29: Training Day

“Today’s a training day, Officer Hoyt. I’ll Show you around, give you a taste of the business… But I ain’t holding no hands, okay? I ain’t baby-sitting. You got today and today only to show me who and what you’re made of…You stick around with me, you’ll make it. Unlearn that [stuff] they teach you at the Academy. That will get you killed out here…You gotta see the streets. You gotta feel it. You gotta smell it, you gotta taste the streets.”

Those are the words of wisdom veteran Detective, Alonzo Harris (Denzel Washington), shares with his rookie officer, Jake Hoyt (Ethan Hawke), during Jake’s first ride along in the movie, Training Day.

As I flew out to St. Louis for my first territory visit with my field sales executive, Roz, to meet with advisors across the Midwest, I naturally wondered if it would be a Training Day experience. To be fair, the structure and purpose of my trip was nearly identical to Jake’s. Before I would call on these advisors and try to set Roz up for success in the field, I needed to go along to her meetings to “see and feel the streets” and “get a taste of the business” as Alonzo would say. I assume Jake and I felt the same opening day butterflies. I assume that we went into training for our first “big boy” job with the same wide eyed optimism and engagement that only rookies really feel. And I assume Jake and I were both eager to learn from an experienced and highly skilled veteran.

But to my surprise, it was nothing like the movie. It was quite the opposite. Nobody got shot or beat up. In fact, the Marriott allowed for a safe and comfortable stay. Nobody was deceived to achieve a hidden agenda. In fact, we developed trusting and transparent relationships with clients that share the highest ethical standards. Nobody operated recklessly. In fact, both Roz and the advisors demonstrated sound, fundamental processes that delivered strong and consistent outcomes through a reliable client experience. The rookie wasn’t framed or set up for failure. In fact, I felt supported, developed, and inspired.

Unlike the movie, I had the privilege to observe and engage with several successful fiduciary advisors that are relentless about doing what’s best and what’s right for their clients. At the same time, I witnessed Roz’s relentless efforts to do what’s best and what’s right for the advisors themselves. It was not a game of “wolf and sheep” that Alonzo describes in the film, but rather the building of mutually beneficial relationships and strategic partnerships. The common purpose and trust led to powerful conversations and meaningful actions towards shared success.

Unlike the movie, it did not feel like a wild scramble of reckless tactics, but rather a strategic collection of little fundamentals that added up to bigger wins. Appointments were set and honored, objectives and agendas were clear and transparent, the right questions were asked and appreciated, important points were positioned and addressed at the right time in the right way, the notes were thorough and useful, and the follow up was timely and valuable. There was a natural and effective mix of intentionality, proactivity, and flexibility.

Unlike the movie, I was not set up to fail, but rather teed up to succeed. I was sufficiently prepped, thoughtfully introduced, consistently coached, and confidently given the “swing sign” to interject when appropriate.

Finally, unlike the movie, while Jake went home that day doubting his partner, his career choice, and even himself, I’m on my way home (even after an inconvenient flight cancellation) more confident in all three of those things.

While my training day wasn’t as riveting as the one in the movie, and our Jeep rental car wasn’t as cool as Denzel’s low riding Monte Carlo, and we didn’t run into Snoop Dogg or Eva Mendes, and we were fueled by waters and coffees instead of hard narcotics, and there weren’t any memorable quotes or Academy Award winning monologues, it was exactly what a training day should be.

I learned the craft, met fascinating clients, gained perspective of the industry, understood how my role fits into our broader vision, got to know my partner, and got a better sense of life on the road.

No quote sums up my overall territory visit better than what Jake says to Alonzo the night before his training, “That’s exactly why I signed up, and I just want to thank you.”

So thank you for a great training day. I’m glad I signed up.