NALSC Podcast Recruiter Stories Episode 40: Ted McKenna, post-Keynote; interview by Jordan Abshire
Episode 40, featuring Ted McKenna; interview by Jordan Abshire.
Ted McKenna, best-selling co-author of The JOLT Effect and The Activator Advantage, returns to Recruiter Stories following his keynote at the NALSC Symposium in Austin. Ted expands on his research into successful rainmakers, emphasizing that adopting Activator behaviors is less about personality and more about developing intentional business development habits.
He discusses how recruiters and law firms can identify and attract attorneys with Activator tendencies, including their approaches to cultivating networks, developing new business, and building relationships across client organizations. He also explores how firms can foster these behaviors through collaboration, compensation structures, and institutional support.
Finally, Ted revisits The JOLT Effect, explaining why the fear of making a mistake can prevent candidates from pursuing otherwise attractive opportunities. He offers guidance on overcoming indecision while maintaining credibility, encouraging recruiters to act as trusted advisors who provide transparent recommendations and help candidates understand the trade-offs associated with consequential career decisions.
8 Sept 2026
NALSC Podcast Recruiter Stories Episode 39: Ted McKenna; interview by Jordan Abshire
Ted McKenna, best-selling co-author of The JOLT Effect and The Activator Advantage, previews his upcoming NALSC keynote on what high-performing rainmakers do differently and how professionals can overcome client indecision. Drawing on research across law firms, search firms, and other professional services organizations, Ted discusses the unique challenges facing "doer-sellers"—professionals who must simultaneously deliver expertise and develop new business.
He explores several approaches to business development, including the trusted-advisor "Confidant," the expertise-driven "Expert," and the "Activator," which his research identifies as the most successful profile. Importantly, these profiles reflect behaviors rather than fixed personality types, meaning professionals can learn and adopt more effective rainmaking habits.
Finally, Ted discusses The JOLT Effect and the psychology behind client and candidate indecision, including the "fear of messing up" that can cause people to hesitate even when the facts support moving forward. He previews practical strategies for identifying, preventing, and overcoming that hesitation—an issue particularly relevant to recruiters navigating consequential hiring and career decisions.
27 Aug 2026
NALSC Podcast Recruiter Stories Episode 38: Niraj Chhabra; interview by Jordan Abshire
Niraj Chhabra, a certified financial planner and founder of Sidebar Advisors, previews his upcoming NALSC Symposium breakout session, "What Candidates Aren't Saying: Financial Doubts That Can Kill Deals." Drawing on his work advising attorneys, Niraj explains why candidates often evaluate opportunities through a much broader financial lens than compensation alone.
He discusses how base versus variable compensation, taxes, deferred compensation, capital contributions, family obligations, and financial security can influence a candidate's willingness to make a move—even when an offer appears compelling on its face.
Niraj's Symposium session will give recruiters a look "behind the curtain" at the conversations candidates are having with trusted advisors and spouses—and how understanding those conversations can help recruiters navigate offers more effectively.
Who has been a guest on Recruiter Stories
Names identified in recent episode analyses. Showing up to five guests.
Ava Diamond Dreyer
Andrew Blatter
David Lat
PJ Dunn
Patrick Fuller
Reach and audience
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YouTube views
243
Score snapshot 15 Sept 2025
Apple Podcasts (US)
5.0 / 5
1 ratings
Podcast Authority Score: 21 / 100
A composite of feed quality, social presence, YouTube performance and engagement. Read the methodology.
Quality
13
Social presence
0
YouTube
72
Engagement
0
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