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So many times you may have heard, “you become what you think about most often”. Hidden within that statement is a key component that many of us forget – it all comes down to your personal expectation as to whether or not you’re going to ultimately succeed.

That’s where it all starts. You’re not going to get anything if you don’t work hard to achieve it. But you’re not going to work hard in the first place unless you have a strong enough expectation that you’ll be successful. This is how life works. Your motivation to take action, and to follow through until the job is done, is directly proportional to your belief that you will succeed.

Food for thought:

When you believe that success is going to be the end result of you never giving up, then you are going to attack your objective with a greater passion. You’re going to be excited about what you’re doing, because you know that it matters. You know that whatever it is you’re doing, it will eventually translate into the result you want.

When you believe strongly enough that you will succeed at something, success is practically guaranteed – not because your belief creates the result, but because you don’t give up taking dedicated action until you get what you want.

The perspective of certainty gives you the ability to see obstacles as challenges that fuel your growth. Focus on “How can I, instead of Why can’t I … ?” The late author Dorothea Brande, in her book, Wake Up & Live, wrote, “Live as though it was impossible to fail.”

You’ll know when what you decide to do is the right thing – you just need to go for it with proper planning. Just don’t get “analysis paralysis” and never get started.

If you’ve got a major goal you want to achieve, here are 3 things to keep in mind:

1.       You have to have the expectation that you (specifically YOU) can achieve this goal. People typically have a lot easier time believing something is “possible” than believing it’s possible for them.” They don’t fully believe that they will be capable of achieving a goal because they are missing something – the time, the talent, the resources, whatever.
2.       You have to have the expectation that you will close the resource gap, no matter how wide it is. How can you compete with a dyslexic college kid like Richard Branson who took on the music industry and the airlines (and succeeded).  A lack of time, money, connections … it doesn’t matter, because there’s a number of creative solutions out there that you’re going to come up with to overcome them. If you have the expectation that it will eventually be resolved, guess what’s going to happen.
3.       You have to have the expectation that every action you take matters. Recognize that action accumulates – that pyramids are built brick by brick. “Live as though it was impossible to fail.” Become a dreamer again.

Job seekers today are facing a never before seen employment marketplace with new rules and new technologies. There is a new mindset that is required to be successful in today’s employment market – unless you’re remarkable you’re invisible. Gone are the days were you could just post your resume on-line and wait for a call.

Consider adding these components to your job search.

1) Share Stories Not Facts. There’s an old adage in sales and marketing that stories sell and facts tell. People can relate personally to stories. The more you know about the company and person that you are interviewing with, the better off you will be.

2) Present Solutions. An employer wants to hire someone to solve a particular problem. Either they don’t have enough of something or they want to fix/change something. And if they had all the solutions then they wouldn’t need you. So after you have thoroughly researched and analyzed the company, its culture, the competition, the industry and the people you are interviewing with, you need to know what potential solutions they may need and be able to communicate your ability to solve them. Any employer worth working for will be completely impressed not only by your research but by your diligence.

3) Be Proactive. Most people don’t want to put forth the time and effort to do what they need to do to secure an interview and a job. The vast majority of jobs are attained by active networking – not by posting your resume on-line or applying for job after job. Yet most people are not willing to do what it takes to establish and nurture the right networks. Focusing on building relationships can mean the difference between having or not having network contacts and ultimately getting a job.

4) Be Interesting. Surveys of recruiters and HR managers show that the #1 trait that job seekers lack is high energy. People want to be around other people who are upbeat, exciting and at the very least, energetic. If you’re not excited about what you have to offer, why should anyone else?

5) Speak multiple languages. People get information in 3 ways; Auditory, kinesthetic and visual. Auditory learners can grasp information just by you talking to them. Visual learners need some form of pictures or stories to create the picture before they “get it”. Kinesthetic learners need to be an active participant before the information gets through to them. Most people are visual. Why do you think that Google paid big dollars for YouTube? Because video appeals to the masses in a way that written text never could. Try to appeal to an interviewer’s preferred style. It’s difficult to be sure what the interviewer prefers, so ALWAYS make an effort communicate in all 3 styles.

6) Don’t Be A Quitter. Most people quit too soon. Studies show that 81% of professional sales people take 5 calls to close a sale. However, 90% give up prior to making that critical 5th call (48% quit after the first call and another 24% quit after the 2nd call).

7) Have A Remarkable Resume. Your resume won’t get you the job or interview but it can lose it for you. Make an investment in a resume prepared by a professional. You need to work with someone who knows what employers want and can make your resume sell, not just tell. The # 1 reason someone initially reviews your resume is to rule you OUT!

8) Be A Giver Not A Taker. If you are always looking for what a company is going to do for you and what your benefits will be, then you are thinking backwards. Everyone’s favorite radio station is WIIFM (what’s in it for me). Focus on what you can do to help the employer as a solution provider instead of a job searcher.

9) Be Prepared. For every minute you spend planning, you save 10 minutes in execution. That’s a 1000% return on your energy. Remember that more often than not, “Chance Favors The Prepared Mind”.

It’s a buyer’s market so you better have the right product.

Now more than ever, make your job search a process, not just an event.

90% of job searchers post their resume on-line and wait for a call.
10% of job searchers build relationships.
Most jobs are filled through referrals and relationships with people.
Focus on people, not postings, and the results may surprise you.

FocusA major role of our unconscious mind is to filter the millions of bits of information that we’re bombarded with every day and delete, distort and generalize them, allowing us to focus on what we think is important.

When we change our focus, the world around us presents us with evidence that supports our new thoughts. Our brain likes making sense of the world, so despite the many contradictions you may encounter, you will find supporting details for your beliefs.

In the book, “The Secret”, it says, “Whatever you focus on will expand and be brought to your conscious awareness”.

Think about your biggest challenge in life right now. If you spend your time thinking about a problem, your unconscious brain will filter all the information being thrown at you and present you with more evidence to support the problem. Your brain likes being right.

Try shifting your focus from the problem to the solution. What is it you really want to accomplish? The problem shouldn’t be your focus. Focus on the ideal solution long enough, and your brain will shift gears. It will start providing evidence (evidence that is already around you, but not consciously recognized) that you can use to work towards the solution and around or through the problem.

Professional athletes focus on the ideal outcome and then visualize all the steps necessary to make it happen. Focus on “not falling”, and your brain gets caught up in the “falling” portion of the process.

Know what you want and focus on the results, not the obstacles. Change your thoughts to change your world. It works.


Think about the brand of coffee that you were drinking 5 years ago.
More than likely, it was a well known brand advertised on TV priced at $4.29 a pound.

Then along came Starbucks where you went with your friends to socialize.
The coffee was more expensive but you decided that the experience was worth the price.

Eventually Starbucks started selling their coffee in grocery stores and one day you saw it on sale for $6.29/lb. You bought a bag and enjoyed 2 weeks of premium coffee at your home. Then a bag went back up to the regular $8.95 / lb. and you had to decide – continue with a cup of Starbucks or go back to your value brand?  A premium brand coffee was your new standard – time for an upgrade.

Notice how your buying decisions were small enough that you were able to update your standard of coffee one small step at a time without really thinking about it. Issues related to cost or your need to save money probably never came into your mind. And once you started drinking the premium coffee, you essentially decided that you would never go back to a value brand. Somehow you found a way to adjust your buying options to enjoy the taste of a cup of Starbucks.

The gap between what you wanted and what you settled for was small enough to allow you to upgrade without having to make any radical changes. Little upgrades became your new standard and a better standard.

Amazing success for most people never happens because they try to make changes that are too big. Once you decide what you want, do something each DAY that gets you closer to your goal. One day you start a blog, then you start getting ideas to write a book and then before you know it, you are planning a speaking tour reaching out to people directly to help them reach their goals.

Realize that SMALL steps to reach your goals are the secret.

Drinking premium coffee offers another insight. Once you tasted a great cup of coffee, it’s unlikely you will go back to a value brand.  As you improve your standard of living as a result of reaching your goals, you are essentially preparing yourself to resist regressing back to where you were when you started.

A Starbucks competitor used a great marketing slogan in the 1990’s – “Life’s too short to drink lousy coffee!” The implied message is still valid. Decide TODAY what you want out of your life and more specifically your career. Then write down the steps to get there starting with simple DAILY goals that will become something AMAZING in the next 6 – 12 months.

The next time you’re sipping a cup of coffee, realize that Starbucks has 17,009 stores in 50 countries, including 11,000 in the US, 1000 in Canada and 700 in the UK. Starbucks was founded in 1971 by an English teacher, a history teacher and a writer. Last year the company generated $10 billion in revenue. Not bad for a goal of selling a cup of coffee to one customer at a time.


For most of us, when we graduate from high school or college, we assume it’s time to go out and get a job.
But like many things the masses do, it doesn’t mean it’s the best option, particularly in today’s employment market. In fact, getting “a job” may NOT be your best option

1. Having  A “Job” Is Essentially Trading Your Time For Money

Because you only get paid when you’re working, you are essentially “renting” yourself and trading income for time.  The key is to separate your value from your time by either adding a way to increase your income with an added commission or some payment based on results not just time.

2. Limited Experience

A job only gives you experience at that job. You might think it’s important to get a job to gain experience.  But if your skills ever become obsolete, then your experience won’t be worth much.  Ask yourself, “What will the experience you’re gaining right now be worth in 5 years?”  Will your job or skills even exist or be in demand?

3. Employment Security

Many employees believe getting a job is the safest and most secure way to support themselves. Look at the increasing number of layoffs and contractors in the workforce along with the amount of work being outsourced to other countries.  Does having only one source of income truly give you employment security? Could your job be digitally outsourced to the Internet (consider on-line university classes and buying books from Amazon instead of a local bookstore).

4. The Value of Relationships

Many people find that their jobs are their primary social outlet.  They hang out with the same people working in the same field. Yet relationships are the key to get a job and increase your value to others in the business world. In today’s world, it’s what you know AND who you know that counts.

5. Getting  A “Job” Versus Doing A Job

Realize that you want to earn income by providing value — not just offering your time.
You can apply this concept working with an employer or by starting your own business in addition to working for a company.  The key is to find a way to have multiple streams of income along with one that offers residual income.

Stop looking for a job and focus on providing valuable services. Employers and customers will be calling YOU for work.

Now more than ever, understand that YOU are the CEO of your life!

Most people look for posted job openings as their primary focus in a job search. However, statistics confirm that REFERRALS are the # 1 way to get an interview.  Consider using your web presence and your influence to motivate others to give you job referrals.

Take a look at established by a San Francisco start-up in 2008. Klout scrapes social network data and creates profiles on individuals who are assigned a “Klout score”. 100 million profiles are currently being tracked. Klout is not an “opt-in” service, but if you register with Klout, you enable your social networks to be accessed and evaluated to get a Klout score. Data from your social networks is used to give you a Klout Score based on (1) True Reach: How many people you influence (2) Amplification: How much you influence them and (3) Network Impact: The influence of your network. Klout also builds profiles of individuals who are connected to those who register at Klout.

The 2012 Time Magazine’s 100 Most Influential People in the World have recently been announced, and this year, the list underscores a shift from well-known people within well- known companies to individual people who are personally influential. Influence is quickly becoming more valuable because of how it impacts the actions of others instead of just creating an awareness of someone generated by public relations and mass marketing. Now, a simple tweet can reach millions in a second and the internet’s metric tracking capabilities give us the opportunity to measure how people who are active in social media actually influence each other online.

Taking a closer look at Klout scores reveals another interesting perspective. Not all people with high Klout scores are celebrities or in the music or movie industry. 50% of the 2012 “Time 100” have Klout Scores ranging from 95 to 23. The average Klout Score on the list is 62.  Alexei Navalni, a Russian lawyer, politician, and political activist has a Klout score of 81, higher than the average of all U.S. politicians on the list (80).  Billionaire Eike Batista, listed by Forbes Magazine as the 8th richest person in the world, has a score of 77, higher than Warren Buffet (64). The only person with a perfect 100 Klout score is Justin Bieber, an 18 year old pop star.

Almost equally important as someone’s score, are the lists they are a part of. Klout Lists are a great way to discover and interact with people in your “influence network”. Klout essentially makes it easier to connect with new people through social media by helping you find influencers in your areas of interest.  Find the influencers and then work on getting referrals to get an interview and land a job. Recognize that relationships are the key to getting a job referral, not just contacts. Focus on using your talent to influence opinions, processes, perspectives or the actions of others. Then quantify your results with Klout and measure the effectiveness of your job search related to building relationships that lead to referrals.

A few weeks ago, Microsoft sold 960,000 Xbox 360s, making it the best selling week in the console’s history.
That makes the Xbox 360 one of their hottest product launches ever in terms of units sold per day!

After selling 8 million units in 60 days, the Kinect holds the Guinness World Record of being the “fastest selling consumer electronics device.”

But wait! The Xbox 360 is 6 years old.
The technology is essentially the same as it was when the console first came out.
How can this happen?
It’s the magic of repurposing.

Microsoft developed a motion sensing input device for the Xbox 360 video game console called a Kinect.
It enables users to control and interact with the Xbox 360 without the need to touch a game controller using gestures and spoken commands.  But the real magic came from Microsoft’s repurposing of its technology tied to its Xbox console.

Microsoft released a non-commercial and eventually a commercial Kinect software development kit for Windows 7 that allows .NET developers to write Kinecting apps that can be used for non-gaming applications.

Kinect reset the console lifecycle, turning a 6 year old game machine into something that feels brand new again.

So how can you repurpose yourself?

For many job searchers, reINVENTING themselves is difficult because it requires them to radically change their skill sets.
Going back to school or starting a new business is often not an option due to immediate financial considerations.

The solution may be to rePURPOSE yourself.
Take your core talents and explore ways to apply what you know to a different corporate or customer base.

Microsoft did it by expanding their gaming customer base to include software developers who took their core gaming technology and applied it to different applications.

French technologists repurposed Kinect as a gesture recognition system that can read and translate basic sign language. With more development, this could be a system for deaf or hearing-impaired users or a software tool to teach sign language.  Take a look:

Are the jobs you’re looking for focused on what you’ve done in the past, or are they related to what you can do for new end-users and/or employers in a more valuable or different way?

A repurposed “job search perspective” may be just the magic (mindset) you need to feel brand new again.

We all get used to doing things a certain way, but that way may not always be what’s best for us. It pays to step back now and then to get some perspective.  Ask yourself the Dr. Phil question, “How’s that working for you?”.

So often it’s when we drastically change our thinking about how we approach a problem that we get amazing results. Most people focus on the EFFORT they put into accomplishing a task instead of the RESULTS they are generating. By focusing on results, you can transform your job search in less than an hour.
Consider these ideas:

  1. Research is Required – Few job seekers spend much time researching employers until just before an interview. The more information you have about an employer BEFORE contacting them, the better your chances are of being considered. Look for non-public information by looking beyond a company’s website.
  2. Who Knows YOU! – Get ahead of your competition by identifying target companies and thinking of ways to get to know their hiring managers instead of just looking for posted openings.
    Your connections with insiders are most effective when you ask them about company problems and up-coming needs. Before you can demonstrate how you’ve already solved a company’s problems, you’ve got to know what a prospective company’s problems are and what’s important to a hiring manager.
  3. The Myth Of Job Postings – Job boards are great for research, but lousy for applying for positions.
    More often than not, they are “wish lists” or ways for companies and recruiters to pool candidates for future needs. Since board postings can be expensive, small companies (where most new jobs are created) rarely use this option to find candidates. Job boards attract your greatest competition and only about 11% of jobs are typically filled from them.
  4. It’s a “Rifle not a Shotgun Market” – It’s well known that individualized marketing is more effective than sending mass emails. Surprisingly most candidates rarely customize their resume– most job searchers just send the same resume to each employer.
    A customized resume strategy can make a significant difference because so few candidates actually do it and rarely does their resume address a specific company’s needs.
  5. The Magic of a Written Plan – Few job seekers have a written job search plan. Without a plan, your job search has no benchmarks and no feedback metrics to determine if your search is working.
    Your plan needs to include a marketing strategy, a to-do list, contract / position tracking and a measurable way to monitor the results you are getting from SPECIFIC efforts.
    You can’t manage a plan if you can’t measure its effectiveness.

The next time someone asks, “How’s that working for you?, pretend you are on National TV sitting next to Dr. Phil.  Hopefully your response will reflect the saying, “Chance favors the prepared mind”.


Many job searchers today have developed a great system for sending out resumes to Internet postings.

They use template cover letters and resumes. On a good day, they may respond to 30 posted openings hoping that someone will call them.

Their strategy – exposure increases their odds of getting noticed by a potential employer. Essentially they are “advertising” that they are available.

However, the key to finding a job is NOT through advertising. Selling what you can offer and conveying how you are remarkable gets better results.

You need to understand the difference between advertising and selling.

Responding to posted jobs is like saying, “I’m interested, pick me if you think I’m qualified”. The expectation is that an employer will take the time to assess your qualifications and see if there is a match. It rarely happens.

A more effective approach is to “sell” what you can offer to an employer with clearly defined ways that you can help them save money, make money or solve a problem.

This approach requires you to research the employer and then go to them with a “solution” instead of just advertising your qualifications.

Consider trying the “Rule of 20”.

Decide on 20 employers that you want to work for. Forget about if they have a posted job or not. Your goal is to target and SELL yourself to an employer that you can help.

Think about what you can propose as an “offer of employment” uniquely focused on how you can help them save money, make money or solve a problem.

Your strategy – minimize your completion by going after non-posted jobs and be proactive instead of reactive in finding employment.

·         Set up a Google Alert to track your target companies and look for information that can help you establish a relationship within the company.
·         Use LinkedIn to find corporate contacts and follow key personnel on twitter by using corporate hash tags
·         Focus on building relationships, not just contacts with people that work for a target company.
The Pareto Principle states that generally 80% of great results are likely to come from only 20% of your efforts.

Consider reversing those numbers and focus 80% of your efforts selling what you have to offer linked to well established relationships.

The “Rule of 20” allows you to get what you WANT instead of just focusing on what’s available.

Since most jobs never get posted, offering solutions instead of advertising your qualifications is sure to put your job search back on track.


For most people, their job is sitting at a desk for 8 hours a day and essentially trading their time for money.

Ask most people what they earn and they respond in terms of how much they make per hour. Having a full-time job seems to be the goal of most people who ultimately want to be assured of a steady income in return for showing up on a regular basis to complete tasks assigned by their employer.

Take a closer look at the changing world of work, and you’ll see an evolving trend toward DOING versus having a job. Understanding this difference is the key to your future success, regardless of your chosen profession.

A simple analogy to understand this shift in the job market is thinking of yourself as either a hunter or a farmer. To survive in today’s employment market, you need to become a hunter AND a farmer.
Since the Internet now offers most of us the opportunity to have customers almost anywhere, we can control our income by increasing the number of people we help and by offering a valuable product or service.

Notice that the focus is on having “customers” (many employers) not just “renting” your time (one employer). Think about this. Your income will always be in direct proportion to the number of people you serve. It’s that simple. Decide on what you can offer that is in demand and spilt your time between finding new customers and delivering a great product or service.

Change your thinking to DOING versus HAVING a job and you will become more marketable AND employable.

Today there are fewer opportunities to be employed, so focus on developing yourself as a “brand” and market what makes you remarkable. Then ask yourself, “How you can serve more people?” The more people you help get what they want, the more you’ll get what you want.

If you’re currently unemployed, consider spending 50% of your time job hunting. Use the other 50% to create a job for yourself. Explore what you can do that is marketable, can be delivered digitally and is in demand by a large number of people.

Becoming a hunter AND a farmer is the key to becoming financially stable in the new economy. Get good at finding customers and offering something that is remarkable, and you will always have work and a stable income.

I have a framed statement on my desk that reads: .
It reminds me every day that we all are essentially self-employed. Focus on marketability instead of employability and the results may surprise you!

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