appreciate you, man. So, we got another

week under under our belt here on the

Grind Cast. Thank you as always for

joining us on another episode of the

Grind Cast. Get ready. It's a new day.