Are you a Leader or a Manager?

In the last year have you said or heard someone say, “Why can’t we get qualified applicants?”  Hiring top talent during a period of record high unemployment should be as easy as it gets….but many “managers” find it difficult.  Let me suggest that the problem lies more with the “manager”.  Leadership (the ability to attract the right people to you and recognize where they fit and get out of their way) is the only option for hiring that really works.  Hire someone who is merely qualified for the “job” and only wants a “job” will doom you to have to repeat the process again in a very short time.

I deeply respect (and highly suggest you adopt) Seth’s view of the world.  Take a look…

www.vimeo.com/20290657

How to pursue the Hidden (Unpublished) Job Market

Only 15%-20% of all jobs are ever advertised  Why then, do 90%+ of all job searchers focus on those jobs?

Here is a link to live training I did recently for a local networking group. They asked me to provide a few innovative techniques to unlock the power of the hidden job market and thus free them from dependence on the internet as their primary source for job leads.

Enjoy!

The Range Game-How to Hit the Mark

Salary Negotiation for the Job Hunter – How? Pt 3-Building Your Range

By: Mike “The Job-man” Mailman

If you have been reading my recent posts, I have spent a great deal of time talking about how to handle the salary question if it is brought up prematurely in the interview process.  In this article I will tell you how to prepare your range so that you are ready when it is time to talk about salary!

To be fully prepared to effectively negotiate salary you need to have three numbers:

1. The minimum amount you will accept. (Never reveal this number to any employer).

2. What you consider a fair rate.

3. Your ideal, dream salary.

The minimum salary is the actual minimal amount you are willing to take the job.  This is not the number you “tell” them is your minimum it is you true minimum.  This is a number you should never share with an employer!  Consider it carefully and soberly.  It must be realistic for your family’s budget, set in advance and a number, below which, you are prepared to reject any offer! Consider this the wholesale “cost of goods”.

The second number is a desired rate or what you consider the fair market rate based on what you bring to the table.  If you are unemployed, perhaps it was your last salary or if working, it might be your current salary or your current salary plus five to ten percent.   Apply the word “fair” to your answer and you should have it right. Consider this the “fair price” for the goods.

Finally, your third number is your “dream” number.  This is the number that is at the top fifteen percent of the going rate in your area.  Or, maybe it is your current salary plus 25% to 50%. Either way, it should be high, but not crazy.  Sorry, but no doubling of salary unless you can document you were grossly underpaid by the market in your last assignment.

With these three numbers it is now possible to assemble a “range” that you will be able to rehearse and use whenever you are asked by an employer to name a salary and you feel the timing is correct to do so.  (Please see my earlier blog on timing for clues to this).  The advantage to preparing and rehearsing in advance is that it will allow you to become comfortable “with the words” and thus negotiate calmly and confidently. To begin, add five to ten percent to the “fair” rate (#2 above) and consider that the bottom of your range.  Then copy the “dream” rate (#3 above) or that plus five to ten percent and consider that the top of your range.

For example, if your minimum is $30,000, your “fair” rate is $40,000 and your “dream” rate is $50,000 then the range you could prepare and use might be $42,500 to $53,000.  When you actually use the range always make it vague.  In this example you might say, “I am seeking in the low forties to mid fifties.”  By presenting the range in this manner you preserve your ability to move up or down while establishing a perception of flexibility.

There is one caveat I must add.  During my 19 years experience working with professionals, I have seen this hurt many candidates in the past. Never go into negotiation with an attitude.  Even if you justifiably feel your last employer “took advantage of you” do not try to “stick it” to the new employer or take advantage of them to get even (or make up for lost wages).   Instead, treat each employer negotiation as unconnected to any other (in the past, present or future) and reserve assigning blame or praise to an employer because of past experience(s).  It is not fair to them and it will likely cause an employer to reject you as unreasonable.

Next time, we will talk about how to use the range you built to get the most you deserve and a secret I learned from big Hollywood movie star agents that will allow you to decline an employer’s offer without facing any negativity or having to reject them by saying “No” all while preserving the possibility of getting an offer higher than you ever dreamed possible!.  Till then, keep smiling!

© 2010 Mike “The Job-Man” Mailman – All Rights Reserved

Sometimes it is OK to Pass the Buck

Salary Negotiation for the Job Hunter – How? Pt 1-Deflect & Reflect

By: Mike “The Job-man” Mailman

There you are, on a first phone or face-to-face interview with a perspective employer (not a recruiter or agency) and within the first 10 minutes the person on the other side asks, “What is your current salary?” or perhaps, “What salary are you seeking?”  In your gut, you know it is a knock-out question that can only hurt you and thus you should not answer it, but how do you handle it?  I suggest PASS THE BUCK!  Simply put, “help” the other person “decide” they actually do not want to talk about it.  Sound strange?  There are two steps to effectively do it:

1) DEFLECT- Say, “I appreciate your question Mr. Smith, but at this early stage…”

“I do not have the full scope of this position.” OR “I recently started my search so I’m not focusing on salary at this point.”

2) REFLECT-By then saying,”But, since YOU asked, what is the value your company places on the contribution of this position?”

You need to practice this over and over until you are 100% comfortable and confident in your delivery.  It is very important that you execute both steps…DEFLECT AND REFLECT with a positive attitude and tone of voice that conveys a sincere confusion since the question was asked too soon.  The most common mistake I see is people who only DEFLECT but neglect to REFLECT.  This only encourages the other party to ask you again and puts you both on the road towards a lose – lose outcome! The power is in the REFLECT statement. At its root, you are asking them to define how much they “value” the position. Keep in mind, interviewing, even in today’s economy, is still a two-way street. Do not do this because you want to discuss money now. Instead, ask the REFLECT question to help them realize they don’t want to be the first one to name a figure any more than you do.  Their mind begins working for you because THEY DO NOT WANT TO ASK YOU AGAIN!  Under this condition, many employers will simply choose to move the conversation elsewhere (for now) and come back to it later in the interview process.

What if they do not and ask you again by saying something like, “We have just started looking to fill the position and have not established a salary range, but I really need to know what you are looking for?”  My best advice is to just turn it around again, by saying, “I understand, but I am also early in my search so I am not really focused on compensation now.  Why don’t we talk a bit more and see if there confirm genuine mutual interest first.  How important are certifications, advanced degrees, experience, network & contacts to you?”  Just pick any one or two such elements from your resume (that are appropriate for your circumstances) and help them set money aside… for now.   If you politely but firmly REFLECT back to them whatever “reason” they gave you why they cannot answer you, their conscious mind is going make it difficult for them to hold your refusal to answer them against you.

What happens in the case where they….

1) PUSH YOU TO TALK ABOUT MONEY FIRST. In simplest terms, you have a hard choice to make.  I know what I would do, but I have conducted over 65,000 interviews.  But, I cannot be in your suit pocket and whisper in your ear the right words at that time.  Here are the best arguments from both sides of the table to help you evaluate and choose your response.  On the upside, if you answer the question, what have you really got to lose?  If you decide to go forward, then just tell them a range (see my forthcoming blogs on how to do that).  Bottom line? You do not have the job now and so it will either work out or it won’t.  The flip side is if you have such a tough, money-focused (scared) employer you need to consider carefully how financially sound they might be or stingy they might be.  If you choose to stick to your plan and not answer them at this point (and have decided you are prepared to reject them if they persist) then in as nice a way as possible, let them know by saying, “I respect that you feel pressure to get this resolved, but I must admit I am considering a number strong companies and have to ask you… Does the company have cash flow concerns motivating this request?”  Like above, you really have nothing to lose if they get mad and reject you.  If you have been professional and diplomatic up to this point, it is a fair question to ask them and passes the buck right back into their hands. Now THEY are forced to choose. Remember, if they REALLY DO have a position, then they REALLY DO have a number in mind already.

2) PREEMPT THE TOPIC BY BRINGING UP MONEY FIRST. They will say something like, “I am not sure if you are aware of this but this position’s salary is in the $30-40K range.”  This happens often because they fear they underpay the market rates or perhaps disappointed in the past when earlier offers they made to others were rejected because the applicant felt the salary was too low.  No one likes to get turned down on a marriage proposal. They are “cutting to the chase” because they do not what to feel that embarrassment once again.

Next time, we will talk about how to build your salary range.  Till then, keep smiling!

© 2010 Mike “the Job Man” Mailman – All Rights Reserved

Unemployed? Underemployed? Unhappy? Job Hunting?

Beginning Wednesday September 15 from 7:00pm to 8:00pm, and lasting each Wednesday for 10 weeks, I will offer FREE job search training. Defeating Goliath-Job Hunting in a Bad Economy, will use the five stones that David carried into battle and ultimate victory against seemingly “impossible” odds to illustrate the five components of a successful job search. These are: Knowledge/Faith, Resume, Cover Letter, Interview & Negotiations. The location of the classes will be in the Fellowship Hall (new location) of Community United Methodist Church, 4921 S. US Hwy 17/92, Casselberry, Florida, 32707. For more information contact the church office, 407-831-3777.

Salary Negotiation for the Job Hunter – When is the Right Time?

TI-ming? Or Ti-Ming?

By: Mike “the Job-man” Mailman

Salary Negotiation for the Job Hunter – When is the Right Time?

No, I have not suddenly begun speaking in Chinese. Rather, every day, I encounter job searchers who struggle with the fundamental and important question of timing.  That is, when and how to discuss salary or benefits during an interview with a perspective employer.  In this blog, I will try (without resorting to Mandarin or Cantonese) to provide some insights into this important topic.  Just keep in mind, like Chinese, it is easy, as long as you know and obey the rules. Ask anyone from China.  Chinese is just as clear to them as your native tongue’s rules and grammar are to you.

After almost twenty years of personally interviewing people, training managers on how to interview people or teaching job searchers how to successfully interview with employers here is what I know:

1) He or she who speaks first usually loses. This is a general principle that many of you know applies to all negotiations. Generally speaking, as a job searcher, the longer you are able to delay or deflect money discussions, the more leverage you have (and thus likely more income you will make) when negotiations do, in fact, occur.  Consider this your “incentive”. Of course, this does not mean that you NEVER discuss money EVER, since this will only irritate employers.  So how do you know, when it is or is not the right time to talk about money?

2) Timing! Consider this analogy.  You are single and on a first, blind date in a fancy, five-star restaurant.  You are finishing your entrée, enjoying pleasant dinner conversation, the high-class atmosphere along with the wit and charm of your companion when suddenly he or she brings up the subject of marriage. For you ladies, imagine, he actually gets down on one knee and with deep sincerity, flowers and a one carat diamond ring pops the question, “Will you marry me?”, ON THE FIRST DATE. Or, alternatively, gentlemen, she asks, “When WE get married, where should WE go for OUR honeymoon?” or “How many kids would YOU like US to have and what should they be named?” What are you thinking now?  Be honest. You are thinking this person is a certifiable nut, right? You are probably saying to yourself, “Get me a straight jacket or at least point me to the nearest exit!”  And rightly so.

How is it that all of us can agree and feel the same way about this situation?  Really think about it. Was it the questions themselves? The location or atmosphere where they were asked? Was it the sincerity in their voice? Was it perhaps, the violins? No, of course not. It was simply a matter of bad timing.  In this case, it was too early.  Now consider a slightly different example.  Same setting, dinner companion, same sincerity and questions but you have known each other for over two years.  Now, how do you feel?   You feel completely unlike you felt before, right?  The response to the proposal may be yes or it might even be no, but at least you are not running away in panic. It is exactly the same with the timing of the money question.  It is a fair question but only when asked at an appropriate time and thus should only be answered when it is the proper time.

Like in the hypothetical relationship example above, there are no clear rule books that tells us exactly when is the “right time” to broach the subject, but we can all easily agree that the first date (or first interview) was certainly far too soon.  Get to know the company, their needs and your level of interest in the assignment first.  If you expect multiple interviews, then you should assume that the subject is forbidden until the last or possibly second to last interview. In his excellent book, Knock ‘em Dead, the author, Martin Yate gives this example:

When the company says, “Who are you?”  Is it time to negotiate?  No!

When the company says, “We like you?”  Is it time now?  Still no.

When the company says, “We love you?”  Now?  Surprisingly, still negative.

When the company says, “We have to have you?”  NOW is the time to negotiate!

When the company says, “We got you?”  It’s too late, the door has closed!

Of course this is a simplified example, but is valid food for thought.  Feel free to post any responses or questions about your situation and I will be happy to answer them.  In my next blog, I will answer the next burning question.  How should I respond when an employer asks me to talk money (get married) too early (on the first date)?

© 2010  Mike “the Job Man” Mailman – All Rights Reserved

The Atomic Powered Career Search

Albert Einstein speaks out about the secret power behind a successful Career Search

The airwaves of the world buzzed today with news of the famed physicist, professor and occasional (and self-described poor) violinist, Dr. Albert Einstein’s never-before-seen lecture notes discovered tucked away in a sweater pocket.  The sweater, recently sold by a major auction house, contained hand-scribbled remarks apparently prepared for an outgoing class of Princeton physics students embarking on their journey into the world of job hunting and the search for meaningful work. The observations offered surprising insights into the mind and creativity of this widely acclaimed and long-respected genius.

The foundation of the lecture was the re-use of his famous formula, E=MC² which is widely held as the single spark that released the mind of man to conceive of both atomic power and nuclear weapons.  A review of the lecture notes by experts on Dr. Einstein’s life and work seem to reveal a common theme, his frustration with the lack of job hunting success from the many new scientists Princeton turned out each year and how there was a secret power driving all truly successful job searches.

Biographers of the great thinker and colleagues’ present at the lecture all confirm how Dr. Einstein described, “everything should be made as simple as possible, but not simpler.” The opening line of his notes sets the tone, “The release of atom power has changed everything except our way of thinking…the solution to this problem lies in the heart of mankind.”. More telling, perhaps, are his hand written notes in the margin, “We can’t solve problems by using the same kind of thinking we used when we created them.” The visionary scientist then proceeds, with his usual flair, to admonish his students to think un-traditionally and aggressively in order to win the race.

Describing the power of Effort (E) he proceeded to use his logical mind to dissect and identify the two most basic elements of a successful job search:

1. The first he describes as Motivation (M) saying, “Weakness of attitude becomes weakness of character.” Just as in science, a genuine desire to succeed, despite the odds, is the glue that will allow the seeker to hold tight to the process and rise above the rejection they will encounter as they embark upon their career search.  Comparing the scientific pursuit of the true nature of the universe with job hunting, he boldly proclaims, “Anyone who has never made a mistake has never tried anything new.” He affirms his respect for pushing beyond the protocol boundaries of a traditional job search. Practiced then (as now) by those who merely followed the pack by responding to advertised job positions, contacting search “agencies” and telling “friends” then waiting…and waiting…and waiting hoping for “something” to happen.  “Imagination is more important than knowledge”, his notes claim as he moves to his next point.
2. As Professor Einstein described it, Commitment (C), the second element, is more important and thus needed in more abundance then the first for there to be ultimate success of Effort (E). Using mathematical language he squares the power of Commitment (C) to clearly demonstrate the vast quantities required to achieve the result.  His notes reveal his honest assessment that this will likely be the single hardest element to consistently capture and use effectively.

Perhaps most revealing of all is the way he summarizes his conclusions and in his admonition to never give-up with, “The most incomprehensible thing about the world is that it is comprehensible”…”The important thing is not to stop questioning. Curiosity has its own reason for existing.”

© 2010  Mike “the Job Man” Mailman – All Rights Reserved