Becoming one of the best in your field is not easy. It takes dedication, determination, and the know-how acquired by only a select group of people. But maintaining this success and growing into a better version of you can often times be an even greater challenge. Many people reach the top of the mountain once, but to do it again and again takes a special type of person. To be the best, you have to navigate the torrential terrain and reach the summit day in and day out.
Being the best is one thing, but preserving and sustaining your reputation as one of the go-getters and game-changers can be an even greater challenge. But the success stories that have occurred over and over again are not coincidence. These people have a formula and have mapped out a path to reach the top of the mountain each time they begin their ascent.
So this begs the question: How do the best get better?
They are Students, Not Teachers. The best are willing to be vulnerable. They carry themselves with a confidence and energy that is engaging and relatable, but they also know there is much work to be done. The best get better through always looking for the opportunity to learn. Whether it is through a mistake, a success, or another person, they simply never stop striving to learn. So many successful businessmen and women are content teaching others, and speaking about their triumphs. But the terrain is treacherous and the competition is always looking for a leg up. That being said, if you are not learning and increasing your aptitude, times will change and you will be left in the dust. In life, the opportunity to learn is available around each and every corner. But you have to turn those corners and seek out these prospects. The best do just that. To get better, they understand they do not know everything, but also have an inner drive and fire that pushes them to constantly learn more.
They are Doers, Not Sleepers. I always say the best never sleep. Not literally. By that I mean they do not rest on their laurels. What they have accomplished is on their resume, but does not define their destination. The best get better because they want more, do more, and inevitably get more. It is so easy to be a sleeper, feeling like you have done enough and the rest will take care of itself. But the best are doers, not sleepers. They are always looking for the next opportunity or the next great idea. Think of people like Arthur Blank, Mark Cuban, and Steve Jobs. These are the trailblazers of our time. They are constantly reinventing, reassessing, and reorganizing their businesses. The second you think they have no more tricks up their sleeves, they wow you with a success of enormous proportions. The best are always doing, and never rest on what they have done.
They are Encircled, Not an Island. The best do not run alone. They get better by surrounding themselves with the best…the best mentors, the best employees, the best strategists, and the best team. The best businessmen and women do this very well. They get better through the people around them. They are not islands and do not stand solo, keeping distance from others and rarely working with a strong and dedicated team. The best understand that to get better, you have to turn to the experts. The smartest thing you can do is surround yourself with people that are smarter than you in various areas, people who compliment your skill set and enhance what you can deliver.
These are just three of the numerous tools the best constantly implement into their lives to become better. They constantly reinvent and reshape their lives and diligently work to build and rebuild. They are students of the game, they are doers, and their circles are large and include dedicated and intelligent mentors, employees, and trusted advisors. Maintaining greatness is just as difficult, if not more, than reaching greatness. But the best work hard day in and day out to ensure they can summit the mountain and handle the torrential terrain.
Sunday, August 28, 2011
Sunday, August 21, 2011
Go Time...
Last week we talked about the steps you can take to lay the groundwork to find your perfect career. Before you even walk into the office of someone you want to connect with, there are a number of things you can consider doing before the encounter even begins. The three crucial steps you can take before your interview are to begin networking with your potential employer early, researching your new company, and rehearsing your interview numerous times. Implementing these skills into your interview process will give you the inside track and a leg up on the competition. Let's take this concept and stretch it out into relationship building as it relates to business development as well.
So what happens after your interview or even the sales call? Selling yourself after an interview is much like selling your brand after you have made a pitch. You think you nailed it, but there is a lot of competition in this day and age for any coveted job opening or potential business partner. The goal is to start the race with a substantial head start, and by networking, researching, and rehearsing you definitely did that. But what steps can you take now to ensure that your head start on the competition stays intact? To some the below will seem like basic fundamentals, however in this "instant what next" society we live in, many folks both young and experienced alike would be wise to put into practice these fundamentals:
Follow Up. Out of all the steps you can take post interview, your number one focus should be on ensuring your name stays top of mind. Stay relevant in a productive way. Sure, do the obvious things, like an email or hand-written card thanking the person with whom you interviewed with for his or her time. This demonstrates that not only are you passionate about the job, but also that you are the type of person that follows up and follows through. In that note, add a nugget or two that demonstrates you listened well. Maybe it is a reference to something they had to do or a trip they were taking or a business meeting they mentioned to you. Furthermore, finding and sending relevant articles or media coverage to your potential employer is a great way to keep your name fresh and express your passion for the opportunity.
When it comes to selling, following up will be vital to your success. In fact, I tell business development teams the meeting really starts when you walk out the door. Some of the best ways to do this are through social networking and the Internet, including connecting with your contact on Linked In, Facebook, and any other social networking sites. Many of these mediums offer you the ability to direct connect to your contact and to utilize the "like" option on Facebook to support their efforts. This may seem like a small step, but it brings your name to the forefront of your contact's mind. Not to mention it creates a platform to stay connected to their activities without bothering them.
Use Your Network. Again, we go back to the power of your network. Most of your interviews will come from word of mouth via a friend, colleague, or family member. After your interview, use these people to plant seeds. Perhaps you got the interview through a current employee at the company with which you interviewed. When he or she sees your interviewer, ask them to mention how much you enjoyed the interview and how impressed you were with the company and its vision. People love to be appreciated and to know that others buy into their vision. And through channeling your network, you have the ability to show the person making the big decision how engaged you really are.
The same can be true in sales. After an important pitch, I encourage people to find articles or topics your contact may find interesting or helpful towards their business development and send direct links to them. Also, work hard to incorporate social networking opportunities like Twitter in order to tweet about your contact's brand and even retweet the contact's Tweet's in order to garner support and spread the word. Right then and there you are demonstrating how you can be a vital tool and resource.
Keep Your Options Open. People sometimes make the grave mistake of closing off all other options while waiting to hear back from that one person. In this tough competitive environment, it can take employers weeks to make a decision. Even more of a concern, they are deciding from a large pool of qualified candidates. Just like in investing, remember to diversify your portfolio. Sometimes in life, the best prospects come when you are not looking for them at all. When awaiting a response from a potential employer, keep interviewing and creating prospects for the future so if this particular opportunity does not pan out, you are not left waiting for the next one.
Keep pitching, keep hustling, but consider the positives and negatives of your social media and communicative decisions. The interview and sales process is about hard work and these small steps post interview and post sales call can often times be the difference.
So what happens after your interview or even the sales call? Selling yourself after an interview is much like selling your brand after you have made a pitch. You think you nailed it, but there is a lot of competition in this day and age for any coveted job opening or potential business partner. The goal is to start the race with a substantial head start, and by networking, researching, and rehearsing you definitely did that. But what steps can you take now to ensure that your head start on the competition stays intact? To some the below will seem like basic fundamentals, however in this "instant what next" society we live in, many folks both young and experienced alike would be wise to put into practice these fundamentals:
Follow Up. Out of all the steps you can take post interview, your number one focus should be on ensuring your name stays top of mind. Stay relevant in a productive way. Sure, do the obvious things, like an email or hand-written card thanking the person with whom you interviewed with for his or her time. This demonstrates that not only are you passionate about the job, but also that you are the type of person that follows up and follows through. In that note, add a nugget or two that demonstrates you listened well. Maybe it is a reference to something they had to do or a trip they were taking or a business meeting they mentioned to you. Furthermore, finding and sending relevant articles or media coverage to your potential employer is a great way to keep your name fresh and express your passion for the opportunity.
When it comes to selling, following up will be vital to your success. In fact, I tell business development teams the meeting really starts when you walk out the door. Some of the best ways to do this are through social networking and the Internet, including connecting with your contact on Linked In, Facebook, and any other social networking sites. Many of these mediums offer you the ability to direct connect to your contact and to utilize the "like" option on Facebook to support their efforts. This may seem like a small step, but it brings your name to the forefront of your contact's mind. Not to mention it creates a platform to stay connected to their activities without bothering them.
Use Your Network. Again, we go back to the power of your network. Most of your interviews will come from word of mouth via a friend, colleague, or family member. After your interview, use these people to plant seeds. Perhaps you got the interview through a current employee at the company with which you interviewed. When he or she sees your interviewer, ask them to mention how much you enjoyed the interview and how impressed you were with the company and its vision. People love to be appreciated and to know that others buy into their vision. And through channeling your network, you have the ability to show the person making the big decision how engaged you really are.
The same can be true in sales. After an important pitch, I encourage people to find articles or topics your contact may find interesting or helpful towards their business development and send direct links to them. Also, work hard to incorporate social networking opportunities like Twitter in order to tweet about your contact's brand and even retweet the contact's Tweet's in order to garner support and spread the word. Right then and there you are demonstrating how you can be a vital tool and resource.
Keep Your Options Open. People sometimes make the grave mistake of closing off all other options while waiting to hear back from that one person. In this tough competitive environment, it can take employers weeks to make a decision. Even more of a concern, they are deciding from a large pool of qualified candidates. Just like in investing, remember to diversify your portfolio. Sometimes in life, the best prospects come when you are not looking for them at all. When awaiting a response from a potential employer, keep interviewing and creating prospects for the future so if this particular opportunity does not pan out, you are not left waiting for the next one.
Keep pitching, keep hustling, but consider the positives and negatives of your social media and communicative decisions. The interview and sales process is about hard work and these small steps post interview and post sales call can often times be the difference.
Sunday, August 14, 2011
The First Meeting Starts Today
Finally. Resume after resume, cover letter after cover letter, and phone call after phone call, you can calendar it. September 21st, 2011. 1:00PM. In the heart of Midtown. You finally have a date for your interview with one of the most successful and trendy employers in the City. You have worked hard to get your foot in the door and in just fifteen short days, you will be sitting in front of your potential employer, resume in hand, and pitching yourself for the job of your dreams.
This scenario has happened to many of us: the coveted first interview. And in this competitive and difficult job market, the opportunities are few and far in between. So you have to make the most of each one with which you are presented. But this one in is particularly important, because this interview is for your dream job.
So just a little bit over two weeks out, what can you do to plant the seed and lay the groundwork for your first meeting?
Start Networking Now. The first impression for your interview starts today. When you walk into your future boss’s office, your reputation should precede your meeting. Before I pitch a new client or athlete, I always focus on his network and reach out to that person through the network. I do this because any positive reinforcement or endorsements I receive will be vital to winning my potential client over. I do this through finding out who is close to my new client and networking with them. The same can be true for your future interview. Many times, you may get your first interview through a contact in the office. Reach out to your contact and show your enthusiasm and excitement for the potential job, and hopefully that will be relayed to your interviewer.
Your goal should be for your reputation to reach your potential interviewer before you do. Your future boss will be interviewing numerous people and it is crucial to your ability to get hired to be on his radar while he is interviewing everyone else. You may be his first interview, you may be his last, but having his eye and his ear will be beneficial to propelling you to the top of his list.
Do Your Research Early. You have to know your employer inside and out. What do they stand for? What drives them? What is their purpose? What type of position are they hiring for? Who are their typical clients? These are just some of the questions you should know the answer to before you walk into the conference room. In this day and age, with the web and social media sites, it is very easy to research an employer and all of the big players at almost any company.
Your research should start there, going to your future company’s website and reading all you can, attempting to gain any meaningful and useful information that you can incorporate into your interview. Every business has a purpose and a goal, and when you interview with a new employer, it should be your priority to ensure your vision resonates with theirs. I always take the time before pitching to a new client to research the web, find relevant articles about the company, and then incorporate those articles and media coverage into my interview. This will not only demonstrate that you are meticulous and prepared, but that you are passionate about the job.
Rehearse Your Interview. The interview is coming soon, and you only get one shot at it. There are no make-ups or do over’s. Tough questions will almost certainly be thrown your way, and how you answer these questions will almost certainly be the difference between getting the job or not. So it is vital to not only practice, but also prepare. Start by creating a thorough list of potential questions your future boss may ask, and write down the answers to these questions. This will help you avoid being caught in an uncomfortable position, unable to answer a question quickly and efficiently.
Furthermore, after preparing these questions, find a close friend or loved one and role-play, with that person acting as your employer, throwing out your tough questions. Do this a few times until you can answer these questions without hesitation. Practice makes perfect and in what will become a dogfight for this open job, you want every advantage you can have.
These are just a few of the most effective tools and resources you can implement into your interview preparation to ensure you get a leg up on the competition. And in this economy, you need every advantage you can get. But it does not stop there. There are just as many steps you can take after your interview to put an exclamation mark on your interview.
Check back next week for what you can do after your interview to get the job…
This scenario has happened to many of us: the coveted first interview. And in this competitive and difficult job market, the opportunities are few and far in between. So you have to make the most of each one with which you are presented. But this one in is particularly important, because this interview is for your dream job.
So just a little bit over two weeks out, what can you do to plant the seed and lay the groundwork for your first meeting?
Start Networking Now. The first impression for your interview starts today. When you walk into your future boss’s office, your reputation should precede your meeting. Before I pitch a new client or athlete, I always focus on his network and reach out to that person through the network. I do this because any positive reinforcement or endorsements I receive will be vital to winning my potential client over. I do this through finding out who is close to my new client and networking with them. The same can be true for your future interview. Many times, you may get your first interview through a contact in the office. Reach out to your contact and show your enthusiasm and excitement for the potential job, and hopefully that will be relayed to your interviewer.
Your goal should be for your reputation to reach your potential interviewer before you do. Your future boss will be interviewing numerous people and it is crucial to your ability to get hired to be on his radar while he is interviewing everyone else. You may be his first interview, you may be his last, but having his eye and his ear will be beneficial to propelling you to the top of his list.
Do Your Research Early. You have to know your employer inside and out. What do they stand for? What drives them? What is their purpose? What type of position are they hiring for? Who are their typical clients? These are just some of the questions you should know the answer to before you walk into the conference room. In this day and age, with the web and social media sites, it is very easy to research an employer and all of the big players at almost any company.
Your research should start there, going to your future company’s website and reading all you can, attempting to gain any meaningful and useful information that you can incorporate into your interview. Every business has a purpose and a goal, and when you interview with a new employer, it should be your priority to ensure your vision resonates with theirs. I always take the time before pitching to a new client to research the web, find relevant articles about the company, and then incorporate those articles and media coverage into my interview. This will not only demonstrate that you are meticulous and prepared, but that you are passionate about the job.
Rehearse Your Interview. The interview is coming soon, and you only get one shot at it. There are no make-ups or do over’s. Tough questions will almost certainly be thrown your way, and how you answer these questions will almost certainly be the difference between getting the job or not. So it is vital to not only practice, but also prepare. Start by creating a thorough list of potential questions your future boss may ask, and write down the answers to these questions. This will help you avoid being caught in an uncomfortable position, unable to answer a question quickly and efficiently.
Furthermore, after preparing these questions, find a close friend or loved one and role-play, with that person acting as your employer, throwing out your tough questions. Do this a few times until you can answer these questions without hesitation. Practice makes perfect and in what will become a dogfight for this open job, you want every advantage you can have.
These are just a few of the most effective tools and resources you can implement into your interview preparation to ensure you get a leg up on the competition. And in this economy, you need every advantage you can get. But it does not stop there. There are just as many steps you can take after your interview to put an exclamation mark on your interview.
Check back next week for what you can do after your interview to get the job…
Wednesday, August 3, 2011
Work on closing relationship gap
It's the toughest job market in almost anyone's memory. A lot of people are looking for jobs, and a lot of them are having challenges getting them.
That's due, in part, to this fact: The way many job applicants look for a job is opposite of the way companies look for employees.
What do I mean?
Most applicants send a resume and hope that it gets noticed enough to allow them to secure an interview when and if there is an actual job open. Whereas companies often look for potential employees in this order:
1. Referrals from trusted colleagues and friends.
2. Candidates supplied by career fairs, recruitment drives, search firms or employment agencies.
3. Responses to want ads and Web sites.
4. Unsolicited resumes.
People hire people, they don't hire paper. So, you need to build relationships with the people who you think will hire you or help you.
Relationships almost always trump resumes. A resume is a great way to showcase your "stats" and experiences, but your resume can't vouch for your intangible qualities. It can't fully illustrate your character, your consistency, your ability to anticipate, your judgment, your creativity, your reliability, your passion, your genuine style, your management style and/or your coachability, just to name a few.
You need to find ways to demonstrate your intangibles, and when you do, you close the relationship gap that exists between you and the people who can hire you. You need to "recruit" these people.
How do you close the relationship gap and connect with the people who can hire you or, at least, help you?
Let's say there is a job open at a company and you don't know anyone at the company. My advice is, send your resume to the person listed (i.e. director of human resources) but also send it to the person you would report to. After doing that, continue to track every move that the company makes (i.e. new clients, new business, articles, etc.). Identify ways you can support their business needs based on knowledge you gather. Identify ways you can add value.
Be, what I like to call, "respectfully aggressive" in regards to "recruiting" them.
E-mail congratulations on their successes, ideas, articles you believe they may find interesting that demonstrates your awareness of their business. The overall goal is for them to realize you are in their world and that you can add value. If you do this well, you will demonstrate they need you and need to hire you to improve their business.
Or let's say a job opens at a company and you know someone at the company. My advice is contact the person you know inside the organization and make them aware that you saw the job posting and are eager to apply. Gain their blessing for you to copy them on your application to the person noted on the job posting. Also, ask if they would be so kind as to hand your resume or place a phone call endorsing you to the respective people in the company. Execute and then continue to close the relationship gap with the appropriate people inside the company. By illustrating your intangibles, you will close the relationship gap and increase your odds of securing an opportunity.
You will work about 100,000 hours in your life --- make sure you spend the time needed to find a career you love.
That's due, in part, to this fact: The way many job applicants look for a job is opposite of the way companies look for employees.
What do I mean?
Most applicants send a resume and hope that it gets noticed enough to allow them to secure an interview when and if there is an actual job open. Whereas companies often look for potential employees in this order:
1. Referrals from trusted colleagues and friends.
2. Candidates supplied by career fairs, recruitment drives, search firms or employment agencies.
3. Responses to want ads and Web sites.
4. Unsolicited resumes.
People hire people, they don't hire paper. So, you need to build relationships with the people who you think will hire you or help you.
Relationships almost always trump resumes. A resume is a great way to showcase your "stats" and experiences, but your resume can't vouch for your intangible qualities. It can't fully illustrate your character, your consistency, your ability to anticipate, your judgment, your creativity, your reliability, your passion, your genuine style, your management style and/or your coachability, just to name a few.
You need to find ways to demonstrate your intangibles, and when you do, you close the relationship gap that exists between you and the people who can hire you. You need to "recruit" these people.
How do you close the relationship gap and connect with the people who can hire you or, at least, help you?
Let's say there is a job open at a company and you don't know anyone at the company. My advice is, send your resume to the person listed (i.e. director of human resources) but also send it to the person you would report to. After doing that, continue to track every move that the company makes (i.e. new clients, new business, articles, etc.). Identify ways you can support their business needs based on knowledge you gather. Identify ways you can add value.
Be, what I like to call, "respectfully aggressive" in regards to "recruiting" them.
E-mail congratulations on their successes, ideas, articles you believe they may find interesting that demonstrates your awareness of their business. The overall goal is for them to realize you are in their world and that you can add value. If you do this well, you will demonstrate they need you and need to hire you to improve their business.
Or let's say a job opens at a company and you know someone at the company. My advice is contact the person you know inside the organization and make them aware that you saw the job posting and are eager to apply. Gain their blessing for you to copy them on your application to the person noted on the job posting. Also, ask if they would be so kind as to hand your resume or place a phone call endorsing you to the respective people in the company. Execute and then continue to close the relationship gap with the appropriate people inside the company. By illustrating your intangibles, you will close the relationship gap and increase your odds of securing an opportunity.
You will work about 100,000 hours in your life --- make sure you spend the time needed to find a career you love.
Tuesday, July 19, 2011
Finding great job like finding soul mate
I have always told people, if you ask for advice you get a job, and if you ask for a job you get advice. This is no different than dating. If you ask someone on a date, you might end up finding a wife. If you ask someone to marry you right off the bat, you might never get a first date.
My husband, Fred, didn't ask me to marry him out of the gate. He got to know me. He realized I watched more ESPN than he did, and that we sit center court at games. But he also realized I couldn't cook quite like his mother.
Meanwhile, I found out as much as I could about him, as well. He was smart, funny and would be an even better husband and father than a boyfriend. It didn't bother him that my phone rang late at night with players who wanted to discuss each pitch from that evening's outing, and it didn't bother him that I couldn't whip up a gourmet meal.
Treat business meetings like you'd treat dating. Start by being prepared:
> Make a list of at least 20 people, 10 people you know, like and respect, and 10 people you don't know. On that list should be people you think you want to be or people who work closely with people you think you want to be.
> Find out everything you can about these 20 people --- personally and professionally --- so you are "in their world."
> Call or e-mail them and ask whether they would be kind enough to meet with you for 15 minutes in an effort for you to get their advice.
> Secure the meeting. Once you have the meeting, send a handwritten note thanking them in advance for the meeting, their time and their advice.
> Once the meeting is secured, be prepared in the meeting --- by that I mean know everything that you should know about their world and know a few things they don't think you should know about their business.
> During the meeting, secure three names of people they like and respect and that they believe you should meet with in light of what you have shared as your career passions.
> After the meeting, continue to "date" the person by sporadic phone calls, handwritten notes, informational e-mails about your world and their world --- show value by being respectfully aggressive.
Done right, you should have been on 20 "dates" and have 20 people who are aware of your career aspirations. Equally as important, you should have 60 more people to meet with.
It may take 60 dates to find the person you want to marry. Hopefully it will take less than 60 meetings to find the job you love.
My husband, Fred, didn't ask me to marry him out of the gate. He got to know me. He realized I watched more ESPN than he did, and that we sit center court at games. But he also realized I couldn't cook quite like his mother.
Meanwhile, I found out as much as I could about him, as well. He was smart, funny and would be an even better husband and father than a boyfriend. It didn't bother him that my phone rang late at night with players who wanted to discuss each pitch from that evening's outing, and it didn't bother him that I couldn't whip up a gourmet meal.
Treat business meetings like you'd treat dating. Start by being prepared:
> Make a list of at least 20 people, 10 people you know, like and respect, and 10 people you don't know. On that list should be people you think you want to be or people who work closely with people you think you want to be.
> Find out everything you can about these 20 people --- personally and professionally --- so you are "in their world."
> Call or e-mail them and ask whether they would be kind enough to meet with you for 15 minutes in an effort for you to get their advice.
> Secure the meeting. Once you have the meeting, send a handwritten note thanking them in advance for the meeting, their time and their advice.
> Once the meeting is secured, be prepared in the meeting --- by that I mean know everything that you should know about their world and know a few things they don't think you should know about their business.
> During the meeting, secure three names of people they like and respect and that they believe you should meet with in light of what you have shared as your career passions.
> After the meeting, continue to "date" the person by sporadic phone calls, handwritten notes, informational e-mails about your world and their world --- show value by being respectfully aggressive.
Done right, you should have been on 20 "dates" and have 20 people who are aware of your career aspirations. Equally as important, you should have 60 more people to meet with.
It may take 60 dates to find the person you want to marry. Hopefully it will take less than 60 meetings to find the job you love.
Friday, July 1, 2011
Preparation in sports translates to business
How does a baseball player make it in the big leagues? How does a coach get a head job at a NCAA Division I school? How does a PGA Tour player earn a spot in a major championship? How do people find great jobs in a tough economy?
They all get it by overcoming adversity, preparing, and executing. Mark DeRosa, third baseman for the Cleveland Indians and our longtime client, has taken a long path to success in the Major Leagues.
Mark made his debut with the Atlanta Braves in 1998 at the age of 23, and spent parts of seven seasons with the club but was never able to stick as a starting player.
Through hard work every off-season, Mark broke through as a starter with the Texas Rangers in 2006, hitting nearly .300 with 74 RBI. Because of that we helped secure him a multi-year, multi-million-dollar contract.
Ryuji Imada, PGA Tour player and our longtime client, has dealt with challenges in his career, but has always been committed and determined to make a living as a professional golfer. He has lived a roller coaster, from helping the Georgia men's golf team win the National Championship in 1999, to missing out on getting his PGA Tour card via qualifying school or the Nationwide Tour on multiple occasions for several years.
Through preparation, resilience and executing, in 2008 he kissed a trophy after winning his first PGA Tour event, the AT&T Classic in Atlanta, and earned a spot to compete in The Masters this year.
Ryuji's commitment to preparation through off-season training ensured better execution and has proved rewarding.
Every job seeker needs to recognize the areas they need to improve on and effectively utilize their "off seasons." Remember, getting to the plate or the tee box --- getting the meeting --- only matters if you execute when you are there.
The difference between good and great athletes, I often tell people, is their ability to recover from adversity quickly --- a golfer's ability to go from a bogey to a birdie, or a pitcher's ability to go from walking a guy to striking the next guy out.
Mark and Ryuji's preparation might have included things like hitting thousands of baseballs in off-season batting practice or thousands of golf balls at the driving range. For those of you looking for a great job, embrace the fact that you are going to hear "no" a lot. But the more "no's" you get, the closer you get to getting a "yes."
> Prepare for every meeting, both informational meetings and interviews. Define your message. How can you add value to the company? When we sit in front of players, coaches or media talent, my team of agents and I illustrate the numerous ways that we can add value to their world. Whether it be our ability to create and manage their Web site or develop a branding plan for them, or to our contract negotiation strategy and track record, we are constantly showing them ways we do things better than the others.
> At the core of your preparation initiatives, do more than everyone else: Know something they wouldn't expect you to know. When I meet with any player, I know everything from their "greens in regulation" stats to the time frame of their equipment deals; or their stats vs. righties and lefties, all the way down to their children's names.
Any great sales person knows what I am talking about. When you are looking for a job, you are a salesperson, so get comfortable with it.
> During the meeting listen, listen and listen some more. Gather information --- via their verbal and non-verbal communication --- that might be relevant. Listen for things like personal and professional dates that they share with you. All of this data becomes part of your follow up plan.
> After the meeting, do the traditional things --- E-mail your contact within 24 hours and send a hand written note to them --- but remain consistently aware of their world and find creative ways to make them aware of your ideas.
I once did an informational meeting with a young man and during the course of the conversation I asked him, "What are some ideas you would have regarding marketing plans for several of our clients (i.e. John Smoltz, Ernie Johnson Jr.)?"
He answered the question well and "top lined" his thoughts, but what impressed me was the conceptual marketing plan he E-mailed just a few hours later. He showed great initiative and that he had some guts.
They all get it by overcoming adversity, preparing, and executing. Mark DeRosa, third baseman for the Cleveland Indians and our longtime client, has taken a long path to success in the Major Leagues.
Mark made his debut with the Atlanta Braves in 1998 at the age of 23, and spent parts of seven seasons with the club but was never able to stick as a starting player.
Through hard work every off-season, Mark broke through as a starter with the Texas Rangers in 2006, hitting nearly .300 with 74 RBI. Because of that we helped secure him a multi-year, multi-million-dollar contract.
Ryuji Imada, PGA Tour player and our longtime client, has dealt with challenges in his career, but has always been committed and determined to make a living as a professional golfer. He has lived a roller coaster, from helping the Georgia men's golf team win the National Championship in 1999, to missing out on getting his PGA Tour card via qualifying school or the Nationwide Tour on multiple occasions for several years.
Through preparation, resilience and executing, in 2008 he kissed a trophy after winning his first PGA Tour event, the AT&T Classic in Atlanta, and earned a spot to compete in The Masters this year.
Ryuji's commitment to preparation through off-season training ensured better execution and has proved rewarding.
Every job seeker needs to recognize the areas they need to improve on and effectively utilize their "off seasons." Remember, getting to the plate or the tee box --- getting the meeting --- only matters if you execute when you are there.
The difference between good and great athletes, I often tell people, is their ability to recover from adversity quickly --- a golfer's ability to go from a bogey to a birdie, or a pitcher's ability to go from walking a guy to striking the next guy out.
Mark and Ryuji's preparation might have included things like hitting thousands of baseballs in off-season batting practice or thousands of golf balls at the driving range. For those of you looking for a great job, embrace the fact that you are going to hear "no" a lot. But the more "no's" you get, the closer you get to getting a "yes."
> Prepare for every meeting, both informational meetings and interviews. Define your message. How can you add value to the company? When we sit in front of players, coaches or media talent, my team of agents and I illustrate the numerous ways that we can add value to their world. Whether it be our ability to create and manage their Web site or develop a branding plan for them, or to our contract negotiation strategy and track record, we are constantly showing them ways we do things better than the others.
> At the core of your preparation initiatives, do more than everyone else: Know something they wouldn't expect you to know. When I meet with any player, I know everything from their "greens in regulation" stats to the time frame of their equipment deals; or their stats vs. righties and lefties, all the way down to their children's names.
Any great sales person knows what I am talking about. When you are looking for a job, you are a salesperson, so get comfortable with it.
> During the meeting listen, listen and listen some more. Gather information --- via their verbal and non-verbal communication --- that might be relevant. Listen for things like personal and professional dates that they share with you. All of this data becomes part of your follow up plan.
> After the meeting, do the traditional things --- E-mail your contact within 24 hours and send a hand written note to them --- but remain consistently aware of their world and find creative ways to make them aware of your ideas.
I once did an informational meeting with a young man and during the course of the conversation I asked him, "What are some ideas you would have regarding marketing plans for several of our clients (i.e. John Smoltz, Ernie Johnson Jr.)?"
He answered the question well and "top lined" his thoughts, but what impressed me was the conceptual marketing plan he E-mailed just a few hours later. He showed great initiative and that he had some guts.
Wednesday, June 22, 2011
Sports translates to business
Unemployment, like free agency in sports, can be a positive experience. Really.
Many of you are probably thinking, what does a wealthy athlete have in common with me in the "job search" process?
I'll tell you, it's the process. From a tactical perspective, we all can learn a lot from successful people; we just have to extract what is applicable to us. It's why corporations book athletes and coaches to speak to their employees. Their stories resonate. We just have to embrace and utilize the similarities for our particular situation.
Free agency in sports is often considered a "maximizing opportunity" event for the athlete. For the most part, it's when an athlete has a choice: the athlete might have more than one team to choose from and has more control of their compensation on the open market. Generally, it's viewed as a positive in the sports world.
Free agency in the business world should be considered a positive as well. Attitude, as they say, is more important than fact. If you have been recently laid off, you should approach the your "free agent employee" period as your opportunity to maximize this crossroads event in your working career with the utmost positive attitude. Sometimes unemployment can lift the weight off your shoulders and help you seek that fresh start.
As a "free agent" employee, you have choices. A free agent employee can look at it as an opportunity to create a demand for their skill set. He or she can view the situation as an opportunity to drive up their value monetarily.
Baseball pitcher John Smoltz, our client for nearly twenty years, recently went through free agency for the fifth time. This past offseason's events are well documented. However, what made this event special was the way in which John viewed his situation. John and all of us at CS&E viewed this free agency time period like all the other opportunities prior, as nothing but a positive experience to embrace.
John wears a Red Sox hat now, always grateful for the platform the Braves organization created for him. As the story applies to most of you, John allowed free agency --- unemployment --- to be a positive experience. He was in our office almost every day for weeks straight discussing options as we shared our conversations with organizations. We helped him process it as it became more apparent he was turning a new chapter of his life. John's preference --- to remain in Atlanta --- was probably not going to become a reality. But he stayed calm and embraced the other opportunities.
There are five tools you need for a job search. They apply to the unemployed as well as those in free agency.
Passionate Style: This separates those who will make it happen from those who hope it happens; it's the belief and vision to execute during critical times. Anyone who has watched John Smoltz knows he has this on and off the mound. His passion for the game and desire to complete energized him to come back from multiple surgeries. Teams want that presence and style in their clubhouse, just like employers want that same passion from employees.
Fearlessness: One of your most important tools. It is your ability to embrace challenges without allowing the fear of failure to inhibit your efforts. John is as fearless as they come on the mound (and yes, on the golf course too). He wants the ball when it's a tight game. His fearlessness toward free agency allowed us to do our job.
Game Plan: You must insert your passion, style, and fearlessness into your game plan. It's your road map. It needs to be tailored to you. With John, our initial priority was to demonstrate that a 41-year-old, future hall of fame pitcher was healthy and eager to still pitch in the big leagues.
Execution: We executed our game plan with deliberate, calming style so as to allow John to enjoy what could have been a draining process. You must do the same.
Choices: We created choices for John. You must create choices for yourself as well. They are a product of hard work and creating opportunities and making them a reality.
Be a five-tool player and you won't be a free agent much longer
Many of you are probably thinking, what does a wealthy athlete have in common with me in the "job search" process?
I'll tell you, it's the process. From a tactical perspective, we all can learn a lot from successful people; we just have to extract what is applicable to us. It's why corporations book athletes and coaches to speak to their employees. Their stories resonate. We just have to embrace and utilize the similarities for our particular situation.
Free agency in sports is often considered a "maximizing opportunity" event for the athlete. For the most part, it's when an athlete has a choice: the athlete might have more than one team to choose from and has more control of their compensation on the open market. Generally, it's viewed as a positive in the sports world.
Free agency in the business world should be considered a positive as well. Attitude, as they say, is more important than fact. If you have been recently laid off, you should approach the your "free agent employee" period as your opportunity to maximize this crossroads event in your working career with the utmost positive attitude. Sometimes unemployment can lift the weight off your shoulders and help you seek that fresh start.
As a "free agent" employee, you have choices. A free agent employee can look at it as an opportunity to create a demand for their skill set. He or she can view the situation as an opportunity to drive up their value monetarily.
Baseball pitcher John Smoltz, our client for nearly twenty years, recently went through free agency for the fifth time. This past offseason's events are well documented. However, what made this event special was the way in which John viewed his situation. John and all of us at CS&E viewed this free agency time period like all the other opportunities prior, as nothing but a positive experience to embrace.
John wears a Red Sox hat now, always grateful for the platform the Braves organization created for him. As the story applies to most of you, John allowed free agency --- unemployment --- to be a positive experience. He was in our office almost every day for weeks straight discussing options as we shared our conversations with organizations. We helped him process it as it became more apparent he was turning a new chapter of his life. John's preference --- to remain in Atlanta --- was probably not going to become a reality. But he stayed calm and embraced the other opportunities.
There are five tools you need for a job search. They apply to the unemployed as well as those in free agency.
Passionate Style: This separates those who will make it happen from those who hope it happens; it's the belief and vision to execute during critical times. Anyone who has watched John Smoltz knows he has this on and off the mound. His passion for the game and desire to complete energized him to come back from multiple surgeries. Teams want that presence and style in their clubhouse, just like employers want that same passion from employees.
Fearlessness: One of your most important tools. It is your ability to embrace challenges without allowing the fear of failure to inhibit your efforts. John is as fearless as they come on the mound (and yes, on the golf course too). He wants the ball when it's a tight game. His fearlessness toward free agency allowed us to do our job.
Game Plan: You must insert your passion, style, and fearlessness into your game plan. It's your road map. It needs to be tailored to you. With John, our initial priority was to demonstrate that a 41-year-old, future hall of fame pitcher was healthy and eager to still pitch in the big leagues.
Execution: We executed our game plan with deliberate, calming style so as to allow John to enjoy what could have been a draining process. You must do the same.
Choices: We created choices for John. You must create choices for yourself as well. They are a product of hard work and creating opportunities and making them a reality.
Be a five-tool player and you won't be a free agent much longer
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