{"version":"1.0.0","segments":[{"startTime":0.033,"endTime":3.318,"body":"Are you feeling the pain of team"},{"startTime":0.033,"endTime":3.318,"body":"misalignment?"},{"startTime":3.42,"endTime":7.789,"body":"Inconsistent client experiences"},{"startTime":3.42,"endTime":7.789,"body":"or unclear expectations?"},{"startTime":8.33,"endTime":9.888,"body":"It's not a hiring issue."},{"startTime":9.888,"endTime":11.683,"body":"It's a values issue."},{"startTime":11.683,"endTime":14.392,"body":"In this episode,"},{"startTime":11.683,"endTime":14.392,"body":"we're diving into how the right core"},{"startTime":14.392,"endTime":18.592,"body":"values can create"},{"startTime":14.392,"endTime":18.592,"body":"operational clarity, boost morale,"},{"startTime":18.795,"endTime":23.164,"body":"and unlock"},{"startTime":18.795,"endTime":23.164,"body":"next level performance in your family."},{"startTime":23.231,"endTime":26.211,"body":"We offer."},{"startTime":26.923,"endTime":28.277,"body":"Welcome to the Revenue"},{"startTime":28.277,"endTime":31.596,"body":"Roadmap Podcast,"},{"startTime":28.277,"endTime":31.596,"body":"the show for family law professionals"},{"startTime":31.765,"endTime":35.186,"body":"who are serious about growing revenue,"},{"startTime":31.765,"endTime":35.186,"body":"increasing"},{"startTime":35.186,"endTime":38.234,"body":"profitability, and building a firm"},{"startTime":35.186,"endTime":38.234,"body":"that they're truly proud of."},{"startTime":38.708,"endTime":41.756,"body":"Each episode is packed"},{"startTime":38.708,"endTime":41.756,"body":"with actionable strategies and insights"},{"startTime":41.756,"endTime":44.77,"body":"to help your practice thrive."},{"startTime":45.075,"endTime":49.342,"body":"I am your host, Tyler"},{"startTime":45.075,"endTime":49.342,"body":"Dolph, CEO of Rocket Clicks,"},{"startTime":49.342,"endTime":54.083,"body":"which is a digital marketing agency"},{"startTime":49.342,"endTime":54.083,"body":"focused exclusively on family law firms."},{"startTime":54.625,"endTime":58.722,"body":"We also own and operate our own family"},{"startTime":54.625,"endTime":58.722,"body":"law firm called Sterling Lawyers,"},{"startTime":59.027,"endTime":62.143,"body":"which has grown to over 32 attorneys"},{"startTime":62.448,"endTime":66.207,"body":"across 25 offices in two different states."},{"startTime":66.918,"endTime":71.354,"body":"Joining me"},{"startTime":66.918,"endTime":71.354,"body":"today is Tony Carls and JP Vander Linden."},{"startTime":71.693,"endTime":74.165,"body":"Tony is the president of our agency."},{"startTime":74.165,"endTime":76.4,"body":"He's also the co-founder of our law firm."},{"startTime":76.4,"endTime":79.279,"body":"So he brings a wealth of knowledge,"},{"startTime":76.4,"endTime":79.279,"body":"both on the marketing side"},{"startTime":79.279,"endTime":83.478,"body":"as well as the law firm"},{"startTime":79.279,"endTime":83.478,"body":"growth, culture and management side."},{"startTime":83.715,"endTime":86.966,"body":"And then JP actually"},{"startTime":83.715,"endTime":86.966,"body":"is our head of operations."},{"startTime":87.237,"endTime":90.251,"body":"He manages our entire team, helps,"},{"startTime":90.353,"endTime":93.367,"body":"control and maintain our amazing culture."},{"startTime":93.672,"endTime":97.803,"body":"And I'm very excited"},{"startTime":93.672,"endTime":97.803,"body":"to have them both with us today as we are"},{"startTime":97.803,"endTime":102.985,"body":"breaking down how to develop and implement"},{"startTime":97.803,"endTime":102.985,"body":"company values that actually work."},{"startTime":103.425,"endTime":108.573,"body":"Not the kind that you print on a poster,"},{"startTime":103.425,"endTime":108.573,"body":"but the kind that define behavior"},{"startTime":108.81,"endTime":113.991,"body":"guide hiring and firing decisions"},{"startTime":108.81,"endTime":113.991,"body":"and fuel growth across your firm."},{"startTime":114.397,"endTime":115.515,"body":"I really hope you enjoy it."},{"startTime":115.515,"endTime":118.969,"body":"Gentlemen, we're continuing our series"},{"startTime":115.515,"endTime":118.969,"body":"on building an amazing"},{"startTime":118.969,"endTime":122.424,"body":"culture, an amazing law firm,"},{"startTime":118.969,"endTime":122.424,"body":"and we're going to talk"},{"startTime":122.424,"endTime":127.47,"body":"about developing company values"},{"startTime":122.424,"endTime":127.47,"body":"that actually drive results."},{"startTime":127.978,"endTime":130.721,"body":"We've spoken in the past about,"},{"startTime":130.721,"endTime":134.31,"body":"you know, if you"},{"startTime":130.721,"endTime":134.31,"body":"if you crowdsource your values and they,"},{"startTime":134.446,"endTime":137.46,"body":"they serve everyone,"},{"startTime":134.446,"endTime":137.46,"body":"then really they don't serve anyone."},{"startTime":137.832,"endTime":142.608,"body":"And, the opportunity"},{"startTime":137.832,"endTime":142.608,"body":"for law firm owners to really build,"},{"startTime":143.59,"endTime":144.402,"body":"a firm that they can"},{"startTime":144.402,"endTime":147.484,"body":"be truly proud of"},{"startTime":144.402,"endTime":147.484,"body":"and have values that, that they embody."},{"startTime":148.195,"endTime":151.65,"body":"And so, JP, talk to us a little bit about"},{"startTime":148.195,"endTime":151.65,"body":"like what values"},{"startTime":151.65,"endTime":154.664,"body":"really are in a law firm"},{"startTime":151.65,"endTime":154.664,"body":"and why you need them."},{"startTime":155.612,"endTime":155.917,"body":"Yeah."},{"startTime":155.917,"endTime":160.692,"body":"So if, if brand is who your company is"},{"startTime":155.917,"endTime":160.692,"body":"externally, culture is who your,"},{"startTime":160.692,"endTime":164.18,"body":"your company is internally"},{"startTime":160.692,"endTime":164.18,"body":"and values are the biggest embodiment"},{"startTime":164.586,"endTime":167.871,"body":"of your culture in day to day capacity."},{"startTime":167.871,"endTime":170.885,"body":"Either the behaviors that you expect from"},{"startTime":170.885,"endTime":173.865,"body":"your team,"},{"startTime":170.885,"endTime":173.865,"body":"that your team expects from each other."},{"startTime":174.407,"endTime":178.403,"body":"And that you operationalize"},{"startTime":174.407,"endTime":178.403,"body":"in your business to reward, to promote,"},{"startTime":179.081,"endTime":180.334,"body":"to punish and to remove."},{"startTime":180.334,"endTime":183.348,"body":"It's the ultimate filter"},{"startTime":180.334,"endTime":183.348,"body":"of what you will allow"},{"startTime":183.483,"endTime":186.463,"body":"inside of the walls of your organization."},{"startTime":186.463,"endTime":188.225,"body":"I love that."},{"startTime":188.225,"endTime":190.392,"body":"Did we always have values at Sterling?"},{"startTime":190.392,"endTime":192.492,"body":"And we we go back to that."},{"startTime":192.492,"endTime":194.219,"body":"You know, one of the things"},{"startTime":192.492,"endTime":194.219,"body":"I think we did really well,"},{"startTime":196.86,"endTime":199.874,"body":"throughout is before we even opened"},{"startTime":196.86,"endTime":199.874,"body":"the firm, we created,"},{"startTime":200.213,"endTime":201.364,"body":"mission vision values."},{"startTime":201.364,"endTime":204.345,"body":"We created a kind of a the first version"},{"startTime":204.345,"endTime":207.359,"body":"of what you guys know as the vivid vision."},{"startTime":208.747,"endTime":211.693,"body":"That's something Jeff and I read together."},{"startTime":211.693,"endTime":213.691,"body":"Once a week together."},{"startTime":213.691,"endTime":216.672,"body":"But we took time to define out"},{"startTime":213.691,"endTime":216.672,"body":"what those were, and,"},{"startTime":218.636,"endTime":220.194,"body":"clearly articulate them."},{"startTime":220.194,"endTime":223.208,"body":"And I would say there,"},{"startTime":220.194,"endTime":223.208,"body":"I'd say why they're important."},{"startTime":224.122,"endTime":226.933,"body":"If you're if you're a firm"},{"startTime":224.122,"endTime":226.933,"body":"that's not your firm,"},{"startTime":226.933,"endTime":230.049,"body":"that's not really growing or"},{"startTime":226.933,"endTime":230.049,"body":"there's not a lot of conflict or growth,"},{"startTime":230.624,"endTime":233.604,"body":"there's like not much stress in the firm."},{"startTime":233.672,"endTime":236.652,"body":"Values may or may not be super useful."},{"startTime":238.854,"endTime":241.664,"body":"When you are in a growth firm"},{"startTime":241.664,"endTime":244.746,"body":"or there is conflict or there is stress"},{"startTime":241.664,"endTime":244.746,"body":"within your organization,"},{"startTime":246.372,"endTime":249.454,"body":"this that's where they show up"},{"startTime":246.372,"endTime":249.454,"body":"because these are the behaviors you want"},{"startTime":250.131,"endTime":252.434,"body":"everybody to to be using."},{"startTime":253.924,"endTime":255.82,"body":"When we're potentially at our worst."},{"startTime":255.82,"endTime":259.647,"body":"So when we're at our worst and we or"},{"startTime":255.82,"endTime":259.647,"body":"we need to perform our best,"},{"startTime":259.647,"endTime":263.203,"body":"or things are changing and roles"},{"startTime":259.647,"endTime":263.203,"body":"and responsibilities are changing"},{"startTime":263.203,"endTime":264.795,"body":"because we're a growing company."},{"startTime":264.795,"endTime":267.605,"body":"How are we going to operate?"},{"startTime":267.605,"endTime":269.366,"body":"As as people with each other."},{"startTime":269.366,"endTime":270.281,"body":"How are we going to behave?"},{"startTime":270.281,"endTime":272.516,"body":"What are the rules of engagement?"},{"startTime":272.516,"endTime":275.395,"body":"And that's really what your value should"},{"startTime":272.516,"endTime":275.395,"body":"embody is like,"},{"startTime":275.395,"endTime":278.409,"body":"how are you going to"},{"startTime":275.395,"endTime":278.409,"body":"how are you to navigate,"},{"startTime":279.391,"endTime":280.034,"body":"growth?"},{"startTime":280.034,"endTime":282.202,"body":"Because,"},{"startTime":282.202,"endTime":286.672,"body":"you know, in our, in our instance,"},{"startTime":282.202,"endTime":286.672,"body":"it's it's navigating growth is stressful."},{"startTime":286.706,"endTime":287.959,"body":"Things change."},{"startTime":287.959,"endTime":290.228,"body":"It's not it's not status quo."},{"startTime":290.228,"endTime":292.497,"body":"It's constantly not status quo."},{"startTime":292.497,"endTime":294.562,"body":"You get into a season six and nine months."},{"startTime":294.562,"endTime":296.527,"body":"Now it's all changed. 6 or 9 months."},{"startTime":296.527,"endTime":297.712,"body":"Now it's all changed."},{"startTime":297.712,"endTime":300.726,"body":"What stays"},{"startTime":297.712,"endTime":300.726,"body":"the same is how we behave with each other"},{"startTime":301.065,"endTime":303.401,"body":"and what should stay"},{"startTime":301.065,"endTime":303.401,"body":"the same is how we behave with each other."},{"startTime":303.401,"endTime":304.146,"body":"100%."},{"startTime":304.146,"endTime":309.023,"body":"I think my favorite thing that we talk"},{"startTime":304.146,"endTime":309.023,"body":"about a lot here is leveraging the values"},{"startTime":309.023,"endTime":313.222,"body":"as a filter to hire, fire and reward."},{"startTime":313.392,"endTime":314.475,"body":"We've all right."},{"startTime":314.475,"endTime":317.693,"body":"So it's like it makes it really easy"},{"startTime":314.475,"endTime":317.693,"body":"to give people feedback,"},{"startTime":317.964,"endTime":322.231,"body":"to create conversations around"},{"startTime":317.964,"endTime":322.231,"body":"what we expect because it's all there."},{"startTime":322.265,"endTime":323.281,"body":"It's in the values."},{"startTime":324.33,"endTime":325.482,"body":"But JP, maybe for,"},{"startTime":325.482,"endTime":330.358,"body":"a firm who hasn't, started this down"},{"startTime":325.482,"endTime":330.358,"body":"this road in this process,"},{"startTime":330.358,"endTime":333.542,"body":"how how do you even begin to"},{"startTime":330.358,"endTime":333.542,"body":"to structure values?"},{"startTime":333.643,"endTime":335.032,"body":"You know, when you go through the"},{"startTime":335.032,"endTime":337.809,"body":"the process of building values,"},{"startTime":335.032,"endTime":337.809,"body":"give us a little perspective on."},{"startTime":337.809,"endTime":340.281,"body":"And how do you even start this process?"},{"startTime":340.281,"endTime":340.552,"body":"Yeah."},{"startTime":340.552,"endTime":344.243,"body":"So we,"},{"startTime":340.552,"endTime":344.243,"body":"we've thought about our desired behaviors,"},{"startTime":344.955,"endTime":348.002,"body":"and all the ways that we want our team"},{"startTime":344.955,"endTime":348.002,"body":"to behave in a day to day basis."},{"startTime":348.002,"endTime":351.22,"body":"And then we we grouped those, to"},{"startTime":351.22,"endTime":354.234,"body":"what's the reason"},{"startTime":351.22,"endTime":354.234,"body":"for wanting that behavior?"},{"startTime":354.843,"endTime":357.248,"body":"And so you don't just want to behavior"},{"startTime":354.843,"endTime":357.248,"body":"for the sake of like"},{"startTime":357.248,"endTime":358.331,"body":"I want everybody to be nice."},{"startTime":358.331,"endTime":361.244,"body":"Why? Like, what do you want that"},{"startTime":358.331,"endTime":361.244,"body":"to produce in your business."},{"startTime":361.244,"endTime":364.258,"body":"And so we we have three buckets for ours."},{"startTime":364.834,"endTime":367.78,"body":"So we think about them as, either"},{"startTime":364.834,"endTime":367.78,"body":"going to raise"},{"startTime":367.78,"endTime":371.2,"body":"the lid of the team member,"},{"startTime":367.78,"endTime":371.2,"body":"either in their belief,"},{"startTime":372.216,"endTime":373.402,"body":"their leadership"},{"startTime":373.402,"endTime":376.754,"body":"or their operational effectiveness,"},{"startTime":373.402,"endTime":376.754,"body":"and all of our values"},{"startTime":376.754,"endTime":379.768,"body":"kind of fit into those three buckets,"},{"startTime":376.754,"endTime":379.768,"body":"and they have a distinct outcome"},{"startTime":379.972,"endTime":382.986,"body":"that we're shooting for."},{"startTime":383.731,"endTime":384.374,"body":"Interesting."},{"startTime":384.374,"endTime":387.794,"body":"So bucketing,"},{"startTime":384.374,"endTime":387.794,"body":"bucketing them into three main categories."},{"startTime":387.828,"endTime":391.317,"body":"Let's, so, we'll go back to front here."},{"startTime":391.317,"endTime":393.552,"body":"So operation effectiveness."},{"startTime":393.552,"endTime":394.872,"body":"What does that mean."},{"startTime":394.872,"endTime":395.109,"body":"Yeah."},{"startTime":395.109,"endTime":396.532,"body":"So for us operational effectiveness"},{"startTime":396.532,"endTime":399.343,"body":"is literally like"},{"startTime":396.532,"endTime":399.343,"body":"how good are you at doing the work. Right."},{"startTime":399.343,"endTime":404.524,"body":"Are you able to show up and execute"},{"startTime":399.343,"endTime":404.524,"body":"the function of your role at a high level."},{"startTime":404.524,"endTime":407.504,"body":"Because we only want to have eight"},{"startTime":404.524,"endTime":407.504,"body":"players."},{"startTime":407.606,"endTime":410.721,"body":"Tony, you made a point about like,"},{"startTime":407.606,"endTime":410.721,"body":"you know, differentiation kind of kind of"},{"startTime":411.026,"endTime":414.04,"body":"when you're growing like it matters."},{"startTime":414.481,"endTime":417.732,"body":"I think that a players want to work"},{"startTime":414.481,"endTime":417.732,"body":"with other eight players."},{"startTime":418.07,"endTime":420.204,"body":"There's a lot of evidence to support that."},{"startTime":420.204,"endTime":424.234,"body":"And one of the ways to lose those eight"},{"startTime":420.204,"endTime":424.234,"body":"players is to not have your team show"},{"startTime":424.234,"endTime":425.419,"body":"up, in a way."},{"startTime":425.419,"endTime":427.383,"body":"That they can count on each other for,"},{"startTime":427.383,"endTime":430.093,"body":"and so we have specific values"},{"startTime":427.383,"endTime":430.093,"body":"that we use for that."},{"startTime":430.093,"endTime":431.921,"body":"But like how you might think of this"},{"startTime":430.093,"endTime":431.921,"body":"in your firm"},{"startTime":431.921,"endTime":433.615,"body":"as you might want to think about, like,"},{"startTime":433.615,"endTime":438.593,"body":"do I want people to be proactive"},{"startTime":433.615,"endTime":438.593,"body":"in how they, go out into their work?"},{"startTime":438.593,"endTime":442.013,"body":"Do I want them to be disciplined"},{"startTime":438.593,"endTime":442.013,"body":"in how they do that work?"},{"startTime":442.047,"endTime":443.266,"body":"Do I want them to be,"},{"startTime":444.486,"endTime":447.669,"body":"caring and how they, like,"},{"startTime":444.486,"endTime":447.669,"body":"think about how their work impacts others?"},{"startTime":447.669,"endTime":449.87,"body":"Like, what do you want the behavior to be?"},{"startTime":449.87,"endTime":453.087,"body":"In terms"},{"startTime":449.87,"endTime":453.087,"body":"of how they show up to execute their role?"},{"startTime":453.189,"endTime":453.426,"body":"Right."},{"startTime":453.426,"endTime":456.135,"body":"You could probably say"},{"startTime":453.426,"endTime":456.135,"body":"what you don't want really easily."},{"startTime":456.135,"endTime":458.167,"body":"Like, I don't want them to be lazy."},{"startTime":458.167,"endTime":460.233,"body":"I don't want them to be task focused."},{"startTime":460.233,"endTime":462.468,"body":"Okay, cool."},{"startTime":460.233,"endTime":462.468,"body":"So let's flip those to the positive."},{"startTime":462.468,"endTime":464.06,"body":"That's the behavior you're looking for."},{"startTime":464.06,"endTime":467.074,"body":"I want them to be, outcomes focused."},{"startTime":467.345,"endTime":469.682,"body":"And I want them to be,"},{"startTime":467.345,"endTime":469.682,"body":"you know, proactive."},{"startTime":469.682,"endTime":470.494,"body":"Right. Cool. Great."},{"startTime":470.494,"endTime":473.474,"body":"Now you've got a couple of values"},{"startTime":470.494,"endTime":473.474,"body":"that you can work from."},{"startTime":474.355,"endTime":474.66,"body":"Yeah."},{"startTime":474.66,"endTime":479.367,"body":"What what I'd say here, kind of going"},{"startTime":474.66,"endTime":479.367,"body":"backwards a little bit on on the buckets."},{"startTime":479.604,"endTime":482.381,"body":"You know, this is,"},{"startTime":482.381,"endTime":485.802,"body":"this is like a twist and specificity"},{"startTime":482.381,"endTime":485.802,"body":"on John Maxwell."},{"startTime":485.802,"endTime":487.8,"body":"Slob lid. And,"},{"startTime":489.256,"endTime":492.236,"body":"specificity is in three areas. So,"},{"startTime":493.828,"endTime":496.097,"body":"you know, operational effectiveness,"},{"startTime":493.828,"endTime":496.097,"body":"like we've just been talking about,"},{"startTime":496.097,"endTime":497.654,"body":"belief is like,"},{"startTime":496.097,"endTime":497.654,"body":"what do you believe can be done?"},{"startTime":497.654,"endTime":500.093,"body":"Leadership"},{"startTime":497.654,"endTime":500.093,"body":"is how you influence the whole team."},{"startTime":500.093,"endTime":503.107,"body":"He told Team members accountable"},{"startTime":500.093,"endTime":503.107,"body":"to accomplish a goal together."},{"startTime":504.157,"endTime":506.426,"body":"If you if you have deficiencies"},{"startTime":506.426,"endTime":509.44,"body":"in any of those three, that's going to be"},{"startTime":506.426,"endTime":509.44,"body":"how big your work can grow."},{"startTime":510.354,"endTime":512.962,"body":"So, for example,"},{"startTime":512.962,"endTime":515.332,"body":"I think I, I think I've used this,"},{"startTime":512.962,"endTime":515.332,"body":"last couple podcasts."},{"startTime":515.332,"endTime":518.346,"body":"I don't know if these are all going"},{"startTime":515.332,"endTime":518.346,"body":"to come out in the same order, but"},{"startTime":518.414,"endTime":521.428,"body":"we're at Rocket Clicks"},{"startTime":518.414,"endTime":521.428,"body":"growing a lot right now,"},{"startTime":521.665,"endTime":524.679,"body":"and like, we're,"},{"startTime":525.119,"endTime":526.745,"body":"historically, we haven't had as many leads"},{"startTime":526.745,"endTime":529.725,"body":"in the pipeline,"},{"startTime":529.962,"endTime":531.859,"body":"to necessitate"},{"startTime":531.859,"endTime":534.873,"body":"leveraging a CRM"},{"startTime":531.859,"endTime":534.873,"body":"in a very disciplined way."},{"startTime":535.042,"endTime":536.939,"body":"But we're at that point now where"},{"startTime":538.022,"endTime":541.002,"body":"there's consistently 8 to 12,"},{"startTime":541.104,"endTime":544.254,"body":"sometimes 13,"},{"startTime":541.104,"endTime":544.254,"body":"that's going to continue to grow."},{"startTime":544.694,"endTime":548.182,"body":"And Tyler, who's in charge of sales, it's"},{"startTime":544.694,"endTime":548.182,"body":"really easy to keep like 3"},{"startTime":548.182,"endTime":551.602,"body":"or 4 names, you know, in your head"},{"startTime":548.182,"endTime":551.602,"body":"and keep it organized."},{"startTime":551.772,"endTime":554.752,"body":"But like now we're at 812"},{"startTime":551.772,"endTime":554.752,"body":"and it's like, okay,"},{"startTime":555.158,"endTime":559.832,"body":"and I'm going to this, I'm now"},{"startTime":555.158,"endTime":559.832,"body":"going to be the lid on this organization"},{"startTime":560.306,"endTime":563.015,"body":"unless I really start to use the the CRM."},{"startTime":563.015,"endTime":564.844,"body":"And that's obviously what you've,"},{"startTime":564.844,"endTime":567.248,"body":"what you've done and leaned into"},{"startTime":564.844,"endTime":567.248,"body":"and like that's why"},{"startTime":567.248,"endTime":570.296,"body":"we'll continue to grow because"},{"startTime":567.248,"endTime":570.296,"body":"we're not ignoring the simple things."},{"startTime":570.33,"endTime":572.023,"body":"So like you'll see this in law firms."},{"startTime":572.023,"endTime":575.004,"body":"I know we have a law firm"},{"startTime":572.023,"endTime":575.004,"body":"client currently."},{"startTime":575.173,"endTime":576.866,"body":"It's a husband and wife firm,"},{"startTime":575.173,"endTime":576.866,"body":"and their son"},{"startTime":576.866,"endTime":579.88,"body":"is the,"},{"startTime":580.016,"endTime":580.388,"body":"front"},{"startTime":580.388,"endTime":583.775,"body":"office receptionist,"},{"startTime":580.388,"endTime":583.775,"body":"I think paralegal for paralegal."},{"startTime":585.603,"endTime":586.145,"body":"And they use"},{"startTime":586.145,"endTime":589.125,"body":"two different practice management systems"},{"startTime":586.145,"endTime":589.125,"body":"to run their firm."},{"startTime":589.363,"endTime":593.291,"body":"So the husband, I think, uses Clio and the"},{"startTime":589.363,"endTime":593.291,"body":"the wife uses, like, practice Panther"},{"startTime":593.731,"endTime":596.44,"body":"and their systems aren't even connected."},{"startTime":596.44,"endTime":599.048,"body":"It's just a mess."},{"startTime":599.048,"endTime":600.843,"body":"And that business won't grow"},{"startTime":600.843,"endTime":604.23,"body":"because the reality is,"},{"startTime":600.843,"endTime":604.23,"body":"is like operationally,"},{"startTime":604.568,"endTime":607.548,"body":"you can't add more people to that system"},{"startTime":604.568,"endTime":607.548,"body":"because you have now you're"},{"startTime":607.548,"endTime":610.359,"body":"literally building"},{"startTime":607.548,"endTime":610.359,"body":"two businesses within a business"},{"startTime":610.359,"endTime":612.019,"body":"and it's not going to grow,"},{"startTime":610.359,"endTime":612.019,"body":"it's not going to scale, and"},{"startTime":612.019,"endTime":615.033,"body":"you have to be able to have an intake team"},{"startTime":612.019,"endTime":615.033,"body":"and you're not able to have a shared,"},{"startTime":615.812,"endTime":617.573,"body":"shared process for scheduling consults."},{"startTime":617.573,"endTime":622.009,"body":"And like all of the things"},{"startTime":617.573,"endTime":622.009,"body":"basically are broken from just one point."},{"startTime":622.619,"endTime":625.633,"body":"We can't we can't define"},{"startTime":622.619,"endTime":625.633,"body":"how we're going to do things here."},{"startTime":626.31,"endTime":627.258,"body":"So this is really important."},{"startTime":628.613,"endTime":629.527,"body":"Yeah, 100%."},{"startTime":629.527,"endTime":634.37,"body":"And you have to be able to acknowledge"},{"startTime":629.527,"endTime":634.37,"body":"where those leads are"},{"startTime":634.37,"endTime":637.79,"body":"or where they could be"},{"startTime":634.37,"endTime":637.79,"body":"and do something about it. I,"},{"startTime":639.01,"endTime":640.466,"body":"you were talking about the CRM thing."},{"startTime":640.466,"endTime":643.277,"body":"I, during our all team huddle today,"},{"startTime":643.277,"endTime":647.679,"body":"I wanted to increase my accountability"},{"startTime":643.277,"endTime":647.679,"body":"to leveraging our CRM."},{"startTime":647.679,"endTime":649.372,"body":"So I told the entire team, okay,"},{"startTime":649.372,"endTime":652.386,"body":"I'm going to show you this every day"},{"startTime":649.372,"endTime":652.386,"body":"to prove that I can update it."},{"startTime":652.962,"endTime":654.486,"body":"Because I don't want to be the lid. Right?"},{"startTime":654.486,"endTime":659.566,"body":"I refuse to be the bottleneck"},{"startTime":654.486,"endTime":659.566,"body":"for the future growth of our firm."},{"startTime":659.938,"endTime":663.664,"body":"But it took leveraging our values"},{"startTime":659.938,"endTime":663.664,"body":"and being able to,"},{"startTime":664.307,"endTime":666.0,"body":"to say, listen,"},{"startTime":664.307,"endTime":666.0,"body":"this is where we want to go."},{"startTime":666.0,"endTime":668.303,"body":"This is the expectation"},{"startTime":666.0,"endTime":668.303,"body":"for how we're going to act."},{"startTime":668.303,"endTime":669.489,"body":"And you know what?"},{"startTime":669.489,"endTime":672.841,"body":"I got to step up to the plate and pioneer"},{"startTime":669.489,"endTime":672.841,"body":"that for the rest of us as well."},{"startTime":672.841,"endTime":674.602,"body":"So that was a fun moment."},{"startTime":674.602,"endTime":678.158,"body":"I think it's really important that we"},{"startTime":674.602,"endTime":678.158,"body":"continue to leverage those opportunities."},{"startTime":678.903,"endTime":681.883,"body":"Yeah, I think that's"},{"startTime":678.903,"endTime":681.883,"body":"I think everybody goes goes through that."},{"startTime":682.188,"endTime":684.356,"body":"Like,"},{"startTime":682.188,"endTime":684.356,"body":"I know for me, I moved I moved too fast."},{"startTime":684.356,"endTime":686.083,"body":"I want to go really quick."},{"startTime":686.083,"endTime":688.555,"body":"The reality is like the"},{"startTime":688.555,"endTime":691.4,"body":"the right decision at the wrong"},{"startTime":688.555,"endTime":691.4,"body":"time is a bad decision."},{"startTime":691.4,"endTime":694.278,"body":"So it took me like 15 years to learn that,"},{"startTime":694.278,"endTime":697.292,"body":"which is frustrating and was probably"},{"startTime":694.278,"endTime":697.292,"body":"super frustrating for everybody else."},{"startTime":697.495,"endTime":701.661,"body":"But the reality is like"},{"startTime":697.495,"endTime":701.661,"body":"until you lean into to your own realities,"},{"startTime":702.101,"endTime":707.147,"body":"whether it's I got to learn how to use CRM"},{"startTime":702.101,"endTime":707.147,"body":"or my timing is I got"},{"startTime":707.147,"endTime":710.771,"body":"I got a lot of good ideas, but my timing"},{"startTime":707.147,"endTime":710.771,"body":"and implementation is really poor."},{"startTime":711.211,"endTime":714.53,"body":"Or, you know,"},{"startTime":711.211,"endTime":714.53,"body":"I have self-limiting beliefs on myself"},{"startTime":715.004,"endTime":717.95,"body":"about what's potentially possible"},{"startTime":715.004,"endTime":717.95,"body":"that I can accomplish"},{"startTime":717.95,"endTime":721.269,"body":"or what my team is potentially able"},{"startTime":717.95,"endTime":721.269,"body":"to to accomplish either or."},{"startTime":722.861,"endTime":723.47,"body":"That's that's"},{"startTime":723.47,"endTime":726.484,"body":"where your growth is going to stuff."},{"startTime":727.297,"endTime":728.415,"body":"100%."},{"startTime":728.415,"endTime":732.106,"body":"Can continuing down"},{"startTime":728.415,"endTime":732.106,"body":"that kind of belief ideology"},{"startTime":732.106,"endTime":735.12,"body":"in the next bucket? JP"},{"startTime":735.594,"endTime":736.373,"body":"why is that important?"},{"startTime":736.373,"endTime":739.387,"body":"Give us give us some background"},{"startTime":736.373,"endTime":739.387,"body":"on the belief section."},{"startTime":740.132,"endTime":740.403,"body":"Yeah."},{"startTime":740.403,"endTime":743.925,"body":"So if operational effectiveness"},{"startTime":740.403,"endTime":743.925,"body":"is how you focus and approach your work,"},{"startTime":744.23,"endTime":746.296,"body":"belief is how you approach yourself."},{"startTime":746.296,"endTime":749.953,"body":"So Tony made a comment"},{"startTime":746.296,"endTime":749.953,"body":"about self-limiting, beliefs."},{"startTime":751.037,"endTime":754.39,"body":"There are so many things that happen"},{"startTime":754.694,"endTime":757.708,"body":"inside your business that just happen"},{"startTime":754.694,"endTime":757.708,"body":"between your team members."},{"startTime":757.708,"endTime":762.145,"body":"Yours that like that becomes"},{"startTime":757.708,"endTime":762.145,"body":"the thing that holds you back is,"},{"startTime":762.924,"endTime":765.43,"body":"I was having a conversation"},{"startTime":762.924,"endTime":765.43,"body":"with a guy in the last week."},{"startTime":765.43,"endTime":766.649,"body":"Right."},{"startTime":766.649,"endTime":769.324,"body":"And he's really good at hiring, right?"},{"startTime":769.324,"endTime":770.984,"body":"He's he's got a he's"},{"startTime":769.324,"endTime":770.984,"body":"just got a nose for talent."},{"startTime":770.984,"endTime":772.846,"body":"He's really great at it."},{"startTime":772.846,"endTime":776.233,"body":"And he's he was kind of going on this,"},{"startTime":772.846,"endTime":776.233,"body":"this tangent about, like,"},{"startTime":776.301,"endTime":777.858,"body":"you know,"},{"startTime":776.301,"endTime":777.858,"body":"it's all about gut and intuition."},{"startTime":777.858,"endTime":780.568,"body":"I don't believe in all these tools"},{"startTime":777.858,"endTime":780.568,"body":"and all these processes and things."},{"startTime":780.568,"endTime":783.074,"body":"And I was like, dude,"},{"startTime":780.568,"endTime":783.074,"body":"I love that you've got that skill, man."},{"startTime":783.074,"endTime":783.819,"body":"That's so rare."},{"startTime":783.819,"endTime":786.562,"body":"Like, how are you going to duplicate that"},{"startTime":783.819,"endTime":786.562,"body":"into your team?"},{"startTime":786.562,"endTime":787.849,"body":"And he went,"},{"startTime":787.849,"endTime":790.795,"body":"I don't think it can be taught like,"},{"startTime":787.849,"endTime":790.795,"body":"I don't I don't think anybody can learn"},{"startTime":790.795,"endTime":791.168,"body":"that stuff."},{"startTime":791.168,"endTime":796.451,"body":"It's like he just said he now has to hire"},{"startTime":791.168,"endTime":796.451,"body":"every person for the rest of eternity."},{"startTime":796.586,"endTime":799.194,"body":"He just limited the growth of his business"},{"startTime":799.194,"endTime":802.208,"body":"because he said,"},{"startTime":799.194,"endTime":802.208,"body":"I don't think it can be done."},{"startTime":802.309,"endTime":803.427,"body":"I don't believe and I'm like,"},{"startTime":804.443,"endTime":805.561,"body":"you're telling me no company"},{"startTime":805.561,"endTime":809.353,"body":"has figured out how to teach, how to hire"},{"startTime":805.561,"endTime":809.353,"body":"like you like guts?"},{"startTime":809.353,"endTime":810.166,"body":"Not a real thing, man."},{"startTime":810.166,"endTime":810.471,"body":"Like it's"},{"startTime":810.471,"endTime":813.959,"body":"just a bunch of little processes"},{"startTime":810.471,"endTime":813.959,"body":"that you do like instantly in your brain."},{"startTime":814.332,"endTime":816.431,"body":"Like we can teach somebody"},{"startTime":814.332,"endTime":816.431,"body":"that if we slow it down enough."},{"startTime":816.431,"endTime":820.428,"body":"If you believe, like, I really want"},{"startTime":816.431,"endTime":820.428,"body":"to make this happen, you can do it."},{"startTime":820.428,"endTime":822.426,"body":"But like, if you don't believe it, no,"},{"startTime":822.426,"endTime":824.254,"body":"no amount is going"},{"startTime":822.426,"endTime":824.254,"body":"to isn't going to make it work."},{"startTime":824.254,"endTime":828.081,"body":"So so much of that is just like,"},{"startTime":824.254,"endTime":828.081,"body":"do your employees see opportunity?"},{"startTime":828.318,"endTime":830.249,"body":"Do your team members see potential"},{"startTime":830.249,"endTime":832.314,"body":"or do they just see the roadblocks"},{"startTime":830.249,"endTime":832.314,"body":"and the problems?"},{"startTime":832.314,"endTime":833.804,"body":"And I can't and I won't."},{"startTime":833.804,"endTime":835.498,"body":"And, you know,"},{"startTime":833.804,"endTime":835.498,"body":"we just never will be able to"},{"startTime":835.498,"endTime":838.512,"body":"we'll just always be this way,"},{"startTime":835.498,"endTime":838.512,"body":"I guess, like so much of that"},{"startTime":838.512,"endTime":841.627,"body":"is just in the culture"},{"startTime":838.512,"endTime":841.627,"body":"and in the language we use."},{"startTime":842.034,"endTime":842.677,"body":"And you got it."},{"startTime":842.677,"endTime":845.082,"body":"You got to root that out"},{"startTime":842.677,"endTime":845.082,"body":"and get it in a good spot."},{"startTime":846.606,"endTime":849.586,"body":"So, you know, I think you're,"},{"startTime":849.789,"endTime":852.972,"body":"you know, you set around the script"},{"startTime":849.789,"endTime":852.972,"body":"just to, like, put a point on it."},{"startTime":854.361,"endTime":857.172,"body":"The reality is,"},{"startTime":854.361,"endTime":857.172,"body":"like anybody in the marketplace"},{"startTime":857.172,"endTime":860.457,"body":"that's leading, like, they're they're not"},{"startTime":857.172,"endTime":860.457,"body":"they're not there"},{"startTime":860.457,"endTime":863.471,"body":"because they have globally,"},{"startTime":860.457,"endTime":863.471,"body":"they what they actually said at"},{"startTime":863.471,"endTime":866.451,"body":"the beginning when they weren't"},{"startTime":863.471,"endTime":866.451,"body":"the market leader, was, why not me?"},{"startTime":866.925,"endTime":869.262,"body":"Why not me? I can do that. Why not me?"},{"startTime":869.262,"endTime":872.242,"body":"I can do that."},{"startTime":869.262,"endTime":872.242,"body":"Why not us? Why not our team?"},{"startTime":872.445,"endTime":874.443,"body":"We can do that."},{"startTime":872.445,"endTime":874.443,"body":"What do we need to learn? Why not?"},{"startTime":874.443,"endTime":875.764,"body":"Why not me?"},{"startTime":875.764,"endTime":876.069,"body":"It's."},{"startTime":876.069,"endTime":879.049,"body":"And it's there isn't really. It?"},{"startTime":879.421,"endTime":881.352,"body":"There's a"},{"startTime":879.421,"endTime":881.352,"body":"there's a lid on your organization."},{"startTime":881.352,"endTime":884.027,"body":"If you don't believe it can grow."},{"startTime":884.027,"endTime":888.193,"body":"Some beliefs, values"},{"startTime":884.027,"endTime":888.193,"body":"kind of help you orient around"},{"startTime":888.193,"endTime":892.494,"body":"like removing that limiting beliefs"},{"startTime":888.193,"endTime":892.494,"body":"language or removing that type of language"},{"startTime":892.494,"endTime":893.882,"body":"or thought processes out of your or."},{"startTime":896.354,"endTime":898.657,"body":"It, it's funny to"},{"startTime":898.657,"endTime":902.247,"body":"see how different people"},{"startTime":898.657,"endTime":902.247,"body":"wear their out on their beliefs live."},{"startTime":902.518,"endTime":902.789,"body":"Right?"},{"startTime":902.789,"endTime":906.548,"body":"I think, JP, we talk about this sometimes"},{"startTime":902.789,"endTime":906.548,"body":"when we're coaching our team members"},{"startTime":906.548,"endTime":909.528,"body":"and we're working on, a development plan."},{"startTime":909.731,"endTime":913.118,"body":"The belief is kind of like"},{"startTime":909.731,"endTime":913.118,"body":"all over the place, like people really"},{"startTime":913.355,"endTime":916.064,"body":"all really believe that they can do"},{"startTime":913.355,"endTime":916.064,"body":"something that they have, like"},{"startTime":916.064,"endTime":917.08,"body":"no business doing"},{"startTime":917.08,"endTime":917.622,"body":"or they're"},{"startTime":917.622,"endTime":920.636,"body":"they're doing an amazing job, but"},{"startTime":917.622,"endTime":920.636,"body":"they think they're doing a terrible job."},{"startTime":921.008,"endTime":923.989,"body":"And it's funny"},{"startTime":921.008,"endTime":923.989,"body":"to watch that kind of confidence"},{"startTime":924.259,"endTime":926.799,"body":"level go up and down."},{"startTime":926.799,"endTime":927.104,"body":"Yeah."},{"startTime":927.104,"endTime":931.066,"body":"And you as the you as the leader,"},{"startTime":927.104,"endTime":931.066,"body":"you get to to speak a voice into that."},{"startTime":931.066,"endTime":935.943,"body":"You get to be a normalizing factor"},{"startTime":931.066,"endTime":935.943,"body":"in your team to give them a healthy amount"},{"startTime":936.214,"endTime":939.871,"body":"of confidence and perspective"},{"startTime":936.214,"endTime":939.871,"body":"and that that hunger and desire"},{"startTime":939.871,"endTime":941.023,"body":"that Tony was talking about."},{"startTime":941.023,"endTime":942.344,"body":"It's like, hey, why not us?"},{"startTime":942.344,"endTime":944.477,"body":"Like, we absolutely can do it."},{"startTime":944.477,"endTime":947.017,"body":"Also, we're not great today."},{"startTime":947.017,"endTime":949.354,"body":"So like, let's stay humble"},{"startTime":947.017,"endTime":949.354,"body":"and let's stay hungry."},{"startTime":949.354,"endTime":951.216,"body":"Like, you get it,"},{"startTime":949.354,"endTime":951.216,"body":"you can balance those things"},{"startTime":951.216,"endTime":954.603,"body":"and so you can become"},{"startTime":951.216,"endTime":954.603,"body":"like the standard for your team."},{"startTime":954.908,"endTime":957.38,"body":"So there's people who are really high"},{"startTime":954.908,"endTime":957.38,"body":"like you get them back in line."},{"startTime":957.38,"endTime":959.006,"body":"The people who are too low,"},{"startTime":957.38,"endTime":959.006,"body":"you pick them up."},{"startTime":959.006,"endTime":961.275,"body":"And so like your influence is enormous."},{"startTime":962.561,"endTime":964.661,"body":"Big time has to come from the top."},{"startTime":964.661,"endTime":967.98,"body":"And I know that's kind of like"},{"startTime":964.661,"endTime":967.98,"body":"our third bucket here is a leadership,"},{"startTime":969.267,"endTime":970.452,"body":"bucket."},{"startTime":970.452,"endTime":973.331,"body":"Talk some more about that"},{"startTime":970.452,"endTime":973.331,"body":"and why it's so important."},{"startTime":973.331,"endTime":973.568,"body":"Yeah."},{"startTime":973.568,"endTime":976.243,"body":"So if operational effectiveness"},{"startTime":973.568,"endTime":976.243,"body":"is approaching your work and belief"},{"startTime":976.243,"endTime":979.122,"body":"is approaching yourself,"},{"startTime":976.243,"endTime":979.122,"body":"leadership is approaching others."},{"startTime":979.122,"endTime":980.713,"body":"And so again, going back to like"},{"startTime":980.713,"endTime":982.678,"body":"what's the behaviors"},{"startTime":980.713,"endTime":982.678,"body":"you want to see from your team?"},{"startTime":982.678,"endTime":986.437,"body":"Like how do you want them to engage"},{"startTime":982.678,"endTime":986.437,"body":"with each other."},{"startTime":986.538,"endTime":989.18,"body":"Do you want them to be direct?"},{"startTime":989.18,"endTime":991.923,"body":"Do you want them to be kind?"},{"startTime":991.923,"endTime":994.327,"body":"Do you want them to, try to wear"},{"startTime":994.327,"endTime":997.308,"body":"other people's shoes and have empathy?"},{"startTime":997.545,"endTime":1000.525,"body":"Do you want, like,"},{"startTime":997.545,"endTime":1000.525,"body":"what do you want from your team?"},{"startTime":1000.525,"endTime":1004.318,"body":"Do you want them to communicate"},{"startTime":1000.525,"endTime":1004.318,"body":"transparently, like put those things"},{"startTime":1004.318,"endTime":1008.551,"body":"down in your values so that you can tell"},{"startTime":1004.318,"endTime":1008.551,"body":"when someone's not showing up?"},{"startTime":1008.551,"endTime":1010.38,"body":"That way you can point to it be like, hey,"},{"startTime":1010.38,"endTime":1012.242,"body":"hey, we're we're not living on our values"},{"startTime":1010.38,"endTime":1012.242,"body":"here."},{"startTime":1012.242,"endTime":1014.342,"body":"This is an opportunity for you."},{"startTime":1014.342,"endTime":1017.762,"body":"And then it becomes like,"},{"startTime":1014.342,"endTime":1017.762,"body":"you're not the bad guy giving feedback"},{"startTime":1017.762,"endTime":1019.32,"body":"and being like,"},{"startTime":1017.762,"endTime":1019.32,"body":"I don't like the way you did that."},{"startTime":1019.32,"endTime":1021.962,"body":"It's like, no, no, you agreed to this"},{"startTime":1019.32,"endTime":1021.962,"body":"when you signed up here."},{"startTime":1021.962,"endTime":1025.551,"body":"We were very clear about our values"},{"startTime":1021.962,"endTime":1025.551,"body":"and what we were putting in place."},{"startTime":1025.551,"endTime":1026.974,"body":"And now, like,"},{"startTime":1025.551,"endTime":1026.974,"body":"we're just holding you accountable"},{"startTime":1026.974,"endTime":1029.954,"body":"to the promise you made to"},{"startTime":1026.974,"endTime":1029.954,"body":"how you're going to show up for your team."},{"startTime":1030.801,"endTime":1032.358,"body":"And, you know, again,"},{"startTime":1030.801,"endTime":1032.358,"body":"we think about, like, things"},{"startTime":1032.358,"endTime":1035.034,"body":"that are going to stop the firm"},{"startTime":1032.358,"endTime":1035.034,"body":"from growing, right?"},{"startTime":1035.034,"endTime":1036.456,"body":"This is another one where it's like,"},{"startTime":1036.456,"endTime":1040.385,"body":"if your team can't figure out how to work"},{"startTime":1036.456,"endTime":1040.385,"body":"together, work with others."},{"startTime":1040.622,"endTime":1044.618,"body":"You just got a bunch of like solo,"},{"startTime":1040.622,"endTime":1044.618,"body":"you know, lone wolf folks."},{"startTime":1044.618,"endTime":1047.767,"body":"Like,"},{"startTime":1044.618,"endTime":1047.767,"body":"that's really hard to scale like that."},{"startTime":1047.767,"endTime":1049.291,"body":"Just that does not go a long way."},{"startTime":1049.291,"endTime":1052.949,"body":"And so it's the,"},{"startTime":1049.291,"endTime":1052.949,"body":"go fast alone, go far together mantra."},{"startTime":1054.439,"endTime":1054.71,"body":"Yeah."},{"startTime":1054.71,"endTime":1056.742,"body":"It's cool to see these play out too."},{"startTime":1056.742,"endTime":1060.331,"body":"So one of my one of my favorite podcasts"},{"startTime":1056.742,"endTime":1060.331,"body":"is the Pbd podcast."},{"startTime":1060.907,"endTime":1063.921,"body":"And he runs a consulting company"},{"startTime":1060.907,"endTime":1063.921,"body":"and an insurance company."},{"startTime":1063.921,"endTime":1066.901,"body":"He's a very successful entrepreneur."},{"startTime":1067.951,"endTime":1070.39,"body":"And one of their values is debate."},{"startTime":1070.39,"endTime":1071.135,"body":"And on their."},{"startTime":1071.135,"endTime":1074.149,"body":"So they have a four person panel podcast"},{"startTime":1071.135,"endTime":1074.149,"body":"that they run."},{"startTime":1074.182,"endTime":1077.095,"body":"And there's been a couple times"},{"startTime":1074.182,"endTime":1077.095,"body":"over the last year"},{"startTime":1077.095,"endTime":1081.193,"body":"where they get into like a real,"},{"startTime":1077.095,"endTime":1081.193,"body":"a real debate where it's like,"},{"startTime":1082.818,"endTime":1084.986,"body":"Patrick will be challenging,"},{"startTime":1084.986,"endTime":1088.914,"body":"Adam on like, how he's thinking"},{"startTime":1084.986,"endTime":1088.914,"body":"about making decisions in his life."},{"startTime":1088.914,"endTime":1092.03,"body":"And it's like,"},{"startTime":1088.914,"endTime":1092.03,"body":"it's like it's very intimate."},{"startTime":1092.402,"endTime":1094.129,"body":"And they're doing this"},{"startTime":1092.402,"endTime":1094.129,"body":"live on their podcast,"},{"startTime":1094.129,"endTime":1096.906,"body":"but it's literally one of their values,"},{"startTime":1094.129,"endTime":1096.906,"body":"and that's why they do it. And like,"},{"startTime":1098.125,"endTime":1101.173,"body":"Patrick is like an unbelievable CFO,"},{"startTime":1098.125,"endTime":1101.173,"body":"an accomplish a ton."},{"startTime":1101.512,"endTime":1105.576,"body":"Adam works for Patrick,"},{"startTime":1101.512,"endTime":1105.576,"body":"but Adam debates with him authentically"},{"startTime":1105.576,"endTime":1108.895,"body":"and doesn't back down and doesn't like"},{"startTime":1105.576,"endTime":1108.895,"body":"just kowtow because that's"},{"startTime":1109.978,"endTime":1112.722,"body":"what you're supposed to do."},{"startTime":1112.722,"endTime":1113.5,"body":"Quote unquote."},{"startTime":1113.5,"endTime":1116.853,"body":"You know, for us, you know, we have to"},{"startTime":1117.937,"endTime":1119.258,"body":"the way we think about,"},{"startTime":1119.258,"endTime":1122.272,"body":"you know, the leadership values,"},{"startTime":1119.258,"endTime":1122.272,"body":"we think about this with all three."},{"startTime":1122.305,"endTime":1126.031,"body":"So how do we like, create"},{"startTime":1122.305,"endTime":1126.031,"body":"some opposing dichotomies in these."},{"startTime":1126.302,"endTime":1130.23,"body":"So, you know, ours for leadership"},{"startTime":1126.302,"endTime":1130.23,"body":"are candid and empathetic."},{"startTime":1130.569,"endTime":1132.16,"body":"You don't get to be one or the other."},{"startTime":1132.16,"endTime":1135.174,"body":"You get to be both or you're not doing it."},{"startTime":1135.411,"endTime":1138.053,"body":"So like if you can't be direct"},{"startTime":1138.053,"endTime":1140.728,"body":"and give honest, direct feedback"},{"startTime":1140.728,"endTime":1143.404,"body":"without being a jerk,"},{"startTime":1140.728,"endTime":1143.404,"body":"like you're missing the mark"},{"startTime":1143.404,"endTime":1147.163,"body":"because basically I need to tell you"},{"startTime":1143.404,"endTime":1147.163,"body":"that you got broccoli in your teeth."},{"startTime":1148.484,"endTime":1148.755,"body":"You're going to"},{"startTime":1148.755,"endTime":1151.769,"body":"hear it and not just shut down for."},{"startTime":1151.904,"endTime":1153.665,"body":"So I think these are these are important."},{"startTime":1153.665,"endTime":1158.237,"body":"And they can be like good refinement"},{"startTime":1153.665,"endTime":1158.237,"body":"opportunities for behaviors."},{"startTime":1158.237,"endTime":1159.693,"body":"And Mark"},{"startTime":1159.693,"endTime":1162.572,"body":"kind of yeah, I would say when you come"},{"startTime":1159.693,"endTime":1162.572,"body":"to putting your value, you know, Tony"},{"startTime":1162.572,"endTime":1165.958,"body":"put that point about like the dichotomies,"},{"startTime":1162.572,"endTime":1165.958,"body":"don't be afraid to put some"},{"startTime":1166.534,"endTime":1171.919,"body":"diametrically opposed things in there and"},{"startTime":1166.534,"endTime":1171.919,"body":"create some healthy tension in your team."},{"startTime":1171.919,"endTime":1174.628,"body":"I heard I heard earlier talking about this"},{"startTime":1171.919,"endTime":1174.628,"body":"the other day, talking about like,"},{"startTime":1174.628,"endTime":1179.267,"body":"you know, we want justice, we want mercy,"},{"startTime":1174.628,"endTime":1179.267,"body":"we don't want one or the other."},{"startTime":1179.267,"endTime":1180.419,"body":"We actually want both."},{"startTime":1180.419,"endTime":1183.704,"body":"It's just how much in any one"},{"startTime":1180.419,"endTime":1183.704,"body":"scenario of each one we want."},{"startTime":1184.009,"endTime":1186.752,"body":"And so like if you put both justice"},{"startTime":1184.009,"endTime":1186.752,"body":"and mercy in your values,"},{"startTime":1186.752,"endTime":1189.461,"body":"you're going to challenge your team"},{"startTime":1186.752,"endTime":1189.461,"body":"to constantly walk that line."},{"startTime":1189.461,"endTime":1193.051,"body":"If you put, you know,"},{"startTime":1189.461,"endTime":1193.051,"body":"if you put, be direct, but be kind,"},{"startTime":1193.322,"endTime":1196.437,"body":"like you're going to challenge your team"},{"startTime":1193.322,"endTime":1196.437,"body":"and it's going to be healthy."},{"startTime":1196.437,"endTime":1199.045,"body":"So don't be afraid to be like, oh no,"},{"startTime":1196.437,"endTime":1199.045,"body":"these values don't agree with each other."},{"startTime":1199.045,"endTime":1200.196,"body":"It's like, do they not agree?"},{"startTime":1200.196,"endTime":1204.362,"body":"Or are they just on a spectrum of"},{"startTime":1200.196,"endTime":1204.362,"body":"of how you want people to behave?"},{"startTime":1205.208,"endTime":1207.003,"body":"So that's a, that's a good call out."},{"startTime":1207.003,"endTime":1207.24,"body":"Yeah."},{"startTime":1207.24,"endTime":1210.864,"body":"It's I mean it's they're kind of similar"},{"startTime":1207.24,"endTime":1210.864,"body":"to like healthy marriages are"},{"startTime":1213.065,"endTime":1214.454,"body":"both spouses"},{"startTime":1214.454,"endTime":1219.093,"body":"doing it, doing 100%, not one spouse"},{"startTime":1214.454,"endTime":1219.093,"body":"doing 50 and one spouse saying 50."},{"startTime":1219.093,"endTime":1221.836,"body":"All they're doing 100%"},{"startTime":1219.093,"endTime":1221.836,"body":"because at some point"},{"startTime":1221.836,"endTime":1224.038,"body":"one of them will be able to do 100%."},{"startTime":1224.038,"endTime":1225.46,"body":"And you're going to have to pick"},{"startTime":1224.038,"endTime":1225.46,"body":"like you're"},{"startTime":1225.46,"endTime":1226.882,"body":"still going to have to move forward."},{"startTime":1226.882,"endTime":1230.371,"body":"So when you're when you're doing that,"},{"startTime":1226.882,"endTime":1230.371,"body":"you're both 100%"},{"startTime":1230.371,"endTime":1234.468,"body":"trying to serve the other spouse,"},{"startTime":1230.371,"endTime":1234.468,"body":"which is extraordinarily difficult."},{"startTime":1234.468,"endTime":1236.907,"body":"And it's not always going to work,"},{"startTime":1234.468,"endTime":1236.907,"body":"and it's not always going to be easy."},{"startTime":1236.907,"endTime":1240.226,"body":"And similarly"},{"startTime":1236.907,"endTime":1240.226,"body":"with like these, this type of concept,"},{"startTime":1240.937,"endTime":1243.951,"body":"you're like you're"},{"startTime":1240.937,"endTime":1243.951,"body":"trying to walk a really hard line."},{"startTime":1243.951,"endTime":1247.202,"body":"But that's actually where"},{"startTime":1243.951,"endTime":1247.202,"body":"most growth happens is when you're"},{"startTime":1247.608,"endTime":1249.843,"body":"you're trying to do something or you're"},{"startTime":1247.608,"endTime":1249.843,"body":"trying to do something difficult,"},{"startTime":1249.843,"endTime":1252.824,"body":"you're actually trying to grow,"},{"startTime":1249.843,"endTime":1252.824,"body":"not just do the easy thing."},{"startTime":1252.824,"endTime":1255.397,"body":"So, you know, that's so yeah."},{"startTime":1255.397,"endTime":1258.411,"body":"For just to kind of reiterate, so we are"},{"startTime":1258.615,"endTime":1262.34,"body":"for each of these three buckets"},{"startTime":1258.615,"endTime":1262.34,"body":"we have, we have two values in there."},{"startTime":1263.457,"endTime":1264.236,"body":"We try not to"},{"startTime":1264.236,"endTime":1267.216,"body":"we don't I don't think"},{"startTime":1264.236,"endTime":1267.216,"body":"it's probably wise to go beyond,"},{"startTime":1267.792,"endTime":1270.738,"body":"you know, 2 to 3 in each bucket"},{"startTime":1267.792,"endTime":1270.738,"body":"because that's a lot more routine is"},{"startTime":1270.738,"endTime":1273.752,"body":"going to remember it, and it's going"},{"startTime":1270.738,"endTime":1273.752,"body":"to kind of get muddled down pretty far."},{"startTime":1275.141,"endTime":1277.444,"body":"But getting 2 or 3"},{"startTime":1277.444,"endTime":1280.864,"body":"and really clearly defining them"},{"startTime":1277.444,"endTime":1280.864,"body":"and then leveraging them"},{"startTime":1281.643,"endTime":1285.199,"body":"in a, in your kind of rituals"},{"startTime":1281.643,"endTime":1285.199,"body":"within your organization."},{"startTime":1285.199,"endTime":1288.213,"body":"So every Tuesday here at Rocket Clicks,"},{"startTime":1288.416,"endTime":1290.414,"body":"we read our mission"},{"startTime":1288.416,"endTime":1290.414,"body":"vision values with our team."},{"startTime":1290.414,"endTime":1292.446,"body":"So and we just kind of pop it around"},{"startTime":1292.446,"endTime":1295.325,"body":"and then do fill in the blank"},{"startTime":1292.446,"endTime":1295.325,"body":"or we'll do some kind of"},{"startTime":1295.325,"endTime":1297.323,"body":"game with it."},{"startTime":1297.323,"endTime":1300.066,"body":"But it's, it's reinforcing reinforcing"},{"startTime":1300.066,"endTime":1303.08,"body":"that constantly"},{"startTime":1300.066,"endTime":1303.08,"body":"bringing people back to our main purpose."},{"startTime":1303.859,"endTime":1307.279,"body":"100%, I think, JP"},{"startTime":1303.859,"endTime":1307.279,"body":"is we're kind of closing up here,"},{"startTime":1308.228,"endTime":1309.955,"body":"and I'm doing this for the first time."},{"startTime":1309.955,"endTime":1310.192,"body":"Okay?"},{"startTime":1310.192,"endTime":1312.698,"body":"I've, I've,"},{"startTime":1312.698,"endTime":1314.764,"body":"agreed that I should build some values."},{"startTime":1314.764,"endTime":1318.421,"body":"So I go through the exercise"},{"startTime":1314.764,"endTime":1318.421,"body":"and I, you know, people closest to me"},{"startTime":1318.421,"endTime":1322.519,"body":"or the people that I really want to lead"},{"startTime":1318.421,"endTime":1322.519,"body":"my firm, we've built the values."},{"startTime":1323.196,"endTime":1326.346,"body":"Now, how do we institute that into our or"},{"startTime":1323.196,"endTime":1326.346,"body":"how do we"},{"startTime":1326.346,"endTime":1330.477,"body":"how do we make sure that our firm"},{"startTime":1326.346,"endTime":1330.477,"body":"understands what we truly care about"},{"startTime":1330.477,"endTime":1332.882,"body":"and how am I doing that"},{"startTime":1330.477,"endTime":1332.882,"body":"on a repetitive basis?"},{"startTime":1332.882,"endTime":1334.711,"body":"Any tips or tricks there?"},{"startTime":1334.711,"endTime":1335.015,"body":"Yeah."},{"startTime":1335.015,"endTime":1337.555,"body":"So I think one of the things"},{"startTime":1335.015,"endTime":1337.555,"body":"that you should consider,"},{"startTime":1337.555,"endTime":1338.774,"body":"even as you're forming them,"},{"startTime":1338.774,"endTime":1341.788,"body":"before you even start thinking"},{"startTime":1338.774,"endTime":1341.788,"body":"that operationalizing them is like,"},{"startTime":1342.093,"endTime":1344.328,"body":"if I was to use these on a day to day"},{"startTime":1342.093,"endTime":1344.328,"body":"basis"},{"startTime":1344.328,"endTime":1347.749,"body":"to give my team feedback and praise,"},{"startTime":1344.328,"endTime":1347.749,"body":"how would that go?"},{"startTime":1347.749,"endTime":1350.763,"body":"Are there scenarios"},{"startTime":1347.749,"endTime":1350.763,"body":"where this wouldn't be applicable?"},{"startTime":1351.135,"endTime":1351.914,"body":"Or I could get, you"},{"startTime":1351.914,"endTime":1354.928,"body":"know, kind of called on on"},{"startTime":1351.914,"endTime":1354.928,"body":"not wanting people to live out my values,"},{"startTime":1355.741,"endTime":1357.638,"body":"and kind of challenge yourself to it"},{"startTime":1355.741,"endTime":1357.638,"body":"because that's"},{"startTime":1357.638,"endTime":1360.347,"body":"what it's going to look like in practice,"},{"startTime":1357.638,"endTime":1360.347,"body":"is it's going to show up in coaching,"},{"startTime":1360.347,"endTime":1363.632,"body":"it's going to show up in reviews, it's"},{"startTime":1360.347,"endTime":1363.632,"body":"going to show up in the hiring process."},{"startTime":1363.632,"endTime":1366.375,"body":"And if you can't use it at all"},{"startTime":1363.632,"endTime":1366.375,"body":"those cases,"},{"startTime":1366.375,"endTime":1369.389,"body":"you want to try to find"},{"startTime":1366.375,"endTime":1369.389,"body":"those kind of potholes for you start."},{"startTime":1369.694,"endTime":1370.303,"body":"So you need simple."},{"startTime":1370.303,"endTime":1371.963,"body":"I spent a, I spent a season in a business"},{"startTime":1371.963,"endTime":1374.943,"body":"where they had a value called"},{"startTime":1371.963,"endTime":1374.943,"body":"forgiveness over permission."},{"startTime":1375.044,"endTime":1376.535,"body":"They want to,"},{"startTime":1375.044,"endTime":1376.535,"body":"you know, sometimes called, like,"},{"startTime":1376.535,"endTime":1378.296,"body":"you know, they want"},{"startTime":1376.535,"endTime":1378.296,"body":"they want a big bias towards action."},{"startTime":1378.296,"endTime":1380.531,"body":"They want to be able to move fast"},{"startTime":1378.296,"endTime":1380.531,"body":"and break things. Right."},{"startTime":1380.531,"endTime":1383.782,"body":"Whatever version this you want to call"},{"startTime":1380.531,"endTime":1383.782,"body":"that sounds awesome."},{"startTime":1384.459,"endTime":1386.423,"body":"When it's your sales team, right."},{"startTime":1386.423,"endTime":1389.979,"body":"That sounds awesome when it's like"},{"startTime":1386.423,"endTime":1389.979,"body":"figuring out client success,"},{"startTime":1390.69,"endTime":1394.517,"body":"that's pretty terrible"},{"startTime":1390.69,"endTime":1394.517,"body":"when it's your legal team, right?"},{"startTime":1394.653,"endTime":1399.394,"body":"That that's pretty bad when it's like,"},{"startTime":1394.653,"endTime":1399.394,"body":"why didn't we QA this before we went out?"},{"startTime":1399.631,"endTime":1400.681,"body":"You know, we just shipped it."},{"startTime":1400.681,"endTime":1402.069,"body":"Figure it out. Forgiveness or permission?"},{"startTime":1402.069,"endTime":1404.033,"body":"You had to be like, hang on, hang on."},{"startTime":1404.033,"endTime":1407.014,"body":"Like, let's talk about what it looks like"},{"startTime":1404.033,"endTime":1407.014,"body":"to actually put this in practice,"},{"startTime":1407.014,"endTime":1409.554,"body":"because like that, like you gotta"},{"startTime":1407.014,"endTime":1409.554,"body":"you gotta challenge these things,"},{"startTime":1410.569,"endTime":1412.161,"body":"because"},{"startTime":1410.569,"endTime":1412.161,"body":"that's where it's going to show up."},{"startTime":1412.161,"endTime":1415.615,"body":"Like those, those hard moments"},{"startTime":1412.161,"endTime":1415.615,"body":"is highly emotional moments"},{"startTime":1416.157,"endTime":1418.596,"body":"that, like, I got to tell you,"},{"startTime":1416.157,"endTime":1418.596,"body":"have broken your teeth moment."},{"startTime":1418.596,"endTime":1420.695,"body":"That's"},{"startTime":1418.596,"endTime":1420.695,"body":"when you're going to have to use it."},{"startTime":1420.695,"endTime":1423.371,"body":"And so equipping your leaders"},{"startTime":1420.695,"endTime":1423.371,"body":"to use it in their coaching,"},{"startTime":1423.371,"endTime":1426.486,"body":"equipping your recruiting team"},{"startTime":1423.371,"endTime":1426.486,"body":"to use it as a screening method,"},{"startTime":1426.723,"endTime":1430.11,"body":"putting it in your onboarding as you're"},{"startTime":1426.723,"endTime":1430.11,"body":"bringing folks in, putting in your rituals"},{"startTime":1430.11,"endTime":1432.785,"body":"like Tony talked about, like it's"},{"startTime":1430.11,"endTime":1432.785,"body":"going to show up in those places."},{"startTime":1432.785,"endTime":1438.001,"body":"So think about what that's going to look"},{"startTime":1432.785,"endTime":1438.001,"body":"like and be like, can I actually say this?"},{"startTime":1438.001,"endTime":1439.592,"body":"Is this truly a non-negotiable?"},{"startTime":1439.592,"endTime":1443.216,"body":"Or is this just like kind of feel good"},{"startTime":1439.592,"endTime":1443.216,"body":"and maybe I'll want to use it at the time,"},{"startTime":1443.453,"endTime":1446.162,"body":"but like when it comes up, like"},{"startTime":1443.453,"endTime":1446.162,"body":"I don't actually want to talk about that."},{"startTime":1447.754,"endTime":1447.957,"body":"Yeah."},{"startTime":1447.957,"endTime":1450.937,"body":"I think, one thing we often say is that,"},{"startTime":1450.971,"endTime":1453.985,"body":"someone has to hear something seven times"},{"startTime":1450.971,"endTime":1453.985,"body":"before they hear the first time."},{"startTime":1454.425,"endTime":1457.677,"body":"So how many times do"},{"startTime":1454.425,"endTime":1457.677,"body":"we have to share our values"},{"startTime":1458.117,"endTime":1461.537,"body":"and articulate them in different ways"},{"startTime":1458.117,"endTime":1461.537,"body":"and give different examples"},{"startTime":1461.537,"endTime":1465.296,"body":"or shared experiences, or whatever"},{"startTime":1461.537,"endTime":1465.296,"body":"it is before our team actually hears it?"},{"startTime":1465.703,"endTime":1467.972,"body":"An internalizes it?"},{"startTime":1467.972,"endTime":1469.597,"body":"And it's a lot. Right?"},{"startTime":1469.597,"endTime":1474.914,"body":"And so the more you can get creative,"},{"startTime":1469.597,"endTime":1474.914,"body":"and repetitive around sharing the values"},{"startTime":1474.914,"endTime":1478.775,"body":"that actually matter to you, the faster"},{"startTime":1474.914,"endTime":1478.775,"body":"it's going to integrate within your firm."},{"startTime":1479.791,"endTime":1483.076,"body":"One more tip I'll give on"},{"startTime":1479.791,"endTime":1483.076,"body":"that is like create artifacts."},{"startTime":1483.076,"endTime":1485.412,"body":"And by artifacts"},{"startTime":1483.076,"endTime":1485.412,"body":"I mean literal, physical things"},{"startTime":1485.412,"endTime":1487.546,"body":"people can put their hands on"},{"startTime":1485.412,"endTime":1487.546,"body":"related to your value."},{"startTime":1487.546,"endTime":1490.56,"body":"So print up shirts for your team"},{"startTime":1487.546,"endTime":1490.56,"body":"and put it on the shirts."},{"startTime":1490.56,"endTime":1492.829,"body":"Right. We had an event last year."},{"startTime":1492.829,"endTime":1494.658,"body":"We printed like, laptop stickers"},{"startTime":1494.658,"endTime":1495.945,"body":"for all these,"},{"startTime":1494.658,"endTime":1495.945,"body":"and people were sticking them"},{"startTime":1495.945,"endTime":1498.959,"body":"all over their computers"},{"startTime":1495.945,"endTime":1498.959,"body":"or putting them on their mugs or what"},{"startTime":1498.959,"endTime":1501.77,"body":"that until like now,"},{"startTime":1498.959,"endTime":1501.77,"body":"those are living in their space."},{"startTime":1501.77,"endTime":1503.26,"body":"They see them all the time."},{"startTime":1503.26,"endTime":1506.341,"body":"They touch them, they feel them"},{"startTime":1503.26,"endTime":1506.341,"body":"and like it just makes it more real,"},{"startTime":1507.323,"endTime":1510.27,"body":"than when they're on a wall in the office"},{"startTime":1507.323,"endTime":1510.27,"body":"or on a screen."},{"startTime":1510.27,"endTime":1513.284,"body":"It's like, figure out ways"},{"startTime":1510.27,"endTime":1513.284,"body":"that you can get these into the reality"},{"startTime":1513.284,"endTime":1515.18,"body":"of your team members world,"},{"startTime":1515.18,"endTime":1518.194,"body":"where they can literally interact them"},{"startTime":1515.18,"endTime":1518.194,"body":"with other senses."},{"startTime":1518.736,"endTime":1520.836,"body":"So awesome chance."},{"startTime":1520.836,"endTime":1524.493,"body":"Appreciate this opportunity as we continue"},{"startTime":1520.836,"endTime":1524.493,"body":"down, building great cultures,"},{"startTime":1524.9,"endTime":1526.187,"body":"family law firms."},{"startTime":1526.187,"endTime":1529.539,"body":"And I will look forward"},{"startTime":1526.187,"endTime":1529.539,"body":"to, continuing this journey together."},{"startTime":1529.743,"endTime":1532.723,"body":"If you found this episode valuable,"},{"startTime":1532.892,"endTime":1537.125,"body":"you will love our continuation"},{"startTime":1532.892,"endTime":1537.125,"body":"of this kind of series on culture."},{"startTime":1537.599,"endTime":1540.715,"body":"Our next episode is developing"},{"startTime":1537.599,"endTime":1540.715,"body":"your vision statement."},{"startTime":1540.952,"endTime":1542.815,"body":"Make sure to check it out here."},{"startTime":1542.815,"endTime":1544.034,"body":"And we will see you over there."}]}