{"version":"1.0.0","segments":[{"startTime":0.0,"endTime":2.327,"body":"Are you struggling"},{"startTime":0.0,"endTime":2.327,"body":"to get the most out of your team?"},{"startTime":2.327,"endTime":3.759,"body":"It might not be a hiring problem."},{"startTime":3.759,"endTime":6.158,"body":"It could be a development problem."},{"startTime":6.158,"endTime":9.775,"body":"Learn how to identify"},{"startTime":6.158,"endTime":9.775,"body":"where your team members are"},{"startTime":9.775,"endTime":14.323,"body":"in their growth journey,"},{"startTime":9.775,"endTime":14.323,"body":"and what to do next to boost productivity"},{"startTime":14.537,"endTime":17.509,"body":"and retention."},{"startTime":19.873,"endTime":23.131,"body":"Welcome to the Revenue Roadmap podcast,"},{"startTime":19.873,"endTime":23.131,"body":"where we explore"},{"startTime":23.131,"endTime":26.139,"body":"proven strategies to help law firm"},{"startTime":26.139,"endTime":29.147,"body":"owners grow revenue, increase profit,"},{"startTime":29.219,"endTime":32.298,"body":"and build stronger, more productive teams."},{"startTime":32.728,"endTime":35.449,"body":"If you're looking to drive"},{"startTime":32.728,"endTime":35.449,"body":"better performance from your team"},{"startTime":35.449,"endTime":39.782,"body":"while scaling your firm at the same time,"},{"startTime":35.449,"endTime":39.782,"body":"you are in the right place."},{"startTime":40.498,"endTime":43.363,"body":"My name is Tyler Dolph,"},{"startTime":40.498,"endTime":43.363,"body":"I am the CEO of Rocket Clicks,"},{"startTime":43.363,"endTime":47.445,"body":"a full service digital marketing firm"},{"startTime":43.363,"endTime":47.445,"body":"that specializes in helping"},{"startTime":47.445,"endTime":53.281,"body":"exclusively family law firms attract"},{"startTime":47.445,"endTime":53.281,"body":"more clients and convert more leads."},{"startTime":53.604,"endTime":57.614,"body":"Joining me today is Anthony Karls"},{"startTime":53.604,"endTime":57.614,"body":"and JP VanderLinden."},{"startTime":58.044,"endTime":60.873,"body":"Anthony is the co-founder of our law firm,"},{"startTime":60.873,"endTime":64.668,"body":"Sterling Lawyers, a 32 attorney law firm."},{"startTime":64.668,"endTime":68.07,"body":"And he's also the president of our agency,"},{"startTime":64.668,"endTime":68.07,"body":"Rocket Clicks."},{"startTime":68.75,"endTime":72.618,"body":"Tony brings a wealth of leadership"},{"startTime":68.75,"endTime":72.618,"body":"experience and scaling law firms"},{"startTime":72.618,"endTime":76.198,"body":"and building high performance teams"},{"startTime":72.618,"endTime":76.198,"body":"and we are very excited to have him."},{"startTime":76.556,"endTime":79.779,"body":"Additionally, JP"},{"startTime":76.556,"endTime":79.779,"body":"VanderLinden is a thought"},{"startTime":79.779,"endTime":82.787,"body":"leader in operational excellence"},{"startTime":79.779,"endTime":82.787,"body":"and talent development"},{"startTime":82.93,"endTime":87.657,"body":"and thankfully is our head of operations"},{"startTime":82.93,"endTime":87.657,"body":"and client services here at the agency."},{"startTime":88.337,"endTime":92.777,"body":"Today we're going to talk through"},{"startTime":88.337,"endTime":92.777,"body":"a powerful team management model,"},{"startTime":93.028,"endTime":96.859,"body":"which is called the Align, Develop"},{"startTime":93.028,"endTime":96.859,"body":"and Transition framework."},{"startTime":97.11,"endTime":101.013,"body":"We're going to unpack the three phases"},{"startTime":97.11,"endTime":101.013,"body":"of each team member cycle."},{"startTime":101.407,"endTime":106.742,"body":"And then how you can apply this"},{"startTime":101.407,"endTime":106.742,"body":"to your staff at your law firm today."},{"startTime":106.885,"endTime":107.279,"body":"Okay."},{"startTime":107.279,"endTime":110.789,"body":"So guys today we're talking about"},{"startTime":107.279,"endTime":110.789,"body":"leadership development."},{"startTime":110.789,"endTime":114.298,"body":"One of our favorite topics"},{"startTime":110.789,"endTime":114.298,"body":"here at Rocket Clicks."},{"startTime":114.298,"endTime":118.416,"body":"And within our law firm Sterling,"},{"startTime":114.298,"endTime":118.416,"body":"we've spent a lot of time"},{"startTime":118.774,"endTime":123.823,"body":"growing and developing, team members,"},{"startTime":118.774,"endTime":123.823,"body":"associates, paralegals, attorneys."},{"startTime":124.36,"endTime":127.654,"body":"And we have a few action items"},{"startTime":124.36,"endTime":127.654,"body":"that we are going to review today."},{"startTime":127.94,"endTime":132.345,"body":"We are talking about Align, Develop"},{"startTime":132.345,"endTime":135.496,"body":"and Transition"},{"startTime":132.345,"endTime":135.496,"body":"framework in family law firms."},{"startTime":136.105,"endTime":140.545,"body":"JP, I want to get us started"},{"startTime":136.105,"endTime":140.545,"body":"with the align part of this framework."},{"startTime":140.867,"endTime":146.668,"body":"Give us some background, on this"},{"startTime":140.867,"endTime":146.668,"body":"particular portion and how it applies."},{"startTime":147.491,"endTime":147.742,"body":"Yeah."},{"startTime":147.742,"endTime":150.929,"body":"So we believe that team"},{"startTime":147.742,"endTime":150.929,"body":"members are always in one of three phases."},{"startTime":150.929,"endTime":154.832,"body":"They're either in Align, Develop,"},{"startTime":150.929,"endTime":154.832,"body":"or Transition, and it works in a cycle."},{"startTime":154.868,"endTime":156.766,"body":"So you're never not in them."},{"startTime":156.766,"endTime":159.917,"body":"And you're always in the process"},{"startTime":156.766,"endTime":159.917,"body":"of working through the three parts."},{"startTime":159.917,"endTime":161.17,"body":"And so align is basically"},{"startTime":161.17,"endTime":162.781,"body":"a good starting point to think about"},{"startTime":162.781,"endTime":165.288,"body":"this is when you're stepping"},{"startTime":162.781,"endTime":165.288,"body":"into a new opportunity."},{"startTime":165.288,"endTime":168.331,"body":"So this could be a new role,"},{"startTime":165.288,"endTime":168.331,"body":"like an external hire coming in."},{"startTime":168.331,"endTime":169.37,"body":"And they're joining the company."},{"startTime":169.37,"endTime":171.518,"body":"They're joining the team,"},{"startTime":169.37,"endTime":171.518,"body":"and they're joining a new position"},{"startTime":171.518,"endTime":173.774,"body":"that could be an internal promotion"},{"startTime":171.518,"endTime":173.774,"body":"as well."},{"startTime":173.774,"endTime":175.314,"body":"Or a move into a new seat."},{"startTime":175.314,"endTime":176.782,"body":"This could also be a place"},{"startTime":175.314,"endTime":176.782,"body":"where you're just"},{"startTime":176.782,"endTime":179.11,"body":"you're stepping into something"},{"startTime":176.782,"endTime":179.11,"body":"you haven't done before."},{"startTime":179.11,"endTime":180.757,"body":"You know, if you're working"},{"startTime":179.11,"endTime":180.757,"body":"with a different client type"},{"startTime":180.757,"endTime":181.652,"body":"or a different type of work."},{"startTime":181.652,"endTime":184.66,"body":"So basically any place"},{"startTime":181.652,"endTime":184.66,"body":"where you're stepping into net new,"},{"startTime":184.982,"endTime":187.99,"body":"you're going to be in that aligned phase"},{"startTime":184.982,"endTime":187.99,"body":"because you have to figure out"},{"startTime":188.097,"endTime":189.673,"body":"what does good look like."},{"startTime":189.673,"endTime":191.034,"body":"How do I deliver on it?"},{"startTime":191.034,"endTime":193.146,"body":"What are the expectations of me?"},{"startTime":193.146,"endTime":195.796,"body":"And you're very much"},{"startTime":193.146,"endTime":195.796,"body":"just figuring stuff out."},{"startTime":195.796,"endTime":197.121,"body":"You're probably going to do stuff wrong."},{"startTime":197.121,"endTime":199.09,"body":"You're probably asking a lot of questions."},{"startTime":199.09,"endTime":202.743,"body":"And that's okay, because that's"},{"startTime":199.09,"endTime":202.743,"body":"the expectation for that aligned phase."},{"startTime":203.172,"endTime":206.144,"body":"A lot of new guy energy"},{"startTime":203.172,"endTime":206.144,"body":"in the align phase."},{"startTime":206.144,"endTime":211.766,"body":"Tony, when we're thinking"},{"startTime":206.144,"endTime":211.766,"body":"about our clients, our law firm clients."},{"startTime":211.766,"endTime":213.664,"body":"You know, if we're doing our job"},{"startTime":213.664,"endTime":216.744,"body":"and helping them grow their firm,"},{"startTime":213.664,"endTime":216.744,"body":"they're going to have to hire."},{"startTime":216.815,"endTime":219.823,"body":"They're going to have to grow"},{"startTime":216.815,"endTime":219.823,"body":"and scale their internal team."},{"startTime":220.217,"endTime":224.263,"body":"How have you dealt with that at Sterling,"},{"startTime":220.217,"endTime":224.263,"body":"and what were some of the early lessons"},{"startTime":224.263,"endTime":227.235,"body":"when bringing on new teammates"},{"startTime":224.263,"endTime":227.235,"body":"in the aligned phase?"},{"startTime":227.235,"endTime":229.455,"body":"One of the biggest ones is be patient."},{"startTime":229.455,"endTime":232.356,"body":"you know,"},{"startTime":229.455,"endTime":232.356,"body":"I've made a lot of mistakes in my career"},{"startTime":232.356,"endTime":235.614,"body":"here, where you bring on"},{"startTime":232.356,"endTime":235.614,"body":"someone new, you're excited about them."},{"startTime":235.614,"endTime":237.082,"body":"They interviewed well,"},{"startTime":235.614,"endTime":237.082,"body":"and you're like, “oh,"},{"startTime":237.082,"endTime":239.589,"body":"this person is going to"},{"startTime":237.082,"endTime":239.589,"body":"solve my problems.” And then"},{"startTime":240.591,"endTime":241.272,"body":"they come in."},{"startTime":241.272,"endTime":244.996,"body":"And actually, you ultimately realize"},{"startTime":241.272,"endTime":244.996,"body":"all the problems in your business"},{"startTime":244.996,"endTime":247.359,"body":"are a result of you as a business owner."},{"startTime":247.359,"endTime":250.618,"body":"But you don't think that, at first"},{"startTime":247.359,"endTime":250.618,"body":"you think"},{"startTime":251.155,"endTime":253.876,"body":"I have this problem and somebody else"},{"startTime":251.155,"endTime":253.876,"body":"will come in and solve it."},{"startTime":253.876,"endTime":256.669,"body":"But what actually happens is they come in"},{"startTime":253.876,"endTime":256.669,"body":"and then they have"},{"startTime":256.669,"endTime":259.641,"body":"similar problems"},{"startTime":256.669,"endTime":259.641,"body":"because you're the problem."},{"startTime":259.641,"endTime":264.762,"body":"And for me, one of those one of those"},{"startTime":259.641,"endTime":264.762,"body":"problems was I wanted to go fast."},{"startTime":264.762,"endTime":266.695,"body":"So everybody was going to be"},{"startTime":264.762,"endTime":266.695,"body":"super confident."},{"startTime":266.695,"endTime":268.593,"body":"If they weren't super confident,"},{"startTime":266.695,"endTime":268.593,"body":"they were stupid."},{"startTime":268.593,"endTime":272.532,"body":"And, it was because I wasn't doing"},{"startTime":268.593,"endTime":272.532,"body":"a good job aligning."},{"startTime":272.604,"endTime":277.008,"body":"So, like, what it looks like is, you know,"},{"startTime":272.604,"endTime":277.008,"body":"create good expectations and onboarding."},{"startTime":277.581,"endTime":279.837,"body":"Onboarding isn't just a one onboarding."},{"startTime":279.837,"endTime":283.095,"body":"It's probably the way we think about it"},{"startTime":279.837,"endTime":283.095,"body":"here at Rocket Clicks."},{"startTime":283.095,"endTime":285.244,"body":"The way that we, you know, think about it"},{"startTime":285.244,"endTime":288.61,"body":"from an attorney onboarding"},{"startTime":285.244,"endTime":288.61,"body":"perspective is it's really a 30, 60, 90"},{"startTime":289.541,"endTime":290.257,"body":"cadence."},{"startTime":290.257,"endTime":293.551,"body":"So what do we want"},{"startTime":290.257,"endTime":293.551,"body":"you to really get in the first 30 days."},{"startTime":294.16,"endTime":296.881,"body":"What are our overall expectations"},{"startTime":294.16,"endTime":296.881,"body":"and things that you're going to start"},{"startTime":296.881,"endTime":297.311,"body":"showing us."},{"startTime":297.311,"endTime":300.39,"body":"You know how to do in the next, next 60"},{"startTime":297.311,"endTime":300.39,"body":"and then by 90."},{"startTime":300.784,"endTime":301.751,"body":"What do we expect from you."},{"startTime":301.751,"endTime":305.332,"body":"And like really setting firm foundations,"},{"startTime":301.751,"endTime":305.332,"body":"having clarity so that there isn't"},{"startTime":305.403,"endTime":308.375,"body":"the opportunity for"},{"startTime":308.698,"endTime":311.097,"body":"team members to create this, like mistrust"},{"startTime":308.698,"endTime":311.097,"body":"and like"},{"startTime":311.097,"endTime":313.174,"body":"weird expectations"},{"startTime":311.097,"endTime":313.174,"body":"where they think they're"},{"startTime":313.174,"endTime":315.537,"body":"meeting expectations of leaders"},{"startTime":313.174,"endTime":315.537,"body":"not saying anything."},{"startTime":315.537,"endTime":318.473,"body":"So now they're frustrated"},{"startTime":315.537,"endTime":318.473,"body":"with the new team member."},{"startTime":318.473,"endTime":319.046,"body":"And now you have this,"},{"startTime":319.046,"endTime":322.054,"body":"like weird relationship"},{"startTime":319.046,"endTime":322.054,"body":"where we're not really communicating well."},{"startTime":322.698,"endTime":325.635,"body":"So patience I think is really important."},{"startTime":325.635,"endTime":328.213,"body":"Clear expectations is really important."},{"startTime":328.213,"endTime":329.609,"body":"Kind of"},{"startTime":329.609,"endTime":332.402,"body":"a stepping back and really asking like,"},{"startTime":329.609,"endTime":332.402,"body":"what do I really want"},{"startTime":332.402,"endTime":334.658,"body":"this new person to be able to do?"},{"startTime":334.658,"endTime":337.774,"body":"In the first 30, first 60, first 90 days?"},{"startTime":337.881,"endTime":338.06,"body":"Love it."},{"startTime":338.06,"endTime":342.106,"body":"And what I hear you guys saying is that"},{"startTime":338.06,"endTime":342.106,"body":"this this phase it's not an option."},{"startTime":342.93,"endTime":346.582,"body":"All of your new team members are going"},{"startTime":342.93,"endTime":346.582,"body":"to go through this aligned phase,"},{"startTime":346.582,"endTime":351.273,"body":"and you can absolutely make it better"},{"startTime":346.582,"endTime":351.273,"body":"by improving your hiring process,"},{"startTime":351.273,"endTime":354.281,"body":"ensuring you know what you're getting,"},{"startTime":351.273,"endTime":354.281,"body":"setting good expectations."},{"startTime":354.352,"endTime":358.685,"body":"But the fact of the matter is, is you're"},{"startTime":354.352,"endTime":358.685,"body":"going to have team members in this phase."},{"startTime":358.685,"endTime":363.197,"body":"And when they're in that phase,"},{"startTime":358.685,"endTime":363.197,"body":"being able to create alignment"},{"startTime":363.197,"endTime":368.747,"body":"and leverage the 30, 60, 90 day"},{"startTime":363.197,"endTime":368.747,"body":"framework will help improve the phase"},{"startTime":368.747,"endTime":372.042,"body":"and help them move on to"},{"startTime":368.747,"endTime":372.042,"body":"phase number two."},{"startTime":372.973,"endTime":373.438,"body":"Yeah."},{"startTime":373.438,"endTime":375.909,"body":"I mean, just JP's"},{"startTime":373.438,"endTime":375.909,"body":"got a really good anecdote here"},{"startTime":375.909,"endTime":379.024,"body":"that he says all the time about,"},{"startTime":375.909,"endTime":379.024,"body":"top performers, average performers"},{"startTime":379.024,"endTime":382.533,"body":"and bottom performers, and the speed"},{"startTime":379.024,"endTime":382.533,"body":"at which the speed at which you as leader"},{"startTime":382.533,"endTime":386.078,"body":"and that that as a person can,"},{"startTime":382.533,"endTime":386.078,"body":"or team member, accelerate."},{"startTime":386.579,"endTime":387.94,"body":"I don't know"},{"startTime":386.579,"endTime":387.94,"body":"if you wanted to share that, JP."},{"startTime":387.94,"endTime":389.587,"body":"How you how you think about that?"},{"startTime":389.587,"endTime":390.017,"body":"Oh, yeah."},{"startTime":390.017,"endTime":390.876,"body":"I mean, you're going to you're"},{"startTime":390.876,"endTime":393.92,"body":"going to have some percentage of people"},{"startTime":390.876,"endTime":393.92,"body":"and they're your top guys."},{"startTime":393.92,"endTime":397.429,"body":"Your 20%, they're going to succeed"},{"startTime":393.92,"endTime":397.429,"body":"kind of in spite of whatever you do."},{"startTime":397.572,"endTime":399.685,"body":"Like they're just"},{"startTime":397.572,"endTime":399.685,"body":"they're just they're driven."},{"startTime":399.685,"endTime":402.227,"body":"They're high competence. They're going to"},{"startTime":399.685,"endTime":402.227,"body":"they're going to figure it out."},{"startTime":402.227,"endTime":404.412,"body":"Right. They're just going to succeed"},{"startTime":402.227,"endTime":404.412,"body":"kind of regardless."},{"startTime":404.412,"endTime":406.238,"body":"Probably your top 20%, right."},{"startTime":406.238,"endTime":407.921,"body":"They're just going to be successful."},{"startTime":407.921,"endTime":410.427,"body":"They're going to work in any environment."},{"startTime":410.427,"endTime":413.364,"body":"And leaders convince themselves that"},{"startTime":410.427,"endTime":413.364,"body":"they're good because they have that 20%."},{"startTime":413.364,"endTime":416.049,"body":"They're like, “look,"},{"startTime":413.364,"endTime":416.049,"body":"I worked with Jim like Jim did great!”"},{"startTime":416.049,"endTime":418.842,"body":"It's like, yeah, Jim was going to succeed"},{"startTime":416.049,"endTime":418.842,"body":"whether you helped him or not."},{"startTime":418.842,"endTime":421.134,"body":"Right? Jim was he's just going to do it"},{"startTime":418.842,"endTime":421.134,"body":"then."},{"startTime":421.134,"endTime":425.001,"body":"Like kind of your middle 60% is like,"},{"startTime":421.134,"endTime":425.001,"body":"they will succeed"},{"startTime":425.359,"endTime":429.978,"body":"if you set them up for success,"},{"startTime":425.359,"endTime":429.978,"body":"if you give them clear expectations,"},{"startTime":429.978,"endTime":433.058,"body":"if you help them with their confidence,"},{"startTime":429.978,"endTime":433.058,"body":"if you give them proper,"},{"startTime":433.308,"endTime":436.925,"body":"you know, guidance as they get going,"},{"startTime":433.308,"endTime":436.925,"body":"give them feedback loops, steer them"},{"startTime":436.925,"endTime":440.47,"body":"in the right direction, pair them up"},{"startTime":436.925,"endTime":440.47,"body":"with people who they can shadow on."},{"startTime":441.115,"endTime":442.332,"body":"Give them enough ramp time."},{"startTime":442.332,"endTime":443.37,"body":"Don't just chuck them in the deep end"},{"startTime":443.37,"endTime":446.056,"body":"with no floaties"},{"startTime":443.37,"endTime":446.056,"body":"and hope it works like those group."},{"startTime":446.056,"endTime":447.954,"body":"If you if you set them up,"},{"startTime":446.056,"endTime":447.954,"body":"you can get success there,"},{"startTime":447.954,"endTime":448.598,"body":"and then you're getting"},{"startTime":448.598,"endTime":451.606,"body":"80% of your folks working and like that's"},{"startTime":448.598,"endTime":451.606,"body":"when you feel really good."},{"startTime":451.821,"endTime":454.757,"body":"And then you got 20%"},{"startTime":451.821,"endTime":454.757,"body":"who it kind of doesn't matter what you do."},{"startTime":454.757,"endTime":457.156,"body":"Like they're just not going to perform"},{"startTime":454.757,"endTime":457.156,"body":"well. Right."},{"startTime":457.156,"endTime":461.059,"body":"And like part of this process with this"},{"startTime":457.156,"endTime":461.059,"body":"aligned phase is that like you figure out"},{"startTime":461.811,"endTime":464.139,"body":"from enough data"},{"startTime":461.811,"endTime":464.139,"body":"points, enough bringing people on."},{"startTime":464.139,"endTime":467.111,"body":"Like, if you only ever onboard one person"},{"startTime":464.139,"endTime":467.111,"body":"every like year,"},{"startTime":467.254,"endTime":468.436,"body":"you have no idea if they're good."},{"startTime":468.436,"endTime":470.083,"body":"You have no comparison point."},{"startTime":470.083,"endTime":473.914,"body":"But if you bring on, you know, a person"},{"startTime":470.083,"endTime":473.914,"body":"every month or three people every month,"},{"startTime":473.986,"endTime":475.275,"body":"you start to get enough things."},{"startTime":475.275,"endTime":475.49,"body":"You go, “oh,"},{"startTime":475.49,"endTime":479.321,"body":"oh, I see a pattern here.” Normally"},{"startTime":475.49,"endTime":479.321,"body":"this is how fast people take this on."},{"startTime":479.321,"endTime":480.933,"body":"This is how many rounds of revision"},{"startTime":479.321,"endTime":480.933,"body":"it takes."},{"startTime":480.933,"endTime":482.831,"body":"This is how long it takes them to learn."},{"startTime":482.831,"endTime":484.263,"body":"This one's an outlier."},{"startTime":484.263,"endTime":485.444,"body":"There's a problem here."},{"startTime":485.444,"endTime":488.452,"body":"And because if you think about that"},{"startTime":485.444,"endTime":488.452,"body":"as like a 30, 60, 90,"},{"startTime":488.703,"endTime":491.818,"body":"like you're staying"},{"startTime":488.703,"endTime":491.818,"body":"really close to them in that phase."},{"startTime":492.033,"endTime":495.327,"body":"And so as a result of that,"},{"startTime":492.033,"endTime":495.327,"body":"you know, when they're on or off track,"},{"startTime":495.972,"endTime":496.939,"body":"you're giving them the feedback."},{"startTime":496.939,"endTime":498.837,"body":"You see what they're performing correctly."},{"startTime":498.837,"endTime":500.734,"body":"And then you're able to act accordingly."},{"startTime":500.734,"endTime":501.236,"body":"Tony, you've got,"},{"startTime":501.236,"endTime":503.313,"body":"you got a comment about,"},{"startTime":501.236,"endTime":503.313,"body":"you know, kind of micromanagement here,"},{"startTime":503.313,"endTime":505.389,"body":"which I think is probably applicable"},{"startTime":503.313,"endTime":505.389,"body":"for folks."},{"startTime":505.389,"endTime":505.604,"body":"Yeah."},{"startTime":505.604,"endTime":509.615,"body":"So we're just back on your point,"},{"startTime":505.604,"endTime":509.615,"body":"that first group, that first 20%,"},{"startTime":510.51,"endTime":514.95,"body":"they'll succeed faster than they would"},{"startTime":510.51,"endTime":514.95,"body":"originally because you set them up well."},{"startTime":514.986,"endTime":519.963,"body":"That middle 60, they'll exceed"},{"startTime":514.986,"endTime":519.963,"body":"during the normative timeline."},{"startTime":519.963,"endTime":522.183,"body":"And you'll find out"},{"startTime":519.963,"endTime":522.183,"body":"who your bottom 20 are."},{"startTime":522.183,"endTime":525.8,"body":"So you don't have to, like, continue"},{"startTime":522.183,"endTime":525.8,"body":"to waste time investing in that group"},{"startTime":525.8,"endTime":527.733,"body":"that isn't"},{"startTime":525.8,"endTime":527.733,"body":"they don't actually want to align."},{"startTime":527.733,"endTime":529.309,"body":"They don't actually"},{"startTime":527.733,"endTime":529.309,"body":"want these expectations."},{"startTime":529.309,"endTime":530.813,"body":"They don't actually want accountability."},{"startTime":530.813,"endTime":534.143,"body":"It's really important in this"},{"startTime":530.813,"endTime":534.143,"body":"face to like, how well are you doing this?"},{"startTime":534.143,"endTime":536.578,"body":"Because it sets you up for success"},{"startTime":534.143,"endTime":536.578,"body":"and mitigates"},{"startTime":536.578,"endTime":540.123,"body":"loss and helps secure"},{"startTime":536.578,"endTime":540.123,"body":"your investment of new team members."},{"startTime":540.302,"endTime":540.839,"body":"I love it."},{"startTime":540.839,"endTime":543.632,"body":"I think that's there's so much value"},{"startTime":540.839,"endTime":543.632,"body":"in your point in that."},{"startTime":543.632,"endTime":546.855,"body":"Like, your high performers"},{"startTime":543.632,"endTime":546.855,"body":"will succeed even in spite of you."},{"startTime":546.855,"endTime":550.973,"body":"But if you can help them,"},{"startTime":546.855,"endTime":550.973,"body":"they'll be even more successful, faster."},{"startTime":551.08,"endTime":554.661,"body":"And then if you can help"},{"startTime":551.08,"endTime":554.661,"body":"that middle average group be successful,"},{"startTime":554.804,"endTime":557.561,"body":"then you know you're crushing it."},{"startTime":554.804,"endTime":557.561,"body":"You're winning big time."},{"startTime":557.561,"endTime":560.999,"body":"Okay,"},{"startTime":557.561,"endTime":560.999,"body":"so we've figured out the align phase."},{"startTime":561.07,"endTime":563.004,"body":"You know,"},{"startTime":561.07,"endTime":563.004,"body":"you got to set a solid foundation."},{"startTime":563.004,"endTime":565.26,"body":"You got to set great expectations."},{"startTime":565.26,"endTime":567.122,"body":"JP what happens after?"},{"startTime":567.122,"endTime":569.485,"body":"Yeah. And so you're going to go through"},{"startTime":567.122,"endTime":569.485,"body":"that alignment period."},{"startTime":569.485,"endTime":572.278,"body":"It's, you know, varying length"},{"startTime":569.485,"endTime":572.278,"body":"as you're getting to that new position."},{"startTime":572.278,"endTime":574.14,"body":"And then you move into development. Right."},{"startTime":574.14,"endTime":578.043,"body":"So development is"},{"startTime":574.14,"endTime":578.043,"body":"where most people spend most of the time."},{"startTime":578.043,"endTime":581.839,"body":"And this is the place where you are"},{"startTime":578.043,"endTime":581.839,"body":"building your competence,"},{"startTime":582.161,"endTime":584.847,"body":"by, you know,"},{"startTime":582.161,"endTime":584.847,"body":"getting better at your craft,"},{"startTime":584.847,"endTime":587.998,"body":"refining your skill, getting more"},{"startTime":584.847,"endTime":587.998,"body":"experiences and delivering value."},{"startTime":588.284,"endTime":589.824,"body":"This is probably most of your team."},{"startTime":589.824,"endTime":592.223,"body":"Most of your team is in this develop phase"},{"startTime":589.824,"endTime":592.223,"body":"where they're, you know,"},{"startTime":592.223,"endTime":594.551,"body":"they're getting better at the seat"},{"startTime":592.223,"endTime":594.551,"body":"they're in."},{"startTime":594.551,"endTime":597.2,"body":"They're not taking on a new seat."},{"startTime":594.551,"endTime":597.2,"body":"They're not leaving their seat."},{"startTime":597.2,"endTime":600.602,"body":"They're in the same place, and they're"},{"startTime":597.2,"endTime":600.602,"body":"just getting better by building reps,"},{"startTime":600.889,"endTime":603.896,"body":"by, you know, improving the process,"},{"startTime":600.889,"endTime":603.896,"body":"by getting more experiences."},{"startTime":603.896,"endTime":606.904,"body":"And so this is where, again, most people"},{"startTime":603.896,"endTime":606.904,"body":"sit here for a really long time."},{"startTime":607.083,"endTime":608.48,"body":"And that's not a bad thing."},{"startTime":608.48,"endTime":609.948,"body":"Like, that's what it should be."},{"startTime":609.948,"endTime":612.311,"body":"And so yeah, that's"},{"startTime":609.948,"endTime":612.311,"body":"kind of the develop phase"},{"startTime":612.311,"endTime":615.605,"body":"that you, you're going to see most of"},{"startTime":612.311,"endTime":615.605,"body":"your team setting in And majority of time."},{"startTime":615.605,"endTime":615.713,"body":"Right."},{"startTime":615.713,"endTime":618.506,"body":"This is 80% of our lives is sitting in."},{"startTime":618.506,"endTime":619.759,"body":"Hey, I'm in this seat."},{"startTime":619.759,"endTime":620.869,"body":"I'm doing a good job."},{"startTime":620.869,"endTime":625.202,"body":"I'm going to try and continue to get"},{"startTime":620.869,"endTime":625.202,"body":"better, until something new comes along."},{"startTime":625.202,"endTime":626.992,"body":"Until what's next happens, right?"},{"startTime":626.992,"endTime":630.716,"body":"So I guess my question is,"},{"startTime":626.992,"endTime":630.716,"body":"how do you keep them motivated?"},{"startTime":630.716,"endTime":635.98,"body":"How do you continue to help a team member"},{"startTime":630.716,"endTime":635.98,"body":"in this kind of normal state?"},{"startTime":636.732,"endTime":638.272,"body":"“Hey, you're on our team."},{"startTime":638.272,"endTime":639.453,"body":"We're keeping you employed."},{"startTime":639.453,"endTime":642.569,"body":"We appreciate what you're doing.”"},{"startTime":639.453,"endTime":642.569,"body":"How do we continue to push them?"},{"startTime":643.177,"endTime":646.758,"body":"So if you look at nature,"},{"startTime":643.177,"endTime":646.758,"body":"there is no such thing"},{"startTime":647.045,"endTime":650.124,"body":"as, staying the same. There's no plateau."},{"startTime":650.411,"endTime":654.027,"body":"You are constantly in a state of either"},{"startTime":650.411,"endTime":654.027,"body":"growing or decaying."},{"startTime":654.027,"endTime":655.066,"body":"And so if you think, oh, I'm"},{"startTime":655.066,"endTime":658.073,"body":"just kind of staying put,"},{"startTime":655.066,"endTime":658.073,"body":"like the stagnation is actually decay."},{"startTime":658.181,"endTime":663.337,"body":"And so, the reason it's called"},{"startTime":658.181,"endTime":663.337,"body":"the develop phase and not the hang out,"},{"startTime":663.373,"endTime":666.739,"body":"do the same thing phase is"},{"startTime":663.373,"endTime":666.739,"body":"because you're still getting better."},{"startTime":667.097,"endTime":671.251,"body":"It's just not an order of magnitude"},{"startTime":667.097,"endTime":671.251,"body":"improvement into a new role."},{"startTime":671.43,"endTime":674.975,"body":"It's that 1% better improvement"},{"startTime":671.43,"endTime":674.975,"body":"at your craft."},{"startTime":674.975,"endTime":678.842,"body":"And so what that looks like in"},{"startTime":674.975,"endTime":678.842,"body":"practice is having a very clear plan"},{"startTime":678.985,"endTime":682.1,"body":"for the team member"},{"startTime":678.985,"endTime":682.1,"body":"that you can check in with them on."},{"startTime":682.1,"endTime":685.681,"body":"So what we do at Rocket Clicks is we have"},{"startTime":682.1,"endTime":685.681,"body":"a coaching process where they're meeting"},{"startTime":685.86,"endTime":687.507,"body":"with their mentor, with their coach"},{"startTime":687.507,"endTime":689.799,"body":"every couple of weeks"},{"startTime":687.507,"endTime":689.799,"body":"and reviewing the plan of, hey,"},{"startTime":689.799,"endTime":692.699,"body":"what did you say you were going to do"},{"startTime":689.799,"endTime":692.699,"body":"to improve in the last two weeks?"},{"startTime":692.699,"endTime":693.63,"body":"Did you do it?"},{"startTime":693.63,"endTime":695.6,"body":"How are you doing"},{"startTime":693.63,"endTime":695.6,"body":"progressing towards your goals"},{"startTime":695.6,"endTime":698.142,"body":"and your objectives in a 12 month time"},{"startTime":695.6,"endTime":698.142,"body":"horizon?"},{"startTime":698.142,"endTime":700.004,"body":"How can I help you?"},{"startTime":698.142,"endTime":700.004,"body":"What support do you need?"},{"startTime":700.004,"endTime":701.437,"body":"What clarity do you need?"},{"startTime":701.437,"endTime":703.048,"body":"What suggestions can I give you?"},{"startTime":703.048,"endTime":704.158,"body":"Who can you pair with?"},{"startTime":704.158,"endTime":706.163,"body":"And so it's very much an active process."},{"startTime":706.163,"endTime":707.882,"body":"Development is not a place where you go"},{"startTime":707.882,"endTime":709.708,"body":"hands off and go, oh,"},{"startTime":707.882,"endTime":709.708,"body":"I don't have to be involved anymore."},{"startTime":709.708,"endTime":712.716,"body":"As a leader,"},{"startTime":709.708,"endTime":712.716,"body":"you're still very much in there with them."},{"startTime":712.859,"endTime":714.864,"body":"Because they are still needing"},{"startTime":712.859,"endTime":714.864,"body":"to get better."},{"startTime":714.864,"endTime":716.762,"body":"And a lot of people really"},{"startTime":714.864,"endTime":716.762,"body":"just want to be good,"},{"startTime":716.762,"endTime":719.627,"body":"like they're driven by competence."},{"startTime":716.762,"endTime":719.627,"body":"And so, like, cool."},{"startTime":719.627,"endTime":722.277,"body":"What does it look like for you to be"},{"startTime":719.627,"endTime":722.277,"body":"better? What do you need to do for that?"},{"startTime":722.277,"endTime":724.461,"body":"Do you need to take a course?"},{"startTime":722.277,"endTime":724.461,"body":"Do you need to learn a new skill?"},{"startTime":724.461,"endTime":725.607,"body":"Do you need to try new software?"},{"startTime":725.607,"endTime":726.717,"body":"Do you need to pair with somebody?"},{"startTime":726.717,"endTime":728.686,"body":"Do you need to go get your continuing"},{"startTime":726.717,"endTime":728.686,"body":"education credits?"},{"startTime":728.686,"endTime":730.512,"body":"How are we going to do that together?"},{"startTime":730.512,"endTime":732.339,"body":"So that's what we've focused on here."},{"startTime":732.339,"endTime":734.093,"body":"We've seen really great success."},{"startTime":734.093,"endTime":736.564,"body":"Because I think a lot of companies,"},{"startTime":734.093,"endTime":736.564,"body":"when they get to this phase,"},{"startTime":736.564,"endTime":739.106,"body":"they kind of go, okay,"},{"startTime":736.564,"endTime":739.106,"body":"you know, Jim's good."},{"startTime":739.106,"endTime":741.219,"body":"We got him in his seat. He's doing it."},{"startTime":741.219,"endTime":742.973,"body":"Don't need to worry about him."},{"startTime":742.973,"endTime":743.475,"body":"Yeah."},{"startTime":743.475,"endTime":747.557,"body":"And honestly, if you don't stay"},{"startTime":743.475,"endTime":747.557,"body":"with your people here, you will lose them."},{"startTime":747.557,"endTime":748.488,"body":"That 20%."},{"startTime":748.488,"endTime":751.639,"body":"Those top performers, those highly driven"},{"startTime":748.488,"endTime":751.639,"body":"folks, they will just be like, oh, cool."},{"startTime":751.639,"endTime":753.179,"body":"I can't go any higher here."},{"startTime":753.179,"endTime":755.793,"body":"I'm going to go someplace where they will,"},{"startTime":753.179,"endTime":755.793,"body":"you know, the grass is greener"},{"startTime":755.793,"endTime":758.228,"body":"because they'll give me whatever"},{"startTime":755.793,"endTime":758.228,"body":"I need to be successful."},{"startTime":758.228,"endTime":762.811,"body":"And so the benefit here is if you do this"},{"startTime":758.228,"endTime":762.811,"body":"well, you keep your top performers"},{"startTime":762.811,"endTime":765.926,"body":"because they feel like,"},{"startTime":762.811,"endTime":765.926,"body":"oh, yeah, I can get an opportunity here"},{"startTime":765.926,"endTime":768.54,"body":"to grow and improve"},{"startTime":765.926,"endTime":768.54,"body":"and I'm not going to get elsewhere."},{"startTime":768.54,"endTime":769.722,"body":"Yeah, I totally agree with that."},{"startTime":769.722,"endTime":772.765,"body":"I think we've found that our best, most"},{"startTime":772.765,"endTime":776.024,"body":"productive employees never want to get"},{"startTime":772.765,"endTime":776.024,"body":"to the top of the mountain."},{"startTime":776.024,"endTime":777.528,"body":"They want to keep climbing."},{"startTime":777.528,"endTime":780.679,"body":"And if we don't provide the opportunity"},{"startTime":777.528,"endTime":780.679,"body":"for them to continue"},{"startTime":780.679,"endTime":783.794,"body":"to learn and continue to develop,"},{"startTime":780.679,"endTime":783.794,"body":"they're going to leave."},{"startTime":784.475,"endTime":788.449,"body":"And I got to believe the same is true,"},{"startTime":784.475,"endTime":788.449,"body":"Tony, in law firms"},{"startTime":788.449,"endTime":792.639,"body":"with, with attorneys,"},{"startTime":788.449,"endTime":792.639,"body":"you know, we groom all these attorneys."},{"startTime":792.639,"endTime":796.255,"body":"We've been fortunate enough to grow"},{"startTime":792.639,"endTime":796.255,"body":"our firm to have many, many attorneys."},{"startTime":796.578,"endTime":799.156,"body":"How are we keeping them"},{"startTime":796.578,"endTime":799.156,"body":"motivated on the law firms?"},{"startTime":799.156,"endTime":801.591,"body":"Yeah, absolutely."},{"startTime":799.156,"endTime":801.591,"body":"I mean, it's very similar."},{"startTime":801.591,"endTime":804.634,"body":"And I think our last episode we did"},{"startTime":801.591,"endTime":804.634,"body":"was on an employee maturity model."},{"startTime":804.706,"endTime":808.358,"body":"It looks slightly different in the law"},{"startTime":804.706,"endTime":808.358,"body":"firm than it does in a marketing agency."},{"startTime":808.358,"endTime":811.151,"body":"But there's different levels of,"},{"startTime":812.333,"endTime":814.732,"body":"team"},{"startTime":812.333,"endTime":814.732,"body":"member and kind of what your expectations"},{"startTime":814.732,"endTime":817.74,"body":"are of them and their responsibility"},{"startTime":814.732,"endTime":817.74,"body":"and their opportunity"},{"startTime":817.776,"endTime":820.748,"body":"and like really thinking through that"},{"startTime":817.776,"endTime":820.748,"body":"so that you have,"},{"startTime":820.748,"endTime":821.858,"body":"you know, maybe you have a,"},{"startTime":821.858,"endTime":824.185,"body":"an actual equity partner,"},{"startTime":821.858,"endTime":824.185,"body":"maybe you have an income partner,"},{"startTime":824.185,"endTime":827.157,"body":"maybe you have a just a title partner."},{"startTime":824.185,"endTime":827.157,"body":"That doesn't come with that."},{"startTime":827.157,"endTime":829.843,"body":"You have a senior associate,"},{"startTime":827.157,"endTime":829.843,"body":"you have regular associates,"},{"startTime":829.843,"endTime":834.391,"body":"you have law clerks, you got paralegals,"},{"startTime":829.843,"endTime":834.391,"body":"you got legal assistance."},{"startTime":834.391,"endTime":836.324,"body":"So you got a chain of"},{"startTime":836.324,"endTime":840.514,"body":"development for all of these team members"},{"startTime":836.324,"endTime":840.514,"body":"to continue to progress down."},{"startTime":840.585,"endTime":843.951,"body":"That allows them to see, like, here's"},{"startTime":840.585,"endTime":843.951,"body":"what's expected to be here."},{"startTime":844.452,"endTime":845.563,"body":"Here's where I'm at."},{"startTime":845.563,"endTime":846.816,"body":"This is what I need to do to improve."},{"startTime":846.816,"endTime":849.68,"body":"Because if I do that,"},{"startTime":846.816,"endTime":849.68,"body":"then here's my next opportunity."},{"startTime":849.68,"endTime":850.576,"body":"So on and so forth."},{"startTime":850.576,"endTime":851.256,"body":"And you just"},{"startTime":851.256,"endTime":854.55,"body":"keep creating really clear expectation"},{"startTime":851.256,"endTime":854.55,"body":"and then giving feedback on that"},{"startTime":855.123,"endTime":856.233,"body":"on the development path."},{"startTime":856.233,"endTime":859.241,"body":"So it's, it's really powerful when,"},{"startTime":859.814,"endTime":863.216,"body":"you know, a leader's actually engaged"},{"startTime":859.814,"endTime":863.216,"body":"with the development plan,"},{"startTime":863.287,"endTime":867.584,"body":"for a team member because it's like"},{"startTime":863.287,"endTime":867.584,"body":"they have a road to drive down"},{"startTime":867.584,"endTime":870.95,"body":"versus like just trying to figure out,"},{"startTime":867.584,"endTime":870.95,"body":"like, “What does Tyler want for me?"},{"startTime":870.95,"endTime":871.881,"body":"I don't really know."},{"startTime":871.881,"endTime":873.994,"body":"I hope I'm doing a good job.”"},{"startTime":871.881,"endTime":873.994,"body":"That doesn't work real well."},{"startTime":873.994,"endTime":877.252,"body":"That's just puts a lot of people"},{"startTime":873.994,"endTime":877.252,"body":"in this place of ambiguity"},{"startTime":877.252,"endTime":879.007,"body":"and so most of the time, mistrust."},{"startTime":879.007,"endTime":881.334,"body":"And you have dysfunctional businesses"},{"startTime":879.007,"endTime":881.334,"body":"at that point."},{"startTime":881.334,"endTime":883.447,"body":"I couldn't agree with this point enough."},{"startTime":883.447,"endTime":885.202,"body":"And I think it's from personal experience."},{"startTime":885.202,"endTime":890.501,"body":"Early on in my career,"},{"startTime":885.202,"endTime":890.501,"body":"I was fortunate enough to be paired next"},{"startTime":890.537,"endTime":893.867,"body":"to someone who was,"},{"startTime":890.537,"endTime":893.867,"body":"like, the best at their role."},{"startTime":894.404,"endTime":896.911,"body":"And it was very easy for me"},{"startTime":894.404,"endTime":896.911,"body":"to see what good looked like."},{"startTime":896.911,"endTime":897.878,"body":"I didn't have to guess."},{"startTime":897.878,"endTime":902.21,"body":"I didn't have to try and think about"},{"startTime":897.878,"endTime":902.21,"body":"what I needed to do to be successful."},{"startTime":902.21,"endTime":905.147,"body":"There was that model right in front of me,"},{"startTime":902.21,"endTime":905.147,"body":"like, “oh, I just need to do that.”"},{"startTime":905.147,"endTime":906.686,"body":"I need to do it really well."},{"startTime":906.686,"endTime":909.694,"body":"And by following that person's lead,"},{"startTime":909.909,"endTime":912.917,"body":"it allowed me to accelerate my own growth"},{"startTime":909.909,"endTime":912.917,"body":"that much faster."},{"startTime":913.561,"endTime":916.104,"body":"So if you're listening,"},{"startTime":913.561,"endTime":916.104,"body":"that's got to be the advice."},{"startTime":916.104,"endTime":919.076,"body":"We've made mistakes in this, and, like,"},{"startTime":916.104,"endTime":919.076,"body":"one of the biggest ones was"},{"startTime":919.147,"endTime":922.943,"body":"when we first opened, we grew fast"},{"startTime":919.147,"endTime":922.943,"body":"and we gave all attorneys, paralegals."},{"startTime":923.229,"endTime":926.166,"body":"And that was actually a huge mistake"},{"startTime":923.229,"endTime":926.166,"body":"because they didn't understand the job"},{"startTime":926.166,"endTime":927.598,"body":"they were delegated to."},{"startTime":927.598,"endTime":931.036,"body":"So then it was constant friction"},{"startTime":927.598,"endTime":931.036,"body":"between the attorney and the paralegal,"},{"startTime":931.036,"endTime":932.181,"body":"because the attorney really didn't"},{"startTime":932.181,"endTime":934.473,"body":"understand the paralegals job"},{"startTime":932.181,"endTime":934.473,"body":"because they never did it."},{"startTime":934.473,"endTime":937.266,"body":"They never did their own filings,"},{"startTime":934.473,"endTime":937.266,"body":"they never did their own"},{"startTime":937.266,"endTime":940.202,"body":"pleadings, never did their own,"},{"startTime":937.266,"endTime":940.202,"body":"you know, X, Y, and Z."},{"startTime":940.202,"endTime":941.456,"body":"And then they delegate the task"},{"startTime":941.456,"endTime":944.034,"body":"and the paralegal was like,"},{"startTime":941.456,"endTime":944.034,"body":"“I don't have all the information,”"},{"startTime":944.034,"endTime":947.042,"body":"the attorney was like, “why"},{"startTime":944.034,"endTime":947.042,"body":"can't you just do what I'm asking you?”"},{"startTime":947.185,"endTime":950.443,"body":"And now you have this, like, weird"},{"startTime":947.185,"endTime":950.443,"body":"friction point that doesn't work."},{"startTime":950.443,"endTime":954.955,"body":"And it's because the person doing"},{"startTime":950.443,"endTime":954.955,"body":"the delegation doesn't understand the job,"},{"startTime":955.814,"endTime":958.894,"body":"and that thus can't actually leverage."},{"startTime":959.216,"endTime":960.219,"body":"That's actually the problem."},{"startTime":960.219,"endTime":964.408,"body":"So like really going through a process"},{"startTime":960.219,"endTime":964.408,"body":"of starting from the ground floor"},{"startTime":964.408,"endTime":967.488,"body":"and growing them up, for everybody"},{"startTime":964.408,"endTime":967.488,"body":"that joins is super important."},{"startTime":967.488,"endTime":970.889,"body":"So you can actually scale them"},{"startTime":967.488,"endTime":970.889,"body":"and top performers will grow faster than,"},{"startTime":971.534,"endTime":973.253,"body":"you know, kind of your average group."},{"startTime":973.253,"endTime":974.506,"body":"So we have this great group."},{"startTime":974.506,"endTime":977.908,"body":"That is the majority of their"},{"startTime":974.506,"endTime":977.908,"body":"time is spent in this development phase."},{"startTime":978.051,"endTime":981.274,"body":"We got to make sure that we're continuing"},{"startTime":978.051,"endTime":981.274,"body":"to help them"},{"startTime":981.489,"endTime":984.962,"body":"grow, learn, develop,"},{"startTime":981.489,"endTime":984.962,"body":"and enhance their career."},{"startTime":985.284,"endTime":988.829,"body":"And if that happens, well,"},{"startTime":985.284,"endTime":988.829,"body":"I want to promote them."},{"startTime":988.829,"endTime":993.556,"body":"We want to give them more responsibility"},{"startTime":988.829,"endTime":993.556,"body":"or have them run a team of their own."},{"startTime":993.842,"endTime":996.17,"body":"Which brings us to the transition phase."},{"startTime":996.17,"endTime":997.495,"body":"I think that's the positive side."},{"startTime":997.495,"endTime":1000.073,"body":"The negative side is, “hey,"},{"startTime":997.495,"endTime":1000.073,"body":"they didn't do a great job."},{"startTime":1000.073,"endTime":1003.081,"body":"We got to let them go.”"},{"startTime":1000.073,"endTime":1003.081,"body":"This is a different type of transition."},{"startTime":1003.367,"endTime":1006.661,"body":"JP help us, learn a little bit"},{"startTime":1003.367,"endTime":1006.661,"body":"about this transition phase."},{"startTime":1006.84,"endTime":1007.163,"body":"Yeah."},{"startTime":1007.163,"endTime":1010.994,"body":"So this is kind of your bridge"},{"startTime":1007.163,"endTime":1010.994,"body":"between develop and align because again,"},{"startTime":1011.066,"endTime":1012.641,"body":"it works in a cycle."},{"startTime":1012.641,"endTime":1014.217,"body":"We can share the visual on this."},{"startTime":1014.217,"endTime":1019.481,"body":"But basically the transition phase"},{"startTime":1014.217,"endTime":1019.481,"body":"is beginning that period of change."},{"startTime":1019.982,"endTime":1020.232,"body":"Right."},{"startTime":1020.232,"endTime":1023.24,"body":"So you haven't yet taken on something,"},{"startTime":1020.232,"endTime":1023.24,"body":"something new."},{"startTime":1023.348,"endTime":1024.601,"body":"But you're approaching change."},{"startTime":1024.601,"endTime":1026.929,"body":"And that change is either positive"},{"startTime":1024.601,"endTime":1026.929,"body":"or negative."},{"startTime":1026.929,"endTime":1030.438,"body":"It's either positive in the sense that,"},{"startTime":1026.929,"endTime":1030.438,"body":"because your development has been going"},{"startTime":1030.438,"endTime":1034.305,"body":"well, we're going to start preparing you"},{"startTime":1030.438,"endTime":1034.305,"body":"for the next move, right?"},{"startTime":1034.305,"endTime":1036.883,"body":"The next role you're going to take"},{"startTime":1034.305,"endTime":1036.883,"body":"on the next responsibility."},{"startTime":1036.883,"endTime":1037.635,"body":"Tony's example"},{"startTime":1037.635,"endTime":1040.965,"body":"about the attorneys with the paralegals,"},{"startTime":1037.635,"endTime":1040.965,"body":"it's like, “hey, maybe your next move is"},{"startTime":1041.18,"endTime":1042.004,"body":"you're going to work"},{"startTime":1042.004,"endTime":1045.942,"body":"from being a very, like, self-focused ME"},{"startTime":1042.004,"endTime":1045.942,"body":"leader to a WE leader.”"},{"startTime":1046.05,"endTime":1049.022,"body":"Your role is not going to change,"},{"startTime":1046.05,"endTime":1049.022,"body":"but you're going to get direct reports."},{"startTime":1049.022,"endTime":1050.383,"body":"Like that's a big shift."},{"startTime":1050.383,"endTime":1052.495,"body":"Like we're going to go through transition,"},{"startTime":1050.383,"endTime":1052.495,"body":"we're gonna prepare you for that."},{"startTime":1052.495,"endTime":1053.999,"body":"And then you're going to jump back"},{"startTime":1052.495,"endTime":1053.999,"body":"into the align"},{"startTime":1053.999,"endTime":1056.935,"body":"function of like"},{"startTime":1053.999,"endTime":1056.935,"body":"how do I do this in practice? Right."},{"startTime":1056.935,"endTime":1059.334,"body":"So like it could be a new role."},{"startTime":1059.334,"endTime":1061.948,"body":"Or it could be new responsibilities"},{"startTime":1059.334,"endTime":1061.948,"body":"or it could be a new function,"},{"startTime":1061.948,"endTime":1063.667,"body":"or the other side of it."},{"startTime":1063.667,"endTime":1064.92,"body":"The negative side is,"},{"startTime":1064.92,"endTime":1068.072,"body":"if you've got someone who's not hitting"},{"startTime":1064.92,"endTime":1068.072,"body":"expectations, who's not showing up"},{"startTime":1068.072,"endTime":1070.256,"body":"the way they should be, you've given them"},{"startTime":1068.072,"endTime":1070.256,"body":"clear direction."},{"startTime":1070.256,"endTime":1073.228,"body":"You've given them opportunity,"},{"startTime":1070.256,"endTime":1073.228,"body":"you supported them effectively."},{"startTime":1073.407,"endTime":1075.842,"body":"You again, you didn't just chuck them"},{"startTime":1073.407,"endTime":1075.842,"body":"in the deep end with no floaties."},{"startTime":1075.842,"endTime":1077.847,"body":"You gave them the support they needed."},{"startTime":1077.847,"endTime":1080.139,"body":"But they're in that bottom 20%."},{"startTime":1080.139,"endTime":1085.438,"body":"If you keep that person, the impact"},{"startTime":1080.139,"endTime":1085.438,"body":"on the rest of your team is so outsized."},{"startTime":1085.438,"endTime":1087.444,"body":"The risk is so big, and we're bad at this."},{"startTime":1087.444,"endTime":1091.526,"body":"Like as leaders, as humans were bad"},{"startTime":1087.444,"endTime":1091.526,"body":"at measuring the risk of not taking action"},{"startTime":1091.848,"endTime":1095.572,"body":"versus the risk of taking action,"},{"startTime":1091.848,"endTime":1095.572,"body":"like you have to lean into that moment."},{"startTime":1095.572,"endTime":1099.188,"body":"So the transition here could be"},{"startTime":1095.572,"endTime":1099.188,"body":"this isn't the right opportunity for you."},{"startTime":1099.475,"endTime":1099.726,"body":"And like,"},{"startTime":1099.726,"endTime":1103.557,"body":"how do we move you out of this either"},{"startTime":1099.726,"endTime":1103.557,"body":"into a different seat that is correct."},{"startTime":1103.915,"endTime":1106.386,"body":"Or out of the org entirely."},{"startTime":1106.386,"endTime":1110.002,"body":"So one"},{"startTime":1106.386,"endTime":1110.002,"body":"maybe like I think I want to flag here is,"},{"startTime":1110.253,"endTime":1112.473,"body":"there's a Peter principle."},{"startTime":1110.253,"endTime":1112.473,"body":"We've heard it before,"},{"startTime":1112.473,"endTime":1115.481,"body":"which is you get promoted"},{"startTime":1112.473,"endTime":1115.481,"body":"to the level of your incompetence."},{"startTime":1115.696,"endTime":1118.596,"body":"Sometimes someone raises their hand,"},{"startTime":1118.596,"endTime":1121.998,"body":"they look good for a new position,"},{"startTime":1118.596,"endTime":1121.998,"body":"a new opportunity."},{"startTime":1121.998,"endTime":1123.001,"body":"And so we set them up."},{"startTime":1123.001,"endTime":1126.975,"body":"We prepare them, we move them into"},{"startTime":1123.001,"endTime":1126.975,"body":"that seat, and they can't do the role."},{"startTime":1127.333,"endTime":1128.587,"body":"They're not ready for it."},{"startTime":1128.587,"endTime":1131.129,"body":"But they were really good"},{"startTime":1128.587,"endTime":1131.129,"body":"at the previous role."},{"startTime":1131.129,"endTime":1134.781,"body":"I would encourage leaders to think about"},{"startTime":1131.129,"endTime":1134.781,"body":"if you have someone who's really good"},{"startTime":1134.781,"endTime":1135.999,"body":"at doing something"},{"startTime":1134.781,"endTime":1135.999,"body":"and you're preparing them"},{"startTime":1135.999,"endTime":1139.329,"body":"for the next seat, what's the escape hatch"},{"startTime":1135.999,"endTime":1139.329,"body":"if it doesn't work?"},{"startTime":1139.83,"endTime":1141.943,"body":"Because you don't want to say like,"},{"startTime":1139.83,"endTime":1141.943,"body":"hey, this person was great"},{"startTime":1141.943,"endTime":1144.342,"body":"as an individual contributor,"},{"startTime":1141.943,"endTime":1144.342,"body":"they weren't really ready for a WE."},{"startTime":1144.342,"endTime":1146.741,"body":"So we're just going to jettison them"},{"startTime":1144.342,"endTime":1146.741,"body":"out of the organization."},{"startTime":1146.741,"endTime":1150.465,"body":"So transition could be, “I'm going to move"},{"startTime":1146.741,"endTime":1150.465,"body":"you back into your area of competence."},{"startTime":1151.181,"endTime":1154.189,"body":"And we're going to go back to developing"},{"startTime":1151.181,"endTime":1154.189,"body":"to get you ready for this move.”"},{"startTime":1154.297,"endTime":1158.235,"body":"Rather than just give up on you entirely,"},{"startTime":1154.297,"endTime":1158.235,"body":"like I don't I don't have to say goodbye."},{"startTime":1158.235,"endTime":1159.847,"body":"I could be transitioning you into a place"},{"startTime":1159.847,"endTime":1162.604,"body":"where you're going to be successful again."},{"startTime":1159.847,"endTime":1162.604,"body":"You're good to get your confidence back."},{"startTime":1162.604,"endTime":1165.648,"body":"So transition could be out of the org"},{"startTime":1162.604,"endTime":1165.648,"body":"into a different seat,"},{"startTime":1165.648,"endTime":1168.763,"body":"including a prior role,"},{"startTime":1165.648,"endTime":1168.763,"body":"or up into a new seat."},{"startTime":1169.264,"endTime":1171.627,"body":"I think there's so much here JP."},{"startTime":1171.627,"endTime":1175.316,"body":"I think about my own experience,"},{"startTime":1171.627,"endTime":1175.316,"body":"being an individual contributor"},{"startTime":1175.316,"endTime":1178.932,"body":"and then having to go from that"},{"startTime":1175.316,"endTime":1178.932,"body":"ME role to the WE role."},{"startTime":1179.469,"endTime":1184.124,"body":"The expectations and the set up for me"},{"startTime":1179.469,"endTime":1184.124,"body":"is so important on getting that employee"},{"startTime":1184.124,"endTime":1187.24,"body":"ready for the next role"},{"startTime":1184.124,"endTime":1187.24,"body":"before they actually take it."},{"startTime":1187.24,"endTime":1191.357,"body":"I think the classic analogy here is"},{"startTime":1187.24,"endTime":1191.357,"body":"you have your best salesperson"},{"startTime":1191.787,"endTime":1195.01,"body":"now lead a group of salespeople"},{"startTime":1191.787,"endTime":1195.01,"body":"and you expect them to gather all the data"},{"startTime":1195.01,"endTime":1196.084,"body":"and update the CRM."},{"startTime":1196.084,"endTime":1200.381,"body":"They're like, this is the least"},{"startTime":1196.084,"endTime":1200.381,"body":"favorite part of their job."},{"startTime":1200.381,"endTime":1201.885,"body":"They want to just go out and sell."},{"startTime":1201.885,"endTime":1205.681,"body":"And so that's clearly not the right role"},{"startTime":1201.885,"endTime":1205.681,"body":"for that person."},{"startTime":1205.681,"endTime":1209.44,"body":"So I think it's not only about"},{"startTime":1205.681,"endTime":1209.44,"body":"setting the employee"},{"startTime":1210.371,"endTime":1213.415,"body":"or person up for success,"},{"startTime":1210.371,"endTime":1213.415,"body":"but it's also understanding,"},{"startTime":1213.415,"endTime":1214.955,"body":"like is this their strengths?"},{"startTime":1214.955,"endTime":1218.213,"body":"Do they have the opportunity"},{"startTime":1214.955,"endTime":1218.213,"body":"to stretch and grow into this new role,"},{"startTime":1218.536,"endTime":1220.97,"body":"or are they"},{"startTime":1218.536,"endTime":1220.97,"body":"just they love killing it in their role"},{"startTime":1220.97,"endTime":1224.873,"body":"and you can continue to develop them"},{"startTime":1220.97,"endTime":1224.873,"body":"there, without having to transition"},{"startTime":1224.873,"endTime":1225.232,"body":"anything."},{"startTime":1225.232,"endTime":1228.383,"body":"Tony, same deal in law firms"},{"startTime":1225.232,"endTime":1228.383,"body":"is you're thinking about transitioning."},{"startTime":1228.383,"endTime":1231.677,"body":"If you're going from a law clerk"},{"startTime":1228.383,"endTime":1231.677,"body":"to a paralegal or a paralegal"},{"startTime":1231.677,"endTime":1235.437,"body":"to an associate"},{"startTime":1231.677,"endTime":1235.437,"body":"or any of those crucial roles."},{"startTime":1235.437,"endTime":1238.445,"body":"And the difference"},{"startTime":1235.437,"endTime":1238.445,"body":"between those roles, to me,"},{"startTime":1238.445,"endTime":1242.276,"body":"this is a lot about modeling, but,"},{"startTime":1238.445,"endTime":1242.276,"body":"what's your take on the law firm side?"},{"startTime":1242.491,"endTime":1244.639,"body":"like I said before,"},{"startTime":1242.491,"endTime":1244.639,"body":"we've made a lot of mistakes on this."},{"startTime":1244.639,"endTime":1246.573,"body":"One of them was we move people too fast."},{"startTime":1246.573,"endTime":1248.936,"body":"Kind of like what you both"},{"startTime":1246.573,"endTime":1248.936,"body":"are talking about."},{"startTime":1248.936,"endTime":1252.374,"body":"And team members weren't ready for that"},{"startTime":1248.936,"endTime":1252.374,"body":"next level of responsibility."},{"startTime":1252.445,"endTime":1255.417,"body":"You know, when you develop, when you start"},{"startTime":1252.445,"endTime":1255.417,"body":"developing teams within your,"},{"startTime":1256.169,"endTime":1258.604,"body":"your legal team, making sure that leaders"},{"startTime":1258.604,"endTime":1261.612,"body":"actually equipped to do the job"},{"startTime":1258.604,"endTime":1261.612,"body":"and a lot of that,"},{"startTime":1261.863,"endTime":1265.265,"body":"I think, starts with having them"},{"startTime":1261.863,"endTime":1265.265,"body":"practice it before they're in their role."},{"startTime":1265.73,"endTime":1268.237,"body":"Can they do it? Do they like to do it?"},{"startTime":1268.237,"endTime":1272.569,"body":"You know, the hardest part of this"},{"startTime":1268.237,"endTime":1272.569,"body":"transition phase is the negative side."},{"startTime":1273.035,"endTime":1274.789,"body":"This isn't working out."},{"startTime":1274.789,"endTime":1277.403,"body":"And if a leader"},{"startTime":1274.789,"endTime":1277.403,"body":"can't do that portion of it"},{"startTime":1277.403,"endTime":1281.056,"body":"and like you can't test that portion, test"},{"startTime":1277.403,"endTime":1281.056,"body":"those conversations, test"},{"startTime":1281.056,"endTime":1284.064,"body":"those critical conversations"},{"startTime":1281.056,"endTime":1284.064,"body":"before they're in the role,"},{"startTime":1284.529,"endTime":1287.251,"body":"you shouldn't be surprised"},{"startTime":1284.529,"endTime":1287.251,"body":"when stuff doesn't go well"},{"startTime":1287.251,"endTime":1290.115,"body":"because that's ultimately"},{"startTime":1287.251,"endTime":1290.115,"body":"what typically happens."},{"startTime":1290.115,"endTime":1293.481,"body":"If you have a leader"},{"startTime":1290.115,"endTime":1293.481,"body":"that can't give good, constructive,"},{"startTime":1293.481,"endTime":1297.742,"body":"solid feedback, what will likely happen"},{"startTime":1293.481,"endTime":1297.742,"body":"is either mass turnover"},{"startTime":1297.85,"endTime":1301.538,"body":"because the leader is going to chase"},{"startTime":1297.85,"endTime":1301.538,"body":"all the good people out,"},{"startTime":1302.075,"endTime":1305.584,"body":"or apathy where the good people"},{"startTime":1302.075,"endTime":1305.584,"body":"will leave on their own."},{"startTime":1305.835,"endTime":1307.804,"body":"The team is just super mediocre."},{"startTime":1307.804,"endTime":1310.776,"body":"And we've seen this in several"},{"startTime":1307.804,"endTime":1310.776,"body":"different seasons over at the law firm,"},{"startTime":1310.884,"endTime":1313.927,"body":"when we kind of stop taking our eye off"},{"startTime":1310.884,"endTime":1313.927,"body":"what's most important,"},{"startTime":1313.927,"endTime":1316.935,"body":"which is team member"},{"startTime":1313.927,"endTime":1316.935,"body":"development and client satisfaction,"},{"startTime":1317.186,"endTime":1320.946,"body":"like overly focus on systems"},{"startTime":1317.186,"endTime":1320.946,"body":"and building firm."},{"startTime":1321.375,"endTime":1324.992,"body":"So let's say it's really important,"},{"startTime":1321.375,"endTime":1324.992,"body":"testing the people before they're there"},{"startTime":1325.028,"endTime":1326.245,"body":"I think is super important."},{"startTime":1326.245,"endTime":1327.391,"body":"Like you guys are both saying,"},{"startTime":1327.391,"endTime":1330.041,"body":"you don't want to push someone up too fast"},{"startTime":1327.391,"endTime":1330.041,"body":"and lose them"},{"startTime":1330.041,"endTime":1333.55,"body":"because you kind of created a bad scenario"},{"startTime":1330.041,"endTime":1333.55,"body":"for them, basically set them up to fail."},{"startTime":1333.693,"endTime":1334.624,"body":"Usually it's the leader"},{"startTime":1334.624,"endTime":1338.241,"body":"that's trying to move way too quickly"},{"startTime":1334.624,"endTime":1338.241,"body":"for that person that's growing."},{"startTime":1338.348,"endTime":1340.676,"body":"Sometimes it's"},{"startTime":1338.348,"endTime":1340.676,"body":"they're really anxious and they want to"},{"startTime":1341.75,"endTime":1342.394,"body":"prove it."},{"startTime":1342.394,"endTime":1344.829,"body":"like, let them prove it"},{"startTime":1342.394,"endTime":1344.829,"body":"without giving them the role first."},{"startTime":1344.829,"endTime":1347.193,"body":"Give them the opportunities,"},{"startTime":1344.829,"endTime":1347.193,"body":"see how it goes."},{"startTime":1347.193,"endTime":1348.338,"body":"Giving feedback."},{"startTime":1348.338,"endTime":1348.589,"body":"Yeah."},{"startTime":1348.589,"endTime":1351.704,"body":"I think, Tony, you said something"},{"startTime":1348.589,"endTime":1351.704,"body":"that's really important, which is like"},{"startTime":1351.991,"endTime":1356.216,"body":"the transition phase is preparation"},{"startTime":1351.991,"endTime":1356.216,"body":"prior to alignment."},{"startTime":1356.682,"endTime":1359.51,"body":"This is your opportunity"},{"startTime":1356.682,"endTime":1359.51,"body":"to give someone responsibilities"},{"startTime":1359.51,"endTime":1362.518,"body":"before giving them, full ownership."},{"startTime":1362.697,"endTime":1365.777,"body":"And so if you, you know, Tyler, you shared"},{"startTime":1362.697,"endTime":1365.777,"body":"about, “hey, I'm trying to go from,"},{"startTime":1365.92,"endTime":1369.966,"body":"you know, a sales killer"},{"startTime":1365.92,"endTime":1369.966,"body":"to a sales leader.” What opportunities"},{"startTime":1369.966,"endTime":1374.621,"body":"are you giving them in this phase"},{"startTime":1369.966,"endTime":1374.621,"body":"to be a leader, to flex that muscle,"},{"startTime":1374.872,"endTime":1378.13,"body":"to try leading without a title"},{"startTime":1374.872,"endTime":1378.13,"body":"before you give them the title?"},{"startTime":1378.238,"endTime":1380.744,"body":"You know, John Maxwell talks about this"},{"startTime":1378.238,"endTime":1380.744,"body":"in his five levels of influence."},{"startTime":1380.744,"endTime":1383.036,"body":"Like, you start at the place"},{"startTime":1380.744,"endTime":1383.036,"body":"where, like you're trying to lead peers"},{"startTime":1383.036,"endTime":1387.476,"body":"with no title, no responsibility,"},{"startTime":1383.036,"endTime":1387.476,"body":"which is one of the really hardest phases."},{"startTime":1387.476,"endTime":1389.947,"body":"But if you can do it,"},{"startTime":1387.476,"endTime":1389.947,"body":"it makes it so much easier."},{"startTime":1389.947,"endTime":1391.523,"body":"I tell the folks I lead,"},{"startTime":1391.523,"endTime":1395.569,"body":"when you get that promotion,"},{"startTime":1391.523,"endTime":1395.569,"body":"you want everyone to say, “Yeah!"},{"startTime":1395.748,"endTime":1396.786,"body":"Of course!"},{"startTime":1396.786,"endTime":1400.331,"body":"I kind of thought they were already"},{"startTime":1396.786,"endTime":1400.331,"body":"in that role?” Rather than go, “Really?"},{"startTime":1400.546,"endTime":1401.835,"body":"Are you sure?"},{"startTime":1401.835,"endTime":1403.697,"body":"I don't know about that one.” Like"},{"startTime":1403.697,"endTime":1406.562,"body":"so if you've done your job"},{"startTime":1403.697,"endTime":1406.562,"body":"right in the transition phase, every time"},{"startTime":1406.562,"endTime":1408.997,"body":"someone moves in that new seats,"},{"startTime":1406.562,"endTime":1408.997,"body":"everyone's like, “oh, of course"},{"startTime":1408.997,"endTime":1411.682,"body":"this is the greatest decision ever.” And,"},{"startTime":1408.997,"endTime":1411.682,"body":"you know, you look like a genius"},{"startTime":1411.682,"endTime":1414.69,"body":"because you had to put all the prep ed,"},{"startTime":1411.682,"endTime":1414.69,"body":"which is which is really cool too."},{"startTime":1414.905,"endTime":1419.488,"body":"One of the key concepts I've learned"},{"startTime":1414.905,"endTime":1419.488,"body":"from your role is that if you are hiring"},{"startTime":1419.954,"endTime":1424.108,"body":"and you find someone who you think is"},{"startTime":1419.954,"endTime":1424.108,"body":"just tremendous and that they could be in"},{"startTime":1424.108,"endTime":1427.617,"body":"a, like a manager type role, you don't"},{"startTime":1424.108,"endTime":1427.617,"body":"actually bring them as a manager."},{"startTime":1427.688,"endTime":1430.66,"body":"You bring them in as the role below it."},{"startTime":1430.66,"endTime":1434.492,"body":"Allow them to outpace everyone"},{"startTime":1430.66,"endTime":1434.492,"body":"so that it is so obvious"},{"startTime":1435.065,"endTime":1438.073,"body":"that they are the right fit"},{"startTime":1438.073,"endTime":1441.224,"body":"and then everyone's on board"},{"startTime":1438.073,"endTime":1441.224,"body":"and supportive as opposed to like, “well,"},{"startTime":1441.259,"endTime":1442.835,"body":"I didn't get a shot,"},{"startTime":1441.259,"endTime":1442.835,"body":"I didn’t get a chance,”"},{"startTime":1442.835,"endTime":1444.876,"body":"or “it should have been me” or whatever"},{"startTime":1442.835,"endTime":1444.876,"body":"it was."},{"startTime":1444.876,"endTime":1448.063,"body":"That really, really helps"},{"startTime":1444.876,"endTime":1448.063,"body":"create that alignment."},{"startTime":1448.385,"endTime":1450.999,"body":"So we've talked about this"},{"startTime":1448.385,"endTime":1450.999,"body":"on an individual level."},{"startTime":1450.999,"endTime":1455.224,"body":"How does a firm operationalize this?"},{"startTime":1455.224,"endTime":1460.273,"body":"What tools tricks, techniques can a law"},{"startTime":1455.224,"endTime":1460.273,"body":"firm utilize if they want to start"},{"startTime":1460.703,"endTime":1463.747,"body":"thinking about this framework"},{"startTime":1460.703,"endTime":1463.747,"body":"in their firm and rolling it out?"},{"startTime":1464.105,"endTime":1467.292,"body":"Like we've talked about, this really"},{"startTime":1464.105,"endTime":1467.292,"body":"starts with your onboarding process."},{"startTime":1467.399,"endTime":1471.803,"body":"You know, here at Rocket Clicks,"},{"startTime":1467.399,"endTime":1471.803,"body":"we've established really clear"},{"startTime":1471.803,"endTime":1475.241,"body":"depending on what employee maturity level"},{"startTime":1471.803,"endTime":1475.241,"body":"you're coming in at,"},{"startTime":1475.706,"endTime":1478.822,"body":"what are the expectations"},{"startTime":1475.706,"endTime":1478.822,"body":"that we're going to see impact on it?"},{"startTime":1479.108,"endTime":1482.367,"body":"You know, if you're hiring a VP"},{"startTime":1479.108,"endTime":1482.367,"body":"or someone that's way more senior,"},{"startTime":1482.725,"endTime":1484.873,"body":"you should see a positive morale."},{"startTime":1484.873,"endTime":1487.666,"body":"But the impact of their work,"},{"startTime":1484.873,"endTime":1487.666,"body":"you're likely not going to see"},{"startTime":1487.666,"endTime":1491.032,"body":"for 12 months because they should be"},{"startTime":1487.666,"endTime":1491.032,"body":"working on big problems,"},{"startTime":1491.032,"endTime":1494.076,"body":"big systems,"},{"startTime":1491.032,"endTime":1494.076,"body":"training the team on new concepts."},{"startTime":1494.756,"endTime":1497.871,"body":"And then you'll start,"},{"startTime":1494.756,"endTime":1497.871,"body":"you'll see some real acceleration, you're"},{"startTime":1497.871,"endTime":1500.485,"body":"bringing in an assistant level person."},{"startTime":1500.485,"endTime":1502.777,"body":"You're going to know within"},{"startTime":1500.485,"endTime":1502.777,"body":"the first two weeks if they're a good fit."},{"startTime":1502.777,"endTime":1504.603,"body":"And like each one has a different level."},{"startTime":1504.603,"endTime":1506.25,"body":"I think it's really important"},{"startTime":1504.603,"endTime":1506.25,"body":"to kind of understand"},{"startTime":1506.25,"endTime":1509.366,"body":"that from an align perspective"},{"startTime":1506.25,"endTime":1509.366,"body":"and then bring this into"},{"startTime":1510.118,"endTime":1514.128,"body":"how you're doing, you know, your ongoing"},{"startTime":1510.118,"endTime":1514.128,"body":"coaching and mentorship"},{"startTime":1514.486,"endTime":1517.816,"body":"and whether that's bi weekly"},{"startTime":1514.486,"endTime":1517.816,"body":"or, or weekly."},{"startTime":1517.995,"endTime":1521.469,"body":"How are you helping the team member"},{"startTime":1517.995,"endTime":1521.469,"body":"create a development path and then,"},{"startTime":1522.006,"endTime":1525.049,"body":"approving it and helping"},{"startTime":1522.006,"endTime":1525.049,"body":"adjust it with them so that they have"},{"startTime":1525.515,"endTime":1528.308,"body":"some things to really tangibly work on."},{"startTime":1528.308,"endTime":1531.745,"body":"You know, when attorneys,"},{"startTime":1528.308,"endTime":1531.745,"body":"are growing in their skill set,"},{"startTime":1532.318,"endTime":1533.822,"body":"especially when they're fresh"},{"startTime":1532.318,"endTime":1533.822,"body":"out of school,"},{"startTime":1533.822,"endTime":1535.649,"body":"They don't really know"},{"startTime":1533.822,"endTime":1535.649,"body":"how to practice yet."},{"startTime":1535.649,"endTime":1536.508,"body":"They know how to think."},{"startTime":1536.508,"endTime":1541.235,"body":"Getting in and like having experiences"},{"startTime":1536.508,"endTime":1541.235,"body":"in each of these different phases of the,"},{"startTime":1541.664,"endTime":1544.672,"body":"court procedure and like understanding"},{"startTime":1541.664,"endTime":1544.672,"body":"how to network with clients and"},{"startTime":1545.173,"endTime":1548.503,"body":"going through that process,"},{"startTime":1545.173,"endTime":1548.503,"body":"and helping them build confidence."},{"startTime":1548.503,"endTime":1551.977,"body":"Because the worst thing you can do here"},{"startTime":1548.503,"endTime":1551.977,"body":"is push them in too far."},{"startTime":1552.013,"endTime":1554.519,"body":"They lose all their confidence"},{"startTime":1552.013,"endTime":1554.519,"body":"and they're basically neutered"},{"startTime":1554.519,"endTime":1557.885,"body":"for quite a long time"},{"startTime":1554.519,"endTime":1557.885,"body":"because they're scared to screw up"},{"startTime":1557.993,"endTime":1561.323,"body":"especially attorneys going into the court"},{"startTime":1557.993,"endTime":1561.323,"body":"for the first time on their own."},{"startTime":1561.466,"endTime":1563.901,"body":"it's a highly stressful situation"},{"startTime":1563.901,"endTime":1566.551,"body":"because it's like, “I've worked"},{"startTime":1563.901,"endTime":1566.551,"body":"this hard to get to this place."},{"startTime":1566.551,"endTime":1568.377,"body":"And then now I have a job"},{"startTime":1566.551,"endTime":1568.377,"body":"and I have a client."},{"startTime":1568.377,"endTime":1569.272,"body":"I'm doing this on my own."},{"startTime":1569.272,"endTime":1572.495,"body":"I'm like, no, I can't look like a goofball"},{"startTime":1569.272,"endTime":1572.495,"body":"in front of the judge."},{"startTime":1572.495,"endTime":1573.64,"body":"And like, I don't know where to sit."},{"startTime":1573.64,"endTime":1575.682,"body":"And like, I don't know"},{"startTime":1573.64,"endTime":1575.682,"body":"how should I address the judge?"},{"startTime":1575.682,"endTime":1578.725,"body":"Like, how does all this work?” And like,"},{"startTime":1575.682,"endTime":1578.725,"body":"if you set your team"},{"startTime":1578.725,"endTime":1581.733,"body":"member up,"},{"startTime":1578.725,"endTime":1581.733,"body":"they got to see all of that versus"},{"startTime":1581.769,"endTime":1584.884,"body":"you throw them into the wolves and"},{"startTime":1581.769,"endTime":1584.884,"body":"hopefully they don't look like a goofball."},{"startTime":1584.956,"endTime":1586.746,"body":"it's really important"},{"startTime":1584.956,"endTime":1586.746,"body":"to like think through"},{"startTime":1587.964,"endTime":1589.181,"body":"it in specifics."},{"startTime":1589.181,"endTime":1592.081,"body":"Like what do you want to see from them?"},{"startTime":1592.081,"endTime":1594.552,"body":"To me,"},{"startTime":1592.081,"endTime":1594.552,"body":"step one is take a look at your team."},{"startTime":1594.552,"endTime":1597.99,"body":"Understand"},{"startTime":1594.552,"endTime":1597.99,"body":"which phase of development are they in,"},{"startTime":1598.419,"endTime":1602.824,"body":"and then be able to more proactively"},{"startTime":1598.419,"endTime":1602.824,"body":"and systematically create opportunities"},{"startTime":1602.824,"endTime":1605.832,"body":"for them to continue to grow and develop,"},{"startTime":1602.824,"endTime":1605.832,"body":"depending on where they're at."},{"startTime":1606.225,"endTime":1606.44,"body":"Yeah."},{"startTime":1606.44,"endTime":1610.487,"body":"One of the things you can do"},{"startTime":1606.44,"endTime":1610.487,"body":"is, as you understand this system and,"},{"startTime":1610.487,"endTime":1612.205,"body":"you know, we're talking through this"},{"startTime":1610.487,"endTime":1612.205,"body":"in multiple episodes,"},{"startTime":1612.205,"endTime":1614.533,"body":"talking through all the things"},{"startTime":1612.205,"endTime":1614.533,"body":"that Tony mentioned in terms of,"},{"startTime":1614.533,"endTime":1616.395,"body":"you know, the coaching framework"},{"startTime":1614.533,"endTime":1616.395,"body":"and the development"},{"startTime":1616.395,"endTime":1619.152,"body":"plan framework and all of these things,"},{"startTime":1616.395,"endTime":1619.152,"body":"as you understand this"},{"startTime":1619.152,"endTime":1622.16,"body":"and you start doing it"},{"startTime":1619.152,"endTime":1622.16,"body":"with your kind of first line"},{"startTime":1622.16,"endTime":1625.741,"body":"as the business leader, the group"},{"startTime":1622.16,"endTime":1625.741,"body":"you're working with, then saying, okay,"},{"startTime":1625.741,"endTime":1629.644,"body":"how do I have visibility into what"},{"startTime":1625.741,"endTime":1629.644,"body":"that group is doing with their reports?"},{"startTime":1629.644,"endTime":1631.613,"body":"So I'm going to shadow their coaching"},{"startTime":1631.613,"endTime":1632.902,"body":"for a while,"},{"startTime":1631.613,"endTime":1632.902,"body":"make sure they're doing it the right way."},{"startTime":1632.902,"endTime":1634.693,"body":"I'm going to review the development plans,"},{"startTime":1634.693,"endTime":1637.235,"body":"like they get to present those to me"},{"startTime":1634.693,"endTime":1637.235,"body":"to make sure I get signed off,"},{"startTime":1637.235,"endTime":1640.959,"body":"because now I am creating accountability"},{"startTime":1637.235,"endTime":1640.959,"body":"for those leaders"},{"startTime":1640.959,"endTime":1642.32,"body":"who are new into doing this."},{"startTime":1642.32,"endTime":1645.865,"body":"And like that way I know that"},{"startTime":1642.32,"endTime":1645.865,"body":"this is how our company does it."},{"startTime":1645.865,"endTime":1647.333,"body":"Our firm does it."},{"startTime":1647.333,"endTime":1649.445,"body":"This is, you know, from Why,"},{"startTime":1647.333,"endTime":1649.445,"body":"this is our process."},{"startTime":1649.445,"endTime":1650.663,"body":"It's not my way."},{"startTime":1650.663,"endTime":1651.128,"body":"And then,"},{"startTime":1651.128,"endTime":1652.955,"body":"you know, Terry's got, you know, their way"},{"startTime":1652.955,"endTime":1655.246,"body":"and then like, you know,"},{"startTime":1652.955,"endTime":1655.246,"body":"Johnny's got his way and."},{"startTime":1655.246,"endTime":1657.753,"body":"No, no, it's one way we all do it"},{"startTime":1655.246,"endTime":1657.753,"body":"the same way"},{"startTime":1657.753,"endTime":1660.331,"body":"we all use the same documents."},{"startTime":1657.753,"endTime":1660.331,"body":"It all feeds in the same system."},{"startTime":1660.331,"endTime":1662.05,"body":"I have visibility into it."},{"startTime":1662.05,"endTime":1664.019,"body":"And so, you know,"},{"startTime":1662.05,"endTime":1664.019,"body":"I think operationalizing"},{"startTime":1664.019,"endTime":1665.129,"body":"is probably my love language."},{"startTime":1665.129,"endTime":1668.244,"body":"So I get really excited about this"},{"startTime":1665.129,"endTime":1668.244,"body":"because, like you as the leader,"},{"startTime":1668.28,"endTime":1670.465,"body":"you should know how it's happening"},{"startTime":1668.28,"endTime":1670.465,"body":"at every level"},{"startTime":1670.465,"endTime":1672.541,"body":"without having to like, “oh,"},{"startTime":1670.465,"endTime":1672.541,"body":"I got to go to every meeting."},{"startTime":1672.541,"endTime":1675.191,"body":"I get to check on everything.” No. Like,"},{"startTime":1672.541,"endTime":1675.191,"body":"what's your visibility?"},{"startTime":1675.191,"endTime":1676.516,"body":"What's your accountability"},{"startTime":1676.516,"endTime":1679.488,"body":"as you put this in place,"},{"startTime":1676.516,"endTime":1679.488,"body":"where you can see what's happening"},{"startTime":1679.488,"endTime":1682.532,"body":"at every level of your org and know"},{"startTime":1679.488,"endTime":1682.532,"body":"that it's being done the right way."},{"startTime":1682.782,"endTime":1685.289,"body":"So like, are you tying incentives to this?"},{"startTime":1685.289,"endTime":1688.368,"body":"Are you tying their development plans"},{"startTime":1685.289,"endTime":1688.368,"body":"to this and the coaching?"},{"startTime":1688.44,"endTime":1690.624,"body":"How are you creating the visibility"},{"startTime":1688.44,"endTime":1690.624,"body":"asynchronously?"},{"startTime":1690.624,"endTime":1694.205,"body":"So you don't have to do it because you got"},{"startTime":1690.624,"endTime":1694.205,"body":"your own stuff to manage so very much."},{"startTime":1694.241,"endTime":1697.284,"body":"It's you have to go from like, “oh cool,"},{"startTime":1694.241,"endTime":1697.284,"body":"I can kind of figure it out"},{"startTime":1697.284,"endTime":1698.108,"body":"and do it by feel."},{"startTime":1698.108,"endTime":1701.367,"body":"I'm good at it” to, “you know,"},{"startTime":1698.108,"endTime":1701.367,"body":"my team has to be good at this."},{"startTime":1701.367,"endTime":1704.374,"body":"Our company has to be good at this.” It's"},{"startTime":1701.367,"endTime":1704.374,"body":"going to take time."},{"startTime":1704.374,"endTime":1707.382,"body":"Like when we institute of this"},{"startTime":1704.374,"endTime":1707.382,"body":"at Rocket Clicks."},{"startTime":1707.382,"endTime":1710.856,"body":"It took us about a year to roll this out"},{"startTime":1707.382,"endTime":1710.856,"body":"to every single person in the company."},{"startTime":1711.249,"endTime":1712.503,"body":"It takes time."},{"startTime":1712.503,"endTime":1715.367,"body":"We are 40 or so team members now."},{"startTime":1716.406,"endTime":1717.623,"body":"It just takes time."},{"startTime":1717.623,"endTime":1720.488,"body":"Start with do it yourself as a leader,"},{"startTime":1720.488,"endTime":1722.565,"body":"then bring your"},{"startTime":1720.488,"endTime":1722.565,"body":"like most influential group."},{"startTime":1722.565,"endTime":1723.89,"body":"Or if you have a leadership team"},{"startTime":1723.89,"endTime":1726.897,"body":"like do it with them next, then"},{"startTime":1723.89,"endTime":1726.897,"body":"have them start to do it with their people"},{"startTime":1726.897,"endTime":1728.115,"body":"while you're watching them do it."},{"startTime":1728.115,"endTime":1730.084,"body":"And like you just slowly spread it out."},{"startTime":1730.084,"endTime":1732.913,"body":"But now everybody's trained in you"},{"startTime":1730.084,"endTime":1732.913,"body":"as a business owner."},{"startTime":1732.913,"endTime":1735.062,"body":"You don't have to do it all."},{"startTime":1735.062,"endTime":1738.32,"body":"So I think patience is probably"},{"startTime":1735.062,"endTime":1738.32,"body":"and our next section"},{"startTime":1738.32,"endTime":1741.758,"body":"is going to be pitfalls,"},{"startTime":1738.32,"endTime":1741.758,"body":"but like trying to go real fast"},{"startTime":1741.972,"endTime":1744.837,"body":"is not going to solve"},{"startTime":1741.972,"endTime":1744.837,"body":"any of your problems."},{"startTime":1744.837,"endTime":1747.952,"body":"Yes. Tried and failed at that many times."},{"startTime":1748.382,"endTime":1749.779,"body":"Tony, you alluded to it."},{"startTime":1749.779,"endTime":1750.96,"body":"You know, our final section here"},{"startTime":1750.96,"endTime":1755.186,"body":"is like avoiding common pitfalls"},{"startTime":1750.96,"endTime":1755.186,"body":"and trying to institute this."},{"startTime":1755.186,"endTime":1756.26,"body":"And I think we've kind of sprinkled"},{"startTime":1756.26,"endTime":1760.02,"body":"some in throughout,"},{"startTime":1756.26,"endTime":1760.02,"body":"but this work is we're concluding,"},{"startTime":1760.02,"endTime":1763.958,"body":"gentlemen, I'd love to hear"},{"startTime":1760.02,"endTime":1763.958,"body":"any additional kind of watch outs"},{"startTime":1763.958,"endTime":1767.503,"body":"or things to think about as law firm"},{"startTime":1763.958,"endTime":1767.503,"body":"owners are thinking"},{"startTime":1767.503,"endTime":1769.151,"body":"about implementing this process."},{"startTime":1769.151,"endTime":1772.66,"body":"I think our biggest learning,"},{"startTime":1769.151,"endTime":1772.66,"body":"or my biggest learning to this process,"},{"startTime":1772.66,"endTime":1775.954,"body":"when we implemented"},{"startTime":1772.66,"endTime":1775.954,"body":"it here at Rocket Clicks from what we did"},{"startTime":1775.954,"endTime":1780.43,"body":"at what we did at Sterling"},{"startTime":1775.954,"endTime":1780.43,"body":"and how we evolved it, was as we developed"},{"startTime":1780.43,"endTime":1785.264,"body":"competencies for our team members,"},{"startTime":1780.43,"endTime":1785.264,"body":"and had them assess themselves on it."},{"startTime":1785.944,"endTime":1788.63,"body":"Your team"},{"startTime":1785.944,"endTime":1788.63,"body":"members are not going to be objective."},{"startTime":1788.63,"endTime":1792.891,"body":"They're going to think,"},{"startTime":1788.63,"endTime":1792.891,"body":"how good am I at a certain thing? Not"},{"startTime":1794.037,"endTime":1795.684,"body":"JP's the best at this."},{"startTime":1795.684,"endTime":1797.116,"body":"And how do I compare to JP?"},{"startTime":1797.116,"endTime":1799.122,"body":"Because that would be"},{"startTime":1797.116,"endTime":1799.122,"body":"the right type of comparison."},{"startTime":1799.122,"endTime":1801.843,"body":"Like who's"},{"startTime":1799.122,"endTime":1801.843,"body":"your Michael Jordan of competency?"},{"startTime":1801.843,"endTime":1804.851,"body":"And then how do I measure up against that."},{"startTime":1805.066,"endTime":1806.856,"body":"And like here's my growth again."},{"startTime":1806.856,"endTime":1808.503,"body":"Here's my growth opportunity."},{"startTime":1808.503,"endTime":1812.084,"body":"And like now we can really study"},{"startTime":1808.503,"endTime":1812.084,"body":"it versus you know, I'm overconfident"},{"startTime":1812.084,"endTime":1814.519,"body":"or maybe a team member that's"},{"startTime":1814.519,"endTime":1817.025,"body":"you know, I maybe I self"},{"startTime":1817.025,"endTime":1820.284,"body":"diagnose myself as lower than I am often"},{"startTime":1817.025,"endTime":1820.284,"body":"because we saw that"},{"startTime":1820.284,"endTime":1822.898,"body":"and we saw it on both sides"},{"startTime":1820.284,"endTime":1822.898,"body":"like overconfidence"},{"startTime":1822.898,"endTime":1825.906,"body":"and not really understanding"},{"startTime":1822.898,"endTime":1825.906,"body":"how good they were at it."},{"startTime":1825.942,"endTime":1828.556,"body":"You know, this was probably"},{"startTime":1825.942,"endTime":1828.556,"body":"one of the biggest lessons is when we did"},{"startTime":1828.556,"endTime":1832.029,"body":"competency evaluation,"},{"startTime":1828.556,"endTime":1832.029,"body":"which leads right into development plans."},{"startTime":1832.28,"endTime":1834.643,"body":"that was a really good learning,"},{"startTime":1832.28,"endTime":1834.643,"body":"the nuanced."},{"startTime":1834.643,"endTime":1835.395,"body":"Well, one."},{"startTime":1835.395,"endTime":1837.364,"body":"I've learned to"},{"startTime":1835.395,"endTime":1837.364,"body":"never compare myself to JP."},{"startTime":1837.364,"endTime":1840.372,"body":"Because he always to me, beats us"},{"startTime":1837.364,"endTime":1840.372,"body":"and everything."},{"startTime":1840.408,"endTime":1840.873,"body":"Right."},{"startTime":1840.873,"endTime":1844.239,"body":"Understanding again,"},{"startTime":1840.873,"endTime":1844.239,"body":"back to my own personal experience,"},{"startTime":1844.239,"endTime":1846.03,"body":"what this could look like."},{"startTime":1844.239,"endTime":1846.03,"body":"How do I embody that?"},{"startTime":1846.03,"endTime":1847.498,"body":"How do I model that?"},{"startTime":1847.498,"endTime":1850.685,"body":"And what are the gaps between"},{"startTime":1847.498,"endTime":1850.685,"body":"where I'm at today"},{"startTime":1851.007,"endTime":1853.334,"body":"and where this person above me is?"},{"startTime":1853.334,"endTime":1855.268,"body":"Gentlemen, I really appreciate your time."},{"startTime":1855.268,"endTime":1859.171,"body":"Listeners, if you like this concept,"},{"startTime":1855.268,"endTime":1859.171,"body":"we have a whole series on team"},{"startTime":1859.171,"endTime":1861.32,"body":"development. Make sure to check those out."},{"startTime":1861.32,"endTime":1865.008,"body":"And, we will see you all next time"},{"startTime":1861.32,"endTime":1865.008,"body":"on the revenue roadmap."},{"startTime":1865.187,"endTime":1871.704,"body":"If you found this episode on Align,"},{"startTime":1865.187,"endTime":1871.704,"body":"Develop and Transition Framework valuable,"},{"startTime":1871.704,"endTime":1876.753,"body":"you will love our next episode"},{"startTime":1871.704,"endTime":1876.753,"body":"on the Employee Maturity Model."},{"startTime":1877.003,"endTime":1880.942,"body":"We're going to explore how to lead"},{"startTime":1877.003,"endTime":1880.942,"body":"team members through the evolving stages"},{"startTime":1881.229,"endTime":1884.236,"body":"of Independence, Impact, and Leadership."},{"startTime":1884.344,"endTime":1887.96,"body":"Go ahead and click over here for the"},{"startTime":1884.344,"endTime":1887.96,"body":"next episode and we will see you there."}]}