0:02 so we are live and welcome now we're recording so we are live welcome to the way to wow people making money i'm kevin bemel i'm your host and uh this week i'm going to be talking about how about the strategies and tactics to market yourself to get the kind of high-paying job that you love or to start that lucrative business again as i've talked about before
0:37 these days it's very much the same thing um and and just depends on whether you're going to have one client which is the company you work for or you're going to have lots of clients which are the clients you have as a business owner i just want to review last week my guest was david nodowitz david talked about his professional journey starting out uh in in the video business in in tv news uh for us um uh it was a business news network um the name of it is escaping me right now and how eventually he became one of the top
1:12 forensic video experts literally in the world certainly in the united states uh we distilled some great lessons from that and i invite you to go to our youtube channel the way to wow show the way to wow show on youtube and you can view that uh that episode from last week as well as past episodes so this week we're going to talk about how to market yourself and this is a follow-on session to a couple that i've done before uh one was talking about your unique value proposition we're going to review that a little bit today
1:48 because that's going to be the basis for your uh for your marketing effort and then i talked about the five steps the only five steps you need to take to get a high paying job or start a lucrative business talked about that a couple of weeks ago and this is kind of uh step number uh three or four and uh it's it's really when it comes down to it it's really the key step so i'm gonna go ahead and share my screen oops wrong button okay
2:26 okay and i don't know why that's there it goes okay so so here we go we're going to get right into this and um these are uh like i said this is this is how you're gonna to to market yourself and uh let's see what am i doing here oh okay there we go um and i lost my thing okay let's try this there we go okay so the first thing i want to talk about is when you want to have a a high-paying job start a
3:01 lucrative business really i think requires a mindset shift and and this is something that i had to deal with uh now quite some time ago when i started my first business back in 1986 i believe it was so unlike other places where we may work for example the military where no matter how how hard we work and how how much value we create we're gonna get the paid the same thing
3:36 there's there's no such thing as you know merit pay or anything like that um in in the competitive job market and in the in the business world wealth comes from value delivered so i think this is a a maxim that all of us should adopt um we're talking about it here in the context of finances but indeed this is also true in a lot of other areas of our lives so i'm going to digress for just a minute and talk about relationships so whether it's a
4:12 marriage whether it's a friendship whether it's a parent-child relationship wealth in this case it would be the the closeness and supportiveness of the relationship is going to come from the value delivered so i suspect most of us if not all of us have had a situation where we were friends with someone and we felt like we were always giving and got nothing back so that mutual exchange of value is what will cause two people to sustain that friendship
4:47 and if they if there is not a mutual exchange of value eventually i think friends will drift away and there won't be any kind of relationship there anymore and the same is true for for parents and children the same is true of spouses so this this formula of wealth comes from value delivered if we think wealth just as being something beyond money something that that we desire for the betterment of our lives so we can we can see that it applies much more broadly but in the case of a job or a business so wealth financial wealth is going to
5:23 come from the value that you you deliver and the more value you can give your clients the more likely they are to do business with you again to refer you to other people the more value you can deliver for the company you work for the greater the opportunity that that you will advance in the company um and or be given more uh challenging projects on which to work and all of that will allow you to continue to move up and up and up into a more uh into higher paying positions uh
5:58 positions may be where you'll get um other things besides salary whether it's stock options whether it's a additional benefits all of those things are going to come because the people in the company see that you deliver value now value 2 needs to be looked at broadly so we think of value as you know getting our job done and yes of course that's absolutely important but value also comes in other areas in the company so
6:33 many of you i'm sure are are familiar with playing corporate politics it's and for a lot of people that's kind of the worst part of working for a large organization but the ability to deal with politics which after all is really just a subset of how people relate the better we can do that the more valuable we are to the organization and i'm going to quickly add i don't mean politics in the sense of of stabbing other people in the back and that kind of egregiously awful
7:09 behavior i don't mean that at all what i mean is the the ability to work well with other people to help them advance to get buy-in to a project that's important to the company all of these are critically important to the success of an organization in fact whether it's a for-profit organization or a non-profit makes no difference so these sort of soft skills if you will emotional intelligence is sometimes called all of these are part of delivering value and in many ways these
7:46 soft skills are more valuable in terms of where you can derive wealth from than than the hard skills you know we we can teach people how to um code software for example um it's much harder to learn how to deal with colleagues effectively and and keep a team moving in a positive productive direction okay so again i i encourage you to adopt this mindset wealth comes from value delivered broadly defined wealth broadly defined value
8:23 okay so a couple of mention a couple weeks ago we talked about the only five steps to getting a high paying job or starting a lucrative business or having a lucrative business these are those i'm not gonna go through them other than to say here they are if you wanna know more about these please go to my youtube go to our youtube channel and you can see the session that i did on the five steps okay so i i do want to review though the idea of unique value proposition i did a whole show on this as well the reason i want to review this is because as i mentioned before
8:58 this is the crux of your marketing so when i talk about marketing yourself this isn't just sort of raw raw i'm great hire me or i'm great patronize my business that's all good and well um but that's that's not doing anything for people that's not adding um any value to to their to their lives to solving the problems that they have or anything like that what will help people is our our skills our knowledge and
9:34 experience and training our our interest in that if we're interested in something we have a much deeper commitment to working on it and then market demand right people actually will pay us for the skills that undergird the interest that we have okay and those three uh features have to be present in order for you to get either a high-paying job or have a lucrative business if you have skills and interest but there's no market demand you have a really cool hobby
10:09 that's what you got okay i've used the example before me and chocolate okay if you have skills and market demand but you're not interested in what you're doing you can have a lucrative job but it's going to be very frustrating right that's where frankly i find a lot of lawyers find themselves is the law pays very well often especially if you've been in it for a while and developed a good practice or you're working for a large firm and you've advanced through the hierarchy even up to partner or whatever so but they're very frustrated because the work is it doesn't in the end
10:44 doesn't really interest them okay so in that case you've got a job that probably is not very enjoyable and if you have interest and market demand but no skills you have no ability to to get that job right so you'll need the the knowledge and the experience um and and the training to to be able to get that job or start a business in that arena so these three factors skills interest and market demand have to be present and you're going to look to these things as you as as the foundation of your the
11:22 the effort to market yourself okay so let's let's look uh just uh i'm going to kind of go through this pretty quickly um because i said i did a whole um show on this but your skills assessment so as you look at your skills one of the things you want to focus on is scarcity and urgency now what do i mean by that well the more scarce a skill the more lucrative it is the more money you can make from it okay
11:58 so um as you might imagine um you know one of the reasons why it's hard to get a job eating chocolate is because it's a very easy skill to to uh to have um even to be able to taste all the you know unique or or all the the not unique but all of the uh subtle flavors and such that come from different cacao but there's lots of people who can do that right and and so there's not a whole lot of scarcity for that particular skill or for that matter to have a lot of experience in tasting chocolate and there's also not a whole lot of urgency
12:35 okay so rarely i i mean i've never had someone come up to me and say i need to know what this chocolate tastes like right now right so i'm gonna pay you a premium to tell me what this tastes like right this second doesn't happen right on the other hand think about a brain surgeon okay if how many how many people can successfully do brain surgery not a lot and when somebody you needs brain surgery typically it's pretty urgent
13:10 right as in if they don't get it there can be a you know a good chance that they're gonna die unfortunately right so um in between those two extremes you know tasting chocolate no scarcity no urgency and brain brain surgeon brain surgery great scarcity great urgency is a range and most of us fall somewhere in the middle of that range in terms of our our uh experience our training and our knowledge so as we as you go through a skills assessment you can see the steps here
13:45 i'm not going to go through the steps but if as you go through your skills assessment one of the things you want to look for is what skills do i have that distinguish me from all the other people out there looking for a job and what skills do when people need them they need them badly okay so that's that's when you when you do your skills assessment that's what you want to focus on okay so i'm going to do this if if you by the way if you want a copy of these slides um you can contact me through um the show's website the way to wow
14:22 show.com and i'll be happy to send you a uh a copy of these slides and answer any questions that you have by the way okay so interest so again when we talk about something that you're interested in um i mean it can be just a sort of a general interest but the more intense your interest is the more likely it is that you'll really stick with pursuing that even when it's difficult okay and that really is what makes the
14:59 difference so there's most of us have lots of different interests some of them are more passionate than others so and i i hesitate to use the word you know passionate interest because some of us don't really have a passionate interest that that's all consuming what um earl nightingale used to call river people where they get into this flow of this particular interest and and time basically ceases to have any meaning many of us uh you know have have a real challenge getting into
15:35 flow um and by the way in the second season the show i talk about um um mihai chiksen mihai's book flow and what that's all about so if you're interested in understanding this concept of flow i invite you to look at the show from season two to go back to interest it doesn't have to be that kind of all-consuming interest but i would encourage you to look for things that you find yourself continually curious about okay what are the kind of things that you think about
16:13 um when when you know your mind is just kind of on you know going on on on autopilot right what are the what what is that about so like for me i can tell you of of late especially i thought more and more about how all these um you know somewhat new technologies things like blockchain nfts cryptocurrencies fintech how are these things going to change our world how are they going to make life different for us
16:48 um for for the the average person like like you and me right i mean um you know we're we're we're not going to be you know some you know mega wealthy billionaire um what we're going to be is you know you know an average person and and that's a good thing i think um so um how are these things going to eventually they will okay some way or another um either they'll turn out to be the kind of um you know evolutionary revolutionary technologies that really change how the world works like the
17:24 internet in which case you know how we interact with other people how we handle financial transactions they'll all change um or they'll turn out to be a complete bust and there'll probably be a lot of disruption in financial markets as people who have invested you know tens of billions or more hundreds of billions even trillions of dollars in these things um realize that those investments um are are gone and and so now you know what are they going to do right so what what do you what do you find interesting do you find real estate interesting okay but and by the way your
18:01 your interest doesn't have to be unique okay that's that's not the point here the the point of the interest is what really you know turns you on to use the the language of the 60s um yes i wasn't i was alive in the 60s i i was a child though um what really kind of gets you wanting to ask questions seek out people who can teach you more about it okay maybe it's i don't know maybe it's french literature maybe it's food in general right and if you've got kind of
18:38 a niche interest that maybe doesn't appear to be broad enough to um really you know be something for a job so um what what could you broaden that interest to that would give you the basis for starting a business or for for finding that high paying job okay so that's what i want to say about interest different approaches for finding them out okay and then the last thing would be is there market demand for it and the best way of finding if there's market demand for it is to look around if if there are jobs available doing the things um that
19:16 you have in mind then you know there's market demand if there's other businesses in the sector then there's market demand if there's no one doing it or no one working at it that's a pretty good sign that there's no market demand for it now it's we're tempted to think oh well if nobody's doing it i've got the great idea of all time no one's doing it i can get in on the bottom floor well maybe maybe but oftentimes the fact that nobody at all is doing it is not a good sign that
19:53 this is that there's market demand for for the particular idea or the particular job that you have in mind so okay so that's your unique value proposition so now let's get to the core of this which is um how to how to market yourself okay so i'm gonna we're gonna talk about three things to do one google yourself and we'll talk about why that's important two create a linkedin profile and then get involved in networking okay now don't sign out okay i'm going to talk very specifically
20:28 about what networking is and how to do it in a way that i think you will find both uh fits your personality and is is not at all painful or is maybe just you know this much painful okay and then i will talk about resumes as well all right so first of all let's talk about googling yourself it's just what it sounds like search your name okay and i now if you have a common name like john smith um you know you may not find yourself uniquely okay so um you
21:03 know you'll be kind of lost in in the noise of all the other john smiths out there but if you have a middle name make sure you include your middle name okay and see what comes up what you're doing is you're looking for things first and foremost that reflect negatively on you okay these days almost every employer before they hire you is going to google your name either the hiring manager is going to do it or someone in personnel is going to do it or the business owner is going to do it so especially for any kind of high paying
21:39 job they're going to do that because they want to know who you are and finding out what is out there about you on social media will tell them uh as well as other other places besides social media so once you've googled your name review all your social media okay and these are the kind of things you're looking for so identifying negative information inappropriate pictures what are inappropriate pictures well you know that's someone in the eye of the beholder of course but if you're uh you know running around crazy naked
22:18 i mean maybe there's some employers who who you know won't be bothered by that but a lot will okay if you're doing obviously dangerous things and i don't mean you know skydiving or you know parasailing i mean obvious dangerous things like you know running across railroad tracks as a train is coming um you know on a dare from a friend you know those are the kinds of things that um employers don't like inappropriate pictures also can mean things you may have done in the past that just aren't acceptable uh
22:55 societally these days um and there have been some notable you know examples of that where people especially in elective office you know pictures have surfaced of them at parties you know with with you know doing things that may have been okay back you know 30 40 50 or more years ago but nowadays you know you just wouldn't do whether it's you know ugly things like you know dressing in blackface or or um you know those kinds of things um you know those are not those are not acceptable by today's standards and so um you know
23:32 you want to know if that kind of information is out there about you and to the extent possible you want to get rid of it just take it down okay now if it's on your own social media you know you can you can delete those posts or delete those pictures or whatever if it's on other websites or other people's social media hopefully they're your friends and uh you know get in touch with them and say hey you know i i'd like you to take down those pictures from that you know wild trip to cancun 20 years ago when we were you know in our late teens
24:07 and and and and you know we're you know doing things that you know we wouldn't do today or whatever it is okay um other kinds of negative information drinking or drug usage um especially anything that would tend to seem like you're you know glorifying it a lot of employers don't want to see that now i i think we're past the time where you know if someone is has a picture of them with a drink in their hand you know they can no longer be elected you know president united states which that used to be a thing um but but there's of course a difference between um responsible use of of uh alcohol or
24:45 for that matter even marijuana these days and irresponsible use so anything that would appear to be an irresponsible use of those kinds of things again i think you want to get rid of it bad-mouthing a former employer look you may have been absolutely wrongly treated by a former employer for sure it happens of course it does and you may have been absolutely justifiably angry about it wouldn't dispute that for a minute okay unfortunately
25:22 sometimes people get mad at their former employers and it's not necessarily particularly justified and so someone looking at your information they won't know whether you're justified or not in bad-mouthing this employer or what you're saying this employer did they actually did i'm sure you can appreciate some people just like to blow off steam right so i would highly recommend if you if there's any especially video even pictures of you you know bad-mouthing a former employer
25:57 i would recommend you take them down okay now that doesn't say anything about whether you were justified in posting them in the first point may have been very cathartic hopefully it helped you work through uh you know that particular uh time in your life but for for moving forward i would i would encourage you to consider uh getting rid of those and think about it for a moment from the employer's standpoint um you know do they want to hire someone who if for some reason things don't work
26:32 out even if it's not either the person's fault or the employer's fault do they want to risk getting lambasted in social media because it didn't work out a lot of employers don't want to take that risk so you're you're reducing the pool of potential employers and or the same would be true of any something you might say about a former client even worse frankly you know who wants to hire a company who if things don't work out that company is going to um start talking negatively about the client you're really you know you're really putting your you're
27:08 putting yourself in a hole there so uh you know i i would encourage you to rethink those kind of posts um and and you know somewhat tied to that could be negative reviews although that's not nearly as as as crucial i mean if you got you know bad service at a restaurant um you know as long as the um the review was was you know reasonable and and and just as opposed to just sort of an ad hominem attack on on the restaurant owner or something or the or the waitre wait or waitress whatever
27:43 you're probably okay there but you may want to take a look at those too if you're especially if you have a lot of them okay discriminatory comments i mean hopefully in this day and age very little needs to be said about this other than if you've made discriminate discriminatory comments online take them down now hopefully you regret having me i would hope um you know that's between you and your conscience i suppose but but it is not appropriate and employers
28:19 will decline to hire you and clients will decline to patronize your company if they see discriminatory discriminatory comments you know coming from you and it doesn't even have to be from their group okay if if i were patronizing a business and i found out they were making discriminatory comments about any group it doesn't have to be jews any group i'm not going to patronize that business and i'm not going to hire that person because that person if i hire them they're going to reflect on my company and and i don't i don't that's wrong it's wrong to discriminate
28:55 right so um most companies are i think hopefully all companies are going to look at it that way okay politics this this is this is a difficult one right especially in these times and i i don't talk about politics very much and so nothing i say here um is is meant to play to you know one side of the aisle or the other i i i'm not people should live and be well with respect to their political views as far as i'm concerned um those are those are personal choices
29:31 we make hopefully based on our values having said that a lot of employers don't want politics brought into the workplace these days it can be very divisive it can be it can really hamper meeting the mission of the particular company it can make relations between employees very very difficult and so you know they would just rather not have that going on okay and even even for someone who's deeply committed to their political views
30:07 hopefully you can appreciate that you know there's an appropriate time to talk about those and there are times when it's just it's just not appropriate and i would say as well if if you feel so strongly that you should be able to express your political views wherever and whenever you want then i would talk about that ask about that if you're if you're in a meeting to discuss a job okay because you know why do you want to put yourself in a place where you know the the culture of the company is such that that talking
30:42 about politics is is frowned upon or or discouraged or not allowed or however they you know however the company deals with it okay and as well if if you're that passionate about politics and sort of going back to your unique value proposition maybe you know you want to work for an organization that that you know concurs with your political viewpoint and and actually find you know a lucrative position pursuing your political interests okay so to the extent that you have uh political uh posts on your your your um uh your social media
31:18 you know i would take a careful look at it and i would i would encourage you to consider taking down anything that is vulgar personally attacking individuals it's one thing to you know advocate for a particular cause perhaps or or you know whatever it is but i think any any any of the sort of polarizing subjects that that are in you know the political discourse these days you may want to consider taking those posts down um because it it could from an employer's
31:54 standpoint um show that that you know you're someone who maybe is potentially difficult to get along with okay now again uh this is just my recommendation i'm not telling you what to do um we all have to act in accordance with our consciences and and so i i give you this advice for your consideration um and and you know make with it make of it what you will okay last thing bad communication skills so you know most employers need us to be able to communicate clearly especially if we're
32:31 in a higher paying job where we probably are supervising managing other people we're working together in teams good solid clear communication is very important so a little bit earlier this morning i was talking to uh someone who's gonna be a future guest on the show um a fantastic woman by the name of jennifer chang i'm gonna just sort of give you a heads up she'll be on the show in a couple of weeks i think you will really enjoy hearing um her perspective and and her professional journey and um jennifer was was mentioning that in in the world that she works in which
33:07 is kind of cryptocurrencies and and more specifically nfts especially in the art world there's a whole language that people have are using and it's almost impenetrable sometimes um you know as much as she's involved there are times she doesn't really understand what people are talking about she has to sort of parse through it and figure it out so that kind of exclusionary language i think is counterproductive if we're looking to advance ourselves professionally because one of the most
33:44 important skills i mentioned a little while ago are these soft skills and key soft skills is being able to communicate with a lot of other people well right so if we're using exclusionary language and i don't mean just necessarily politically exclusionary language of course we don't want to use that but even just language that that you know kind of makes us part of the in group and within this industry versus you know all the other people who are kind of the out group or whatever not productive not productive now hopefully it goes without saying that you know we need to be we need to be
34:20 able to communicate you know reasonably well in english since that's the the language spoken here we need to be able to spell reasonably well there's nothing that'll turn off an employer faster than a you know a lot of misspellings either on our resume or you know more probably more relevantly um in our linkedin profile so these kind of basic skills basic communication skills need to be present if we want to find that high paying job or start a lucrative business or have a lucrative business so to the extent that there are things in your social media or other places that
34:55 demonstrate poor communication skills i would i would highly encourage you to remove those um in in this case it may be more likely that they than other things that they're on some other website so you know contact the people who are the businesses that own those websites and ask them if you can take it take down whatever is there or they will take down not you not not you take down if they will take down whatever is there or if they'll allow you to revise it so that you're demonstrating good communication skills that would probably be even better right than just having the stuff taken down but you want to
35:30 identify all of this negative information get rid of what you can and then explain the rest okay so one of the questions that um comes up uh with some regularity is well what if what if i have a a criminal conviction on my record okay i'm you know people out there whether it's a dui or something that you know someone did when they were young and and and whatever and now it's you know and now it's part of their permanent record well um there are ways to get criminal convictions expunged after a certain
36:06 amount of time um i i can't speak for every single state i know here in california there is a process for getting criminal convictions expunged and i would encourage you to to check that out especially if there's been enough time that's passed that uh you're eligible to do that so that would be the first step and if you if you can get it expunged terrific yep so now it's not on your record anymore and you don't have to worry about it okay if you can't get it expunged then i think you need to come up with a reasonable explanation why did this
36:42 happen right um i'll give you an example uh let's say it was a you have a you know a drunk driving conviction on your record what led to it so i had a sailor back when i was uh with one of the units i served as a chaplain and he got a dui and uh you know i met with him after it happened he was very upset i said hey mate what happened he said i came home and my wife was waiting for me and she she told me that she wanted a divorce after i believe it was more than 20 years of marriage
37:18 and she had all her backs packed and she said i want a divorce and she picked up her bags and she walked out of the house and i just i couldn't stay in the house alone i went out and i had a couple of drinks and i didn't realize i had too much drink and i was driving home and i got stopped and there it was all right he did something wrong okay he did something very dangerous something that have could have hurt even killed another person i don't think certainly he would not agree with that
37:54 or he would not disagree with that i mean he would agree that that's what he did um and yet i think if we consider the circumstances all right you know this isn't someone who's you know an alcoholic this isn't someone who goes out and parties all the time and and you know and regularly does this but only got caught one time or something like that okay i mean it's a reasonable explanation now by the way there are some employers who despite a reasonable explanation will exclude
38:30 someone like my shipmate you know as a possible uh employee you know i i still say that you're better off dealing with these things up front rather than having the employer discover it and feel like maybe you were trying to hide something okay and that's that's the key thing so however you put your explanation together i would encourage you to one take responsibility for for what happened now it may have maybe was a wrongful bust okay you were in the wrong place at the
39:06 wrong time okay look like we all know life is not fair it is just not fair right and i i think you know as part of your explanation you say you know here's the honest situation i was in the wrong place at the wrong time i actually didn't do what i was convicted of but you know what life isn't fair and so i have to deal with the fact that this is on my record at least until i can get it expunged okay well that's pretty credible okay um you know you're you're saying
39:43 i believe i was wrongly convicted but uh i'm i'm a grown-up and and i realize that sometimes these things happen and so there it is you know again there may be employers who would hear them and say you know you're not the right employee for me oh you know i would argue that that employer is is probably being short-sighted especially in a job market like today where almost every business it seems like is is looking for people so you know you again figure it out um you know on this one this can be a little bit delicate if this is something you'd like
40:19 some help with you know let me know again go to the website the way to wow show.com get in touch with me happy to help you with that okay now let's talk about your linkedin profile and i realized wow where the time is really zooming here so your linkedin profile is is these days much more important than your resume okay so when you think about putting it together really look at it from the standpoint of this is the story of why someone should hire you either as an employee
40:54 or as a business owner okay so you want to start out with a strong headline that really points out the benefit of hiring you of having you delivering value to that particular firm or to that those clients as a business owner okay that's what you want to look at how are you going to deliver that value what is it you're going to give them okay a headline that says you know looking for a job in the tech industry worthless
41:29 i'm sorry to say and you'll see a lot of them on linkedin who cares okay on the other hand uh software developer with 10 years experience okay or creative solutions through 10 years of software development experience okay now the person reading that headline is like ah and i need someone who can solve problems with software development okay
42:06 i'm going to read on so you want to you want a strong headline that will catch people's interest and get them to read the next part which is your summary now the summary should be employer focused again what can you do for the employer what can you do for prospective customers how can you add value to their lives to their organization etc okay so you're going to want to go in you're going to want to explain the headline in greater depth now you don't want to make it really really long two or three
42:42 sentences complete sentences by the way at the most or some bullet points okay however you want to do whichever way you're more comfortable okay but again you're telling the story of why hire you so it's got to be all focused on the value you can deliver the more you can quantify the better right so you know increased sales at last organization by 32 over two years wow fantastic okay now i would encourage you to also have
43:18 some video clips or articles there that people can view or download to take a look at that go into greater depth um the video clips shouldn't be particularly long one two maybe three minutes that's probably about all people will watch um an article you know maybe um well i mean sometimes people will read long articles but uh you know in in general shorter things are probably going to be better or or at least make sure if it's a long article that you have some sort of executive summary at the beginning so people can see what it's about the video clips in the
43:53 articles are designed to demonstrate your expertise in a more profound way okay so so think of it as strong headline is is super short summary you know reasonably short video clips articles going more into depth okay then number two what is your target job what is it you're looking to do this is going to come directly from your unique value proposition okay and by the way you could substitute the word job for business of course um we've talked all along about how it's essentially the same thing today so what
44:30 is it your what industry you're targeting what position in the industry or what service are you looking to deliver what product are you looking to deliver that you want to describe your target okay next emphasize your accomplishments so as you go through things like your work experience it's you know say briefly what you did focus on what you accomplished how did you help the organization how did you help them meet their mission or how does your business help clients
45:05 meet their mission or better their lives or solve problems or whatever it is you do for them how does your problem i'm sorry how does your product enhance their life make their life easier more fun um able to do you know able to be more productive whatever that is okay that's what you want to focus on um in in terms of your you know work experience okay what improvements did you create for a company you work for or in people's lives if you're talking about your business and do your best to quantify that okay
45:40 so in the case of a business so let's say that um you have uh you know a tax preparation business okay and let's say that um over the maybe you've been doing it for about three years now so over the three years let's say that um your average um uh i've lost all of a sudden uh refund your average tax refund is 10 times your tax preparation fee
46:18 wow that's pretty cool because i can save myself the hassle of having to do my taxes and it's only going to cost me one-tenth of what the government's going to give me back that might be for a lot of people that that's a pretty good trade-off right so so look at it that way okay try to quantify the your accomplishments so people can understand what you what you can really do for them again either as an employer or as a client to your business okay and finally
46:55 look to get endorsements from other people obviously as well known as possible um i mean if you can if you can get an endorsement from elon musk get it right we may not be able to be him but his endorsement would certainly be valuable um in the market today i i i would think uh in any event what you want is endorsements that talk about the benefits you deliver that's really the key okay so um it's all good well you know you're the greatest this or that or the other thing
47:31 but really what benefit to the person who's writing the eval evalu inviting the i'm sorry what benefit did the person who's writing the endorsement get from you in terms of the work that you did whether it's a you know a current employer former employer whether it's customer you know past clients and customers whatever it is what did they get what was the benefit they got from from you doing work for them because that's what will then tell other people why they want to work with you or why they want to hire you etc etc now by the way for those of you who get written evaluations whether it's in the military
48:07 or maybe large companies a lot of them do written evaluations so you can always pull out excerpts from those written evals and put them in um as endorsements okay now by the way i i you know you you you may want to um check with the person who wrote the uh you know the eve evaluation um just to make sure that that you know you don't get any blow back but um you know i'm not sure there you're you know depends on how the company looks at them um to the best of my knowledge the the military is is is not gonna
48:43 going to object um if you take an excerpt out of your email your fitness reporter what you know the different services have different names for the uh you know the different the different documents they use to evaluate the the job that personnel are doing um and it may be you know asking forgiveness is better than asking for permission you may want to take that tact that that you know might be the right way to go but in any event um that's what i would uh that's another place where you can get endorsements if maybe you're a little bit shy about asking people or you're kind of new getting going you don't really you haven't really don't have any other people to ask for
49:19 them so look to those as well okay all right so that's your that's your linkedin profile now let's talk about networking now um i i just realized this was this was this presentation was written specifically for veterans um i'm gonna uh military veterans say this i'm gonna expand this so that anybody can do it because really anybody can use this networking technique and linkedin is a terrific place to network because you can focus your search uh so well
49:54 so for example if you were in the military right you can go and search for people who are now in whatever industry it is you want to get into who used to be in your branch or the service okay you can find out who those people are and then you can contact them okay by the way you can do the same thing for people who went to the same college or university that you went to you can do it for people who used to work at the company you worked at or the nonprofit that you worked at
50:29 okay i think you can even do it for people who have similar interests to you so use the search function to find people with whom you have an affinity okay that's what all these things are having served in the military having served in the peace corps having gone to the same college or university or even the same high school okay or having a similar interest okay find those people okay and then request to connect to them now don't just hit the connect button
51:04 write a short blurb as to why you're reaching out to them now by the way if you say you're reaching out to them because you're looking for a job you're you're not going to get very many connections because most people are going to say i i can't give this person a job i'm not going to bother the reason you want to connect hopefully is to develop relationships with people who have similar interests and professional goals to learn from them okay so whenever i send one of these
51:39 connecting messages through linkedin that's what i emphasize i'm looking to connect with you because we have similar mutual interests and i think we can benefit each other through knowledge and potentially contacts okay now in my experience um with well within the military about 90 of the people will accept the contact request outside the military it's lower than that maybe um between 65 and 75 percent but it's still pretty high okay um and and you know university i think
52:15 it's it's it's more like the military uh that that varies from university to university now i went to usc so it's it's it's pretty high the trojans are a pretty uh you know close close-knit bunch um other universities maybe it's you know it's the the alumni are are not so tight so that that'll vary a little bit but what you want to do is is work on really honing that message so if you send out you know five messages to connect to people and you don't get any responses back change your message and keep changing your message until you get something that people respond to and the great thing about linkedin is
52:50 there's always more people for you to connect with okay and and it's not like you know going into a big room where there's lots of people and they're milling around and they're all you know just trying to get someone to you know pay them money or be their client or customer or whatever i i'm i'm not a big fan of those kind of networking events frankly what i want to do is i'm looking for people to network with that i can establish a relationship where we can help each other out we can build our professional lives together and and hopefully even become friends
53:26 and help each other outside of the professional arena if if necessary okay now assuming that they've accept your your request to connect so then ask them if they'd be open to a phone conversation or you know if if they if they're in the same uh you know live in the same area that you do maybe they you know will meet for a coffee a face-to-face meeting is always the best because it gives you the opportunity to create the greatest rapport okay and and you know look a lot of people a lot more people are are not going to agree to to talk or
54:02 meet with you not because they don't like you anything like that as they don't want to take the time or they don't have the time or or whatever they're afraid to meet a stranger okay so you know look it's part of this is it's it's just a a a process of of contacting a lot of people to get the ones that that you know will will meet with you or speak with you and by the way for the ones who don't i there's probably some validity to the idea that hey they don't want to connect with you so yeah that probably means they're not open to a relationship anyway and so there's a self-selection that goes on there
54:37 have in preparation for that that telephone conversation that meeting have three questions about your industry or about problems that people have that you think you can solve those kinds of things open-ended questions not yes or no questions okay you don't want to have three questions yes no yes all right well that was five minutes and now what do you do for the next 25 minutes no you want to ask them questions that will get them talking about their experience their background their perspective that's what's useful that's what you're
55:13 trying to accomplish if you're if there's time for you to share your background your perspective fine they'll ask if they want to know but the real key here is for you to show that you deliver value by giving them a forum in which they can teach you and a lot of people will find that gratifying they want to share they want to give and so you're giving them that opportunity okay after that initial meeting you know you're going to assess the relationship potential first of all do you like the person if you don't like the person
55:49 maybe that's not a relationship to pursue i'm not talking about in an interpersonal way i'm talking in a professional sense okay one of the best pieces of business advice i got after i got off active duty with the navy was from a man who'd been in business for a long long time and he said you know the second time around for you kevin i recommend you only do business with people you like and trust and that's an excellent piece of advice it is so do you like the person do you have similar values okay now by the way when i say values i
56:24 don't mean politics okay i have similar values to people with whom we have great political differences okay that's that's not so relevant although it may be just it just depends okay but what i want is to make sure is is my core values that i share that with other people that i'm going to develop relationships with the reason is because if i have to solve a problem with that person it's much easier to do so if we share values if we don't share values it can be difficult to impossible to work out
57:01 relationship problems okay and then is there future prospects professionally notice i make that third okay now a lot of people put that number one i don't because just because there's future prospect for business with someone doesn't mean it'll be realized especially if you don't like the person and you don't share similar values so that's why i put the other two first those are the things that are much more crucial to a good relationship and then
57:37 you know it's it's a lot of times it's hard to say whether there's really good future prospects professionally with with a person if they're in your industry that may that should that may be enough for you to conclude this is a relationship worth building okay and see how it goes from there and then from there you just want to stay in touch okay so my my accountability accountability coach bill he has me calling people basically once a once every three months okay and i have a tracking sheet if you'd like a copy of the tracking sheet again contact me through my website
58:13 through the show's website uh the way to wow show.com and i will be happy to give you that the sheet that i use for tracking it's super convenient it's just an excel spreadsheet and it makes it really easy to do this is the easiest most comfortable way to network and i find it to be the most enjoyable way because i'm i'm talking to and interacting with people that i like i respect i share values with them and and one of the values i share is we're both looking to build our professional lives through
58:48 serving through providing value to other people either through clients or through the company that we're working for and i bet you were oh wow so you know what i'm running out of time here um you know your resume uh you know some some companies will still ask for them um and if you if if you wanna get into the details of resume making you can ask me for this uh um for this this set of slides and you'll see i've broken it down here pretty pretty uh you know succinctly and and
59:23 everything i said about your uh linkedin profile goes for your resume okay and here's just again how you want to organize your experience so you can look at that real quickly okay and here's your three parts benefits unique ask oh i'm sorry this is an elevator pitch okay unfortunately we don't have time to talk about an elevator pitch maybe i can do that another time so what i'm hoping is as a result of this talk you will take some action you'll assess your skills you identify your interests you'll you'll work on your linkedin profile and network or maybe you'll draft your resume um if you want to develop your elevator picks let
59:58 me know and maybe we can do a little a short little one-on-one session or again maybe i'll do one in a later session here here's um where where to where to find me um and actually i i think the the facebook link uh maybe um maybe outdated i think it's now facebook.com the way to wow show i'm pretty sure um but anyway you can get me at coaching bevel.com you can get me on twitter you can get me on linkedin um you can also look for the show the way to wow show on all these social media as well so we're we're actually just a a minute over time i think that's
60:33 it here's all the legal stuff um i'm gonna i'm gonna close this um but i well i'm gonna try and close this i guess i don't know where my thing went oh there we go okay and we're gonna stop sharing so uh thank you very very much for tuning in and if you're watching this and recording thank you very much for watching the recording i appreciate it very much if you have any questions please let me know if you think you would be a good guest on the way to wow people making money you have a remarkable way of making a living that you really enjoy i'd love to talk to you
61:08 and see if you uh if you'd be a good guest so please let me know and uh let's see five o'clock this afternoon on oh my gosh let me see if i can get the name of the radio station i wanted to mention this real quickly uh yeah on on five o'clock p.m pacific time on station kgnw 8 20 am in seattle i'm going to be talking to tim guydos about this whole sort of brouhaha with um with with
61:45 whoopi goldberg i i think frankly it's it's it's quite unfortunate um and you know um if you'd like to hear my perspective on it you can tune in then i'll also be talking on a couple of other radio shows tomorrow morning um on the east coast i'm sharing my thoughts on that some of you who know me can probably guess some of the things i'm going to say but in any event um if if you'd like to tune in uh please do um if you don't get a chance to uh hopefully i'll be able to post some re recordings uh of of that
62:20 later so i just want to wrap up by saying again thank you very much for watching i hope you enjoyed it i hope you got something useful out of it and um i'm working to make this my custom again um and so i just want to remind you um that uh uh this is this is the way to wow show and uh oh i'm sorry one other thing i want to mention on march 3rd my colleague leah siegel will be launching her show it's called the way to wow securing your financial foundation and leia is going to be talking with guests and talking about how to build wealth
62:56 how to build financial security her show will be airing each week at 1 00 a.m pacific time for p i'm sorry not 1 a.m well no no 1 p.m pacific time 4 p.m pacific time uh 4 p.m eastern time oh my gosh 1 p.m pacific time 4 p.m eastern time on thursday okay so that's leia siegel and it's the way to wow securing your financial foundation again 1pm
63:31 pacific time 4 p.m eastern time i invite you to tune in starting march 3rd her show launches march 3rd so in about a month okay thank you all very much for watching and as as i explained a couple of weeks ago my dear friend marie you are still my bell darling thanks