Powerful Principles of Personal Growth

Killer Series: 7 Steps to the Killer Interview

The mere thought of interviewing makes many people break out into cold sweats. In many ways, the interview process can cause so much stress, people lose their marbles. They may be as limp as a soggy cornflake by the time they actually sit down for the “BIG” talk. Do you remember your first ever interview? How do you think you did?

Whether you’re a newbie or a seasoned vet, the interview could still be a stressful event in your life. The fear of rejection is high and the anticipation of failure can be rather dreadful. Weak knees, sweaty palms, woozy stomach and cotton mouth are all some people can imagine when they think of answering the deadliest question an interviewer can ask, “So tell me about yourself” which, by the way, is technically not a proper question but, you get the point.

Anyway, what if I told you that you could ace an interview anytime you want and leave the interviewer nearly stupefied by your masterful self presentation, he’d have no choice but to hire you on your terms, would that be something in which you’d be interested?

Good… stick around then!

Yes, the interview process may put the fear of the devil into some people but after reading this article and practicing the proven techniques shared, the devil himself will fear you.

Following are the 7 Steps to the Killer Interview which can virtually guarantee you ace every interview from this day forward.

Step 1: Killer Resume

Your resume is usually the first point of contact that a potential interviewer will have with you. As such, you want to make sure that it leaves a blazoning impression on the reader. The resume is so important to this process; I may have to devote an entire article to the topic. For now, here are some key Dos and Don’ts of resume writing.

1.    Unless you’re a recent college graduate, don’t begin your resume with an objective. Nothing screams amateur more than to begin with a “Resumes for Dummies” header like “Objectives:” Instead, start with something simple like “Overview of Qualifications” or “About.” It’s succinct and easy to digest.

2.    Do not use the term “Employment History.” Everybody else does and you’ll just be another rat in the pack. If you want to stand apart from the rest, use something like “Career Experience” or, “Overview of Experience.” Either approach will work way better for you in making that first impression.

3.    Don’t regurgitate your daily and routine tasks from one job to the next… that’s just “monkey work” and I guarantee you that no one cares and brownie points go way down. First of all resumes are tough to read as it is, why make it boring too? Instead of writing what your tasks are/were, exercise verbs in stating how you solved problems for your company or made them more money or saved them time and made them more efficient. In other words, your bullet points should begin more like this, Developed a new system that saved…, Implemented procedure that increased productivity by X%, Devised strategy that made the company $XXX in 3 months…, and so on and so on… you get the idea. Oh yeah… don’t forget to choose to highlight the accomplishments that are most closely aligned with the position for which you are interviewing.

4.    Please include your hobbies, awards and community service affiliations. This is who you are. Contrary to what many believe, no company worth working for wants to hire machines and buy people, they want to hire people and buy machines. Show them who you are. Besides, since most people present the machine, this will be another way you stand out plus it provides fuel for meaningful conversation and possible common interest connection during the interview… more on that later.

5.    Finally, under no circumstances include salary requirements. Even if the company insists, fight the urge to comply and tell them you’d rather discuss that in person.

6.    Spell check, proofread and then… save… print… send!

Step 2: Killer Cover Letter

Writing a Killer Cover Letter is definitely an art but can be easily mastered with a few pointers. Remember the cover letter goes along with the resume so here again is another opportunity to really present you. Don’t waste it!

Firstly, your cover letter is not your autobiography. It is not an endless pontification about your accolades and many talents. No one cares how long you can hold your breath under water before shaking and flailing like a fish on a hook (Unless they’re recruiters for the Navy Seals). What they do care about are the challenges their company faces and how you can help them overcome them. The only person that can let them in on that secret is you. The best way to utilize a cover letter is to use it as a way to align your skill set and experience with the position for which you are interviewing and the company’s goals.

To do this effectively, you want to use specific language and include certain elements to bring it home. Here are some key things to remember.

1.    Start by introducing yourself and stating exactly why you are contacting them; your language might read something like… My name is John Resume and I am writing you in regards to the Marketing Manager position you are seeking to fill in your Professional Products Division… simple, right?

2.    Next, state the main requirements of the position and then follow that with how your experience might fill their needs. Your language in this case might look something like… I understand that you are looking for someone who can do X and with my experience in Y, I know I can accomplish this with tremendous success…

3.    Conclude with a bold statement about their company goals and how you see your own goals aligning with them. Your language might look something like… I know that your company is spearheading many initiatives in clean air technology and I have done extensive community service work in this area…

4.    Keep your closing and salutation nice and simple. Your language might look something like… I look forward to hearing from you. Sincerely, John Resume…

Step 3: Killer Research

I wasn’t sure where to place this step because it affects the outcome of this entire process. Ultimately, I decided to put it somewhere in the middle since it impacts every step directly or indirectly plus, I like the number 3.

Skipping this step simply means you want the other guy next to you in the lobby to kick dust in your face as he refurnishes the corner office that was supposed to have your name on it… or was it? Research is vital to the interview process; it could mean the difference between the shredder pile and the resume that makes it all the way under the nose of the CEO.

Before you show up to interview, you want to know what you’re getting into… know the landscape so you can anticipate and navigate challenging situations. Be proactive in finding out all you can about the company, its mission, and its people. Done thoroughly, your research should cover 3 key areas, Company, Prep and Recon or as I like to call it CPR.

1.    Company – know everything you possible can about the company

•      Research the products and/or services the company provides and then summarize that into one sentence you can easily remember

•      Go through the website and any paraphernalia you can find to weed out the mission statement of the company

•      Make sure you look up their earnings for the last 12 months if it’s public knowledge – if you can get specifics on why the numbers look the way they do, even better

•      Know about any special projects on which the company might be working or are sponsoring

•      Know about their public service accolades

2.     Prep – I’ve never been accused of being too prepared

•      Study what you discovered in your research and make sure you know it well enough to carry a stress-free conversation

•     If at all possible – have someone of prominence from the industry for which you are interviewing, conduct a mock interview with you before hand… this could yield a lot of insights you wouldn’t gain otherwise

•      Know the three words you might use to describe yourself and be ready to give examples of when and how you’ve exhibited these traits in a past situation – ask your family, friends and colleagues for help if you need to for this one

•      Finally, know the fair market value for the salaries paid for the position with your level of expertise – perform several comparisons across different firms and industries if applicable (Try http://salary.com)

3.     Recon - fail to do this and your research and prep may be all for naught

•      Take the mode of transportation you will use, the train, the bus, a cab or your car and drive to the interview location during rush hour before hand to gauge the amount of time you’ll need to get there – then add at least 30 minutes

•      Visit the interview location in the morning to see what time people arrive, what they wear to work and whether or not they have coffee in hand

•      Find a coffee shop nearby where you might sit, have a coffee and wait for your interview

With CPR covered, you are armed to the teeth with everything you need to kill the interview. Do you feel the stress lifting already? Hold on, you’re not quite finished yet.

Step 4: Killer Outfit

Now that you’re completely prepared to kill the interview, you need to dress to kill. So many people dismiss this element without giving it a second thought. Why would you want to distract your interviewer by wearing inappropriate, boring and uncomplimentary clothing to the interview? Take the time to choose an outfit carefully, it will be time and/or money well spent.

Remember the recon tasks you performed earlier? This is going to help you big time with choosing the right dress code. You should now know what the employees wear to work… right? If not, go back to Recon. The aim is to pick an outfit that compliments the company’s culture and dress it up just a tad.

For example, if most of the employees wear jeans and a t-shirt to work by all means feel free to wear jeans, a t-shirt and then dress it up by throwing on a nice, classic blazer… no rips and tears in your jeans of course. If the idea of wearing jeans to an interview scares you, don’t let it. As long as the outfit you wear is in line with the company’s culture, you will be viewed as intuitive… trust me. Just remember, your killer outfit is meant to kill them, not you.

Here are 7 “general rules of thumb” on interview outfits and overall appearance. These apply to both men and women.

1.    Keep at least one navy blue and one pinstriped gray suit in your closet at all times

2.    Wear light blue dress shirts or blouses whenever possible – this color conveys trust

3.    Keep the jewelry to a bare minimum – watch, 1 chain/necklace, 1 bracelet

4.    Earrings are for women only – sounds like a double standard but it’s still true

5.    Hide all body art unless you’re interviewing for the NBA, a rock n’ roll band or a biker gang

6.    Absolutely no beach wear or flip-flops (I know I’m not talking to you here but I’ve seen some whoppers.)

7.    Grooming is a must – combed hair, clean nails, clean teeth, pleasant body and oral odor (Again, I know I’m not talking to you but in the interest of being thorough…)

What makes a killer outfit for an interview is one that resonates with the identity of the company for which you are interviewing as well as represents your personal style. You have to decide what that balance is and then go for it. If all else fails, nothing is sharper than a navy blue or gray pin-striped suit with a white or blue dress shirt. Depending on the company culture you can choose to where a tie or not.

Step 5: Killer Discipline

An impression is formed about you in the first 3 minutes of a person meeting you. Many of us will decide whether we like a person or not in less time than that. What this means then as it pertains to interviewing is that you want to maintain discipline. Your diligence in preparing for the interview may seal the deal for you before you’ve even exchanged the first words of the interview.

The fact is that what you say means less to people than what you do. It’s an old cliché but it is universally true – your actions speak louder than your words… one thousand times louder.

There are a few simple rules to follow when it comes to interview discipline.

1.    Be on time for your interview – by “on time” I mean that if your interview is at 10 AM, you arrive between 9:40 AM and 9:50 AM. You want to be no more than 20 minutes early and no less than 10 minutes early. This gives you time to hang up your coat, accept a coffee graciously from the assistant, relax and collect your thoughts.

2.    Use the bathroom before your interview – this is the time to handle #1 only… handle #2 at home and check to make sure all your efforts in grooming are up to snuff. With everything in its place, there will be fewer distractions.

3.    Dial down the wind chill factor – you’re not the “Fonz”… being too cool will backfire quicker than a lemon with fire crackers in the muffler. Maintain professionalism, you don’t get brownie points for the “Clint Eastwood” cool factor.

Step 6: Killer Instinct

This is where you shine, where you combine your wonderful research and prep with your wit, charm and charisma. These elements taken in combination will give you the Killer Instinct.

Now that you are prepared and dressed to kill, you can calmly and confidently field ambiguous questions like the dreaded “So, tell me about yourself.” For the sake of clarity, let’s make sure we understand what is really being asked with a question (or not a question) like this.

What the interviewer is really after is, how and why did your experiences bring you to us and how will we benefit from the association. With this insight in mind, it will make it much easier for you to focus your answer on the parts of your life that directly relate to the company and the position for which you are interviewing.

This is to say that “So tell me about yourself” is not an invitation to tell your life story. It is however and invitation to tell the interviewer everything about you that matters most to him and his company. The caveat is you have to give just enough information to wet his or her pallet and leave it somewhat open ended inviting a probe for more information if he or she so chooses.

For example, if you had an interview for a Marketing Manager Position at Lancôme Cosmetics and you were asked the dreaded question; your answer might sound something like this.

“Well, I have always loved make-up, especially mascara which is the department I worked in at XYZ Company. The idea of accessorizing my look with cosmetics has always been interesting to me and that’s why my Thesis in Graduate School was about how much women spend on cosmetics and how it makes them feel. I spend a lot of time in places like Saphora just trying different kinds of cosmetic products.”

Do you see how that answer might resonate more with your Lancôme interviewer than something that started out with the following?

“Well I moved to New York when I was 12 years old and I attended P.S. 252 Junior High School before going to Midwood High School. My major in college was marketing and once I graduated I worked at…”

To your interviewer, the latter would not only be boring but somewhat disconnecting unless he or she too moved to New York at around the same age and had a similar experience as you did… not likely but it would be a lucky break. Personally, I am not willing to take that chance… are you?

Another element of the Killer Instinct is the “graceful refusal.” This is the art of refusing to answer an inappropriate question and have the interviewer be happy with it or at the very least respect your position. This is often a scary moment for many but it doesn’t have to be.

This moment often occurs with the money question. “So, what are your salary requirements?” or my all time favorite “How much do you earn at your current job?”

Now really, what does this question have to do with this interview? That’s right, absolutely nothing! So, why ask the question?

In the halls of Corporate America where I’ve worked for 15 years, this question is what I like to refer to as “sizing up.” This is a great opportunity for the interviewer to accomplish 2 things.

1.    See how confident you are and whether or not you are able to think quickly on your feet

2.    See whether or not your salary requirements fit into there pay scale

Regardless of the motive though, this is a question to avert at all cost in an interview. It doesn’t matter at what level you are in your career; this question is taboo from all sides. It immediately places you in a box and there goes any leverage you might have. And, if you didn’t come in with any leverage at all, you’ve essentially turned over your fate to the interviewer because once you answer this question, they get to keep the ball and decide where it lands. This is a no-no!

If you are asked this question, remain calm, pause and then confidently reply something like this…

“If we are going to discuss salary, I’d rather discuss a salary for this position that you consider to be fair market value and in line with my level of expertise.”

OR…

“I realize that this may be a standard question, however, I’d much rather confine our salary discussions to the parameters of the position for which I am interviewing and my level of expertise as I am sure you will agree that these are most relevant.”

In choosing a reply like the ones above, you avert the question and leave the door wide open for dialogue and negotiation. Furthermore, any interviewer would be hard-pressed to argue or rebut your position. At the very least he or she would respect you and you would have shown that you are confident and shrewd…BIG pluses.

Whatever you do, don’t answer this question out of fear. I have never answered this question and I have used variations of the suggested replies above and they’ve worked every time. At the very least, trust your instincts and if you can’t trust yours (yet)… trust mine. I’ve been there and I am sharing my experience with you… leave this question alone and you will undoubtedly separate yourself from the many lambs that are doomed to the slaughter.

Step 7: Killer Close

You’re not quite finished yet. Now that everything has gone as planned right through the interview and you’re feeling great about yourself, no need to blow it by neglecting the little things.

The clincher to the deal may just be the Killer Close. It’s simple and may even be deemed trivial by many when you look at the whole. I on the other hand believe that more often than not, it’s the other way around. Without the close, all your efforts in steps 1-6 may be forgotten. Don’t forget that the interviewer may have seen many candidates before you and probably many more after. You just never know so it’s your duty to make sure that he or she remembers you and that you stand apart from the pack.

As my father used to say when I was growing up, “Dean, observe what the crowd is doing and do the opposite.” These are wise words that ring true in almost any situation and certainly in this one.

While others may forget this small detail, you will perfect a memorable Killer Close that will leave your mark on anyone you meet.

So, what’s the Killer Close all about?

This is where you crystallize all your efforts from step 1-6; it’s where you make sure that the impression you made is a lasting and positive one.

The Killer Close entails 3 simple steps and if followed could make all the difference in the world.

1.    The closing handshake – once your interview is finished, reach across to the interviewer with your right hand to shake his and then grip his elbow firmly with your left hand and say something like… “It was a pleasure to meet with you and I look forward to meeting with you again. Thank you for your time.” Former President Bill Clinton is famous for this type of exchange. It’s a professional approach with a personal touch that makes people feel validated… use it!

2.    No more than 24 hours after the interview, send an e-mail to the interviewer letting him or her know how much you enjoyed your meeting and are looking forward to another. Your e-mail should be succinct and personalized with one or two specific details of the interview. This emblazons you in the mind of the interviewer. It could read something like… “Dear Mr. X, It was a pleasure to meet with you today. I enjoyed our conversation especially when we discussed corporate social responsibility. I look forward to hearing from you soon. Thank you for your time.”

3.    Wait 5-7 business days and if you have not heard from the company, send a follow up e-mail to say thanks once again for the interview and request that they keep your name on file. The purpose for this is to keep your name top of mind so that if other opportunities arise in the company, you are one of the first called. Your e-mail could read something like… “Dear Mrs. Y, Thank you for meeting with me on (Date goes here). I realize that it is a competitive market and I understand if you have already filled the position for which I interviewed. Please keep me in mind and my resume, which is attached for your reference, in your files should another opportunity become available at your firm. I look forward to meeting with you again.”

Going beyond these 3 steps is not necessary unless working for this company is your ultimate goal. If that is the case you should continue to follow up via e-mail once every 3 months with inquiries about new opportunities. One caveat is that this could border on annoying and persistent… it will depend on the contact person and substance of your e-mails.

Well, these are the 7 Steps to the Killer Interview and I have used them all successfully on several occasions. I can share with you from first hand experience that these techniques work very well.

Happy hunting...

Fire Truck vs. Golf Course

Having worked in Corporate America for over 15 years, I have functioned in both systems and one is always more successful than the other. The two systems to which I am referring are the Fire Truck and the Golf Course.

Firstly, let’s get some definitions out of the way.

The Fire Truck System is one of constant crisis – burning buildings and fires to put out. Every situation seems to be an emergency and the more emergencies you put to bed the more that wake up. It’s a never ending cycle of rubber boots, fire hose and hard hat duty.

The Golf Course System is just the opposite; it focuses on synergy, solution-oriented, win/win and integrity. Every crisis presents an opportunity to improve and every deal made is another opportunity to grow, change and surpass the last. It is a never ending cycle of teamwork, handshakes, networking and relationship cultivation duty.

Now I’m pretty sure that if I were to ask you in which system you would rather work, you would immediately say the Golf Course System.

However, what if I asked you in which system do you most likely work? I’m willing to bet I would get a different spectrum of answers. Certainly not all of you, but many of you are use to the Fire Truck System – worse, some of you aren’t even sure and in that case you might as well be working in the Fire Truck System.

My goal with this article is to help you first, figure out which system you currently work in and if you find that you work in the Fire Truck System, the goal is to help you switch gears and move into the Golf Course System. Clearly, that’s where all the fun is.

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Sidebar

This article is not only serious; it is seriously long – over 4,000 words. It’s well worth the time to read; however, if you are pressed for time, don’t forget you can always print it out for when you’re ready later. All articles on DeanLForbes.com will provide you with a user-friendly and clutter-free print out for and easy read over your favorite beverage.

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A Few Important Points

It is important to note that it is entirely possible to work in a place where the norm is to work on the Fire Truck but you still work on the Golf Course. In fact, I’ve often seen the two co-exist at the same firm; the moment I figured this out many years ago, I consistently began striving to work on the Golf Course even though many of my colleagues continued to work on the Fire Truck.

It is also important to note that if you should find that you currently work on the Fire Truck and you endeavor to switch to the Golf Course, there is the possibility that you may need to work somewhere else in order to achieve your goal. I’ve also had to do that because the environment was such that working on the Golf Course won’t be fun if everybody else insists on working on the Fire Truck. Surely, you could decide to stick it out and wait for something to change – the question becomes is it worth it? Personally, I make it a point never to wait for things to change before I decide to change things and I always teach the same to others wherever I speak. I admit that patience is not my strong suit but ultimately you have to make that decision for yourself.

One other important note is that whether you work on the Fire Truck or the Golf Course, there are times when the two overlap and it will be up to you to recognize the difference and switch gears to get back on the Golf Course. Additionally, it is imperative that you know the difference between the two because both systems require hard work to maintain – it is a consistent effort. They both keep you busy – one is just a lot more productive and more fun than the other.

The Fire Truck

When you work on the Fire Truck, your entire day is a ball of crisis. There is always an urgent deadline looming, unanswered e-mails piling up and an endless onslaught of unproductive and predictable meetings. There are 5 key elements that keep this crisis mode going – the fire is constantly fueled by these elements hence the reason for constantly being on the Fire Truck. Let’s look at each of these key elements in more detail.

No Mission

Fire Truck workers are usually clueless as to what the mission is. They lack direction and focus either because the company for which they work did not convey the mission or they simply have not established one. Either way, this makes for a very confusing atmosphere.

Everyone is busy working with different goals in mind only to find that they are usually unable to reach consensus. Instead, a series of meetings occur and they end up with either a low level compromise of the boss simply tells everyone what they should do.

This creates immediate and on-going problems because when you are constantly in search of the mission and consensus eludes you, execution becomes a big chore and logistical nightmare all because you don’t know what results you’re suppose to expect. Things still get done but usually after countless unproductive and stressful hours of back and forth, meetings and compromises. This could drain the energy from almost anyone.

Often times, Fire Truck workers don’t even have a plan for the day. They walk around aimlessly with their heads in chaotic smog. They may as well be puppets because they only move when the strings are pulled.

Status Quo

Fire Truck workers are more concerned about the status quo and keeping things safe than they are about making a real difference. With the looming deadlines and mounting urgent e-mails on the brain, thinking outside the box just takes too much effort. They would rather simmer down the fires; get everyone out of the building safely only to repeat the process the next day and all the while nothing impactful has happened.

Fire Truck workers are bored and the status quo they strive so hard to maintain are boring. And this is as it should be since they have no mission to get excited about. If you have no direction, you have no clue where you are going then you have nothing to which to aspire.

If we take Forrest Gumps’ view on life, as told to him by his mother, “Life is like a box of chocolates, you never know what you’re gonna get.” This is of course because of the different flavors that might come in a box of assorted chocolates. Why then do so many people crave chocolate to the point where many say there’s no such thing as too much chocolate? It is not about the flavors because they may not know what flavors they are going to get but they definitely have a direction, a mission. The mission is about the feeling – it’s about how chocolate makes them feel when they eat it. It’s indulging – it’s decadent and sinfully sweet.

The point is nothing can kill your excitement and aspiration more than a lack of direction and focus. No mission, no aspiration – the status quo is maintained.

Too often, especially at large corporations, there is a real struggle with change. In fact I have actually experienced situations where those who wanted to simply maintain the status quo went to war to prevent the innovative thinkers from changing things. People fear change and that fear cripples growth, it stifles creativity. People who move against the grain are brave, they don’t want to be fire truck workers – they are excited about new possibilities and the risk doesn’t even come close to the thrill of making a difference.

That being said, Fire Truck workers are in fact wimps and cowards – they are not brave and they allow fear to conquer them. It’s harsh yes but it’s still true – if you remain on the Fire Truck then just plan to be a coward the rest of your life.

Meeting Mayhem

The calendar seems to be the worst enemy of the Fire Truck worker because instead of working for him, he ends up working for it. Fire Truck workers often don’t even bother to review meeting invitations to make sure it’s relevant to their function or project. They blindly accept every meeting thrown at them assuming its importance or more probably assuming their importance for having been invited in the first place. It doesn’t matter that the meeting was scheduled to discuss which vendor they should go with for the new water cooler.

The onslaught of meeting invitations turns their calendar on its head while they struggle to keep up with it all the while not getting any real work done. Sometimes you work in an environment where this is the norm and it’s not feasible for you to change it at this time but there is no reason you can’t change jobs. I know… easier said than done but what can be easy is the decision to go – how and when you can figure out once you’ve made up your mind.

Again, this stems from the first key element and continues to resonate through the rest. Fire Truck meetings consistently include these traits in some way:

No Agenda – comes from the lack of focus and mission highlighted earlier; the erosion trickles down into day-to-day tasks

No Leadership – Fire Truck meetings don’t have leaders, they have fire starters; these people serve only one purpose to throw gasoline on the fire; you know a few people at your company right now that are like this don’t you?

No Synergy – no works together in Fire Truck meetings; everyone is there for self, to improve status and gain career shares

No Solutions – Fire Truck meetings are notorious for magnifying problems and equally notorious for dim-witted solutions; solutions are usually a way to either repair or maintain the status quo – how boring

Too Predictable – once you go to a Fire Truck meeting, you pretty much know what’s going to happen and you know that you’re going to need another senseless meeting to discuss the non-solution of this meeting

Blame Game and C.Y.A

Fire Truck workers probably spend more time on this activity than any other. Instead of focusing on creating and delivering value, they perpetuate the Blame Game and the Cover Your Ass (C.Y.A) maxim.

The Blame Game comes in different forms; sometimes you don’t even realize that a person threw you under the bus until you get the call to come into the boss’ office. One of the most common ways Fire Truck workers assign blame is to simply “pass the buck.”  In passing the buck, you delegate pieces of your project to others in a futile effort to absolve yourself of accountability. When things go wrong, you say I wasn’t supposed to do that, Joe Smith was. Of course since this was your project in the first place, it doesn’t really absolve you of accountability but Fire Truck workers don’t know the difference and if they work with other clowns like themselves, no one calls them on it.

Another popular way to direct blame is to plant the seeds of doubt in a person’s absence. While the person being blamed is not available to defend herself, it’s easy to insinuate that she was responsible for the last fiasco that wasted everyone’s time and the company’s money – low… very LOW! Instead of defending absentees, Fire Truck workers tend to tear them down – albeit very subtle in some cases.

What about C.Y.A? This is the quintessential way to make sure that everything bad sticks to the other guy… or so Fire Truck workers believe. C.Y.A. says that at every opportunity, make sure you let everyone know that you didn’t do it but the other guy might have. No one takes responsibility for neither his own actions nor his teammates. Covering you ass is just like getting by – you do just enough to make sure no one blames you but not enough to ever accomplish anything worthwhile. At the end of the day, you’re just an annoying little wall fly that people can’t wait to swat.

Problem-oriented

Perhaps the worst thing about being a Fire Truck worker is the fact that you are usually driven by problems. You are constantly pointing them out throughout the day. This is where most of your focus is and this is also what causes “Crisis Mode” to ensue. Fire Truck workers tend to be fire starters but have little success with saving the house. Eventually they put the fire out but by then, all your possessions have been burned to a crisp.

The very problem with a problem-oriented person is that they almost never have any solutions to the problems they are constantly identifying. They simply point out problems in the hopes that someone else, perhaps a Golf Course worker, will answer the call and come up with a solution. There are many CEOs that have fired people for this very thing – they abhor problems and reward solutions.

So why do so many people constantly get behind problems? That’s because it is easier to identify problems than it is to come up with creative solutions. The easiest way out is the best way out – if you ask a Fire Truck worker that is.

The Golf Course

Conversely, when you work on the Golf Course, your entire day is ball of deliberate acts. Unforeseen circumstances may arise in your day but they do little to impede your course. Your productivity and efficiency are high and your relationships flourish. There are 5 key elements that contribute to the harmony of the Golf Course – these elements constantly cultivate and nurture synergy hence the reason why the Golf Course worker is always happier than the Fire Truck worker. Let’s look at these key elements in more detail.

A Mission

Golf Course workers always have a mission engrained in their being. Whether it’s the one provided by the company they work for or a personal one, they always have a mission. In fact, the most successful Golf Course workers always have a personal mission and they only work for companies where they can succeed in this mission. The company mission is usually subordinated to their own because they know that if the company values are not in line with theirs, it will be next to impossible to succeed at that company.

Golf Course workers are focused individuals – they have a plan for their lives and they usually have a plan for the day. They are not aimless; every action is one of purpose and is driven by a deep determination to achieve the results they desire. When you work on the Golf Course, nothing is left to chance – there are usually no accidents. Even when an occurrence seems like an accident, it is usually as a result of a series of purposeful acts taken by the Golf Course individual.

What is even more powerful than being a Golf Course worker is being a Golf Course worker who works with other Golf Course workers on a Golf Course. (Hope you caught all that…). This is the ultimate euphoria in the Golf Course maxim – it just doesn’t get much better. Let me put it another way…

…I once worked for a fortune 500 company at one of its youngest and most promising brands. This brand was the envy of all the other brands within its division. Many people would constantly ask – what is about this place why employees don’t leave. Even as people jumped ship left and right at the other brands, turnover remained extremely low at this brand. In the beginning of my tenure, even I couldn’t put my finger on it.

It wasn’t until I went to the biggest event that this company sponsored for its most valued customers that I really understood. It was the spirit! The spirit of the brand had for the most part infected everyone from the corporate office to the customers. They all exhibited the same passion and excitement about the brand. They loved getting together and learning from each other – it was almost cultish. Before I left that event though, I was also deeply touched by the spirit of the company; I understood why it was so successful. It was the people – they loved what they did (do). There aren’t many people who can say that honestly.

This is what happens when you have a clear mission – you have direction – you have focus. You can act without provocation because you know exactly what to do and where you’re going – you know your mission.

Change

Golf Course workers are all about change, they thrive on it. Don’t misconstrue what I’m saying though – the mission doesn’t change but methods and avenues do. When you’re focused on the desired results, the way you get there doesn’t much matter as long as it’s in line with your core values. Golf Course workers understand this and that’s why they readily embrace change.

When things remain the same, Golf Course workers find it boring. They have no desire to simply blend in with the rest of the sheep – they are about making a difference – adding value and changing for the better. No one can see you if you are the same as everyone else. Golf Course workers are leaders and they are always looking for the next great cause that incites them to move.

When you work on the Golf Course, change is an accepted way of doing things. It is innovative, exciting and new. Golf Course workers are always willing to “boldly go where no man has gone before.” (If you didn’t get that – never mind, you had to be there.) They’re brave and the unknown is what drives them to explore and discover. No new discoveries were ever made by anyone who refused to try something new.

In a nutshell, change is the opposite of status quo and change is more fruitful than the status quo. Golf Course workers are changers and they want it no other way.

Relationship Cultivators

Golf Course workers understand the importance of building and nurturing relationships. They are all about synergy and teamwork. Golf Course workers are interdependent people – they realize that the pinnacle of human success is to work well with and in service to others. Every deal begins with a relationship.

Being relationship cultivators, Golf Course workers are always interested in the needs of others before themselves. They seek first to understand the other person before seeking to be understood. They listen with the intent to help and add real value to someone’s situation – to someone’s life.

A common misconception of relationships is that they are give and take – this is not so, at least not of fruitful relationships. Fruitful relationships are all about giving – no taking. Taking implies getting something that was not given to you freely. Even if you expect to get something from a relationship, they key is never to pursue a relationship only with the intent to gain… this can only end in disappointment.

Golf Course workers seek to give in every way they can to a relationship they want to build. In some ways it may seem like just a strategic ploy but if you are genuine in your actions, the rewards will be the same and bountiful.

When Golf Course workers attend meetings, they do so with purpose. They aim to be productive and efficient. There are a few things that a quite clear before a Golf Course worker walks into a meeting.

Agenda – a clear purpose for the meeting and the main talking.points are outlined.

Leadership – they lead the meeting with human sensitivity and respect of others; they do not allow the meeting to spiral down into irrelevant innuendos and pontifications. They clearly control the meeting tone and tempo.

Synergy – Golf course workers always look for ways to synergize teams; they look for ways to work together by listening emphatically and intuiting the needs of others.

Solutions – Golf Course workers always go into a meeting looking for solutions; they only focus on a problem long enough to clearly identify it and then spend the bulk of their time focusing on creative solutions.

Unpredictable – You never really know what going to happen in a Golf Course-run meeting – anything could and usually does because Golf Course workers are flexible and open to all the possibilities. They close no door without due exploration.

Proactivity (Technically not a word but I think they should add it to the dictionary)

Golf Course workers are proactive individuals. They don’t play “the game” just to suit others or appease circumstances. Rather than react to the crowd or circumstances, Golf Course workers are proactive in the pursuit of their mission.

Instead of looking to blame others, Golf Course workers look to build and work with others. Instead of tearing down absentees, Golf Course workers defend them. Golf Course workers don’t hit “reply all” on every e-mail just to confess other peoples’ sins to the world. They take responsibility for their actions because they know that they and only they are accountable for them.

Instead of planting seeds of doubt, Golf Course workers plant seeds of praise. They don’t set people up to fail, the build them up to win. The only type of situation Golf Course workers want to be in is a win/win situation. They do not believe in cultivating relationships where one side wins and the other loses – they proactively seek alternatives where both sides come out smiling.

The C.Y.A. maxim does not exist on the Golf Course – it has no place. Every step is taken with the good of the team in mind. If there is no team involved then each step is taken with the good of all parties involved. It’s more like C.E.A. – Cover Everybody’s Ass. This is because Golf Course workers believe in synergy and teamwork. They understand that the greatest achievements come to fruition through interdependency. They realize that their most powerful resource is the strength, tenacity and creativity of others.

All the key elements that make the Golf Course thrive require proactivity – without it, all else fails.  Golf Course workers proactively seek to excel in these key elements day after day.

Solution-oriented

If you work on the Golf Course, it means that you are driven by solutions and not problems. You focus more on results than methods and you proactively seek creative solutions to problems. Instead of simply pointing out problems, starting fires and burning down the house, Golf Course workers identify problems and then immediately look for solutions.

When Golf Course workers uncover a problem, they don’t run to the boss whining about it in the hopes that he’ll kiss the “boo boo” and make it better. That’s the wimp’s way out! No – when Golf Course workers identify problems they only go to the boss when they’ve either fixed the problem or when they have done the research and come up with several creative solutions to the problem. Usually, they save the company tons of money and time in the process.

Golf Course workers don’t start fires – everything they do is focused on preventing fires. I mean seriously, have you ever seen how well a golf course is cared for? Have you ever been on a golf course? I’ve been on some of the best ones in Hawaii and I can tell you, the view is absolutely serene, especially at sunset. This is why the Golf Course system is so tranquil. Instead of seeking to upset the harmony by setting random fires everywhere, Golf Course workers seek to affect changes that promote harmony.

Problems don’t sit well with Golf Course workers; that’s why they focus on solutions. At the end of the day, this is what matters – solutions.

Some Hard Questions

So, where would you say you work right now – on the Fire Truck or the Golf Course? Where would you prefer to work? What are you going to do about it? If you do find that you work on the Fire Truck, are you prepared to do whatever it takes in order make a SWITCH to the Golf Course?

Seriously though, if you have to think too hard about this, you’re just another wet noodle. The Golf Course doesn’t belong to those who wait for the day to seize them, it belongs to those who go forth and seize the day – just ask Tiger Woods.

Come on – don’t be a coward – take some responsibility and stop being such an insistent whiner. Too harsh for you – then you’re not who I’m talking to. I know, it’s blunt BUT truth is truth and deep down inside you know it.

Become the CEO of YOU

Are you in control of you? Do you run your life in pursuit of what is most important to you and consistently achieve the results you want?

Most of us would like to say yes to these two questions but how many of us would be right? I’m willing to bet not many. One of the fundamental building blocks of personal growth is to understand who you are, who you want to be and then taking charge of you to ensure that you achieve your goal.

True personal growth requires first, that you, not others or circumstances, be the leader of self and actions. Without this, your direction may be easily skewed causing your road to become circuitous and confusing. Self awareness is the key to becoming the CEO of YOU because in that respect, you are able to not only see yourself as you are now but also use your imagination to project YOU the way you want to be.

Companies have CEOs for a reason… they need someone to lead the company in accomplishing its mission. The CEO is the commander in chief and as such he or she not only has to see the company as it is today but also has to possess the vision to see the company as it will be in the future. The CEO is responsible for making sure that the company’s goals are met by executing its mission in every aspect. He or she is responsible for making sure that all the employees understand and embody that mission in order for the company to succeed. Directing a company is not unlike directing yourself… they both require the same characteristics and commitment to achieve success.

Come with me for a moment on a little tour of self-discovery. Even if you’re certain that you know exactly who you are and that you are the leader of your life, take the trip anyway just to satisfy your curiosity.

Begin With a Personal Mission

What is your purpose, what’s your personal mission in life? First, let me define exactly what I mean by personal mission.

A personal mission is a clear objective that briefly outlines what, how and by what method you intend to accomplish your life’s goals. Your personal mission is derived from your core values and beliefs; it is the navigator in your life’s compass; it gives you clear direction of where you want to go and how you plan to get there. It could easily be formatted into a simple statement or a list of phrases or it could be something like what’s on my about page under the heading Dean’s Personal Mission Statement.

The reason it is absolutely imperative that you not only create but live your personal mission is because otherwise it is easy to get lost and lose your way. Frustration sets in quickly when your mind is cluttered with unclear thoughts and a confusing “things to do” list that gets you no closer to your heart’s desire. I’ve seen so many people get caught up in the “thick of thin things” and end up spiraling down into an abyss of uncertainty because they lack direction.

Think of it in terms of building your dream home. You’ve imagined everything from the color of the walls to the drapes and the family portrait you intend to hang over the fireplace. You’ve hired contractors, landscapers and decorators and everybody shows up ready to go to work and go to work they do. Each team is busier than a bee, hustling and bustling to get your dream home built. Sounds great… right?

Well everything is going great until a very frustrated and confused foreman comes over to you and asks, “So where do you want the master suite?” You look at him with annoyance and reply “Don’t you know?” I told you what I want it to look like, it was in my dream.” The foreman shoots back, “Well I don’t know where to put it because you didn’t give me the blueprint.” Huh! Do you get the point?

Without the blueprint, no one will know where to put anything and your dream home will never see the light of day. This is why before the first stake goes into the ground and before the first nail is driven, a blueprint must be drawn. It is the compass for building your dream home and it is consulted every day before work begins so that the foreman will know exactly where to put your luxurious master suite. You see, it is very possible to be extremely busy doing many things but, without a clear objective, a clear mission, being busy will only get you to nowhere faster.

If you do not know who you are or what your purpose is, you cannot effectively lead yourself; your personal growth will be stunted and you cannot become the CEO of YOU. Without a clear personal mission, you will be relegated to governing your life by the way the wind blows, by what is trendy, by what others are doing or you may simply knock about hoping you end up in the right place at the right time.

It’s no surprise that people who establish clear personal missions often achieve their goals; they understand that being in the right place at the right time is more often than not no accident at all but a conscious decision to follow a plan. They know exactly who they are, exactly where they want to go and exactly how they plan to get there.

Be Proactive not Reactive

Once you have created a clear personal mission, you have to follow through in order to breathe life into it. This means that you will do what it takes to live your personal mission day in and day out. It is a deep commitment that requires consistent work especially since it is much easier to break a promise you’ve made to yourself. Being proactive is the only way to make your personal mission a part of you; it must become the doctrine by which you govern your life.

Being proactive can unleash unimaginable power and creativity. It is not simply a term meaning to take initiative; it goes far deeper than that. Proactive people seek to act, grow and change rather than waiting for others or circumstances to move them. When you are proactive, your decisions and actions are based on your core values. You consciously choose how you respond in any given situation because you understand that your responses are your choices. You do not blame others or circumstances for your situation, that’s reactive. Reactive people are susceptible to making decisions based on other people’s opinion of them or circumstances. Proactive people always affect changes; Reactive people are always affected by changes.

If your personal mission is derived from your core values and you are proactive about living your personal mission, then you can effectively self-lead; you can become the CEO of YOU. You do not move in the direction the wind happens to blow; your actions stem from your core values, your purpose, and your personal mission.

Let’s look at it another way. If you break down the words proactive and reactive, it goes directly to the heart of my point.

Pro, the prefix, by definition means expert or master of something so therefore if you are Pro-active it means you are the master of your activities… the master of your fate; you take full responsibility for your personal growth and development. Conversely, Re, the prefix, by definition means in reference to or regarding something so therefore if you are Re-active it means that you only act when something or someone else acts upon you and not of your own volition.

Leading From the Inside-out

It took a very long time for this to click in my brain but eventually the light bulb turned on – DUH! Often times I have found that people want desperately to lead others but lack the ability to effectively lead self. These are the same people who often wonder why no one listens to them or follows their lead. They blame others for their lack of leadership, their lack of direction… again, reactive people. The plain fact is if you cannot effectively lead self, you cannot effectively lead others because you have no compass, you lack direction.

When you lack direction, the people behind you figure it out soon enough because they eventually get dizzy from the circles in which you’ve taken them. There are not many things more frustrating than following someone who hasn’t a clue where he’s going. It’s like trying to drive to Pittsburgh using directions to Boston… you’ll never make it. If you do not know what your mission is or to where you are going, how will you lead others to where they need to go?

This is why your blueprint has to be clear so that you will know how to proceed. Your personal mission gives you the doctrine on how you lead self which gives rise to how you lead others. Leadership then, begins inside, with you. It is governed by your intrinsic values and beliefs and resonates from the inside-out. When you clearly and proactively live your personal mission others will follow you. And, even those that choose not to follow you will undoubtedly respect you because you know where you stand and so do they.

Smart CEOs do not change the mission of the company because employees do not believe in it. They would sooner fire those employees and hire ones who do believe in the company mission. Likewise, you should not waver in your mission simply because others do not like or believe in it. What matters is what you believe and that your personal mission crystallizes your purpose and catapults you to achieving your goals.

Courage Under Fire

With every action comes a natural consequence albeit positive or negative. Becoming the CEO of YOU requires that you accept this universal, unchanging and natural law. You are not, nor will you ever be the CEO of natural consequences. These consequences will occur whether you want them to or not.

That being said, it is important that you understand, believe in and live your personal mission regardless of the consequences it brings. Accept the natural consequences of your actions and learn to live with them. If your actions are based on values grounded in correct principles then for the most part the natural consequences that come your way will be positive. If, for whatever reason, you do not like the consequences of your choices, you have the freedom and the power to change them.

Having the courage to stand your ground and having the courage to change your stance are actually one in the same. Because your personal mission is clear, you also have the freedom and flexibility to change the way you accomplish it without violating your core values. As long as your choices and your actions are in line with your personal mission, you can be confident in the results and accept the consequences that accompany them.

It takes courage to stand your ground when the ground beneath you seems to be shaking or when others confront or belittle you. When your personal mission comes under fire, fall back on your core values to direct your choices and your actions. Nothing says you are the CEO of YOU more than standing your ground even when it seems like the odds are against you.

As Mohandas Ghandi put it “Be the change you want to see in the world.” If you are still waiting on the world to change before you act, then you are just a reactor with no real purpose. Face it, when was the last time greatness was achieved by waiting around for it to happen? Greatness belongs to those who seize the day and make choice after choice that gets them closer to their ultimate goal. Stop waiting for changes to affect you and start affecting changes.

Putting First Things First

Hello my friends and thank you for visiting my new blog, DeanLForbes.com. I’m so glad to finally have it up and running. The journey so far has been a wonderful experience and I’ve enjoyed it thoroughly… even when it got down right frustrating and I felt like quitting. I still have the scars of it all which I wear proudly.

This brings me to the title of my first post, Putting First Things First. I want to take the time to give you an in-depth preview of how this idea came to be and what you can expect from me and this website for as long as you keep visiting.

Why Did I Start This Blog?

There’s a question that begs to be answered and I’m going to do just that.

I’ve been working in Corporate America for over 15 years in the fields of Finance, Sales, Consultation, Promotional Planning, Branding and Marketing. I have had so many wonderful experiences learning from the best at what they do and have had more than my fair share of opportunities to sit at the table with some of the finest minds of the last half century. I have also devoured and continue to vigorously seek out and consume more and more information on personal growth and effective self-leadership.

Armed with not only the knowledge I’ve gained from my many brilliant mentors but also with the information I’ve learned and embodied about personal growth and effective self-leadership, I’ve been able to consistently open doors where seemingly, there were none. I have been able to make profound and positive changes in my self-growth and have been able to build and cultivate long-lasting and fruitful personal and professional relationships. I have overcome the odds time and time again, especially when all the “naysayers” said it couldn’t be done – I did it!

That being said, at the end of 2008 I was offered an honorary membership to the Cambridge Who’s Who professional network. The company is very well-known for bringing together smart professionals who wish to interact in an exchange of ideas and network-building.

During the interview process, the interviewer asked me, “What do you consider to be the greatest asset to your success?” I was both surprised and temporarily stumped. I hadn’t been asked that question before and for a moment I didn’t know how to reply. Pondering the question for a few more moments, it hit me like a ton of bricks.

To the question then, I simply replied, “The greatest asset to my success is the people I have been fortunate enough to meet, know and connect with.” Now he was surprised and stumped. He curiously followed up my reply with “Could you elaborate on that answer a bit?” I said, “Sure, I’m glad to do it.”

You see, during that moment of truth and new level of self-awareness, something became blazingly apparent. My success, both personally and professionally, is unequivocally linked to the people who have helped me achieve my goals. Either directly or indirectly, my family, friends and mentors have taught me a great deal about personal growth and effective self-leadership. Some of the lessons were quite painful but nonetheless well worth the temporary discomfort. Whether it was on the job, from a book, from the web or directly from one of my mentors, I am able to succeed against all odds because I am open to continuously learning, growing and changing in all areas of my life.

To add to this, my greatest passion has always been to help other people grow – to share all the wonderful things that I’ve learned and that have changed my life so positively. As I improve upon my personal growth, I emphatically and passionately seek to pass on what I have learned to others who are also ready and willing to work on themselves. I am a firm believer in the simple truth that if you help others succeed, you will also succeed. I believe that this world would be a far better place and we would be a far more productive and effective society if we each did our part to help our fellow men and women achieve their dreams and goals.

As I’ve clearly stated throughout this post, I would not have achieved the success that I have in my life had it not been for the people who helped me. As cliché as it might sound, people really do make the world go ‘round. Can you imagine the significance of the change that would happen if we each committed to helping just one person achieve his/her dreams and goals? Wow… this is a world in which I want to live, how about you?

So, to come full circle with the question, I started this blog to help other people achieve their dreams and goals through the Powerful Principles of Personal Growth and effective self-leadership. I am passionate about your success because I believe deeply in the human potential, especially in the untapped human potential. I believe it would be a disservice to you if I do not impart what I have learned so that you might improve yourself and maximize your potential. My aim is to “pay it forward” as so eloquently illustrated in the movie of the same title.

Why Now?

Again, a question that begs to be answered and again, I’m going to do just that.

For me, the question is, if not now… when? I decided to start this blog now because there will never be a more perfect time than now to start giving back in a way that truly fulfills me. I will never stop learning and growing and improving myself. Personal growth is a passion that goes to my core… I live it and breathe it daily. Effective self-leadership is what it takes to put the powerful principles of personal growth into practice that eventually become the habits of success.

Frankly, I’ve had this “itch” for a very long time and if I don’t “scratch” it, I’m going to go crazy. Maybe the trigger was becoming a father for the second time, I don’t really know. What I do know is that every fiber of my being is compelling me to move in this direction – to focus on helping others achieve their dreams and goals. As I look at my children, I am repeatedly reminded that I want so much more for them than I am able to achieve in my lifetime. I want them to be surrounded, as I am, by awesome people who will help pave the way for them to reach for the stars. In essence, I want to leave my children a far better world than the one I was born into… better than the one they were born into.

What better way to do that than to help other people achieve their dreams and goals and reach their full potential. The world can only be better if the people in it are better… there is simply no other way. As the John Mayer song goes, “We keep waiting on the world to change” instead of changing the world. So in my own way and in my own small part, I doing my best to change the world for the better by helping you change for the better. I believe that in all situations, people come first. That’s why I begin each day deciding how I am going to make a difference in someone’s life today… how I am going to be in the world.

Furthermore, time waits for no one; so the longer I wait, the longer someone I could be helping has to wait and I don’t know about you but waiting has never been one of my strong suits. In fact, I still have a lot of personal growing to do in the area of patience – I struggle with that one every day. In this case though, I don’t mind telling you that the virtue of patience is not one I’m not going to exercise… so that’s why now.

I mean seriously, why not now? Who’s to tell me I can’t take the next step in my personal growth to help others? That’s right – no one!

I am the master of my fate; I am responsible for my personal growth and self-leadership. My happiness rests with my desires and actions; I am the author of my life. So, if I want to spend my time giving back to others through the same principles that have brought me so much success, who’s to stop me?

What Can You Expect From This Website?

First and foremost, this website is about you and your success. Taking responsibility for your own personal growth is a serious matter and I treat it as such – as you undoubtedly do. There are no shortcuts or quick fixes for this; it is a process that takes time. My aim is to arm you with the knowledge and insights you need to create your own success; to develop habits based on universal, unchanging and correct principles; natural laws.

I will tell you plainly that none of the information you will read or the insights you will discover on this website are new concepts. Yes, the value is delivered in my own unique way and is largely based on my personal and professional experiences; however, the underlying principles are universal, unchanging and irrefutable. They have been proven time and time again by many great individuals throughout history – no secret there.

This website will provide you with practical and real-world life examples where you can apply these powerful principles.  No matter what situation you are currently in, applying the principles that you will discover on this website will help you develop effective self-leadership habits that will undoubtedly lead to significant and quantum positive changes in your life. My goal is to provide the information in easily digestible chunks as well as practical examples of how you can take your personal growth journey to the next level and beyond.

Think of this website as the foundation of building a strong and sturdy house that can withstand any and all weather conditions. Remember, a house is only as strong as the foundation on which it is built. A farmer can only reap what he sows and nothing more so if the seeds are rotten to begin with, can you imagine what the harvest will be like?

This website is a practical tool that you can use as a reference to fuel your personal growth aspirations and goals. The more you use and apply what you discover, the more an improved and effective self-leader you will become. You will significantly improve your ability to influence others and situations around you. By focusing on developing habits based on correct principles, you will profoundly increase your success in your personal and professional relationships. DeanLForbes.com is a website that you can rely on to deliver the valuable tools and information you need to help you become a better, more effective and successful YOU.

Whether you are just embarking on your journey of personal growth or you are well-seasoned in your pursuit, you can benefit tremendously from what you discover on this website. Whether you want to change small things or BIG things in your life, the powerful lessons and insights you gain here, when internalized as habits, will result in significant and profound positive changes in your life. Even though you will become more diligent and disciplined over time, in most cases, results are immediate.

If you are ready to truly face your fears and conquer them, proactively seek to improve yourself and transform your life, I want, can and will help you achieve your dreams and goals if you are open. Come back and visit DeanLForbes.com often because the information will keep on coming and the discovery will never stop. The world id ready for the new you… are YOU?