Special Guest, Matt Diulus

Count money, man.

Money, man.

Stacked riches.

I'm trying to told him I'm a beast.

What's up, gang?

Welcome back to another episode of The Grandcast.

Get ready.

It's a new day.

We're going to switch up gears a little bit today.

And I got my friend and a partner in the business brand new, 2024, into the main part of

the organization.

I'm proud to announce that I got my friend, Maddie, D coming in.

What's up, Maddie?

Great to be here, as always, guys.

But I thought a good thing for us to do is talk about kind of how we got here in some

things of mine that stick out about you and maybe have you talk through like where that

comes from, where that mindset started from.

But two things that stand out to me in the beginning phases of your career, you correct

me if I'm wrong.

But I think in the first 12 months of being here, you are things six months in, we went

to open up an office in Penn State.

And I shipped you down there and asked for you to go down there and open up an office with

a couple of people.

And then how long were you there before we opened up in Morgan Town?

You know what, we had an office in Penn State, a couple of people up there and it needed

some magic.

And you're going to ask me to go there.

I'm like six months in.

Right, six months into the business.

Yeah, I was six months in.

I was nervous, went to Courtney, said, hey, here's the opportunity.

And I'm not going if you don't go or if you want to go, I'll go.

But if not, don't worry.

We'll stay here and rock the deal.

And she was like, let's do it.

So yeah, ask me at six months, we ended up moving it like eight months in.

It was a January, it was like snowing and everywhere.

It was a snowstorm to move up there.

And I was there for one year.

And then we opened up Morgan Town office in January 2011.

I was having my first kid, Ava, and we came back, lived in Pittsburgh and opened up Morgan

Town.

And so those are, that's, I'd spent a minute there.

So when I hear of this is like, he's in his first six to eight months of the business.

And I ask him to move three hours away.

So some of you that don't know, State College is a very rural town.

It's Penn State driven.

You know, it's a college town, great place, but not a ton going on, you know, outside

of the college, it's kind of like in the middle of nowhere.

Mattie, especially at the time, was more of a Pittsburgh whole.

Like a city guy.

Close with his family, city guy.

And I asked him to go there and the place needed a facelift.

And I trusted in him based off of how he was operating.

And so this is one of those things where you never know who's watching you and what opportunity

is going to come up and out of the blue because of the position that he put himself in,

because of the way that he handled things, stepped up in big moments in the beginning.

I picked him.

So then we, so then we hear, you know, I hear that and I'm thinking, wow, talk about

my girl Courtney.

I heard you say that you told her, well, you know, if you don't think it's good for us and

you know, you don't want to go, then I'll stay here.

So there's one right there that if you don't have the right spouse, if she were to say

now, it ain't, I don't want to do it.

That opportunity don't happen.

Who knows if the next opportunity mean her only three months in the dating.

So I was here six months, mean, her only three months.

I didn't have, you know, years with her, but that was all kind of.

So she says I'll get up and roll with you.

Yeah.

So they both moved to state college.

I think you lived in Belfonte.

Yeah.

Belfonte, PA awesome.

Great city.

A little bit of a culture shock for me.

You know, it's like mostly farmlands, middle of a cornfield.

Yep.

And yeah, so no excuses.

Like so this, this is what started to just remind me that it's not the area, it's the

player.

It's not the area as much as it is the person.

And so we have Maddie and a few others were down there.

Keifer was down there at this time.

Jesse, Casey, Koonash.

Right.

And all of a sudden that place becomes our top satellite office doing $50,000 plus

weeks out of there.

It was due four to five thousand.

And then literally within six, seven months was doing 45 to 50,000 out of the place.

Consist.

Maybe eight months.

Yeah.

Top people winning awards, all that.

So we get Morgan town, West Virginia.

At the time, West Virginia, you know, I got West Virginia because nobody else wanted West

Virginia.

They're like, people I remember here.

It's so hard to believe that when you look back.

Because it's one of our best territories.

It kills it.

I mean, and to think at some time people were like, no, I'm good.

Don't want it.

And so they saw what people don't work down there.

People don't have a strong work ethic.

It ends up being a complete opposite.

But I asked Maddie, would he go to WVU?

Now mind you, didn't you go to Pitt?

Right?

So Pitt and Doug.

And I'm a stealer, Finn.

Pitt, WVU.

And you know, he says, yes.

I heard on the show.

So now we go from, he moves back to Pittsburgh.

We come back from state college.

He moves back to Pittsburgh.

He's less than two years into the game.

And now we start opening up an office in West Virginia, Morgantown.

And that's about an hour and 15 minute commute every day.

Yeah, closer to hour 30.

Hour 30 every day, right?

So how many days a week did you drive back and forth on average the first 10 years of

Morgantown's existence?

Monday through Friday.

Monday through Friday.

Yeah, we are five.

We opened it up.

There was no wiring.

There was no cable.

There was no front desk person.

It was just a show, show of an office.

And it's like, all right, from scratch.

When you talk about from scratch, we had a nice place.

And then it was like, okay, what do you do?

So I was kind of learning as I go because state college was already built.

I didn't know how to run wiring and put a front desk and everywhere like that, let

alone the process of hiring talent into the place.

But we had, you know, we had the leads and we had the people to see.

Went there.

Yeah.

Exploded.

Yeah.

Yeah.

I remember $100,000 weeks out of there, $200,000 weeks in a small, $1,500 square

feet in a check.

Check it.

Yes.

I remember, you know, the numbers that place would do.

And so then, you know, when I look at all that lead up, you know, to it, another thing

that stands out to me is there's moments in time where you've never been a hater for

your brothers around us in business because this is a challenge for people.

And this is something that I've admired about you and I call myself lucky to have had

the people around me, such as, you know, yourself, Tommy, Justin, Maddie, people at the

top, Brody, where, you know, you got, let's, if you have a vision and a picture of this,

you know, we got, you know, three people that I end up starting to run things through,

you know, the organization because there's only so much that I can handle.

So, you know, I shoot off to these top three people, four people and they go out and they

try to carry that message down with help from me.

But it's like these are my captains.

These are the go-to people I'm turning to.

And so what I would have to do is I'm put in a position that there's times where I have

these three looking at each other's numbers and they're competing.

And I'll even say, hey, this one's kicking your butt this month or when you're going

to catch up to this one or you know, the comments that'll make people compete to get

them going.

And I think the blessing was always that you guys always found a way to get along.

And I watch a lot of people not be able to do that in this business.

Out of this business, their top people can't have a competitive environment and still get

along.

And none of you were really compensated based off of the other one, but always have this

relationship that no matter what if we compete, whatever, I can always bring you to the table

and never feel like there was negative energy or you talking bad about this one behind

their back or this one talking bad about you behind your back.

Where does that come from?

Like what would go through your head, you know, it's like, I want to win.

I'm a competitor because you're a freaking competitor, but to not hate on them.

I don't know that you can be great in business without being competitive.

And to think, my competitive was just always competitive with myself and like, hey, performing

at your best, getting the best out of you and the people that are around you.

It's kind of like the bar that I sat with myself.

So anytime that's load, I'm already competing with myself mentally.

It was never with other people, but I think to each their own, because some people play

their best when you put them up against somebody else.

That is their competitive and the fuel them.

So absolutely nothing wrong with that.

That's why we have sports and whatnot.

And, you know, me personally, I've always, like, I'm a big law of attraction guy and

I'm a big, what you see in others is what you see in yourself.

So I would, to me, to hate on something is going to track that into my life.

I feel like.

And I look at others, the people that I compete with and I just see myself too, like great

person earn where they have.

So there would never be any type of hating there, nothing but respect.

Personality-wise, are you going to care for everybody and love everybody?

Like friends that you, no, but from a sheer hating standpoint, it like,

you're going to just attract that.

My, I'm like, I'm going to track that back into my life.

So I'm just put out all optimism, positive, see the best in people.

And at the same time play to my full potential.

You know what I'm talking about?

Because you've coached a lot of people.

Yeah.

So you have people that are, they're on to come up and they want to win so bad.

And all of a sudden instead of worrying about what they're doing, they're saying,

but well, this one's the only reason why she's winning is because of this.

Or this one you didn't see.

He's lazy.

You know what I mean?

He don't show up.

But me, you know, they like build them so far.

They're not tearing the other person down to you.

And I never saw that.

You know, with, with you guys.

And part of what you got to look at sometimes when someone behaves at why would they behave

like that?

You know, maybe they're not getting enough credit or recognition.

So I feel like from a come up standpoint, I was never lacking in credit recognition

where I felt like, hey, nobody's looking at me like, you know, like they're not doing

it like that kind of behavior.

So there was a solid setup from that.

And yeah, a lot of times, you know, it's young emotional sometimes.

Maybe that comes in and kicks in.

But no, I never was wired like that.

It was always just like, okay, how do I get the best out of myself?

That's where I compete.

I think, you know, another one of those, you know, that stands out to me as loyalty.

I feel like you've shown a lot of loyalty.

And, you know, we describe saying, man, when you start to talk about loyalty, loyalty really

is shown when you disagree or when there's challenges.

And you know, I would look at moments where, you know, in business, there's times where you

got to give up something or you got to sacrifice something or help make a decision and be cool

with something that maybe you're not a, you don't love, or maybe it's not in your 100%

best interest, but you understand how it's better for the organization or better for

the group or to help others.

And multiple times, I watched you be able to handle those scenarios and still show

loyalty.

And to a point where I remember, you know, and this is somebody that is close, as close

with as family as mom, as dad, as anybody else, you know, super close.

I think on a weekly basis, you know, I feel like you guys are always doing something as a family.

Not only you're immediate, you know, in your house family, you and your kids, but your dad,

your mom, you know, Courtney's family, you're a family person.

And I remember, you know, having a moment where I was thinking about taking an opportunity

that was offered to me within now, globe life, right?

So there, I won't even get into detail what the opportunity was.

You remember what that opportunity was?

Yeah, of course.

I remember the date.

I was getting ready to think about going one of the things that I talked to them about

as if I come, I want to be able to bring a person or two with me that knows our playbook

and can come up, come with us.

And I remember pulling you outside and telling you, I think that I was going to do it and

ask, would you come, you know, with me?

And I remember you getting a little emotional.

Like, I saw like no tears come down, but tears in your eyes, you know, like, man, I trusted

if you think this is in, you know, best interest, I'm down to ride with you.

And he was willing, willing to move to Texas and leave his mom, his dad, his family, that

means so much to him behind on a, let's go do this.

And even though I didn't end up taking advantage of that opportunity, it always stuck out,

you know, to me in the back of my mind, if not only have you showed other moments, that

moment also, I'm ready to get up and roll if we have to, but also loyalty and moments

where maybe, you know, this business is big, you have to do something, you promote somebody,

we make a play call where it's better for this agent, which is not better for you.

And you've always been kind of supportive of that.

And we come back to the table and I never feel like there's a lack of loyalty.

Where does that come from?

What goes through your mindset?

You know, I, karma, I think is big in any way.

So I think if you make the right decisions, there's life, karma, business, karma.

Same thing.

Like this person, this person, I'm like, easy.

Karma will take care of that.

I'll give it time.

And it always does.

I look back like, hey, remember what you said?

Where are they now?

The karma always business in life, karma.

So I think just putting the right stuff out, doing the right thing, you know the difference

we write wrong, doing the right thing.

And then, you know, you look at making decisions for yourself or whatever, like, you know,

this is a family.

So to me, if we're all brother, sisters and whatnot, so you look at the decisions you have

to make in your own family that maybe the kids get more or your wife or the husband or

the dad might have to sacrifice sometimes to make sure the family's good.

And you look at the same thing in business.

Like you look at all of it and say, all right, what do we got to do?

What decisions do we got to make sure to make sure everybody's good in this family, you

know, from whatever, from any type of parents saying, so that's part of it.

I think of it just like I would when I'm making decisions with my kids or my wife and

what's best for everybody.

And at the same time, you always got to be in a good position yourself to help everybody

out.

They speak in a family.

Yeah.

I know you're like me, you know, you get what your family and you fight sometimes.

You know, you argue and then you make up the next day.

Yeah.

And one thing that I admire about you is your ability to, you know, people may think

because you're a nice guy.

You know, there's these hoodies out that I was, you know, I don't have one, but I think

I might get one, you know, about for Christians.

And it says, saved, not soft, right?

And I think so people can look at you or talk to you and think, man, you're a nice, he's

such a nice guy.

You are such a nice guy, but I've also watched you be able to in settings like you're not

a pushover, you're not a rollover.

You have that perfect balance of you're a nice guy, but I also feel like, you know, this

is extreme on the ground cast, but you know, I feel like if I'm getting jumped at the

bar, I think you jump in.

You know what I mean?

Like not like not so nice. He's running out the back door

I and but where that comes into play in business is I think behind closed doors

You know people may think oh nanny maddy so it's such a nice guy and he got this because he goes alone with what you say

I think you know me and you have had a lot of

debates

Heated debates and things where you don't agree 100% with a play call or something that I'm doing or you have questions on something

But you've always been able to somehow

Handle the being opinionated having an opinion not crossing the line of being disrespectful and when we break the huddle at the end of it

You know half the time, you know those things I end up going your way with something that you were passionate about

Maybe not all the time did it go the way that you wanted it to go we're able to go we're able to use that skill set of

You could get in a blow out with your family, you know on a Monday and we love each other on a Tuesday

How does that you know play out what advice would you give to others so much?

one

You know to answer your question that I think it's timing of the liveries got to be right on everything you do as I got older

My timing of the delivery probably got better less things bothered me as much so there's certain things you're really passionate about

And you have conviction on and certain things you're not and you got to you know not learn to not battle

Every single thing and just the one you care about and at the end of the day you look at what is what do I truly believe in my heart is right?

And then that's what I'll bring out of me to get whatever result that I want so

Do you want to get me know do you want a yell no do you want to get an altercation no

Do you want to have disagreements no, but I'm a bottom line guy. I'm a results guy

so whatever you need to be

To get that acquired result is what I'll be and you know

My the most disciplined person in the world no strongest work ethic in the world

No, I think I got a great one. Yes, but whatever the time acquires to get whatever I want

That's what I have to be and so sometimes it's

Majority I would love to be just nice all the time

But if it has to be that then then that's what you got to pull out to get the result

Yeah, I think that went a long way for me when you're looking at like this is hard, you know people ask like why you know

Maddie why you know this because you know

We're gonna grow this thing. There's gonna be a lot of other people that me and you bring in that have to play a major role

That they may not even know you know that that is coming but

One of the things in my in my process of going through it mentally and explaining other than production other than

Consistent results over the years these intangibles of man if you're gonna be married to somebody

You know, that's what people of course who have partnerships have explained to me why it's so difficult

To have is because it's like marriage and marriage is difficult and and so they said man

You you got to be understand what you're getting into and I'm like man

I know in marriage. We're gonna have disagreements and and so over the years

I found that I have somebody that will will tell me what they truly feel we can debate

We can have disagreements and the next day

We're back on track in the brotherhood whether I like it or don't like it

You like it don't like it. We've been able to come back together

Multiple times over the years and that said a lot you know a lot to me

Speaking of which you know that you've had a lot of support from Courtney

We mentioned you know your wife now wife that moved to state college

I supported you five days a week pregnant with kids driving five days a week. I got to stress to you

I want to have there I want to have back three hours early mornings late nights all that stuff

What would you say how important is it do you think for somebody to have the bright person in their corner?

Yeah, I like feel like spoiled like a kid that grew up in a good environment

You don't know any different, you know so like it's like you know obviously you dated but I got to thank God

I landed Courtney and

You'd like to think you're a good judge of character when you're picking your partner for life, right?

You know whether it's partner for business, you know

You analyze certain things and behaviors and whatnot

It's not a jump into and same thing with your partner partner in life and Courtney just

She checks all the boxes and and has always just been there cool can always

Talk to her never hate it same way, you know like you know if I was going home and she was hating on someone

You know probably been harder not but Courtney's always been you know well this person or that

No, you don't get that with her. So it's always been

It's always been easy for me and you know you talk about lucky when you count your blessings and gratitude

It's like oh she's been in like an angel. I need an angel

You know I got them all all over me

I need them in life because you know she helps settle me down especially for that age range and you've seen

Others that you've coached not have that yeah support that's hard what that can have what can happen to somebody

It's really hard. Yeah, I mean, it's you know, it's almost could be

could be a

Death in the business if you don't have that support and you're trying to live two different lives and battle two lives

What's really hard to is like let's say you marry someone?

You know that you you've been negative call so to speak and that's the relationship you have then you come into business

And you're trying to better yourself and you're becoming this different version you're watching different

YouTube's and attending different meetings and you're around this whole different ballgame where you feel yourself getting better

But the home isn't and that's a saying that that is what people go through on the day to the base

And you can't change anybody you just try to you know live in and hopefully you rub off and pull them up and when it doesn't

That's a hard decision

To make that and you see it a lot in business

So you just try to coach it as much as you can and offer support and you know what the result is and you know what you need to be

It's like but not every case is the same every case a little different, you know

That's where I was I give the young people that you coach or you know people that are like not married yet that they're kind of dating on

Do you ever have anybody ask you questions about this person's supports or this one don't support?

What should I do in this relationship you ever get there or no?

I wish I got it more proactive a lot of times when I get the questions

It's reactive of what's what's going on in a problem that they're having in in what not

You know, I just make sure to when I meet spouses just love on them get them get to know them thank them

Try to keep an open relationship

Just like you know if if my daughter a kid were dating someone I want them come to me and talk to me and ask me and

You know without me priming or asking and it's like all right

I want to have ultimately have good relationship with whoever they date so it's like

Anybody that's marrying our business just let them know I'm there for them and like oh I'm here

Feel open coming to me if you're having anything at the home life because you know as much as you'd want to keep them separate

They do spill into business. No business is gonna probably spill over in your home life whether you had great days rough days

And your home life if some things are rough it's gonna probably affect your attitude

And being at your peak in the business speaking of affecting your attitude and home life personal life business life all that

One of the things I also think you're you're good at is being you for all these good ats

Me I feel like I think I should reciprocate the title could be what's great about

Maybe that's our podcast. What's great about Maddie D? What's great about Maddie? I think

You know handling pressure and

adversity and being able to stay even keel emotionally you know, I've watched you be able to be calm under

pressure in

Environments that have a little pressure or things aren't going great for for

Something personal professional whatever and still be able to show up. What what tips do you have for people?

How do you do that? Well, they're the natural

First first tip is I wouldn't want somebody to go through but I've been in situations in my life where I'm like like now these situations

They're like small. Yeah, they're they're small, you know

And so it's like to me some of these are small. You got big ones as well. So it's easy to stay calm like you know and

And then too I feel like I'm an eternal optimist by nature

I'm just like bring me the most chaotic crisis. I'm like

We're good. Here's where the cuz of solution in it solution oriented

All as I see as a solution and I'm confident in all right

We're gonna do whatever we take to make this situation good

And that's where it really comes from my train my brain's probably been trained like that because what's the opposite?

What are you gonna do? I look what I said? I'm a bottom line. I'm a results guy

What is the opposite to that? And why would I get all frantic and worked up in angry and yell and think about the problem?

It's like who wants to go there get your blood pressure up, you know get get sick where you're where you're so physically sick

It's like I could go that route that doesn't seem exciting or appealing to anybody get physically sick

Get upset fight with everybody get chaotic crisis or hey, we're gonna be good. What needs to be done?

We'll veer that way though. They veer towards

Focusing on the problem

Getting down if they feel down. Why why why?

Given it energy why though? I you know, maybe maybe trains you why I don't know I feel like it's such a better

More obvious answer. It's like you know to to go this route

Yeah, and it could be that your natural feelings and emotions that is probably natural for your brain to go that route

If I could come up with it way more natural because it's a problem the brain sees the problem once the problem

And now your emotions are following your thought process

So it's like you probably need to actually train it and wire it to get that and that's way how do you wire it?

How do you rewire it practice?

You know, let's say something bothers you for two hours

You're one of those it's stews in it

Maybe you get that down to 30 minutes and then start coming up with the solution and whatnot

You just start training yourself more towards towards that

And at the end of the day, I mean man unless it's a major crisis problem talking about losing someone

physical illness and you know like

Man, I take steps back and I'm like, yo, if this is my biggest problem right now my past start laughing

Like when I find myself like four or five minutes seven minutes into one of those

Tandards I'm driving my teeth almost getting mad. There's like this other side

It's like this is your biggest issue right now

And then I start almost laughing like all right good. We good. Thank you Lord

Thank you could be this this this or this we're good. Yes, this is what we got to be worse look at the yeah

Of course, it is keeping in perspective. I think you know when I look back on the

We talk about going to state college going to Morgan town five days a week

This is when we were in the field on the phone stuff like that

Making that trip you had young kids

Yeah, right for a lot of that was young kids. These are things people don't see now the last you know a few years

You work from home a lot. There's a couple days a week you go to Morgan town still

But we work from home. We work virtually a lot which is a plus in our business people

Awesome right yeah, I had to you know

Comfort of their own home any state any you know situation such a blessing we didn't have you know coming up and

So when I look at that I also look at the fruits of your labor, you know, I look at not only the things

You know that you're able to do like you're going to London one of the you have planned for

Taylor Swift Taylor Swift on the dollar Swift was in Pittsburgh his daughter wanted to go to Taylor Swift

There was no tickets last second. We did so he said what I'm gonna do then is I'm just gonna take you out of the country

We're gonna go to London and the families going to London in takes days. I remember during

COVID COVID hit people were down people were depressed. I remember you said hey you mind

I'm gonna I think I'm gonna roll a Florida for three months or six months

I'm gonna get a house in Florida my family instead of just sitting here

We're gonna just spend it in a nice weather and so there's been things that you've been able to do

I think you know I'm careful around this subject because he this is the one where he gets angry and aggressive

Remember I said he can balance it out. He gets all upset very defensive over the game ago so funny

So I want to just on air say that this was brought by Josh Lagerman

We were going over a couple things and he said you know how he gets a chance to balance he golfs a lot

You know, I said what I'm gonna just pun it off on you. Yeah, like you did you did right. Yeah, so yeah

So hobby so he said he said not you know now he's able to balance things

So why don't you talk about like how have you found the ability? You know what things have come back to you from your

Sacrifices

Yeah, and how do you find that rhythm that balance that people are always you know looking for to keep it going on with your family your

wife work all that stuff

I think when you start any business there's gonna be a different level of building your business like

You know, so this is 7 a.m. To we were in the field too like we were white knuckle in the field of snowstorms

Getting home at 11 p.m. So you know you're talking a hundred hours a week

It was just different times in our industry and that so I think if anybody starting off a business

You don't really have that luxury of balance or whatever, you know, you just don't you can't you can't

Be laid back and build the business it requires a certain amount of force energy and whatnot upfront. Yeah, yeah, and then

You know you're grinding towards something or else what are you doing it for right?

You know that you're grinding you get a business built, but at the same time you you know for your business to stay and keep growing

Especially in any industry there takes a level of zoned in and focus on

They that you got to be so I think again, you know at that time my first couple of years to now

It's just you analyze where you're at where you need to get to and then say okay

I'm a results guy my bottom line guy. What do I need to be what hours?

I need to give where do I need to be to get to where this is at that time was a little different setup

Now to different setup so no matter what if you find one balance out of life and that's same with your business life

Your results in bottom line. I'm sorry your personal life if my personal life was out of whack

Because of it to the point where maybe I was gonna lose something then I got I'm a bottom line results guy

What do I have to be to make sure that situation is better in good and I feel like

That's what I would adjust to and pivot to right and that's what helps with the support from home because she let me

Just just rock right you know

I didn't have to kind of call the time out and say hey, what do I got to be to prepare this so

You know that's the end of the day. It's like all right. What are you chasing? What is your happiness?

What is your overall maybe my happiness would be to golf 24-7?

But what would that do to my financial life and my business life?

Maybe my my happiness is to work 24-7

But what would that do to my overall happiness in my in my family life in my own me time fulfillment, you know

So it's like the balances everybody's different their balance is different and the people

around them's balances different.

So you can't give a cookie cutter answer there.

It's almost like what does your balance need to be

to keep all your balls in the air and juggled

and make sure you're prospering at all

with the people you have in your life, you know?

Love it, beautiful.

Different question.

I know what you were, people don't know what you were doing

before this, which I joke about.

Councilor.

It was counseling kids, right?

Back kids.

In juggled.

Trouble trouble trouble.

Bad kids.

Babies.

I was one of the baby kids.

So I joke and I say, well, before this,

he was counseling, trouble youth, trouble kids.

And so now it's basically same thing.

Just a little bit higher.

Yeah, right.

Trouble adults.

So the question is, what would you be doing

if it wasn't this?

Why would you think you would have been doing it?

Well, no, no, no.

You know, different now compared to at 22, you know,

at that time, I wanted to teach maybe at a college level.

I always wanted to work with people.

Professor Diolis.

Professor Dee, yeah, I always wanted to work with people,

whatever industry I'd be working with people.

And talking to people, helping people, teaching people,

you know, as you get older now, you know,

you're just a business ownership, something like that.

But I would either probably end up in an investment,

something investment, something teaching college level,

and probably would have ventured towards a business owner.

I just needed someone to teach me.

You had 22, you don't know.

Like you're just like, here's your major, go do.

But you're not open up to multiple levels of entrepreneurs

and whatnot that could teach you.

So that, I mean, that comes with time.

That answer at 22 is different than 41, you know?

Right.

What speaking of that, you know, you got 15 years?

15, yeah, next one.

15 years in leadership in this industry.

I'd like to just close out on a couple things

what surprises you or has surprised you about this business?

And then also I'd like to, these are kind of like opposite things.

I guess they're two separate questions.

But what surprises you in this business?

Or what has surprised you about the business

that you maybe didn't understand or didn't think?

And then I would like to ask for your,

like the people that you've coached

and you've coached some great people all the way up until today.

What would you say are some of the traits

of the people that have the most success?

So first, any surprises?

What's tough surprises is you can't,

I couldn't really pick who was gonna be the breakout star.

I just couldn't pick over the years.

You know, you have some gutturalism.

And it's up to me sometimes people

you don't think it's gonna be.

If you know them for years,

different story coming in,

you already know their traits, characteristics.

But some people, you know, line up of five

and like, I remember customers,

they're like, I'm not buying anything.

And I'm like, all right, let's roll, you know,

I'm not the trainer, they would buy.

So it's like, you can't predict a human behavior.

I remember being brand new,

like this person's gonna skyrocket

and we're out with the first sign of adversity.

Whereas like if you put them in a room,

this quiet one over here, two years later,

I'm like, they're the top seed in the draft of home picking.

So you know, I mean, you just don't know what somebody's want is,

the tire is hunger, life experience, wired.

You just, you don't know.

So that's always surprising to me still.

Who does well to this day?

Who does that?

Yeah, yeah, yeah.

You're able to pick.

Yeah, great.

You know, your typical attributes, sometimes coachability

and the, for me, the coachability,

I don't really see till over time, right?

But they all have that, right, to our level.

I do think that everybody that I've seen really do well

in business and any business has a high level of social skills,

some sort of social awareness.

They're able to communicate properly.

You know, whether that's with a team,

whether that's with a client,

whether that's with an offline,

they're able to handle that properly,

in respectfully.

And you know, work ethic,

I don't, you know, I've met a lot of people

that are great at communication

that don't have the work ethic.

It sounds like, all right, well, what are we gonna do?

Those are both pretty, pretty, pretty important traits.

You got this killer work ethic, but you suck with people.

Yeah.

You know what I'm saying?

Like, you leave every conversation with that person,

like, ah, can't stand them.

You know what I'm saying?

I mean, those two traits probably go hand in hand.

And if you get social skills,

give me both of those.

And I feel like a lot of the other stuff

that I can train, hopefully they're wired with loyalty, right?

Hopefully they don't have that.

They just bounce around to everyone

because you'll have that a lot of,

they're tough because they get results

because they have a work ethic

but they have no loyalty.

They'll bounce around, they'll like the wind,

they'll get air and air.

That's tough, but you feel like you can kind of wrangle that in.

Maybe they have the work ethic

and the social skills with their all over the place emotionally.

And that's something that you're gonna work on

developed over the next couple of years.

But you give me someone right off the rip

that's ready to grind, you gotta work ethic

and they're good with people.

I feel like all the other stuff, the emotional intelligence.

What are you, would you say we need to develop, you know,

like you're like, well, you give me those two things

and these are some other areas that we need to develop.

What are areas that you've developed

in people you feel like if they bring you work ethic,

coachability, they can communicate.

What other areas have you felt like it's a meaningful?

Emotional intelligence.

Definitely, you know, you'd think about yourself,

your emotional intelligence is 22.

You know, I know people that are in their 60s

that are still battling that,

that maybe never had a coach or just never changed that.

They're just used to what they're used to

and that's how they respond to things.

Emotional intelligence and why that's important

because if you're emotionally high one day

and you're emotionally low the next day,

your results are gonna follow that.

You know, so your results in life are gonna follow.

Follow your emotion.

Yeah, because your emotion and your behaviors are unstable

so your results will be.

So, you know, that's one we get to finances.

I feel like you try to help someone out with

the healthier they are financially,

better personally development, you know,

if they're working out eating healthy,

I feel like that helps someone

who you're overall in their business life

and their confidence and whatnot.

So optimism, you might have someone that's

that has a great work ethic and they're good with people

but they're naturally well pessimist.

So training them to like solution oriented

and this stuff takes times and years

and this is what you deal with when you're, you know,

in a business role or coaching role

and it's not just coaching role,

that's anybody that you oversee,

your job is to add value and make an impact on them.

So as long as I got those two traits,

I feel like any of the other stuff,

the blow ups, all that we can handle that,

the bad spendings, we can come up with a game plan

if someone's open to that.

Takes patience and I feel like us, you know,

in leadership you got to take care of yourself

in order to pour into them, right?

So you're not developed in those areas.

Not that we're perfect but if you're not

developed in those areas, it's going to be hard to,

I heard my pastor recently say that

whenever you're in leadership of anything,

whether it's your home life of your family

or a business or whatever it is,

you become the lid for those people.

You're the lid.

So how high do you want that lid to be?

And that all determines on how much you're willing

to pour into yourself and evolve.

So I think we're going to wrap up there.

Just want to thank you, Maddie,

for taking time out to be on a grind cast

and thank you for the decade and a half

and I'm excited for the next 15 years

so we're about to run a scoreup together.

I'm excited.

And as always, thank you to everybody out there

investing time with us on the grind cast.

Get ready us a new day.