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Getting Past the Gate Keeper How to get the work you love and the money you want.

by Colin Daymude

The Job Genius

Š2009

www.thejobgenius.com


____________________________________________________________________ Chapter

Topic

Page

Forward 1

History of My Humiliation

9

2

My Redemption

12

3

The Truth about Human Resources

17

4

The Truth about Corporate Recruiters

20

5

How Recruiting Firms Can Keep You from Getting Hired

21

6

Dealing with the Dreaded ATS

23

7

Can Your Resume Really Hurt You?

24

8

Why You are Holding You Back

28

9

Where is the Real Opportunity?

30

10

Where the Jobs Really Are

31

11

How to Get Your Priorities in Line

36

The Bonus Chapters

40

Bonus Chapter

The “Secret” Ingredient

Bonus Chapter

Social Media, The Truth

Bonus Chapter

The Ugly Truth about Networking

Bonus Chapter

Finding the “Hidden” Job Market

Bonus Chapter

Mastering the Interview Process

The Job Genius

©2009

www.thejobgenius.com


____________________________________________________________________

Forward Back in 2004 I was making a very good living and had a virtually unbreakable contract that would pay me 500k+ if anyone even looked at me wrong. In other words I had a great deal of security; and the only way to lose it was actually to leave on my own accord. I can’t say that when I came home one day and told my wife that I quit my job she was completely surprised. It’s not that she blindly trusted me it was just that she knew whatever hair brained plan I had, I did actually think it through somewhat AND regardless of whether it worked out, I would still find a way to provide for the family. Given that I was on the Human Resources side of the Mortgage business at the time, the opportunity presented itself to fulfill a huge market gap. I actually wanted to turn mortgage loan officers (commission sales persons) into finance professionals. Consumer advocates no less. I found that that was a little like wishing for world peace! So with two essentially silent partners I started a training company and quickly had 16 employees. In addition I had personally written what I believed to be the industry standard training curriculum for mortgage professionals. It was extremely well received. But the success didn’t necessarily start out strong. You see I wrote the course work first and then quickly realized that “If you build it, they won’t come!” So for the first time in my career, even though I had had a great deal of sales training, I became a student of marketing. In fact a number of segments in my training were actually devoted to nothing but marketing and here’s why marketing became such an important part of my business. Every person and every business has a unique talent and ability to solve at least one portion of the public’s unique problems. I don’t care if you are a hairstylist or an administrative assistant or a rocket scientist. You are fulfilling a need and contributing to society as a whole. And because you are an individual, NO ONE can do what you can do, like you do it. Therefore if you weren’t to market your professional services to the public, you really would be doing society and your self a significant injustice. Have you ever been in a situation where you came upon a resource that you didn’t know existed and wondered why no one had done a better job of getting that information in front of you?

The Job Genius

©2009

www.thejobgenius.com


____________________________________________________________________ Unfortunately the only way to ensure that the general public, or specifically your audience is aware of your unique talent is of course to MARKET YOURSELF or your product. I became so passionate about marketing that I even came up with my own definition:

Marketing is simply generating a positive response from your target audience. (It doesn’t have to be any more complicated than that does it?)

And throughout the past 4 years I had not only become a marketing expert but I ended up consulting with some of the country’s top small business, marketing, and personal growth experts. They actually sought me out for my advice. In fact I currently have access to and consult regularly with these experts. One of the key elements that I learned about selling a product (you in this case) is that no matter how good your product is, people won’t buy it unless they have a relationship with it first. They must trust it and believe that it will benefit them in someway; even if they don’t know what that is. Even if that belief only comes from a personal association and has no real basis in fact. And that is exactly why the most qualified person rarely gets the job. Remember that and it’s exactly why you can end up working for someone who doesn’t have any of the qualifications necessary to be your boss. The key is to use this knowledge to your advantage. Think about this recent situation at the University of Illinois.

The Job Genius

©2009

www.thejobgenius.com


____________________________________________________________________ The University of Illinois President was forced to resign after admitting that the admissions standards including allowing hundreds of lesser qualified but more connected students into the University. In other words, your resume doesn’t matter and your application doesn’t matter beyond the basics. Unfortunately this exact same type of activity occurs everyday at every University and every company in the world. What they are doing is not illegal for the most part, its just human nature. People like to deal with people they are most familiar with. People that they Know, Like and Trust.

And I repeat that it doesn’t matter if a company’s familiarity with you or anyone else has any basis in fact. I will teach you exactly how to use that to your advantage and jump ahead in line of all other job seekers. That’s when I realized that finding the work you love and getting the money you want is all about marketing. Hey I’m a marketing expert and all I had to do was turn that energy to a job search and amazing results would follow. That’s exactly what happened and it will happen to you as well. So in The Job Genius, I am going to teach you exactly how to Market yourself and generate a positive response from your target audience. And I know that will be a far cry from the complete lack of response you have been getting from the masses of resumes you have been sending out. Believe me I feel your pain as I went through the same process before cracking the code. But to truly get the results you want (and fast) there is a secret ingredient that you have to include in your efforts. It will make all the difference and is something that is completely left out by almost all of the people giving advice on the subject. Unfortunately those people have not lived through the pain like you and I have. In fact I have 5 “Bonus Chapters” and the first one deals directly with this Key Secret Ingredient head on. You can get these bonus chapters as my gift by joining The Job Genius for just $1. You get total access to the members’ area of the site for a full 14 days. If you don’t find that the tools that I used as well as all the other insider secrets are as valuable to you as you thought they would be then just cancel and keep the Bonus Chapters as my gift to you. After that, getting the work you love and the money you want is just $29.95 a month and you can cancel whenever you want. No obligation and no commitments; I don’t work that way. I want you to only pay for the tools you absolutely need, when you need it and not a

The Job Genius

©2009

www.thejobgenius.com


____________________________________________________________________ second more (cancel at any time). Just the very best tools to get you back on track from the experts on the inside. I could easily charge hundreds of dollars an hour for this knowledge as a consultant but I truly wanted it to be available and affordable to everyone searching for the work they love and the money they want. That’s more important to me than just helping a few executives get a high paying job. These exact same strategies work for someone just coming out of college as well as a seasoned professional who is suddenly displaced and feels “over-qualified”. Hiring just one of the experts I work with in The Job Genius as a consultant could cost you hundreds of dollars an hour and many get paid over 25k an hour to speak. And yet many of the insiders that I interview are not even available to consult with, at any price. (find out why in chapter 3)

So what led me to start The Job Genius and put together these amazing resources for you? Well when I was in the “humiliation” stage of job hunting I couldn’t find any resources that helped. I spent a lot of money on “resume distribution” services, contract writing and membership sites for “premium jobs” but none of them worked. And I realized that while all of these services sounded good, they were just the opposite of what I really needed to be doing. They actually hurt my chances and made the job search significantly longer. And I don’t believe the people running these services are trying to deceive people, I just know that there is no one else I’ve met anywhere who has the same background and depth of experience in Human Resources, Recruiting and Marketing as I have. In other words, these companies and “so-called” experts just don’t know what they don’t know. They’re doing their best; but their best isn’t good enough for me and it’s not good enough for you. And through all of my challenges, an opportunity and an obligation arose for me to share not only my story of struggling through the job search but also my breakthrough. Now you have an obligation to get your talents to whoever needs them.

I look forward to hearing your success stories on our weekly calls in The Job Genius.

The Job Genius

©2009

www.thejobgenius.com


____________________________________________________________________ Chapter 1

History of My Humiliation

The only way you don’t know that the typical job hunting process is completely humiliating, degrading AND a complete waste of time is:

if you haven’t started yet.

Everyone else knows exactly what I’m talking about!

The Job Genius

©2009

www.thejobgenius.com


____________________________________________________________________ So before I really get started transforming the way you search for the ultimate career, let me fill you in on what lead me to my life’s passion: helping people get the work they love and the money they want. .

Number 1 My family is the most important thing in the world to me. I have been married for 17 years and have two amazing young boys who are 8 and 12. They are my pride and joy. So when something threatens my home life, I tend to take it very seriously. Number 2 In December 2007 I was forced to close the business I had spent the previous 3 years building up. Letting 16 employees and their families know that their last paychecks were in the mail is not something that I ever want to repeat. Number 3 For the first time in my life I didn’t have anything to fall back on. I put every resource I had into my business and worse yet, everyone I had networked with for 6 years was in the same boat. All of them were in the mortgage,/real estate business or some type of related support industry. As you likely know, the economic downturn has affected just about everyone so there weren’t many places to turn for good networking. Friends who had had legitimate and successful businesses for years were calling me and trying to get me to join Multi-level network marketing companies. Number 4 Because of #3 I fell into the trap of job seeker desperation that can cripple anyone. After 6 months of working on side projects which weren’t working, selling assets that were very personal to me and closing in on bankruptcy, I realized that something had to change.

People who know me realize that I’m an optimist. It’s something I got from my Dad. My Dad always had a great attitude, “don’t worry something will always come around” he would say. Now I know it takes more effort than just “wishing” good things are going to occur (The Secret anyone?) but Dad always had a way of bringing calm to a tough situation. I’m not just an optimist; I mean I’m really an optimist. I believe the glass is not just half full but all the way full; half full of water and half full of air. But I’m also a realist. You have to be prepared for the opportunities that come your way. And they ALWAYS come your way. Unfortunately most people are not prepared—there’s some reason, some excuse why they can’t take action.

LUCK is when Preparation meets Opportunity

The Job Genius

©2009

www.thejobgenius.com


____________________________________________________________________

So, the result of going through this process was that I was forced to make changes. Necessity is truly the mother of invention! And invent I did. I took a good hard look at what I was doing and got a slap directly in the face.

Here I was. A professional recruiter for most of my life with over 50,000 professionals recruited, screened, assessed, vetted and trained either personally or through teams that I managed and directed. And I was acting like a desperate job seeker. I was the ultimate insider for finding not just a job, but any career I wanted. After all, I had the inside scoop, the low down on the Human Resources Industry. I had hired and trained more recruiters than most people will ever talk to.

The Job Genius

Š2009

www.thejobgenius.com


____________________________________________________________________ Chapter 2

My Redemption Now I could have written a hundred different reports on how to get a job; with tons of insight into networking, resume writing, cover letters, job boards, blah blah blah. But I guarantee you that you would have heard it all before. Like a broken record! Chances are you know how to do a basic resume format and you understand how to post your resume on-line on one of the literally thousands of major and niche job boards.

I’m telling you now that NONE of that matters much. And chances are you have already discovered that; you just needed someone to validate your results. So why did I pick Getting Past the Gate Keeper as the topic of this lifesaving book?

Because that IS what matters. Think of getting a job as a barrier. You are on one side and the job you want is on the other. How do you get to the other side? Do you go through the barrier or do you try to go around. Well that all depends. If the barrier is not very long then you may want to just go around. But if it is long and low, you may just want to go over it, or through it.

Job sites and resume banks (private and corporate) are not barriers as much as they are black holes. Your resume falls into them, never to be seen again. Occasionally someone in the company will not look where they are going, fall into the hole and a resume will come back out with them. It’s just dumb luck if they actually do fall into the hole and bring your resume out with them. Why risk your future on chance.

And the bad news is that there is an inverse relationship between unemployment and response rates! The Job Genius

Š2009

www.thejobgenius.com


____________________________________________________________________

There’s Opportunity In Adversity: more fortunes were created as a result of the Great Depression than at any other time in history.

As Unemployment goes UP

Response rates go DOWN

As more and more people become unemployed, more and more resumes are forwarded to HR and Recruiters. So they have much more burden than ever before and those same professionals also have to deal with all the added labor issues going on (layoffs, benefit changes, frustrated employees, decreased productivity etc, etc). And what does that mean for YOU? More competition and less feedback than ever before (well I’m not sure that you can get less feedback than NONE but you know what I mean).

Here’s the bottom line:

There are 3 million Jobs available right now in America, there are 10 million people competing for those jobs.

How can you make sure that it’s YOU that gets the job and not that other person?

The Job Genius

©2009

www.thejobgenius.com


____________________________________________________________________ Well you’re off to a good start because you are reading this! And if you’re worried about other people reading this and getting a leg up on you, don’t. There is no way possible that I could ever work with more than a few thousand people. That’s just a small percentage of the job seekers. So you actually have a duty to let people know about The Job Genius.

Oh sorry, this chapter is supposed to be about MY REDEMPTION. Here’s what happened when I moved from: Desperate Job Seeker To

Informed Insider After almost 8 months of desperate job hunting with virtually NO response from anyone. No feedback No response No Job No Dignity

The Job Genius

©2009

www.thejobgenius.com


____________________________________________________________________

Here’s what happened within JUST A WEEK—and remember, the job market was getting worse by the minute. • • •

I had a total of 5 job offers I was offered a partnership; 50/50 equity share in a new sister company I was offered my “dream job” at 50% higher salary than the existing people in the position

And I haven’t even told you the best part yet: are you ready?

On 4 of the 5 jobs including the one I accepted (my dream job), the Human Resources person or the Recruiter in charge of hiring actually called ME desperate to set up an interview. I had not even submitted a resume to any of them! Now that’s redemption! Yes those HR people and Recruiters that caused me months and months of frustration and anxiety were now tracking ME down… whoa I couldn’t believe it. And the strategies I used were so simple that anyone can do it.

The Job Genius

©2009

www.thejobgenius.com


____________________________________________________________________ And here’s another amazing thing: In every single situation I was getting feedback all the way through the Interview process! In fact if I hadn’t set up the situations like I had (in other words, if I had followed the traditional channels) then I never would have been offered the positions that I was offered. Why? Because I needed feedback from the inside about the interview process. The question is how did I get so much to happen, so well and so quickly after months of frustration and anxiety? Don’t worry, I’ll tell you exactly what to do and coach you along the way. I never want you to go through what I went through and what my family was going through. Yes I had turned the tables on the industry and cracked the job hunting code! And the great thing was that the strategies were simple, I just had to think like an insider vs. a desperate job seeker. Think about what ever industry you are in; you obviously know “how things really work”. And to you these things seem simple. And they really are. But what you take for granted about your industry is completely foreign to outsiders; even if the concepts are simple. The hidden job market is not really hidden, you just don’t know where to look! Think about it, why would a company want to “hide” a job from you? They don’t. They are looking for the right candidate and as quickly as possible. And there’s a perfectly good reason that no matter how qualified you are, you won’t get the attention of Human Resources unless you know how they do their jobs. The truth is really obvious and it will set your resume free. And if you knew where 80% of all jobs are filled, then you would certainly go there wouldn’t you? And if you understand how the big job boards work, then you could use them to your advantage rather than just getting lost in a sea of applicants. And certainly if you knew that people really DO want to give you feedback through the interview process, you not only could adjust your game plan but you could keep your dignity. And what if you knew where to find virtually ALL the jobs in one place rather than going to a thousand different places?

The Job Genius

©2009

www.thejobgenius.com


____________________________________________________________________ Chapter 3

The Truth about Human Resources So I’m sure you have all heard that you should keep your friends close and your enemies closer? Nothing could be further from the truth. You need to know exactly how Human Resources works and why. Unfortunately none of you have ever likely had the ability to keep Human Resources close let alone get any feedback from them. Why is that? Do they want you to fail? Do they love to see you squirm? Are all HR people sadistic? Why won’t they return your calls or emails? Why does it seem like their reasons for not hiring me are just made up? And why won’t they give me any feedback about my resume or qualifications?

Go ahead and scream; it’s just not fair is it! So what can you do? Well a wise man once said that to be successful at anything, just find out what everyone else is doing and do just the opposite. Unfortunately most people think that Human Resources actually does the hiring in a company. The fact is that the vast majority of time Human Resources just does the facilitating. They don’t make the final decision on a hire and they don’t make the final decision on a fire. So they really are the first of many Gatekeepers. They will likely do the background checks, the reference checking, the assessment/psychometric testing and more but they don’t actually make the hiring decision. So is HR evil? No of course not…..Then WHY don’t they give any feedback through the hiring process or at least tell you why they don’t bring you in for an interview?

The Job Genius

©2009

www.thejobgenius.com


____________________________________________________________________ Are you ready for this…. They would actually love to help but there are two big things holding them back from ever getting involved:

Government Regulations

Job Constraints

First let’s talk about Government Regulations. Here is just a sampling of the many different acronyms that Human Resources have to deal with. AA ADA AAO ADEA ASTD BFOQ BU COBRA EAP EEO EEOC EPPA ERISA FLSA

Affirmative Action Americans with Disabilities Act Affirmative Action Office Age Discrimination and Employment Act 1967 America Society for Training and Development Bona Fide Occupational Qualification Bargaining Unit Consolidated Omnibus Budget Reconciliation Act 1985 Employee Assistance Program Equal Employment Opportunity Equal Employment Opportunity Commission Employee Polygraph Protection Act 1988 Employee Retirement Income Security Act Fair Labor Standards Act

And on and on and on and on……. And wow, I’m just up to the “F’s” and I skipped a bunch at that! You may be getting the picture. No it’s not that HR is so busy trying to keep up with all the regulations (I’ll cover that in Job Constraints next) it’s that so many regulations exist that keep them from telling you the REAL reason they don’t want to hire you. That’s right, all the regulations that are in place to protect YOU, keep HR from ever telling you why they can’t hire you.

The Job Genius

©2009

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____________________________________________________________________ Let me explain. Lets say that there is a law that states that if you have a certain disability, then the company is legally obligated to make certain concessions and adjust the work environment to suit you if it is feasible. That regulation is in place to help you if you have a disability. HR will use the most generic excuse possible to tell you that you will not be hired because they don’t want to potentially be liable for breaking laws. And in many cases they also just don’t want the hassle of accommodating you. So it’s easier all around to just not tell you or give you a generic response.

Caution—what I am about to say is Alarming! Discrimination exists and it is rampant at many companies. I know you are not surprised at that but deep down we all don’t want it to be true. But it is illegal to discriminate on the basis of race, color, religion, national origin, sex or disability and sometimes a number of other things that have nothing to do with your ability to do a job. I’ve seen discrimination first hand and it is an ugly beast. And I understand human behavior enough to know that I can’t change the world but I can change the way the world sees me. And that’s the secret.

Fortunately there is a way around Discrimination! And I’m going to share exactly what I did to keep people from discriminating against me and every one of you can get the same amazing results starting today. Now lets talk about Job Constraints. Simply put there are just not enough hours in the day to coach individual job seekers on resume formatting, interviewing and job skills. It’s not a Recruiter’s job to do that and given the mass of responses they get in a market with 10-15% unemployment, it is just not possible to keep up with individuals.

Question: What would be your advantage if you could completely turn the tables and make Human Resources call you without ever submitting a resume? And if that happened wouldn’t HR also appreciate you to no end because they didn’t have to sort through stacks and stacks of resumes? That’s what The Job Genius is all about.

The Job Genius

©2009

www.thejobgenius.com


____________________________________________________________________ Chapter 4

The Truth about Corporate Recruiters I’m not going to go in depth in discussing corporate recruiters because they are essentially the same as a Human Resources representative that focuses on nothing but recruiting, screening and on-boarding new candidates. In other words they are specialists but are held to the same standards as HR is held to. Otherwise there is not much difference. Here are two big secrets that you need to understand: Secret #1 With both Human Resources and Recruiters, many times people who have not been successful in their operations or sales job description are moved into these roles. Why? Because they think they understand what it takes to fill the position and the company wants to make use of their experience rather than getting rid of them altogether. That is unfortunate for you because they often times do not have a clear understanding of what it takes to be successful in the position and may even be defensive about your success. Secret #2 Many recruiters and HR professionals have no real Sales or Operations experience and are in fact junior members of a team of professionals. That means you have someone with limited experience and abilities trying to judge your vast qualifications. Have you ever heard these words: You are over qualified for the position. I do need to pinpoint one big area of difference between HR and Corporate Recruiters. Typically Corporate Recruiters have specific performance objectives to fill such as filling “X” number of positions within a giving time frame. It’s an important distinction but unfortunately it can also work against you if you don’t know how to get around it.

Question: What if there was a way for recruiters to quickly fill their quota and never have to sort through the stacks of resumes that were submitted “on-line”? And what if you could make that happen for them; wouldn’t that be a win-win situation?

The Job Genius

©2009

www.thejobgenius.com


____________________________________________________________________ Chapter 5

How Recruiting Firms Can Keep You from Getting Hired I know I’m going to get a lot of ugly phone calls about this but here goes: Headhunters, Recruiting Agencies, Staffing Services are nothing more than Commissioned Sales People. (with the exception of Stock Brokers they require no formal training)

That puts them in the same category as: →

Mortgage loan officers (oops where did they go to work?)

Car Salesmen

Stock Brokers

Now don’t get me wrong I think those are all great professions but there are a couple of important factors that commissioned sales positions have in common: Low Barrier to Entry High Potential for Income And when you combine those two things you have the POTENTIAL for, well lets just say they may not have YOUR best intention at heart. That’s not saying that there are not exceptional professionals in these positions; I’m just giving you a note of caution. I have personally known a number of “recruiters” who have posted job openings without the permission of the sponsor company. Why? So they can then go to the company to try to get a contract for filling the position because they have candidates that they would like to present. Just understand that Recruiting Firms are paid by the Employer and they have no fiduciary responsibility to you. Question:

If you understood how these firms worked, do you think that you could use them in your favor rather than being used by them?

The Job Genius

©2009

www.thejobgenius.com


____________________________________________________________________ Hint: Recruiting Firms are actually part of the “hidden” job market that I will explain later.

The Job Genius Warning: Using recruiting firms can significantly hurt your chances of getting a job, especially in a down market. Reason: on average a recruiting firm will charge a company up to 30% of the first year salary for the position they are recruiting for. So for just an $80,000 position a company may incur expenses of up to $24,000 to use a recruiting firm. Now you can imagine that if the company has someone in Human Resources or a separate recruiting department, they have been tasked with finding an appropriate candidate to fill an open position and now they have to justify spending $24,000? And it is obvious to see that using a recruiting firm may be detrimental to your job search. How? Let’s say the recruiting firm has a candidate for an open position and the company also has a candidate for the open position. In a tight economy, Human Resources will have to justify why they are spending up to 30% more AND why they couldn’t also find a viable candidate. That is clearly not very good job security for HR and not very good odds for you. The great news is that I will teach you exactly what you need to do to circumvent Recruiting firms for most jobs they are contracted for. Thus significantly raising your odds.

The Job Genius

©2009

www.thejobgenius.com


____________________________________________________________________ Chapter 6

Dealing with the Dreaded ATS First I need to fill you in on what exactly qualifies as an ATS. An ATS is an Applicant Tracking System. Moreover it is a computer program that sorts, parses (takes information from your resume), classifies, distributes and stores your resume until called up or otherwise used by HR or a Recruiter. Most big companies use some sort of an Applicant Tracking System. So what does that mean to you? It means that a computer is in charge of your future based on keywords on your resume and if you didn’t get it just right then you may never get noticed, even if you are the very best candidate available. Take this for example: what if a particular job required 5-8 years of experience but your resume listed 9 years of experience. The Application Tracking System has you listed with 9 years experience and you never even make it into the hands of the Recruiter or Human Resources Representative. Fair? It doesn’t really matter, sometimes it can work for you and sometimes it can work against you. AT Systems were developed to handle the mass of resumes and information that Recruiters have to deal with.

Unfortunately it takes the personal attribute completely out of the equation and it is your job to put it back in.

Question: What if you could reverse the situation and knew a way to personalize the interview process? And what if you could completely by-pass the Applicant Tracking System or even use it to your advantage?

The Job Genius

©2009

www.thejobgenius.com


____________________________________________________________________ Chapter 7

Can Your Resume Really Hurt You? Very early on I told you that I actually received the majority of my interviews without ever submitting a resume or application. Here’s an interesting story that many of you will likely be able to relate to. When I lost my business and started acting like every other desperate job seeker, I did all the things that the media tells you to do. → I formatted my resume for different industries → I condensed it to one page → I paid resume services (high end and low end) to broadcast my resume to literally thousands of recruiters nationwide. → I put my resume on every job board I could find Result: nothing Anything sound familiar here? How could nothing happen though? Seriously I mean I sent thousands of resumes out. I have a ton of experience in every job description that I was applying for; progression at every position I ever worked in with increasing responsibility and success at every company without fail.

I figured that if I sent thousands of resumes and literally NO ONE responded then the obvious conclusion was that my resume just wasn’t right even though I knew from personally looking at thousands of resumes that I was on target. You and I know that job searching is a humiliating and degrading process. And when you are beat down then you naturally start to look internally and question yourself; even when you are the expert. That’s the power of the media and external forces. So here’s what I did: → → → →

I hired a professional contract resume writer (crazy I know since I’m the expert) I got three different formats (for different job descriptions I was interested in) Matching cover letters were also included Then I repeated the process of sending my resume out to numerous job postings and recruiters.

The Job Genius

©2009

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____________________________________________________________________ Result: nothing What? How could that be? Now I was getting a little suspicious. Were there evil forces working against me? Was some crazed IT guy searching for my resume and deleting it? Was someone taking hard copies from my mail box? Of course none of that is true but you start to get a little crazy don’t you? At this point I decided to try a little experiment. Here’s what I did: → I made up resumes and backgrounds to exactly match job descriptions that were posted for open positions. → Perfect education, perfect experience level, perfect everything Result: nothing Now I had the answer, the answer I was looking for all along. There was absolutely nothing wrong with me, my resume, my experience, my age, my social media status etc.

There was something wrong with the SYSTEM. And when there is something wrong with the system then there is very little you can do about it except learn the issues and find work-arounds. And that’s exactly what I did. And the results were immediate. How could I have been so stupid? I mean I knew the system and I was falling into the same trap as every other person who didn’t have a clue how it worked. So why is it that your resume can be a barrier to you getting the work you love and the money you want? There are two reasons: One: If you rely on your resume to get you an interview than it is in itself a barrier. You won’t be doing all the really important things that you should be doing to get you the interview. Remember that as more people are unemployed and looking for a job, there are many, many more resumes for recruiters to sort through. That greatly reduces your odds. So never think of your resume as a way to get in the front door. Of course there are a lot of resume writers that will tell you otherwise. That’s because they want to sell you a package that includes writing custom industry specific and targeted resumes. These packages can range from $75 to close to $1000 if you chose a cover letter to go along with each resume.

The Job Genius

©2009

www.thejobgenius.com


____________________________________________________________________ Here’s the deal: I will tell you that you need to ensure that your resume meets a few specific criteria but beyond that it is not a factor in getting you an interview. I offer a number of examples of good solid resume formats in The Job Genius. You are welcome to copy these formats directly from me or use a service that I have partnered with so you can get a free resume analysis and inexpensive writing package. But never rely on your resume to get your foot in the door; it is irrelevant. Two: You can’t necessarily get a job just by a resume but you can LOSE a job just by a resume. Does that make sense? In other words there is a minimum standard that you need to adhere to but beyond that your resume is insignificant. These are the items that you need to be cautious about when drafting your resume. → Do use correct spelling (don’t use spell check, get a proof reader) → Do keep it as condensed as possible without leaving out critical keywords (especially if you are in a more technical position) → Do use correct grammar → Do always be honest as a good interviewer will cross reference your resume, application and references → Do make it “scan-able” so the interviewer gets the general idea without working too hard → Do include specific results—everyone has them, I don’t care what position you had → Do include current email and cell number → Don’t go back more than 3-5 jobs and 10-12 years unless you have a specific reason as being at the same company for numerous years → Don’t include a specific purpose unless you are content with only getting exactly what you put down. → Don’t include a bunch of fluff—stick to the facts and details → Don’t include personal information or personal dates → Don’t get “cute”, keep it simple and professional. You can let your personality show through later.

The Job Genius

©2009

www.thejobgenius.com


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You can find detailed examples of resumes from different industries in The Job Genius as well as a complete set of rules to follow:

Enough said-your resume doesn’t get you the interview, you do. Companies don’t hire resumes, they hire people.

Question: Have you ever heard these words: over-qualified, under-qualified, too old, too young, too little education, too much education? What if you could make each and every one of these reasons obsolete and never have to hear them again?

The Job Genius

©2009

www.thejobgenius.com


____________________________________________________________________ Chapter 8

Why You Are Holding You Back We have all heard the saying that we are our own worst enemy. Let’s backtrack a little and remember what we talked about in terms of discrimination. We all know it exists. And we know we can’t change the world. So how do you get around these facts and work with them? How do keep discrimination from occurring? Here’s the bottom line:

Discrimination occurs because people don’t know you.

So the ONLY way to ensure that discrimination does not occur is to ensure that the people that matter to you also know you. I mean they have a personal relationship with you. Not like best friends or neighbors but well enough to break down barriers and increase familiarity; an interview and casual networking typically does not break these barriers down and sometimes it will actually reinforce them. In the book, Blink by Malcolm Gladwell a number of studies are shown to prove that people make snap decisions (in the blink of an eye) when they first encounter someone or some situation. These snap decisions or opinions are derived without thinking and come from years of predetermined experience. In other words many of our snap decisions about people are completely wrong. It is where stereotypes come in. Recently we have all heard about social profiling because of 9/11. In Blink, Malcolm explains that if we are preconditioned to think that all Muslims are terrorists based on what we have seen in the media or experienced personally, then we will, in an instant, form an opinion about someone who looks “like a Muslim”. Even though that person may have been born, bread and raised in Alabama (you get what I’m saying). And even though that person may be the most qualified applicant, they are not treated as such because of an instant, blink of the eye, mental picture that a recruiter has formed about them. So are you starting to see how “You” can be the biggest barrier to getting a job? Are you starting to see why the best qualified candidates are many times not picked for a position? What instant opinions are people forming about you? You’re too old, you’re over qualified, you’re under qualified, you’re too young, you’re too short, you’re too fat you’re fill in the blank. What ever the reason is, the hiring manager will justify their position with logic even though their brain is telling them subconsciously why you will never get the job.

The Job Genius

©2009

www.thejobgenius.com


____________________________________________________________________

The number one key to any successful job search is this: You being involved. That’s it, we can stop right there, you’re done. You know it all, you know the secrets. If you can’t create familiarity, the right way (and that’s the trick) with the hiring manager, then you will always be at a disadvantage to those who can. Let me repeat that:

If you can’t create familiarity, the right way (and that’s the trick) with the hiring manager, then you will always be at a disadvantage to those who can. 80% -90% of all jobs are filled internally (through networking). Why is that? Does it mean that the best person got the job? The most qualified? The best educated? No it means whoever had a personal relationship, a familiarity, with the hiring agent has the best chance of getting the job. Your resume, your phone calls, your interviews are insignificant. They never meant anything and you can’t take it personally. And that’s what this Barrier is all about. Don’t take it personally unless you have made it personal. Get it? Think about it. People get upset because no one responds to their resume…. But how can you get upset about it? It’s a completely impersonal relationship. The person on the receiving end owes you nothing; it’s just the system. So as this book comes closer to the end, I’m giving you more and more of a hint about what it takes to land a job quickly. And I reveal exactly how to make that happen in The Job Genius.

Discrimination occurs because of ignorance. If you allow people to be ignorant towards you then you give them ample opportunity to discriminate. Question: Do you believe that if someone really got to know you, they would see that you could bring tremendous value to any endeavor?

The Job Genius

©2009

www.thejobgenius.com


____________________________________________________________________ Chapter 9

Where is the Real Opportunity? They say that there’s opportunity in adversity. And that more wealth is created as a result of economic downturns than at any other time. It’s a time when complacency goes out the window. People have nothing to lose (because they have already lost everything) and they start to get creative in ways they never knew existed. Humans have an amazing ability to adapt and survive. In fact it was Charles Darwin who said it best when he stated, “It is not the strongest nor the most intelligent of the species that survives, it is the one most adaptable to change”. So you can see this period in your life as a challenge and struggle or as the only time you will ever have the opportunities that exist today. Not seeing periods of adversity as opportunities is a huge barrier that you need to overcome. Everyone has some talent, some special ability that someone else needs. It’s your job to find that special talent and then find the people who could use your help the most. Think about this: during what other time in your life was losing your house, losing your job, going bankrupt and completely changing your lifestyle not only not frowned upon and shunned, but actually accepted? → If you need to go bankrupt, NOW is the time. → If you have been over indulgent and want to simplify your life, NOW is the time. → If you want to start a business because there are so many people that need your expertise, NOW is the time. → If you are going to downsize everything you do, NOW is the time. → If you want to buy a late model car and eliminate your car payment, NOW is the time. Not only will people not look down upon you, they will actually respect you!

The Job Genius

©2009

www.thejobgenius.com


____________________________________________________________________ Chapter 10

Where the Jobs Really Are They say that people generally take the path of least resistance. And so what we see most often in the media, what we are exposed to most often, is often what we believe to be most prevalent and most powerful in our lives. But in reality, what we see in the media and exposed to most often is simply what sells the best. It’s the sexiest, the most exciting and the most dramatic. It’s the news that feeds our emotions, not our intellect. Unfortunately none of that translates into solutions for you. And the best example is the Stock Market. It makes all the sense in the world that the best time to buy a stock is when it is at a low point, right? But when is it that you hear about a successful stock or successful (Bear) stock market? When it has already risen, right? Unfortunately that’s the time when the general public finds out about the great news. The experts, the insiders, got in early. They understood the fundamentals and made an advised decision, not an emotional decision. So when it comes to the job market, many times we are driven to the big, powerful, exciting large corporate positions. The ones we hear about on a regular basis in the media. It’s not your fault entirely.

People tend to know more about what they see and are exposed to on a daily basis. But that doesn’t mean that it’s right for you.

The Job Genius

©2009

www.thejobgenius.com


____________________________________________________________________ Take this example: During each class of loan officers that I training I always asked these same questions: Question 1: “Do you know who the following people are”? → Henry Paulson → John Snow → Alexander Hamilton

Question 2: “Do you know the name of a large purple Dinosaur who has the following people as his sidekicks”? → BJ → Baby Bop Now these were finance professionals that I was training so there was at least some expectation that they would know the answer to #1. After all there was a significant chance that my students saw these names on a daily basis written down, write in front of them. But almost 100% of people had no idea who those men were. Question #2 brought a different result altogether though. Close to 100% of my trainees knew that the answer was Barney. Even if they didn’t have kids! But here’s the kicker in this situation. The Secretary of the Treasury’s name is one that we see on a daily basis. Almost every single day, we see his name and sometimes many times a day. It’s printed in plain sight right on our paper money! Yet we rarely see Barney everyday and he doesn’t nearly have the exposure that our Treasury Secretaries do. I mean there are trillions of paper bills in circulation today! So why is it that something we see everyday is completely ignored, even though it has a great deal of significance to our lives and something that really means nothing to us (Barney) and we don’t even see very often can be remembered vividly? Marketing and media exposure of course.

The Job Genius

©2009

www.thejobgenius.com


____________________________________________________________________ And that is a perfect segway into the hidden job market. Here’s a hint; why would anyone want to “hide” open jobs? They wouldn’t of course (well there are a few reasons but those are the exception not the rule), it’s just that the media exposes you to certain jobs and certain methods of getting those jobs.

Why? You know the answer by now. That’s where the money is, that’s where the news is and that’s where the excitement is. So the solutions you are looking for are not really hidden, you are just not exposed to them. Get it? Just like the man who makes your paper money valid! You see his name every single day and yet still have no idea that it’s there. I hope you are getting excited about the possibilities! To read more on the Hidden Job Market, you can get my Bonus Chapter by joining us in The Job Genius. The Bonus Chapter’s are my gift to you.

But this chapter is all about where the jobs are so I’ll get on with it. First we have to explore where the jobs aren’t because if you continue to look there then you will continue to miss important opportunities. Let’s start with big corporate America.

Why is Corporate America a barrier and a Gate you must get past? For two big reasons: 1) During times of recession (when it is most difficult to locate a good position) most large corporations are subject to the scrutiny of their shareholders and the pressure to perform means that layoffs will occur swiftly and hiring freezes will be put it place. In other words, it’s not only a bad place to be but it is a bad place to look. Most of America is made up of small firms vs. the very large one’s we hear about every day. In addition these smaller firms are often in a niche market which can actually grow in a down economy. These companies can be more flexible and creative and often buck the trend of the overall market.

2) They can lead to a false sense of security in your job search. Because you are associating yourself with these large firms, it is easy to feel like you have some “traction” in your job search. The Job Genius

©2009

www.thejobgenius.com


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The Job Genius Warning: Many large companies will continue to leave job postings up even though they are not hiring for the actual positions. They do this because they have contracted job posting positions with some of the major job boards. In addition, large companies will continue to gather resumes in down times in anticipation of ramping up their hiring needs when the economy changes. Of course your odds are not only worse in this situation but you can get a false sense of security by continuing to apply for positions that may never be viable for you or anyone else.

The Job Genius

Š2009

www.thejobgenius.com


____________________________________________________________________

It makes sense that if you should stay away from big business, corporate America, especially during a downturn in the economy then your search should be concentrated with the rest of American business. And that logic is completely sound; take a look at these numbers:

According to the U.S. Census Bureau, there are approximately 5.7 Million Employer Firms in the United States. → 5,666,761 of these firms had less than 50 million in sales → 30,998 of these firms had 50 Million to 2.5 billion+ in sales Of course the total employment for the big companies is much greater per organization; after all who can compete with Wal-Mart’s 1.8 million employees? The total employment for the smaller companies is actually slightly higher at 56 million vs. 55 million. But would you rather be a big fish in a little pond or a little fish in a big pond? That’s your choice of course but I would rather have 5.6 million more chances with smaller firms. So even though the number of available jobs are very similar, I can apply at 5.6 million more companies if I stick with the smaller firms. And again, we want the companies that are actually hiring, NOT just the one’s who have positions on payroll. America is made up of small businesses and they have distinct advantages over large companies which have shown recently to be a very bad employment choice. 50 years ago that scenario may have been vastly different but this is a new global economy and one that will reward innovation and differentiation. Two things that are difficult to come by at most large firms. Complacency is a natural part of the evolutionary cycle of most large businesses. People get fat and happy and no longer have the drive to move forward. And that’s why so many have failed recently; it just took a down turn in the economy to put the final nail in the coffin. In The Job Genius I have one of the most comprehensive job listings for small (and large) businesses available anywhere. In fact I have millions more than are available on Monster.com or Careerbuilder. Over 750k new jobs were listed just last week.

The Job Genius

©2009

www.thejobgenius.com


____________________________________________________________________ Chapter 11

How to Get Your Priorities in Line This chapter is not about some meta-physical, neuro-linguistic mumbo jumbo. It’s about real life and the barriers that we create when we don’t have our priorities in line. Let me share a short story with you from a good friend of mine. Her name is Allyson Lewis and she is the author of Seven Minute Difference. I highly encourage you to read it. In that book, Allyson talks about how she was sitting in a “corporate development” session and they had an exercise to complete in 15 minutes.

In 15 minutes, the participants were tasked with writing down what their purpose in life was. Yeah, that’s the kind of task nobody likes! I mean there’s no right answer and few of us spend much time doing that much soul searching. So Allyson sat there for 8 minutes until it finally came to her out of the blue. Here was the answer: My purpose in life is: Growth In the 7 Minutes that remained Allyson jotted down her Purpose in life. Plain and simple. Growth spiritually, mentally, physically, emotionally, financially etc. Growth in terms of her relationships with her family, kids etc. You get the message. But at no point during that exercise did any of the following come up: -Have the biggest car -Live in the nicest neighborhood -Have shallow friends -Don’t spend quality time with kids and spouse Etc. Etc. You get the point. I loved the simplicity of Allyson’s solution so I adopted it for myself. In fact I simplified it even further to suit me (‘cause I’m a simple kinda guy). I just say that if you are not growing, you are dying. And I mean growth in all aspects of your life. The Job Genius

©2009

www.thejobgenius.com


____________________________________________________________________ When my business failed I had to take stock of what was important to me. If money and the fancy cars were the most important things to me then I may have lied, cheated and stolen my way to maintaining that type of lifestyle. Now stay with me because I’m sure that you are wondering how this is a “barrier” to you getting the work you love and the money you want. Here goes: If you have to maintain a certain lifestyle then you are significantly inhibiting your ability to do what you really love in life. And not doing what you love in life keeps you from wanting to grow and really being fulfilled. You know the common quote:

“Do what you love and you will never work another day the rest of your life” Unfortunately our lifestyles often dictate the types of jobs that we are willing to take. And that goes completely against the grain of what’s really important to most of us. We get stuck in that rut of what we believe is expected of us vs. doing what we truly love. Here’s a great example of that: Michael Gill was a high flying, six figure earning advertising executive who had created major campaigns for some of the most well known companies (and yes he did get the job through familiar connections!) in the world. At the age of 63 and after 26 years of living the good life, he was abruptly fired. Long story short, he ended up working at a Startbucks for $10 an hour and really finding himself and his passions. Turns out that he never felt like an insider at his Ad firm and he was never truly fulfilled. He lost his relationship with his wife, kids and friends all because his priorities were in the wrong place. And in the end he wrote a book about his experience called, How Starbucks Saved My Life

The Job Genius

©2009

www.thejobgenius.com


____________________________________________________________________ Here’s a guy who took the blinders off and discovered that life is about more than all the expectations that other people had for him. And the amazing thing is that he still ended up a huge success, but this time it was on his terms. And now he enjoys the kind of relationship with his kids and family that he sacrificed for most of his life. There is a reason that this is the last chapter in this book. It’s because I want the information to stick in your mind the most. If you are limited by your lifestyle or what you believe you are suppose to be doing in life then you can still use the tools in The Job Genius but it will be a significant barrier to a fulfilling life. And remember the title of The Job Genius is “get the work you love and the money you want”. Not get the work you despise but do anyway because your life is defined by where you live and the cars you drive and what your fraternity brothers think you should be doing”. Here’s another famous quote that sums it up best: Help enough other people get what they want and you will get everything you want. In other words if you were actually doing what you love to do and you are good at then the money will follow. I know it always has for me. Otherwise we are just robots. I’m not saying you need to go to work at McDonalds, but if that happens and you don’t know what your passion in life is then that’s okay. It doesn’t define you. It doesn’t make you a good or bad person or a meaningful part of society. But I guarantee that if you are doing what you are passionate about and your purpose is growth, then it will always lead to something grand. What did Bernie Madoff do for anyone? Give them false hope and frustration? At best? The bottom line is that he is a petty thief. The impression at the time was that he was “the guy” to be associated with. No thanks, there are more interesting people with more to offer working at McDonalds. So it’s your decision. Are you going to continue doing what you hate or start doing something that you love? Think about it, you will spend the majority of time on earth at work or doing work related activities. Here’s a breakdown of how most people spend their time: Time/Activity

Sleep

Work

Other

Total

Hours %

8 33%

9 38%

7 29%

24 100%

The Job Genius

©2009

www.thejobgenius.com


____________________________________________________________________ You have to count commuting and eating lunch (or what ever your meal time is) as a work related activity as well as continuing education, studying etc. if you actually want to get ahead. The “other” is time with family, exercising, eating etc. So if work is something where you will spend the majority of your time in life as an adult, shouldn’t you make the most of it? Shouldn’t it be something that you really want to do? So yes this is a huge opportunity period for you if you are unemployed. There’s no better time that other people will actually accept you doing something completely out of the ordinary. Take advantage of it. Don’t let the opportunity pass you by.

A picture is really worth a thousand words so I’ll leave you with this picture from the Bureau of Labor Statistics that shows the amount of time (in green) we spend a day on Working Related Activities.

The Job Genius

©2009

www.thejobgenius.com


____________________________________________________________________

The Five Bonus Chapters Bonus Chapter Bonus Chapter Bonus Chapter Bonus Chapter Bonus Chapter

The “Secret” Ingredient Social Media, The Truth The Ugly Truth about Networking The “Hidden” Job Market Mastering the Interview Process

I’ve reserved these bonus chapters for those people who are really serious about taking the next step in their search for the work they love and the money they want.

The reason is that a job search is a participation sport. It’s not passive, it’s active. And I’m only going to share these secrets with people who are active in life (that’s why they call it life). If you just want to “get by” then continue to apply for jobs, post your resume on line, call recruiters and continue to blame the world for your troubles.

Get complete access to The Job Genius for a full 14 days for just $1. Here is what’s included in your membership: √ √ √ √ √ √ √ √ √

√ √ √

All Five Bonus Chapters (keep them even if you cancel as my gift) The 7 Step Course to Getting the Work You Love and Money You Want Regular Expert Insider Interviews to give you the insight you need FREE Resume Analysis Complete Interview Mastery Course Included (hours of preparation) Forum to discuss best practices with other members Dozens of free tools Regular members only updates and tips from me The MOST comprehensive Job Search tool available Anywhere (Monster.com has a few million jobs and The Job Genius has Millions more. In fact over 750k added just last week. Additional career training webinars and tele-seminars Use The Job Genius only as long as you need—cancel at any time with no commitment Personal Coaching available

The Job Genius

©2009

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Getting Past the Gatekeeper  

The Job Genius, Colin Daymude talks about how to by pass HR and Recruiting to get to the real decision makers.

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