Episode 15, BE KIND, NOT NICE., David Beety, Founder & CEO, 212° Titans

Tiffany Scott I look ginormous. Are you It looked like you're in a barber seat. ⁓

David W. Beety @ 212° Titans: Well, my desk, you know, these cool new desks, Tiff, they move up and down.

Tiffany Scott I think mine does that. Mine just has to stay all the way up. 'Cause otherwise I'm too little. And I my feet don't touch the ground either way. Hey, cheers, buddy.

David W. Beety @ 212° Titans: It's only been like ten years since we've talked about doing this, so you know, it's about time we got something going.

Tiffany Scott I know and we've and this is the fourth time we've actually attempted.

David W. Beety @ 212° Titans: Yeah. We don't need to tell anybody that though. Two smart people like us having technical difficulties, background issues, earphones and microphones. Yeah. Yeah, yeah. No, we don't have to put that in.

Tiffany Scott We don't, we can cut that out, but Well you didn't have to mention why. So I'll just go over a couple so I do I'm gonna do your intro when we're done. I kinda like that better because then I can take snippets of what we actually talk about and put it in. so like I just want, you know, I thought this is gonna be even more casual. I figure we don't talk at all about our past except that we're former colleagues and now current friends. potentially. And focus on, I don't know. I wanna like I really would love to talk about some of your like leadership philosophies, sales philosophies. Like so, like I do kind of wanna get into some serious stuff, but I just I do wanna focus on just some casual who are you? Like, I think that you are just you have like you're so charismatic. I think that's what the appeal.

David W. Beety @ 212° Titans: Yeah.

Tiffany Scott Is your ability to connect with people? So I think this is where you can get that to out to maybe even a bigger audience and introduce 212, you know? But I'm excited to do my first after hours episode and no better to do it than my good friend David Beattie. Cheers, buddy. Yeah. What do you got there?

David W. Beety @ 212° Titans: Cheers to you, Tiffany Scott. Just a little bullet bourbon, how doing on a Wednesday?

Tiffany Scott Well, ⁓ mine is looks like a Moscow mule and it doesn't taste like a Moscow mule. It's just vodka. It's missing the mule. Yeah, exactly. But I like these I like these cups. So yeah, I don't do this all the time. I I'll I'll just sit back with a nice refreshing light seltzer.

David W. Beety @ 212° Titans: It's missing the mule. It's just more Moscow. Yeah. Good old Yeah, they look fancy, right? It it masks the drinking.

Tiffany Scott I love those. Like what a great invention. But ⁓ but now for this occasion, no, I'm just doing vodka rocks. That's that's my go to. Yeah.

David W. Beety @ 212° Titans: Yeah. Fun fun fun fact about me. I'm not really a beer connoisseur. I know that's the unpopular opinion these days, right? No. And you won't. I don't know why.

Tiffany Scott I've never seen you with a beer, yeah. I don't think it's connoisseur. I think it's like beer tanker or something. I was connoisseur. Yeah. I'm not a wine connoisseur. I I will I I like to do it when I'm out to dinner. I'll drink wine. I can't sip a beer. It it's just it's such a disgusting taste to me. I've never been able I've never, never I've had a corona or two in my life. That's about it.

David W. Beety @ 212° Titans: Yeah. I don't really know. Yeah. Yeah. Corona at the beach, that works. That fits the the ambiance. Right other than that, yeah.

Tiffany Scott has to be ice cold. Yeah. Yeah. So well ⁓ so lemon. It for me it's sweet I told you.

David W. Beety @ 212° Titans: Lime or no lime, that's the question. I'm not sure I'm gonna continue talking to you today. I think this is over. How do I take these off? Like this? I'm out.

Tiffany Scott Well it's funny, there's a new orange flavor, like ⁓ Corona. And I have those. so maybe I'll grab one of I'll grab one of those later and test that out. But those you're supposed to put oranges in. So I'll do Corona with an orange, Corona with a ⁓ a lemon, and no lime. I'll pass. Mm

David W. Beety @ 212° Titans: I don't think ⁓ Corona should come in flavors. Yeah. Yeah, I don't know. I feel like that's like un American for, you know, ⁓ Mexican based beer. You know. I'm pretty sure it's bottled here in the US, but you know, we'll we'll we'll have somebody else ⁓ check that fact.

Tiffany Scott Yeah, probably. Well I well Have you ever known me to follow any kind of fucking rules?

David W. Beety @ 212° Titans: No, zero. Zero rules. You definitely walk to the beat of your own drum.

Tiffany Scott Yeah. Exactly. Exactly. Yeah, you kind of do too. but you are a little bit more tame than I. I'll give you that. I'll give you that. So it like again, we were talking about how long we were talking about this. I think it's just the fact that we prioritized so many things over just sitting back and having fun with each other that it just got kept pushing back.

David W. Beety @ 212° Titans: Yeah, I think so. I think so. Yeah.

Tiffany Scott But I mean, we go way back. What are we talking? Twenty eighteen? Is that it? So I always think I always say I've known BD for ten years. You know, I s I've just been saying that for like five years. I don't know why.

David W. Beety @ 212° Titans: Twenty eighteen. Yeah. Yeah. ⁓ Well, over the course of that time it's been like twenty five years worth of things and work and people and situations, yeah.

Tiffany Scott Doesn't it feel like it? We've yeah. It really has. We've jam packed a lot into into that ⁓ de my fake decade. But ⁓ but one of the things I remember the first time I ever talked to you and it was like prior to us working together and ⁓ I don't know, this'll sound you know, a little like I'm a softie, but I was like, ⁓ I really connected with this guy. Like he he just sounds like, you know, on the next level, like

David W. Beety @ 212° Titans: Yeah.

Tiffany Scott really good, good culture fit kind of guy. And we never spoke before and you were just so engaging. And I think, you know, that's what I was saying to you before, that you're just you have this way to draw people in and really connect with people. And I've always admired that about you. I've learned a lot on how to do that from you, just kind of observing you and and it's sincere. Like I don't know if it really is or not. Sometimes I question that about you, but it feels Sincere. So yeah, I mean, do you know that about yourself? Like, is that you would say a strength of yours?

David W. Beety @ 212° Titans: Yeah. Yeah. Absolutely. I I get the question all the time is, you know, what what what do you think has been a driver to your success? And people are looking for some some magic bullet. I I don't have it. ⁓ for me it is natural curiosity. If you ask me what's been the driver, I'm curious about you, Tiff.

Tiffany Scott Yeah. Mm-hmm. Okay. Mm.

David W. Beety @ 212° Titans: I'm curious about what makes you tick. I'm curious about the role and responsibility you have. I'm curious about the company you work for. Like, I can't get enough information on people. Like I'm genuinely interested, right? Which is how I know I'm in the right business. Right. Like it's just been a huge proponent for me to let free my inhibitions, right? Like, just go be curious. Go open up that door. Go ask that person what it is they do and you know.

Tiffany Scott Yeah. Yeah.

David W. Beety @ 212° Titans: What would be helpful to them? But there's there's one more side of that equation, right? And the other side of that equation is ⁓ you know, you have to be able to see everybody's perspective, right? So if you are genuinely curious, you understand somebody, you understand where they approach things from, what's a problem for them, what you know, what is a reward for them, and you help them achieve those things because you want to.

Tiffany Scott Yeah. Mm. Yeah. Yeah.

David W. Beety @ 212° Titans: That's where the authenticity sits for me. I learned a long time ago, if I actually want what I'm trying to accomplish to happen, I need to make it happen for other people first. And I will be the byproduct of that. Right. So my needs come second to the people that interact with me. And that's a huge shift for people. They don't want to do that. They have a hard time doing it, right? They, you know, think about a business person, right? A sales rep. They have one goal.

Tiffany Scott Yeah. Mm. Yeah. Mm.

David W. Beety @ 212° Titans: They need to sell something today to hit a quota, right? I knew that that quota existed. I knew that I was going to engage Tiffany, right? Understand, could I, would I, should I solve a problem for her, fix her problem first, my quota gets chipped down. So I actually structured my mentality to reverse engineer the most common problems for people is selfishness, right? And I think that.

Tiffany Scott Hm. Yeah.

David W. Beety @ 212° Titans: That's why business to business reps, they don't know how to build relationships with each other. I've built a career on channel partnerships. I have, you know, the first question out of my mouth after I understand somebody is, would this be a good introduction for you? Would this be helpful for you? And they stop and they stare at me and they're like, actually, yes. Would you be willing to do that? And I said, Absolutely. One, I had understood them, I heard their perspective, I like their approach, right? I I

Tiffany Scott Yeah. Yeah. Yeah. Yeah.

David W. Beety @ 212° Titans: I'm beginning to build trust with them, right? And again, trust is either earned or given. I'm not sure which came first for me. I have gotten so much further in my career by trusting people first. If they abolish that trust, okay, it doesn't ever come back, right? Because it's kind of a you know one strike deal, all right. But that is innately mine, right? I know that's a fault of mine, I know that's a strength of mine, depending upon how you apply it. But if you combo the curiosity.

Tiffany Scott Mm. Mm. Yeah.

David W. Beety @ 212° Titans: the selflessness and the the the the genuine want to help, that's exactly who I am.

Tiffany Scott Yeah. Yeah. At your core. Like you didn't have to work work at that. I mean, honestly, I had to work at that. You know, i ⁓ being a recruiter, I I never realized I would get into that type of ⁓ role in my life because I was not naturally curious about other people.

David W. Beety @ 212° Titans: At my core. Yeah. Yeah.

Tiffany Scott I don't know if that's like an only child thing that I was just always kind of secluded. And but either that or like I was just kind of by myself, you know, like I didn't really have that practice. But it wasn't a natural and I say this to a lot of people because you know, I talk to a lot of business owners and and you know, salespeople.

David W. Beety @ 212° Titans: It might be. You were the center of everybody's attention. Nobody was the center of yours. Yeah. That's a problem. Yeah.

Tiffany Scott And I think that's something I'm always trying to continue ⁓ to learn from and perfect is making it as genuine as I can. And and I do, I I've evolved now. I'm I'm definitely a lot ⁓ better at it and it's more natural for me now. But it was something that I had to overcome and really create steps to accomplish that. And ⁓ and I when I learned early on in recruiting how powerful. Asking questions can be it, you know, I think that was that was the the kicker for me. And I think people are naturally more engaged with you if you let them talk. Like I w you know, you walk away from somebody and they know nothing about you and you just have a feeling they really like you anyway. Because yeah, you let them talk about themselves. I think that's important to people. So I've just always admired how you

David W. Beety @ 212° Titans: Hundred percent.

Tiffany Scott Just do that so ⁓ easily, you know, just come so naturally. So yeah.

David W. Beety @ 212° Titans: Yeah, it is natural. And you know, just go one more step on that, right? Every sales training, right, they want you to tell stories, right? Every sales training, they want you to ask questions, right? What are the what what's the point of those things? The point is is to actually get the other person to engage in dialogue. But if I'm genuinely interested in what you have to say, it's natural to begin with. It's listening to understand as opposed to listening to respond, right?

Tiffany Scott Mm-hmm. Yeah. Yeah. Yeah.

David W. Beety @ 212° Titans: I listen to understand. I don't I can tell you times, places, people, their stories, what because I actually care to know them. And

Tiffany Scott Yeah. So yeah, go ahead.

David W. Beety @ 212° Titans: No, I was gonna say, and it and and and if that isn't authentically your purpose, it'll come out in the conversation. Right. And it gets a little rigid, a little rough, and like people can feel you out that you're you're getting to something. I would venture to guess 99% of the people that interact with me know that I don't, I'm not getting to something. I am genuinely present in the conversation because I think that every conversation is a building block to the relationship.

Tiffany Scott Yeah. Yeah. Mm. Right. Right. Yeah, I would agree. I would agree that you that people feel that way for sure. So for for salespeople out there, how do you make the initial outreach? Right now it's so I mean, everyone's getting bombarded with just email sequence after AI ⁓ automation. And, you know, I think you and I are both, ⁓ we're both not culprits, but maybe victims of that being on the sales side, not getting a lot of responses, how do you show that in your initial outreach and still have enough activity to make an impact on your results?

David W. Beety @ 212° Titans: Yeah. Yeah, it's a great question. I mean, we've always focused on qualified activity, not just activity for activity's sake, right? ⁓ in my industry, Tiff, right, you have background in it, you'll this'll all make sense to you. There are organizations that'll send reps out and give ⁓ a number of companies to stop by that.

Tiffany Scott Yeah. Right.

David W. Beety @ 212° Titans: What are you doing? You're hitting a number, right? Like that's your goal, right? And if you hit the number, right? Carrot stick, right? You get the carrot. If you don't, you get the stick, right? But what if we called the right companies on purpose? What if we were authentically doing homework on them to understand that person, their title, challenges they're facing in today's marketplace? Actually go the extra step, go the extra degree, right, of intentionality to say,

Tiffany Scott Right. Right. Yeah. Mm. Mm.

David W. Beety @ 212° Titans: Hey Tiffany, I'm reaching out to you on purpose because, right? I understand. I can solve problems potentially, right? I'd love to introduce myself for 30 minutes. Why 30 minutes? Everybody's trying to consume each other's time. Go ahead and ask for more time, right? Get told no more frequently. Get to your point. Be an executive level thinker when you're approaching people that have a million competing priorities all day long.

Tiffany Scott Mm. Yeah. Well Yeah. ⁓ yeah.

David W. Beety @ 212° Titans: You could be the best solution for them that they don't even know exists because you can't get their time of day. Right? Because your approach is salesy, right? Instilled value.

Tiffany Scott Yeah. Yeah. Yeah. Yeah. So so you you've spent a number of years, you've h held almost every role. you know, tell me of course I know your background, but you know, maybe share that so so we can tell so the audience knows like exactly where you're coming from and where you are now because you are a new business owner. and you have so much success in the staffing ⁓ industry. So Yeah, share share your history and story with us.

David W. Beety @ 212° Titans: Yeah, I think ⁓ I think my story's a bit unique. ⁓ I think everybody feels that way about their story, right? Because they you gotta be a sum of your own scars, right? But in the seats that I've sat in, right, I tripped into recruiting by accident, like everybody, right? Nobody ever says, I can't wait to be a recruiter when I grow up, right? Your parents wanna hear doctor, lawyer, astronaut, right? Nobody ever says recruiter, please, right? It's just not a thing, right?

Tiffany Scott Mm. Yeah. Yeah. Right. Right. Right, exactly. Yeah. Yeah.

David W. Beety @ 212° Titans: Ask a talent talent ⁓ you know, acquisition professional today. They did not plan on being that, right? So when I tripped into it, I was really, really bad at it, right? My first year, I transitioned from the mortgage industry, all right, which I had I understood finance, I understood people, I understood this was the biggest asset 90% of people would ever own in their lives, right? So, like this was an important, you know.

Tiffany Scott Not one. Yeah. ⁓ no way. Okay. Yeah.

David W. Beety @ 212° Titans: to ⁓ topic of conversation for them. So it what separated me in that industry was the TLC, right? That I would give families and people, right? And I carried that right into recruiting, ⁓ only to in the first 11 years of my career be recruiting speech pathologists, occupational therapists, and physical therapists for kids with special needs, right? That's a whole nother language. The vernacular, the the requirements, the credentials, the complete shortage in the market.

Tiffany Scott Wow. Yeah.

David W. Beety @ 212° Titans: Right. They the that, you know, and we're still short in that market, right? And ⁓ you know, the graduating classes are growing up, but you know, to do that for my first year, I spent three hundred and sixty-five days putting names and things on a whiteboard, and I would erase them every day because there was some reason it didn't work. The plan that I had, what I offered, right? It just fell apart. But every one of those things I took personal to learn from, right? And the back four months of that first year.

Tiffany Scott Mm. Yeah. Oof. Right. Wow.

David W. Beety @ 212° Titans: I found every retired speech language pathologist, occupational therapist, and physical therapist in the country. And I asked them, why did you do this? Why does the age matter? Why does the diagnosis matter? And I really took time. If they would talk to me for two hours, I would talk to them for two hours. All right. And this was a daily habit. I would get in 6:30 in the morning and I would leave at 11 o'clock at night, Monday through Friday for.

Tiffany Scott Wow.

David W. Beety @ 212° Titans: Every day because I just failing wasn't an option for me. I just I was curious. I wanted to know why I couldn't offer anybody a job, why I couldn't get them where they were trying to go. Like what was my issue that I couldn't help them, right? at that point I think I was twenty three, twenty-four, somewhere around there.

Tiffany Scott Well Mm-hmm. Yeah. How how old were you then? Wow. So that's pretty young to have that kind of work ethic. Where did that come from?

David W. Beety @ 212° Titans: ⁓ that's a great question. And I would have to guess, right? ⁓ it was instilled in me as a kid. I was the youngest of five to a single mother. ⁓ you know, we did we came from very humble beginnings, ⁓ very tough childhood, and I think that I'm very proud of where I came from because I had to have grit. I had to fight for what I wanted. Nobody was gonna hand me anything. I didn't have a lot of advocates in my corner. and I had to learn how to speak up.

Tiffany Scott Mm. Oof. Wow, there. Hmm.

David W. Beety @ 212° Titans: And back up what I was speaking up about, right? ⁓ so for me, it was never about anybody else's demise for my success. It was I wanted to see the people around me be successful. And I wanted to be in the room where I was not the smartest person in the room because I needed to learn. And that's really what I spent the last 18 years of my career doing, is I was very fortunate. At the first ⁓ staffing organization I was at, the owner who was a complete visionary.

Tiffany Scott Yeah.

David W. Beety @ 212° Titans: All right, didn't bat an eye when I didn't place a single human being in twelve months. He would he would give me the roadmap and and you know, the freedom and autonomy to bump my head, stub my toe, make the mistakes because I kept coming back every day. And he said, You're gonna be just fine. By year two, I think I finished in the top two ⁓ in the company, and I don't think I ever finished lower than that for the rest of the time. ⁓

Tiffany Scott Wow. Wow. Yeah.

David W. Beety @ 212° Titans: That to me was not the goal. The goal was to make an impact. Like, I'm an extremely competitive person. But there is a difference between being a healthy competitor and being a Maverick type competitor, right? Like I need to win, so that means you need to lose. That's not really healthy in business. I need to win, so I want to, if I'm the one who's flying, I want to reach down and grab the one who's running. And if I'm the one who's running, I want to reach down and grab the one who's crawling.

Tiffany Scott Mm. Absolutely. Yeah. Yeah. Yeah. Yeah.

David W. Beety @ 212° Titans: Like MLK the shit out of your business career. Right? Like that man stood for something, right? And and if you can take lessons out of out of out of his philosophy, that's the one. Right. And if everybody participated in the business community that way, do you understand how powerful we could be as a city, as a region, as a community? Like that's the circle of people I find myself fortunate enough to have found and run with. ⁓

Tiffany Scott Mm. Yeah. Love it. Yeah. Mm.

David W. Beety @ 212° Titans: Those that'll give you the shirt off their back, those that will drive, those that will push, right? To make sure they're helping each other. ⁓ so I think that, you know, to get back to your original question, where did the work ethic come from to be so young to do it? I just didn't know another way. And I still don't. ⁓ it's as simple as that for me.

Tiffany Scott Yeah. Hmm. Well. So that that manager that you had that that was so patient with you, where do you think you'd be if he had cut you the first six months? Do you think that had something to do with the path that you took for the rest of your career? Or was that just still part of your natural, you know, would you have just bounced back in the next role, you think?

David W. Beety @ 212° Titans: I have no idea, to be honest with you. I never thought about that. ⁓ and I'll tell you why. I never thought about it because you know, most people snub their nose at the staffing industry, by and large, right? And they should. I think the staffing industry, whether we like it or not, has earned the bad reputation that it has. ⁓ it's always been about the transaction, it's always been about volume, not depth, it's always been about, you know, A plus B must equal C, or I don't have time for it, right? And it look, it's fair in a lot of ways.

Tiffany Scott Yeah. Yeah. Mm-hmm. Yeah.

David W. Beety @ 212° Titans: Right, because the staffing industry demands results now, today, yesterday is nice. What are you doing tomorrow? Right. And that's what the industry is about. But I just always played the long game. And for me, I knew that I found satisfaction in a client telling me, I have this massive problem I cannot solve. And then I have access to people that, when presented the right solution, would gladly want to help here.

Tiffany Scott Mm.

David W. Beety @ 212° Titans: So if I asked enough to understand the challenge and I presented the challenge to people that had a skill set to want to be able to solve it, and that became a marriage, that for me was damn cool because outside of brain surgery or heart surgery, the way somebody provides for themselves and their family is the next most important life-sustaining need, right? That's our careers. So I never talked to somebody about a job. I always talked about their career. I always talked about where this would be a building block to get them.

Tiffany Scott Yeah.

David W. Beety @ 212° Titans: the experience they needed to ultimately take another wrong in their career up, right? And people always seem to appreciate that, but they didn't know how selfish I actually was. The selfishness for me is like, I want to help people achieve those things because that fills my bucket, right? Like that for me was like the thrill of the hunt was that, right? Tell me it can't be done and I'll show you another way. And, you know, there were times in my career that I, you know, I got really ⁓

Tiffany Scott Yeah. Yeah. Yeah. Right. Right. Yeah.

David W. Beety @ 212° Titans: ⁓ time consumed on rubber balls versus glass balls, things that were not of the utmost importance versus things that I should have been focused on. And I learned, I bumped my head step by toe along the way, and, you know, ended up building processes to make sure that we were always able to categorize those things so everybody didn't have to learn from the mistakes I'd already made. And I could already offer them a scalable process that's going to get them to their best selves every day. Right. So for me it was it was natural to want to stay in the industry. Leaving the industry was never a

Tiffany Scott Mm. Yeah.

David W. Beety @ 212° Titans: question. ⁓ it was where I'm supposed to be. Like I I don't think I'm here by accident.

Tiffany Scott Yeah, interesting. So how long did you do that for?

David W. Beety @ 212° Titans: ⁓ I was with ⁓ two employers. I think I've had a total of four employers my whole life, something like that. ⁓ but the last two employers I was at a total of sixteen years, eight, seventeen years, something like that. and all in the staffing industry. Yeah, it's it's it is unusual, but you know, I'm a loyalist, and I think when you put curiosity, loyalty, and I was fortunate enough to be with two organizations that

Tiffany Scott Mm-hmm. Mm-hmm. Wow. Yeah. Unheard of.

David W. Beety @ 212° Titans: pushed me outside my comfort zone, right? That allowed me to be authentically me while learning their system and processes. And then having such amazing entrepreneurs in my last company that showed me front of house, back of house, always knew that I was going to leave them at some point to shoot my shot and start 212. And they were still in my corner. They were still willing to

Tiffany Scott Yeah. Yeah. Right.

David W. Beety @ 212° Titans: Coach me, train me, show me the business side, show me the insurances, help me understand workers come from the back of house. And I I, you know, I feel very indebted. I think that I owe what two twelve will become to them. ⁓ and I really do believe that. I feel that way. I mu this company must be successful because of them. And that would be how I'd honor their commitment to training and developing.

Tiffany Scott Mm-hmm. Mm. Mm. I love that. And honestly, I can relate because I feel the same way about my company is, you know, it kind of led us or led me to where I am now. And there's nothing left but to be successful. I mean, we were prepared. Obviously, we had, you know, you had some ⁓ you brought something to the table as well, but they ex exploited that in the best possible way. And ⁓ I never spent so many years as uncomfortable as I did. And thank God, because owning your own business is the most fucking uncomfortable experience of all. And I can't imagine if I wasn't as prepared. So yeah. So that leads us to now. Congratulations. I'm so happy for you and starting this venture. And I, God, I always saw that for you. Selfishly never wanted to, you know, not work with you, but.

David W. Beety @ 212° Titans: Yeah. Yeah.

Tiffany Scott ⁓ the you know, it's it's great to see you in this position. So tell us about two twelve and how long have you been established now? ⁓ and how's it going?

David W. Beety @ 212° Titans: 212, you know, if you had asked me about 212 or the concept of 212 18 months ago, it was off in the distant, you know, I'll get there, I'll get there, I'll get there, right? ⁓ couple of couple of just personal shifts in life, a couple of things you know, really sparked that initiative to come back to the forefront now, right? And you know, it got to a point in life where I said, look, I, you know, I've learned

Tiffany Scott Okay. Yeah.

David W. Beety @ 212° Titans: I've been coached. I've been given, you know, a ton of responsibility to bump my head, stub my toe, fix it, right? Scale it, grow it organically, merger and acquisition, right? And I'm like, you know what? I I don't know what else I'm looking to learn. But the one thing I did is I promised myself is that I'm not going to be on my deathbed wishing I shot my shot. All right. And listen, let's let's let's face it. I'm not getting any younger, right?

Tiffany Scott Ooh. Yeah. Yeah.

David W. Beety @ 212° Titans: The hair is turning colors, right? Things still jiggle a little bit too much, right? If I have a piece of cake, right? Like these things are happening, right? But I still got so much passion for this industry, and I still have so much deep seated belief that it's time for an evolution to happen in it, that I sat down, put pen to paper, and I did things that I hate to do. I am I am a C R O by nature.

Tiffany Scott ⁓ yeah. Yeah. Mm. ⁓ yeah, like what?

David W. Beety @ 212° Titans: Right. Like you gotta face those facts. Today you get an email from me, it says founder and CEO. Those are lies. Those are bullshit lies. Right. I am none of those things. Right. But I sat down and put pen to paper on a business plan. I did financial modelings, projections, and it was painstaking for me. I think I still have PTSD from those long days and long nights, right?

Tiffany Scott Yeah. Yeah. Yeah. ⁓ yeah. Yeah. Mm-hmm. Grueling, I'm sure. Yeah. I believe it.

David W. Beety @ 212° Titans: I knew that this was a rite of passage that every person that has this idea up here owes to put the put it down on paper and build a blueprint. So I wrestled through that like nobody's business. And, you know, we launched in March, right? March nineteenth to be exact. ⁓ a day that I will remember for the rest of my life because two hundred twelve went from being a dream to it has a logo.

Tiffany Scott Mm. Yeah. Mm. Great. Okay. Mm.

David W. Beety @ 212° Titans: We are functioning. We have an office. We have humans that work here. Right. Like we are doing things. And it took me six weeks to and you know, anybody that knows me knows my foot is tapping, right? I talk to entrepreneurs now that just take curiosity in the business. Like, hey, why did you start this? You know, tell me what your angle is, what you know, what separates you from the very, very noisy crowd in the recruiting and staffing industry.

Tiffany Scott Yeah. Yeah. Mm-hmm. I believe it. Yeah. ⁓ Mm-hmm. Yeah.

David W. Beety @ 212° Titans: And I love those questions because I think everybody has to own their piece of business, right? You have to you have to know who you are and why you are. ⁓ but for me, it took me six weeks. And those six weeks felt like 10, 15 years, not kidding. 12 to 15 hour days, seven days a week, right? Head down, not interacting with a lot of humans. And that is very counter to my nature. I actually recharge around people. I'm a true extrovert. And

Tiffany Scott Mm-hmm. Oof. Yeah, I bet. Yeah. Yeah. Mm. Mm.

David W. Beety @ 212° Titans: Vendor, systems, process, right? Flow charts, right? You know, work processes, AI, where does it get embedded? How do you use it? And then and then the real question was, like, what is going to be different about 212 than any other organization that's out there? Like, why would somebody choose you and your process over $224 billion of other options, right?

Tiffany Scott Yeah. Right. God. Yeah. Yeah.

David W. Beety @ 212° Titans: And that was the part that I had fun with. So once I got the system and the flow down to six weeks, I said, ooh, this is the part I've been preparing for for the last 18 years. I'm ready for this part. And that energy shot me out of a cannon coming into the beginning of May, right? Which is where I got to work on the business and not just be behind the scenes building it. ⁓ and again, I'll I'll digress for a second. Entrepreneur is like, Dave, what you accomplished in six weeks takes people a year.

Tiffany Scott No, good. Yeah. Yes. Yeah. Yeah. Mm.

David W. Beety @ 212° Titans: Two years, right? So, like, I know you like are angry that it took you that long to get those things done, but like you should be proud of yourself. And like, that's nice. That doesn't work for me. Like, I needed to be working on the business day one, right? These things magically should be there. but ⁓ we have built something that stands alone in the industry. That's not me saying that. This is

Tiffany Scott Yeah. Yeah. I know. Mm. Okay.

David W. Beety @ 212° Titans: Our current clients, CEOs, COOs, CFOs, going, Dave, I know you're new to the market, but what we just experienced with you in four and a half hours, we could not find that town in four and a half months. And not only could we not find it, you're giving us more in-depth information on your candidate than I have on my staff. So when I took a step back and I started getting

Tiffany Scott Wow. Hm. Wow.

David W. Beety @ 212° Titans: The feedback from customers. That's how you know it's true. I'm biased. This is my company. I'm supposed to tell you we're good. That means nothing in the world of staffing. Everybody says they're good, right? I needed a customer to be able to hold tangibly something different. What is this process? Where we are in the steps.

Tiffany Scott Yeah. Of course, yeah. Right, right. Yeah. Yeah. Yeah.

David W. Beety @ 212° Titans: Tell me what the assessment tells me. Tell me what this means. Right. And they could follow along in a tangible, repeatable, scalable process that is not offered in almost any organization in this industry. We will stand alone.

Tiffany Scott So, and most say their differentiator is their people. I'm not sure if they know that it's not. I won't tell them and I don't if it's any of my clients. Your people are the differentiator, I promise. But so but so what is that? Because I feel like in an inter industry that's so saturated, I mean you have more competition than I probably in the in the next block than most. do in you know in a zip code. So how how walk you know, tell me tell us how you did it w and what are those things? If you wanna share.

David W. Beety @ 212° Titans: Yeah. ⁓ as a recruiter, yeah, I I do. ⁓ because I think that it's not about the what. I think it's about being able to commit yourself to execute it. Right. And I think that's what separates good from great. So for me, it was the years of getting client feedback, candidate feedback. When a candidate says to you, Thank you for calling me to let me know I wasn't selected for the role.

Tiffany Scott Mm. Yeah. Okay. yeah, that's a big deal. Yeah.

David W. Beety @ 212° Titans: You would take a you would take a step back and you would say that made a difference to that person, as opposed to getting ghosted or a cold email or a text message, right? So I I compiled all of those tidbits of information. And we have one goal. All right. And I was able to achieve it with a customer who calls me on the phone and says, Dave.

Tiffany Scott Yeah. Yeah.

David W. Beety @ 212° Titans: Whether it's John Doe working on this, whether it's Jane Doe working on this, it doesn't matter. The level of talent stays superior. I've never seen anything like this. When I get that feedback,

Tiffany Scott Wow.

David W. Beety @ 212° Titans: It's not to say that people aren't our most important asset. They certainly are. But if you put a people-first organization with a scalable process, you're dangerous to the market. And that's what we are. We are dangerous to the market because those two things will never be broken here for any reason. We have to have the process that disrupts expectations in the market, and we have to have the people committed to executing it. If you can combo those things.

Tiffany Scott ⁓ yeah. Okay.

David W. Beety @ 212° Titans: You have something special.

Tiffany Scott Well, I'm not surprised, but I am very curious because I read up a little bit and I know, you know, so like w ⁓ we gotta get into the name. You know, 212 degree Titans is a very unique name, and I know you, and it's gotta have some depth to it. ⁓ and then you know, there's some more building blocks. Behind that, I saw on your website the whole steam, which I think is what you're talking about with your process. So can you tell us how you came up with the name?

David W. Beety @ 212° Titans: When it came time to sit down and name this company, ⁓ I wrestled with everything you could possibly imagine. And I landed with 212 because that's organically who I am. That's the way we've always managed client expectations. It's the way we've always managed our performance expectations. Are we at 210 here? How do we get to 212? And people ask me all the time, Dave, is it 212? Is it 212? What is it? And I said, It's the boiling point of water, 212 degrees. And they go, I love that. And I'm like, why do you love that? And they're like, it's different. And then they say, Why do you love that? The book? And I'm like, sure, the book became a big part of my leadership, right? That and a few others, right? But yeah.

Tiffany Scott Mm. Great. Yeah. ⁓ that's great. That's great. Yeah.

David W. Beety @ 212° Titans: At 210 degrees, 211 degrees, water's just hot. Nothing happens. At 212, you get a revolution. You got steam. Steam powered the locomotive. Locomotive changed the way we existed, right? So everything that we do here is to be a green apple and a batch of red. I want to be fundamentally different than any other experience. And I mean every other experience.

Tiffany Scott Yeah. Yeah. Mm, love that. Yeah. ⁓ love that.

David W. Beety @ 212° Titans: that a customer has had with a recruiting or staffing company and what a candidate has had. Why? Because I think this industry is ready and ripe for a revolution. And 212 is going to be the tip of that spear if I'm successful in my job.

Tiffany Scott Mm-hmm. That's amazing. I love that. That's so cool. Tell me about Steam. What's Steam?

David W. Beety @ 212° Titans: Yeah. Steam is the culmination of my entire career. Right, if that means anything to anybody listening to this, right? So nothing, right? ⁓ but it is the summarization of all those tidbits of feedback that we would get from customers, we'd get from candidates, right? And we've put them into a repeatable, scalable, mandatory process, no corners cut, because people and customers deserve to be a two twelve in every interaction with us, all right.

Tiffany Scott Okay. Not yet. Mm. I love it.

David W. Beety @ 212° Titans: So STEAM is an acronym and it's placated on the boiling point of water, right? So 212 degrees, this is our STEAM methodology. And it is a combination of client and candidate needs with STEAM sitting as an absolute catalyst in between all of them, right? So we're going to meet our candidates, we're going to know our candidates, we're going to represent our candidates. All right. That is part of our S. That is seeing them.

Tiffany Scott Okay.

David W. Beety @ 212° Titans: Right, being able to not forward them, not talent call, click, forward them, but really represent their cultural capabilities, their skill sets, who they are as a person and as a professional. Right. The T is about the traits of the person. Customers need to know is this a good hire? How do I know that? Well, you can interview them, you can be skill chasing, you can have, you know.

Tiffany Scott Mm-hmm. Okay.

David W. Beety @ 212° Titans: Surface level quick interviews at rapid pace now with AI and all types of technology. But six months later, did it really work out? How well did we know that candidate, right? We didn't know that their leadership characteristics were so counter to our culture that this person can't stay here. And it became a very costly hire. Candidates want to stop taking jobs. Quite honestly, they have job hopping fatigue. If you talk to candidates in the market today, they're exhausted. There's a huge gap in the market between really, really, really good talent.

Tiffany Scott Right. Yeah. Yeah. Yeah, seeing that more. Yeah.

David W. Beety @ 212° Titans: Not able to get an email back or even get an interview schedule for something they're overly or highly qualified for, right? So we offer a cognitive aptitude scored against the role that they're applying for. We offer a cultural assessment scored against the role, right? We do a ⁓ what I'm calling vapor view, right? Playing on the steam, right? Vapor view is a pre recorded on demand video interview of the Canada bringing their resume to

Tiffany Scott Yeah. Okay. Love it. Wow. Okay. Cool.

David W. Beety @ 212° Titans: Right.

Tiffany Scott That's awesome. I love that.

David W. Beety @ 212° Titans: So if I can have three meetings, two assessments, and one video to give our customers a three hundred and sixty degree panoramic view of this candidate, and they have to say, I'm getting depth, breadth, articulation, I'm getting resume, track record, success, facts. And now I know that they're a cognitive and and cultural fit for me based on a third party non biased assessment, I definitely want to interview this person.

Tiffany Scott That's awesome.

David W. Beety @ 212° Titans: The candidates are turning around saying, You understand me. You're asking me to understand. You aren't offering me this job or this job or this job or this job. You are talking to me about a career fit, a culture match, something that I can go and sink my teeth into because it's the right place for me. And they offer the things that are critically important to me. We are putting people together. Does that mean every one of our placements retire at the company? No, that's not what we're saying.

Tiffany Scott Yeah. Yeah.

David W. Beety @ 212° Titans: What we're saying is that it is a good career and culture match with the skill sets the customer needs, with the way in which they operate, right? If it's a performance-based organization versus a, you know, a well-oiled, you know, big enterprise machine, you have to recognize that. And we have a proprietary client-based intake process that assesses all of those things before we go to market to match up the candidate pool to it, right? So the fact that we're willing to measure twice and cut once before we'll even put a rack on our board. Is set is the one degree that makes all the difference in this industry as far as we're concerned. Customers will say to me, You want to come out on site and see how we operate here? I'm like, Absolutely. It's a it's a prerequisite before we'll take the role. They're like, I love that. Come on site. Yeah.

Tiffany Scott Yeah. That's great. Mm. ⁓ so yours so you're still local? Great. That's great. Such value in that.

David W. Beety @ 212° Titans: So I think that your best talent pools and your best marketing comes from being very deep and very localized in your recruiting efforts, right? You have to know the pockets, the commute, the city wage tax, the the ⁓ you know, the traffic patterns, right? Because if you look at a map, media Pennsylvania to Cherry Hill, New Jersey is not that far. That's about two and a half hours of of of commuting every day. Right? Just sitting in traffic on both sides of the bridge, right?

Tiffany Scott Yeah. ⁓ yeah. Yeah. Yeah. ⁓ yeah.

David W. Beety @ 212° Titans: ⁓ so I yes, I you know, our our business is going to be blueprinted here in the Philadelphia Metro. That's who we are, that's where we live, that's where we raise our kids, that is our network, that is where we're going to build the brand of 212. That is what we're doing right now. And then we will go to NFL cities after that because this is a scalable, repeatable process, and those individual locations will be with homegrown talent in those pockets as well.

Tiffany Scott That's great. Mm-hmm. Yeah, sounds like it. And what are you staffing for? What are your specialties?

David W. Beety @ 212° Titans: Yeah, we're we're really salary banded and most people are waiting to hear it's IT or it's, you know, law or it and yes, that's a very, very good way to be positioned in the marketplace is to be good at that thing. We are good at that eighty thousand dollar year and above salary banded portion of recruitment and staffing. Our process is as good as any retained search out there, and we do it contingent.

Tiffany Scott Yeah. Yeah. Yeah.

David W. Beety @ 212° Titans: All right, but it is most effective and most scalable at that mid management and above type of role because those are also the most expensive on manager drag, culture drag, right? High turnover, big impact to the lack of business at those types of roles.

Tiffany Scott ⁓ Yeah. Yeah, I think that's huge at the level. Even I mean, even at a like it would be great to see at a an entry level because so important to have that ⁓ personality fit. It's funny, I was just I and I have somebody to introduce you to actually. It was on my last podcast. His name's Dr. Al, and he does like this personality. He's a s ⁓ behavioral psychologist, and ⁓ He not only does consulting and you know helps businesses with their internal culture and how they hire, et cetera, but finding those personality matches. But he has an assessment. And I thought of you the second we were going through it. He assessed me. and I thought, wow, this would be so cool to tell ⁓ you know, well, all my ⁓ all my staffing friends, But I had heard I when I was researching your stuff, I saw your personality and I was like, ⁓ I wonder what he's using. And this might be a fun match because he was he's able to say what type of position the person would be great at. And we were kind of talking like, how could he get in a staff, you know, the staffing side of things? And I was like, you know, that's such a that's such a gap for us in the industry. You know, when I was trying to find call center people, okay. Like Call Center Bureau, warehouse people, or you know, those hourly admins, HR, whatever it was, you know, there's a certain personality that has to fit into all of those roles. Like, and just because you've done it your whole life doesn't necessarily mean that's what you should be doing. It may not be where your strengths are. So I think I've always thought found those those personality assessments so fascinating. And ever, you know, they're they're usually pretty dead on.

David W. Beety @ 212° Titans: I was the biggest naysayer in the world when my former employer came to me and said, We're gonna be running predictive index. And I'm like, Are you guys you guys are wasting my time? You want me to fill out a couple of number two pencil bubbles on some screen, right? And it's gonna tell me how bad I am at this or how good I am at that. Like, sure. So I don't know, whatever it took, 30 seconds, 48 seconds to fill in the bubbles. And when it produced my report, I

Tiffany Scott Great. Yeah. I know, so fast. Uh-huh.

David W. Beety @ 212° Titans: I was Kevin McAllister from Home Alone. I got my hands on my face. I'm like, that's me. ⁓ my God. How did it figure that out? And then we started leading with it, right? It's like, hey, how do you get the dynamic of a team? And listen, that also changed the entire way I looked at puzzle pieces, right? Because you could have great talent that isn't a good fit for the team and the team dynamic. And that's where most hiring managers miss. It's like this person checks all the boxes.

Tiffany Scott Right, right, right. Yeah. Yeah. You know. Mm-hmm. You're right. Yeah. Yeah.

David W. Beety @ 212° Titans: We all have to be uniquely yes, but the fastest way to success is to respect those that are there in the role, busting their tail for it now, and giving them the missing piece that that well rounds the team as opposed to disrupts it. That's where I'm really good at paying attention to people, assessing the talent and saying, Hey, you're ordering this, but you really mean that. Is that true? Is that fair to say? And that's where when I sit with a client, they're like, You're really good at this. I'm like, Well, I I hope so.

Tiffany Scott Yeah. Yeah. Yeah. Yeah. Yeah.

David W. Beety @ 212° Titans: Right, because this is how I this is how I feed people, like you know, my kids, and like, you know, this is what I've done with my life. ⁓ but you know, it is such a distinct difference when you say, Is a call center person a call center person no matter where they are? No, no, it's not. There's inbound, there's outbound, there's what are they processing? How are they processing it? Is it credit and collections? Is it order processing? Is it troubleshooting? And those are all vastly different skill sets.

Tiffany Scott Yeah. Right. Right. Right. Mm, yeah. Yep. Yeah.

David W. Beety @ 212° Titans: So, yes, does our process apply to talent attraction? A hundred percent. But if I'm being honest and raw and vulnerable, I can't deploy this process at massive high volume, right? For just entry level, but I can do it for our customer base. And I just did it right. So we had a customer that had a a a pretty high-level mid-management role. We filled that and they like, Can you help me with a staff accountant? And I said, Absolutely. And they're like, Is it

Tiffany Scott Very Yeah. No. Yeah. Hey buddy

David W. Beety @ 212° Titans: Is it a waste of your time? I said for a customer that we know your culture, we've already done your assessment. No, we can apply this no problem. Staff accountant filled in less than three days. You know, candidate submission, now interviews, but yeah, because we understand it.

Tiffany Scott Yeah, good. Wow. So do you have sorry, are you ⁓ do you have pools of candidates already? Are you starting to yeah, yeah. So you have some like buckets of what you recruit for and then your stock stockpiling it. Sounds like, you know, you have inventory, but but it's good for the candidates too, 'cause they go faster once you get the roles.

David W. Beety @ 212° Titans: Yeah. Yeah, yeah. Yeah. Our candidates know three things are true. Like the first thing is like technology's good at helping people with process now, right? So we can use AI to get them their application done, get them activated. But when it comes time to have a career conversation, that's happening with a human, period, and a story. That human will go with you from beginning to middle to end. And then the check-in period, like, hey, how is it going one week in, two weeks in, six months in? How are you settled in? How is it going? Right.

Tiffany Scott Mm. That's great.

David W. Beety @ 212° Titans: But yes, pools of candidates, right? And what we owe our candidate base is honesty, transparency, and something worth having. If they're gonna go through this elaborate career pathing process with us, right, it cannot land with a job they don't need us to get. We have to open up doors to some of the top employers, some that people know about, some there are some amazing employers nobody has ever heard of before. And that's our job is to identify them in the community. Earn the right to partner with them and earn the right to be the only phone call they make when it comes time for talent attraction, right? Because, you know, the the the the term staffing, the term recruiting, those are such dirty words anymore. All right. Talent acquisition, people are really starting to hesitate to call themselves talent acquisition anymore. I agree with all of the reasons for that, which is exactly why we're in the talent attraction business. So here is what I mean.

Tiffany Scott Yeah. Yeah. Yeah. Yeah. Okay.

David W. Beety @ 212° Titans: Tiff, if you call out to me, right, hey, ⁓ you know, my scout or or you know, the the podcast needs whatever it needs, great. Don't send me your job description. I'm coming to your office. I want to meet the team, I want to understand the people, I want to interact, I want to know why it's open. I want to know what didn't go well with the person in the last role. What were you missing? What do you need? What are the top three responsibilities? What are the tangibles? What are the intangibles, right? That intake process now.

Tiffany Scott Mm. Mm. Mm. Yeah.

David W. Beety @ 212° Titans: Put it on steroids, go out to our market. Our people know that we've known these things about who they are as a candidate. And this is what this culture and this company are looking for. Now we're not forwarding resumes anymore. We're representing qualified talent to top employers. And that's the game changer. I had a I had a COO tell me the other day. She goes, I gotta be honest with you, Dave. I like you. So that's why, you know, we we we gave you the order.

Tiffany Scott Yeah.

David W. Beety @ 212° Titans: Right. For it was an HR manager. And I and I said, Well, that's nice. I appreciate that. She goes, and you made me nervous. I you know, I didn't see a resume from you guys for twenty-four hours. And everybody else we've always worked, we get 10, 15 resumes.

Tiffany Scott ⁓ my god, no way.

David W. Beety @ 212° Titans: And I said, ⁓ did you want us to send you all the ones that we didn't think were qualified? She starts laughing. She goes, Absolutely not. She goes, but I got a little nervous. Like, are you working on this? Are you not working on it? She goes, but then you guys give me your 24-hour follow-up, right? And you told me that you had already interviewed 11 candidates and you turned them all down for all the reasons you offered. She goes, And I'm thinking to myself, how could this be true? Everybody else just sends me those candidates, right? And I gotta weed through them. We sent her.

Tiffany Scott Twenty four hours. Mm-hmm. Mm-hmm.

David W. Beety @ 212° Titans: One candidate. Interviewed over 43. That was our that was our stats, right? She laughs. This person has done the job, is a culture fit, just moved into Philadelphia from Baltimore at the right time, in the right place, has the right experience. And she goes, I've never been more floored in my entire life that you found this person. Right? And I said, Well, we still owe you two candidates. Do you want to see those? Because we have a three for one rule. And she goes,

Tiffany Scott Mm. Wow. Wow.

David W. Beety @ 212° Titans: Why would I want to see any more candidates? I don't know if I've ever said this in my entire life. She's perfect. I'm like, don't jinx us. Nobody's perfect, right? She's like, but Dave, I ordered like the impossible. Somebody with backbone, somebody with grit, somebody with Philly toughness, somebody that understands us, somebody understands our culture, right? And she goes, You sent us the candidate that had all of those things. I go, don't expect that every time. Okay. I said, We we got lucky. And she starts laughing. Yeah, yeah, yeah. But

Tiffany Scott Funny. Don't say that, yeah. Mm. Right. We're gonna give you a variety, right? Yeah. Yeah.

David W. Beety @ 212° Titans: My point here is is that we didn't flinch to send her. We knew this was exactly who they needed. They interviewed her. They interviewed her a second time. They were waiting for something to go wrong. And then they call me and they're like, I hate to say this, but like, we gotta make an offer to this girl. She's perfect. So she's now been in that role ⁓ seven weeks, I think, six weeks. And they call me today and they're like, she's absolutely killing it.

Tiffany Scott Yeah. Mm. Yeah. Well

David W. Beety @ 212° Titans: She is everything we ever hoped for and everything we were missing in the last person. Thanks for taking the time to learn who we were and then reverse the search according to what our culture and our company was about. That's what 212 does. And that's the feedback that I've gotten my entire career that we had to put into a process.

Tiffany Scott Wow, that's great. Mm-hmm. That's awesome. Love it. That's phenomenal. Congratulations. And being so new and you're already getting that feedback is ⁓ I love it. I again not surprised, but to pull all of that together in just what three ⁓ maybe three months is pretty impressive. But I think like you said, you were preparing for it for a long time. So

David W. Beety @ 212° Titans: Thank you. Yeah. Yeah, and listen, right, I'm not alone. Jennifer Ermater, right? She's the head of our recruiting and and that function, right? Like she just is all in on the process, all in on the brand, all in on the differentiated approach, and she lives it and breathes it every day, right? So for you to do anything, right? We can talk about technology, we can talk about all process, we can talk about scalability, we can talk about all those things. But if you got the wrong people doing the wrong things, you're always going to be at a friction point.

Tiffany Scott Yeah. Yeah. Yeah.

David W. Beety @ 212° Titans: Imagine if you align the flywheel and you got ⁓ all going in the same direction because they all have the same quest to be disruptive. Now you got something magical and that's what we're built.

Tiffany Scott Yeah. So another thing I think too with with you and your leadership and your sales approach, I feel like, what's the word I want to use? I like I don't think that you have a very what is the word I want to use? It's the vodka hitting me now. Yeah, let's do it. Well, I'm mine's watering down, so that's the ⁓ double edged sword of like having it on the rack.

David W. Beety @ 212° Titans: I'm about to for a refill. How about you? That means you're not drinking it fast enough. Yeah. You gotta drink it faster.

Tiffany Scott Hmm. ⁓ I don't be rude. I don't wanna be doing like a shot. Yeah. Yeah. Yeah, go for it. Go for it. You didn't have your battle right next to you, I got mine right next to me. Just in case.

David W. Beety @ 212° Titans: Slugging your your straight vodka. Hang on a second, I'm gonna refill. Is it like totally ⁓ bad podcast behavior to like fill it up on camera?

Tiffany Scott I don't think so because we're d this is an after hours. It's after hours and we're off work and this is our free time and this is how we're doing it. Whatever.

David W. Beety @ 212° Titans: Yeah. ⁓ a wise woman once told me recently that a founder earns that title by doing all of the the hard things every day, and you're never really off work, are you? For me to carve time out and sit with you, which I would do every day of the week ten times over, I have emails piling up, I have people to call back, I have candidates to respond, we have things to do, right? And right, but

Tiffany Scott Yeah. Never. We start out. Yeah.

David W. Beety @ 212° Titans: This is about having a little fun, cutting loose, right? And continuing to put the message out there that you gotta be authentically different when you come to the market. You gotta be you gotta be out here having fun and building you know, building real relationships.

Tiffany Scott Absolutely. You know, I love I I think one of the things that I do this for, you know, I never thought I would do a podcast. You know, I was I talked about it for a long time and ⁓ please, you've been on plenty now. Give me a break. But I and I had, you know, it started now, it's like a buzz, like everybody's doing it. What I love about it is it really it's is continued to push me out of my comfort zone, which I think I need.

David W. Beety @ 212° Titans: I never thought I'd be on one.

Tiffany Scott And it's hard to do that as a founder because you don't really have anybody pushing you. You really have to push yourself. So I think that's number one. I've met the most amazing people. I have been able to show a side of those people that not everybody gets to see. And I think I get to show a side of myself that not everybody gets to see. And that's happening more and more. And I think I was really excited about this one because I'm like, definitely be myself with BD. And maybe too much so like we don't know, maybe hold it back a little bit, right? Yeah. But this, you know, I'd love to do more of these kind of after hours because I feel like if we let loose a little bit, we can share some war stories, have some fun, you know, maybe get some some, you know, giggles, but also, ⁓ too, you I think there's so much value to people getting to know who you are at your core. But you've got so much to offer to as far as advice. I

David W. Beety @ 212° Titans: They're gonna have to edit some of this out. Yeah, you're gonna have to pull back, yeah. Yeah.

Tiffany Scott You know, you you've always been one of those like my go-tos. ⁓ cause I'm very, very, I get feisty. I think you know I get feisty. And when I am super feisty, you are my first call. And because you have such a you said the long-term outlook and like like the long-term strategy. And I think that's why you're my go-to with those those that type of advice is because I'm so quick to I just want to jump and react and and you know say something. And ⁓ you've always been able to kind of talk me off the ledge. And ⁓ and and but the the other side is too, like you're feisty too. Like you have that. So again, like I think that's where I'm still trying to get better and and I and ⁓ I make myself sound to be such a bad

David W. Beety @ 212° Titans: Yeah.

Tiffany Scott leader sometimes in these because I'm always talking about like my my ⁓ weaknesses and my, you know, maybe I get too humble. But with with how you you and I are the same PI, right? Exactly the same. So how do you manage that? How do you still keep your cool and have that long term view and and be able to like just manage your emotions the way that you do?

David W. Beety @ 212° Titans: No way. Yeah. I mean, look, right. ⁓ depends on who you ask on the day you ask ⁓ right? I manage ⁓ really well or really shitty, right? Like it happens. ⁓ but I made a promise to anybody that was near me, right? In a business sense, is that I'm always gonna be very brutally honest about my weakness. All right. And since you brought up, you know, the predictive index, I haven't ⁓ like I got called into a meeting

Tiffany Scott Right. Mm. Okay.

David W. Beety @ 212° Titans: After it got rolled out by the predictive index rep. And she said to me, Have you looked at your report? I said, ⁓ I was amazed by it. You know, I I was an naysayer, right? This converted me, right? I I now every time I talk to somebody, I'm asking them what their PI is and we should look at that together. And she's just like, That's great. That's not why I'm asking. ⁓ sorry, did I say something wrong in the in the meeting? She goes, No. She goes, Your C.

Tiffany Scott Hmm. Yeah. Good.

David W. Beety @ 212° Titans: Is almost immeasurable. And I said, Yeah, no, I saw it. It's far left. And she goes, You're not listening to me. She goes, and the reason you're not listening to me is you're probably on to 10 other things in your head. She goes, but you need to be present where your feet are right now. I have very, very rarely seen so much ⁓ personality and and and culture with that much C to the left. She goes.

Tiffany Scott Yeah. Yeah. Mm-hmm. Uh-huh. And what does a C mean?

David W. Beety @ 212° Titans: The C is that sense of urgency, which I am very well aware of. And she made it very clear to me this will either be a massive strength for you or a massive weakness for your people around you. Fair. That stopped me in my tracks. And she said, Have you ever started typing an email? Stopped it, picked up the phone, called them, didn't get them, texted them, called them back again. I said, actually, yes.

Tiffany Scott ⁓ yeah. Yeah. Right. Mm. Yeah, yeah, yes. Ha ha.

David W. Beety @ 212° Titans: She goes, that is your C taking over. And if you don't own that, you will be like a bulldozer coming through your team's day.

Tiffany Scott Yeah. Yep. Yep.

David W. Beety @ 212° Titans: The first thing I say to somebody who works around me, I have a severe weakness. The weakness is twofold. I can be like a bulldozer, and I am so proud of our people. This sounds terrible to say. I'm so proud of our people that, like, when there's a victory, I already knew how great they were. That's why they're here, you know.

Tiffany Scott Mm-hmm. Yeah.

David W. Beety @ 212° Titans: Challenging the cause, right, to exist. And I forget to stop and smell the roses because I'm like, amazing. Let's go to the next thing. Right? Because we have more people to help. We have more companies to, you know. And I know those two things about me, right? So if you want to have a real relationship with people, they have to know your scars. They have to know your strengths. They have to know what you're working on. So when I first meet somebody, I told them, my intention for you is pure.

Tiffany Scott Yeah. Yeah. I can really yep.

David W. Beety @ 212° Titans: I expect greatness. My job is to push out of your comfort zone to help you do things tomorrow you weren't sure you could do yesterday, right? And that has been my track record with people and the tenure that have people that have stayed with me because I hit a point in my career, to be honest. Winning that deal, it's not that exciting. You know, ⁓ servicing an account, growing an account, I've done it.

Tiffany Scott Mm-hmm. Yeah. Yeah. Right.

David W. Beety @ 212° Titans: Helping people do something tomorrow they didn't think they could do yesterday, that gets me charged, right? I love that part of the job. And getting in the field, being close to to sales and people. And I traded helmet and shoulder pads in from college for for sales, right? Full contact. And I spend my entire career not trying to be a salesperson. And I still don't think I am. Right. But I love

Tiffany Scott Yeah. Yeah. Yeah.

David W. Beety @ 212° Titans: The challenge of solving problems. I love meeting new people. I need that. So I have to be in the field. And now that I have my own company, I've learned that I can spend 90% of the time in the field because I trust my people. They are committed to being their best selves. And I've learned over the years that they need to be able to put their DNA on the process. It has to have some authenticity from them. But the rules to the game must be the same for everybody.

Tiffany Scott Yeah. Mm-hmm. Mm, that's great. Yeah.

David W. Beety @ 212° Titans: We have to have a culture. We have to have values. We all have to play by the same rules here. But everybody gets to play soccer a little bit differently. Messi doesn't play the same way Pele did. All right. They all played the same game, but they had their own style. That is what our culture is about. It's getting the right people unified toward the right cause in their own authentic way.

Tiffany Scott ⁓ yeah. Mm. Yeah, I love that. So something I think you and I have both been accused of in the past is having sometimes unorthodox views and ideals and philosophies, right? No, you yeah, agree. What do you think is share an example of s of something that is unorthodox but you feel is a really important leadership philosophy that you have?

David W. Beety @ 212° Titans: Yeah. Mm-hmm. That question is about 15 layers deep. Maybe I need to pour more into that cup before we start unpacking that whole thing. ⁓

Tiffany Scott Yeah. So I have, you know, I have one that's not necessarily unorthodox. Maybe I can talk through mine and it'll stir up because I know there's a bunch that you have and you and I kind of share this. You know you reminded me of ⁓ you know, setting expectations and I went through something recently with my team. My the ⁓ I have this phenomenal ⁓

David W. Beety @ 212° Titans: There's so many ways to attack that.

Tiffany Scott manager that manages my let's call it call center. and so I I and I posted something about this today actually on LinkedIn, how I like I charge her with having the authority. Like I don't want any glory. I don't even want them to know I exist. Right. And recently I had to have a tough conversation with her because we'd hired ⁓ a team and you know, In the beginning, I was still building my software. So they were in there. It was very clunky. And I really started to notice that they were leaning on that as an excuse. Well, the system did this today, the system did that today. I'm like, this is tech. You're gonna be there's gonna be an issue all the time. But we have to stop making that as an excuse, right? So I recognized this to have a conversation with her. And they just weren't meeting the numbers that we were hoping for right at the time. And So we have a conversation, you know, and I even say to her, this is your team. Like you are charged with, I said, I'm just observing, like, but you know, and this is my expectation. And we talk, of course, I coach her on how to handle it, what to do, and you know, if she needs to, if she needs guidance. And she the next week, they're hitting their numbers. And I was like, ooh, interesting. That's great. I said, tell me what you told them. So this, this is where the this is where the I land the plane. So she started off strong, you know. Guys really sense that we're making some excuses about the system being clunky and, you know, kind of goes through this whole thing, puts her own spin on it, of course. And she said, you know, this is causing me to have some difficult conversations with Tiff. And I was like, ⁓

David W. Beety @ 212° Titans: The transparent manager. Yeah, yeah, yeah, yeah.

Tiffany Scott Like, no. Now she knows, you know, because I've coached her on this. Like, she's the queen. You're the queen of the castle. I am not. Like, you make the hiring decisions. Last person that we let go, she texted me and said, I'm letting her go today. I said, Okay. I didn't even ask her any questions. It was Friday. And then we didn't even talk about it until the following week. I'm like, I trust you, go ahead. So I said, you know, so when when we we were in that conversation, I and and

David W. Beety @ 212° Titans: Sounds good.

Tiffany Scott She didn't really think anything of it. And I said, Let's back up. I said, That is such an innocent comment that you probably didn't notice that you made. I said, But here's what you did. I said, if it the issue continued, you may be the bad guy. If the issue improves now and they make money and they you're getting all these commissions, I was like, you lost your authority. Now they know that I'm the end all be all. You're not the end all be all. So now they're working through you to please me. You lost your authority. Not only now do you not okay, you don't get to be the bad guy. Fine. I'll be the bad guy. I'm okay with that. You also don't get to be the hero.

David W. Beety @ 212° Titans: Mm-hmm. Yeah. Right.

Tiffany Scott When something goes right. When they get that bonus that we've been telling ⁓ they're gonna know it's me. So I think that's something that, you know, and and that was that was something that you and I have talked about for a long time. And you don't even notice, right? You don't notice it's like, ⁓ all right, well, let me check with let me check with so and so, let me check with my boss and say, No, no, you never

David W. Beety @ 212° Titans: Yeah.

Tiffany Scott You never let anybody know you're not the king or queen of the castle. I f I'm I'm so strong about that because I want her to have that be empowered. I also want her to take accountability, but I want her to feel so good when her team does well and they're thanking her for the opportunity. Right. Does that resonate?

David W. Beety @ 212° Titans: Yeah. Yeah. Yeah. Yeah, it sure does and and it and it follows suit for what I was just saying to you, right? It's like

Tiffany Scott Yeah.

David W. Beety @ 212° Titans: Company has to have a culture and a company has to have standards and a company has to stand for something because if it doesn't have conviction, it falls for everything. It falls for the complacency, it falls for the blame, it falls for the systems clunky, it falls for I don't like my boss. Right? It perpetuates excuses why you're not a performance-based organization anymore. You just exist. Okay. I've spent

Tiffany Scott Mm-hmm. Mm-hmm. Yeah. Yeah, right. Mm-hmm.

David W. Beety @ 212° Titans: Over 20 years trying to find words to explain what is so important to me when I interact with people. If you notice this entire conversation, I don't say boss, I say the people that work around me, people that work with me. That is who I am. But here are the words that I've come up with. And they're not authentically mine. They belong to somebody else that I stole about seven weeks ago when I'm

Tiffany Scott Yeah. Yeah. Yeah.

David W. Beety @ 212° Titans: Wrestling with how to explain this, right? Don't be nice to people, be kind.

Tiffany Scott Right. Okay. Yeah.

David W. Beety @ 212° Titans: Nice is, ⁓ you're trying so hard. But you're not getting it done. Kind is, what can I do to help you own the expectations here? What here are the rules to the game? What do you need from me? Autonomy, guidance, coaching, support, resources. What do you need from me to get this done? Not this way.

Tiffany Scott Mm, yeah. Mm-hmm.

David W. Beety @ 212° Titans: Because you have the freedom to do it whatever way you see fit, because there are truly a million ways to skin a cat. What do you need from me to be responsible for your job under the rules to this game? So be kind, not nice. Here is what that means to me: people can handle the truth. Tell it to them. Respect them. Trust them with information. Trust them with the detail. Trust them with responsibility. Because ultimately, that is what people come back for every day.

Tiffany Scott Yeah. Yeah.

David W. Beety @ 212° Titans: They want to know that what they do matters. They want to know that they have a voice. They want to know they're respected and heard. Just because we have a difference of opinion doesn't mean I'm not listening. I never, not one day in my career, have I said to somebody, do it this way. I have said, I have done it this way. It worked for me. Find your version of how to accomplish that thing. And then.

Tiffany Scott Mm-hmm.

David W. Beety @ 212° Titans: Celebrate them when they do something outside the norm, when they try something outside their comfort zone. Because when they bump their head and stub their toe, right? Because I was the employee growing up in my career, I'd walk into my boss's office, slam the door, and say, I need to vent. I screwed this up and I would own it. And he would just laugh. And he'd be like, You know how many people make excuses for making mistakes? I go, I am so ticked off, right? Baba. And he would just laugh.

Tiffany Scott Yeah. Right. Yeah. ⁓

David W. Beety @ 212° Titans: And I'm like, I'm not finding this funny. I am tired of having this go wrong and I'm at the helm of it. Right. And he would just laugh. He said, You're growing and you don't even know it. The fact that you're willing to own it, the fact that you're willing to own your team's mistakes and take them on as your own. That was the difference for me. And that was a very, very big situation for me coming from the sports background.

Tiffany Scott Yeah. Yeah. Right.

David W. Beety @ 212° Titans: Not that you have to come from sports. It can be from clubs, it can be from bands, it can be from any type of commitment to a group. Okay. If my teammate made a mistake, we made a mistake. And we all paid the price for it. That is how I grew up. If one of my brothers or my sister did something that pissed mom off, we all got backlash for it, right?

Tiffany Scott Mm-hmm. Right. Yep. Yep, yeah. All right. ⁓

David W. Beety @ 212° Titans: And it was just the way it is. Mom's in a bad mood. She's taking it out on all of us now. Thanks, right? But if you're willing to accept that a team is only as strong as its weakest link, that a team is only as strong as its weakest cultural behavior, and that leadership is the worst behavior you're willing to tolerate, those are interlocked. So be kind, tell people the truth. Don't pull their head off. Don't embarrass them about a mistake. Don't judge them on it. Give them an opportunity to bump their head, stub their toe, and help them get to success because that person will go an extra 50%, an extra 75% for you every day because they know what they're doing matters.

Tiffany Scott Yeah. Definitely. Definitely. I love that. I think there is such a difference. And I think now there's such a demand from the workforce more than ever to have clarity and and be up front because I don't know, this this new generation coming in, they want purpose. They want to be a part of something. They want that voice more than I think we've ever seen. I I I you know, I I feel like it there's more emotion now to to to work. And if they don't get that connection, that's where that job hopping comes in. So if you engage them and include them and develop them and tell them you're developing them, you have a shot in hell then.

David W. Beety @ 212° Titans: Well Think about what what what COVID has taught us. COVID has taught us that we're all separate, we all have a job and tasks to do, and we're all separated, and we're all decentralized. And then all of a sudden, when you miss something, your boss doesn't really know why, they jump down your throat and you're offended by it because you've been busting your ass, missed your kids play, didn't go to your husband's promotion, right? Like you didn't do all these things, sacrificing to still get reprimanded for the bad job you did on the thing. How about asking somebody what's on their list?

Tiffany Scott Yeah. That's where it started. Yep. Yeah. Right.

David W. Beety @ 212° Titans: How about getting close to them, even though they're far apart? How about treating people with dignity and respect? I think Gary Vaynerchuk said it best is like bring kindness back to the business world. He meant it in the human interaction. He meant it in the business transaction and transparency. and for whatever reason, that resonated with me so big. And can I sh can I tell you what's tattooed on the bottom of my computer screen that I look at every moment of every day?

Tiffany Scott Mm-hmm. Mm. Yeah. Right. Mm-hmm. Yes. Yeah.

David W. Beety @ 212° Titans: It says, what makes a great leader, Dave? Question mark. A great leader creates clarity, develops people, and consistently aligns individual performance with organizational goals. That is tattooed on my damn computer every day because that is what gets missed. There's a lot of things tattooed on there, so depending on the day, I'll pick one of the sticky notes off of it. But but think about that for a second.

Tiffany Scott Wow. Look at that. I thought you were gonna say something else, but I like your version better. Good. Good, good. Yeah.

David W. Beety @ 212° Titans: We have not learned, I don't care what anybody says. We have not learned how to not blend work and life right now. All right. If you're a parent in 2026 trying to work, trying to be a leader, trying to be an executive, have big responsibility at work, you have even more complicated responsibility now with kids at home. Now, separate, decentralize. Nobody's really prepared to lead to begin with. Nobody's really trained to lead to begin with.

Tiffany Scott Now Yep. Absolutely. Right. ⁓ no. Hi performers, you're the le next leader. Good job. Congrats.

David W. Beety @ 212° Titans: Boom, done. And we wonder why I've had more great talent tell me. I wasn't ready for the job they forced me to take. And they gave me no support in doing it. I was a junior credit analyst. Now they forced me to be a senior credit analyst. So I went from working on like $2 million deals to $27 million to $100 million deals. And I didn't have the scope to do that because I had never touched a deal of that size before.

Tiffany Scott Yeah. Yeah.

David W. Beety @ 212° Titans: rules, regulation, and sock compliance, like you name it, all the nobody cared, and I'm struggling at my job going, Can I have help? And they're like, I don't understand. That's your job. So I'm speaking from a very interesting perspective. We get all the bodies buried with the customers, and we get all the war stories from the candidates. There is a huge gap in this market right now that people are just

Tiffany Scott Right. Right. Right. Yeah.

David W. Beety @ 212° Titans: Blowing right through, like the like the bowling ball, like the wrecking ball they are, because we're all trying to survive right now. So, how about we put a little kindness back in our leadership? How about we put a little trust back in our people? How about we come to the market with transparency on deals? Somebody asked me the other day, can you lower your fee? I said, absolutely. What do you need? And they're like, but just on this one. I'm like, I don't care. I can.

Tiffany Scott Yeah.

David W. Beety @ 212° Titans: Now, it's got to be fair and equitable and it has to be reasonable. Like we have to figure out exactly, but tell me why you need it. You know what they said to me? I'm coming up on my end of fiscal year, and I literally have this much money left in my budget. I don't have any more money, and this can't roll. I need this person now. I said, not a problem. And she goes, why do you make it so easy to do hard business with you?

Tiffany Scott What? My God. Right. Right.

David W. Beety @ 212° Titans: Because you have to understand their perspective. They didn't come to me devaluing our service. They didn't come to me asking me for a freebie, like do your work for free, right? They came to me with a real business problem. I need to spend this because I'm out of time and I need and I don't have all the dollars you deserve. The customer tried to make it up for me on the next order and I refused it. I'm like, no, thank you. She was like, Dave, it's only right. I said, no, it's not.

Tiffany Scott Yeah.

David W. Beety @ 212° Titans: What is right is that our relationship means more to me than those few pennies that I'm not going to dare trip over to value our relationship back to you. You trusted me with hard information. We delivered, no problem.

Tiffany Scott Yeah. Yeah. So I think what that tells me too is that you found a partnership versus, you know, your their vendor because she cares enough about your business back. Right. So and you know, and and like I like those clients that actually feel bad. They don't demand that from you, you know, because she understands the value you bring too. Yeah.

David W. Beety @ 212° Titans: I can't tell you the last time I've had a client, I can't tell you, and I and I mean this. I think we work with some of the most amazing professionals and who they are and what they do that they they care about the companies they do business with from the from the B2B standpoint. They care about the product they make. Like there we have some of the most highly prolific professionals in talent in the Philadelphia market here that I consider myself lucky to go grab a coffee with or

Tiffany Scott Yeah.

David W. Beety @ 212° Titans: Be in the same room with right. And people people don't realize how poised Philadelphia Metro is for like national, international type growth. We have the All-Star here, we have PGA here. That's not by accident. There's economic drivers that suggest what's about to happen here in Philly. And I think it's a true testament of our business community, right? I'll get off my soapbox there because I think everybody knows how much I love our our metro here. But think about what we're talking about.

Tiffany Scott Yeah. Yeah.

David W. Beety @ 212° Titans: When I can sit here and say to you, I cannot remember the last time a client of mine called me and demanded something and they said, Can you help me with this? And I said, Of course. The answer is always yes. People laugh at me all the time. The answer is yes. Ask your question. Tell me more. But the answer is yes, we're going to figure it out. Because they're not coming to you hat in hand because they want to beat you up. They're coming to you because they need help. And people forget that.

Tiffany Scott Yeah. Yeah.

David W. Beety @ 212° Titans: You're not going to take advantage of me. You're not going to devalue my pro no, that's not what they're saying. My superpower is hearing what they have to say and listening on purpose and seeing their perspective. So I do organically have a long-term view, but I'm at odds with myself every day because my foot's tapping. I constantly need, right, more, more, more, more. And I have to face that. But not at the expense of my relationships, not at the expense of.

Tiffany Scott Yeah.

David W. Beety @ 212° Titans: Who I want to be as a professional. That's where I separate good and great. It's like, hey, people that can't control those emotions, people that need to win and get Instagram, they blow up every bridge they've ever walked across. They burn every relationship over time. Your average customer base is 18 months, mine's 10 years. Why? Gary V this shit.

Tiffany Scott Yeah. Right. Yeah.

David W. Beety @ 212° Titans: Put kindness back in business. Help them out when they ask for it because there's a reason they're asking for it. You deserve to understand why. You deserve to help them. You just they deserve to ask you for help, but it has to be a win-win. People are so worried about win-lose. Right? Win-win situations build real value. I think some of my best relationships started in adverse, you know, adversarial situations that I didn't cause. I had to be brought into to resolve.

Tiffany Scott And for Frank.

David W. Beety @ 212° Titans: Because people felt scorned and I'm like, ⁓ this is so simple. How about we do this and then you get that? And we'll earn your trust back and we'll accept our responsibility. They're like, You will do those things? Yes. Cause I'm not about to be right. That doesn't matter. Who cares about why the milk spilled? Let's learn from it and try and prevent it go forward. It's already spilled.

Tiffany Scott You know how many partners I've had in business that one of the biggest pet peeves of mine is if they're something if they if their team actually screwed up. And they don't fall on the sword, right? And I'm like, Why can't you just why can't we get past this? Right? Like I it was and I and I get what you're saying, like

David W. Beety @ 212° Titans: This is taking forever for us to just acknowledge that there was a mistake here. Yeah. Yeah. It happened because or this h what?

Tiffany Scott He's playing excuse after excuse after excuse and And and and and I think this is something that most people have to learn the hard way. I know, you know, when I was younger, I was probably terrible at this, but the fastest way to disarm somebody is falling the sword. What do you got now? It's on it's on me, you know, let's move on, let's find a solution. Yeah.

David W. Beety @ 212° Titans: Yeah. Yeah. We own this. Here is how I can make it right for you. Because people want you to know that their concerns you respect. People want to know that not only do you respect their concerns, but you're trying to help them give them options that they can choose as solutions for their own problem. And if you have them to offer, do it.

Tiffany Scott Yeah. Yes. Yeah. Absolutely. It is It's the fastest way to move forward. It really is. It's a and does it does it sting sometimes? Yeah. But it it's not only the right thing to do, but it's the most urgent, fastest way to just put it behind you, you know? It's crazy.

David W. Beety @ 212° Titans: Sure. I've been told, I've been told many times in my career that people cannot believe the lack of ego that I have, right? Yeah. I have a quiet confidence because I believe in a process. I believe in people. Yeah. Thanks for the dig. But I really do have a lack of ego. I am willing to be the plumber, the painter, the problem solver, the therapist, right? Because isn't that

Tiffany Scott Little do they know. Yeah. Right. Right. It took you a while. I know, you know, yeah.

David W. Beety @ 212° Titans: What setting the example is about. If you want to own the responsibility of being a leader, it actually stinks. Because you're on all day long. You have to never ever have a bad moment or ever have a bad day. And if you do, you have to vulnerably express it to everybody who's around you. You have to just face your facts all the time. But that never bothered me. I don't know why.

Tiffany Scott ⁓ it's awful. It's Yeah.

David W. Beety @ 212° Titans: I don't really have an answer for it, but If people can Check their ego if people can care about their company existing because of the people, not the product, right? If you can be a people-first organization and you can help people genuinely achieve something in a career development or aspirational or even in a personal measure. They're

Tiffany Scott Right. Yeah.

David W. Beety @ 212° Titans: their appreciation and their commitment is authentic and it's real and it comes every day in all different shapes and sizes that you couldn't even imagine. I've considered myself ⁓ as about as lucky as it can be because I love the people I work with. Are w you know, I love when when companies like we're a family. ⁓ I'm not no no you're not my family. You can't pick you can't pick your family, right? Uncle Fester

Tiffany Scott Mm. Yeah. Now right.

David W. Beety @ 212° Titans: He's not my favorite, right? He's kind of a wild card, and I don't enjoy him much, right? But he's my uncle and I gotta deal with it, right? But you can pick your team. And that is something that people you have to recognize as a leader. People wake up every day, make a clear choice, a conscious choice to come and work with you, buy you next to you for this brand, for this. And how do we ever lose sight of that? I just saw something. Sorry, go ahead, go ahead.

Tiffany Scott Right, exactly. Yeah. Yeah. Yeah. Hundred percent. How you supp Yeah. Well how you supposed to No, I was gonna how you supposed to fire somebody when you've set the stage of this family dynamic. Like i that's setting a com completely the wrong message. No. Right. Right.

David W. Beety @ 212° Titans: You're you're my family. I love you. F you're fired? No. No. That's a lie. You're not telling people the truth. Right? And that's where, logically and with a conscience, I could never operate that way, Tiff. Like I needed to look you in the face and say, you were on this team. You were hand selected by me to be here. And what I owe you.

Tiffany Scott Yeah, same. Right. Yeah.

David W. Beety @ 212° Titans: Is 50% of this equation. 50% of my jobs to teach you, 50% of your jobs to learn. And together we're a perfect balance. If that's ever imbalanced, that doesn't mean I'm good and you're bad. What that means is we're on the wrong team and we got to help you find the right team. But we are a performance based organization that is based on these core value. You have to be you have to be true to who you are. And that's when I said you can't bullshit anybody. You gotta tell them the truth because they gotta say, do I wanna be a part of that? Because if you don't tell them that up front, six months later, when that hire falls apart and you're going, Why? That's why.

Tiffany Scott Yeah. Yeah. You know it

David W. Beety @ 212° Titans: But I saw something on ⁓ on ⁓ somebody put it on maybe LinkedIn today. I love LinkedIn, right? I spent a lot of time on LinkedIn, right? A CEO who I have no idea, they were grayed out. I they suggested that candidates should be paying money to apply to their company. $20 per application, $50 per application. And the person that shared it got the message. They were like, is this the most absurd thing you've ever heard?

Tiffany Scott Mm-hmm. Same. Wow. Interesting.

David W. Beety @ 212° Titans: Yeah, it actually is. The CEO's argument was to save my team's time from applying.

Tiffany Scott Yeah. That's interesting.

David W. Beety @ 212° Titans: Some might say that's a CEO protecting his team. I don't agree with any of that. If I do my job well, my email, cell phone, text message, and my app should be blowing up because people want to gravitate towards something. I'd be proud to have an influx of applications, so much so, so much so that I would hire more people or think about a process to make sure.

Tiffany Scott Right. Yeah. Yeah.

David W. Beety @ 212° Titans: Everybody gets a dignified response. Can't say that we have a room for everybody, right? I that'd be a lie. But a dignified response, as opposed to being so pompous to say, you should pay money to me to apply to my company. I I'd love to see a culture score on that guy's company. Probably 80%.

Tiffany Scott Right. Yeah, that was kind of my first Pretty arrogant. Yeah. ⁓ my God. Yeah, what's their turnover? Well, it's funny because you know, I did I did a webinar a few weeks ago and had to do a presentation on a sales organization and you know what's w you know, how there's everybody likes to blame the market and that was never that was another thing that I think we were very unpopular for was we never fell into those ditches of the norm of like, ⁓ Well, the market's down, so we can be down and our teams can be down, and everybody's got that reason for not performing, right?

David W. Beety @ 212° Titans: Yeah. What are we doing about it? That was our question. We love that question.

Tiffany Scott Exactly. And my and my whole point in the beginning was, okay, well, guess what? These companies still performed. Well, what's the num you know, what is the number one thing that comes up that nobody talks about? And I was like, it's a three-letter word. What is standing in our way? And it's ego. And it's not your team's ego. It's ours. It's it's you know, it's there it's

David W. Beety @ 212° Titans: It's rarely the team's ego, yeah.

Tiffany Scott The leader's ego, it's the the precedent that they set, it's the allowance of those excuses or agreeing that that's the reason why, you know, we've we've got the issues that we do. But I think that, you know, there's but I but I think too is teams are holding their bosses more accountable. I think we see more managing up than we ever have, and the leaders can't handle it. You know, they're like

David W. Beety @ 212° Titans: Yeah. Yeah. I agree with that actually.

Tiffany Scott They think it's this young generation coming in and like I don't necessarily have a problem with that. I want somebody to be fired up and engaged and share their opinion. And I don't because I saw the beauty of what it's like to be in a position where you are just handling the big fires and and the strategy. And you've got the most amazing team handling the day-to-day and the execution, right? you know, the fact that I could let go, I finally got that. You know, I got how how critical it was and how satisfying that was to see your team thrive and they're coming to you with ideas and they're coming to you with we want to change this, we wanna do this. That was the most that was the best experience of my career. And I can't wait to get back to that, right? Where it's not just like the solo like me driving everything.

David W. Beety @ 212° Titans: Founder. That that amazingly sexy founder title. Let me tell you, that comes with black and blues and stitches and scars and a lot of tears and crying nights. Yeah. My kids have seen me cry more than you know than ever in the last three months. Yeah. Like, what's the matter, Daddy? I'm just two twelve.

Tiffany Scott Yeah. Same, I know, under my desk at night. Yeah. Yeah. you know what? You know what it that made the difference of of me being able to see that and and what was funny. And what yeah. But it was my ego. It was it was my ego that held me back from from that for a long time. And you know, it takes a lot of maturity and learning and falling on your face. But the first time you experience it is like, now you don't even want the glory. You know, you're like, okay, I don't want the glory. I don't want any of it. I just want to see that happen to my team.

David W. Beety @ 212° Titans: You know what's possible. Yeah. Keeps you going. Yeah.

Tiffany Scott Because they deserve it. And like so if they're the ones getting that, they should be the ones that can speak up about it. And so I want that g I want that generation. I want those, you know, I want those people in my culture. I want them running the business. You know, and and I think

David W. Beety @ 212° Titans: Tiff. Hell yeah. I think I think ⁓ you know, I'll I'll get a little patriotic for a second, right? Just given the fact that America just turned two fifty. ⁓ you know, I think America's built on a melting pot concept of cultures and people and things, right? Eclectic groups coming together under this under this flag, right? Isn't that what a company is? Different generations, different mindsets, we should give ⁓ a platform to speak up with respect, with respect, right?

Tiffany Scott Mm-hmm. Mm-hmm. Sure is. Yeah. Yeah, I love that.

David W. Beety @ 212° Titans: But I never hired somebody, right, that shared the same perspective. I hired somebody for their different perspective, right? So we made it a practice where as a hiring manager, I always had a profile. All right. And what that profile is is not important. I had a profile. I knew who I was as a leader and I know, you who I responded well with and and people that could, you know.

Tiffany Scott Mm. Interesting. Okay.

David W. Beety @ 212° Titans: Keep up with my C, right?

Tiffany Scott Yeah.

David W. Beety @ 212° Titans: But I demanded something out of them. That you are not to fall in line. You are to challenge. You are to ask. You are to not complain. Because there is no spot for complaining. Complaining is this stinks, I don't want to do it. Propose a solution and let's rock. Everything's up for grabs. Here are the rules to the game.

Tiffany Scott Mm-hmm. Yeah. Yeah. Yes.

David W. Beety @ 212° Titans: Speak up, propose solutions, bring your perspective, put your DNA on this. But before you do, listen, learn, and observe. Make sure you understand what makes us who we are uniquely. I'm not saying great, right? Because some things that happen well don't make us great either. Right. It could be better. It could be better, right? But if you have something that you think can make us an inch better tomorrow than we were today, you better speak up. And I don't care.

Tiffany Scott Mm-hmm.

David W. Beety @ 212° Titans: Who you need to speak to. CEO, CFO, it doesn't matter. Speak to all of them. Raise your point. Okay? And don't misunderstand the business case. High dollar, high cost, high impact, that might take a long time. Low cost, high impact, we'll do it by Monday. Tell me how. Tell me how to roll it out. Own it, right? And when you get to a point of realizing that.

Tiffany Scott Yeah. Yep. Yeah. Yeah.

David W. Beety @ 212° Titans: Every business challenge eventually becomes a people challenge. If you make a product, right? Becomes a people challenge. We don't have enough of the people to make this product. We don't have enough of the people to sell this thing. It all boils down to people, right? So if you don't give them a voice, you don't teach them what you expect them to be comfortable to do, bring your fresh perspective. I never hired from inside industry. Never.

Tiffany Scott Mm. Right. Yeah. Always. Mm-hmm.

David W. Beety @ 212° Titans: Why? Cause I didn't want it. Don't tell me that this is seasonal. Don't tell me that there are Q four spikes and that Q one's a a desert town. Cause I just ignorance is bliss for me. I I didn't care. I just went and did.

Tiffany Scott Yeah. Well yeah that Clean slate. I know we well, we always had that challenge of, you know, well this is how we did it. So this is the right way to do it. This is how I'm gonna do it here. You know.

David W. Beety @ 212° Titans: I don't know if this is I don't know if I can make this statement as mine, but I've certainly adapted it personally. I believe in the diamond shaped support model so much that like anybody who asks me like who I am as a person, that's who I am.

Tiffany Scott Mm-hmm. Hm.

David W. Beety @ 212° Titans: If you think about an engagement ring, right? Put a ring on your finger, everybody's like, let me see the ring. They ooh and ⁓ about the rock. It's so clear, it's so that, first of all, I don't even understand what that all means, but it's so this, it's so that, right? Everybody admires the stone. When I was younger, I can tell you the point when I stopped being the stone.

Tiffany Scott All right. Yeah. Right.

David W. Beety @ 212° Titans: And I wanted to start being the prongs that held the stone up. I know the conversation. I blew up a colleague. I did a terrible, terrible job as a teammate, and I'll never forget it. But I did an amazing job for the company.

Tiffany Scott Mm. Yeah. I I can tell you that that time too, yeah. Mm. Right. Right, yeah.

David W. Beety @ 212° Titans: At what cost? I was the Maverick out there getting it done and leaving everybody in a trail of dust behind me, not because of my ego, because my job was to do this thing, get that deal done, get this sale closed, get that eight million dollar contract across the line. And I did that.

Tiffany Scott Mm-hmm. Mm-hmm. Yeah.

David W. Beety @ 212° Titans: I did that with a big clown nose on, big poofy hair and big floppy feet because I blew down four of my colleagues to do that. And they called me on it right to my face.

Tiffany Scott Yeah. Good for them.

David W. Beety @ 212° Titans: And may I add that I was 24 at the time, completely in the wrong role. No, no training, no support. I was a high performer, given the manager job, right? Baptized by fire. Do you know what I my day consisted of? Leave it for me. Go home to your kids. Leave it for me. Go do your thing. I will do, I will do, I will do, I will do. And I made

Tiffany Scott Sure. Sure. That's a good excuse. ⁓ my god. Typical. ⁓ God, I know. Yeah, yeah.

David W. Beety @ 212° Titans: every mistake you could possibly imagine in my first six months. I had no business being in that role. Right? But this time.

Tiffany Scott Mm-hmm. Yeah.

David W. Beety @ 212° Titans: I landed the eight million dollar deal.

Tiffany Scott ⁓

David W. Beety @ 212° Titans: I'm getting pats on the head and knives in the back all at the same time. And I deserved every one of those knives in the back because I put the company first. The company, not the tea not the team, not the people.

Tiffany Scott Right. Yeah. Right. So but how would you have done it differently now though? Like 'cause you is there a way to do it differently? Yeah. Because that's still you're not ⁓ okay.

David W. Beety @ 212° Titans: Ugh. I've thought I've lost I've lost years of my life thinking about that. I would have collaborated, I would have really recessed the room and the knowledge in that room, and we would have come together with a plan of attack. We would have agreed, disagreed, we would have all unified and then executed. You know what I did? I waited for no things for anybody, and I went, got on a plane, flew down, called a meeting without any teammates, boom, and left them in the dust.

Tiffany Scott Yeah. Amen.

David W. Beety @ 212° Titans: Did I mean to do I thought I was helping. You guys have families. I don't have kids yet. I can hop a plane. Nope. I was making decisions for people I had no business making decisions for. I gave them no voice, no credit, no consideration, and I was the wrong person in the wrong seat getting deals closed. ⁓ Get out of here.

Tiffany Scott So like did you learn immediately from that? Because like and that's why? Because they called you out on it?

David W. Beety @ 212° Titans: Immediately. Immediately. It was one of the four called me into an office in tears.

Tiffany Scott Ooh, Kai.

David W. Beety @ 212° Titans: I will say that we had a very unprofessional conversation I was willing to have. I got called names. I loved it. I was like, I'm I'm I I understand.

Tiffany Scott Okay.

David W. Beety @ 212° Titans: But by the time we were done, I actually said nothing to defend myself. I said I was unapologetic about it, but I understood because I could always see perspective. I understand why you feel that way. This isn't about glory for me. I don't care if you go and say you close this deal. You can have it. That was almost worse that I was thinking that way. I wanted the deal done.

Tiffany Scott Hm. Okay. Yeah. Right.

David W. Beety @ 212° Titans: I needed to move on to the next one and I didn't care. My job was to get it done over the finish line. CEO told me that's your responsibility. If, ands, or buts, don't care, get it done. I got it done.

Tiffany Scott Yeah. Yep. So what was he telling the other people?

David W. Beety @ 212° Titans: They're support, they're, you know, to to usher this, customer success, customer customer service, right? Day to day operation, but he's the closer. Not in those words, but like that was the point.

Tiffany Scott Yeah. So I'm almost like leaning toward you know to defend you in this because I'm feeling like if those were everybody's roles, what right did they have to get mad at you about it? Okay.

David W. Beety @ 212° Titans: Those were the roles as I define them. Those were the roles as he told me. Those were

Tiffany Scott ⁓ okay. So you didn't really know that that wasn't communicated properly? Yeah. Got it.

David W. Beety @ 212° Titans: I didn't care. I didn't care. Because I didn't think about having to live in the locker room after I thought about getting my job done. And at some point, right, that was the moment of aha-ness to me. No company and no products bigger than the team. You need your people to get there. Right. If you want to go fast, go alone. And that's what I did. If you want to go deep, wide and with future and substance instability, you better bring everybody with you.

Tiffany Scott Yeah. Yeah. Right. Right. Yeah. Got it.

David W. Beety @ 212° Titans: That was the moment in time that I became an MLK mentality thinker. I could be flying, but pulling them with me. I'm not saying I gotta stop. I just gotta pull them with me. And if I'm the one who's running, then I gotta pull the one who's crawling. I literally made that decision in Westchester, Pennsylvania, in the back right corner office with a colleague named Jody, right, who just ripped me to shreds and I took every second of it.

Tiffany Scott Yeah. Okay. Mm-hmm. Mm-hmm. Yeah. Yeah.

David W. Beety @ 212° Titans: There was no yelling, there was no screaming, there was I understand.

Tiffany Scott Thank you, Jody. The rest of us who've had to work with you appreciate you.

David W. Beety @ 212° Titans: Yeah. And ⁓ I it's funny too because I I told you that I think I build better relationships right out of adverse. That was an adverse time. And I can't say that we're like tight, but every time I see her come up in a LinkedIn, a success, a a child accomplishment, it brings like a genuine authentic smile to my face because I know their mom is made from grit.

Tiffany Scott Mm-hmm. Yeah.

David W. Beety @ 212° Titans: And her their mom is tough as nails and I loved everything about her. Yeah. But that was the moment, right? That I decided one, I wasn't very good at my job. Two, I was like blinded by like what was important. And then three, I could never run a team because I didn't think about the team. I thought we were there to service the customer, not the team.

Tiffany Scott Yeah. Yeah. That's great. Yeah. Right. Right. Right.

David W. Beety @ 212° Titans: That was the catastrophic shift in my thinking to say, if you want to take care of your customers, you better take care of your team. And I've never gone back on that. So if my team is having problems or, you know, they have a perspective and they want to challenge something, great, bring it to the table every day, every time, because I'm going to lay you out flat. You're going to lay me out flat and we're going to love each other for it because that's culture.

Tiffany Scott Yeah. Well gotta tell you, I've never seen anybody more hands-on of a leader than you. I I don't think I've ever seen it. I mean, how long it took you to perfect your staff meeting. You you know, you were I mean, it was and you would work with anybody and everybody and ⁓ and anybody who was new, you'd sit with them, you would make the calls, you they would, you know, and and it was seemed like it was weeks. Of just you one on one training people. And I always just thought, my God, and he's still coming out with the numbers. So, you know, and I think I think that that's just you holistically. Like you're a great dad too. You know, you're always I don't know how you have time for this. You're like a mom. You're more like a mom. You know, moms are usually the ones with that bandwidth. But you you you're how many t teams do you coach for your kids? Like all year round? Is it all of ⁓ all the time?

David W. Beety @ 212° Titans: Yeah. ⁓ all of ⁓ A lot of ⁓ yeah. Yeah.

Tiffany Scott Right. It's like all year round. I've never seen so many sports events in my life. And you're still now starting this business. So how are you ha like, you know, I don't believe in balancing. you know, my philosophy is a a little bit different. Yeah. So how are you how are you managing that with starting your new business and still having time for them?

David W. Beety @ 212° Titans: Yeah. We exist. Yeah. Yeah. I have worked my ass off my entire career to make sure I can be there for my kids and do it that way. Right. Like I wasn't, you know, I did sacrifice a lot when they were very young, right? I was I saw first steps through an iPad, right? ⁓ I saw the first time we ate real food through an iPad. I wasn't home. I was on the road. I was traveling. and I was willing to do those things.

Tiffany Scott Hm. Yeah. ⁓ yeah.

David W. Beety @ 212° Titans: All right, at the time to make sure that I can open up doors for them that were never opened up for me, right? Because you always want better for your kids. I'm not saying perfect, right? But we want we always want better for our kids, right? And part of better was I still believe that life needs sports. And if you ask me about curiosity, ego, team, traded helmet and show that is because I learned life's most important lessons on a field somewhere.

Tiffany Scott Yeah. Yeah. Hmm. Yeah.

David W. Beety @ 212° Titans: You know somebody's always bigger, stronger and faster, so you learned humility. If you made a mistake, it hurt the other ten people on the court or or on the field or the other four on the court or or the other eight on the field, right? So you had to accept your mistakes, you had to work hard, you had to perfect being a teammate, being humble, being work ethic guy, being a a cheerleader sometimes, or being the guy on the mound in the bottom of the ninth, right, throwing the pitch.

Tiffany Scott Right. Yeah. Right.

David W. Beety @ 212° Titans: Or the guy at the plate swinging the bat. And listen, I don't care if you ⁓ you know, you put on a ⁓ you know, a band, the tuba, the drums, the pitcher, the catcher, it doesn't matter. Those things were how I learned life's lessons. Everybody got their own path to get there. And the great ones have a path. All right. It could have been.

Tiffany Scott Mm. Yeah.

David W. Beety @ 212° Titans: Being an only child that was thrust into a new environment. Like there's a million ways to learn these lessons. For me, the easiest was sports because I knew it. I believed in it. And it's what got me out of that cycle of poverty and and tough, you know, tough neighborhood, tough bringing up. And ⁓ so for me, I said, I I whether my kids are athletes or not, I that wasn't the point. I cared that somebody looked at them and said, You must be a coach's kid.

Tiffany Scott Yeah. Right.

David W. Beety @ 212° Titans: Because you have work ethic, you have culture, you have teamateness, you have accountability, right? So it was critical to me to sacrifice early days to be there for the building blocks of because by the time a kid's, I don't know, we'll have to talk to a psychologist. You s you have one, right? So we should talk to them. I think a kid's foundation is built by like 14, 15 years old of like who they're gonna be as a human, right? I maybe that's true, maybe it's sixteen, I don't know. But my oldest is sixteen.

Tiffany Scott Yeah. Yeah. Yeah. Yeah.

David W. Beety @ 212° Titans: My my son is thirteen and the baby's eight and I will tell you. She yeah, the baby. Yeah. I know. I know. ⁓ I think I think Danielle was pregnant when I first met you. I think that's true. No, no, no, no, no, no, no, no, no. That's why there's such that's why there's such a gap between the sixteen, the thirteen, and the eight, right? Because we were done. ⁓

Tiffany Scott The baby is eight. The baby was a baby when I met you. I thought you were gonna say I think Danielle's pregnant now. I'm like, wait, what? Let's clear clear that up. ⁓ my gosh, right. Yeah. Yeah.

David W. Beety @ 212° Titans: But I coach tackle football, travel baseball, and you know why? Because I believe that youth sports is amazing and bastardizing the worst ways. Right? Like it's big business now. It's bigger than the NFL youth sports in this country. I think it's 30 billion annually, youth sports in this country. Some and the number keeps growing. Like our venture capitalists and our our private equities are gonna have to chime in on that. But I think it's something like that. ⁓ but it's because

Tiffany Scott Yeah. Wow. Mm-hmm.

David W. Beety @ 212° Titans: Parents have a quest and a desire for their kids to have better opportunities than they did, right? People get confused and they're like, ⁓ they ⁓ they think their kids the next Derek Cheater. I I don't know that that's what parents mean. I think it's parents want better for their kids than what they had. And I think that I understand that. So if as a travel organization, if you're gonna take people's money, hard-earned money, you better give their kids.

Tiffany Scott ⁓ yeah. Yeah. Yeah. Yeah.

David W. Beety @ 212° Titans: The same opportunities you're fighting for your own kids. So if you're out there for your own, you shouldn't be out there. If you're out there for all kids, you should be out there. Right. That is what I learned early. And my wife was the president of Kingsway Youth Field Hockey Program, which is one of, I don't know if it's the largest, but it's one of the largest youth field hockey programs on the East Coast. All right. ⁓ baseball is really tough sport to like.

Tiffany Scott Wow.

David W. Beety @ 212° Titans: pick up and understand. And it takes time, attention, right? So I spent time there. ⁓ tackle football is a whole nother universe out there, right? Like so I want to spit basketball, right? So if you ask me what I want to be when I grow up, I want to be a youth coach of any kid, anytime, any place, in any sport that I think I can help them in until until I can't. They need like a real coach, right? Like then they got to go there. But I train mentality

Tiffany Scott Yeah. Oof. Right. Yeah. Yeah.

David W. Beety @ 212° Titans: I train physicality and then I train the sport last. And that's what people laugh about. They're like, My my kids read Mental Toughness for Young Athletes. It's a real book. There's an adult version, there's a child version, and we would read it and yeah. Like those are the things that I believe in. Yeah. And it's and it's cool to influence a kid, right? You want to talk about a kid doing something tomorrow that they didn't think they could do yesterday. That's the best feeling. Like that's everything for me, you know.

Tiffany Scott Okay. Is it? Didn't know that. ⁓ cool. I have to check that out. Mm, that's cool. Yeah. So is that gonna be the next BD brand? Cause I saw that on your logo. A beauty brand. So how many beattie brands are there? Or are there gonna be?

David W. Beety @ 212° Titans: In a steroid shot. Do it's on its way and ⁓ we're not gonna get into it yet 'cause nothing's final yet. But yeah, there are more coming. There are more coming. Yeah. Yeah.

Tiffany Scott ⁓ it's teaser. Okay. Okay. Well, I can't wait. Well, BD, I'm like looking at our time right now, and I think we blew past it four times. And I think we might need this is already a two parter, I feel like. But I and I'm not surprised. I don't know why we didn't schedule just a whole half day for this or whole half evening for this, I should say. But

David W. Beety @ 212° Titans: I know. Yeah. Yeah, seriously. Yeah. I cleared the schedule till midnight, Tiff. What do want to do? I'm missing baseball practice, football practice, flag I'm missing it all right now. We might as well go.

Tiffany Scott I know. We could just sit here, yeah. Well, you got your you got your bottle, right? I mean I got a full bottle. I might need to get some more ice though. There you go. Yeah.

David W. Beety @ 212° Titans: This is this is free advertising for a bullet right here. For the eight people that watch what I have to say.

Tiffany Scott usually I'm usually a a gray goose kind of girl, but I went with the ⁓ vanilla this evening, so ⁓

David W. Beety @ 212° Titans: Yeah. It's a summer summer vibe, right? A little vanilla flavor in the vodka. How you doing? Yeah. Yeah. Yeah.

Tiffany Scott bit of r yeah, refreshing yeah, touch to it. Yeah. Well, you know, not to get like mushy or anything, but I think that, you know, y you're I I admire you. You are somebody I look to for guidance and advice, which I don't do a lot of with people because, you know, that's just my nature. But I, you know, I I've always trusted your opinion and I've always really Again, admired the path that you've taken and your philosophies are so different. You've such a great way of looking at things. There's nobody that I wish more success to than you. It with your family, with your business, with ⁓ you know, your your gorgeous, fun, amazing wife. And ⁓ and I'm so glad that we still have a good connection after all these years and now kind of drifting apart, our careers are going different directions. And I wanna thank you for coming on and having some fun with me. I can't wait to to get this out. It'll be a little bit before we get this out, but I can't wait for people to hear about how two twelve is just crushing, revolutionizing your words, disrupting the staffing industry and for them to make a connection with you too. So thank you, BD, for being my guest and my friend for all these years. Cheers. Cheers to you. Cheers to suit twelve. There we go. Thank you, buddy.

David W. Beety @ 212° Titans: Tiffany, I have to tell you that there aren't many people in my life that I admire and respect and appreciate any more than I do you.

Tiffany Scott Mm. ⁓ thank you.

David W. Beety @ 212° Titans: Anything that, you know, I have grown and developed on over the last ten years has been probably a direct result from your tough love, your coaching, your collaboration with me, just giving me your perspective. Yeah, there've been a lot of tough love, right? I I still remember the first day, right, at our former company when I got lost, right, in the parking garage. I went around the block to come back and I'm sweating. I'm sweating, right? I'm not late to anything and I'm sweating.

Tiffany Scott There's been a lot of top left. And you were late on your first day. I didn't let you forget that either. Whoopsie.

David W. Beety @ 212° Titans: Walking into my office and I'm like, I don't know what the hell just happened. Yeah. You're like, Where you been? I was like, I'm not sure. I'm not sure how I walked in a circle to get back where I started, but your your relationship to me, your ⁓ support, your confidence really does mean everything to me and I appreciate you.

Tiffany Scott And I greeted you. I opened the door for you. Right. Yeah. ⁓ thank you. Feeling is definitely mutual. We've come a long way, we've been through a lot. So we sure do. And ⁓ still getting them now in our new businesses.

David W. Beety @ 212° Titans: We got our scores to prove it, don't we? Yeah, fresh ones, new ones. I can show you the stitches up my back from two twelve. Yeah.

Tiffany Scott So fast forward, we're gonna do this in a year and we're gonna talk about where businesses are then. And I'm envisioning amazing success, especially for you. And ⁓ and me too, if you're still willing to coach me and guide me through. I would appreciate it.

David W. Beety @ 212° Titans: Yeah. Yeah. Listen, I feel like we're I feel like we are tied at the hip, ⁓ intentionally, indefinitely, right, and and ⁓ you know, without ⁓ without any hesitation, right? So

Tiffany Scott I mean I'm like, I think we're maybe we're relate maybe it's my brother, but like we're maybe related a little bit because

David W. Beety @ 212° Titans: Yeah, we we've like, you know, remember like you can't pick your family, right? But you can pick your team. Like I I think that we're like a permanent draft pick. Yeah. The Jersey.

Tiffany Scott Yeah. Yeah. Well we've also got the jersey thing. Yeah, which you never has I cannot believe that you haven't called me Jersey. Some sort of Jersey, you know, s slang or derogatory jersey term on the skull. So I appreciate that too.

David W. Beety @ 212° Titans: Listen, Gary V said bring kindness back to relationships and business, right? So he's a Jersey guy. He's a North Jersey guy. ⁓ yeah. Yeah. And I had the pleasure of meeting him. That guy is an he was invested in a business I did ⁓ you know, a friend of mine started. Gary V, he is every bit as advertised, as authentic as you see him on video, that is who he is.

Tiffany Scott ⁓ that's right. That's right. That's right. We're being kind. He is. ⁓ Yeah. Love him. Did you really? No way. What's he like in person? Yeah. Okay.

David W. Beety @ 212° Titans: ⁓ he is brilliant, he is kind, he is thoughtful, he is fast-paced, he is sharp as attack. And, you know, for me, it was funny, he could connect dots in a conversation faster than any human I've ever met. He is very self-aware, very just ⁓ he's very clear, right? Like he said, I want to own the Jets. And he is taking strategic and intentional steps to do that.

Tiffany Scott ⁓ okay. Yeah. Interesting. Yeah.

David W. Beety @ 212° Titans: Right. And he will at some point. I there's no doubt. There's no doubt. But

Tiffany Scott Yeah. So I not only follow him on LinkedIn, but I get he's one I have very few, but he's one I got alerts for when he posts. And he posts a lot. But I love ⁓ I love his videos because he's just so raw. He's like, I'm gonna curse and I don't care. This is me and but he's still so like humble and down to earth. Like he's ch yeah. So yeah. He can see that. So I'm glad to hear you say he's like that in person too. That's that's

David W. Beety @ 212° Titans: He's an acquired taste for people. So down to earth and You know, people say never meet your heroes, right? 'Cause you're always like disappointed, right? The the interesting part for me, and and this isn't great for Gary, right? But I had no idea who he was. Like people are like, you don't know Gary Vaye, you don't know Gary Vay, and I and I literally I'm walking out with the CEO of the company and we're going to ⁓ to a recruiting dinner for ⁓ I think it was the the C H R O of the f of the company and we you know, we were part of the recruiting team for the executive team, right?

Tiffany Scott Disappoint her, right? ⁓ Okay.

David W. Beety @ 212° Titans: And Gary meets us at dinner. I lied. He met us after dinner. ⁓ we met him on the street in the middle of the Upper East Side of Manhattan, right? And he's got a camera crew with him. And I'm thinking to myself, what is this? Like, what is happening? He records every moment of every day on camera for content that he never knows, you know, where and how he's going to use it. And I didn't I I'm a salesperson, right? So like I'm not a marketing person. I didn't understand that. And I'm like,

Tiffany Scott Okay. ⁓ wow. Right. That's that's smart.

David W. Beety @ 212° Titans: This is odd to me. When you start to talk to him, first of all, he looks you in your eyes. He takes an interest. He wants to know about you, right? All in 10 seconds. He's like, Who are you? Tell me your name. Tell me where you're from. And he starts connecting. ⁓ you're you're from Bergen County. You went to this high school. Did you know this person? What year did you graduate? I'm from Passe County. And I'm just like, this guy got very just real, very raw, very like.

Tiffany Scott Mm. Wow. Wow.

David W. Beety @ 212° Titans: Authentic very quickly. But ask him something about business. He starts with kindness and then works to the tactical approach of how to execute, like brilliant, brilliant, brilliant. Took his parents' liquor store and turned it into a multi-million dollar online wine business that didn't never existed on the internet before, by the way. So groundbreaking entrepreneur. He's just a guy that never followed the rules, right?

Tiffany Scott ⁓ yeah. I would love to, yeah. Yeah. Yeah. Yeah.

David W. Beety @ 212° Titans: I while I am nowhere near his level of of intelligence or I just don't follow the rules either. Don't tell me that business is supposed to be done this way, or you're supposed to do this in the staffing industry, or you know, you should you're supposed to manage people this way. I don't care. I have to be able to look myself in the mirror every day and know that I left 150% of me on the field that day. And if I don't do that, I don't go home. And that's kind of the rule. That's what my kids are raised with. Hey.

Tiffany Scott No. Yeah. Yeah. Yeah.

David W. Beety @ 212° Titans: Did you do your best today? No. What are you gonna do to make up for it? Like own your shit. Own your facts. Yeah. Yeah. So if you ever get the chance to meet him, him, his brother, the whole unit that they work with, amazing people, amazing professionals, and brilliant at what they do. Yeah. Yeah.

Tiffany Scott Yeah. All right, how's tomorrow gonna go? Yeah, exactly. Yeah. Yeah. He does a lot of speaking stuff in this and I he was doing one, it was in North Jersey not long ago. And ⁓ I almost pulled the trigger but the timing didn't work. I was like, I'd love to see him 'cause I just think he's yeah. Yeah. Cool.

David W. Beety @ 212° Titans: You will not be disappointed. Just you'll you'll take away five or six nuggets that you can apply tomorrow. You're just like, shit. But it's so ten minute meetings. He doesn't have more than ten minute meetings. Right. And and that's been widely advertised for him now. But when I when I met him, he spent ten minutes on buying a business, investing in a business, start it ten minutes. I'm not kidding. And I was like, he's like, if you can't make your appointment ten minutes.

Tiffany Scott That I like. I don't know if Well Hm.

David W. Beety @ 212° Titans: I can't follow you. I don't know what I don't know what you're trying to accomplish. Make your point in ten minutes. Tell me what we need to make a decision on, and I'll make a decision.

Tiffany Scott Love it.

David W. Beety @ 212° Titans: So as as much as I respect him, I still admire the fact that he can do those things in ten minutes. I'm not there yet. I'm working on that. ⁓ Yeah. Yeah. Yeah.

Tiffany Scott Now you're a windbag like I am. And it this this ⁓ this episode proves it or this two three

David W. Beety @ 212° Titans: Well, listen, get me talking about things that are fun and easy and you know, yeah, I'll be I'll be on with you all day. It's yeah. Well after hours.

Tiffany Scott Hey, BD, love ya. Cheers. Thanks again.

David W. Beety @ 212° Titans: Love you. Thanks, Def.

Tiffany Scott Alright, I'm gonna stop it. Don't don't hang up.