Essay Guideline

Employers have fears, uncertainty and DOUBT (the FUD factor) over your ability to actually do what you claim you can do in your resume and cover letter.

Combine this with the fact that EVERY candidate looks good on paper, no-one leaves their previous job because they were paid too much, the work was too interesting and all the people were fantastic, and you can see the challenge you’re facing. (I’m yet to see a resume or cover letter that says the candidate is just average…)
Specifically, here’s what they fear about YOU:

They fear:

* Your resume is too good to be true and you won’t be able to do the job.
* You won’t stick around.
* You don’t play well with others.

So with all that in mind, over the next week or so we thought we’d share some thoughts, ideas and tips that help remove some of the FUD factor surrounding YOU (and our business too).

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How to make an employer WANT to read your application

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Employers don’t really care about YOU, they only care about what you can do for THEM.

I’ve lost count of the cases I’ve seen where applicants with the best education, training or experience lose the job to someone with less education, skills and experience. The reason for this is that the applicant with the better skills or experience simply didn’t sell themselves to the employer as well as the less skilled applicant. This leads us to a really important question: how do you know if your application is selling you as well as it could be?

Well for starters, cover letters are valuable in helping sell you to an employer because they’re like mini-ads for your resume. Interest them with a brief summary, and you’ll get your resume read and not thrown into the trash.

Secondly, you need to make sure that your cover letter doesn’t say the same things as everyone else’s! The problem is that we all learned to write our job applications the same way. Following the rules you were taught is the best way to ensure that not only will you not get noticed, but you’ll stay unemployed for a long time.

Almost every application uses phrases like: “here is my resume for your position“, “I have been seeking an opportunity such as this”, “I can contribute to your company.”

It’s the same as a business saying they have good quality and after-sales service. Every business says it, and these days it’s just not a good enough reason to want to do business with them. Apply this logic to your application letter. If it only talks about YOU, how good YOU are and how many years experience YOU’VE had, then you’re missing the point!

The real purpose of your application should be to show the employer how your skills and experiences will benefit THEM. If your application doesn’t do this, you’re making it too hard for them to give you the job.

Here’s an actual before and after example from my files:

“Senior NT and UNIX Systems Administrator position utilizing web development, network support and multimedia experience.”

Notice how it says nothing of the company being applied to or what the applicant is intending to do for THEM. Off the top of my head, I suggested to the applicant that they could turn it around quite easily like this:

“To break all records for network stability in your company, thereby creating a productive and skilled workforce that can generate even MORE customers, support them better and make more money for you.”

It’s just a very quick example of turning your skills into results that an employer would be interested in. This may look relatively simple, but it can be tricky to get right. But I assure you, once you master the trick of powerfully restating your skills and experience in a way that will mean something to an employer, then you’ll never be out of work again!
The one simple mistake you may be making which immediately kills your chances

Here’s the one thing that immediately stops most people from getting the jobs they’re applying for: they keep sending the SAME application letter (that doesn’t produce results) to every job they apply for.

You don’t have to be a rocket scientist to understand that if you keep doing something that doesn’t work while expecting a different result you really must be a masochist! The problem with sending the same “loser” application to employers is that it raises doubts about your employability. This example below will show you what I mean.

Let me introduce David the Masochist… David has been applying for positions with us for over a year. He was also applying to other companies using the same cover letter. How do we know this?

1. He never used our name in his application letter, and
2. We asked him.

Also - because he keeps applying to us we can assume he hasn’t been offered a job from anyone else. This also raises serious doubts in our mind as to David’s employability. If he was any good he should have a job by now.

Can you relate to David’s situation? If so, then let me show you the simple strategy that turned David’s life around. I rang him and asked him why he kept sending the same unsuccessful application to us and everyone else when it obviously wasn’t doing the job. He was dumbfounded. It never occurred to him that his APPLICATION was a failure. He was taking it personally - he thought HE was a failure.

He had been on unemployment for a whole year simply because his application letter and resume wasn’t performing. I suggested he try a new application to see whether I was right. He invested in a new resume and cover letter from us, and the result: he had three interviews within the first week of trying the new approach.

In summary: If you are sending the same sort of application letter to each job and you’re not getting interviewed then CHANGE YOUR APPLICATION!!!

It’s not YOU that an employer rejects, it’s simply your application that’s being rejected. You know you can do the job, you wouldn’t be applying if you couldn’t do it. So don’t take this rejection personally.

We see hundreds of applications and resumes each week and I can tell you now, more than 90% of them are letting the applicant down. Most of those that make it to interview will make the same simple yet easily avoidable mistakes and miss out on a job that should be theirs.

Hi - I’m a marketing junkie who gets off on helping job seekers find their talent at my site http://www.job-secrets-revealed.com. I’m also a paraglider pilot to which people suggest I have a death wish but to me it’s more of a life wish.

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The best use of an interviewer’s time is spent prior to meeting the applicant. A quality prescreen of each candidate does two things: It saves the interviewer time by identifying undesirable candidates up front and allows the interviewer to prepare more fully and tailor the interview to each candidate. A quality prescreen should include a thorough review of all materials furnished by the applicant with a focus on consistency and truth in the details. The interviewer should attempt to gain some insight into each candidate prior to the interview.

Never write on original copies of pre-employment documentation!

Instead, use worksheets or make two copies of the documents. Use one copy to take notes on during the review and the other in case of an interview.

Never begin a pre-employment investigation before having a signed application and information release.

A powerful tactic in prescreening applicants with resumes is to first accept a candidate’s resume, then let them complete the application. Most applicants who are intent on fudging periods of employment have a very difficult time keeping their dates straight. If you have the opportunity to observe the candidate while they fill out an application, check to see if they refer to another copy of the resume or to another piece of paper. Oftentimes, applicants refer to “cheat sheets” in order to keep periods of employment consistent between resumes and employment applications.

EVALUATING THE RESUME

The simple truth regarding resumes is that they are sales tools used by applicants; advertising aimed at winning an audience with the interviewer, appropriately- “buyer beware.” An applicant will never understate job descriptions, responsibilities, accomplishments or salary. The strategy in evaluating resumes involves separating “fluff” from “super-fluff.”

“In writing biography, fact and fiction shouldn’t be mixed. And if they are, the fiction parts should be printed in red ink, the fact parts in black ink.” -Catherine Drinker Bowen

It may be helpful to consider the following:

Does the resume appear to have been written specifically for the position or does it appear to be a boilerplate document? A resume that is addressed to a specific individual and shows that the candidate has done some of his or her own homework indicates interest in the position.

A poorly written or disorganized resume may be indicative of the candidate’s work ethic. Resumes that omit dates of employment may be attempting to cover up large gaps in employment or a change in careers. Is there a pattern of consistent growth and progressive job responsibilities?

Resumes that contain too much information not related to the desired position (listing too much information about hobbies and interests) may be an attempt to draw attention away from where the essential information is lacking. Look for qualities that may indicate that the applicant is “bottom-line oriented” (all businesses are in it for the money) and concerned with growth potential within the company.

Never make a job offer based on a resume. Instead, compare it to an application and use it to develop areas for further questioning and discussion with the applicant during an interview.

REVIEWING THE EMPLOYMENT APPLICATION

Most studies indicate that more than 1 in 3 applications contain inaccuracies. Consequently, while reviewing any application you are looking for completeness, accuracy, and consistency.

First, look over the entire application and ensure that it is filled out (in ink) in its entirety, signed, dated, and legible (would a jury or hearing officer be able to read it?). Do not consider the application if it is not in order. If necessary, call the candidate back and have it completed it to your satisfaction.

Make notes on a copy of the application, highlighting the following areas (this will make it easier to quickly find important information later):

Social Security Number

Name and Address

Previous addresses that are not within the local area

Convictions, if any

Education institutions beyond high school

Supervisor’s name, phone number, dates and wage of prior employment

Reasons for leaving prior employers

Relatives and personal references that live outside of the local area

Consider the following “red flags” that will need further explanation by the candidate:

Any blanks

Unexplained gaps in time between previous employers

Other irregularities with dates

Previous supervisors with the same last name as listed relatives or other personal references

When the reason for leaving doesn’t relate to the next job (i.e. “left for better wages or benefits”) or if the next job doesn’t support the assertion

Periods where salaries or promotions increase sharply or decrease

Skills that are included when there are no obvious reasons in prior employment or education to support learning the skill

Any periods of self-employment

Instability in job history “job hopping”

Any other inconsistencies

L. Scott Harrell is the author of Truth or Consequences: Hiring for Integrity, a manual which completely and accurately describes proven pre-employment hiring strategies and interviewing skills developed from 14 years of experience as a private investigator and principal of CompassPoint Investigations.

More information regarding Hiring for Integrity and other effective hiring practices can be found via his website: http://www.HiringProfessionals.com

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Have you ever been on a date where you had nothing in common so you spent your time asking questions about the other person’s past?

“Where did you work before that? Where did you grow up? Where did you move to after that? How many brothers do you have?”

You get the idea. Your brain is in escape mode and your mouth is simply buying time until you can leave.

Many people find themselves in the same situation at interviews and spend all their time talking about the past, trying to defend their resume. This a really bad sign and if you find it happening to you then you’re probably not going to get the job.

But there is a devastatingly simple way you can turn the interview around.

What if you asked this question instead:

“You want to hire someone to make something *happen* - so what is it you want to have happen from this job?”

Asking an employer what outcome or what they want to happen from this job completely turns the interview around and an interviewer or employer will start to tell you what they want… Now you can give them examples from your PAST (your resume) that demonstrate you can deliver the outcomes the employer is looking for.

Now instead of talking about your past, you can now talk about your potential.

Now instead of giving the usual staid examples of how you handled a bad situation with a customer, you can talk about the job itself, and the challenges these guys are trying to overcome. You can then take them by the hand and reassure them that not only is your past not your potential but you’ll show them how your talents, skills and experience can deliver all they’re looking for and MORE.

Not bad, eh?

There’s one caveat on this approach though. When you ask the “what do you want to have happen” question of the interviewer, they may not know the answer!

This can be especially true of HR people who spend their days thinking up hard interview questions and have NO idea that the people they hire are the fuel for their company’s growth and innovation. If you were to ask the manager of a hotel restaurant what they want to happen when they hire a waiter you’ll get a totally different response than if you ask the same question to the HR manager of the hotel.

Nonetheless, asking “What do you want to have happen if you hire me for this job?” gives you a fantastic opportunity to talk about the job and the challenges they’re facing.

Hopefully the person you will be working for will be in the interview as well, but if it’s just the HR people then ask the question and explore their answers. More than likely there will be a second interview in which case you’ll most probably be interviewed by your potential manager. Make sure you ask them what THEY want to have happen and explore the answer with them.

So, before you head off to your next interview, make sure you print a piece of paper with the question “What do you want to make happen” printed on it and space to make notes underneath. (Yes! You are allowed to take notes in with you and to ask questions! Hard to believe I know!)

This simple thing will turn you into a candidate that stands apart and commands respect.

Hi - I’m a marketing junkie who gets off on helping job seekers find their talent at my site http://www.job-secrets-revealed.com. I’m also a paraglider pilot to which people suggest I have a death wish but to me it’s more of a life wish.

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