Are You Willing to Move Carts?

The real reasons why some people progress and others don't

I have been looking for years to separate out the reasons why some people progress in their careers and others don't. Trying to understand what causes some people to be successful by most definitions and others to stay stagnant in their lives. On this quest of over ten years, I of course had my break through revelation in the most logical and classiest of places; the WalMart Parking lot.

As much as I live for wally world shopping trips, I declined to go in and volunteered to stay with two of our three children in the car. My wife, Alyssa,  took our youngest son, Grayson into the store on a life or death mission for M & Ms, which all parents know are a necessity for potting training at least one of your children (whether you want to admit it or not.) While she spent a solid five minutes in our shopping destination of choice (or lack there of), I got down to serious high quality observation and research on success that would make Malcolm Gladwell jealous.

Naturally the one parking spot that was open had carts near the front of it. Two carts in fact, pushed haphazardly up against the gold Mitsubishi in front of me as I pulled into the space. My first thought was to get out and put the carts back in the cart return that was only two stalls over but just then the people who belonged to the vehicle next to the carts came out of the store and delicately tried to get into their car without touching nor moving the carts. This was challenging because one of the two was right in front of the passenger car door. They successfully found their way into the vehicle and eventually pulled away. At this point, I thought, I am going to sit here and just watch what happens.

A Marketing Plan for You, Part I: Job Search

I used to have a small contracting business. Small (about 20 seasonal employees) but successful in it's own right. We did mostly exterior painting and I divided my time between operating the business and marketing to generate new business.  My team and I didn't use complicated tactics, at the time we didn't have to worry about the seeming complexities of SEO or buying ads on facebook. We did however run a successful marketing campaign. It dawned on me as I was listening to an interview with Lisa Earle McCloud, marketing expert, I utilized the very principles that she suggests. She cites the analogy of marketers being similar to deer hunters. Avid hunters will learn everything they can about the deer they intend to hunt. They will go to the place where the deer will most likely be, wearing gear that will be most likely to bag a buck.

In her example great marketers will do the exact same thing.  They will  very specifically determine the target customer and then go where they are, do what they do, see how they live, and serve them completely by speaking their language. In the business that I was in, this was pretty easy. I looked at certain zip codes, determined where there were groupings of residential neighborhoods with average incomes over certain levels, and focused on making those people aware of my services and my business.

This same concept can be applied to marketing yourself during a job search or job transition. Think about it as creating a marketing plan and strategy for yourself. For today's post let’s look at 2 of these concepts:

1. Defining your target market
2. Go to where they are

Defining your target market:

What areas are you interested in living or commuting to? If you are only interested in San Francisco there is no use at looking companies that require you to live in West Palm Beach, Florida

What types of roles are you interested in? If your answer is anything then you probably won't like this blog. It's all about how to use

What companies are likely to have these jobs? Google probably doesn't hire that many welders

Go to where they are at:

Are there professional associations, groups, or meetings that take place in the area for the industry, job or career you are interested in? It's likely there are, whether you know about them or not.

Are there local LinkedIn groups, online groups or other digital local avenues where you can get introduced to people in these roles or people who can make or influence hiring decisions? If your answer is no, then you haven't looked hard enough. Get creative. Between all of the avenues available on the internet you can easily gather enough information to understand what these people are involved in and what they participate in.

Call them at their work. When will they be available? This one seems obvious, but I guarantee you will be unlikely to get most professionals in traditional  jobs on the phone at 10am. This is prime time for meetings, activities, and general work flow time. You would have a much better shot closer to 8am or between 4pm and 5:30pm.

Have an offer at the ready:

Who are you? Why are you calling? What do you want? These questions need to be answered in a 2 minute phone call time period. It's great if you talk with.

4 years ago when I decided I was going to make job transition I knew that I wanted to be in the Human Resources field. Got involved with the local Society for Human Resources Management chapter, where I began to meet HR folks from all around the area. I began volunteering for events and in short order ended up on the board of directors for that chapter. At the same time I was contacting several HR VPs and Directors at local area companies each week. I had previously done research on all of the organizations that I was interested in and had limited it down to a list of 20. I asked to meet with many of the people that I contacted and was able to arrange phone calls, interviews or other in person meetings with well over half of them.

This targeted set of activities led to over 20 interviews and  5 job offers over a 6 month period of time. More than that it led to some fantastic long term relationships. I still have people calling me regularly and saying, I know of a job or an opportunity that you  might be interested in.

Remember most people get jobs through relationships. I hear many people say take an inventory of who you know. I simply reversed this and said how I build relationships with those people who can expose me to opportunities.

One important note on all of this, you should never set out to join a group or build relationships just because it will benefit you. The groups that I participated in often required time and energy from me to contribute to the cause. I got involved with numerous groups along the way and did not join any one of them because of the things it would get me.  Instead each of these groups lined up with my values and what I wanted to contribute to both personally and professionally. In the case of contacting employers and meeting with people each time it was something that was mutually beneficial. For them it was a potential addition to someone they  could add to their talent pipeline should they have a need later on down the road.

You can do this too. It doesn't take a scientist or even a marketing expert to use each of these concepts in your career.

Go and Happen to Your Career!

The Happiness Avoidance Problem

We all want happiness, right? So why is it that so many people are unable to get it?

It is remarkably sad that so many people end up devoting their life to things that don't make them happy. They don't intend to of course. It just ends up happening that way through decision after small decision.   I have worked with hundreds of people who have changed jobs because they felt like they weren't happy there. They have even gone so far as to identify what made them unhappy (the hours, the flexibility, the boss, the strange policy about beards and shaving). They then having felt good about saying "yes these things are what I don't want" make a jump to a new job and over the next 6 to 18 months, slowly feel the same way again. Only this time it might be new things, maybe this time you didn't anticipate there would be annoying coworkers or you got the inner cubicle where you had a sweet office all to yourself at your previous job. You think to yourself "unghh! If this  job just didn't have ____________________"

Many years later people have woken up and at that point devoted a lifetime to running away from something instead of defining what they want and going after it.

To understand how and why this happens, think about it this way. Each choice you make regarding your career can be for one of two purposes, It can be made with the intention of trying to do something that will remove something making you unhappy (like all of the reasons someone might leave a job after identifying what has made them unsatisfied). The other purpose for the choice can be to make a move to the things you have identified that will make you happy (this might be by clearly understanding what does make you happy and cause you joy)

When you read those last you sentences you might at first think "isn't that the same thing?" I thought this too for years. Here is why they are different:

• There are infinite possibilities to do things that avoid making you unhappy. If you successfully avoid a few of these that you have identified it does not necessarily mean you will be working in a role, company, environment, or situation that will make you happy.
• In contrast, there are a smaller and finite number of conditions that will make you really happy. Once you have Identified these the rest becomes less important.

I discovered this when my wife, Alyssa, and I had been having little catfights over the course of a few weeks. This was odd for us and I kept thinking "why is she doing this" it seems like I am doing everything possible to avoid her getting mad at me. I have done the dishes, I have vacuumed the house so she didn't have to, I got home early… And the list went on of things that potentially could make her unhappy.

After several very loud and somewhat less than polite discussions, we finally came to what she really wanted: conversation after spending all day with little kids at home. Adult conversation and feeling a connection with her husband was what really made her happy day after day. Both she and I hadn't realized this at the time and I obviously had been focused on eliminating the things that she didn't want.

After we discovered this, I began calling her and having conversations with her on the way home from work, then getting home and taking over dinner and attempting to continue the conversation with the kids hanging around my legs. All of a sudden, even though the dishes and all of those other things were still getting done, they just didn’t matter as much. She was getting what made her happy after having identified it.

Don't get caught up in this trap in your career. Focus in on the things that truly make you happy and NOT on avoiding the things that make you unhappy. You can do this by determining the things in the past that you have enjoyed at work or at home and not on the things you haven't. Make a list keep it and continue to add to it as you discover more about yourself. In short order you will have a better perspective on what really makes you happy. Which is all we really want anyways, right?

Just say "Hi": Simple tips to catapult a career

I work with a guy who says "hi". He is the type of guy who you aren't sure how he gets anything done because when you see him he is in your office, or someone else's office  or talking to one of his team. He is the type of guy that is rarely found in his own office but instead out where the action happens chatting with people. He always looks too happy to be busy and he is always spends way too much time talking to people to get stuff done. Right?

Let's call this guy Charlie. Charlie is actually one of the most productive people I have ever worked with. Not only is he getting results faster than most other people I have interacted with but he also is looked at as the model of discipline in this organization. On top of that it is clear that he will have more opportunities in his career with this same organization. Why is this? How does this seemingly oxymoronic set of events work together? Is he just friendly with the right people?

Well… the short answer is yes. But in a different way than you might think.

Here is what is really happening:

Every day he is stopping by multiple times per day to say hi, at the same time he's talking about what is going on in the business, what is going on that's really good, giving you his fellow co-worker recognition for doing something right or getting that result, telling you how it impacted his team, how it will impact the business, checking in on something that he has going on that involves you, a project, a task, a deliverable. Or he is spending time with his team (where they work) developing them, coaching them, keeping tabs on how they are doing with encouragement and support.

He doesn't spend a lot of time in conventional water cooler type conversations talking about the latest TV shows and politics. He doesn’t spend much time focusing on things that aren't going to generate results. Despite this he still has built some of the best relationships I have seen and has a high degree of respect from the team that he works with. The most common things said about him "I really like that guy!" and "he sure gets things done".

Here is why this works for him. He gets collaboration and accountability from the people he works with because people like him (and he provides the same for them). People like him because he cares enough about them to go out of his way spending maybe 60 seconds a day talking to them about what is important in their world and what he has in common with them. Often this might only be things he needs from them or simply touching base with how something is going but this shows constant follow up and care to his coworkers.

 I will not be surprised if Charlie continues to get amazing productivity and results from all the teams and people he works with and I would also not be surprised if this leads to another promotion for him in the next calendar year.

So although everyone has different personalities and priorities I would challenge you to take a small lesson from real life and, like Charlie, get out of the comfort of your work-space every day to be someone who says "Hi"

63,000 Opportunities Waiting for You. Self Start Here...

Have you ever read a posting for a job that says "looking for a self starter" or talked to a sales manager about who was successful on his team and he says "well that guy is a real self starter" (then his next sentence is "wish the rest of them could be more like that"). Everyone wants this "self starter", why is that? You will hear them called go-getters, spark plugs, ambitious, workhorses and many other things, but I think the 63,000+ job postings on indeed.com that are looking for a self starter have it right! They are looking for someone with initiative and someone who starts things themselves and without waiting on others.

Everyone wants this from the people they hire, but after years and years of hiring people and working with managers who hire people, I bet that very few of these job posters will find their self starters. I also bet that those who are self starters will find that they really have their pick of companies, locations, professions, promotions or even the possibility to start their own company, grow it and post their own ad looking for self starters! This is because this trait, which requires the willingness to not wait on others for permission and the strong possibility of making mistakes, taking risks and experiencing failures, is somewhat rare in the marketplace.

Seth Godin devotes a whole book to this concept of initiative and the self starter (Poke the Box), Dave Ramsey references this type person suggesting traits of ownership and initiative in "Entreleadership". The reason this concept sells is because it is uncomfortable to take initiative, it can be embarrassing to fail, and it can feel scary to do something others aren't doing. In a country that creates societal incentives for mediocrity and avoiding taking the reigns to start things yourself, this is a hot commodity. Sadly everyone wants to know how to do this but more importantly, as Seth Godin points out, they have to be sold on the idea because it is against the societal norm.

When I consider this, it is both frustrating to me and exciting at the same time. Exciting because, as a serial self starter myself, I find that there is so little competition in the job market that is so desperately pining after self starters. Frustrating because I see countless societal incentives that cause good people to make limiting choices that do not lead them down the road of self starting.

The most recent example of this is at the organization where I work; we have a lot of people there that have potential. Potential but feel they are stuck in their situation. One woman in particular, we will call her Tiffany, was working in a job that earned around $16 per hour and performing well. Performing well but not performing great. Not performing great because she viewed herself as limited in what she could do.

Tiffany was limited because she had a special needs child and if she earned any more in income she would not receive the medical insurance from the state that she so desperately felt she must have. If she didn't have it she would be a bad mom. Tiffany had shown snippets of potential and snippets of self starting but this wasn't unleashed until a manager saw some of this and spent hours with her selling her on the idea of what she could accomplish. After two month of convincing she took a promotion and is now a stellar performer because she gets to start things herself everyday. She ended up getting a large raise to go along with it that paid for the insurance and all is well!

The reality is though that most of us will not experience Tiffany's situation. We will not have a manager there to sell us on the idea of what life could be like if we removed our objections to becoming a self starter. Most of us have to do this on our own. I would like to offer the reason that like Tiffany, it could change your life. So, practice, now! by starting something, regardless of the outcome, failure or success. You will learn along the way. It's the learning that causes you to grow. 

Please comment on any self starting you have done, big or small. How do you will yourself to take initiative?

4 and 1/2 Mistakes to Avoid for your 2013 goals

Over the last few years my wife, Alyssa, and I spent some time to write down year long goals for various different areas of our life. Some of you might do the same thing and you have no doubt experienced the power of focused intensity on one particular area of your life. It is amazing how just by taking the time to give thought enough to create a SMART goal that you are committed to, will make it much more likely that it will happen.

I wanted to share some things that we have made mistakes on involving our goals, that way it will hopefully save some of you from having to go through some of the same pain.

Mistake #1: The invisible goals!

I am ashamed to say that we have taken a bunch of time to establish goals, in detail, by writing them down ,  agreeing and committing to them, making sure each one is both challenging but not unreachable, and then putting them away never to be seen again. Unless of course you really just like not getting anywhere fast, you should instead both write them down and then display them someplace prominent like the refrigerator or kitchen where you will see them often.

Mistake #2: Well it sounded good…(Head nodding without commitment)

It is apparently very possible to spend a bunch of time creating a number of goals that one person in the relationship isn't very committed to. And guess what happens when you are not truly committed to a goal from the beginning? You guessed it! Success in this area does not last very long.

This means you will have to be committed enough to really talk through what both of you want as a couple. We also found that some goals, like health for instance, should really be set on an individual basis. My goal for this year is to get to 12% body fat and there is no way my wife can be the one to come up with that goal and have it be effective. It is important she be there when it is established so that she can commit to supporting me.

The only exception to this might be something like "Work out together as a couple 3 times each week" or "Run the Portland Marathon together in September" In the case of the latter you may or may not even train together.   This will likely be the case for Career and potentially Social as well. I would suggest making sure that goals in the areas of Financial, Spiritual, (need I say) Relationship and Family all are collaborative and not individual goals but more importantly make sure you are not head nodding to anything you are not truly committed to. Take the time to talk it out and respect each other enough to come to something you are both dedicated to. Otherwise it can take the great activity of setting goals and turn it around to become something that you resent later on during the year when it is clear that there is no real commitment.

 Don't mess this one up!

Mistake #3:  I can't see that we are winning

This sounds silly as I am writing this but somehow in the past we have been able to simultaneously have goals (during the same year) that we achieve because we see that we are having success with them and have others that are not working because we did not take the time to realize the importance of this. For example; one year we had focused on removing all forms of debt as a financial goal and took the time to chart it out over the course of the year and review our progress every single week while updating our accounts and budgets. At the same time we completely abandoned our relationship goals part way through the year because we had not done some of the up front or maintenance work that caused success with the other area.

What caused the difference in our behaviors and over the long run was very simply breaking the large goal down into smaller pieces and at the same time making sure it is measurable in a way that is prominent and visible to us. The financial goals we saw how much debt we were paying off and later our savings and investments growing while our relationship goals we made no attempt to break down into smaller chunks. This is not only particularly effective by making a large goal more realistic, but it gives you small wins that help you push through to the end. The way I am writing this blog right now is just by writing 2 paragraphs each day. This little at a time approach helps you build momentum toward accomplishment with each small win.

Mistake #4: What was that goal again?

Virtually nobody writes down their goals. Statistically most of the people reading this haven't written down their goals. Not you? Of course not! Me either (wink, wink).  Ok you got me, I have made the mistake of not writing them down and guess what usually they didn't happen. This is applicable anywhere! I used to set weekly goals for myself when I was in sales, my boss would always try to get me to commit to something higher and then I would record it and turn it in for the week. Guess what! I would generally hit whatever I wrote down (or in this case put in excel) As long as I was committed to it, when I put it in that self prophesizing spreadsheet, all of a sudden it was more likely to be achieved. The act of writing your goals down makes it real and causes you to commit to them on a different level, I know logically this should not work but humans are often not logical creatures (we only think that we are.) 

Mistake #4.5: Wait a minute, I have to start?

Start right now! Today, if you have not already taken this step, it is not too late. Make sure you are focusing on goals, not resolutions, that are specific and measurable while getting you where you want to go long term. You are not a static being. You are always growing in the right way or the wrong way. For example in your relationship with your spouse you will actively grow together or unintentionally grow apart. Remember avoid our mistakes so you don't have to learn the hard way. 

Go Happen to You!

Your Piggily Marmoset Moment in 2013

Most weekends my wife and I try to do some type of activity with our kids. This particular weekend we did not have anything planned so on a whim (and with no better more creative ideas), I took our son, Camden, and daughter, Mackenzie, outside to go "exploring" in our back yard. This consisted of a glorified game of follow the leader where we took turns looking at natures' debris which was our curiosity shop of treasures for the moment. We found several different types of bugs, leaves, moss that was odd colored and growing on one of our trees, but the highlight of the day came when I took them to a pine tree near our fence that I had recently trimmed quite a few dead branches.

Where many of the branches used to be, instead there were sawed off nubs with gold colored tree sap dripping out of it. I showed my two oldest children and you would have thought they were watching the first landing on the moon or at least experiencing their first ride on an elevator or some other significant milestone. Whatever it was their excitement level certainly outmatched the sticky substance that was pouring out of tree. After the ooh's and aahhs, mackenzie took another look and then said "dad that's what a piggily marmoset eats."

I was stunned for two reasons; the first of which was I had no idea what a piggily marmoset was and my 5 year old daughter clearly did. I knew this because she adamantly explained that they live in the rainforest and eat sap from the trees. It didn't stop here because she proceeded to provide a national geographic worthy narrative of the piggily marmoset. The second reason I was so surprised was that she connected all of this information and facts about the marmoset to tree sap. She knew theoretically that they ate this, but really had no idea what tree sap actually was. This connection in her mind all of a sudden made it real for her.  This marmoset (actually called a pygmy marmoset and is a very small monkey) now was something she could identify with and tell stories about all because she was able to experience something different and out of routine that caused her to grow and learn. More importantly than that though it caused her to connect ideas and knowledge in a new and different way.

If you are willing to try something different (or even just slightly different) you can experience a whole new frontier of connecting things you already know in a new and different way. Furthermore if you intentionally do this and even look for opportunities to take advantage of "learning opportunities" that you wouldn't normally take, it will open up doors for you. Best of all this often puts you in a position to be able to help others in ways that you wouldn't have been able to before.

As we have turned the corner into January and the possibilities for you, your career and your growth are endless, I hope you have many exciting "Piggily Marmoset Moments" in 2013!

Prepping for a job interview...I have to do WHAT?

Prepping for a job interview is a little like losing weight: most everybody knows that you should do it and most people choose not to. At least not in a way that will prepare you for just about anything you could encounter in an interview. Here are a few steps that anyone can do to prep for job interviews. 

If you do these things (all the way, not half way) AND you have the ability to build relationships you will easily be in the top 10% of interviewees out there. This of course is also assuming you are qualified for the position.

1. Write down the 15-20 most challenging experiences you have worked through or overcome in your life. These should be mostly professional with a few personal sprinkled in if you like. After about 7 or 8 for most people this will start to be difficult, but push through to at least 15. Make sure you have a mix of people focused examples (communication, conflict resolution, leadership, etc.) and process or non people focused (improvements in process or procedure, challenges overcome in a system, etc)
2. Write down the Situation, Behavior and Outcome of each situation to form the story that will make sense to the interviewer. This means: describe what the past situation was, share what you did or how you handled it, and what was the result of that situation.
3. Practice describing each mini story in 3-5 minutes (max) at first with yourself and then later with someone  else.

4. Get feedback from someone else about how concise your stories are, are they understandable, do they make the point, is the situation, behavior or outcome easily distinguishable? How could it be improved?

If you do all of this, you will be well prepared for a behavioral based interview (tell me about a time when…) and if you are in an interview with general questions (what do you do when… or how do you handle….) you will be in a great position to make a fantastic impression on the interviewer. Simply say "do you mind if I share a specific situation where I was able to do that?" and then tell your story that matches that question.

If you have written and practiced 15 to 20 situations you will easily be able to recall one that matches up to the question. Even if you don't have one that matches up perfectly, going through the exercises above will prepare you to think in a manner that comes across well in an interview.

More importantly than any of the advice listed above, preparing in this manner will allow you to feel more comfortable during an interview, which allows you to be more likely to be yourself. This is always the best way to go!

For more information about how to get the interview in the first place see The Greatest Resume Ever...and Why NOT to Write it!

Feel free to comment on what has helped you prep for interviews!

When Job Searching, Persistence beats out anything else, Except humility.

Over the last few months I have been involved in the hiring for quite a few positions and it got me thinking; What are the most valued qualities that will get you hired or cause you to progress in your career? I realized that persistence is one of those that has come up again and again over the last 10 years of being involved in job openings from all angles.  I am not saying this is right or wrong, this is only  my observation over the years working with many different hiring managers, HR professionals, candidates, and my own job searches.

Persistence can be displayed in your behaviors with past jobs, projects and personal endeavors. It can also be found when trying to schedule an in person meeting, continuing to call back to find out an answer after the interview, continuing to maintain contact even when there is not a job opening at the company you want to work for. These same things also indicate a healthy level of want for both the job and the organization. If a hiring manager isn't convinced you truly want the job, you will not be receiving an offer. Showing persistence is a great way to accomplish this.

When it comes to interviewing to uncover past behavioral patterns, tenacity can even be viewed as form of persistence. If a candidate has a track record of overcoming challenging situations where others might choose not to, this is an indicator they will likely behave the same way in the future.

All of this is for naught though if a candidate does not have humility. For example, I had a position come down to candidates last week and one had a track record of persistence and slightly more "conventional experience than the other. The second candidate had an equal amount of persistence but had a lifetime of humility built into his experiences.

We hired the second candidate quickly after completing the full interview process. This is a personal example but I have seen it time and again over the last 10 years. Most hiring managers don't spend a lot of time interviewing, they spend time leading people in their respective industries. This means that they will often hire people that they subjectively feel comfortable with. Persistence without humility is a little like a nice car sitting on the side of the road after running out of gas; it might look good but eventually people realize it is not going anywhere. Persistence will come off as arrogance, annoying or even worse without humility.

These are a few (not all) of the qualities that give others a positive impression of job candidates.  I would encourage you to evaluate yourself in these two categories (persistence and tenacity.)

What other subjective qualities do you think make or break hiring decisions? (Good or Bad)