Ever been to a motorcycle rally? We have them all over the place in Florida. The big daddy, of course, is Bike Week in Daytona. But there are rallies in most of the major cities and even some of the minor ones. The Leesburg Bike Fest has come to be known as Spring’s alternative to Bike Week. Don’t like the crowds and over commercialization of Bike Week? Then head to the far side of Lake County and enjoy Main Street the way it was meant to be!

I rode over and here’s what I learned this weekend…

Know what your audience wants to hear and PLAY IT LOUD!
Riding an air-cooled motorcycle for an hour or hanging around them for most of the day will make your ears ring. Not quite deaf, but just that muffly-muted sensation coupled with a background tone that makes it hard to hear nuances and talkative passengers. To entertain riders, bike rallies will set up multiple stages for cultural expositions such as musicianship, artistry (i.e., tattoo shows) and beauty contests (i.e., wet t-shirt contests). When it comes to music (notice how deftly I skip over tattoos and t-shirts!) most people who attend bike rallies like classic rock. ZZ Top, Thin Lizzy, Led Zeppelin, Bad Company… Fortunately for bikers, this music is best enjoyed, at Nigel Tufnel amplification levels. I say fortunately, because, to cut through the ringing noise in everyone’s ears, you have to make it heard!

For job seekers, make sure the most pertinent qualifications that you possess cut through the ringing noise in recruiters ears. Recruiters view stacks of resumes all with the same vomit-inducing Objective statement, managers interview dozens of interview-suited little punks like you, everyone has “strong communication skills” and a “track record of success.” Identify 3-5 SPECIFIC qualifications that you possess and keep going back to those themes. Lead your resume with these skills, work them into every response you give, and include references top them in the questions you ask. Amplify your argument to 11 by supporting your candidacy with a simple, straightforward case that’s based on behaviors, not clichés. What are you doing when you communicate strongly? What did you do to succeed? Describe those behaviors repeatedly to your audience to cut through the numbing buzz of applicant exhaust noise.

Where’s the beef?
Damn, bikers like meat! No, seriously. In one small block you can eat burgers, hot dogs, smoked turkey legs, BBQ, grilled sausages, Philly cheesesteak, Chicken on a stick, and almost any other mammal that possesses a mother and a face. Want a nice green salad or some poached asparagus? Better go look elsewhere! Come on, everyone sing together! Old MacDonald had a farm…and then the biker ate it…

When you are describing your top-shelf behaviors, make sure you have specific EXAMPLES. Think of a recruiter looking at your resume like those three little old ladies on the Wendy’s commercial. If all you offer is fluff someone is gonna bust you like Clara Peller. Be descriptive. Take your behavior descriptions to the next level by supporting your qualifications with metrics. Analyze what happened so you show you’re capable of complex thought. Competence is the beef recruiters seek!

Posers can’t help but look the part
You always know who really rides their bike, and who only rides it so they can park it somewhere and stand next to it. As silly as those reflector-suited guys look on their BMWs, you know they ride some serious miles. Likewise, no one goes through the pain to squeeze sausage-like into riding leathers to just stand and bake in the Florida heat and humidity (PU!!). Additionally, comfy jeans and a t-shirt doesn’t mean you don’t eat up the miles. But if your outfit is too coordinated, you just look silly. Really, high heeled riding boots? Chaps with your butt hanging out? Ironed jeans?

Similarly, if you go into an interview thinking you’ll just wing it or if you apply for a job that you aren’t qualified to do, you’ll be quickly identified and culled from the heard like a wounded yearling. Recruiters are trained to pare a large pool down to a small subset quickly. Good recruiters can do it without thinking. Why? For the reasons I state above. If you have qualifications for a job you can give examples and metrics. If you have a passion for an industry or job, you can talk about it. If you have properly researched an employer you can relate your skills to the mission and values the company espouses. Don’t be a generic poser. Know what you offer and get into your craft. Find a passion and pursue it.

Your dream bike isn’t always your first bike…but it taught you how to ride!
Posers aside, the best part (if there is one) of going to a bike rally is just looking around. People, bikes, and their collected personalities come in all shapes, sizes, colors, and functions. If you like machines then just walk up and down the street. Yes, there are lots of Harleys. But they are parked next to sportbikes, power cruisers, Goldwings, custom bikes, and cobbled together Dr. Frankenstein two-wheeled visions. People range in age from a few months to what looks like a few hundred years. This year I saw a guy with a customized Honda Trail 70. SWEET!! In 4th Grade my Dad brought home a beat to hell blue one and that was my introduction to motorized two-wheeled transit. Didn’t go more than 20 miles per hour, smoked like a Jersey barfly, and looked like it had been dragged behind a truck. Been in love ever since.

If you talk to other riders they started out on a relatively narrow band of “starter rides.” Small displacement cruisers, sportbikes and trail bikes are most common. Then you get good. You develop skills. Maybe even take a few falls. But, just like you, the folks on the bikes that make you salivate; the sleek Ducatis, radical ‘Busas, long-forked choppers, mile-munching touring rigs, and even home-built bobbers all started on something simple and easy to ride. New grads need to remember that to get to their dream job, they need to start out in a relatively “un-glamorous” entry-level job. Build your skills. Learn to fail. Learn to learn from your failure so you don’t do that again. Then, when you have the requisite competence you can get that sexy red job that corners like Nicky Hayden!

Be aware of your surroundings
Some jackass behind me at a red light honked the other day when I was turning right. I guess I wasn’t aggressive enough in my decision making on when to turn right on red. I generally don’t like turning right on red when I’m on my bike. At least not unless I can see lots of clear road to my left. This was in traffic with a steady line of oncoming cars making a right turn. I generally prefer to wait. I also look around a lot when I’m riding. I look at brake lights in front of me, drivers who feel it’s necessary to ride next to me, trucks entering from the right and left, and even the asphalt when I put my feet down at a stoplight. I’m hoping all of this will extend (and increase my enjoyment of) my time in the saddle.

Applicants should adopt this “swivel-headed” approach to employment. If you are going to apply for a job, be aware of the qualifications the company wants. And have them! Watch your interviewer’s body language. If they smile, they like what you’re saying. Smile back. If they furrow their brow as if in thought, better explain how what you’re saying relates to their question. If they frown, don’t do what you’re doing. If they look serious, be serious. Research your target companies. More than just on Wikipedia! Look at their financials. Look at their Directors. Look up the person who will interview you on LinkedIn. Google the manager and see if they’ve been in the news lately. And then, when you get the interview, keep looking around and processing what you see and feel to decide if this is a place where you can be successful.

Ride hard, have fun, be cool, be safe!

“Hate” is a bad word. Beyond the obvious issues, it’s also abrupt and rigid. It’s an absolute. Not much more negative than hate. But people throw it around easily these days. They hate this TV show, or hate that politician, or hate someone’s behavior. We even use say, “I hate it for you” as if we are obliging someone and doing them a favor by lending them our hate. People also say, “I hate to be a ____,” but… Guess what, if you were so negatively pre-disposed to being that, you wouldn’t. Be honest with yourself and just say, “I’m a _____” and be comfortable with it. Or change your behavior and don’t be it.

But there is one thing I hate….”have to.” It’s just like hate, it’s an absolute. You have to pick up your clothes, you have to behave a certain way in public, you have to eat turkey at Thanksgiving or you’re a booger-eating pinko Commie bastard. Remember President Bush (the first one) saying he didn’t eat broccoli because as a kid he “had to” and now he was President of the United States so he wasn’t going to eat broccoli. Good stuff! When you get to be President, there aren’t a lot of “have to’s.”

You know where else there are a bunch of “have to’s”? When you look for a job! Here’s a brief list of our favorites:
You HAVE to go buy an interview suit
You HAVE to get an interview haircut
You HAVE to take all that crap out of your face…yes, the nose ring too.
You HAVE to cover up your tattoos
You HAVE to take the color out of your hair
You HAVE to shave your legs and wear pantyhose
You HAVE to wear socks and a tie…..no, not a bolo tie Woody
You HAVE to arrive at least 10 minutes early, just not too early. Twenty would be too much. And you BETTER NOT be late!
You HAVE to know what you want to be for the rest of your life even though you haven’t really worked a freaking day in your life, have no idea what it’s like to deal with office politics and the break room fridge, have no idea what “corporate culture” is and have never really publicly failed at anything and been held accountable for it……PHEW!!!!

What the hell is up with all the “have to’s”??? I remember when I finished grad school. I had a ponytail that reached the middle of my back. It was my calling card. People referred to me as the “guy with the pony tail.” Who do I have to go see about renting equipment? You can go to that desk and ask the guy with the pony tail. Who has the keys to the truck? The guy with the pony tail took them. Then school was over, time to grow up again. With one well placed snip I re-entered the herd. Why? No one’s going to hire me looking like that, I thought. You HAVE TO get a regular haircut if you want to get a job.

Last week an older student (i.e., closer to my age) came to my office for help. He’s in a career transition phase. He has over 20 years of sales experience and is just now getting his MBA. He’d like to get out of sales and in to the operations side of hospitality, an industry he’s served but hasn’t worked directly in for a while. Hospitality is big here in Touristland. He’s not working now, a casualty of the recession and getting his MBA was part of his recovery plan. That said, he’s willing to take a few steps back if that means moving laterally into hospitality. One of his concerns, rightly so, was if employers will be hesitant to hire him for a lower level job because of his age. The HR guy in me gets indignant about that and wants to say, why no! It’s ILLEGAL to disqualify someone because of their age! We have laws, good laws, that make it a crime to pull that crap! But it happens all the time. Companies find other ways around it and middle-aged unemployed workers are finding their recession may last a lot longer because of it. So what did I tell him? Yes, it could be an issue. Are you married to the beard? The guy was sporting a full on, mostly grey, Dan Haggerty special. It seems like an innocuous bit of advice, but are we telling people to homogenize for the sake of “fitting in”?

Beards, tats, hair color, fashion; people use all of these things to express their individuality. We usually attribute most of this to traditional students (translation: twenty-something Gen Y’ers.) But everyone looks for that thing that makes them…them. And when it comes to looking for a job, there’s a tendency to mute one’s individuality and idiosyncrasies. In this age of behavioral disorders brought on by the pressure put on young people to conform and fit in, it almost seems counter intuitive to tell someone who has discovered a vehicle for self expression to mute it and look like that line of kids falling into the meat grinder in “The Wall.” On top of that, you WANT to stand out and make employers remember you from that vast, undulating sea of dark power suits and frothy white dress shirts. But it’s a Catch 22 (thank your English teacher for making you read that book!) To be noticed you have to stand out, but we (society) tell you to mute what really makes you an individual.

So, do you HAVE to take out the nose ring? Well, if you want to get an entry-level job with a big employer, move up through the ranks, and eventually be a member of the leadership then, yes. You have to ditch all the frosting and just be cake. But, if you plan on wearing it when you go to work and you feel like it makes you who you are, then no. Leave it in. Focus instead on finding an employer that doesn’t think a nose ring is a big deal. Focus on a trade or occupation where you see others sporting their little silver rings of individuality. And be ok with the impact your individual expression will have on your career. As long as you are cool with all that, then there’s only a few things you HAVE to do:

You have to know what you want to do
You have to pay your bills and support your family
You have to be comfortable with…strike that…LOVE who you are
You have to be ok with the consequences and rewards of your decisions

Oh…and you HAVE to figure out how to stop hating. Seriously, it sucks.

Why Your Resume is Killing Your Job Search

Conventional wisdom says to get a job, you need a resume. Conventional wisdom says employers will hire you based on the skills and experience you possess. Conventional wisdom says your resume is a snapshot of your skills and experience. So…the sum of this wisdom would lead you to believe that if you write out all your experience on a piece of paper, name it “resume” and send it out, you’ll get a job. Right? WRONG!

Most applicants don’t get past the first screening. Why? Their resume suffers from one of Lonny’s “Deadly Resume Sins.”

Blandness
Bored, bored, bored, bored, bored…… That’s how I feel when I read most resumes. Send me your “generic” resume and I start looking out the window at the kids playing hacky sack. Yay, the universal diversion! EVERY time you reply to a job posting you need to alter your resume to fully meet the requirements of that position. Met someone at a networking event? Find out what they do or what they want to do with your resume and tailor it again. I heard someone advising a student the other day saying that’s what the cover letter is for. POPPYCOCK!!! No one reads cover letters. Ok, maybe some people do. But like a collection of rural Louisiana liberals, collectively they could fill a phone booth. The 70s are over, no one buys an album to get one or two hits. Every song you put out needs to stand on its own merit, every resume needs to target a specific opportunity.

Objective Statement
I need you to sit down and take a deep breath. Ready? I don’t give a rat’s a$$ what you want to do when you grow up. I want to find someone to fill this job who is going to be a rock star and eventually let me retire to a small tropical island with Herve Villechaize and a dozen employees of the month from Hooters. I’m going to read maybe the top half-ish of your resume. You better hit me hard in that first few lines with what you bring to the table and how that relates to my business. When you read a good book, the author hits you from the first paragraph in a way that keeps you reading. Makes you want to continue. An Objective Statement does nothing to hook me because in the end, your only objective is to get a job. If you wanted to do something else, you’d be starting the company yourself.

Irrelevance
If I post a job or I tell you I’m looking for someone with ____ skills, don’t send me a resume that shows you don’t meet those qualifications. If I say I need someone with sales experience then you need to have sales experience. If I say I need someone who can grow new business then you need to show what you can do in business development. If I say I need someone with a Bachelor’s degree, then you need to have a Bachelor’s degree. People don’t go to the grocery store saying, I’m making spaghetti so I need pasta, tomato sauce and meat then feel like they have what they need by picking up the ingredients for apple pie. A recent survey conducted in Central Florida listed “unqualified applicants” as one of the major impediments to hiring in this area. Recruiters and employers feel they are spending more time looking through more resumes that are less qualified. Annoying an employer is no way to build a relationship. Just because you WANT to do that job, doesn’t mean you CAN.

Focusing on the Past
Someone tell me what other marketing media focuses on the past? Beer commercials tell you about all the fun dudes and hot chicks you’ll meet. Insurance commercials tell you how much money you’ll save. Chew this gum and you’ll have white teeth; take this pill and your sweetie will think you’re Captain Morgan straddling a cannon shouting, “Yo ho ho!!” Want to be a lady’s man? Just color your hair like Emmitt Smith….oh, and be an all pro Running Back with big muscles and Super Bowl rings and a padded checking account. That helps too. Your resume is your primary piece of marketing collateral. It needs to create an image of the kind of future the employer can expect from you, not just what you did in the past. You raised $1000 for charity. Good. Your mother is proud. What will that do for me? Don’t assume I know. I’m already consumed with other stuff. Create a vision of the future for me.

Coming Before You
I’ll give you that when you apply via a job posting, the first thing the employer sees about you is your resume. But, if that’s your ONLY approach, then you’re in trouble. Find a reason to put on pants. Get out and mingle. Talk to people. NETWORK!!! I was talking to a student the other day who is getting his MBA at night because he’s an engineer with 12 years of experience and has discovered he doesn’t want to be an engineer anymore. He wants to be an accountant. So he asks me how he finds accounting jobs. How did you decide to change careers, I ask. A test at work that the HR department did. Really? Did you talk to any of the accountants at work, maybe speak to a manager, maybe talk to the HR person about your test results and see if there are lateral opportunities. You, personally, are a better piece of media than a piece of paper. You can answer questions. You can ask questions. You can smile and be charming. You can show interest. You can be humble and thankful. Get out there and talk to people and let your resume FOLLOW you for a change.

Errors (Real or Perceived)
A real error would be employment dates that don’t make sense. A perceived one would be leaving your email as BigBootyDADDY@yahoo.com. It’s still your email, but it sucks. Change it. Other errors include mis-spelled words, formatting errors like unaligned borders or mis-matched bullets, fonts that don’t match, or simply making statements that the employer may know to be false. This one is simple, don’t stretch the facts and check your work. Finally, anything you do that makes it hard for a recruiter to read your resume is an error. Make sure sections like Experience and Education are clearly identified and easy to read as are dates of employment, contact info, and key qualifications. This is your first assignment, the first sample of the quality of your work. Mess it up and how can I trust you to do anything else right?

Dumb Stuff
This is a very broad one. Dumb stuff is basically anything else that I haven’t already listed that the recruiter / employer doesn’t care about and isn’t pertinent to the position being filled. How much space did you dedicate to a job that has nothing to do with the position I’m trying to fill? Are you listing school projects that, though interesting, aren’t tied back to what makes you qualified for the position to be filled? For example, this is more of a personal pet peeve, but I’d rather you pick ONE phone number where I can reach you and stick to it. Don’t give me your cell number, home number, and mom’s number. Unless your name is Stifler… It can even include using distracting fonts or colored paper. One time I was on a search committee for an Outdoor Recreation Coordinator and an applicant put their resume on paper with dolphins and undersea life all over it. BLECH!!! Then there was the hot pink resume I got with a big flower at the top. DOUBLE BLECH!!!

Despite some rumblings here and there, resumes aren’t going away anytime soon. A few larger companies are taking the resume upload option off their career sites and making all applicants fill out an application and some executive search firms are using candidate profiles rather than sending out resumes of their clients, but for the most part, there is still a need for job seekers to have a synopsis of themselves ready for distribution. Be smart about what you say and don’t let your resume kill off your opportunities!

S*** My Students Say…

April 2, 2012

“I’m cool with anything, minus a lot of things…”

I think I’m going to rename this blog after a short-lived William Shatner sitcom, “S*** My Students Say.” I spend the week doing my job, but in the back of my mind I’m always looking for topics or news of interest to pass along in this space. Facebook passwords from job applicants, Orlando’s employment scene, health care reform and company health benefits, entry-level job opportunities, networking; all of these have crossed my mind as meaningful topics, but only half of them made it to post. Why? I work with MBA students at the University of Central Florida helping them find job and project opportunities. So I talk to people for a living. And people say some really thought-provoking s***!

This week I was talking to a young lady about her impending job search. My first question when I’m helping a student form a career plan is always, “So what do you want to be when you grow up?” It’s a fairly simple, straightforward question; one that parents have been asking their kids since before kindergarten. But it’s probably the hardest question for students to answer. This week we were talking and when the discussion got to careers her answer was that she was pretty much open to anything, with certain restrictions. In other words, she THINKS she’s willing to look at any job. But in reality, her, “I didn’t go to college for X years to do that job” filter is kicking in. She’s not alone. It’s actually easier to talk about the jobs students DON’T want to do. I’ve seen “the look” a lot the last few months.

I don’t fault new grads for thinking they should expect a good job after graduation. Their professors tell them all about their exciting and exotic consulting assignments (getting PAID to just give your opinion, oh yea!! I’m full of opinions). Their parents, so proud of their academic accomplishments, have told them how smart they are. Society and the media tell them that having a degree, especially a graduate degree, is their ticket to stability in this highly unstable time. Movies and TV are replete with young hipsters sipping latte on worn leather sofas in a trendy little café. Looks like a great life to me!

So what I’m going to do this week is throw out a few “inconvenient” truths for my students to ponder…

Inconvenient Truth #1: Friends, Sex and the City, CSI…ARE ALL CRAP!
The lifestyle presented in these television shows is out of the reach for most new grads. It’s TV. It’s fake. That’s why you watch it. No one has budgets to hit at work or bills to pay at home. Their jobs are swarthy and exotic. They wear snazzy clothes, get their nails done and eat at cute little bistros. Want a bit of truth? According to a recent survey 85% of recent college graduates will move back home with their parents. Unemployment of recent grads is decreasing slowly, but student debt and stagnant (or commission-based) wages in entry-level jobs make that “made-for-TV” lifestyle impossible for most grads. Pop culture is NOT a realistic indicator of twenty-something living. I’d also like to add that most adults over 40 are full of crap as well. It’s been almost 20 years since we looked for an entry level job with no job experience. Unless we’re in the business of hiring people, our opinions are simply a guess at best.

Inconvenient Truth #2: No one will hire you to manage something you haven’t already done
Poll graduate business students and their top job choices will include consultant, financial analyst, investment banker, and baron of private equity. I recently polled a sample of HR professionals and their overwhelming entry-level job recommendation was administrative support and “overhead.” Positions generally categorized as overhead include IT support, HR administration, and customer service rep. Sales was a strong second. Large companies that have “pipeline” management programs (including most large retailers) will have the new hire work and show success in a variety of support positions including sales before moving on to more responsible positions.

Inconvenient Truth #3: People who make lots of money, don’t draw a salary
If you have an aggressive salary in mind (and almost every student who has come to see me does) then you can’t think in terms of a salary. New business grads who earn “good” money right out of school tend to work in jobs that have performance-based pay structures. That means they have to work really hard and they have to perform really well. They don’t sit in a cube (or trendy, brick-walled office like Truth#1) and put in a normal work week. They don’t talk about shoes, clothes, basketball, or weekend vacas with co-workers. They don’t put numbers in a spreadsheet and analyze data for someone else to review. They hustle. If you don’t want to sell something, then going back to Truth #2, you will probably enter the workforce in an administrative or overhead support position. Nothing wrong with that, the positions exist for a reason. Learn your job, hone your craft, and position yourself for promotions. But don’t expect to get rich immediately.

Inconvenient Truth #4: Words that end in “n’t” will severely limit your opportunities
I watch BBC’s “Top Gear.” Love the show. In one episode Richard Hammond was in Asia and needed to pick out something to eat. “Don’t like…” was what he kept saying over and over again. Consequently, he went quite hungry during the show. When employers hear grads say, “I won’t…” or “I can’t…” or I don’t…” they quickly lose interest in the grad and go looking for one who will. As they say on Top Gear, a new grad “top tip” would be to ask the Recruiter about their first job. Talk to the hiring manager about how they started in business. You’ll probably hear more stories about jobs that were quite humble and not very exotic.

Convenient Truth: You’ll probably lose this job in the next few years
Remember your high school sweetheart? Is he or she sitting next to you? Today the chances are much higher that if you do have a seat mate, you’re sitting next to someone you met later in life. Why? Options. Personal growth. Expanded communication channels. Individual fulfillment. Blah, blah, blah…. Same thing with careers. How many people do you know who’ve had the same job since graduation? How many have had more than one job, either at their employer’s request or their own? Your first job is not what you’ll do forever. Rather, it builds skills, traits, and accomplishments that will not only populate your resume but make you a better, more effective job candidate. If you narrowly define that “perfect” first job you may not ever find any first job in the same way your weird old spinster aunt or creepy bachelor uncle never found a mate.

Why is this last one a “convenient” truth? Because this truth is the one that should make new grads happy. Your first job will set you up for success in the future. You’ll build professional skills, gain experiences, and begin to shape a personal brand that can lead to that sexy / exotic / super cool job that you wanted out of the gate. The job might be with the company that hired you or it might be with a different company. It could be in the city you started in, or a different city (even one with trendy cafes, worn leather sofas, and a decent latte!) The possibilities are there, if you are open to anything!

Networking Pre-work

March 7, 2012

I work with an International student and she was telling me about how employment works in her home country. “Here, you network as part of finding a job. At home, the only way to find a job is through who you know.” She went on to tell me that a small network of powerful elites still control most of the post-Communist economy. The job market is closed and there are no want ads, no applicant tracking systems. Her story got me thinking about the challenges new grads face as they enter a new market where they may not have many connections. For example, Orlando can, at times, have established and mature networking circles that are hard to penetrate. So what is a new job seeker to do? Here are some hints…

Know WHY you are networking. Do you have a job already and you’re selling a product? Are you looking for a new job? Do you have a “school” job and you’re looking to move into a professional job? Are you just looking to expand your circle of contacts? Do you need a mentor to help you through the first few years of your career? All of these are valid, but you need to be specific with the people you reach out to regarding why you’re reaching out. That doesn’t mean tell them in the first sentence (we’ll discuss that later) but do some self assessment to know WHY you need to network in the first place.

Know what you have to offer. A former student of mine who is now a successful business owner summed networking up this way, “I never think about what I’m asking for, I spend time finding out helping others with what they need.” In other words, give and it comes back to you. But…to do that you have to know what you have to offer. If you’re looking for a job, you offer experience, skills, talents, and qualifications. Be specific. Write out a series of “I can…” statements. Something like, “I can think creatively to solve problems.” Or, “I can interpret a financial analysis.” If anything it can serve as a morale booster during what can be an arduous and humbling process. A lot of this is obviously on your resume, but be able to give tangible examples (with results and outcomes!) of times when you’ve done the things you say you can do.

Know what you need. I used to teach a class on Recruiting and Selection. I told my students that the hiring process was a lot like dating. The first step in finding a person who will be a good match for you is to know what qualities that person should possess. In the same way, a good hiring manager knows the skills and qualifications a person will need to do the job they are trying to fill. Fail on this and just jump in and you’ll soon see why your new significant sweetie is running off with your roommate and stealing your CDs! Bringing it back to networking, when you know what you need it not only guides your actions on where and with whom to network, it keeps you from asking for things that don’t help you with why you’re networking. I said before that networking is all about giving, but you need to know when to say, “Thanks, that would be helpful” when it comes back to you.

Identify places and groups. So now you’ve done the self-actualization thing, what’s next? We’ll, as your mama used to say, the measure of a person is who they choose to surround themselves with. Go back to your lists of what you offer and what you need. Do you offer a Human Resources degree from UCF? Then get involved in the alumni association. Join SHRM and the Central FL HR Association. Get some cards made up that you can hand out. Include your contact info and a few highlights from your resume. Leverage social media tools like LinkedIn to frame your identity and engage in conversations. Join groups and get involved in the discussions that take place.

Ask lots of questions. When I worked in the car business, I learned that the best sales people, the one’s with a book of business that could choke a mule, that never had to take an up because they worked repeat customers and referrals, the ones who had the highest customer service scores, the ones who had the best closing rate, the ones who were the best at what they did, didn’t really say much. They asked lots of questions and found out what the person thought, felt, needed, etc. Want to see how this process works, read The Trail and Death of Socrates. See the Socratic method in practice and take that lesson with you to your next networking event.

From this point on you can find plenty of guides on networking. It’s probably the most overused tip in career advising today. But remember that until you’ve done some self evaluation, you won’t know where you’re going. And if all you do is talk, no one’s going to ask you to come back!

Lonny