264 | How To Stand Out In Your Industry: Lessons in Visibility from Rich 'Big Daddy' Salgado

Jun 16

[00:00:18] Chaz Wolfe: What's up everybody? I'm Chaz Wolf gathering the King's podcast. Today I'm coming to ya with a new kind of guest. He's a king, but this guy's our big daddy. Rich big daddy Salgado, my brother.

[00:00:31] Rich Big Daddy Salgado: How we doing? Well, what's happening?

[00:00:33] Chaz Wolfe: What's happening? you know, I just have enjoyed our interaction, off camera, off, off air up until this moment.

obviously was, able to interview, a colleague of yours a few months ago, but man, today is your show and I'm excited to get to know youbetter. So tell us, you had a couple businesses, you've had a little bit of a, an eclectic background, in comparison to a lot of my guests. Tell us a little about, your, what you're into right now, and we'll go into your

[00:00:56] Rich Big Daddy Salgado: background here in a second.

Well, you know, It's well documented that, I'm in the insurance business. Yeah. That's my main business. And, you know, the sexy part of the business, as I always say jokingly is, you know, the professional athletes entertainment. Segment, sector of my business, which again, like I said, it's been well-documented.

It's some of the biggest names in sports and TV and entertainment. Yeah. So, you know, that's a, and if we get to the rest of the alphabet, I can go pretty deep, but we won't go, we won't go A to Z. But, you know, I have that, I have, uh, gas it up, which is a mobile fueling charge it up, which is our sister company, you know, for electrical vehicle charging and whatnot.

So, between those two things and I, I figured, why not add something else? You know, right now I have a company, it's called Wealth Way, and it's a real estate fund, and, it buys and, you know, it doesn't really sell. Properties. But, we look to, you know, buy commercial real estate and we're also in the process of looking into building affordable housing and modular homes.

Sure. Between those three things. Yeah, I am, I'm going 24 7.

[00:02:12] Chaz Wolfe: Yeah, you're a busy man. he was, he for, just for the listener's sake, I mean, he was totally, totally, Humble in that, in that little, little a b ABC there. But, you're known as the N F L insurance guy, like you said, well documented. You're all over Fox News.

You've got, you know, you've got all these connections in athletics and entertainment and, and people know Big Daddy. So I'm, I'm excited to now be part of that little pod. Well, a big pod of people that know Big Daddy. So we appreciate you being here. I wanna know before we get into a little bit of your story, your journey.

Mm-hmm. I wanna know the burning desire. I mean, you've accomplished so much in your career and in your life. What's the burning desire

[00:02:53] Rich Big Daddy Salgado: in you now? You know what? I just don't know how to do anything else, to be totally honest. You know, it's funny. A friend of mine this morning says to me, man, he goes, I don't know how you do it.

You know, and, and I'll tell you, I'll give you, the last couple days, my schedule's been pretty intense where I was in Jacksonville, Florida last Thursday through Sunday playing, at the rom celebrity golf outing, which, yeah, you see my St. Jude Penn, we support St. Jude. And then, you know, I get back Sunday night.

And then, you know, Monday, dig right into it. You know, I got emails, phone calls to follow up on. And then, I had the great honor of, on Wednesday night speaking in New Jersey to the, Bergen County Women's, Republican Women's Party. You know, I was the keynote speaker, which is something that I've never done before.

I've never been a keynote speaker. So, yeah. it, it is funny. I was like, man, okay, here we go. So, I'm used to being on tv. I'm used to speaking in public forum. I've spoken at Wharton Business School twice, so I, I could do that, but this is a whole different, another monster. You know, not only am I going, yeah, not only am I going into.

Right wing, but it's all women. So now to myself, okay, how do I attack this? Well, I get, two friends to help me and, we go over this whole thing, but then I got smart. I'm like, why don't I just ask the best person in the world that I could think of that could help me? So Sean Hannity. Come to Big Daddy's rescue.

Yeah, Sean gave me some tips and whatnot and, and then, my, I, as I call her my teammate and, and, business partner. Her name is Anza. Castine Olson. As we were going over, you know, we were going over my speech and everything as we were getting driven over, well, okay, here's speech a. Well, when we get there, all of a sudden I had to turn the speech around because, oh, it was, I guess, more geared towards me than it was really the group.

Ah, okay. So now, okay, let's change the script. Yeah. And then I really went, I made some changes, but I just went with. My inner feeling and passion, and I was compassionate about it. And, and I ended up, knocking 'em dead, you know, so it was kind of, I adjusted on the fly, you know? Yeah. So it was, something that I guess you're used to, you know, most people aren't, but, I, I can, I can definitely do it.

[00:05:36] Chaz Wolfe: Yeah, I mean, inside of that, what I'm hearing is that you've, you've just been in a public eye or under pressure really is probably what most people might say for so long, and you've repeatedly put yourself in those situations where it's almost like normal, right? Like if you don't have that ever, if you quit doing that, It would be, it would be different.

[00:05:56] Rich Big Daddy Salgado: It would be odd. Right. And so there's no, I don't see any sitting on the porch watching the sunset for you anytime soon. no. I, you know what's so funny is I always, I, I love a house with a porch. Yeah. And a rocking chair. And actually about a month ago, I was able to actually sit on the porch. And smoke a cigar with a friend.

There you go. you know, I was like, wow, this is great. You know? And a cigar relaxes me. So here I was. It was at night, right before it's about to get dark. I think I went to bed at like nine o'clock that night after having this cigar and, and, and chatting with a friend of mine cuz we were just catching up and, and you know, he says to me, man, I, I, I, I drove by your place and I don't see your car at 10 30 at night.

And I'm like, that's sometimes a norm. You know? It's, it's, the last two nights for me have been between, The repo, the party thing in New Jersey. And then last night I was in Manhattan for, long Island University. Had a, a big gala and they honored some o you know, certain people. Yeah. And one of them was mayor, Eric Adams.

So, you know, we, we went to that. And, that was a great affair. And, and, and believe it or not, the Plaza. I've only been there twice, you know, even, and I'm a New Yorker, but yeah, I've only been downstairs at the main bar and whatnot to meet people. But, you know, going upstairs I was like, oh, okay, this is what it looks like.

You know? It's, yeah. An old kind of exquisite kind of place, but, Uhhuh, you know, but the gala is incredible. So, and I got home last night at 1130, so Yeah. You know, and I get up at six, so it's not, Uhhuh, I get five and a half, six hours. I, I'm good to go. Yeah.

[00:07:42] Chaz Wolfe: Yeah. Your, your schedule sounds a little bit like mine.

what I'm, what I'm picking up so far, tell me if I'm wrong on this. cuz you're just flowing and I, I love it. Is that everything that you've expressed, that you've done even in the last few days or really just if I look back at your career, it's always been with people. Lots of other people at times.

but I mean, even us prepping for the show, we were talking about commercial real estate and you, and you piped over to one of your team members there, your producer, and you're like, you know, asking for some clarification and he popped in on the screen. it just seems like everywhere you are, There's people or you're, you're galvanizing the team or you're, you're bringing in an audience to a degree.

Is that a skillset of yours? Have you learned this over time? Are people just drawn to big Daddy?

[00:08:23] Rich Big Daddy Salgado: What is this? I, you know, what, what you see is what you get with me, you know? And, look, I'm not the smartest guy in the world. I tell people all the time. I said, I surround myself with people and look, we all make mistakes.

I've made mistakes in the past where, you bring people in, it's not a fit. Right. And then you have to move on, and my one brother, I have two brothers, Louis and Jimmy, and my one brother Lewis, used to tell people that You can't be my brother. You know, like you can't be him. It's not like, and I wish I could clone myself where I can have people have all the access and all the relationships.

Yeah. Be able to send people here, there. That, that is, that's probably a skillset that is only made for me. You know, because when you develop relationships, you know, you can't, let's say, how do you say this? If I'm, if I'm supposed to meet with you, I can't send my number two person to meet with you. They want to, you wanna meet me?

Yeah. If I can't meet you, then what's the sense of having them meeting? And I tell, and that's what I tell people all the time. You know, when you're developing a network and you're developing relationships, the, I think the, one of the most important things is always remember people. Okay, second, remember where they started cuz they're not gonna finish there.

Okay. And third, let people know who you are and what you do. Yeah. Yeah. Hey, you know what? That's a wow. That's a big guy. Okay. So like when I walk into a lot of rooms and I say this jokingly, you know, wow, that guy's either security or what, you know, like what is he, you know, and then there's a presence.

Yeah. And, and then I tell people, I'm like, Hey. My real name is Rich Salgado. But if you ask a hundred people in this room that know me, I'd say a half the room doesn't know my real name. But if you say Big daddy, oh, a whole person. Big guy. Yeah. Yeah, exactly. So, but I always feel that it's important to let people know what your purpose is, who you are, and what you do.

Yeah. You know, that's a skillset that I, if I could share it and clone it. And put it inside someone, I would do it, you know, because Yeah, that's huge. There's only one of me to go around. Yeah,

[00:10:43] Chaz Wolfe: absolutely. So not only the building of the network and being intentional, you talked about, you know, taking advantage of those moments as the fill in the blank, c e o, you know, builder of, of your business, your family.

Even like, we can use this in context of all different kinds, but even with this show, I've. I mean, we interview a lot of people. It would've been really easy for me to have a co-host or or another person to do some other recordings. We've recorded 320 or so in the last 15 months. It's a lot. Like That's a lot.

A lot's, a lot. Wow. And but the, I've taken the same approach that you just did and said, you know what? I'm building my network. How am I gonna build my network? Chaz Wolf, of course, gathering the Kings as well, but, I personally, I need to be the one touching the relationship in order for it to go anywhere.

And if this is the beginning of the interaction of Chaz Wolf and Big Daddy, then cool. Yeah. If, if it goes somewhere, awesome. If it doesn't, that's okay too, but I can't, like you said, give that to my number two and then hope to have something come out of that for, for. You know the purposes of you and me cuz there was never a you and me if I wasn't here.

[00:11:52] Rich Big Daddy Salgado: Yeah, well you know what? It, it's, I, I, I got involved in the podcast game and, you know, at first it was, Hey, would you book us talent? And I, and I said to them, no, I will not because I can't give out clients and celebrity friends of mine's phone number's out. Right. They're gonna do it and, and then I said jokingly, I said, well, why don't you make me the host of the show and then we'll get this done.

And I'm thinking, all right, I'll be left alone and they're not gonna use me. And all of a sudden, three days later, Hey big daddy, you got it? And I'm like, Uhhuh, careful, what for? Yeah. I'm like, oh man. So now I gotta find time to do this. And I ended up doing about 60 episodes and then, I had to take a break because I was just overwhelmed with, right.

Not only am I booking the show, but I'm doing the show. Right. All the editing that was being done for me and that was great. But you know, I, I took a step back. I'm gonna get back into it because I, I, I, you know, if you go to Big Daddy and Friends, it's on YouTube. Yeah. You'll see some of those interviews.

I've got Joe Buck, I got Andy Reid, I've got some big names on there. Yeah. And, and they're all friends of mine. Those are people that I asked to come on and, you know, and that's where the relationship. Starts and that's how I'm able to do it because they know one, they could trust me. Yeah. Two, I'm not trying to be Adam Shefter or Jake Glazer or Kevin Weeks or Billy Jaffey.

That was, those are professional people. That's their job. Yeah. I don't wanna know stats. I don't wanna know. You know, it's a friendly chat, big daddy friend. It's a, you know, I'm not trying to be Joe Rogan, although, Listen, Joe Rogan has been very successful and made a ton of money. That's right. Like, you know, they also call people out and they want to try to get answers out of people where I'd be putting relationships in stake.

Yeah. Speak by, you've got different approach. Yeah. So I use a different approach and and it's been fun. Yeah.

[00:13:54] Chaz Wolfe: You know, speaking as a Kansas City and, and, and Super Bowl champion, of this town, you say a name like Andy Reid and people in this neck of the woods freak out a little bit. And so, we might have to do something cool there, but

[00:14:07] Rich Big Daddy Salgado: I love, I love, you know, not to cut you off.

Steve Spec is a very dear friend of mine. I have a lot of ties to the Chiefs. That's awesome. Andy Reid, Steves Bagla. Ted Cruz, the head PR guy for them. Who you always see 'em behind. Mahomes or Andy? sharp looking, very sharp dressed guy. Yeah. And I, I would tell 'em, I say, you're one of the sharpest dressed cats in the league.

Yeah. We get a big joke out of it, you know. So, again, and I went to the Super Bowl this year, and obviously then I went to the Chief's Victory Party after the game, so that was, yeah. You know, a lot of fun. So I think we

[00:14:45] Chaz Wolfe: talked a couple of days either before or after that, originally when we first, connected.

And, you were telling me a little bit about it. But yeah, I mean, I think, I think what we're, what we're discussing and the value for the listener is you've, you've built a network by. Providing value, saying yes to things like a podcast that wasn't just like a little podcast that was attached to some big names, a pretty big network, a lot, a lot of things that were like really influential.

You really downplayed that, but that's okay. I appreciate your humility. what I'm learning, even in my own like journey of business, but what I'm really hearing from you that I really wanna transfer to the listener is that you've just kind of like done the work and said yes to building relationships.

Which I think is overly stated and ly performed, if that even makes sense. So I guess my question for you as we kind of move on here, as the listeners hearing build relationships, you know, you know, the beginning of, you know, whether it's a podcast or whether it's, you know, me serving a client or going to a gala and, and introducing myself to some new people, like it's constantly putting myself out there.

Is there anything else practical that the listener can do? Small or big? As a business owner or a family person? How can they take this, this advice that you're given to 'em? That their network is basically everything.

[00:16:03] Rich Big Daddy Salgado: I, again, I, I always preach, let people know who you are and what you do. Okay. when I started this business, the insurance business over 30 years ago, insurance is not a popular subject.

Okay. Especially with a 21 tw, a 20, 21, 22 year old kid that thinks he's the best thing since sliced bread. That's right. And you know, anyone can be hurt, anyone can die, anyone can have an issue. That's right. So my biggest goal in the beginning when I started was to be in front of as many people as I could.

But I spent a lot of time traveling. You know, I was going to Super Bowls, I was going to Pro Bowls, senior Bowls in Alabama, you know, all-star games. And I w and I was also going to college F. So I'll give you an idea what my schedule was in the beginning. Yeah, I would go Tuesday nights. Or Monday night.

Monday night, football games, Tuesday nights, I'd go to hockey games. Wednesday nights if there was a hockey game or whatever, I'd take a break. Thursday nights, there was always a hockey game. Friday, Fridays I would travel to, the college game I was going to, and then, go to games on Saturday, travel back and be in an N F L game on Sunday.

So I really invested the time to be in front of people. You know, I had to let people know who I was and what I was doing and what my purpose was. Yeah. So that's why when I, you know, everybody says, oh, he's an N F L insurance guy. I spent a lot of time being at stadiums, arenas, practice facilities, practice rinks.

I was everywhere. And then, Okay, so how do I get the message out now? Now I gotta attack the media side. So then I started, see, you know, I was dealing with all these media people that were interviewing people and then, oh, who's that? You know, like, so I'm standing out and people would say, I didn't know you were an insurance guy.

You know, well, interviewing me and I'll share what I do. Right? And, and that's why look, sports Business Journal, the Athletic, wall Street Journal. New York Post Newsday, New York Times. I've been featured in all those publications. Google did a big feature on me. They didn't do me a favor by doing it, but because all of a sudden I had about 800 resumes.

Yeah. People, Hey, big daddy, look at I wanna hit, and all of a sudden I'm like, my got shut down from all the emails. Wow. You know, which I had to deal with that. But, Uhhuh. The cost of being famous. Yeah. No. I'm like, oh my God, I, I'm, I didn't know, I wasn't wishing for this. I just wanted to take every piece of, media, whether it was print or tv, and use it to get more business to get people.

People notice who I am. So now here I am, I take it to the next level. I do tv, and now people are looking at me, my website's up, you know all that. Hey, I'm Rich, big Daddy Salgado. They see all the people that I deal with. So now I get phone calls from mothers of kids that are college because they're, Hey, I didn't know, can you help my son?

Can you do this? Can you speak? Then I started speaking at schools. So I've spoken to Georgia Tech Temple, you know, and the list goes on and on. So I'm always trying to be out in front. So that's what I, whether you all listen, I've helped clients promote their businesses. Yeah. My pizza shop, it's well known if you Google this, it's called Umberto's between, two Super Bowls and Michael Strahan helping, we've gotten them.

I think it was close to, I don't even know what the number was. In millions of advertisement for free. Oh yeah. And you know why? Because it was just, I was able to do it and I understand the magnitude of how to brand and also rebrand. And I went through a period where I was at such a high level of branding.

I fizzled out, I mentioned an Angelika before she came in. She rebranded me. And now we're taking this again to another level. So, yeah. You know, that's the bit of advice that I would tell anybody, whether you have money or not. You don't need to have money. Social media is free. Yeah. That's right. So take advantage of social media and get out there and tell people who you are and what you do and what your benefit is, how you can help them, whether it's save money, save time, save effort, but you know, be, be enthusiastic about it.

You know, you just can't there and be oh, I'm a florist you know what I mean? Right. Like be a florist But you have to be motivated, be driven, and that should be a goal. You gotta reach that goal. Yeah,

[00:21:07] Chaz Wolfe: I love and align, with everything you're saying. The action that it takes is just always so much more than we realize.

I love how you're pointing us in the right direction of attention, right? Whether it's social media for free or making a connection, either being a guest on a podcast or starting your own podcast or. Doing a local TV thing or, or trying to get national recognition. There's just so many ways out there.

I had a guest on my show, I don't know, maybe four or five months ago. He is a pest control company and and they used a, a local story, that had to do with animals and it got on the local news and then it kind of like got, viral, and, And he, he was just telling me about how he just never would've dreamed how this little bitty thing that they decided to do to help animals.

Would've gone so crazy, viral, but News Station got ahold of it. It was absolutely all this free advertising and promotion, and it, it, he was already a big company, but it, it blew up, you know, kind of broke down their server as well, per se, you know. but that's, that's what happens is like, you know, we, we, we expand and, and, and then we break and we kind of have to rebuild and put it back together, maybe even rebrand, and then we go back out and try to do it again.

and, and that takes energy and probably a lot more, attention towards attention. hopefully that makes sense for the listener, but that's everything I'm picking up so far from you is not only do the work of putting yourself out there, being clear about your message, who you are, what you stand for, what your purpose is, but also I heard confidence and not being like ashamed, like, get on a podcast and talk about it because it's valuable.

We talked about that. I mean, I do this with every single guest of mine, but I'm like, Hey, you got full permission here. Because I want, I want my audience to know you. I want them to know what you do, how you do it, why you do it. Because there's somebody out there that needs what you have and or maybe just you individually.

I don't know. And, and that's my responsibility now as the, as the host. To connect you and whoever the proverbial they is that's

listening,

[00:23:04] Rich Big Daddy Salgado: you know what I mean? No, I get, I get you a hundred percent. I mean, look, I, you know, the big joke is, Hey, am I big enough to be your client? And I'm like, why are you supposed to be taller or heavier than me?

I mean, no, it's, you know, I'm here to help every person. That needs help, you know? Yeah. We ensure people from all sizes from, and I say that jokingly, you know, from my mailman's a client all the way up to, we have a client, you know, several clients that are billionaires, you know, and, and just because they're a billionaire doesn't mean they know everything.

You know, they're successful. They surround themselves with the right people. Yeah. And, and that's what I try to do. I have a, I took on a partner, about seven, eight years ago. His name is Chris Murro, and we have an office in Boca Raton. You know, and there's a lot of things that I do well that he may not.

And vice versa. You know, I'm an office guy, I'm not a paper guy. Yeah. And it's well documented. I get reminded almost every day. But, you know, look, I'm the person that wants to go and get the business, get the relationship going, educate along with my partner and, and we work with everyone. That's the one thing that I try to tell everybody.

Do not look at me as only a person that works with celebrities or professional athletes. That is the not the case and never will be the case because everyone needs help when it comes to insurance. Yeah, right. You know, you everyone needs it. It's important that you have the right person selling it to you and making sure that.

We sell it. Not for our sake, but for your sake. Yeah. That's the difference between us and other people around us that are in the business. Because in the insurance business, there's a million agents out there all over the place. Oh yeah. That doesn't make them better than anyone else, you know? Is it. what do you say?

Insurance people get paid by the amount of insurance that they sell. We get that, and obviously, look, we're not a charity, so we like to make money. Yeah. But it has to be done in the right and correct fashion so that the person buying it feels comfortable that they we're not sold a bag of goods. Yep. And also that they're comfortable that they wanna refer us to other people to help them.

That's right, because again, that's how you build the network and that's how you build clientele and that's how you build good sound business.

[00:26:29] Rich Big Daddy Salgado: Yeah.

[00:26:29] Chaz Wolfe: Yeah. And really what you're teaching is good principles for n like you said, business, but even inside of the business, just a sales, sales process, sales mindset.

Any good or service that's being sold, that's being sold for the sake of the salesperson, as opposed to, as opposed to the person being sold to is, is, is erroneous. Right? But, but it happens so many times and that's what we get the, kinda like the icky feeling. and, and so I I I'm taking away two things.

Not only put yourself out there and, and then also make it known who you are, what you do, why you do it, but if you are genuine about it, Then what really should happen is it shouldn't come across as. Salesy or promoting, you know, promotional or whatever. It should come across as real genuine relationship and help.

And then through that, you build a network. You build a business, you build referrals, you build a lifetime of success. Like, did we just kind of like bottle this up and we can go sell it

[00:27:21] Rich Big Daddy Salgado: now? Yeah. I wish. Right. We'd make a lot of money. That's right. That's right.

[00:27:26] Chaz Wolfe: All right. Big daddy, I gotta know of a practical, you've got a long history, different industries you've been a part of.

What's a good decision that you've made? In the business world, if possible, or maybe outside that we'd be practical for business, that you would repeat or that you would maybe advise other people to do the same that you did? What was that good decision?

[00:27:45] Rich Big Daddy Salgado: align yourself with people that think the way you do and, you can't be a one man shop.

And that's the thing that I've done when I partnered up with my, partner in Florida, Chris Miro. I think that was the best decision I ever made. And, I wish I would've met him 30 years ago or 20 years ago. But, that was one of the best decisions that I ever made because I joke around, I, I, I, I say he's my dictionary.

Yeah, my encyclopedia dictionary and end all. Because I really lean on him a lot. Yeah. When it comes to, you know, there's different insurance strategies. Sure. You know, you have to bring in the right people, you know, because when we do insurance, we're not only doing disability insurance for athletes. Right.

We're also doing life insurance. There's sustained planning involved. That's right. You know, there's, X, Y, and Z not to get too technical and all

[00:28:46] Chaz Wolfe: those things are applicable for a business owner or anybody looking to build

[00:28:49] Rich Big Daddy Salgado: wealth. Yes, absolutely. Look, you know, I could own a pizza shop and that doesn't mean I know how to make pizza.

That's right. But I, I own the real estate, I own the business. Right. I wanna get the best pizza makers out there, so I have the best product. Yeah. And that's how people have to think when you, whether it's a product. Or a business, whatever it is that you're dealing or doing, don't do it by yourself. You know, you gotta, you gotta learn to delegate.

And obviously trust is always the biggest thing. To answer your, question. The other thing was, coincidence. And what I'm gonna mean by that is that the real estate practice wealth way that, we were chatting about before we went on air, Yeah, the gentleman, Sam Lehman, who runs the company we met on set of a show and you know, I was sitting there, he came over and said hello and you know, we started chatting and all of a sudden we're out having dinner and now we're business partners.

Yeah. You know, it's the same thing, with gas enough. Yeah, gas up. I get asked to ensure one of the first trucks of the company, and this is six years ago. Now I'm the chief communications officer of the company. Right. And a partner. Yeah. You know, so a lot of it involves coincidence. A lot of it involves being at the right place at the right time, and a lot of it is surrounding yourself with successful people.

Yeah. Success leads to success. You know, it's now all of a sudden it's. You know, your doorbell rings more, you know? Yeah. Your phone rings more. That's right. And then you have to be selective. So now I've gotten to that point where I've brought in some people to be my select oars. Yeah. Because you know, when you're, when you're at, let's say you're behind ho, you know, you're at, you're at the plate.

Not only do you have one guy pitching at you, you've got 10 pitchers up on the mound. That's right. And it's obviously impossible to hit every ball. That's right. So you have to have the right people around you to help you succeed and move forward. Yeah. And that's something that took me a while to really learn because I was trying to be protective of the brand and Yes.

Relationships and whatnot. Right. But you know what, when I, I introduce people and I say, and I'm, this is a big thing that I believe in. I, if I say, Chaz, I want you to call my client, okay? I give you the name, I give you the number, and then I say, Chaz, don't call me to call them. If I give you their number and I give you their cell number.

Yep. Obviously I trust you Gates open person on the phone is gonna trust you. That's right. Because they trust me that I'm not going to put some jerk or idiot on the phone. That's right. And, and, and that's a key thing when it comes to, you know, relationships. Coincidence. Yeah. And making smart decisions, you know?

Yeah. It's just getting the right people around you to help. Share your message and do it the right way so that people are willing to call you back and also refer you out. Yeah. And again, whether it's owning a deli, a pizza shop, you know, a, a widget, whatever the case may be. Yeah. If you are a good, decent person and you know how to share your message and make sure that it applies to being a good person and doing the right thing, people will call you.

That's

[00:32:29] Chaz Wolfe: right. Yeah, I, I wish, I wish I could bottle all this up. because you're giving it straight from the heart, which I think it just makes it that much, that much more, you know, just piercing. But everything that you have said is, you know, I think that every business owner, first off, identifying the message.

Being confident with it, putting themselves out there at a hundred x rate that they think they need to, and then, and then being able to, you know, for lack of a better terms, reap the rewards of that, which is the continuation of building the network. It's, you serve few people by doing that, all that extra work at the front, it, it really only gets you a little bit of result, but because you did it in a right way and then you got a couple people on board to help you do it the right way, and then they refer you some people and, and it snowballs eventually.

Which is the, is like the, it's like the. You know, the, the utopia of, of business and relationship and building a network. And, and what I'm hearing you say is that it's real, is that anybody listening today can begin this process, even if they've never done anything like this. And they can in, in 12 months, three years.

Eight years, 20 years, have a network that, is leverage. We talk a lot about leveraging, gathering the kings. I had a dinner very similar to what you just talked about, just three nights ago. met up with a, a new client of mine. He had two of his partners with him. They're all real estate guys. Had a great steak and I've shook some hands and I came back home and my wife asked me how the dinner was.

I said, there'll be some deals coming outta that. I don't know what. Or how, but there'll be deals because just like you with your partner, it's like you meet randomly, you do some, do some dinner and some steak and and then things happen because you're a good person. I got good intentions, I'm gonna add value, I'm gonna lead, I'm gonna put my message out there.

Everything that big Daddy's, teaching us right now is, are super applicable. So I wanna flip the coin. What's a bad decision that you've made Something that, wasn't your best hour, but you've learned bunch from?

[00:34:24] Rich Big Daddy Salgado: Oh, well, there's a few of those. I bet. I, we may need a l a second show, but, any, anyway, I, I think not doing what I just said I did earlier.

Sure. Yeah. Okay. That's my biggest, that would be my, one of my biggest mistakes that, you know what? I spent so much time getting out there, networking, running around, getting the message out. Yeah. But I didn't have a wingman. Interesting. You knowing that. And so now here I am going out there doing all that, and then I also have to produce the product.

Right. So now I, I'm doing both things. Yeah. And I, I, I had an office, I had an assistant and, but still I was missing the product time, the educating time, you know? Yeah. So now bringing on the partner, Chris, is what really was something that I was missing all along. I've worked with other people before, but there was more of a selfish attitude for them and, and, and, and then you.

What happens is you get people that say, well, how come I'm not getting you? You know, and that was something that I had to learn to do. Yeah. While bringing on Chris, like I said, as a partner that took care of so many issues, so many problems, because I trust him with my life. He's like a brother. He's a best friend and he knows the game and knows how to product, place, and educate our clients.

Yeah. So that we're successful. I mean, if you think about it, we didn't wanna talk about sports. One of our clients is the goalie for the Florida Panthers. Okay. Borowski playing incredible during the year. Had a rough year, but now he's everyone's angel because he just got them to the Stanley Cup finals.

Wow. So he will be the first one to tell you in regards to Chris. Not only is Chris his insurance agent, but he's also his friend. That's the difference that we try to make. Yeah. With our clients. You know, we want clients to help. You know, we help clients. So if there's anything that we could do to help a client outside of our insurance business, we do it.

We go out of our way to make sure, I love to promote people's business and if I can do that, I'll do it. I mean, you know, right behind me, you have, Arizona iced teas. They make drinks, obviously. Well, listen, I drink those all the time. Not the iced tea, but I drink the, hydration drinks. Sure. And you know, hey, look, why not?

They do the right thing by us, do the right thing back. You know, when you give, you get back. Believe me, you just have to do it the right way, you know? Yeah, yeah. And you wanna talk about coincidence? So going back to that speech that I did on Wednesday night. Yeah. This lady comes up to me and she says, Hey, like, see I have a big scar right here.

Yeah. I survived the brain aneurysm. So the lady says to me, Hey, I know what that scar's from. And I'm like, SA looking at her going, Uhhuh, really? How she goes, well, I'm an aneurysm survivor and I have one, two. But you know, I don't have a full flock of blowing hair, so my, yeah, so you can see yours and she has her hair and we got into a discussion and it was incredible that, you know, by the end of the discussion we were exchanging info and you know, she's.

A big, that was, I believe she was a senator. Okay. But now you got all these people sitting there, so this is a whole different group of people that I'm not really in that circle, right? But here, here was my audience. I took the opportunity to introduce myself, you know, they did a great job promoting me and saying who I was and whatnot.

But I wasn't there to be a salesperson. I was there to send a message. And that's what I, oh, I, I'll repeat it. The message has to be clear so that your audience knows who, what and where. Yeah. Important.

[00:38:51] Chaz Wolfe: It's good. It's good. we started that conversation off by you saying that, you know, waiting so long to get your partner, handicapped you.

And it's funny because. As a guy who knows a lot of people, you, you would think from the outside that, you know, having this person, would've been maybe a, maybe a, a sooner play for you. But I loved, I loved the angle that you gave of, you know, I don't know, especially when you work with high profile people, it's like you wanna be able to give premium service and you feel like you have to do it all yourself, until you find that person.

Who like matches you or even exceeds you in that. And then what you said is it gives you confidence that you trust Chris. and we should be able to trust our number two, or our partner. It, it may not even be a number two, it may just be an equal. yeah.

[00:39:35] Rich Big Daddy Salgado: It's not a, it's we are handed, you know what?

We're married at the he. That's right. That's

[00:39:40] Chaz Wolfe: right. Well, and you have to be able to have the confidence in that person. And maybe that's even, maybe a better way to say it, is that it can't necessarily be a number two, it's gotta be, man, if I hand off. This client, are they gonna get the same experience or, maybe even better.

Like, they understand that like, oh, Chaz, like he's great and there's a lot of insight and he's got a lot of business experience. But once you, once you join Gathering the Kings, then there's a whole team and obviously other business owners behind him. And that way it doesn't have to be just Big Daddy or just Chaz Wolf.

That's the value. Of course, we're trying to be as valuable as we possibly can, but what I'm taking away is like, man, if I can add value to my clients or the people that are around you. Around me, through other people that are around me. Then I'm like a hundred xing the value of me.

[00:40:27] Rich Big Daddy Salgado: Well, I, I'll tell you where, I would've had great value for Chris had we known each other.

in 2008. Obviously I suffered an aneurysm and, that derailed me for probably a good year and a half bet, but I still did business from bed. Because I was still able to get on the phone. Sure. You know, do what I needed to do, as far as paper pushing and, you know, stuff like that. Negative happen. But, and I'll tell you a funny story.

You know, being an ex football player and having the athlete mentality, I'll never forget, I went to a giant Steelers game in Pittsburgh, and, here I was, I just gotten out of the hospital. And, I show up and here's people looking at me like, what are you doing here? And I said I had to be here. I, I, I've been away too long.

And, and it was only like a month after I'd gotten outta surgery. Wow. So now it's kind of, the weather's kind of nice, but I'm wearing a ski hat because Yeah. This didn't look like Frankenstein's surgery when I got out. Yeah. I had 80 staples in my head. They got pulled out, but they were still Wow. Super wild.

Yeah. And I'll never forget, I said I've been away too long. And I have to be here. And it was probably one of the greatest games I saw. But afterwards, just to get from the stadium to the hotel would, should have taken maybe 30 minutes, maybe 20, 20 minutes, almost two hours, because I was so drained, I didn't have the energy.

And I'll never forget, I went to bed at like, eight o'clock that night and passed out. Yeah, next day I flew back. And then I had to pick my spots because I kept saying to myself, if I don't work through this, I'm gonna be stuck at home forever. Yeah. And I did not want that. So, you know, being in Manhattan, you know when the weather's nice.

You were trying to walk as much as I was trying to walk as much as possible. Yeah. And I'd be walking with some colleagues and then, They would almost be like a block ahead of you because you can't walk at their pace. Right. Cause I was still working out through all, you know, all the kinks and everything.

The anesthesia took like a month to get outta me. Because, and you know, the joke was, I'll never forget the anesthesiologist when I was on the on I, and I knew the guy, he said to me, he goes, well, big Daddy, we know you're not a one X or a two X, so we're gonna have to go with the five x portion of anesthesia.

I'm saying myself, Well, I'm so glad that we're, you know, making this about me and being humorous. Yeah. Yeah. And you know, you're tied in to this bed while you not going anywhere. The knife for six to seven hours, whatever it is. Yeah. But, you know, that was the thing that. I said to myself, I said, there's no reason for not to continue doing business because I could do it from the phone and back then, you know, you didn't have Skype or Zoom or any of that, right?

So people are not gonna really recognize, you know, that I'm, I've got a hole in my head, or my face is swollen, or whatever. Yeah, just get the business done and do what you need to do and and move forward, you know, so it's, and that was a real learning process for me because I was like disabled, sort of.

Yeah. You know, I had to pick spots. I mean, you have brain surgery. Yeah. Yeah. So it's, and and you know, a lot of great things came out of that whole thing. And if I could just steer away from business a little bit. Yeah. You know, I went to the hospital after about a two or three months later, and I saw a lot of kids had the same score as me.

[00:44:23] Chaz Wolfe: Wow. And the doctor said to me, he goes, you know, you could help us eventually. Yeah. He goes of your reach and whatnot. And,there he is promoting his message, asking for it.

[00:44:33] Rich Big Daddy Salgado: Right. Yeah. So all of a sudden, here I am running a golf outing. And, me and, a friend, we decided, okay, we have four months to pull this off.

Let's do it every day. That's all we did. We were able to, we had a great three year run, and then obviously, the venue that we were using was going under, construction and whatnot, and then Covid came and we gave it a break. So then, an Zika came to me and said, Hey, why don't we do this again? And, you know, let's rebuild it.

And we, we did. So now we're going into year three of this. Wow. Now we're supporting St. Jude. So, great place. I've been there twice and I always tell people that it is a place of hope. You know, when you go there and you visit, it's like hope was infused into my system. Yeah. And wanting to help. Yeah. And give back, especially to a place like that where they save children's lives, right?

They don't save every life. Sure. But they give every child and their families a place of hope. You know, they, they take care of everything. They don't allow for anything to come out of the person's pocket, the family's pocket. They cover it all, and their mission and goal is to save lives. You know, and I became friends with one of the kids who was, who was down there when I went down there.

And, he's cancer free now. He's running, he's doing kids like a regular, he's about to graduate high school. Yeah. 17 year old kid. Yeah. His name's Tyler. So, what we're gonna do with Tyler for next year's event, we're gonna fly him and his family up and he's gonna be our guest of honor. Yeah. And, you know, and for all our guests to see what hope does and brings.

Yeah. Because hope is one of the things that people have to believe in. You know, it's okay to dream. Yeah. Dreaming is great because you know what? Sometimes dreams do come true. Yeah. Think about it. This young man and his family, the only thing they're dreaming about is they're, they're them being healthy, the son being healthy.

Survival and finding a cure for cancer. Well, that's what St. Jude does, and that's what they represent and that's why we support them, you know? to add my, add to my crazy schedule, this charity for the next six weeks will take the life out of me because we've got the biggest names in sports coming. You have to fly them in.

You gotta drive them in. You've gotta have a whole, it's like having a wedding auto almost. That's right. It's like setting up a wedding. Yeah. And you know, it's two days and, and we are supporting St. Jude. And they come and, you know, you're, you're, you're on display and you're, obviously, your goals are to have a great event and obviously the most important thing is to raise a lot of money.

Yeah. And also awareness, right? Because it's important for people to know. Again, that's like building your brand, building your business. Yeah. Make sure that you build awareness so that your audience knows what your mission and goal is. And that's what we do with the golf outing. You know, we have a two, it's two parts to this whole day.

We have the gal founding and we also have a women's empowerment luncheon on the same day. So we got two things going on at once. Two separate missions, but one message. Yeah, love that. Two separate missions, one messages awareness, raise money and be, be who we are. Yeah, because it's important, you know, you gotta stand, you know, you gotta stand for something that's important.

And this day, For Anique and I, cuz we host it, is a very important day because we put blood, soul, guts and everything else that comes with it. That's right. You know, it's important and that's one of the things that now takes up most of my time amongst everything else that's going on.

[00:48:44] Chaz Wolfe: Yeah. You, you're obviously an inspiration and I hope that the listener has, just been reignited by.

Your intentionality and your purpose. I wanna ask you about the word hope real quick, and then I got one more question for you after that. Sure. The word hope is interesting to me, and, and I've toiled with it over the years. Hope is hope. Belief is belief. Hope that Then maybe first question, sub-question to that would be, how does one listening to you today walk away with hope?

What does that look like? You, you described hope. As Tyler and his family, desperately or with a burning desire, wanting healing in his body, you know, a medical breakthrough or health. And so I guess my question is what is that? What is hope and how does someone walking away from this podcast, they're a business owner, they probably have a family, they're community influencer.

Maybe they go to church, maybe they have a, a school that their kids go to that they're impacting. They, they have a reach is what we've been talking about. What does hope mean to them and how do they, how do they put

[00:49:53] Rich Big Daddy Salgado: it into play? Well, hope you know what hope is thinking and knowing that you're gonna succeed.

I think that's how I envision hope. You know, obviously, I've been sick and I've, you know, it's, having the issue that I had with the aneurysm. Look, I'm, I'm a big, believer in prayer. You know, I pray every night, you know, two things I do every night, brush my teeth and pray. So before I go to, you know, before I go to bed, and, It is having prayer, prayer works and prayer works alongside hope.

You know, when you're sick, obviously you, you, you have a lot of people that know that you're sick and, and everyone prays for you, and everyone has well wishes and whatnot. And I think that plays a big part in hope because if I'm the person that's sick and I know everyone's praying for me, I feel more positive and confident that I will get better.

Yeah. That's hope, you know? That's hope. Yeah.

[00:51:00] Chaz Wolfe: I, appreciate that perspective. I got one last question here for you, big daddy. Super interested to hear what you have to say. If you had a chance to whisper in the younger Rich's ear, what would

[00:51:11] Rich Big Daddy Salgado: you say to him? The younger, say that again. I didn't. Younger Rich.

The younger You? Younger Rich. wow. I have a lot to say. I don't know if that que That's a, that's a long-winded question. Yeah. I think my intentions have always been good, you know, and, I think obviously like we, when we step back to make sure that I don't make that. The younger rich doesn't make the mistakes that the older rich made.

Sure. That would be really, that would be really the message that I would say. And yeah, so, you know what, take your time and understand to share, you know, I mean, I share all my resources, I share every contact, whatever I can. But, share knowledge and also share a little bit of your success, you know, and, and it's not that I don't, it's again, it's the beginning where you're saying, you know, trust, you know, get the right partner, trust somebody.

Yeah. And, and then trust your instincts where sometimes, I may have been the, the older rich may have been, not gullible, but. what's the word I want to use? I kind of let too many people in. Sure. And also when you listen to too many people Yeah. It's like, you know, in sports you don't wanna listen to your locker room lawyer.

That's right. You know, that's the guy that brings teams down and what happens is you listen to the wrong person. It's not good for your flow and it breaks your flow. Yeah. So that's the older rich would tell the younger rich. To, you know, pay attention to that because I was letting A, B, C, D and you know, everyone's attacking you and you're like saying, well, they're right.

They're right, they're right. Yeah. You know, they're right. And, and then how many people could be Right. You know what I mean? And it's like you've gotta go with your instinct, but also know what you're doing, you know? Yeah. Realize that. I think that's, an important thing that the old rich would tell the younger rich.

[00:53:21] Chaz Wolfe: Yeah. I, I, I appreciate the vulnerability there. I think you gave several messages there to the younger rich, and I think that they were all super applicable. you've been incredible here today. a story after, a story of just success and just principles, man. you are a man of, of doing the right thing and you've been doing the right thing and a high clip.

For a lot of people for a long time, and I'm honored to know you. How can, how can the listener find you? number one, if they need insurance, whether they're an athlete or just regular old Joe running a business, they wanna reach out to you for an insurance policy, or, they wanna connect you with you for other reasons, or maybe they wanna pick your brain about business or community building.

how can they find you?

[00:54:03] Rich Big Daddy Salgado: Well, I'm on social media, so you can find me on Facebook under Richard m Salgado. I've got several pages there. You can find me on Twitter at Coastal Advisors. I'm also on LinkedIn. And I'm on Instagram under, big daddy insurers, so I think I've got everything. We're working on a new website so that I'm not gonna give that out cuz it's not ready to be launched yet.

Yeah. And with all those platforms you could find me. I I, it's funny you Google my name and it comes up a hundred million ways. Oh yeah. And, and I, and I kind of laugh at that. But you know, like before we end, you know, my biggest and proudest moment right now is this event, this charity event. Yeah. I mean, I, I, I use that to give back.

Yeah. And to share, you know, my. Relationships, my friendships, my business contacts, all those things come into one big flow because it's important. You know, you reach out to your sponsors and we've got some incredible sponsors that, you know, we have a Delta Airlines. Wow. Arizona Iced Tea, Nike, I mean, the list goes on and on and on, and it, it's important that.

You know when you have these great relationships and it all starts from what we talked about in the beginning. Yep. Do the right thing. Do do do what you say you're gonna do. Yeah. Be a man or a woman of your word, because then you can go to those people and say, I need your help. Yeah. I am trying to save kids' lives.

I need your help. And for anyone that wants to. Be a part of it. Come out and play around the golf with your favorite celebrities or you know, enjoying all you women out there. Come to the Women's Empowerment Luncheon. So go to www.bigdaddieswithansgolfclassic.com. Go there. You'll see an incredible, we haven't put the line up yet cuz we're trying to keep it as big surprise cuz we got some big names coming that we're not announcing yet.

I'll tell you one thing. We have, Michael Marucci, who he is a Frank Sinatra singer. Wow. And he's playing at our event with a 16 piece band orchestra. Wow. Yeah. Orchestra, not just a band. So it's not a karaoke thing. This is really the deal. This is the deal, you know? And it is at the world famous Oheka castle, which if you look at that venue, you'll be like, yeah, you know, it's.

It has to be top-notch because that's the only way I know how to do things and try to be affiliated with top-notch people. That's right. You're in the process of doing something very big major, and it's also to save children's lives, so you have to do it the right way.

Yeah. Yeah,

[00:56:58] Chaz Wolfe: you are our world class. everything you touch is premium. That's the message I've gotten here, for sure. I think, I hope, hope myself, my team and my listeners, walk away from the interactions with Big Daddy Salgado that, not only of inspiration that we can do it too. But man, it can be done on a big scale.

And so you have been incredible and I wish you nothing but blessing and success on your, all your businesses, your audience, all your, all the, the, the event and, St. Jude's and everything that you're gonna be touching with your influence. I just think it's, incredible to know you. Thank you for being

[00:57:32] Rich Big Daddy Salgado: here.

Thank you for having me. And, I look forward to meeting, when you get to New York. And, we'll do this again if you want.

[00:57:39] Chaz Wolfe: Absolutely.

In this episode of Gathering The Kings Podcast, Chaz Wolfe sits down with the legendary Rich "Big Daddy" Salgado, CEO of Coastal Advisors and CCO of Gas It Up. Known for his larger-than-life personality and unwavering presence, Big Daddy shares his insights on constantly performing, being in the public eye, and the importance of pushing forward. He emphasizes the need to build relationships and nurture your network, highlighting the significance of being out in front to get noticed. Big Daddy's unique skill sets are discussed, underscoring the necessity of having a clear message and bringing in a partner to focus on excelling in your area of expertise. This episode is a power-packed conversation that will inspire you to take action and make your mark in the business world. Tune in to this captivating episode of Gathering The Kings Podcast to gain invaluable wisdom from Rich "Big Daddy" Salgado. Discover his secrets to success, learn about the importance of building relationships, and find out how to truly shine in the public eye. Get ready to take your business to new heights and unleash your full potential. Don't miss out on this opportunity to learn from one of the industry's finest. Listen now!

Rich “Big Daddy” Salgado”

Rich’s Charity Website: http://www.bigdaddysgolfclassic.com

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LinkedIn: https://www.linkedin.com/in/richard-big-daddy-salgado-40843a20b/

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