Cut The Tie Podcast with Pablo Gonzalez
For many veterans and corporate professionals, the transition into a new chapter of life comes with a difficult realization: the “safe path” isn’t always the one that leads to real freedom. In this episode of Cut The Tie, host Thomas Helfrich sits down with Pablo Gonzalez, a United States Air Force veteran turned entrepreneur, who now helps business owners unlock global talent and reclaim their most valuable resource — time.
Pablo shares how he went from explosive detection dog handler to co-owner of Global Talent Direct, a veteran-led company that helps small and mid-sized businesses hire pre-vetted international professionals without the overhead. His story is rooted in discipline, service, and a deep desire to build a life where freedom and time matter more than job titles or traditional definitions of success.
About Pablo Gonzalez
Pablo Gonzalez is the co-owner and Head of Broker Relations at Global Talent Direct, a veteran-owned and operated company that helps small and mid-sized businesses scale through pre-vetted remote talent. Based in Atlanta, Pablo works with U.S. businesses to access highly skilled global professionals through a transparent, flat-fee model that prioritizes fairness, impact, and long-term support.
A former Air Force explosive detection dog handler, Pablo brings military discipline, service-driven leadership, and a global mindset into entrepreneurship. Today, he empowers business owners to reduce overhead, increase profitability, and reclaim their time by hiring right — without sacrificing quality or ethics.
In this Episode, Thomas and Pablo Discuss:
- Why stability is an illusion
Pablo explains why the illusion of a “safe job” keeps many people stuck, and how betting on himself became the turning point. - How military discipline transfers directly to entrepreneurship
From leadership to resilience to mission-first focus, Pablo reveals how his service shaped his approach to business. - The danger of taking on too much
Pablo opens up about the entrepreneurial trap of overworking, and the importance of systems, prioritization, and work-life boundaries. - Why hiring global talent is about empowerment, not job displacement
Pablo addresses the common misconceptions about global hiring and explains how small businesses can use talent sourcing to fuel local impact.
Key Takeaways
- Veterans are uniquely equipped for entrepreneurship because discipline and purpose transfer across any industry.
- You can’t be the bottleneck and the builder at the same time.
- The only real security is your ability to create value, not your W-2.
- Scaling starts with freeing up the founder’s headspace, not just their hours.
Connect with Pablo Gonzalez
🌐 Website: https://www.globaltalentdirect.com
💼 LinkedIn: https://www.linkedin.com/in/pablo-gonzalez-4687a322b/
Connect with Thomas Helfrich
🐦 Twitter: https://twitter.com/thelfrich
📘 Facebook Group: https://www.facebook.com/groups/cutthetie
💼 LinkedIn: https://www.linkedin.com/in/thelfrich/
🌐 Website: https://www.cutthetie.com
📧 Email: t@instantlyrelevant.c
Serious about LinkedIn Lead Generation? Stop Guessing what to do on LinkedIn and ignite revenue from relevance with Instantly Relevant Lead System
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Transcript
Episode Transcript
Available transcripts are automatically generated. Complete accuracy is not guaranteed.
SPEAKER_01 (00:00):
Welcome to the Cut the Tie Podcast.
Hello.
I'm your host, Thomas Helfrick,on a mission to help you cut
that tie to whatever's holdingyou back from your success.
As I always say, you gotta cutthe tie to success that you own,
not someone else's.
So define it yourself first.
Today we're joined by Pablo.
Gonzalez.
I like to do a little pausethere because it's like you get
you with the with your lastname, you can drop the base of
(00:21):
Gonzalez.
SPEAKER_00 (00:23):
Thank you.
Thank you very much.
I'm happy to be here.
And uh I I feel like I'm I'm oneof thousands of Pablo
Gonzalez's, so people alwayshave a a fun time trying to find
me on LinkedIn.
Millions, probably.
SPEAKER_01 (00:35):
There's a guy working at my house right now.
His name's Alex Garcia.
I'm like, you can have a morecommon name than that.
Pablo Gonzalez might mightcompete with it.
SPEAKER_00 (00:42):
Yeah, yeah, it's like the John Smith of uh of
Latin America.
So it is true.
SPEAKER_01 (00:47):
Uh take a moment.
Introduce yourself, where you'refrom, what it is you do.
SPEAKER_00 (00:51):
Yeah, absolutely.
So my name is Pablo Gonzalez.
Uh, I'm one of the owners andthe head of broker relations at
Global Talent Direct, uh basedout of Atlanta right now.
Uh probably gonna be relocatinghere soon.
But we're a veteran-owned andoperator firm that helps
businesses uh scale by hiringpre-vetted international
professionals for remote roles.
So we specialize in giving smalland mid-side companies access to
(01:12):
the same global hiring powerthat the big corporations have
without the overhead.
Yeah, and that's a great valueproposition because you can get
uh you know, to get good people.
SPEAKER_01 (01:23):
We do this with our own team through the Philippines
and we pay our people better.
Uh at the same time, you know,it's you you shouldn't, you
know, expect U.S.
prices at the same time.
I say it that way.
And and the people are peoplewherever they are, Latin
America.
Um I'm not a big fan of buyingout of India.
I mean, it's the just culturaldifferences of how we work.
Uh, but there are places.
So uh there are but there thethe what I was getting to there
(01:45):
is there are quite a fewcompetitors in the space, and
there's people who likeinternally just take care of it.
Where do you how do you guysdifferentiate in that?
SPEAKER_00 (01:54):
Yeah, uh so what makes us unique is uh that we
run on a success-only flat feemodel.
Um so you know, I I have uhplenty of competitors, I'm I'm
sure you've heard of some, butto give an example, one charges
about$3K a month for anyexecutive assistant.
Um and I had a personalconnection who actually worked
for them out of Columbia, whereI'm from, and uh asked her, you
(02:15):
know, how much she was gettingpaid, and it was about$600.
Um and the cost of living inColombia is low, but it's not
that low.
Um and so for me, that's I'm allfor profit margins, but that
didn't sit right.
So uh no endless percentage oncontracts for us, no inflated
markups.
We only win when our clientswin.
Uh and we're able to peace ofmind, essentially, you know that
everything that you're paying isgoing directly to your
(02:37):
candidate, and you see thatreflected in the uh in the work
output.
SPEAKER_01 (02:41):
So they pay you a flat fee and then they pay the
candidate, basically.
Exactly.
Yes.
Yeah.
So it's it's almost like anaccess model for the talent.
They don't like it, they get ayou guys help find somebody new.
SPEAKER_00 (02:51):
Precisely, yeah.
And it's uh free consultations,free interviews, uh only pay
when you want to hire somebody.
SPEAKER_01 (02:57):
And that's good.
And in in uh the margin businessis fine, I agree with you.
Uh, but if you don't pay yourpeople right, they they do get
second jobs, they lookelsewhere, they're unfocused
because they don't find whatthey're doing in the street or
super important to them.
They're spending that timetrying to find more money.
Um absolutely.
But that matters, it really doesmatter.
Um so as a principle, umsometimes you do have to pay
(03:21):
people less because you justcan't afford it.
I've been through it.
And at the same and at the sametime, when things are good, you
you need to reward youremployees for that that ride
along.
So I I agree with you on this.
Um so people can stalk you justa little bit while you're
talking.
Where do you need to go?
SPEAKER_00 (03:37):
Yeah, so uh you can find me on the website
globaltalentdirect.com.
Uh it's got the contact infothere, uh, or find me on
LinkedIn if you can.
Uh it's uh Pablo Gonzalez.
And uh I I had a hair in in thatone, but uh as I mentioned, I
recently shaved my head uh um sothat it it's not false
advertising and it'll grow backeventually.
But that's right.
SPEAKER_01 (03:57):
So to be clear, he's doing it because his mom has
breast cancer, so he'ssupporting her um with that.
SPEAKER_00 (04:02):
So good for you, good song.
SPEAKER_01 (04:03):
Thank you.
Start with you.
How do you define success?
SPEAKER_00 (04:06):
Yeah, so you know, success for me, it's it's about
freedom, not not money, nottitles, uh, freedom and time,
not just for myself, but reallyany business owner can relate.
Uh time and freedom are the mostvaluable things that I can
provide for anyone.
Uh, the ability to spend timewhere I want with who I want,
doing work that matters for me.
Um, that means just beingpresent with my wife and
(04:27):
daughter while buildingsomething that gives that exact
time and freedom for others aswell.
Yeah, and that's a big one,right?
SPEAKER_01 (04:34):
It's it's it's it's controlling your account, the
captain of your calendar, right?
And so to speak, and giving itfor others.
Uh in now, talk about yeah, youhave a neat neat journey.
So go into your journey a littlebit and maybe identify kind of
the big things that were holdingyou back, the metaphoric ties,
so to speak.
You you had a cut to to be ableto do that.
SPEAKER_00 (04:53):
Yeah, absolutely.
So background, I guess, where myprofessional career started was
uh I spent six years in in theUnited States Air Force as an
explosive detection dog handler.
Um and after separating, believeit or not, my wife asked me to
do something where she couldsleep at night.
Um and uh it was important forme to do something that I was
still uh helping people.
(05:13):
Um service is mandatory inColumbia, where I'm from.
Uh, and that's a principle Ialways grew up with.
So I wanted to carry that on andmake sure that I was able to
help people.
Um I'm 100% disabled, so I don'thave to work.
And I tried that, but it justdidn't stick.
Uh, you know, I want tocontribute to society.
Uh I jumped into sales andbusiness consulting where I
(05:34):
learned how to drive revenue andbuild relationships and carrying
people specific journeys tobecome business owners and and
how I could help them reachtheir goals was was great.
Um, but I kind of realized I wastrading time for money, uh,
stuck in corporate metrics thatdidn't really align with my
personal values.
And at the end of the day, theimpact I was having on my
clients wasn't as big as Ihoped, um, which is tough to
(05:55):
find, you know, matching theimpact I had in the military.
I was, you know, doing uh firstcontact with villages in West
Africa, dropping in centralsupplies and security suits for
the president and vicepresident.
But now I've changed my mindseton that where I don't really
view it as a problem as much asI do a challenge to strive for
every day.
Um so in short, the the tie Ihad to cut was, you know, the
(06:16):
belief that I need to stay in atraditional career path for
stability and and for helpingpeople.
And I had to let go of the W-2safety net to really take full
ownership of my own path and andhelp others and myself.
SPEAKER_01 (06:27):
So six years in the military, you your wife goes,
Hey, enough.
We're going were you on two-yearrenewals?
I think there's like certainopportunities you can renew and
get out.
You just can't be like, hey, bythe way, I'm out.
They're like, no, you're in.
SPEAKER_00 (06:39):
Yeah, no.
So uh Air Force, how thecontracts work there is uh four
or six-year contracts, and uh Iwanted to do as much as I could.
Um 20 was not necessarily in thebooks for me personally.
It's that you know, I justwanted to do my part and and say
I served and um and then go outand about.
And you'll find a lot ofveterans don't really think much
after the fact.
(07:00):
And I myself was guilty of thatvery thing.
Uh, but it's uh finding yourpurpose, and and now I'm I'm
also on on the advisory board ofa nonprofit called uh savvy,
which is a strategic alliancefor veteran integration, and
it's resources for all veterans,but specifically builds tracks
out for a year pre-separationand post-separation um to really
(07:20):
help folks get back home, notjust physically but mentally as
well.
SPEAKER_01 (07:24):
Did you uh did you have a tough time agreeing to
that w when you were in thebecause that like that you you
identify with that, it's fun,it's good, it's got order.
You know, yeah, you definitelyhave a sense of purpose, I would
think, in it.
But what obviously you're widetrumped it, but like it tell me
about that transition just abit.
SPEAKER_00 (07:41):
Yeah, so it was it was tough.
And and tough would be a bit ofan understatement.
I I think I am a lot luckierthan a lot of uh of fellas and
in and gals in in my same shoes.
But you're leaving not just uh abrotherhood-sisterhood, you're
leaving, you know, you're you'regoing through the worst and and
the best times with this groupof people that whether you like
them or not, you you get bonded.
(08:03):
Um and and then you go out intothe world.
And uh it's it's sad to say it,but a lot of the times people
are told, you know, you're notgonna survive out there.
You know, it's this is this ishow you do it.
And I don't know if it's aretention idea or what.
It's it, you know, but it's it'sjust not the truth.
Uh veterans are some of the mostsuccessful people I know when
when they get out, uh, ifthey're able to, you know, use
(08:24):
their everything they learnedfrom the service and and
translate it into civilian side.
Uh, that sense of purpose, um,it just translates in in any
industry.
SPEAKER_01 (08:34):
I I I believe veterans are in the the prime
spot to become entrepreneurs,specifically because they've
they have discipline, they'vethey've worked for tough people
of order, and and I would thinkthat would be a very hard
transition to work for acivilian manager that's not of
the same quality, maybe that youmight have gotten in the
military.
And I'm not not saying thatpeople on the civilian side, but
it's just different.
(08:55):
And that difference is isprobably very irritating.
It is, it is.
Who's a member, but has lesslife experience than you coming
in and you're like, we used tobeat people like right?
Like you know it's like youcan't do that now.
It's like there's a way to fixthis, but you won't let me.
Yeah.
Um, and so it's it's difficult.
And so so I think forentrepreneurship coming into it,
(09:17):
it's uh it's a logical path.
You can keep your own bus, youcan apply some of your skills.
You do have, if you take theresources, like you said, there
is there's a lot of resourcesorganized around just the idea
that you're a veteran, we knowit's hard.
Um, how did you get your startedin your business though,
specifically?
Like you see you you took itthere, but how how did you how'd
that come about?
SPEAKER_00 (09:34):
Yeah, so I'll give you a little background.
Um, but I the the it reallystarted um and I'll I'll go a
little even further back, butduring my time business
consulting, I just kept hearingthe same problem over and over
uh from from business owners,entrepreneurs, nonprofits.
I wish I had more help.
I can't afford to bring someoneelse on.
(09:54):
I feel like I started my job,not my business.
Um and it was about eight monthsago, really, that uh a LinkedIn
connection of mine, ChristianRuff, posted about an
opportunity.
Uh a little background on him,he owns a company called
Uncommon Elite, which businessowners and investors go to when
they want veteran leadershipwith a very niche experience
within their uh operations.
(10:14):
Um after message messagingChristian, he introduced me to
Kayvon Bina and John Matzner,and they run Sagan Passport,
which is our parent company.
Uh they showed me the kind ofimpact that global talent can
have, both locally and globally,and and told me the work that
they have been able to do um forfor everybody.
Uh and and they but they run onan enterprise level.
(10:36):
So folks that need to hire like30 to 100 people a year, and
they wanted a veteran with aglobal mentality and and a
business background to help uhhelp start Global Talent Direct.
And it was right then that Irealized you know I was I was
building someone else's dream inin corporate and not mine.
Uh I felt like I was justsprinting on a treadmill.
And uh here was this amazingopportunity not to just change
(10:57):
my life, but the communityaround me and nationally.
So um to you know, name thepodcast, uh cutting the tie for
me meant betting on myself.
Uh we launched Global TalentDirect with a mission to help
business owners unlock globaltalent in a way that levels a
playing field.
And obviously it was scary atfirst, but clarity came when I
realized that if I don't takecontrol now, I'm always gonna
(11:18):
wonder what is.
unknown (11:19):
Yeah.
SPEAKER_00 (11:19):
And which felt actually scarier, or leaving
military or or goingentrepreneurial route?
This that's you know, that's avery good question.
Uh, and I have to say, believingthe military, it's uh, you know,
I I I knew I could do there'sthings that, you know, have
happened to us and and asveterans and that really lets us
know I can I can handle it, youknow.
(11:40):
And um a lot of the times it's adouble-edged sword in the sense
that we don't really seek helpsometimes.
Um but I, you know, having thisamazing uh parent company that
already has the the groundworkfor a lot of it, and uh just any
placements I've done have havealways been people always thank
me and and the impact that I'mhaving now is it's just uh ten
(12:03):
times more than when I was doingcorporate side.
SPEAKER_01 (12:05):
What's the biggest tie you're struggling to cut
right now?
SPEAKER_00 (12:09):
Oh man.
SPEAKER_01 (12:12):
If you start crying, we're gonna we're we've got it.
SPEAKER_00 (12:14):
Yeah.
Yeah, no, biggest tie I'mstruggling to cut is um I think
sometimes I I take a little bittoo much on my plate.
Um and and that's uh again, justthe the the curse of of the
veteran and and entrepreneurmost of the time, uh, with the
sense of I'm always trying togrow, uh, to push and to build.
(12:35):
And um that you know can biteyou in the butt sometimes if you
don't that take that time foryourself to to unwind and spend
time with the family.
Um so gotta be, you know, shoutout to to my wife, daughter, and
and my mentors to to get me towhere I am and um the community
I built along the way becauseyou know the it's I've met
business owners in all sorts offields, and uh I have this
(12:58):
awesome circle where we don'treally care who gets paid as
long as the client's taken careof.
Um and that's that's all I canask for.
SPEAKER_01 (13:05):
Yeah.
Do you have a system foraddressing that tie of uh
because that that's one thatsneaks up on you like every
month?
Yes.
Yeah, a way to manage it.
SPEAKER_00 (13:16):
Yeah, I've been not efficiently yet.
Uh so I I've been working on it.
Um I uh, you know, I don't knowif you've read the Getting
Things Done method, um, but it'sit really helps talk about, you
know, how to prioritize thingsin a way that you're not in
those moments where you do getto spend time with the family,
you're able to be present andnot thinking, did I send that
(13:38):
email out?
Did I do this and that?
You know, and and so I've it'suh it's a work in progress, um,
but uh it definitely definitelysomething that I've been
prioritizing.
SPEAKER_01 (13:49):
Yeah, it it lets I'm I've struggled with it as well.
Uh you know, I I live to cut thetie principle of you know, no
drink, you know, get get yourmale hormones going right, get
your adult ADHD working, youknow, therapy, all the things.
And I'm out hourly about it.
Uh I will say that, you know, wewe discussed this, you know, I'm
gonna cut back on shows like100% until I figure out what we
(14:10):
need to do with it because itstarts taking away from higher
revenue generating activities ortaking a walk.
Things that might be have a likea maybe like uh initially I do
this, but now yeah, I think awalk is probably better than me
doing a and so it's amazing thatyou reshift your your micro
definitions of success for somethings, right?
And there's a macro one focusone on the show, but there's so
(14:31):
it's good that you have a bookor something going with it.
But it it is a that feeling ofgetting too much done and being
busy is uh uh yeah.
I don't think I'm wired thatway, but somehow I'm in that in
that mode.
Uh do you struggle with this aswell?
I I do, where yeah, you fillyour day sometimes with work and
you go, like, I didn't make shitmoney from that.
What what did I do that for?
(14:53):
And you're like, why am Ikeeping myself busy?
I sometimes have to manage myother side, my my better better
two-thirds of she's like, Areyou gonna go do something?
I'm like, because today I don'treally have a whole lot.
Oh yeah.
But then you're like, well,you're not making enough money.
You go, you should be working.
I'm like, I can go down and bangon the computer or pretend to
for two hours or get my headright tennis or something.
(15:14):
I don't know.
So my that point is you strugglewith things like this, this like
busy to stay work or at leastnot be bothered that you're not
working.
SPEAKER_00 (15:21):
Oh yeah.
No, I I'm the same way.
And and you know, there's thingsthat we invest our time in,
whether it be networking eventsthat maybe it's the first time
we've gone and it wasn't a greatone.
You know, that that'spotentially two hours of your
day.
So I always try to make it up onthe tail end.
Um, and that, you know, comes upto to bite me with with family
time and everything, but it'salso a bit of the sacrifice
(15:43):
where it's at least, you know,in the first couple of years of
the business, uh, it's justgotta get done.
And so I'm eternally thankful toto my wife to be able to uh take
the time um and and watch ourdaughter grow for for the times
I can't be there, uh, so that Ican you know do this for us and
uh she knows why I do it and andnot just for our family, but the
(16:04):
community and to be able to givethat headspace to to business
owners as well, because at theend of the day, if if you know a
plumber is having to run hissocial media and he's like, oh
man, that I post today, uh,that's just something he didn't
start that business to do that.
And so that's that's where wecome in as well.
SPEAKER_01 (16:20):
It's interesting, by the way.
So it's like you talk about likea plumber, right?
Yeah.
I see some companies uh thatlike they only focus on
franchise leads, and I'm like,so smart.
I wouldn't know what to pickthough.
And like, because as anentrepreneur, you kind of pucker
up and you're like, where do Ilay that flag down when I can
like for what we do forconsultancy and growth, we work
(16:41):
really well across industries tohelp you get out of your own
weeds because I'm not in yourforest, right?
I'm I can look at itdifferently.
And do you guys struggle withthat from a niche of who you
provide things to?
Or is it something in your worldthat or how does it work, I
guess, probably in your own areyou with that?
SPEAKER_00 (16:57):
So honestly, probably one of my favorite
things of Global Town Direct.
Uh so my time in businessconsulting was spent in the uh
the PEO side of things, theprofessional employee
organization.
Um, and it's super niche in thesense that if someone kicked in
the door that day and was like,I need this now, it's like we
can't give it to you.
We need your medicalinformation, your uh zip codes,
(17:18):
your employees' first last birthdates and your firstborn.
And and even then, you might getrejected, you know?
And uh with this, it's it's notwe're not restricted.
It's it's really any businessthat uh would like the extra
help without the overhead.
Um and it it's been it's beenamazing.
I mean, on a professional level,it just created a lot more
(17:39):
impact than I ever had incorporate.
I know I said that already, butI'm helping business owners save
hundreds of thousands in payrolland reinvested into growth.
Uh, and not just that, butagain, clear their headspace so
that they have that stuffmanaged.
Um I I, you know, it was justthe mission statement I've come
up with GTD is helpingbusinesses leverage global
talent for their local impact.
(18:00):
So global talent, local impactin short, because at the end of
the day, every business hasemployees stateside they want to
get bonuses to.
Uh, you know, they havecharities they want to donate
to.
Uh, can't do that if if theirbusiness isn't running how they
want to.
They can't do that if it's notprofitable enough.
So um that that's where we comein.
I thought it was God TeamsDivision.
(18:20):
I thought maybe Global TalentDirect, yes, or Cloud Teams
Gravity and Isolid.
SPEAKER_01 (18:26):
Then your division is out, then we'll we'll we'll
go on first.
Teams might it might be TGT.
We don't know.
Okay.
Uh if you know you I I walkedover this a little bit.
You said you guys are vetted.
Uh but and I I say that becauseI know on our teams uh for they
work on my accounts first.
So I can see they show up, dothey do well, do they listen, do
(18:48):
they take instruction, can theycan get the brand before they go
to clients, which is our form oftraining.
I take the personal hitsometimes.
Yeah.
Um but but how do you guys doyour your vetting?
Because that that's superimportant.
Because if I'm buying, let's saysomeone who's a sales business
development, which I I would beinterested in talking to you
about because I can't find onethat's yeah, usually the ones
that you can find are no good,to be fair.
(19:09):
Um, because they're out of work.
Yeah.
How do you guys given that youdo a lot of different roles,
yes, or or maybe you guys aremore narrow than I'm seeing, but
like how do you train for that?
How do you get them vetted?
SPEAKER_00 (19:21):
Yeah.
So we have ready-to-go roles.
Uh, and just to cover those realquick, we have customer support,
executive assistants, I wouldsay are the probably the most
popular that people look for.
But then we have marketing,accounting and finance,
operations managers, salesfolks.
Um, and and how the vettingworks is you know, we have job
listings in one way, shape, orform, and uh they, you know,
(19:43):
they apply, they go through ourinterview process.
Uh a lot of times they have thethe references as well with
their US-based companies so thatwe're able to verify that.
And we also test for obviouslyEnglish fluency, but not just in
the do you speak it uh shape,uh, but in the uh, you know, I
speak fluent Spanish, but Ican't tell you how to take a
computer apart and put ittogether.
(20:04):
So for for the accounting guys,they have to know those terms.
Uh, same for the um, you know,marketing and and everything.
So they have to know terms as itregards to their specific
fields.
SPEAKER_01 (20:15):
Do you guys do anything in the sales zone?
I'm like, that's a very hardrole to fill.
Uh what I mean is someone usingtheir own LinkedIn business
account to go set meetings on myaccount or as somebody else's
that you guys do.
SPEAKER_00 (20:26):
Yes.
Uh we we love it.
And uh it's it's definitely uh Ithink the biggest no-brainer for
businesses because at the end ofthe day, with uh what their you
know, cost of living and andwhat they're asking monthly,
it's uh they they pay for theirannual salary depending on what
you're selling, obviously, butin one or two deals.
Um so it's uh and and once theystart seeing some of that
(20:46):
commission too, uh it they'rethey're gonna work like nobody
else.
And um, you know, it's it's uhit's definitely a good area.
And and a lot of timesbusinesses have used us too with
we have closers for sure, but uhI feel like a lot of times
people want to try it out first,so they hire the salespeople as
uh business development rep, anduh that way they can just do
(21:07):
outbound activity and setappointments uh so that their
estate side closers have the theopen time to just handle their
current clients and not so muchthe outbound stuff.
SPEAKER_01 (21:17):
I mean that's that's the place to get to.
Uh there's a stylistic piece youhave to consider into that,
right, with brands and otherstuff.
But I think a lot of people arecomfortable with people setting
for them.
I mean, like uh yeah.
What I mean by that is the perprospects are like, oh, okay,
they're using they have somebodythat's you know white labeled on
their team or whatever it is toset for them.
And I think a lot of people aremuch more comfortable in that
role than who's this person fromColumbus closing me right now
(21:40):
for 5k well, what pull back onthat, right?
Like, like, no, go go talk tothat guy.
Like, I'm gonna get you timewith him, but I gotta make sure
you're actually serious becauseif I go there, he's gonna yell
at me and you're in if you'renot serious, right?
It's like, oh yeah, I agree.
There's a style, becausehonestly, I would take that deal
all day because then I then Idon't have to have any
appointments except the onesthat person's setting for me.
And if you know seven out of tenare good and too close, we're
(22:02):
all gonna be really happy,right?
So it's like Exactly.
SPEAKER_00 (22:05):
And it's the same as you know, just sales positions
in general.
Most of the time they're gonnastart out as BDRs, uh, but our
our talent has the background tothey've been promoted several
times and they're more thanhappy to prove themselves again.
They're they're hungry and andready to go.
SPEAKER_01 (22:19):
So one thing you mentioned since your mom was
going through some stuff withwith, you know, because you
shaved your head.
Uh are those kind of the momentswhere you're like, I'm so
grateful that I have set up Ican capture my own calendar.
I don't have to worry aboutsomeone saying, why aren't you
in the stand-up meeting?
or like, you know, why aren'tyou at your desk?
Is that are those the momentsfor you though?
Like maybe just like you know,you're playing through your
(22:40):
daughter in the dirt, who knows?
But like the point is like talkabout how that go to impact.
Like when by doing that, I'mable to do that.
And that's talk about that.
Absolutely.
SPEAKER_00 (22:52):
Yeah, so it's uh it's definitely um helped a lot.
So I think part of thetransition that I struggled with
was um, you know, in themilitary, there's not this
mindset of it's not in my jobdescription.
There's not this mindset of um,you know, it's mission first um
mindset.
And and a lot of times thatbites us on in the butt on the
(23:13):
on the coming out side of of themilitary.
And and you know, so we're we'redrowning ourselves for for a
corporate organization, someonewe've never met.
Um and it was keeping me awayfrom my family, and I wasn't
really seeing the I, you know, II was doing well.
Uh it killed my quota, and Istill wasn't really feeling
financially where I wanted tobe.
(23:34):
Um, and so now, you know, I'mmaking more.
I'm able to, like you said, inthose key moments where my
daughter wakes up from a nap,you know, I can go check in on
her and not not worry aboutwhat's going on because I I know
my calendar and um it it'sreally helped us as a family.
And uh just being able to, Iknow at the end of the day, I'm
(23:55):
gonna put in the work.
It doesn't really matter whathours it is.
Um so i if I need a mental hour,like you said, and and so that I
can get back into it with 100%focus, uh, the ability to take
that is um it's a game changer.
SPEAKER_01 (24:09):
Yeah, it is.
And I I I I wanted you to callthat out because uh it's beyond
like I can sleep late, or it'sit's like making moment for the
actual things you're gonna needto be there for.
Uh but also setting up what youguys are doing in your business
allows business owners to alsodo that.
Exactly.
You're paying for a service andthere has to be an ROI attached
to it, and it could be I justdon't have to do it, I can
(24:31):
afford it.
The more powerful, I think,honestly, is can that person
generate revenue?
And and when you can find helpgenerate revenue for you, I look
at it as oh wow, how can I getlike 10 of you now?
Yeah.
Exactly.
You're like, that'd be great.
And then I'm like, yeah, I, youknow, because each one, you
know, I'm making 80% or 100% ofwhat I pay them every month.
Uh that's a great that's athat's a capital machine.
(24:52):
Oh yeah.
If you guys that is, it means ifI put a hundred bucks in and I'm
getting 200 back, I'm gonna tryto find a way to get 10,000 in
my hand.
Yeah.
At some point, by the way, ifthere's a block in returns where
10,000 might only get you 12,000back, but it's still 2,000
versus uh to be fair.
I I like that a lot.
Uh but do you maybe just uh uhif you could go back in your
(25:13):
timeline at any point, whenwould you go back?
What would you do differently?
SPEAKER_00 (25:17):
Oh man, you know, I um I've I asked myself that
constantly.
Uh just you know, there was alot of hard times during the
transition, not just for uh outof the military, um, not just
for myself, but for my wife andand family.
And um there's not I'm notreally one that has the regrets.
(25:38):
Um, so I I like I love where Iam in life.
Um very thankful to be here.
And uh if the only thing, if Icould keep everything else
exactly the same, is I'dprobably start my own business a
lot sooner.
Um it's uh, you know, foranybody listening, uh the the
main thing to take away is isstability, is it's an illusion.
(25:58):
You know, in the military wehave a saying that complacency
kills.
Um and I've found that to bejust as relevant now in
businesses as it was then for mein the military.
Umly real security is theability to create value.
Don't wait for permission tochase that freedom and uh cut
the tie to what's holding youback.
If if it's a job, a mindset, ora fear, um bet on yourself and
(26:19):
you'll be surprised how how fastthe doors open up when you make
that decision.
SPEAKER_01 (26:23):
I find sometimes too in that statement of just go
after it.
And you know you don't want tohave too many eggs, too many
baskets, but at the same time,it's it's risky to have just one
source of income.
And and even as an entrepreneur,you have one source of effective
income.
Uh where you know, if I lose twobig clients, I'm we're hurting
like like, oh my god, we have acouple whale, not enough fish,
(26:44):
right?
And I I look at it like, well,but why don't I like go start a
side hustle of like powerwashing or something, like where
it's like, you know, commercial,maybe it makes two, three K a
month.
I can you know find a guy thatcan go run it.
It you know, but my point ispeople need work, they'll do it.
You can find people who show up.
And if you don't, you're justgonna get up early and go do
(27:04):
some shit.
Okay.
Oh yeah.
Quicker.
Residential versus commercial.
But my point would be is I'vethought about that.
I'm like, why can't I set find asecondary source of income that
takes a little work to set up?
I take what I know how to dowith marketing.
Do you find that on your ownpersonal level or do you find it
distracting?
I I'm I'm getting more take asan entrepreneur because I find
it might be, I mean, I think Imight be distracting myself by
doing it.
Yeah.
(27:25):
But do you do you go throughthose motions as well?
SPEAKER_00 (27:27):
Yeah, so I do have the the double-edged sword of
being the hundred percentdisabled, so I get uh pay from
from Uncle Sam uh and that helpsa lot.
Um, but I I do find that uh andI wouldn't even necessarily
consider it as a hindrance asmuch as uh a future goal.
So I'd I'd love to, you know,get get that going and not even
(27:48):
necessarily start something, butpotentially buy a business that
I could scale.
Um and and you know, it a lot ofprivate equity folks uh partner
with us for for that exactreason of they can use us to
make their business moreprofitable and and have a
process that's repeatable.
Um and that's how you have guyslike you know, Alec Bormozi that
just all all they've done isthey perfected a process and
(28:10):
they're repeating it.
And and so that's really uh themost successful, wealthiest
people I know have maybe likefour meetings on their calendar
a week because they just have arepeatable process with trusted
checklists that they knoweverything's getting taken care
of.
And um, I think the biggesthindrance to business owners is
oh, I'm I'm crucial to mybusiness.
(28:31):
Without me, it would crumble.
And it's like, you know, if ifyou have that mindset, it's only
gonna hurt you on the tail endwith uh you want to leave the
business at some point, whetherit's to your children or someone
else.
And if your children don't wantit, it's it's not gonna praise
very highly if you are the mainfactor of success and you're
leaving.
SPEAKER_01 (28:51):
Absolutely.
No, so it's interesting.
So I'm in the spot where uh alot of entrepreneurs start this
way, where you know we're aboutfour and a half years in, or
almost five actually, uh, whereyou know you you move into
something where your knowledgeis the offer and the and the
piece.
And I do not want to be thethat's even more maddening than
I think saying I have to be,because at least you have
(29:11):
purpose and you're like you canfind justification.
I'm trying everything possibleto be like two meetings a month,
right?
Oh yeah, oh yeah.
Like, oh my God.
Like that's more critical andmore painful, I assure you, when
you're like what is one thing Ican repeat that have someone
else go do.
Um and I'll tell you, and thisis the thing I'm gonna leave you
with that you and I can do afollow-up on, is sale.
(29:31):
It is in business development,executing the exact system that
we go do for others.
I can't do both.
And like it it you always getthese ebbs and flows.
We've we've leveled it whereit's like, okay, I'm not as
busy.
I can go do a little bit morebusiness development, write more
proposals, and I get busy, andthen I get snake, and then you
go through these cycles.
Having somebody that can keepdriving revenue for you allows
you then to hire someone to goexecute that revenue uh piece.
(29:53):
And and that is a breaking pointthat I'm in the middle of right
now.
So I'm gonna follow up with youon that from uh from a from a uh
resource standpoint.
I know that's it's the who, nothow, right?
Absolutely.
Once again, uh well actually ifbefore I you know you do your
your uh shameless plug here.
What's the one question I shouldhave asked you today and I
didn't.
SPEAKER_00 (30:14):
Uh one question.
Um so I I've ran into this a fewtimes but people say it's like
are you are you just takingAmerican jobs?
Um and and that's uh I'm youknow I'm not surprised you
didn't ask it because it mightseem like a combative a little
bit but but uh I I always amhappy to answer it because you
know if you find someone that'sgot their master's 14 years of
(30:36):
experience and they're willingto work for 2,000 bucks a month
uh in the States, then I'llagree with you.
Uh but otherwise I just referback to my mission statement and
it's it's helping localbusinesses uh leverage global
talent for their local impact umat the end of the day and it's
not not about taking anybody'sjobs it's it's about freeing up
that headspace for the smallbusiness owner um and and any
(30:58):
business owner really and andthat wants to that needs the
help and so they can they canspend more time with their
family.
So that that's why I do it.
SPEAKER_01 (31:06):
Yeah I I I struggle with that not from a false from
a political or standpoint.
It's more of that's the world welive in yeah where if you're not
you won't have a business.
If you're not leveraging AI todrive down costs, increase
scale, whatever, or outsourcetalent where it's allowed so
some industries don't allow it,others do, you're losing because
you're not as profitable.
(31:26):
Those jobs by the way areavailable oh yeah but you just
no one's gonna take them for thesame price point.
Exactly.
So you know just because I haveuh let's say an uh I'm an
American and I have money and Igo invest my thing in the print
publishing and it tanks becausethe digital printer took my job
like well you should probablyinvested your time someplace in
money else.
Same with like an MBA like didyou really need it?
(31:49):
Could could you have shiftedyour focus so I it's like to me
it's an excuse.
Yeah and it's to it's to advancesomeone else's agenda on some
other item I I I kind of likepull back on I'm like oh just
stop just go create somethingnew else to do like I mean like
that's our role like that part'sgone we make our benefit is we
should go create something newas America it's like because we
have the ability to go do that.
(32:10):
So anyway I could probably do awhole show and that alone um
it's like just kind of shut thef up and and go get get all on
it like like that's cool done.
So yeah we'll hear it.
All right uh who should get holdof you how do you want to do
them?
SPEAKER_00 (32:27):
Yeah any any business owner that maybe has
experienced a a lot of growthtechnically that that will you
know fill up their back officeand uh they might not want to
hire somebody else just with thebenefits and uh you have kids
coming out of college asking$95,000 from no experience.
So any business owner with withhigh growth uh anybody that
wants to hire without uhmurdering their overhead uh give
(32:51):
me a call.
SPEAKER_01 (32:52):
Yeah I'll tell you what we've grown pretty well
with all outsourced and I am I'mgonna say uh set up payroll for
the first time in five yearsjust because I was supposed to
have payroll but I'm there'ssome kind of tax advantage that
I'm gonna have to explain to mefor doing aiming up points extra
to pay myself anyway.
You can use outsource and builda plenty plenty of good business
with it I'll tell you right nowso thank you once again give
(33:13):
them the address where you wantthem to go.
SPEAKER_00 (33:15):
Absolutely globaltalentdirect.com and
that's the same for ourInstagram Facebook um you'll
you'll be able to find us thatway and and just contact us
through there.
SPEAKER_01 (33:26):
Awesome.
Thank you look forward tomeeting in person here in
Atlanta uh as uh as one of myATL people and uh and I should
ask did you go to Betfest?
SPEAKER_00 (33:33):
I don't remember yes I did I did I did go to vetfest.
Did you see me on stage?
Wait vetfest is the one that'sthe one that was at the College
Football Hall of Fame right nono no that's supposed to be at
the aquarium with with theNetherlands one I was going to
say I think I didn't know youwere on stage there.
That's crazy.
SPEAKER_01 (33:50):
I had to leave just a little bit early I was the
first one so I I rocked it Iokay they were very they were in
tears and then I got that'sthat's also jump in later uh
thank you so much anybody who'smade this part of the show thank
you so much for listening andwatching if you um if you're an
entrepreneur you're gonna go beone find your success get after
(34:11):
it cut all ties that's holdingyou back to it.
Thanks for listening
Welcome to the Cut the Tie Podcast.
Hello.
I'm your host, Thomas Helfrick,on a mission to help you cut
that tie to whatever's holdingyou back from your success.
As I always say, you gotta cutthe tie to success that you own,
not someone else's.
So define it yourself first.
Today we're joined by Pablo.
Gonzalez.
I like to do a little pausethere because it's like you get
you with the with your lastname, you can drop the base of
(00:21):
Gonzalez.
SPEAKER_00 (00:23):
Thank you.
Thank you very much.
I'm happy to be here.
And uh I I feel like I'm I'm oneof thousands of Pablo
Gonzalez's, so people alwayshave a a fun time trying to find
me on LinkedIn.
Millions, probably.
SPEAKER_01 (00:35):
There's a guy working at my house right now.
His name's Alex Garcia.
I'm like, you can have a morecommon name than that.
Pablo Gonzalez might mightcompete with it.
SPEAKER_00 (00:42):
Yeah, yeah, it's like the John Smith of uh of
Latin America.
So it is true.
SPEAKER_01 (00:47):
Uh take a moment.
Introduce yourself, where you'refrom, what it is you do.
SPEAKER_00 (00:51):
Yeah, absolutely.
So my name is Pablo Gonzalez.
Uh, I'm one of the owners andthe head of broker relations at
Global Talent Direct, uh basedout of Atlanta right now.
Uh probably gonna be relocatinghere soon.
But we're a veteran-owned andoperator firm that helps
businesses uh scale by hiringpre-vetted international
professionals for remote roles.
So we specialize in giving smalland mid-side companies access to
(01:12):
the same global hiring powerthat the big corporations have
without the overhead.
Yeah, and that's a great valueproposition because you can get
uh you know, to get good people.
SPEAKER_01 (01:23):
We do this with our own team through the Philippines
and we pay our people better.
Uh at the same time, you know,it's you you shouldn't, you
know, expect U.S.
prices at the same time.
I say it that way.
And and the people are peoplewherever they are, Latin
America.
Um I'm not a big fan of buyingout of India.
I mean, it's the just culturaldifferences of how we work.
Uh, but there are places.
So uh there are but there thethe what I was getting to there
(01:45):
is there are quite a fewcompetitors in the space, and
there's people who likeinternally just take care of it.
Where do you how do you guysdifferentiate in that?
SPEAKER_00 (01:54):
Yeah, uh so what makes us unique is uh that we
run on a success-only flat feemodel.
Um so you know, I I have uhplenty of competitors, I'm I'm
sure you've heard of some, butto give an example, one charges
about$3K a month for anyexecutive assistant.
Um and I had a personalconnection who actually worked
for them out of Columbia, whereI'm from, and uh asked her, you
(02:15):
know, how much she was gettingpaid, and it was about$600.
Um and the cost of living inColombia is low, but it's not
that low.
Um and so for me, that's I'm allfor profit margins, but that
didn't sit right.
So uh no endless percentage oncontracts for us, no inflated
markups.
We only win when our clientswin.
Uh and we're able to peace ofmind, essentially, you know that
everything that you're paying isgoing directly to your
(02:37):
candidate, and you see thatreflected in the uh in the work
output.
SPEAKER_01 (02:41):
So they pay you a flat fee and then they pay the
candidate, basically.
Exactly.
Yes.
Yeah.
So it's it's almost like anaccess model for the talent.
They don't like it, they get ayou guys help find somebody new.
SPEAKER_00 (02:51):
Precisely, yeah.
And it's uh free consultations,free interviews, uh only pay
when you want to hire somebody.
SPEAKER_01 (02:57):
And that's good.
And in in uh the margin businessis fine, I agree with you.
Uh, but if you don't pay yourpeople right, they they do get
second jobs, they lookelsewhere, they're unfocused
because they don't find whatthey're doing in the street or
super important to them.
They're spending that timetrying to find more money.
Um absolutely.
But that matters, it really doesmatter.
Um so as a principle, umsometimes you do have to pay
(03:21):
people less because you justcan't afford it.
I've been through it.
And at the same and at the sametime, when things are good, you
you need to reward youremployees for that that ride
along.
So I I agree with you on this.
Um so people can stalk you justa little bit while you're
talking.
Where do you need to go?
SPEAKER_00 (03:37):
Yeah, so uh you can find me on the website
globaltalentdirect.com.
Uh it's got the contact infothere, uh, or find me on
LinkedIn if you can.
Uh it's uh Pablo Gonzalez.
And uh I I had a hair in in thatone, but uh as I mentioned, I
recently shaved my head uh um sothat it it's not false
advertising and it'll grow backeventually.
But that's right.
SPEAKER_01 (03:57):
So to be clear, he's doing it because his mom has
breast cancer, so he'ssupporting her um with that.
SPEAKER_00 (04:02):
So good for you, good song.
SPEAKER_01 (04:03):
Thank you.
Start with you.
How do you define success?
SPEAKER_00 (04:06):
Yeah, so you know, success for me, it's it's about
freedom, not not money, nottitles, uh, freedom and time,
not just for myself, but reallyany business owner can relate.
Uh time and freedom are the mostvaluable things that I can
provide for anyone.
Uh, the ability to spend timewhere I want with who I want,
doing work that matters for me.
Um, that means just beingpresent with my wife and
(04:27):
daughter while buildingsomething that gives that exact
time and freedom for others aswell.
Yeah, and that's a big one,right?
SPEAKER_01 (04:34):
It's it's it's it's controlling your account, the
captain of your calendar, right?
And so to speak, and giving itfor others.
Uh in now, talk about yeah, youhave a neat neat journey.
So go into your journey a littlebit and maybe identify kind of
the big things that were holdingyou back, the metaphoric ties,
so to speak.
You you had a cut to to be ableto do that.
SPEAKER_00 (04:53):
Yeah, absolutely.
So background, I guess, where myprofessional career started was
uh I spent six years in in theUnited States Air Force as an
explosive detection dog handler.
Um and after separating, believeit or not, my wife asked me to
do something where she couldsleep at night.
Um and uh it was important forme to do something that I was
still uh helping people.
(05:13):
Um service is mandatory inColumbia, where I'm from.
Uh, and that's a principle Ialways grew up with.
So I wanted to carry that on andmake sure that I was able to
help people.
Um I'm 100% disabled, so I don'thave to work.
And I tried that, but it justdidn't stick.
Uh, you know, I want tocontribute to society.
Uh I jumped into sales andbusiness consulting where I
(05:34):
learned how to drive revenue andbuild relationships and carrying
people specific journeys tobecome business owners and and
how I could help them reachtheir goals was was great.
Um, but I kind of realized I wastrading time for money, uh,
stuck in corporate metrics thatdidn't really align with my
personal values.
And at the end of the day, theimpact I was having on my
clients wasn't as big as Ihoped, um, which is tough to
(05:55):
find, you know, matching theimpact I had in the military.
I was, you know, doing uh firstcontact with villages in West
Africa, dropping in centralsupplies and security suits for
the president and vicepresident.
But now I've changed my mindseton that where I don't really
view it as a problem as much asI do a challenge to strive for
every day.
Um so in short, the the tie Ihad to cut was, you know, the
(06:16):
belief that I need to stay in atraditional career path for
stability and and for helpingpeople.
And I had to let go of the W-2safety net to really take full
ownership of my own path and andhelp others and myself.
SPEAKER_01 (06:27):
So six years in the military, you your wife goes,
Hey, enough.
We're going were you on two-yearrenewals?
I think there's like certainopportunities you can renew and
get out.
You just can't be like, hey, bythe way, I'm out.
They're like, no, you're in.
SPEAKER_00 (06:39):
Yeah, no.
So uh Air Force, how thecontracts work there is uh four
or six-year contracts, and uh Iwanted to do as much as I could.
Um 20 was not necessarily in thebooks for me personally.
It's that you know, I justwanted to do my part and and say
I served and um and then go outand about.
And you'll find a lot ofveterans don't really think much
after the fact.
(07:00):
And I myself was guilty of thatvery thing.
Uh, but it's uh finding yourpurpose, and and now I'm I'm
also on on the advisory board ofa nonprofit called uh savvy,
which is a strategic alliancefor veteran integration, and
it's resources for all veterans,but specifically builds tracks
out for a year pre-separationand post-separation um to really
(07:20):
help folks get back home, notjust physically but mentally as
well.
SPEAKER_01 (07:24):
Did you uh did you have a tough time agreeing to
that w when you were in thebecause that like that you you
identify with that, it's fun,it's good, it's got order.
You know, yeah, you definitelyhave a sense of purpose, I would
think, in it.
But what obviously you're widetrumped it, but like it tell me
about that transition just abit.
SPEAKER_00 (07:41):
Yeah, so it was it was tough.
And and tough would be a bit ofan understatement.
I I think I am a lot luckierthan a lot of uh of fellas and
in and gals in in my same shoes.
But you're leaving not just uh abrotherhood-sisterhood, you're
leaving, you know, you're you'regoing through the worst and and
the best times with this groupof people that whether you like
them or not, you you get bonded.
(08:03):
Um and and then you go out intothe world.
And uh it's it's sad to say it,but a lot of the times people
are told, you know, you're notgonna survive out there.
You know, it's this is this ishow you do it.
And I don't know if it's aretention idea or what.
It's it, you know, but it's it'sjust not the truth.
Uh veterans are some of the mostsuccessful people I know when
when they get out, uh, ifthey're able to, you know, use
(08:24):
their everything they learnedfrom the service and and
translate it into civilian side.
Uh, that sense of purpose, um,it just translates in in any
industry.
SPEAKER_01 (08:34):
I I I believe veterans are in the the prime
spot to become entrepreneurs,specifically because they've
they have discipline, they'vethey've worked for tough people
of order, and and I would thinkthat would be a very hard
transition to work for acivilian manager that's not of
the same quality, maybe that youmight have gotten in the
military.
And I'm not not saying thatpeople on the civilian side, but
it's just different.
(08:55):
And that difference is isprobably very irritating.
It is, it is.
Who's a member, but has lesslife experience than you coming
in and you're like, we used tobeat people like right?
Like you know it's like youcan't do that now.
It's like there's a way to fixthis, but you won't let me.
Yeah.
Um, and so it's it's difficult.
And so so I think forentrepreneurship coming into it,
(09:17):
it's uh it's a logical path.
You can keep your own bus, youcan apply some of your skills.
You do have, if you take theresources, like you said, there
is there's a lot of resourcesorganized around just the idea
that you're a veteran, we knowit's hard.
Um, how did you get your startedin your business though,
specifically?
Like you see you you took itthere, but how how did you how'd
that come about?
SPEAKER_00 (09:34):
Yeah, so I'll give you a little background.
Um, but I the the it reallystarted um and I'll I'll go a
little even further back, butduring my time business
consulting, I just kept hearingthe same problem over and over
uh from from business owners,entrepreneurs, nonprofits.
I wish I had more help.
I can't afford to bring someoneelse on.
(09:54):
I feel like I started my job,not my business.
Um and it was about eight monthsago, really, that uh a LinkedIn
connection of mine, ChristianRuff, posted about an
opportunity.
Uh a little background on him,he owns a company called
Uncommon Elite, which businessowners and investors go to when
they want veteran leadershipwith a very niche experience
within their uh operations.
(10:14):
Um after message messagingChristian, he introduced me to
Kayvon Bina and John Matzner,and they run Sagan Passport,
which is our parent company.
Uh they showed me the kind ofimpact that global talent can
have, both locally and globally,and and told me the work that
they have been able to do um forfor everybody.
Uh and and they but they run onan enterprise level.
(10:36):
So folks that need to hire like30 to 100 people a year, and
they wanted a veteran with aglobal mentality and and a
business background to help uhhelp start Global Talent Direct.
And it was right then that Irealized you know I was I was
building someone else's dream inin corporate and not mine.
Uh I felt like I was justsprinting on a treadmill.
And uh here was this amazingopportunity not to just change
(10:57):
my life, but the communityaround me and nationally.
So um to you know, name thepodcast, uh cutting the tie for
me meant betting on myself.
Uh we launched Global TalentDirect with a mission to help
business owners unlock globaltalent in a way that levels a
playing field.
And obviously it was scary atfirst, but clarity came when I
realized that if I don't takecontrol now, I'm always gonna
(11:18):
wonder what is.
unknown (11:19):
Yeah.
SPEAKER_00 (11:19):
And which felt actually scarier, or leaving
military or or goingentrepreneurial route?
This that's you know, that's avery good question.
Uh, and I have to say, believingthe military, it's uh, you know,
I I I knew I could do there'sthings that, you know, have
happened to us and and asveterans and that really lets us
know I can I can handle it, youknow.
(11:40):
And um a lot of the times it's adouble-edged sword in the sense
that we don't really seek helpsometimes.
Um but I, you know, having thisamazing uh parent company that
already has the the groundworkfor a lot of it, and uh just any
placements I've done have havealways been people always thank
me and and the impact that I'mhaving now is it's just uh ten
(12:03):
times more than when I was doingcorporate side.
SPEAKER_01 (12:05):
What's the biggest tie you're struggling to cut
right now?
SPEAKER_00 (12:09):
Oh man.
SPEAKER_01 (12:12):
If you start crying, we're gonna we're we've got it.
SPEAKER_00 (12:14):
Yeah.
Yeah, no, biggest tie I'mstruggling to cut is um I think
sometimes I I take a little bittoo much on my plate.
Um and and that's uh again, justthe the the curse of of the
veteran and and entrepreneurmost of the time, uh, with the
sense of I'm always trying togrow, uh, to push and to build.
(12:35):
And um that you know can biteyou in the butt sometimes if you
don't that take that time foryourself to to unwind and spend
time with the family.
Um so gotta be, you know, shoutout to to my wife, daughter, and
and my mentors to to get me towhere I am and um the community
I built along the way becauseyou know the it's I've met
business owners in all sorts offields, and uh I have this
(12:58):
awesome circle where we don'treally care who gets paid as
long as the client's taken careof.
Um and that's that's all I canask for.
SPEAKER_01 (13:05):
Yeah.
Do you have a system foraddressing that tie of uh
because that that's one thatsneaks up on you like every
month?
Yes.
Yeah, a way to manage it.
SPEAKER_00 (13:16):
Yeah, I've been not efficiently yet.
Uh so I I've been working on it.
Um I uh, you know, I don't knowif you've read the Getting
Things Done method, um, but it'sit really helps talk about, you
know, how to prioritize thingsin a way that you're not in
those moments where you do getto spend time with the family,
you're able to be present andnot thinking, did I send that
(13:38):
email out?
Did I do this and that?
You know, and and so I've it'suh it's a work in progress, um,
but uh it definitely definitelysomething that I've been
prioritizing.
SPEAKER_01 (13:49):
Yeah, it it lets I'm I've struggled with it as well.
Uh you know, I I live to cut thetie principle of you know, no
drink, you know, get get yourmale hormones going right, get
your adult ADHD working, youknow, therapy, all the things.
And I'm out hourly about it.
Uh I will say that, you know, wewe discussed this, you know, I'm
gonna cut back on shows like100% until I figure out what we
(14:10):
need to do with it because itstarts taking away from higher
revenue generating activities ortaking a walk.
Things that might be have a likea maybe like uh initially I do
this, but now yeah, I think awalk is probably better than me
doing a and so it's amazing thatyou reshift your your micro
definitions of success for somethings, right?
And there's a macro one focusone on the show, but there's so
(14:31):
it's good that you have a bookor something going with it.
But it it is a that feeling ofgetting too much done and being
busy is uh uh yeah.
I don't think I'm wired thatway, but somehow I'm in that in
that mode.
Uh do you struggle with this aswell?
I I do, where yeah, you fillyour day sometimes with work and
you go, like, I didn't make shitmoney from that.
What what did I do that for?
(14:53):
And you're like, why am Ikeeping myself busy?
I sometimes have to manage myother side, my my better better
two-thirds of she's like, Areyou gonna go do something?
I'm like, because today I don'treally have a whole lot.
Oh yeah.
But then you're like, well,you're not making enough money.
You go, you should be working.
I'm like, I can go down and bangon the computer or pretend to
for two hours or get my headright tennis or something.
(15:14):
I don't know.
So my that point is you strugglewith things like this, this like
busy to stay work or at leastnot be bothered that you're not
working.
SPEAKER_00 (15:21):
Oh yeah.
No, I I'm the same way.
And and you know, there's thingsthat we invest our time in,
whether it be networking eventsthat maybe it's the first time
we've gone and it wasn't a greatone.
You know, that that'spotentially two hours of your
day.
So I always try to make it up onthe tail end.
Um, and that, you know, comes upto to bite me with with family
time and everything, but it'salso a bit of the sacrifice
(15:43):
where it's at least, you know,in the first couple of years of
the business, uh, it's justgotta get done.
And so I'm eternally thankful toto my wife to be able to uh take
the time um and and watch ourdaughter grow for for the times
I can't be there, uh, so that Ican you know do this for us and
uh she knows why I do it and andnot just for our family, but the
(16:04):
community and to be able to givethat headspace to to business
owners as well, because at theend of the day, if if you know a
plumber is having to run hissocial media and he's like, oh
man, that I post today, uh,that's just something he didn't
start that business to do that.
And so that's that's where wecome in as well.
SPEAKER_01 (16:20):
It's interesting, by the way.
So it's like you talk about likea plumber, right?
Yeah.
I see some companies uh thatlike they only focus on
franchise leads, and I'm like,so smart.
I wouldn't know what to pickthough.
And like, because as anentrepreneur, you kind of pucker
up and you're like, where do Ilay that flag down when I can
like for what we do forconsultancy and growth, we work
(16:41):
really well across industries tohelp you get out of your own
weeds because I'm not in yourforest, right?
I'm I can look at itdifferently.
And do you guys struggle withthat from a niche of who you
provide things to?
Or is it something in your worldthat or how does it work, I
guess, probably in your own areyou with that?
SPEAKER_00 (16:57):
So honestly, probably one of my favorite
things of Global Town Direct.
Uh so my time in businessconsulting was spent in the uh
the PEO side of things, theprofessional employee
organization.
Um, and it's super niche in thesense that if someone kicked in
the door that day and was like,I need this now, it's like we
can't give it to you.
We need your medicalinformation, your uh zip codes,
(17:18):
your employees' first last birthdates and your firstborn.
And and even then, you might getrejected, you know?
And uh with this, it's it's notwe're not restricted.
It's it's really any businessthat uh would like the extra
help without the overhead.
Um and it it's been it's beenamazing.
I mean, on a professional level,it just created a lot more
(17:39):
impact than I ever had incorporate.
I know I said that already, butI'm helping business owners save
hundreds of thousands in payrolland reinvested into growth.
Uh, and not just that, butagain, clear their headspace so
that they have that stuffmanaged.
Um I I, you know, it was justthe mission statement I've come
up with GTD is helpingbusinesses leverage global
talent for their local impact.
(18:00):
So global talent, local impactin short, because at the end of
the day, every business hasemployees stateside they want to
get bonuses to.
Uh, you know, they havecharities they want to donate
to.
Uh, can't do that if if theirbusiness isn't running how they
want to.
They can't do that if it's notprofitable enough.
So um that that's where we comein.
I thought it was God TeamsDivision.
(18:20):
I thought maybe Global TalentDirect, yes, or Cloud Teams
Gravity and Isolid.
SPEAKER_01 (18:26):
Then your division is out, then we'll we'll we'll
go on first.
Teams might it might be TGT.
We don't know.
Okay.
Uh if you know you I I walkedover this a little bit.
You said you guys are vetted.
Uh but and I I say that becauseI know on our teams uh for they
work on my accounts first.
So I can see they show up, dothey do well, do they listen, do
(18:48):
they take instruction, can theycan get the brand before they go
to clients, which is our form oftraining.
I take the personal hitsometimes.
Yeah.
Um but but how do you guys doyour your vetting?
Because that that's superimportant.
Because if I'm buying, let's saysomeone who's a sales business
development, which I I would beinterested in talking to you
about because I can't find onethat's yeah, usually the ones
that you can find are no good,to be fair.
(19:09):
Um, because they're out of work.
Yeah.
How do you guys given that youdo a lot of different roles,
yes, or or maybe you guys aremore narrow than I'm seeing, but
like how do you train for that?
How do you get them vetted?
SPEAKER_00 (19:21):
Yeah.
So we have ready-to-go roles.
Uh, and just to cover those realquick, we have customer support,
executive assistants, I wouldsay are the probably the most
popular that people look for.
But then we have marketing,accounting and finance,
operations managers, salesfolks.
Um, and and how the vettingworks is you know, we have job
listings in one way, shape, orform, and uh they, you know,
(19:43):
they apply, they go through ourinterview process.
Uh a lot of times they have thethe references as well with
their US-based companies so thatwe're able to verify that.
And we also test for obviouslyEnglish fluency, but not just in
the do you speak it uh shape,uh, but in the uh, you know, I
speak fluent Spanish, but Ican't tell you how to take a
computer apart and put ittogether.
(20:04):
So for for the accounting guys,they have to know those terms.
Uh, same for the um, you know,marketing and and everything.
So they have to know terms as itregards to their specific
fields.
SPEAKER_01 (20:15):
Do you guys do anything in the sales zone?
I'm like, that's a very hardrole to fill.
Uh what I mean is someone usingtheir own LinkedIn business
account to go set meetings on myaccount or as somebody else's
that you guys do.
SPEAKER_00 (20:26):
Yes.
Uh we we love it.
And uh it's it's definitely uh Ithink the biggest no-brainer for
businesses because at the end ofthe day, with uh what their you
know, cost of living and andwhat they're asking monthly,
it's uh they they pay for theirannual salary depending on what
you're selling, obviously, butin one or two deals.
Um so it's uh and and once theystart seeing some of that
(20:46):
commission too, uh it they'rethey're gonna work like nobody
else.
And um, you know, it's it's uhit's definitely a good area.
And and a lot of timesbusinesses have used us too with
we have closers for sure, but uhI feel like a lot of times
people want to try it out first,so they hire the salespeople as
uh business development rep, anduh that way they can just do
(21:07):
outbound activity and setappointments uh so that their
estate side closers have the theopen time to just handle their
current clients and not so muchthe outbound stuff.
SPEAKER_01 (21:17):
I mean that's that's the place to get to.
Uh there's a stylistic piece youhave to consider into that,
right, with brands and otherstuff.
But I think a lot of people arecomfortable with people setting
for them.
I mean, like uh yeah.
What I mean by that is the perprospects are like, oh, okay,
they're using they have somebodythat's you know white labeled on
their team or whatever it is toset for them.
And I think a lot of people aremuch more comfortable in that
role than who's this person fromColumbus closing me right now
(21:40):
for 5k well, what pull back onthat, right?
Like, like, no, go go talk tothat guy.
Like, I'm gonna get you timewith him, but I gotta make sure
you're actually serious becauseif I go there, he's gonna yell
at me and you're in if you'renot serious, right?
It's like, oh yeah, I agree.
There's a style, becausehonestly, I would take that deal
all day because then I then Idon't have to have any
appointments except the onesthat person's setting for me.
And if you know seven out of tenare good and too close, we're
(22:02):
all gonna be really happy,right?
So it's like Exactly.
SPEAKER_00 (22:05):
And it's the same as you know, just sales positions
in general.
Most of the time they're gonnastart out as BDRs, uh, but our
our talent has the background tothey've been promoted several
times and they're more thanhappy to prove themselves again.
They're they're hungry and andready to go.
SPEAKER_01 (22:19):
So one thing you mentioned since your mom was
going through some stuff withwith, you know, because you
shaved your head.
Uh are those kind of the momentswhere you're like, I'm so
grateful that I have set up Ican capture my own calendar.
I don't have to worry aboutsomeone saying, why aren't you
in the stand-up meeting?
or like, you know, why aren'tyou at your desk?
Is that are those the momentsfor you though?
Like maybe just like you know,you're playing through your
(22:40):
daughter in the dirt, who knows?
But like the point is like talkabout how that go to impact.
Like when by doing that, I'mable to do that.
And that's talk about that.
Absolutely.
SPEAKER_00 (22:52):
Yeah, so it's uh it's definitely um helped a lot.
So I think part of thetransition that I struggled with
was um, you know, in themilitary, there's not this
mindset of it's not in my jobdescription.
There's not this mindset of um,you know, it's mission first um
mindset.
And and a lot of times thatbites us on in the butt on the
(23:13):
on the coming out side of of themilitary.
And and you know, so we're we'redrowning ourselves for for a
corporate organization, someonewe've never met.
Um and it was keeping me awayfrom my family, and I wasn't
really seeing the I, you know, II was doing well.
Uh it killed my quota, and Istill wasn't really feeling
financially where I wanted tobe.
(23:34):
Um, and so now, you know, I'mmaking more.
I'm able to, like you said, inthose key moments where my
daughter wakes up from a nap,you know, I can go check in on
her and not not worry aboutwhat's going on because I I know
my calendar and um it it'sreally helped us as a family.
And uh just being able to, Iknow at the end of the day, I'm
(23:55):
gonna put in the work.
It doesn't really matter whathours it is.
Um so i if I need a mental hour,like you said, and and so that I
can get back into it with 100%focus, uh, the ability to take
that is um it's a game changer.
SPEAKER_01 (24:09):
Yeah, it is.
And I I I I wanted you to callthat out because uh it's beyond
like I can sleep late, or it'sit's like making moment for the
actual things you're gonna needto be there for.
Uh but also setting up what youguys are doing in your business
allows business owners to alsodo that.
Exactly.
You're paying for a service andthere has to be an ROI attached
to it, and it could be I justdon't have to do it, I can
(24:31):
afford it.
The more powerful, I think,honestly, is can that person
generate revenue?
And and when you can find helpgenerate revenue for you, I look
at it as oh wow, how can I getlike 10 of you now?
Yeah.
Exactly.
You're like, that'd be great.
And then I'm like, yeah, I, youknow, because each one, you
know, I'm making 80% or 100% ofwhat I pay them every month.
Uh that's a great that's athat's a capital machine.
(24:52):
Oh yeah.
If you guys that is, it means ifI put a hundred bucks in and I'm
getting 200 back, I'm gonna tryto find a way to get 10,000 in
my hand.
Yeah.
At some point, by the way, ifthere's a block in returns where
10,000 might only get you 12,000back, but it's still 2,000
versus uh to be fair.
I I like that a lot.
Uh but do you maybe just uh uhif you could go back in your
(25:13):
timeline at any point, whenwould you go back?
What would you do differently?
SPEAKER_00 (25:17):
Oh man, you know, I um I've I asked myself that
constantly.
Uh just you know, there was alot of hard times during the
transition, not just for uh outof the military, um, not just
for myself, but for my wife andand family.
And um there's not I'm notreally one that has the regrets.
(25:38):
Um, so I I like I love where Iam in life.
Um very thankful to be here.
And uh if the only thing, if Icould keep everything else
exactly the same, is I'dprobably start my own business a
lot sooner.
Um it's uh, you know, foranybody listening, uh the the
main thing to take away is isstability, is it's an illusion.
(25:58):
You know, in the military wehave a saying that complacency
kills.
Um and I've found that to bejust as relevant now in
businesses as it was then for mein the military.
Umly real security is theability to create value.
Don't wait for permission tochase that freedom and uh cut
the tie to what's holding youback.
If if it's a job, a mindset, ora fear, um bet on yourself and
(26:19):
you'll be surprised how how fastthe doors open up when you make
that decision.
SPEAKER_01 (26:23):
I find sometimes too in that statement of just go
after it.
And you know you don't want tohave too many eggs, too many
baskets, but at the same time,it's it's risky to have just one
source of income.
And and even as an entrepreneur,you have one source of effective
income.
Uh where you know, if I lose twobig clients, I'm we're hurting
like like, oh my god, we have acouple whale, not enough fish,
(26:44):
right?
And I I look at it like, well,but why don't I like go start a
side hustle of like powerwashing or something, like where
it's like, you know, commercial,maybe it makes two, three K a
month.
I can you know find a guy thatcan go run it.
It you know, but my point ispeople need work, they'll do it.
You can find people who show up.
And if you don't, you're justgonna get up early and go do
(27:04):
some shit.
Okay.
Oh yeah.
Quicker.
Residential versus commercial.
But my point would be is I'vethought about that.
I'm like, why can't I set find asecondary source of income that
takes a little work to set up?
I take what I know how to dowith marketing.
Do you find that on your ownpersonal level or do you find it
distracting?
I I'm I'm getting more take asan entrepreneur because I find
it might be, I mean, I think Imight be distracting myself by
doing it.
Yeah.
(27:25):
But do you do you go throughthose motions as well?
SPEAKER_00 (27:27):
Yeah, so I do have the the double-edged sword of
being the hundred percentdisabled, so I get uh pay from
from Uncle Sam uh and that helpsa lot.
Um, but I I do find that uh andI wouldn't even necessarily
consider it as a hindrance asmuch as uh a future goal.
So I'd I'd love to, you know,get get that going and not even
(27:48):
necessarily start something, butpotentially buy a business that
I could scale.
Um and and you know, it a lot ofprivate equity folks uh partner
with us for for that exactreason of they can use us to
make their business moreprofitable and and have a
process that's repeatable.
Um and that's how you have guyslike you know, Alec Bormozi that
just all all they've done isthey perfected a process and
(28:10):
they're repeating it.
And and so that's really uh themost successful, wealthiest
people I know have maybe likefour meetings on their calendar
a week because they just have arepeatable process with trusted
checklists that they knoweverything's getting taken care
of.
And um, I think the biggesthindrance to business owners is
oh, I'm I'm crucial to mybusiness.
(28:31):
Without me, it would crumble.
And it's like, you know, if ifyou have that mindset, it's only
gonna hurt you on the tail endwith uh you want to leave the
business at some point, whetherit's to your children or someone
else.
And if your children don't wantit, it's it's not gonna praise
very highly if you are the mainfactor of success and you're
leaving.
SPEAKER_01 (28:51):
Absolutely.
No, so it's interesting.
So I'm in the spot where uh alot of entrepreneurs start this
way, where you know we're aboutfour and a half years in, or
almost five actually, uh, whereyou know you you move into
something where your knowledgeis the offer and the and the
piece.
And I do not want to be thethat's even more maddening than
I think saying I have to be,because at least you have
(29:11):
purpose and you're like you canfind justification.
I'm trying everything possibleto be like two meetings a month,
right?
Oh yeah, oh yeah.
Like, oh my God.
Like that's more critical andmore painful, I assure you, when
you're like what is one thing Ican repeat that have someone
else go do.
Um and I'll tell you, and thisis the thing I'm gonna leave you
with that you and I can do afollow-up on, is sale.
(29:31):
It is in business development,executing the exact system that
we go do for others.
I can't do both.
And like it it you always getthese ebbs and flows.
We've we've leveled it whereit's like, okay, I'm not as
busy.
I can go do a little bit morebusiness development, write more
proposals, and I get busy, andthen I get snake, and then you
go through these cycles.
Having somebody that can keepdriving revenue for you allows
you then to hire someone to goexecute that revenue uh piece.
(29:53):
And and that is a breaking pointthat I'm in the middle of right
now.
So I'm gonna follow up with youon that from uh from a from a uh
resource standpoint.
I know that's it's the who, nothow, right?
Absolutely.
Once again, uh well actually ifbefore I you know you do your
your uh shameless plug here.
What's the one question I shouldhave asked you today and I
didn't.
SPEAKER_00 (30:14):
Uh one question.
Um so I I've ran into this a fewtimes but people say it's like
are you are you just takingAmerican jobs?
Um and and that's uh I'm youknow I'm not surprised you
didn't ask it because it mightseem like a combative a little
bit but but uh I I always amhappy to answer it because you
know if you find someone that'sgot their master's 14 years of
(30:36):
experience and they're willingto work for 2,000 bucks a month
uh in the States, then I'llagree with you.
Uh but otherwise I just referback to my mission statement and
it's it's helping localbusinesses uh leverage global
talent for their local impact umat the end of the day and it's
not not about taking anybody'sjobs it's it's about freeing up
that headspace for the smallbusiness owner um and and any
(30:58):
business owner really and andthat wants to that needs the
help and so they can they canspend more time with their
family.
So that that's why I do it.
SPEAKER_01 (31:06):
Yeah I I I struggle with that not from a false from
a political or standpoint.
It's more of that's the world welive in yeah where if you're not
you won't have a business.
If you're not leveraging AI todrive down costs, increase
scale, whatever, or outsourcetalent where it's allowed so
some industries don't allow it,others do, you're losing because
you're not as profitable.
(31:26):
Those jobs by the way areavailable oh yeah but you just
no one's gonna take them for thesame price point.
Exactly.
So you know just because I haveuh let's say an uh I'm an
American and I have money and Igo invest my thing in the print
publishing and it tanks becausethe digital printer took my job
like well you should probablyinvested your time someplace in
money else.
Same with like an MBA like didyou really need it?
(31:49):
Could could you have shiftedyour focus so I it's like to me
it's an excuse.
Yeah and it's to it's to advancesomeone else's agenda on some
other item I I I kind of likepull back on I'm like oh just
stop just go create somethingnew else to do like I mean like
that's our role like that part'sgone we make our benefit is we
should go create something newas America it's like because we
have the ability to go do that.
(32:10):
So anyway I could probably do awhole show and that alone um
it's like just kind of shut thef up and and go get get all on
it like like that's cool done.
So yeah we'll hear it.
All right uh who should get holdof you how do you want to do
them?
SPEAKER_00 (32:27):
Yeah any any business owner that maybe has
experienced a a lot of growthtechnically that that will you
know fill up their back officeand uh they might not want to
hire somebody else just with thebenefits and uh you have kids
coming out of college asking$95,000 from no experience.
So any business owner with withhigh growth uh anybody that
wants to hire without uhmurdering their overhead uh give
(32:51):
me a call.
SPEAKER_01 (32:52):
Yeah I'll tell you what we've grown pretty well
with all outsourced and I am I'mgonna say uh set up payroll for
the first time in five yearsjust because I was supposed to
have payroll but I'm there'ssome kind of tax advantage that
I'm gonna have to explain to mefor doing aiming up points extra
to pay myself anyway.
You can use outsource and builda plenty plenty of good business
with it I'll tell you right nowso thank you once again give
(33:13):
them the address where you wantthem to go.
SPEAKER_00 (33:15):
Absolutely globaltalentdirect.com and
that's the same for ourInstagram Facebook um you'll
you'll be able to find us thatway and and just contact us
through there.
SPEAKER_01 (33:26):
Awesome.
Thank you look forward tomeeting in person here in
Atlanta uh as uh as one of myATL people and uh and I should
ask did you go to Betfest?
SPEAKER_00 (33:33):
I don't remember yes I did I did I did go to vetfest.
Did you see me on stage?
Wait vetfest is the one that'sthe one that was at the College
Football Hall of Fame right nono no that's supposed to be at
the aquarium with with theNetherlands one I was going to
say I think I didn't know youwere on stage there.
That's crazy.
SPEAKER_01 (33:50):
I had to leave just a little bit early I was the
first one so I I rocked it Iokay they were very they were in
tears and then I got that'sthat's also jump in later uh
thank you so much anybody who'smade this part of the show thank
you so much for listening andwatching if you um if you're an
entrepreneur you're gonna go beone find your success get after
(34:11):
it cut all ties that's holdingyou back to it.
Thanks for listening
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