In this episode of the Build a Vibrant Culture Podcast, Franco Greco, Chief Revenue Officer at NewDay USA, shares a refreshing and highly effective approach. You’ll learn how to develop talent instead of chasing it.
If you’ve been feeling the pressure of hiring lately, you’re not alone. Across industries, leaders are saying the same thing: “It’s so hard to find good people.” But what if the problem isn’t a lack of talent?
What if the real issue is how we think about hiring, leadership, and organizational culture? What if you could hire for character and build a culture of development?
HirE for Character INSTEAD OF Experience
Instead of chasing experienced hires, Franco and his team have built a system that develops talent from the ground up, and the results speak for themselves. Across industries, leaders are saying the same thing:
“It’s hard to find good people.”
But Franco offers a different perspective. The issue isn’t a lack of talent. Rather, it’s a lack of intentional development.
They don’t hire for skill. They hire for grit, integrity, and willingness.
Instead of competing for experienced candidates, they focus on finding people who are hungry to learn, have a strong work ethic, and want to build a meaningful career.
From there, they train them.
This approach flips traditional hiring on its head and it works.
Rather than spending time and money trying to “buy” talent, they build it internally, creating a stronger, more aligned company culture in the process.
The Secret Weapon: A Culture of Development
At NewDay USA, training isn’t an afterthought. It’s the foundation. They created an internal “university” that teaches technical skills, compliance and industry knowledge, leadership development, and personal growth and financial literacy
This investment doesn’t just create better employees. It creates future leaders.
In fact, Franco himself is proof. He started in an entry-level role and worked his way up to Chief Revenue Officer.
That kind of growth doesn’t happen by accident. It happens by design.
Leadership, Communication, and Accountability
Another standout theme in this conversation is leadership responsibility.
Franco and Nicole emphasize that accountability is owned by the leader.
That means:
- Following up
- Setting clear expectations
- Coaching consistently
- Having honest conversations
This is where communication becomes critical.
The best leaders don’t avoid hard conversations. They approach them with kindness, not niceness.
They tell the truth.
They coach with care.
They help people grow.
DEVELOP TALENT AND Solve the Talent Shortage (For Real)
Here’s the big takeaway:
The companies winning today aren’t the ones with the biggest recruiting budgets.
They’re the ones with the best development systems.
Instead of asking:
“Where do we find better people?”
Start asking:
“How do we build better people?”
That shift changes everything:
- Your hiring improves
- Your retention increases
- Your culture strengthens
- Your leadership pipeline grows
The Leadership Lesson: Kindness Over Niceness
One of the most powerful takeaways from this conversation is a principle shared by Admiral Tom Lynch:
“Lead with kindness, not niceness.”
Niceness avoids hard conversations. Kindness tells the truth and helps people grow.
That means:
- Giving direct feedback
- Holding people accountable
- Supporting them through improvement
This balance is what builds trust and drives results.
Final Thought: Build a Career, Not Just a Job
Franco also shares a powerful mindset shift:
A job is something you do when you do what you’re told. A career is something you build; you create your motivation, inspiration, and your career.
What’s the difference between the two? It’s willingness.
It’s the willingness to learn, improve, take initiative, and grow beyond your current role.
That’s what separates high performers from everyone else, and it’s exactly what great leaders look for.
How To Work With Us
Download the Speaker Packet (Book Nicole for your next event):
→ https://vibrantculture.com/speaker-kit-request/
Explore the Training & Coaching Catalog:
→ https://vibrantculture.com/catalog-request/
Connect with Franco Greco: https://www.linkedin.com/in/fgreco20/
