19 - Designing Dream Work Cultures & Landing Dream Careers with Josef Stetter

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This episode of Revelizations is brought to you by Lying.
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One of your favorite things in life is being showered with gratitude.
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You enjoy hearing, job well done, thanks for all your hard work, thanks for taking care
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of that thing for me, but you really hate doing things you don't want to do.
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There's just pretty much anything other than sitting and relaxing.
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Well, what if I were to tell you that you can have the gratitude with none of that work?
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Introducing Lying.
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Now instead of doing the thing, just say you did it and don't do it.
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Honey, did you pay the electricity bill?
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Yes, even gave the utility man a little extra bonus.
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Did you get that proposal sent out before the deadline?
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Of course, wrapped that up last week.
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Good job, Seymour.
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Does this dress make me look fat?
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Darling, you look better than the day we got married.
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Oh you flirt.
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Uh, Mr. Seymour, have you been flossing?
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Your gums are bleeding quite aggressively.
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Twice before I even left the house, Doc.
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Wow, that's a real commitment.
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With Lying, you'll be building a web of deceit so tangled, not even Ferdinand Magellan could
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circumnavigate it.
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But that's a problem for another day.
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Lying, giving you peace today for chaos tomorrow.
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Hi everyone and welcome to Revelizations.
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I'm your host, Brian James.
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On today's episode, we are going to take the scenic route on our way to meet up with
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the knowledgeable and extremely patient, Josef Stetter.
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Why patient?
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Well, let me test your patience as we meander on down this rabbit trail.
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I'm going to make a little leap, a bunny hop if you would, and hazard a guess that it is
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a universal human experience that when technology doesn't work as expected, or in some cases
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completely rebels against the wishes of the person using it, it is one of the most frustrating
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experiences the modern day human has to endure.
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I know when I find myself in that situation, I want nothing more than to take whatever
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it is, the remote control, phone, laptop, the thing that's violently evicting all tranquility
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and peace from my life, leaving behind only a focused malice, to grab that object and
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throw it down to the earth with such contemptuous force that the malfunctioning device turns
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to dust, to then be carried away by the breeze to the four corners.
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Whew, got a little carried away there.
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I'm back.
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Since I have neither the muscle mass nor bankroll to afford such temper tantrums, I am left
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to troubleshoot the defective technology.
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Perhaps one of these days when an advertiser actually follows through with paying me, I'll
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cash the check, hit the gym, and develop a nasty case of butterfingers.
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Until then, the dream will just have to stay that.
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A dream.
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Which leads me back to today's guest, Josef Stetter, where surely we must be talking about
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technology or anger management strategies.
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Wrong.
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And how dare you jump to such baseless conclusions.
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Today, we are of course talking about workplace culture and how to land your dream job.
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More on that in a moment.
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While Josef and I were discussing these topics, my laptop shut off six different times during
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our conversation.
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And six different times where he was in the middle of explaining something that I suddenly
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disappeared.
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Six different times that he had to wait on me to restart my computer, log back in, and
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listen to me over-apologize.
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And six different times where he just shrugged it off with a relaxed, meh, it happens, and
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now where were we?
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I don't know a lot, but what I do know is that Josef is a patient individual, and now
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you do too.
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By the end of this podcast, you're also going to know more about work culture and some brilliant
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actionable strategies on how to land your dream job.
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Before that, let's properly introduce today's guest and topic.
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Today, I have the privilege of sitting down with Josef Stetter.
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Josef is an award-winning writer, having authored 11 books.
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Before finding his niche in the recruitment industry, Josef changed jobs 18 times in
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careers 9 other times.
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Having found his calling as a consultant, he now takes that same passion and focuses
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it on helping other people find their dream jobs.
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With over 25,000 hours of experience in all things recruitment, he has created his Land
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Your Dream Job Now program, a program that takes his clients from job seeker to gainfully
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employed.
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In this program, he teaches his clients everything from how to navigate the new landscape of
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AI in the application process, all the way to further tailoring your already dream job
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to better fit you along with much more.
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Using this program, Josef has helped over 11,000 people land their dream job with a
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notable 90% success rate within 3 months of working with him, with dozens landing their
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dream job in as little as 2 days.
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He has consulted with many of the top companies like Deloitte, Canon, Aviva, and Sketchers.
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Today, Josef joins me as we sit down and talk about the importance of work culture,
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the impact of good work culture versus bad, how AI rates applicants' resumes and how
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to use that to your advantage, networking strategies for career advancement, crafting
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a standout resume in a competitive market, making an impression before you even get an
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interview, how to master the interview process, and more.
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I hope you all enjoy today's episode with Josef Stetter as much as I do.
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Thanks for listening everyone.
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Hi Joe, it's nice to meet you.
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I'm so happy that you're here, that I get to talk to you and just I really appreciate
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the time that you've taken to have this conversation with me.
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Thank you, Brian, for having me.
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I really appreciate the opportunity to share some insights and some wisdom.
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Let's start off with you telling us a little about yourself and your highly attuned skillset.
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So I'll start with the fact that I didn't know what I want to do when I grow up.
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So I've switched careers over nine times and jobs over 18 times.
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Along the process, I started understanding that there's a lot of psychology that people
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aren't applying when they're either looking for a job and on the resume, it's too generic
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and cookie cutter.
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So in the process, I've written 10 books and I've had the honor and the pleasure of
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helping over 12,000 people land their dream job in as little as two days.
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And along the way, one of the companies that I own now or two that I own now, I've been
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in recruiting for nearly 20 years, working with companies like Deloitte Touche, APEC
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Pharmaceuticals, Tata Consulting Services.
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And I've also am now building an AI HR tech that will completely change the way not only
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people experience finding the right fit and the right company and the right job, but also
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the way that companies treat their people because, you know, a lot of companies preach
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culture, but don't actually understand it or practice it properly.
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The world is changing and we need to adapt technology to the human experience as well.
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I 100% agree with what you just said.
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And you, it's a very nice segue into what I wanted to talk to you first about is we
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hear a lot.
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It just seems to be pretty much a ubiquitous conversation now about work-life balance and
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what does that look like?
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And that is an offshoot of work culture.
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And I think that's something that maybe wasn't taken into much consideration historically,
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but now it seems to be a bigger part of the conversation.
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And that is more of an offshoot of work culture.
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So if you could dive into a little bit of what is work culture and then maybe some hit
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some bullet points of what is good culture and what's bad culture.
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So broken down in its simplest form, work culture is what people whisper when the bosses
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are not around.
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That's a great way of putting that.
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Yeah.
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Right.
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So you have to understand in that there is a lot of, in this idea of kind of jumping
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on the bandwagon, like we have work-life balance, we understand mental health and wellbeing.
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For example, a friend of mine just got hired in a bank in a directorship position.
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When she was being interviewed for the bank, they showed her this beautiful state-of-the-art
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yoga group.
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And she was like, okay, they get it, they get health and wellness, I'm excited to come
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work here.
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As soon as she got hired, there's no instructor to teach yoga.
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There's no incentive for anybody that works for the bank to teach yoga.
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There isn't even, you get an extra 10 minutes to go do yoga on your own at lunchtime so
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that you can kind of do your workout, still eat and then come back to your job.
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So this is where culture becomes a lot of talk.
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Now the other problem is that companies are trying to fit into molds that they don't really
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do.
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So Zappos was known for having the funniest and weirdest commercials, but everything they
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did was in that same energy where it was about fun and it was about kind of everybody together
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and we're a team and we're a family.
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I've worked with and I've talked to leaders where let's say they'll say, okay, we'll do
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a Halloween custom party, but then none of the leadership dress up.
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So it sends a message of that, yeah, go ahead, do it, but we don't actually care about you.
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And I tell the executives, even if you have meetings all day that are very, very important,
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go to the dollar store, buy a mask for $2, wear it for 15 minutes, go shake hands, take
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pictures of the people that actually dressed up for Halloween, then take off your mask
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and do your meeting.
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That 15 minutes will be the difference between I trust you and I'll follow you to I'll do
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just enough not to get fired because if you don't care, why should I?
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And so there's a model now where sadly 80 to 90% of people in North America hate their
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job.
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And again, if you look at the statistics and the top 10 reasons of why someone leaves a
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job, salary is actually number seven.
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The first three are extremely toxic cultures where it's either management is micromanaging
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and yelling at you all the time.
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The second is lack of clear understanding what leadership wants you to do.
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And the third is lack of opportunities to bring new ideas into the forefront in terms
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of the business environment.
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So if you've ever seen the show Undercover Boss, it's a great example of executive that
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sits in the ivory tower that has an MBA that's never worked the front line, for example,
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that comes in and after going undercover goes, oh my God, I should really talk to the people
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that work here.
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I might get some insights on how things are really happening.
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And so when you look in an Excel spreadsheet and you make the system, we need to make this
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number better.
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We need to make this number faster or whatever version of results.
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You're forgetting the human experience.
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You're forgetting that humans need that water cooler conversation where they could talk
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about sports or they could talk about TV shows or they could talk about music or their kids
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because it's an opportunity to refresh the mind, it's opportunity to actually feel human.
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And so this is where the conversation right now is not just about, okay, we have pizza
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once in a while, you know, or we bought ice cream in the summer, things like that, or
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we have like a basketball team that we play in a league together.
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It's way beyond that.
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How engaged are your employees?
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Are they producing at optimal levels or are they producing at minimal levels?
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So you asked me a little bit about good and bad.
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So can I give you a couple examples of really bad culture and then I can give you some great
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culture.
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Great.
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So I used to be a stock trader.
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I used to answer the phone.
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It's a great day or it's a fantastic day at Name of Bank.
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My name is Josef.
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How can I help you?
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One of my coworkers complained to management that me saying great or fantastic could be
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interpreted as the bank's making too much money.
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So senior management had three two hour long meetings to discuss whether or not I was allowed
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to say great or fantastic and decided it was easier to ban me from saying great or fantastic
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than to retrain 120 traders on the floor.
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Now after they banned me, one of the senior VPs personally came over to me and said, Josef,
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you're always energetic.
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You're always positive, but morale here is extremely low.
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I'd like you to build a social committee that will help boost morale.
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I said, okay, great.
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First thing I'm going to do is I'm going to organize a potluck because who doesn't
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love food?
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And it always brings people together.
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The VP's reaction was that's probably not going to work because the majority of the
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traders are bachelors and they'll probably just give you five, $10 and say, I'll eat
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whatever somebody else brings.
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I said, don't worry, I'll take care of it.
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And I created an Excel spreadsheet.
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This many people bring drinks, this many people bring, you know, cookies, this many people
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bring like salads, this many people bring main courses.
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And I logged off the phone for two hours, started with a senior VP.
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I said, I don't care if you make it, your partner makes it, your mom makes it or you
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buy it, but you have to sign up for something.
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And one by one, I went through about close to 200 people, got them to sign up for something.
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OK, the day of the potluck, I signed off the phone for two hours to organize the food
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in a logical order where the let's say meats was not beside the chocolate or the candies.
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And so that you can have a flow of food gathering for the next three months.
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Everyone talked about how much variety of food was, how good the food was, the fact
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that they could go grab a cookie and come back to their desk and just, you know, that
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whole experience.
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Now, during the quarter, I won or came in the top three for seven out of ten contests,
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including answering one hundred fifty five trading calls in one day.
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The bank refused to give me my bonus because I was logged off the phone for four hours
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to organize the very thing the senior VP asked me to do.
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And then they want like banks know that they can kind of get away with murder in that it
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doesn't matter how they treat their people, people still have a, you know, I'd rather
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work at the bank than to say I work for Dunkin Donuts.
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There's a level of pride, a level of I've got an education, I've got a degree for it.
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But this is where, again, most people feel drained and uninspired as a whole when it
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comes to culture.
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You know, I was working for a private college that my father, unfortunately, had cancer
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and was going through chemo.
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And because he had zero immune system, he had zero immune system.
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He got pneumonia and understand that I was the director of operations.
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I was working six days a week, 10 to 14 hours a day.
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I walked into the owner's office because I was a second in command and said, my father
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was just rushed to the hospital.
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I need to go without looking up from her paper.
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She said, no, you're lying to me.
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And I was like, excuse me.
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He's like, I think you're just trying to get out of work.
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I said, listen, I have one father.
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I can find another job.
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I was a little bit a few more explicit there.
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And then I walked out.
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When I came in the next day, I actually brought a box.
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I was ready to pack my stuff and go.
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She came into my office.
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She's like, is everything OK?
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I'm like, my father's an intensive care unit.
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He's stabilized, but I'm going back to the hospital today.
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She looks at me and goes, you weren't lying?
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I looked at her and go, what is wrong with you?
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Like, I'm working here six days a week, 10 to 14 hours a day.
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Do you honestly think that my excuse to leave work early would be my father is about to die?
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Right. And it's a very powerful story, but it also speaks to what's going on today
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because we're being downsized.
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We're being looked at and going, are you this number, are you that number?
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You know, and sometimes, you know, if I take a sports analogy,
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you know, basketball, you don't need to be the top scorer.
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When in the Michael Jordan era, in the Bulls,
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Dennis Rodman got 25 rebounds and he beat everybody around him.
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He wasn't scoring points.
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He's getting rebounds.
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Scottie Pippen knew his role.
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So sometimes you have to take a look at the company and say,
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you don't need this person to be the top producer.
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They might be somebody that brings everyone together.
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They might be somebody that lifts the energy.
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And so if you're not if you're only measuring what are the numbers,
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what are the key performance measures, but you're not measuring the humans,
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you're not measuring kind of what makes the team dynamic so successful.
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You're going to get hurt from that.
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Now, having experienced a lot of these things,
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I was working for a company that owns 70 private colleges across Canada,
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and they asked me to build a call center from scratch.
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They told me that the restrictions were that my team call leads
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that are more than four months old and more than 50 miles from the nearest
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campus, with the expectation that we will convert it about one percent
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and generate the company about three hundred thousand dollars for the year.
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In less than six months, we did two point two five million dollars.
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Now, one of the things that I did is from day one when I was offered the job,
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I told the VP, I'll take the job under two conditions.
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Number one, as long as we're producing results,
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stay out of my way and let me lead my way.
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And number two, you give me five thousand dollars
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to spend my team, you don't ask any questions.
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That was kind of the.
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So in my first round, I hired about eight people to the call center.
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I went to the dollar store and basically bought them a five euro loot bag,
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you know, which was like funky pens,
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funny stress balls, some chocolate, some stickers.
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And they loved it.
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You know how excited they were to start their first day of job
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and they're getting gift bag
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and then said to each one of them, go spend up to forty dollars
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on anything that you personally like, a plant, a mirror,
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something that makes you happy.
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Give me the receipt.
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I'll give you the money because I want you to make your cubicle yours.
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It's your workspace.
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I want you to enjoy being there.
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I bought a foosball table and I said to my team,
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if you have a really bad call where everybody's yelling at you,
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go smack the foosball, go for a walk, clear your head,
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because you're no good to me when you're upset.
305
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And I gave everyone on my team funny nicknames.
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We had giggles.
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I had a 55 year old woman that was hot mama.
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She was grandma.
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You know, we had officer.
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We had the gentleman.
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So we called each other by nicknames.
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Every week on Fridays, usually I bought them some donuts
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or some chips just to kind of get them excited and keep engaged.
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Every week we celebrated wins.
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I asked every employee, what did you well?
316
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So even if an employee said, I didn't hang up on really rude customers.
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We celebrated that. OK.
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And then I would ask the team, what did you struggle with this week?
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And instead of me as the director saying, OK, you need to do this.
320
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You need it. I empowered everybody on my team
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to say how they overcome objects and how they dealt with whatever the employee
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brought to their attention kind of thing.
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And then obviously, as a director, I just kind of reinforced everything
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and put it together.
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But I created a system where people were excited to work there.
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People love coming to work because the energy of everybody
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was always feeding off each other.
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We were doing so well that my VP challenged that the team would do
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one hundred fifty thousand dollars for the week.
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I told the team this this was Monday morning.
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I told the team this is the expectation for the week.
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I said, if you guys achieve this as a team,
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I will reward the team and make it worth your time.
334
00:21:18,260 --> 00:21:22,180
Now, given my track record of pampering them and treating them really well,
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they knew that I was serious.
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By Wednesday at two twenty, we were two hundred and fifteen thousand dollars.
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I told all my team, don't bring lunch on Friday.
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VIP treatment on me.
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00:21:36,820 --> 00:21:40,740
By Friday at noon, we were three hundred and roughly ten thousand dollars.
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I gave all of my team members
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VIP tickets to the movie theater and not just the VIP,
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but the ones that recline and kind of more comfortable there.
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I gave each one of them a forty dollar gift certificate
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to buy as much food as they want in the theater.
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And I said, if you don't, if you guys share the food,
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you can keep the receipts.
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You don't need it from me.
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And my boss found out that I sent my entire team to the movies.
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At noon, he called me, said, what's wrong with you?
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You just sent your entire team to the movies.
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Now, I told the team, I'm going to stay back because even though
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we're an outbound call center, in case we have callbacks,
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I will close the deals for you and whatever deals I close,
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I will give to the person that started the conversation.
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So on Monday morning, when my team came back,
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not only were they excited that they had a very long weekend,
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but I also closed an additional seven or eight deals for them.
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And so the reps that were credited got additional commissions.
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And so they were double excited when they came back that week.
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00:22:46,700 --> 00:22:50,180
They were so happy and excited that they got a long weekend on me
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that we actually did four hundred twenty thousand dollars
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that the following week.
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00:22:54,380 --> 00:22:56,740
And this is where good culture comes in,
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because when you take the time to understand your people,
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to listen to them, to acknowledge them, to appreciate them,
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then anything's possible.
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And you can create a culture where people are excited.
368
00:23:09,060 --> 00:23:11,740
To this day, even though I'm no longer at the company,
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all of the team reaches out to me, asks me for advice,
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asks me for a reference, asks me for mentorship.
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00:23:19,180 --> 00:23:21,820
And that is what great culture is.
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00:23:21,820 --> 00:23:24,740
There's there's a lot of common themes there that you're hearing about
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good culture and and bad culture, which you seem to shielded
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00:23:30,260 --> 00:23:32,740
your team from on multiple occasions.
375
00:23:33,420 --> 00:23:37,300
But it's almost like it can be boiled down into just treating them
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like actual humans, like these aren't machines,
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like these aren't just quota hitting entities.
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These are actual people.
379
00:23:47,420 --> 00:23:51,500
And if you treat them like like the whole person, then right.
380
00:23:51,500 --> 00:23:53,900
Yeah. If you if you give them a rest, if you give them bonuses,
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if you like, if you see them, if you treat them a little bit special,
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00:23:57,220 --> 00:24:01,500
if you reward the successes and don't just punish the failures,
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00:24:01,500 --> 00:24:05,140
which is more of like a corporate model of not really acknowledging
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00:24:05,660 --> 00:24:09,780
the good that you do, but to then only look at when you mess up.
385
00:24:09,780 --> 00:24:14,060
So if you did, if you just hit your quota of one hundred
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00:24:14,060 --> 00:24:19,580
and fifty that week instead of going above and beyond by two times plus,
387
00:24:20,340 --> 00:24:24,140
you could see a situation where they don't even acknowledge you.
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00:24:24,140 --> 00:24:26,700
They gave you a big goal, but they're just like, yeah,
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00:24:26,740 --> 00:24:28,140
you do what we expect you to do now.
390
00:24:28,140 --> 00:24:31,180
Continue with that momentum permanently.
391
00:24:31,180 --> 00:24:33,300
And that's just not the nature of the game.
392
00:24:33,300 --> 00:24:37,900
You can't consistently over deliver on something
393
00:24:37,900 --> 00:24:41,220
because sometimes you're just not going to come into contact
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00:24:41,220 --> 00:24:43,580
with people who are willing to to buy.
395
00:24:43,580 --> 00:24:47,340
You can. And I'm actually building the system to show it to that.
396
00:24:47,340 --> 00:24:49,180
But here's where you have to understand.
397
00:24:49,180 --> 00:24:52,620
There is a little bit of simple psychology, because if I take someone
398
00:24:52,620 --> 00:24:56,860
who is an executive assistant, she's doing or he's doing a great job.
399
00:24:57,460 --> 00:24:59,260
And the executive goes, you know what?
400
00:24:59,300 --> 00:25:01,900
As a thank you, I'm going to give you a three thousand dollar bonus.
401
00:25:02,580 --> 00:25:07,980
Now, yes, the money can help with bills and so forth, but it's not personal.
402
00:25:08,620 --> 00:25:13,140
So when I speak to the executive, I say, OK, instead of the three thousand dollar
403
00:25:13,140 --> 00:25:16,620
bonus, why don't you pay them their full day of salary
404
00:25:17,060 --> 00:25:20,180
and then send them to the spa, pamper themselves for the day,
405
00:25:20,820 --> 00:25:24,220
you know, massage, do their nails, do whatever it is.
406
00:25:24,900 --> 00:25:29,100
I can guarantee you that they're going to work harder
407
00:25:29,660 --> 00:25:32,980
and it's going to cost you less because the spa is going to cost you five
408
00:25:32,980 --> 00:25:34,620
hundred dollars, let's say.
409
00:25:34,620 --> 00:25:39,420
And the salary for the day is going to cost you five hundred to a thousand,
410
00:25:39,420 --> 00:25:43,220
depending on the range of salary that the person is getting for the day.
411
00:25:44,340 --> 00:25:46,340
And so you're saving fifteen hundred dollars.
412
00:25:46,780 --> 00:25:51,780
But the fact that it's personal will double the productivity.
413
00:25:52,580 --> 00:25:57,940
And so there's little things like, you know, my uncle was the president
414
00:25:57,980 --> 00:26:01,860
and CEO of Spa Aerospace, which is the equivalent of NASA in Canada.
415
00:26:02,660 --> 00:26:06,500
They built the Canada Ark and we're having dinner one time and he was saying to me,
416
00:26:06,500 --> 00:26:11,300
you know what, sometimes his software developers and his engineers
417
00:26:11,780 --> 00:26:15,580
get so focused on solving a problem that they forget to eat.
418
00:26:16,020 --> 00:26:18,140
So I said to him, let's do a little experiment.
419
00:26:18,580 --> 00:26:21,660
I want you to send someone from your office to Costco once a week
420
00:26:22,060 --> 00:26:26,620
and buy some fruits, some granola bars, some chocolates, some candies,
421
00:26:26,620 --> 00:26:29,540
some gummy bears and just put it in the office and see what happens.
422
00:26:30,100 --> 00:26:33,140
Within a month, productivity increased by 20 percent.
423
00:26:33,700 --> 00:26:35,460
And it wasn't giving everybody big raises.
424
00:26:35,460 --> 00:26:37,140
It was just eating them.
425
00:26:37,140 --> 00:26:41,660
The basic human necessity of food, even though it was a snack per se,
426
00:26:42,220 --> 00:26:44,860
allow them to focus more, allow them to be clearer.
427
00:26:45,220 --> 00:26:48,540
And, you know, when I say increase productivity by 20 percent,
428
00:26:48,540 --> 00:26:51,740
we're not talking thousands of dollars or tens of thousands of dollars,
429
00:26:52,060 --> 00:26:55,860
talking millions of dollars because it's aerospace as an industry.
430
00:26:55,860 --> 00:26:59,940
So in your earlier comment, you cannot maintain this all the time.
431
00:26:59,980 --> 00:27:03,700
You can. You just have to have a leadership that's willing to understand
432
00:27:04,140 --> 00:27:09,380
the value and the importance of having small things carry forward.
433
00:27:09,700 --> 00:27:13,500
You know, you might love your Starbucks coffee, but if there's free coffee
434
00:27:13,500 --> 00:27:17,140
and you have like a good thousand dollar, fifteen hundred dollar machine
435
00:27:17,140 --> 00:27:20,940
that can make hot chocolates, can make cappuccinos, can make lattes in the office.
436
00:27:21,300 --> 00:27:24,940
The idea that it's free will increase productivity.
437
00:27:25,220 --> 00:27:27,260
Not the actual coffee.
438
00:27:27,260 --> 00:27:29,620
Yeah, so that's great that you actually circled back to that
439
00:27:29,620 --> 00:27:32,340
because I was more referencing the profit
440
00:27:32,340 --> 00:27:37,020
continuing to increase week over week rather than the company
441
00:27:37,020 --> 00:27:42,060
just doing little things for the workers that improve morale.
442
00:27:42,660 --> 00:27:44,980
Because to me, that's where I diagnose.
443
00:27:45,380 --> 00:27:47,700
And, yeah, I would have been really interested to hear
444
00:27:48,100 --> 00:27:49,500
your counterpoint to this.
445
00:27:49,500 --> 00:27:52,500
To me, I've diagnosed a lot of bad work culture
446
00:27:52,860 --> 00:27:56,820
is due to this never ending profit model because it's not sustainable.
447
00:27:57,100 --> 00:28:00,420
There is a point where you play the experiment out,
448
00:28:00,660 --> 00:28:04,340
where you can't capture any more of the market because you've captured all of it.
449
00:28:04,860 --> 00:28:08,580
And then on the back of population is starting to decline.
450
00:28:08,580 --> 00:28:11,900
And if you have a business model that is just one hundred percent
451
00:28:11,900 --> 00:28:16,340
encapsulated in consumerism and buying more and capturing more audience
452
00:28:16,340 --> 00:28:18,660
and like more people buying your product,
453
00:28:18,980 --> 00:28:20,500
there's eventually going to be an end point.
454
00:28:20,500 --> 00:28:22,860
There's an inevitable decline.
455
00:28:23,380 --> 00:28:25,180
Right. But the decline is also going to happen.
456
00:28:25,180 --> 00:28:28,140
And I'm starting to see this and I actually predict this.
457
00:28:28,140 --> 00:28:34,700
And I'm going to use kind of a model here of how two giants treat people differently.
458
00:28:35,340 --> 00:28:39,180
So Walmart has a culture of micromanaging their people, yelling and screaming at people.
459
00:28:39,660 --> 00:28:44,580
I know that in Canada, like the top manager in Ontario, Canada
460
00:28:44,980 --> 00:28:47,180
makes about eighty thousand dollars a year.
461
00:28:47,900 --> 00:28:51,220
OK, now, if you say the word union,
462
00:28:52,060 --> 00:28:56,300
you're very quickly unneeded in the organization.
463
00:28:57,380 --> 00:29:00,940
Or, you know, you kind of go and say, I need a dollar raise.
464
00:29:01,700 --> 00:29:06,020
In fact, the Walton's, the four siblings that are each worth
465
00:29:06,260 --> 00:29:09,180
between sixty eight and eighty billion dollars nowadays
466
00:29:09,940 --> 00:29:13,860
feel that if they gave a dollar raise to every employee at Walmart,
467
00:29:13,940 --> 00:29:16,780
they would go bankrupt. A one dollar rate.
468
00:29:17,860 --> 00:29:20,060
OK, and if you go to Walmart on any given day
469
00:29:20,300 --> 00:29:23,700
and you look at the employees that work there, they look like they're ready to die.
470
00:29:24,620 --> 00:29:30,060
In comparison, Costco, the worst Costco store in Ontario,
471
00:29:30,060 --> 00:29:33,300
Canada, does a million dollars a day in revenue.
472
00:29:34,020 --> 00:29:38,060
There is cashiers that make one hundred thousand dollars a year
473
00:29:38,500 --> 00:29:44,220
plus benefits working for Costco because Costco is calculated to lose one good cashier,
474
00:29:44,620 --> 00:29:48,260
costs them on average one hundred and forty thousand dollars per month.
475
00:29:49,180 --> 00:29:53,780
So Costco measures their cashiers on how fast they are, how accurate they are
476
00:29:53,940 --> 00:29:57,100
and their ability to do a quick chit chat, but keep the line going, for example.
477
00:29:57,660 --> 00:30:01,220
But if you score well in those categories, it is cheaper for Costco.
478
00:30:01,220 --> 00:30:04,020
And they do this to give you a five dollar raise,
479
00:30:04,500 --> 00:30:09,300
let's say, to keep you happy and keep you engaged than to have to retrain
480
00:30:09,300 --> 00:30:13,780
and hire and kind of get you to the get the new hire to the level that you're at.
481
00:30:14,220 --> 00:30:19,500
OK, it is my opinion that you're going to start seeing, especially in major cities.
482
00:30:20,460 --> 00:30:22,940
Walmart physical stores starting to shut down.
483
00:30:22,940 --> 00:30:25,300
Why? Because we have Amazon now.
484
00:30:25,580 --> 00:30:29,260
You have dollar stores right now where if I need, let's say,
485
00:30:29,740 --> 00:30:33,180
school supplies for my kids, Walmart used to be the cheaper.
486
00:30:33,220 --> 00:30:34,740
But now I can get at the dollar store.
487
00:30:34,740 --> 00:30:37,100
Now I can get an Amazon for next to nothing.
488
00:30:37,700 --> 00:30:41,100
And if the employees at Walmart are miserable and the people there,
489
00:30:41,100 --> 00:30:44,020
like even the service level, when you try to return something,
490
00:30:44,780 --> 00:30:48,460
they treat you like a criminal, like how dare you try to return something.
491
00:30:48,660 --> 00:30:50,380
Whereas in Costco, oh, you want to return it.
492
00:30:50,380 --> 00:30:52,660
How long ago did you buy it? Five years ago. Great. Here you go.
493
00:30:52,740 --> 00:30:54,740
Here's a new one. We don't care. Right.
494
00:30:55,500 --> 00:30:59,100
The level of service and you take like Christmas,
495
00:30:59,340 --> 00:31:02,060
just before Christmas, and it's chaotic and it's crazy.
496
00:31:02,380 --> 00:31:06,140
And the people at Costco are smiling because they go out of their way
497
00:31:06,140 --> 00:31:07,860
to do fun things for their employees.
498
00:31:07,860 --> 00:31:11,300
They go out of their way to kind of show that they appreciate.
499
00:31:11,580 --> 00:31:14,540
The person that puts the fruits on the shelves or whatever it is.
500
00:31:14,540 --> 00:31:17,020
And those things are noticeable.
501
00:31:17,020 --> 00:31:20,100
So when you go on websites like Glassdoor and there's positive review,
502
00:31:20,100 --> 00:31:23,580
positive review, positive review, positive review, and you go for Costco
503
00:31:23,580 --> 00:31:28,140
and then you go on Glassdoor and the employees are saying how miserable they are,
504
00:31:28,140 --> 00:31:30,780
especially if they're not in head office.
505
00:31:30,780 --> 00:31:32,700
It goes to speak to the company.
506
00:31:32,700 --> 00:31:37,020
I understand Walmart is massive and they're not going anywhere in the near future.
507
00:31:37,020 --> 00:31:41,380
But my opinion is that you're going to see revenue shrinking
508
00:31:41,380 --> 00:31:46,700
and some stores closing in major cities where you have much more options.
509
00:31:47,100 --> 00:31:51,540
You know, if you're going to outgirds, then it won't.
510
00:31:51,700 --> 00:31:56,820
You still need it. But in major cities, you know, of my American geography,
511
00:31:56,820 --> 00:32:00,980
if you take like the major city in a state that has everything already there,
512
00:32:01,820 --> 00:32:04,500
you don't need Walmart as the cheapest alternative.
513
00:32:05,060 --> 00:32:08,740
You don't need all as your only choice because there's so many other nowadays.
514
00:32:09,020 --> 00:32:13,220
Yeah. And you touched on a really important thing is that the employees
515
00:32:13,220 --> 00:32:15,420
are a lot happier at Costco than Walmart.
516
00:32:15,820 --> 00:32:20,220
And I have just accepted that if I ever go to a Walmart
517
00:32:20,220 --> 00:32:22,660
or I'm going to throw a target in there as well,
518
00:32:22,660 --> 00:32:25,220
if I talk to someone that's stalking something
519
00:32:25,700 --> 00:32:29,060
or I just talk to a random worker and I ask them where something is,
520
00:32:29,460 --> 00:32:32,380
I just don't because I know they're not going to know where it is.
521
00:32:32,420 --> 00:32:36,460
They'll point to a general direction, which I would know to go that way
522
00:32:36,460 --> 00:32:37,660
for the most part anyways.
523
00:32:37,660 --> 00:32:40,180
But if I'm looking for something more niche,
524
00:32:40,180 --> 00:32:42,540
something that's going to require a little bit of searching,
525
00:32:43,060 --> 00:32:47,660
like I just know like I can ask an employee and they'll kind of look at me
526
00:32:47,660 --> 00:32:52,500
and go, oh, you know, it's probably an aisle a zy,
527
00:32:52,500 --> 00:32:57,340
but it also might be an aisle a one to dash three, you know,
528
00:32:57,340 --> 00:33:00,220
and just like you go there and I don't blame them.
529
00:33:00,220 --> 00:33:01,780
I'm not mad. I'm not upset at them.
530
00:33:01,780 --> 00:33:04,620
I know they're not being paid their their fair wage
531
00:33:04,620 --> 00:33:06,780
or they're not being paid enough to care.
532
00:33:07,020 --> 00:33:08,860
But they're also not being trained.
533
00:33:08,860 --> 00:33:11,140
Yeah. I mean, it's it's multifold.
534
00:33:11,140 --> 00:33:13,100
And yeah, didn't you?
535
00:33:13,100 --> 00:33:14,500
Well, it wasn't Walmart.
536
00:33:14,500 --> 00:33:19,100
Didn't they get in trouble for getting rid of senior employees
537
00:33:19,100 --> 00:33:22,220
to hire newer employees at a lower pay rate?
538
00:33:22,900 --> 00:33:25,460
But those are things that they can PR.
539
00:33:26,460 --> 00:33:27,540
It doesn't affect.
540
00:33:27,540 --> 00:33:29,780
I mean, a lot of companies do this as culture where they're like,
541
00:33:29,860 --> 00:33:33,540
oh, we'll hire a new MBA that's, let's say, a marketer rather than the person
542
00:33:33,540 --> 00:33:37,380
that we've had for 25 years because that new MBA will bring in new ideas
543
00:33:37,660 --> 00:33:39,620
and will be cheaper.
544
00:33:39,620 --> 00:33:42,060
You cannot pay for experience.
545
00:33:42,060 --> 00:33:44,220
You cannot pay for knowledge.
546
00:33:44,220 --> 00:33:46,860
Like I write people's resumes.
547
00:33:47,380 --> 00:33:50,860
I've helped 12000 people land their dream job in as little as two days.
548
00:33:51,500 --> 00:33:54,860
So you can go on to say, give me an engineering
549
00:33:55,100 --> 00:33:56,740
like a mechanical engineering resume and chat.
550
00:33:56,740 --> 00:34:00,540
GPT will give you a resume that looks like every other mechanical
551
00:34:00,540 --> 00:34:01,940
engineering resume that exists.
552
00:34:01,940 --> 00:34:03,860
It will not tell your story.
553
00:34:03,860 --> 00:34:07,060
It will not say why you matter to the company.
554
00:34:07,060 --> 00:34:10,380
What is the significance of your contributions, your insights,
555
00:34:10,380 --> 00:34:12,540
your ideas, for example?
556
00:34:12,540 --> 00:34:17,260
And so, you know, when people go, but you charge more than others.
557
00:34:17,740 --> 00:34:20,260
When I hear that, I say, go to the others
558
00:34:20,740 --> 00:34:22,660
because I know what you're getting for them.
559
00:34:22,660 --> 00:34:25,620
I've earned the right to say I'm an authority.
560
00:34:26,340 --> 00:34:29,740
And if you want to hire someone who's charging you a hundred dollars,
561
00:34:30,300 --> 00:34:33,620
I know what you're going to get as a result, because that hundred dollars
562
00:34:33,620 --> 00:34:38,140
is going to be a chat to be key, maybe grandly checked resume.
563
00:34:38,500 --> 00:34:41,140
It's not going to say, here's why Brian is amazing.
564
00:34:41,420 --> 00:34:42,620
Here's why Brian is great.
565
00:34:42,620 --> 00:34:44,980
Here's what Brian does that other people don't do.
566
00:34:45,540 --> 00:34:48,660
And so there's a level where you have to understand
567
00:34:49,420 --> 00:34:53,620
gone are the days where, for example, in an interview, you're asked,
568
00:34:53,620 --> 00:34:56,380
what are your three strengths by default?
569
00:34:57,060 --> 00:35:00,300
Ninety eight percent of people say I'm hardworking, dedicated, committed
570
00:35:00,300 --> 00:35:03,580
team player with excellent communication skills and interpersonal skills.
571
00:35:04,380 --> 00:35:07,940
I've met very few people in my life that say, listen, I'm lazy.
572
00:35:08,260 --> 00:35:10,540
I'll show up late. None of my work will be any good.
573
00:35:10,540 --> 00:35:12,740
And I really hate people. Please hire me.
574
00:35:13,380 --> 00:35:16,420
The only time that my work is if you're related to somebody in the company
575
00:35:16,820 --> 00:35:18,660
or you're having an affair with them.
576
00:35:18,660 --> 00:35:22,260
But here's the thing, that question is now useless.
577
00:35:22,300 --> 00:35:24,940
So I modify the question to say, Brian,
578
00:35:25,300 --> 00:35:29,380
if I met one of your close friends and asked them to describe you
579
00:35:29,380 --> 00:35:32,580
in three or four words, as if they're setting you up on a date,
580
00:35:33,300 --> 00:35:35,580
how would they describe you for a date?
581
00:35:35,580 --> 00:35:38,740
If your answer is I'm hardworking, dedicated, committed and team player
582
00:35:39,220 --> 00:35:41,100
is the worst state in history.
583
00:35:41,100 --> 00:35:45,220
But what's interesting about that question is when I ask it to people,
584
00:35:45,300 --> 00:35:48,340
I've had people rationalize which friends will set them on a date.
585
00:35:48,860 --> 00:35:50,900
So say, oh, John thinks I'm crazy.
586
00:35:50,900 --> 00:35:54,820
So not John. But Mike, Mike will say, I'm like, oh, yeah,
587
00:35:54,820 --> 00:35:55,900
I didn't ask you which friend.
588
00:35:55,900 --> 00:35:59,660
But the fact that you're telling me that John thinks you're crazy.
589
00:35:59,980 --> 00:36:02,740
Hint. You're probably going to be crazy on the job.
590
00:36:03,260 --> 00:36:04,700
Kind of. Right.
591
00:36:04,700 --> 00:36:09,020
So similarly, companies ask this boring question.
592
00:36:09,340 --> 00:36:10,860
Tell me about this job.
593
00:36:10,860 --> 00:36:13,180
People go into autoresponder.
594
00:36:13,180 --> 00:36:16,100
Well, I know how to do this and I know how to do this.
595
00:36:16,100 --> 00:36:19,340
Like, so let's say if you're an accountant, I know how to do financial statements
596
00:36:19,340 --> 00:36:21,060
like balance sheets and income statements.
597
00:36:21,060 --> 00:36:25,140
I have experience with Excel and I've worked with Caseware and Caseview.
598
00:36:25,780 --> 00:36:27,580
What do you do?
599
00:36:27,580 --> 00:36:30,460
But I change the question and say, Brian,
600
00:36:30,780 --> 00:36:35,980
what are your three biggest accomplishments at this last job and why?
601
00:36:36,660 --> 00:36:38,900
You're not going to say to me, you know how to use Excel.
602
00:36:39,500 --> 00:36:43,060
You're going to give me specific stories of what you did.
603
00:36:43,060 --> 00:36:48,140
So if you created something in Excel that saved you four hours of work,
604
00:36:48,460 --> 00:36:50,220
that's a story you can find.
605
00:36:50,220 --> 00:36:51,740
And that's the real you.
606
00:36:51,740 --> 00:36:53,860
That's not I know how to do Excel.
607
00:36:53,860 --> 00:36:58,780
And this is the biggest problem with both the interviewing side
608
00:36:58,780 --> 00:37:01,300
in terms of the candidate as well as the interviewer,
609
00:37:01,300 --> 00:37:03,500
because the job description is generic.
610
00:37:03,500 --> 00:37:10,260
Most HR professionals or many of them will ask generic cookie
611
00:37:10,260 --> 00:37:15,500
cutter questions, hoping to find gems of brilliant.
612
00:37:15,980 --> 00:37:19,220
But having the wrong conversation.
613
00:37:20,020 --> 00:37:23,980
When I was a stock trader at the bank, in my interview,
614
00:37:24,260 --> 00:37:27,700
the HR person asked me, do you know how to show empathy?
615
00:37:28,140 --> 00:37:32,220
Mike, yeah. He's like, OK, would you be OK with an upset client?
616
00:37:33,020 --> 00:37:37,540
Yeah. OK, can you handle a large volume of calls?
617
00:37:38,500 --> 00:37:39,580
Literally, that was my interview.
618
00:37:39,580 --> 00:37:43,420
And I got so angry at her, I actually looked at her and went, stop.
619
00:37:43,900 --> 00:37:46,380
You're asking me the wrong questions.
620
00:37:47,340 --> 00:37:50,300
If you want to know if I can handle being a stock trader for this bank,
621
00:37:50,580 --> 00:37:52,100
here's the questions you need to ask me.
622
00:37:52,100 --> 00:37:55,060
And I took out a pen and paper and I wrote down about 10 to 15 questions.
623
00:37:55,780 --> 00:38:00,100
And then I kind of slammed the paper on the table and slid it over to her.
624
00:38:00,540 --> 00:38:04,580
And she looked me in the eyes like, are you seriously telling me how to do my job?
625
00:38:04,940 --> 00:38:07,540
And I was like, I'm not backing down, like, look at the questions.
626
00:38:07,540 --> 00:38:09,260
I'm not backing down.
627
00:38:09,260 --> 00:38:12,820
She kind of glanced down to questions, looked at me like, who the hell are you?
628
00:38:13,580 --> 00:38:18,540
Looked down at the questions, read them, looked at me and went, OK, you're hired.
629
00:38:18,540 --> 00:38:21,660
I need to hire 25 more people. Can I use your questions?
630
00:38:22,340 --> 00:38:26,420
So understand that this is where the system is so broken,
631
00:38:26,420 --> 00:38:31,180
is because the education system, the workforce was designed
632
00:38:31,180 --> 00:38:33,180
to prepare people for the Industrial Revolution.
633
00:38:33,500 --> 00:38:35,620
We are now in the technological revolution.
634
00:38:36,100 --> 00:38:39,820
And so if you're expecting hardworking, dedicated, committed
635
00:38:39,820 --> 00:38:44,660
to meet the standard of innovation and creativity
636
00:38:45,020 --> 00:38:49,300
and engagement and collaboration,
637
00:38:50,100 --> 00:38:52,340
then you need to change the formula.
638
00:38:52,340 --> 00:38:57,100
And the formula is not, OK, so do you know how to use this textbook?
639
00:38:57,100 --> 00:38:59,500
Yeah, I mean, that's important.
640
00:38:59,500 --> 00:39:02,700
But it's not about knowing how to do something like I always love to give this
641
00:39:02,700 --> 00:39:05,220
example, like if you're interviewing to be a receptionist
642
00:39:06,100 --> 00:39:09,140
and you say, I know how to answer the phone.
643
00:39:10,300 --> 00:39:14,660
I hope whoever is interviewing you looks at you in shock and says,
644
00:39:14,940 --> 00:39:18,220
really? A receptionist that knows how to answer the phone?
645
00:39:18,700 --> 00:39:20,260
We did not know that.
646
00:39:20,260 --> 00:39:23,900
Because unless you live in an igloo, a cave or practice the faith of Mennonite,
647
00:39:24,300 --> 00:39:28,140
my two and a half year old son can press the green button and go, hello.
648
00:39:28,420 --> 00:39:29,940
And it's really cute.
649
00:39:29,940 --> 00:39:34,260
But if you say, I know how to answer 60 calls a day with 12 different lines,
650
00:39:34,460 --> 00:39:37,260
I can measure 60 calls a day with 12 different lines.
651
00:39:37,460 --> 00:39:39,820
I cannot measure. I know how to answer the phone.
652
00:39:40,340 --> 00:39:44,540
So stop asking questions that give you robotic answers
653
00:39:44,820 --> 00:39:47,580
and expect to find superstars from robots.
654
00:39:48,500 --> 00:39:51,540
Like, yes, we are now dwelling.
655
00:39:51,540 --> 00:39:55,460
And again, chat GPT and AI is still in its infancy.
656
00:39:55,460 --> 00:39:57,140
It's still a baby right now.
657
00:39:57,140 --> 00:40:01,540
Chat GPT and AI is just like the dot com boom in the early 80s.
658
00:40:02,220 --> 00:40:05,820
OK, everybody's slapping dot AI to their name, calling it AI,
659
00:40:05,820 --> 00:40:08,300
but they don't even know what the AI does or how it does it.
660
00:40:08,300 --> 00:40:10,380
They just know machine learning.
661
00:40:10,380 --> 00:40:12,900
They know natural linguistic programming,
662
00:40:13,340 --> 00:40:17,500
which has existed for the past 80 years, because when you go on Amazon
663
00:40:17,500 --> 00:40:19,620
and type A, Amazon knows what you're going to buy.
664
00:40:20,060 --> 00:40:21,940
When you go on Google and you type AB,
665
00:40:22,740 --> 00:40:25,260
Google already assumes what you're going to ask for.
666
00:40:26,580 --> 00:40:28,580
So that's not AI.
667
00:40:28,580 --> 00:40:34,220
But AI is supposed to be a partner to you where you can do things faster,
668
00:40:34,460 --> 00:40:39,980
but you still need your experiences, your insights, your knowledge
669
00:40:40,260 --> 00:40:44,140
to direct AI on what needs to be done.
670
00:40:45,420 --> 00:40:49,620
Like you watch like, you know, try to get support.
671
00:40:49,700 --> 00:40:50,980
It's an AI bot.
672
00:40:50,980 --> 00:40:54,860
Hi, here's the pre-automated questions we figure you're probably going to ask us.
673
00:40:55,460 --> 00:40:57,660
It's like, but there's no humanity to it.
674
00:40:57,660 --> 00:41:00,500
But if we teach AI how to interact like a human being,
675
00:41:00,500 --> 00:41:02,860
where you actually have a conversation with it,
676
00:41:02,860 --> 00:41:06,220
where you can bounce ideas from it, where you can go, OK,
677
00:41:06,220 --> 00:41:09,420
I know you have all this data, but my experience says this.
678
00:41:10,500 --> 00:41:12,780
Can we discuss the differences?
679
00:41:12,780 --> 00:41:15,420
Can we observe in there?
680
00:41:15,740 --> 00:41:17,980
Then AI becomes a very powerful tool.
681
00:41:17,980 --> 00:41:21,060
But if AI is just to do things faster. OK.
682
00:41:21,580 --> 00:41:24,540
But that's why we've progressed in automation in the past
683
00:41:24,540 --> 00:41:27,180
100 years in terms of certain tasks.
684
00:41:27,180 --> 00:41:31,100
On the employer side, it seems like a common problem
685
00:41:31,100 --> 00:41:35,020
that a lot of applicants run into is that the very first filtering
686
00:41:35,340 --> 00:41:37,860
of resumes is done completely by AI.
687
00:41:38,300 --> 00:41:41,420
And so a lot of people aren't even getting.
688
00:41:41,580 --> 00:41:44,060
And I'll speak to my own experience at this.
689
00:41:44,460 --> 00:41:48,780
We're not even getting we can assume we're not even getting human eyes
690
00:41:48,780 --> 00:41:53,020
on our resume because maybe due to certain requirements
691
00:41:53,180 --> 00:41:56,780
that they're wanting in the job and you don't necessarily meet that.
692
00:41:56,780 --> 00:42:01,180
Or if it's a I'm going to speak to my very specific instance.
693
00:42:02,060 --> 00:42:04,380
I was a delivery driver for 14 years.
694
00:42:04,380 --> 00:42:08,500
I wanted to transition to quality assurance, not quality control,
695
00:42:08,500 --> 00:42:10,700
but quality assurance, where I work.
696
00:42:11,020 --> 00:42:14,700
One use case would be I work with applications
697
00:42:14,820 --> 00:42:17,780
to make sure that the applications are functioning properly.
698
00:42:18,020 --> 00:42:21,340
If they're not, I talk to an engineer, an engineer resolves it.
699
00:42:21,340 --> 00:42:25,220
They send the issue a new build of the software back to me.
700
00:42:25,260 --> 00:42:27,260
And then I say it's either fixed or not fixed.
701
00:42:27,860 --> 00:42:30,900
And I basically try to break what they've created
702
00:42:30,900 --> 00:42:33,180
so that users don't go through that experience.
703
00:42:33,900 --> 00:42:36,060
And it is an entry level position.
704
00:42:36,060 --> 00:42:38,180
It requires nothing.
705
00:42:38,180 --> 00:42:41,340
It requires that you have a high school degree.
706
00:42:41,740 --> 00:42:45,260
And I applied to 70, 80 jobs.
707
00:42:45,460 --> 00:42:49,700
And I never got any callbacks whatsoever out of that.
708
00:42:50,460 --> 00:42:52,060
So there's a few things that are happening with that.
709
00:42:52,060 --> 00:42:54,500
And if I may, because this is my realm, too.
710
00:42:54,500 --> 00:42:57,260
Yes. Number one, the AIs that are reading
711
00:42:57,260 --> 00:43:01,820
your resumes right now is a gong show because you have some AIs that say,
712
00:43:02,100 --> 00:43:05,620
for example, you need 10 years of experience.
713
00:43:05,660 --> 00:43:09,620
But if you have eight, we'll give you partial points,
714
00:43:10,100 --> 00:43:12,060
whereas other AIs will go, oh, you don't have 10.
715
00:43:12,060 --> 00:43:13,380
We dismiss you.
716
00:43:13,380 --> 00:43:16,300
Some AIs will say you need all of these technical words.
717
00:43:16,300 --> 00:43:19,300
So if you have, let's say, 20 out of 25,
718
00:43:19,860 --> 00:43:22,380
they will they will kind of give you partial points
719
00:43:22,380 --> 00:43:24,340
where others will go, you need all 25.
720
00:43:24,340 --> 00:43:26,860
Some AIs will say these two words are the most important.
721
00:43:26,860 --> 00:43:29,180
We want to repeat it like five times on your resume.
722
00:43:29,300 --> 00:43:32,460
And if it's only repeated three times, you're not good enough for us, for example.
723
00:43:32,820 --> 00:43:35,140
So it's a massive gong show.
724
00:43:35,740 --> 00:43:39,940
The other problem is that it's similar to what I said about the interview.
725
00:43:40,180 --> 00:43:45,140
Most people write resumes that we've been taught for the past 100 years
726
00:43:45,140 --> 00:43:49,340
that you need to populate your resume with the words like manage, direct,
727
00:43:49,340 --> 00:43:52,540
liaise, coordinated or, quote, unquote, action words.
728
00:43:53,020 --> 00:43:55,660
But if you're looking to do quality assurance,
729
00:43:56,060 --> 00:43:58,980
then you need to put quality assurance words on your resume,
730
00:43:58,980 --> 00:44:02,180
not manage, direct, liaise and so forth,
731
00:44:02,180 --> 00:44:05,900
because the ATS doesn't score manage, direct, liaise.
732
00:44:05,900 --> 00:44:08,500
They they score quality assurance.
733
00:44:08,500 --> 00:44:13,180
They score like rational rows or software that you're using to it.
734
00:44:13,460 --> 00:44:15,780
You know, whether it's manual automated testing,
735
00:44:15,780 --> 00:44:18,100
whether it's this testing or that testing.
736
00:44:18,100 --> 00:44:20,820
And so this creates a massive gap right now.
737
00:44:21,220 --> 00:44:24,900
But this is where the models change.
738
00:44:24,940 --> 00:44:30,580
And the model has been hinted in the past and we need to go back to that.
739
00:44:30,580 --> 00:44:34,540
So if you've ever read Think and Grow Rich by Napoleon Hill in the book,
740
00:44:34,540 --> 00:44:38,420
there's an example where there's an old lady that comes into the store
741
00:44:38,940 --> 00:44:42,580
and a stalking clerk comes over to her, goes, are you OK?
742
00:44:43,020 --> 00:44:45,140
And she goes, yeah, it's raining outside. It's really cold.
743
00:44:45,140 --> 00:44:48,780
I just need to get out of the rain and just wait till the rain and the rain is done.
744
00:44:49,260 --> 00:44:52,300
And so the stalking clerk goes and brings her a chair and says,
745
00:44:52,580 --> 00:44:54,660
well, if you're going to wait in the store, at least be comfortable.
746
00:44:54,660 --> 00:44:56,100
Here's a chair for you.
747
00:44:56,100 --> 00:44:59,980
And just left. Now, a month and a half later,
748
00:45:00,540 --> 00:45:05,740
she called the store and said, I want to furnish my entire castle
749
00:45:05,740 --> 00:45:11,460
from your store on one condition, that that stalking clerk gets a sale.
750
00:45:12,220 --> 00:45:14,260
And the company was like, but he's a stalking clerk.
751
00:45:14,260 --> 00:45:16,140
He doesn't know sales. He doesn't know anything.
752
00:45:16,140 --> 00:45:18,460
He goes, it's either him or nothing.
753
00:45:18,820 --> 00:45:21,620
And that woman ended up being Andrew
754
00:45:21,620 --> 00:45:25,740
Carnegie's mother, who built US Steel Corporation, for example. Right.
755
00:45:26,180 --> 00:45:29,940
Now, the reason I share the story is because we've been programmed.
756
00:45:30,180 --> 00:45:33,860
You know, most jobs in North America say, don't call us, we'll call you.
757
00:45:34,260 --> 00:45:36,180
And I teach us a lot to the individual candidates.
758
00:45:36,660 --> 00:45:41,620
Call the company, call HR and say, listen,
759
00:45:41,940 --> 00:45:45,220
my computer just rebooted while I was pressing send.
760
00:45:45,740 --> 00:45:48,340
Can you confirm that my application went through?
761
00:45:48,820 --> 00:45:53,020
Or my battery just died and I'm not sure that it went through.
762
00:45:53,300 --> 00:45:56,420
Or my Internet disconnected and I'm not sure it went through.
763
00:45:56,420 --> 00:45:58,620
Or I never got a confirmation.
764
00:45:58,620 --> 00:46:00,660
Can you check that it went through?
765
00:46:00,660 --> 00:46:02,060
Because here's the problem.
766
00:46:02,060 --> 00:46:08,100
One job posting on Indeed gets between 350 and 5000 applications.
767
00:46:08,500 --> 00:46:10,820
Most employers look at the first hundred.
768
00:46:11,700 --> 00:46:15,340
So if you're a hundred and second, Brian, nobody's seeing your resume.
769
00:46:15,980 --> 00:46:20,660
But when you call and you say, can you check, you now become first.
770
00:46:21,300 --> 00:46:24,860
Now, because you already have them on the phone, you have a minute to two
771
00:46:24,860 --> 00:46:28,980
to give your elevator fit to say, oh, I just want to let you know that I would be
772
00:46:28,980 --> 00:46:33,860
a great quality assurance because I've improved processes
773
00:46:34,220 --> 00:46:37,700
in, let's say, truck driving by 25 percent
774
00:46:37,700 --> 00:46:43,380
by coming up with better routes or better kind of direction to go.
775
00:46:43,900 --> 00:46:48,060
And, you know, having worked for the same employer for 14 years
776
00:46:48,780 --> 00:46:52,420
shows you the kind of dedication I'll have to you if you give me a chance.
777
00:46:52,980 --> 00:46:55,060
You're planting that seed.
778
00:46:55,060 --> 00:46:57,700
And then you say, OK, when are you starting to interview for this role?
779
00:46:58,380 --> 00:47:01,620
And they say in a week, say, OK, if I don't hear from you within a week,
780
00:47:02,220 --> 00:47:05,420
can I call you back to get some feedback on my resume?
781
00:47:05,420 --> 00:47:06,980
Because you're an expert.
782
00:47:06,980 --> 00:47:09,740
Now you're planting a second seed recognition.
783
00:47:10,060 --> 00:47:14,580
Now, further to that indeed scores your resume in three ways.
784
00:47:14,980 --> 00:47:17,620
Number one, when was the last time you updated?
785
00:47:18,100 --> 00:47:21,420
So if you updated your resume in January and we're now in May,
786
00:47:21,620 --> 00:47:24,260
you're probably on page seven thousand of the database.
787
00:47:24,900 --> 00:47:30,180
So indeed, and most of the job boards like Monster, Rear Builder
788
00:47:30,820 --> 00:47:34,500
refresh their database between eleven forty five p.m.
789
00:47:34,500 --> 00:47:38,060
Eastern Standard Time and two forty five a.m. Eastern Standard Time.
790
00:47:38,380 --> 00:47:40,900
So depending on when you go to sleep, go into your resume,
791
00:47:41,180 --> 00:47:44,780
press space bar anywhere on the resume and press save.
792
00:47:45,340 --> 00:47:47,740
The moment that you press space bar and press save,
793
00:47:48,460 --> 00:47:51,980
it is considered a new resume because you've made changes to your resume.
794
00:47:52,380 --> 00:47:56,060
So it now grows into the daily refresh that recruiters and employers
795
00:47:56,460 --> 00:48:00,260
look for at the top 50 resumes at the daily email to them, for example.
796
00:48:01,060 --> 00:48:02,340
You're actually going to be seen.
797
00:48:02,340 --> 00:48:06,300
Second thing is it measures the technical words
798
00:48:06,300 --> 00:48:11,100
associated with the job that you're looking for, not managed directly as coordinated.
799
00:48:11,620 --> 00:48:15,820
So add more technical words of actual quality control.
800
00:48:16,100 --> 00:48:19,340
So even though you were driving driver, and this is something that I do
801
00:48:19,340 --> 00:48:23,540
with my clients is I wordsmith your driver to not your driver,
802
00:48:23,540 --> 00:48:29,140
but here's how you maintain 100 percent quality, quality assurance as a truck driver.
803
00:48:29,580 --> 00:48:33,100
And I dismiss truck driver because I'm focusing on sentences
804
00:48:33,100 --> 00:48:35,740
that you did these processes.
805
00:48:36,300 --> 00:48:41,060
You tested this to make things better rather than I was a delivery trucker.
806
00:48:41,740 --> 00:48:45,940
OK. And then the third and most important is and I quantify those results.
807
00:48:45,940 --> 00:48:49,980
So I like to do in a resume like I hate chronological functional resumes
808
00:48:49,980 --> 00:48:53,780
because if you're working at Dunkin Donuts because you need a job to survive right now
809
00:48:54,300 --> 00:48:56,780
and that's the first thing they see on your resume, they dismiss you
810
00:48:57,220 --> 00:49:00,260
as a quality assurance person because they see Dunkin Donuts, for example.
811
00:49:00,580 --> 00:49:03,660
So I have an area of expertise, which is not the fluffy,
812
00:49:03,740 --> 00:49:07,020
hardworking, dedicated, committed stuff that most people write in the resume,
813
00:49:07,020 --> 00:49:09,780
but the technical words associated with quality assurance.
814
00:49:10,220 --> 00:49:15,100
So testing, optimization, platform, devices,
815
00:49:15,420 --> 00:49:18,020
things like that, that will be part of quality assurance.
816
00:49:18,540 --> 00:49:21,580
Then I have an area called areas of select,
817
00:49:21,940 --> 00:49:24,980
selected highlights, selected accomplishments, whatever you want to call it.
818
00:49:25,220 --> 00:49:27,140
They're top five.
819
00:49:27,140 --> 00:49:28,860
You don't need to read the rest of my resume.
820
00:49:28,860 --> 00:49:32,140
You should start interviewing because of these five points. Right.
821
00:49:32,140 --> 00:49:33,660
So you're laughing.
822
00:49:33,660 --> 00:49:37,500
But to understand, like I get it, I understand what you're saying.
823
00:49:37,500 --> 00:49:38,780
I'm laughing because I'm agreement.
824
00:49:38,780 --> 00:49:42,900
It's like these are clever tweaks to make to make you stand out rather than go.
825
00:49:42,900 --> 00:49:45,300
Right. And what happens is when you have the areas of expertise
826
00:49:45,300 --> 00:49:48,300
and you have the selected highlights, because they're in the first half
827
00:49:48,300 --> 00:49:51,900
of the first page, the applicant tracking systems like indeed go,
828
00:49:51,900 --> 00:49:56,500
oh, my God, I just found 80 words and I found replication right away of those words.
829
00:49:56,740 --> 00:49:58,860
I'm really excited about this candidate.
830
00:49:59,020 --> 00:50:02,700
This should be in the yes pile in terms of the algorithms
831
00:50:02,700 --> 00:50:05,220
of all the AIs that are reading your resume.
832
00:50:05,420 --> 00:50:07,700
But here's where you have to combine it.
833
00:50:07,700 --> 00:50:10,940
So I can say to you, Brian, I'm an accident salesperson.
834
00:50:10,940 --> 00:50:15,820
I know how to do B2B, B2C, account management, relation building, lead generations.
835
00:50:15,820 --> 00:50:18,300
I've worked in retail. I've done door to door sales.
836
00:50:18,300 --> 00:50:20,740
I've done car sales. I've worked in private education.
837
00:50:20,740 --> 00:50:22,100
I've worked in recruitment.
838
00:50:22,100 --> 00:50:28,020
Now, all those words are necessary for indeed to show that I know how to do sales.
839
00:50:28,500 --> 00:50:34,060
For example, but I take those words and say I worked and this is a real example.
840
00:50:34,060 --> 00:50:37,340
I worked for a private college that before I came in,
841
00:50:37,540 --> 00:50:41,340
generated five hundred and thirty thousand dollars in sales and B2C.
842
00:50:41,940 --> 00:50:46,260
In one month, I was able to generate eight hundred and sixty thousand dollars
843
00:50:46,260 --> 00:50:51,460
in sales for them using B2C sale, lead generation, customer relations and so forth.
844
00:50:51,820 --> 00:50:55,740
So I've now quantified the results and I've repeated those technical words.
845
00:50:56,260 --> 00:51:01,180
The algorithm of all of these job boards and AI platforms that are scanning your
846
00:51:01,180 --> 00:51:04,180
resume is going to go ballistic with excitement.
847
00:51:04,180 --> 00:51:08,260
Like you're now scoring in the 90 to 100 percent matching the job description
848
00:51:08,260 --> 00:51:10,900
because you're using the correct terminology.
849
00:51:10,900 --> 00:51:15,940
You're not saying manage directly and fluffy like statements of like,
850
00:51:15,940 --> 00:51:18,780
I'm hardworking because how do you measure hardworking?
851
00:51:19,460 --> 00:51:22,780
If I compare an accountant that works in public accounting during tax season,
852
00:51:23,300 --> 00:51:25,660
it is mandatory for them to work 80 hours a week.
853
00:51:26,220 --> 00:51:26,940
So what's hardworking?
854
00:51:26,940 --> 00:51:32,300
A hundred. And I compare that to a nurse at the height of the pandemic that had to do
855
00:51:32,300 --> 00:51:36,740
three hours of overtime per shift sometime because there were such a shortage of nurses.
856
00:51:37,300 --> 00:51:40,700
So does that mean that the nurse is less hardworking than the accountant because
857
00:51:40,700 --> 00:51:43,300
she's working less hours or he is working less hours?
858
00:51:43,660 --> 00:51:46,220
No, because there's different levels of stress for each job.
859
00:51:47,060 --> 00:51:49,340
But no one's ever defined hardworking.
860
00:51:49,660 --> 00:51:52,500
No one's ever defined excellent communication skills.
861
00:51:52,820 --> 00:51:56,820
Ever. Les Brown was one of the top motivational speakers,
862
00:51:56,820 --> 00:52:00,180
who's made tens of millions of dollars, not hundreds of million dollars as a speaker.
863
00:52:00,860 --> 00:52:04,460
If I compare myself to him, I haven't made the same amount of money as him,
864
00:52:04,460 --> 00:52:07,140
so I might not be considered to have excellent communication skills.
865
00:52:07,780 --> 00:52:12,220
But I've met plenty of people that have horrible communication skills,
866
00:52:12,660 --> 00:52:16,540
but still have a job or a girlfriend or whatever else in their life.
867
00:52:16,940 --> 00:52:22,700
So understand that these are the fluff that has kind of corrupted culture.
868
00:52:22,780 --> 00:52:27,980
That have corrupted the system because people are throwing out these words to sound.
869
00:52:29,340 --> 00:52:33,940
They're like, go to Burger King and ask the manager at Burger King.
870
00:52:34,260 --> 00:52:36,780
What is the mission and vision of Burger King?
871
00:52:37,820 --> 00:52:42,020
Unless there's a plaque right in front of them, I guarantee you they'll have no clue.
872
00:52:42,380 --> 00:52:47,380
So Guy Kiyosaki, who is the evangelist for Apple when Apple first came to market,
873
00:52:47,940 --> 00:52:52,420
used to say, instead of creating mission and vision statements where it's a lot of
874
00:52:52,420 --> 00:52:59,020
fancy words and then the corporations in the market create a mantra, Nike, just do it.
875
00:52:59,940 --> 00:53:04,340
Everybody in Nike understands just do it because when they took the risk on Michael
876
00:53:04,340 --> 00:53:09,420
Jordan as a basketball shoe and they paid the five thousand dollars a game penalty
877
00:53:09,420 --> 00:53:12,420
for him to have red shoes. Right.
878
00:53:13,660 --> 00:53:20,220
They took a risk and they put it on the line because just do it is a company culture.
879
00:53:20,620 --> 00:53:22,140
It's not an idea.
880
00:53:22,420 --> 00:53:26,940
So when you come and say, I want to do this new idea, here's the logic.
881
00:53:26,940 --> 00:53:28,780
Why? Here's the expected result.
882
00:53:29,260 --> 00:53:31,020
There's a level of just do it.
883
00:53:32,420 --> 00:53:34,980
And if it didn't work out, OK, you came up with an idea.
884
00:53:36,100 --> 00:53:41,940
You're not bankrupting Nike, you're coming up with suggestions for nuances within the
885
00:53:41,940 --> 00:53:44,180
empire, regardless of the level that you are.
886
00:53:44,780 --> 00:53:46,860
But it's clear to everybody there.
887
00:53:47,860 --> 00:53:53,340
And this is where culture gets ingrained into, because when people understand, regardless
888
00:53:53,340 --> 00:53:55,860
of if it's military style, everything is strict over there.
889
00:53:56,100 --> 00:53:59,820
But if it's consistent and you know what you're saying, you're getting yourself into,
890
00:54:00,100 --> 00:54:04,580
that's the culture and the people that choose to stay are OK with that because they're
891
00:54:04,580 --> 00:54:06,660
told you need to do this, this and they like it.
892
00:54:06,660 --> 00:54:10,620
Their structure, they love that people that want to be more creative, people that want
893
00:54:10,620 --> 00:54:14,700
to do this. There's a level where even you as a candidate when you're interviewing for
894
00:54:14,940 --> 00:54:19,940
a job need to ask, let's say you ask the person that's interviewing, what do you love
895
00:54:19,940 --> 00:54:21,020
most about working here?
896
00:54:21,500 --> 00:54:26,060
If the answer is they pay me well, don't walk away from that company.
897
00:54:26,300 --> 00:54:30,620
Run, because they're going to treat you because most people don't remember or talk
898
00:54:30,620 --> 00:54:37,020
about the salary, not unless you're a very high level VP, you're in mutual funds and
899
00:54:37,020 --> 00:54:42,140
you're kind of high level analyst slash managing more helping to manage more mutual
900
00:54:42,140 --> 00:54:43,900
funds. It's never about the money.
901
00:54:43,900 --> 00:54:48,340
In fact, like I said, salary is number seven and the top 10 reasons somebody leaves a job.
902
00:54:48,860 --> 00:54:51,700
It's the culture. Because if you ask somebody what you love about working here, they're
903
00:54:51,700 --> 00:54:57,980
like, you know what, we do barbecues in the summer, we have flexible hours, the Christmas
904
00:54:57,980 --> 00:55:00,980
party, they go all out, they buy us amazing gifts.
905
00:55:01,300 --> 00:55:03,060
That's what people remember about culture.
906
00:55:03,340 --> 00:55:07,980
They don't remember or the actual leaders that have inspired them and pushed them to
907
00:55:07,980 --> 00:55:10,860
do more than they thought was possible, but they don't remember the salary.
908
00:55:11,500 --> 00:55:13,860
Yeah, it's like the the experience of it.
909
00:55:14,620 --> 00:55:22,380
Correct. And so if you're getting going back to resumes, so if you're going back and you
910
00:55:22,380 --> 00:55:26,940
don't want to be white noise and it seems like what you're saying, those those numbers
911
00:55:26,940 --> 00:55:33,580
350 to 5000 on average of how many candidates are submitting their application, you don't
912
00:55:33,580 --> 00:55:34,540
want to be that white noise.
913
00:55:34,540 --> 00:55:39,180
You want to have even if you don't have that experience, like you're saying, you want to
914
00:55:39,180 --> 00:55:43,740
change and alter your resume to what you're actually applying to.
915
00:55:43,740 --> 00:55:49,420
So even if you've only been a delivery driver, for example, you want to qualify how when
916
00:55:49,420 --> 00:55:54,940
you were doing deliveries, you're actually practicing quality assurance modalities and
917
00:55:55,140 --> 00:56:00,740
transferring that and like an authentic and still catching whatever buzzwords they're
918
00:56:00,740 --> 00:56:01,460
looking for.
919
00:56:02,260 --> 00:56:03,820
Right. So here's the thing to understand.
920
00:56:03,820 --> 00:56:05,260
Have you ever seen the movie Legally Blonde?
921
00:56:05,780 --> 00:56:06,300
Yes.
922
00:56:06,620 --> 00:56:10,940
Right. So when Elle Woods or Rish Willispoon applies to Harvard University and then to
923
00:56:10,940 --> 00:56:16,860
the internship, she gives them pink scented resume and they all look and go, it's pink
924
00:56:17,340 --> 00:56:19,900
and it's scented, but they remember it.
925
00:56:20,620 --> 00:56:21,740
That is the key thing.
926
00:56:22,300 --> 00:56:23,020
Stand out.
927
00:56:23,020 --> 00:56:24,780
Add a little bit of color to your resume.
928
00:56:24,780 --> 00:56:26,700
Add a little bit of personality resume.
929
00:56:26,700 --> 00:56:29,820
Stop giving me cookie cutter generic that looks like everybody else.
930
00:56:29,820 --> 00:56:32,780
Now, here's where it also goes to something I said earlier.
931
00:56:32,780 --> 00:56:35,900
You need to be more proactive in how you approach a job.
932
00:56:36,300 --> 00:56:40,700
So I had a friend that graduated mechanical engineering, applied for a few, I don't know,
933
00:56:40,700 --> 00:56:45,100
sent out a hundred resume, didn't get a response, picked 20 companies that he really
934
00:56:45,100 --> 00:56:50,780
wants to work for, printed his resume, went to the first one, showed up at 9 a.m., went
935
00:56:50,780 --> 00:56:52,460
to reception and said, I'd like to speak to the director.
936
00:56:52,940 --> 00:56:54,380
He looked at him and goes, do you have an appointment?
937
00:56:54,380 --> 00:56:54,980
He said, no.
938
00:56:55,900 --> 00:56:57,100
Reception was like, he's busy.
939
00:56:57,260 --> 00:56:58,860
He goes, OK, fine, I'll wait.
940
00:56:59,420 --> 00:57:02,460
And he sat there and he waited until 2 30 in the afternoon.
941
00:57:02,780 --> 00:57:05,820
At 2 30 in the afternoon, the director finally came out and said,
942
00:57:05,820 --> 00:57:07,660
I understand you've been waiting for me all day.
943
00:57:07,660 --> 00:57:08,380
How can I help you?
944
00:57:08,940 --> 00:57:12,460
My friend said, I applied online or I tried to apply online.
945
00:57:12,460 --> 00:57:14,700
I know that you don't have any postings right now.
946
00:57:14,700 --> 00:57:15,580
Here's my resume.
947
00:57:15,580 --> 00:57:17,820
I just graduated as a mechanical engineer.
948
00:57:17,820 --> 00:57:19,580
Here are some of the projects I worked on.
949
00:57:19,580 --> 00:57:22,860
Here's some of the kind of calculations I've done as a mechanical engineer.
950
00:57:23,500 --> 00:57:27,100
You are one of the companies that I really admire and I want to work here.
951
00:57:27,820 --> 00:57:30,620
Having a 10 minute conversation at reception.
952
00:57:31,420 --> 00:57:35,900
He got a job of a position that was never posted, right?
953
00:57:35,900 --> 00:57:37,500
So you need to be more proactive.
954
00:57:38,380 --> 00:57:43,820
Websites like Eventbrite meetup.com where you can find like-minded people.
955
00:57:43,820 --> 00:57:48,300
So you want to do quality assurance, go on Eventbrite, find events that are for quality
956
00:57:48,300 --> 00:57:51,900
assurance, especially ones that cost you a little bit of money because the free ones,
957
00:57:52,700 --> 00:57:54,300
it's usually more job seekers.
958
00:57:54,300 --> 00:57:58,540
It's usually kind of there because the paid ones are the ones that people that are already
959
00:57:58,540 --> 00:58:01,820
in the industry will go to because they recognize it.
960
00:58:01,820 --> 00:58:07,100
And if not there, go Google, depending on where you live, Brian, what state, whatever,
961
00:58:07,100 --> 00:58:13,980
and type in quality assurance events in wherever you are, for example, on Google.
962
00:58:13,980 --> 00:58:16,540
And then go to those, especially that.
963
00:58:16,540 --> 00:58:22,620
So like, for example, a great resource that not enough people understand its power and
964
00:58:22,620 --> 00:58:25,340
its value is the Project Management Institute.
965
00:58:25,980 --> 00:58:29,660
They usually have breakfast, lunch, or dinner, and the dinner might cost you $100.
966
00:58:30,620 --> 00:58:32,220
But who goes to the dinners?
967
00:58:32,940 --> 00:58:37,980
The executives or project managers that have the power to hire you.
968
00:58:38,540 --> 00:58:40,780
They have the authority to add to their team.
969
00:58:42,540 --> 00:58:46,380
So if you go to those events and you network correctly.
970
00:58:46,380 --> 00:58:52,460
Now, again, I'm about to drop massive wisdom that very, very few people understand.
971
00:58:53,340 --> 00:58:56,860
When you go to a networking event, first of all, brand yourself.
972
00:58:57,660 --> 00:58:59,980
So I don't know if you're noticing, but I'm wearing a purple shirt.
973
00:59:00,540 --> 00:59:04,220
If you look me up, I am the guy in purple.
974
00:59:04,220 --> 00:59:07,660
I go to a networking event, I have a purple shirt on, I have a purple bag,
975
00:59:07,660 --> 00:59:11,260
I have purple pens, I have purple business cards, I have a purple notebook.
976
00:59:12,620 --> 00:59:16,060
So when I send you a follow-up email, even if you don't remember my name,
977
00:59:16,860 --> 00:59:19,260
I say, I'm the guy in purple.
978
00:59:19,260 --> 00:59:20,380
You will remember that.
979
00:59:20,380 --> 00:59:24,060
So for males, you can be, again, a shirt.
980
00:59:25,580 --> 00:59:27,180
I lived in Ottawa.
981
00:59:27,820 --> 00:59:31,580
We had a guy that wore the most neon fedoras, you can imagine.
982
00:59:32,140 --> 00:59:34,060
Bright yellow, bright orange, bright...
983
00:59:34,620 --> 00:59:35,900
Nobody remembered his name.
984
00:59:35,900 --> 00:59:38,700
But what's the guy with the neon fedora?
985
00:59:38,700 --> 00:59:39,980
Everybody knew the fedora.
986
00:59:39,980 --> 00:59:40,620
It was remembered.
987
00:59:40,620 --> 00:59:43,260
So if you're a hat guy, wear a hat.
988
00:59:43,260 --> 00:59:47,420
If you wear earrings, a particular earring that it's a conversation starter,
989
00:59:47,500 --> 00:59:51,660
a funny tie, like a Mickey Mouse tie, that's not the typical corporate tie,
990
00:59:51,660 --> 00:59:53,900
because those are moments to remember.
991
00:59:54,620 --> 00:59:57,100
Second thing is, especially when you're going to a networking event,
992
00:59:57,100 --> 01:00:00,460
let's say like the PMI, where you have people at high levels
993
01:00:00,460 --> 01:00:04,300
that have hiring decisions capabilities, because you're bypassing HR,
994
01:00:04,300 --> 01:00:07,900
you're going right to the department or the people.
995
01:00:07,900 --> 01:00:12,060
Instead of coming and saying, hey, I need a job, can I give you my resume?
996
01:00:12,060 --> 01:00:13,500
You haven't earned the right.
997
01:00:14,220 --> 01:00:16,220
Make the conversation about them.
998
01:00:16,220 --> 01:00:20,140
So start by saying, okay, Brian, you're a successful...
999
01:00:20,140 --> 01:00:22,460
You just introduced yourself as a VP for whatever company
1000
01:00:22,460 --> 01:00:24,460
or director or manager, whatever title.
1001
01:00:24,460 --> 01:00:26,220
What do you think made you so successful?
1002
01:00:26,220 --> 01:00:27,260
And let them speak.
1003
01:00:27,820 --> 01:00:29,900
If you had to look back at your career, Brian,
1004
01:00:29,900 --> 01:00:31,980
what are your three biggest accomplishments?
1005
01:00:31,980 --> 01:00:35,100
And why do you consider those to be the three biggest?
1006
01:00:35,100 --> 01:00:36,700
Let them brag, because here's the thing.
1007
01:00:36,700 --> 01:00:41,020
Unless they themselves are applying for a job, other than their partner,
1008
01:00:41,660 --> 01:00:44,540
they don't really get a chance to brag about their genius.
1009
01:00:45,340 --> 01:00:48,780
So if you go to a networking event and you give them that opportunity,
1010
01:00:48,780 --> 01:00:51,020
what do you think is going to happen when somebody walks by and goes,
1011
01:00:51,020 --> 01:00:53,580
oh, you're a VP, can I give you my resume?
1012
01:00:53,580 --> 01:00:55,100
Will they care about that person?
1013
01:00:55,100 --> 01:00:57,340
No, they're going to be paying attention to Brian,
1014
01:00:57,340 --> 01:00:59,260
because Brian's asking questions about them.
1015
01:00:59,900 --> 01:01:02,940
And then you can transition to say, so you're in charge of,
1016
01:01:02,940 --> 01:01:04,860
let's say, the IT department here or the whatever,
1017
01:01:04,860 --> 01:01:07,820
because in your case, for quality assurance, right?
1018
01:01:07,820 --> 01:01:10,700
If you are mentoring someone that's starting out in this field,
1019
01:01:10,700 --> 01:01:12,380
what would you focus on mentoring?
1020
01:01:12,380 --> 01:01:14,220
And then continue the conversation.
1021
01:01:14,220 --> 01:01:17,260
Of the people that work in your team, what are some of the characteristics
1022
01:01:17,820 --> 01:01:20,220
that you want to see when you hire new people?
1023
01:01:20,940 --> 01:01:23,180
Now, you've earned the right to say, you know what?
1024
01:01:23,180 --> 01:01:24,780
I'm trying to break into this field.
1025
01:01:24,780 --> 01:01:26,860
Would you mind critiquing my resume?
1026
01:01:26,860 --> 01:01:27,980
I didn't say, give me a job.
1027
01:01:27,980 --> 01:01:29,420
I said, critique my resume.
1028
01:01:29,420 --> 01:01:30,060
Why?
1029
01:01:30,060 --> 01:01:33,420
Because if they critique your resume or give you feedback on the resume,
1030
01:01:33,420 --> 01:01:37,180
they're writing the perfect resume they want to hire.
1031
01:01:37,740 --> 01:01:41,340
So if you go back to them and say, hey, you know what?
1032
01:01:41,340 --> 01:01:43,260
I enjoyed our conversation so much.
1033
01:01:43,260 --> 01:01:44,780
I learned so much from you.
1034
01:01:45,340 --> 01:01:49,420
I would love to work for you and make you look even better.
1035
01:01:49,980 --> 01:01:51,500
They've already written your resume.
1036
01:01:52,060 --> 01:01:53,900
They, by default, like you.
1037
01:01:53,900 --> 01:01:56,140
And here's the thing, Brian, as an added bonus,
1038
01:01:56,700 --> 01:01:59,020
you already have something that most other people don't.
1039
01:01:59,740 --> 01:02:04,380
You can invite people that are, let's say, directors of quality assurance,
1040
01:02:04,380 --> 01:02:10,300
to your podcast and use your podcast as a platform to actually get hired,
1041
01:02:10,940 --> 01:02:14,940
because you're letting them share their expertise and their genes.
1042
01:02:14,940 --> 01:02:16,860
But most people come to networking events and go,
1043
01:02:17,420 --> 01:02:19,900
I can't tell you how many times I've been to networking events where I'm like,
1044
01:02:19,900 --> 01:02:21,020
oh, you sound kind of important.
1045
01:02:21,020 --> 01:02:22,060
Can I have your card?
1046
01:02:22,620 --> 01:02:23,340
Sure.
1047
01:02:23,340 --> 01:02:24,460
And then they send me an email.
1048
01:02:24,460 --> 01:02:25,180
Here's my resume.
1049
01:02:25,180 --> 01:02:25,740
Can I get a job?
1050
01:02:26,540 --> 01:02:27,180
Who are you?
1051
01:02:28,140 --> 01:02:29,100
Did I speak to you?
1052
01:02:29,900 --> 01:02:32,620
And unless your resume is spectacular and really wowing me,
1053
01:02:32,620 --> 01:02:34,060
which most of the times it's not,
1054
01:02:34,700 --> 01:02:37,500
am I going to talk to you first that randomly sent me an email
1055
01:02:37,500 --> 01:02:40,460
or to the person that had a conversation with me that I'm going to remember?
1056
01:02:41,020 --> 01:02:46,140
That perspective of, because you kind of think as technology changes,
1057
01:02:46,140 --> 01:02:48,140
people change, but people don't really change.
1058
01:02:48,140 --> 01:02:52,300
So what you're kind of harkening back to is that it's the connection.
1059
01:02:52,300 --> 01:02:56,860
This is, you're kind of predating the internet because now it's just,
1060
01:02:56,860 --> 01:03:00,860
oh, I just make a resume and I just send it out to as many people as I can.
1061
01:03:00,860 --> 01:03:03,820
I just do a spray and pray approach to it.
1062
01:03:03,820 --> 01:03:07,340
And that's going to get you the result that I've had so far.
1063
01:03:07,740 --> 01:03:11,020
Not necessarily, because I know people that don't get any results from it.
1064
01:03:11,020 --> 01:03:16,700
Because again, if you're 300 or you're 500 on the list, no one sees you.
1065
01:03:16,700 --> 01:03:19,820
But here's the thing, that personal, like, let me go to events.
1066
01:03:19,820 --> 01:03:24,460
Let me find out where they work out and try to build conversation at the gym.
1067
01:03:24,460 --> 01:03:29,500
Understand, here's the thing, regardless of politics, regardless of economics,
1068
01:03:30,140 --> 01:03:33,580
it's not like every company in North America is shutting their door and saying
1069
01:03:33,580 --> 01:03:35,100
there's no more economy.
1070
01:03:35,100 --> 01:03:38,940
Yes, some companies are firing right now, but there's others that are hard.
1071
01:03:39,660 --> 01:03:42,860
There's others that are prepared for this wave of right now, let's say,
1072
01:03:42,860 --> 01:03:47,020
with these terror wars that's happening, there's companies that expected that.
1073
01:03:48,140 --> 01:03:55,580
And so they're growing because they knew they're taking care of their people.
1074
01:03:55,580 --> 01:03:59,420
They're not worried about there because instead of going, how can we cut corners?
1075
01:03:59,980 --> 01:04:04,140
They've treated people so well that they encourage their people
1076
01:04:04,140 --> 01:04:06,700
to come up with better ideas, not cut corners.
1077
01:04:07,420 --> 01:04:09,020
Yeah, and I was agreeing with you.
1078
01:04:09,020 --> 01:04:11,180
I was saying what the path that you think it is.
1079
01:04:11,180 --> 01:04:15,180
I was like, oh, they put their application out there on Indeed.
1080
01:04:15,180 --> 01:04:17,020
So I just applied to Indeed and I just sit and wait.
1081
01:04:17,020 --> 01:04:18,700
And you're saying like, no, this is actually,
1082
01:04:19,340 --> 01:04:20,620
you're going to be working with these people.
1083
01:04:20,620 --> 01:04:21,740
These are human interactions.
1084
01:04:21,740 --> 01:04:25,980
You need to have a human interaction with them before you even do the resume.
1085
01:04:25,980 --> 01:04:29,900
So they know that you're a person and not just words on a piece of paper.
1086
01:04:29,900 --> 01:04:33,820
So go have the conversation, create conversation opportunities
1087
01:04:33,820 --> 01:04:37,180
and make yourself stand out, brand yourself in certain ways
1088
01:04:37,180 --> 01:04:41,580
that they remember you when they see you again or when you subtly say,
1089
01:04:41,580 --> 01:04:43,980
oh, hey, by the way, I'm actually interested in this.
1090
01:04:43,980 --> 01:04:45,900
But they've built your resume for them.
1091
01:04:45,900 --> 01:04:47,420
And that's what I said, meet up, right?
1092
01:04:48,140 --> 01:04:50,860
Like-minded people that you go for a hike,
1093
01:04:50,860 --> 01:04:54,780
but you're all kind of interested in quality assurance, for example.
1094
01:04:54,780 --> 01:04:58,220
Eventbrite, there's plenty of resources for you.
1095
01:04:58,220 --> 01:05:02,940
And there's ways and again, podcasts is a great way of attracting the right people
1096
01:05:02,940 --> 01:05:07,820
because you can use LinkedIn in-mail function, which will cost you $45 a month.
1097
01:05:07,820 --> 01:05:11,260
And you'll get to reach out to 30 people in your state,
1098
01:05:11,260 --> 01:05:14,220
in your area of desired profession and say,
1099
01:05:14,220 --> 01:05:19,660
hey, I'm doing podcasts on experts and quality assurance and leaders in the field.
1100
01:05:19,660 --> 01:05:22,700
And I'd love to interview as one of my experts on the show.
1101
01:05:23,580 --> 01:05:27,100
You're giving them a platform to brag about how great they are.
1102
01:05:27,100 --> 01:05:30,220
But as an interviewer, you can also ask questions
1103
01:05:30,220 --> 01:05:33,420
that will give you insights on their leadership style,
1104
01:05:33,420 --> 01:05:36,620
insights on what they look for in the resume,
1105
01:05:36,620 --> 01:05:39,420
insights on what personality characteristics they want,
1106
01:05:39,980 --> 01:05:42,860
so that you can also create the stories or share stories with them,
1107
01:05:42,860 --> 01:05:46,860
even on your podcast that plant that seed of,
1108
01:05:46,860 --> 01:05:50,700
maybe we should have a more serious conversation about doing more together, for example.
1109
01:05:51,420 --> 01:05:55,580
So let's say you've passed all that preliminary stuff
1110
01:05:55,580 --> 01:05:58,940
and now the door is open for you to make a further impression.
1111
01:05:58,940 --> 01:06:01,500
You're actually at the table, you're in the interview,
1112
01:06:01,500 --> 01:06:04,220
but you're someone who suffers from a lot of anxiety.
1113
01:06:04,220 --> 01:06:06,940
You can't articulate yourself well when it matters.
1114
01:06:06,940 --> 01:06:10,220
Say they ask you a question that you haven't prepared for.
1115
01:06:10,220 --> 01:06:13,980
So how do you quiet the noise in your head to be open,
1116
01:06:13,980 --> 01:06:17,740
to have a good conversation with someone in an interview?
1117
01:06:17,740 --> 01:06:20,300
So they get to know you as just a person.
1118
01:06:20,860 --> 01:06:25,260
But also if you get thrown off of what you're expecting,
1119
01:06:25,340 --> 01:06:28,860
you can gain your balance and still stand out
1120
01:06:28,860 --> 01:06:31,020
as an excellent candidate for the position.
1121
01:06:31,900 --> 01:06:34,620
All right, so you just asked a very loaded question.
1122
01:06:34,620 --> 01:06:38,460
Short and simple answer and I'm going to give you a few examples to help you try to do.
1123
01:06:38,460 --> 01:06:42,220
I offer services that teach you how to interview in any situation.
1124
01:06:42,780 --> 01:06:46,540
I've gone to interviews where I have zero qualifications, I've got hired,
1125
01:06:46,540 --> 01:06:49,260
because I can interview that much better than everybody else.
1126
01:06:49,260 --> 01:06:51,980
Now understand that in the interview process, again,
1127
01:06:52,620 --> 01:06:56,860
companies are basically, unless it's, I'll call it a Google interview question,
1128
01:06:56,860 --> 01:06:59,020
like Google used to ask, how do you weigh your head?
1129
01:06:59,740 --> 01:07:03,180
For example, just to see how you react on the spot.
1130
01:07:03,180 --> 01:07:05,100
And again, just looking at your nose.
1131
01:07:05,100 --> 01:07:10,300
But most of the time, 95% of the time, it's going to be a question.
1132
01:07:10,860 --> 01:07:14,540
So again, in English, we keep finding ways to ask the same things and different,
1133
01:07:14,540 --> 01:07:20,620
but tell me, give me, describe, would you, what would you do if this happened?
1134
01:07:20,620 --> 01:07:22,700
In this case, how would you handle it?
1135
01:07:22,700 --> 01:07:25,500
For example, comparing these two things.
1136
01:07:25,500 --> 01:07:29,500
It's all the exact same question.
1137
01:07:29,500 --> 01:07:33,260
They're basically asking you, can you prove that you can make us money,
1138
01:07:34,060 --> 01:07:36,380
save us money, or increase our efficiency?
1139
01:07:36,940 --> 01:07:38,060
That is all they care about.
1140
01:07:38,620 --> 01:07:42,540
So fundamentally, instead of saying, I know how to do this,
1141
01:07:42,540 --> 01:07:43,820
or I have experience with this.
1142
01:07:44,780 --> 01:07:47,900
I teach people, use one of the following nine words.
1143
01:07:48,460 --> 01:07:54,140
Proud, significance, success, contributions, achievements,
1144
01:07:54,780 --> 01:07:59,420
accomplishments, results, importance, and impact.
1145
01:07:59,420 --> 01:08:00,540
Now, here's why.
1146
01:08:01,180 --> 01:08:03,900
And I'm going to use a little bit of what you told me about yourself, Ryan.
1147
01:08:04,460 --> 01:08:09,740
I'm really proud of the fact that I was recognized as a great truck driver for 14 years.
1148
01:08:10,940 --> 01:08:16,380
Versus, I'm proud of the fact that I got recognized as one of the best drivers
1149
01:08:17,020 --> 01:08:23,980
in the company because I did more for quality assurance in my role than any other driver.
1150
01:08:23,980 --> 01:08:25,580
Do you see the differences in the energy?
1151
01:08:25,580 --> 01:08:29,500
Because your body language, your chest, your shoulder blades are back,
1152
01:08:29,500 --> 01:08:31,580
your chest is out, you're speaking from your diaphragm.
1153
01:08:31,580 --> 01:08:35,740
Now, if you get stumbled a lot, start with those nine words.
1154
01:08:36,540 --> 01:08:39,500
Proud, significance, success, contributions,
1155
01:08:39,500 --> 01:08:42,940
achievements, accomplishments, results, importance, and impact.
1156
01:08:42,940 --> 01:08:45,500
And then give me the quantifiable results.
1157
01:08:45,500 --> 01:08:52,380
So in the job world, you have star, situation, task, action, result, you have ADA, you have car,
1158
01:08:52,380 --> 01:08:54,380
and it's all the same thing.
1159
01:08:56,060 --> 01:08:56,860
What was the problem?
1160
01:08:57,580 --> 01:08:59,180
Here's the steps you took to fix it.
1161
01:08:59,740 --> 01:09:01,100
Here's the results that you produced.
1162
01:09:01,660 --> 01:09:05,580
But it still tells your story, not, I know how to do quality assurance.
1163
01:09:06,300 --> 01:09:07,580
Because the more you know how to do it.
1164
01:09:08,940 --> 01:09:13,020
And I'm going to give you this example because it's a funny tie-in.
1165
01:09:13,020 --> 01:09:15,020
If you approach someone that you're attracted to and go,
1166
01:09:15,020 --> 01:09:18,620
I'm high, I'm high, I'm high, I'm high, I'm high, I'm high, can I get your number?
1167
01:09:18,620 --> 01:09:19,340
What are your chances?
1168
01:09:20,220 --> 01:09:23,660
Yeah, unless they find you very charming.
1169
01:09:23,660 --> 01:09:24,060
Yeah.
1170
01:09:24,060 --> 01:09:26,460
Or they find you physically very attractive.
1171
01:09:26,460 --> 01:09:28,060
So you have a slim and none chance.
1172
01:09:28,060 --> 01:09:30,700
If you go to a job and go, please, please, please, please give me a job.
1173
01:09:30,700 --> 01:09:31,820
I'm really hardworking.
1174
01:09:31,820 --> 01:09:32,940
One of two things will happen.
1175
01:09:33,660 --> 01:09:37,980
Number one, they won't hire you because you don't have confidence in yourself.
1176
01:09:37,980 --> 01:09:41,660
Or number two, even worse, they will hire you
1177
01:09:41,660 --> 01:09:44,300
because they know you're desperate and they won't pay you a penny.
1178
01:09:44,300 --> 01:09:46,700
They'll hire you at the lowest possible equation.
1179
01:09:47,260 --> 01:09:53,100
But if you come in with these nine words, again, proud, significance, success,
1180
01:09:53,660 --> 01:09:59,420
contributions, achievements, accomplishments, results, importance, and impact,
1181
01:09:59,420 --> 01:10:01,020
you don't need to use all nine.
1182
01:10:01,020 --> 01:10:02,220
Choose the ones that work for you.
1183
01:10:02,220 --> 01:10:03,180
Say, you know what?
1184
01:10:03,180 --> 01:10:07,660
One of my biggest accomplishments is getting promoted three times within one year.
1185
01:10:08,460 --> 01:10:09,340
Different listening.
1186
01:10:09,340 --> 01:10:12,140
Because they're not listening to how good your quality assurance is.
1187
01:10:12,140 --> 01:10:14,300
They're listening to the fact that you're a go-getter
1188
01:10:14,940 --> 01:10:18,380
that goes beyond the call of duty to get promoted three times.
1189
01:10:19,020 --> 01:10:22,060
So even though you don't have all of the technical experience you're looking for.
1190
01:10:22,060 --> 01:10:25,900
Now, using technical experience, and this is a trap that most people don't understand.
1191
01:10:25,900 --> 01:10:27,340
And what kills you?
1192
01:10:27,340 --> 01:10:29,660
If they ask you, do you know how to use this software?
1193
01:10:30,380 --> 01:10:34,140
The autoresponder answer is no, but I'm a really quick learner.
1194
01:10:34,940 --> 01:10:38,700
In 20 years of recruiting, I have not met anyone that says no.
1195
01:10:38,700 --> 01:10:41,260
And it will take me five years to figure out how to do this.
1196
01:10:42,700 --> 01:10:45,900
But the moment that you say no, your interview is done.
1197
01:10:46,780 --> 01:10:47,660
You've killed your chance.
1198
01:10:48,300 --> 01:10:49,900
So never say no.
1199
01:10:51,020 --> 01:10:56,380
Say, here's an example of using this software, which is very similar.
1200
01:10:57,180 --> 01:11:01,180
This is the kind of problem or the situation that I dealt with.
1201
01:11:01,180 --> 01:11:02,380
These are the results I produced.
1202
01:11:03,020 --> 01:11:07,500
Because of that experience, I'm confident that if you wanted me to do it in this software,
1203
01:11:07,500 --> 01:11:11,420
I can produce the same or better results for your company.
1204
01:11:12,060 --> 01:11:14,540
Now, it doesn't matter that they ask you a question
1205
01:11:14,540 --> 01:11:17,340
that you don't know the software or you don't know the jargon.
1206
01:11:17,900 --> 01:11:20,460
Again, even though they might be asking you jargon,
1207
01:11:21,020 --> 01:11:25,260
their question really translates to can you make me money?
1208
01:11:25,260 --> 01:11:26,620
Can you save me money?
1209
01:11:26,620 --> 01:11:27,980
Can you increase my efficiency?
1210
01:11:28,940 --> 01:11:30,460
That's all they care about.
1211
01:11:30,460 --> 01:11:34,060
If you're going to do quality assurance, it's can you save me money?
1212
01:11:34,060 --> 01:11:36,540
And can you increase my efficiency because you're not really doing any sales?
1213
01:11:37,500 --> 01:11:40,220
You're saving me money because I don't need to do recalls.
1214
01:11:40,220 --> 01:11:43,020
You're saving me money because you're finding the errors that,
1215
01:11:43,020 --> 01:11:45,340
before I go live to market, would occur.
1216
01:11:47,500 --> 01:11:51,020
It's building that relationship, but it's using those nine words
1217
01:11:51,020 --> 01:11:55,260
where you now show confidence in what you have to bring to the table.
1218
01:11:57,020 --> 01:11:58,940
By no means am I a pick-up artist.
1219
01:11:58,940 --> 01:11:59,820
Never was.
1220
01:11:59,820 --> 01:12:00,620
I'm happily married.
1221
01:12:00,620 --> 01:12:01,820
I have two beautiful kids.
1222
01:12:02,540 --> 01:12:05,100
But if you're in a bar, you see someone you're attracted to.
1223
01:12:05,820 --> 01:12:08,060
And for a lot of guys that are very socially awkward,
1224
01:12:08,060 --> 01:12:10,060
or for people in general that are socially awkward,
1225
01:12:10,940 --> 01:12:15,260
if psychologically you start imagining, let's say, your favorite food,
1226
01:12:15,260 --> 01:12:17,100
and for simplicity, I'm going to say it's pizza,
1227
01:12:18,060 --> 01:12:19,980
and you're going to remember the smell of the pizza,
1228
01:12:19,980 --> 01:12:22,060
the taste of the pizza, the type of pizza it is,
1229
01:12:22,060 --> 01:12:24,220
the last time you had that pizza,
1230
01:12:24,220 --> 01:12:27,100
who did you have it with to make it an even better experience?
1231
01:12:27,660 --> 01:12:31,420
And as you're thinking about that, walk towards the person you're attracted to.
1232
01:12:31,420 --> 01:12:33,180
Because if you're like, oh my god, it's so amazing,
1233
01:12:33,180 --> 01:12:35,500
and you walk with that energy to that person,
1234
01:12:36,140 --> 01:12:38,220
that person is going to notice your energy.
1235
01:12:38,780 --> 01:12:40,780
And then even if you come and say, you know what?
1236
01:12:40,780 --> 01:12:42,380
I find you very attractive.
1237
01:12:42,380 --> 01:12:43,900
I just want to come say hi.
1238
01:12:43,900 --> 01:12:48,700
Because the energy of thinking about pizza has shifted your energy from,
1239
01:12:48,700 --> 01:12:51,820
hi, I'm trying to kind of get to know you.
1240
01:12:52,780 --> 01:12:55,340
You're not in that headspace of I'm nervous to talk to you.
1241
01:12:55,340 --> 01:12:57,820
You're in that headspace of, oh my god, pizza's amazing.
1242
01:12:57,820 --> 01:12:58,940
I can't wait to have more pizza.
1243
01:12:59,900 --> 01:13:01,500
And it's an internal conversation.
1244
01:13:02,060 --> 01:13:04,060
But it's a conversation that will get you noticed.
1245
01:13:04,620 --> 01:13:07,580
It's a conversation that will create that energy for you.
1246
01:13:07,580 --> 01:13:10,540
And a possible pizza date with someone that you find very attractive.
1247
01:13:11,260 --> 01:13:12,220
The best result.
1248
01:13:12,780 --> 01:13:13,420
Right.
1249
01:13:13,420 --> 01:13:15,420
But it should also be the same way for a job.
1250
01:13:15,980 --> 01:13:19,820
Where it's not about, again, the questions themselves.
1251
01:13:19,820 --> 01:13:22,300
Because understand, unless you're a brain surgeon,
1252
01:13:22,940 --> 01:13:27,020
or you work in microarrays in the pharmaceutical industry,
1253
01:13:27,020 --> 01:13:30,860
I can tell you as a recruiter that's worked as a generalist for 20 years
1254
01:13:30,860 --> 01:13:35,980
with small to global companies, if a candidate that I interview has 60%,
1255
01:13:36,780 --> 01:13:41,020
6-0 of the job description, I consider you a good candidate,
1256
01:13:41,020 --> 01:13:42,940
a great candidate or a good candidate.
1257
01:13:42,940 --> 01:13:46,780
Because a good company will pay for you to learn technical stuff.
1258
01:13:47,660 --> 01:13:48,940
I cannot teach character.
1259
01:13:49,580 --> 01:13:51,340
I cannot teach personality.
1260
01:13:51,340 --> 01:13:54,220
So if you shine in character and personality,
1261
01:13:54,220 --> 01:13:56,300
I present the character and the personality.
1262
01:13:56,860 --> 01:13:59,980
And even my notes when I tell my clients is,
1263
01:13:59,980 --> 01:14:01,900
here's the character you're getting.
1264
01:14:01,900 --> 01:14:03,740
Here's the personality you're getting.
1265
01:14:03,740 --> 01:14:05,340
They might be a little bit green.
1266
01:14:05,340 --> 01:14:09,260
But if you teach them and you mentor them, they'll be your best producer.
1267
01:14:09,980 --> 01:14:11,980
And I'm painting the fixture of value.
1268
01:14:11,980 --> 01:14:15,820
And so for you, even if you are a little bit kind of anxiety or whatever,
1269
01:14:15,820 --> 01:14:18,300
get out of your head by, okay, let me think about pizza.
1270
01:14:18,300 --> 01:14:19,340
Let me think about cake.
1271
01:14:19,340 --> 01:14:21,740
Whatever it is that is your thing, right?
1272
01:14:21,740 --> 01:14:25,100
And then take that energy to go, here's what I can produce.
1273
01:14:25,980 --> 01:14:26,940
Here's how I'll do it.
1274
01:14:27,500 --> 01:14:29,580
Here's why I'll do it better than everybody else.
1275
01:14:29,580 --> 01:14:31,260
And here's why you want to hire me.
1276
01:14:32,060 --> 01:14:36,780
Rather than, I think I can, I probably can, maybe I can.
1277
01:14:36,780 --> 01:14:42,140
Because the moment you use those words, you're dismissing the level of,
1278
01:14:42,140 --> 01:14:44,060
yeah, you know, Henry Ford said,
1279
01:14:44,060 --> 01:14:47,500
whether you think you can or whether you think you can't, you're right.
1280
01:14:48,380 --> 01:14:54,380
Yeah, leading with your best foot and being authentic.
1281
01:14:54,380 --> 01:14:57,420
Because yeah, there's something attractive about that as well.
1282
01:14:57,420 --> 01:15:00,300
Like if you're saying like, oh, I don't know if I can.
1283
01:15:00,940 --> 01:15:05,580
Listen, you can honestly, listen, I was a truck driver for 14 years.
1284
01:15:05,580 --> 01:15:07,420
I won awards for doing outstanding.
1285
01:15:07,980 --> 01:15:10,540
Now I'm at a stage in my life where I want to do more.
1286
01:15:10,540 --> 01:15:13,420
And I want to do it for your company and I want to do it for you.
1287
01:15:13,420 --> 01:15:16,220
You give me a chance, I'll make your bonuses bigger.
1288
01:15:16,220 --> 01:15:19,180
Because I will be the best quality assurance person you've ever seen.
1289
01:15:19,980 --> 01:15:20,540
Here's why.
1290
01:15:21,340 --> 01:15:22,700
You're speaking to a human being.
1291
01:15:23,500 --> 01:15:26,540
They want to know why you have so much confidence.
1292
01:15:27,180 --> 01:15:31,580
They want to know what you will do that people that have designations won't.
1293
01:15:32,140 --> 01:15:38,460
How you will approach testing from every angle that maybe people don't look at normally.
1294
01:15:39,020 --> 01:15:39,260
Yeah.
1295
01:15:39,980 --> 01:15:40,220
Right.
1296
01:15:40,220 --> 01:15:41,260
And it's the story you tell.
1297
01:15:41,820 --> 01:15:42,860
It's the examples you give.
1298
01:15:43,660 --> 01:15:49,980
Yeah, and it's a callback to the importance of why you need to do the work before the interview.
1299
01:15:49,980 --> 01:15:51,020
It's not just the resumes.
1300
01:15:51,020 --> 01:15:54,140
You need to build that connection before and create that opportunity.
1301
01:15:55,660 --> 01:15:58,540
It's very clever to say like, hey, my internet went down.
1302
01:15:59,980 --> 01:16:01,580
Can you check and make sure my resume is there?
1303
01:16:01,580 --> 01:16:07,020
And while you're there, your elevated pitch, as you said, to say, hey,
1304
01:16:07,020 --> 01:16:08,380
this is why I'd be a great candidate.
1305
01:16:09,020 --> 01:16:10,780
And then you have that impression.
1306
01:16:10,780 --> 01:16:14,140
If I don't hear back from you from a week, let's follow up.
1307
01:16:14,140 --> 01:16:16,300
What could I have done better moving forward?
1308
01:16:16,300 --> 01:16:18,140
Or just something like that shows that you're willing to grow.
1309
01:16:18,140 --> 01:16:21,980
Even to be reconsidered in the future because I really want to work here.
1310
01:16:21,980 --> 01:16:28,460
So understand, this is where I've spent 30,000 hours studying the psychology, the nuances.
1311
01:16:28,460 --> 01:16:34,460
And I'm not purposely, so far this interview, not regurgitating like stuff that most
1312
01:16:35,180 --> 01:16:39,260
career coaches slash resume writers say.
1313
01:16:40,460 --> 01:16:43,580
Oh, make sure that your resume is one page to two page.
1314
01:16:43,580 --> 01:16:47,420
Make sure that you kind of that stuff is broken.
1315
01:16:48,380 --> 01:16:52,300
And I've built my careers to point out the mistakes that people make.
1316
01:16:52,860 --> 01:16:56,700
Because if you focus on your individual gracedness,
1317
01:16:57,420 --> 01:17:00,860
you don't need 10 companies to understand it.
1318
01:17:00,860 --> 01:17:06,060
You need one or two so that you can potentially leverage and get the best package for you.
1319
01:17:06,780 --> 01:17:08,620
But the best package is not necessarily the money.
1320
01:17:09,180 --> 01:17:11,020
The best package is the work environment.
1321
01:17:11,020 --> 01:17:12,620
The best package is the culture.
1322
01:17:12,620 --> 01:17:15,980
The best package is the growth opportunities for you.
1323
01:17:15,980 --> 01:17:21,900
So again, it's not for me to judge what are your priorities in life and where you are in life.
1324
01:17:21,900 --> 01:17:25,020
But nowadays, and especially after the pandemic,
1325
01:17:25,900 --> 01:17:32,860
working from home, paying for kids daycare, paying for your dog, car allowance, a car,
1326
01:17:33,660 --> 01:17:39,100
extravacation, all of those things are things that can easily be negotiated if you've presented
1327
01:17:39,740 --> 01:17:40,220
correctly.
1328
01:17:40,220 --> 01:17:45,180
And can I share with you probably my most extreme case of that?
1329
01:17:45,500 --> 01:17:46,540
Of course, yeah.
1330
01:17:46,540 --> 01:17:52,780
As a recruiter, I had a client that, and this is going back to 2001 area,
1331
01:17:52,780 --> 01:17:58,700
era, that was doing custom surrounds for houses that are at least $2 million plus.
1332
01:17:58,700 --> 01:18:00,620
Like, you know, where everything is in the wall that was on the top.
1333
01:18:00,620 --> 01:18:04,380
This is before this kind of became more common than today.
1334
01:18:05,260 --> 01:18:09,740
My client interviewed a guy that was a financial controller for a company that makes blank CDs and
1335
01:18:09,740 --> 01:18:11,180
DVDs.
1336
01:18:11,180 --> 01:18:16,540
He was making $65,000 a year with a $20,000 bonus at the end of the year.
1337
01:18:16,540 --> 01:18:20,780
For five years, his employer told him that they cannot give him a raise because the
1338
01:18:20,780 --> 01:18:22,140
company's not making enough money.
1339
01:18:22,700 --> 01:18:24,060
I sent him to the interview.
1340
01:18:24,060 --> 01:18:28,220
My client absolutely adored this guy, asked me, what does he make?
1341
01:18:28,220 --> 01:18:30,780
I told him, 65 base, $20,000 bonus.
1342
01:18:31,340 --> 01:18:32,460
He goes, fine.
1343
01:18:32,460 --> 01:18:36,780
I'll give him a base of $85,000, $25,000 bonus to come work for me.
1344
01:18:37,580 --> 01:18:39,500
Called the candidate, told him the great news.
1345
01:18:40,300 --> 01:18:42,460
Candidate submitted his resignation letter.
1346
01:18:43,100 --> 01:18:47,740
Half hour later, his boss comes into his office and says, not letting you leave the company.
1347
01:18:47,740 --> 01:18:48,940
You're too important.
1348
01:18:48,940 --> 01:18:50,060
What'd they offer you?
1349
01:18:50,060 --> 01:18:51,580
He told me, 85 or 25.
1350
01:18:51,580 --> 01:18:52,140
He goes, okay.
1351
01:18:52,780 --> 01:18:53,740
Give me 15 minutes.
1352
01:18:54,300 --> 01:18:56,540
Came back 15 minutes later, said, fine.
1353
01:18:56,540 --> 01:19:01,580
We'll give you a base of $120,000 and $30,000 bonus to stay here.
1354
01:19:01,580 --> 01:19:05,180
Candidate calls me, goes, oh my God, they just doubled my salary.
1355
01:19:05,180 --> 01:19:06,300
I've been here for 10 years.
1356
01:19:06,300 --> 01:19:07,100
I know everybody.
1357
01:19:07,820 --> 01:19:08,940
I'm thinking of taking it.
1358
01:19:08,940 --> 01:19:11,020
I'm like, before you take it, let me speak to my client.
1359
01:19:11,660 --> 01:19:13,260
Called my client, told him what happened.
1360
01:19:14,060 --> 01:19:17,500
My client's like, listen, there's something really special about the guy.
1361
01:19:17,500 --> 01:19:18,220
What'd they offer him?
1362
01:19:18,780 --> 01:19:20,380
I told him, 120 and 30.
1363
01:19:20,380 --> 01:19:21,020
He goes, okay, fine.
1364
01:19:21,580 --> 01:19:27,020
I'll give him a base of $160,000, $40,000 bonus to come work for me.
1365
01:19:27,020 --> 01:19:28,940
Called the candidate, told him the news.
1366
01:19:28,940 --> 01:19:29,660
Candidate resigned.
1367
01:19:31,420 --> 01:19:36,220
45 minutes later, the entire leadership team of that organization
1368
01:19:36,220 --> 01:19:40,460
came into his office, was like, you're the only one that understands the finances here.
1369
01:19:40,460 --> 01:19:41,900
We cannot let you leave.
1370
01:19:41,900 --> 01:19:43,100
What'd they offer you?
1371
01:19:43,100 --> 01:19:45,020
He told him, 160 and 40.
1372
01:19:45,020 --> 01:19:46,460
They're like, okay, give us some time.
1373
01:19:46,460 --> 01:19:48,220
They came back 45 minutes later.
1374
01:19:48,220 --> 01:19:52,220
We'll give you a base of $200,000, 2% ownership in the company.
1375
01:19:52,220 --> 01:19:54,140
You'll make about $250,000 a year.
1376
01:19:54,940 --> 01:19:55,740
Candidate calls me.
1377
01:19:57,740 --> 01:19:59,180
All right, let me tell my client.
1378
01:19:59,180 --> 01:20:00,380
I call my client.
1379
01:20:00,380 --> 01:20:01,260
I tell him what happened.
1380
01:20:01,260 --> 01:20:04,700
My client's like, okay, I really love this guy.
1381
01:20:05,660 --> 01:20:08,140
I'm going to make him my right-hand man.
1382
01:20:08,140 --> 01:20:10,300
This is my final offer to him.
1383
01:20:10,300 --> 01:20:12,940
If he doesn't take it, he's an idiot.
1384
01:20:12,940 --> 01:20:19,820
I'll give him a base of $265,000 and 9% ownership in my company.
1385
01:20:20,380 --> 01:20:23,660
In his worst year, he'll clear a half a million dollars.
1386
01:20:24,940 --> 01:20:28,380
When I called the candidate the third time, I'm like, listen,
1387
01:20:28,380 --> 01:20:31,900
this guy's come back three times to offer you
1388
01:20:32,380 --> 01:20:35,740
quadruple your salary plus incentives that are insane.
1389
01:20:37,980 --> 01:20:39,820
He's met you just in an interview.
1390
01:20:39,820 --> 01:20:41,820
You've worked for this company for five years.
1391
01:20:41,820 --> 01:20:43,340
Five years, they didn't give you a raise.
1392
01:20:43,340 --> 01:20:47,100
Do you think they're going to treat you better or worse if they give you more money?
1393
01:20:47,900 --> 01:20:49,500
He finally took the offer from my client.
1394
01:20:50,540 --> 01:20:54,060
But in four and a half hours, probably the most stressful negotiation of my life,
1395
01:20:54,060 --> 01:21:00,620
even more stressful than proposing to my wife, he got a $430,000 raise
1396
01:21:00,620 --> 01:21:06,060
because when he said his story and his truth, it resonated so strongly
1397
01:21:06,620 --> 01:21:09,100
that my client was like, I cannot lose this guy.
1398
01:21:10,060 --> 01:21:11,580
I want him on my team.
1399
01:21:11,580 --> 01:21:17,100
And again, on average, when people work for me, I usually get them a $30,000 to $50,000 raise
1400
01:21:17,100 --> 01:21:19,980
because of how I helped them present themselves.
1401
01:21:20,700 --> 01:21:23,260
That's like a Cinderella story, that guy's
1402
01:21:23,260 --> 01:21:23,820
For sure.
1403
01:21:23,820 --> 01:21:26,860
Probably sends you a Christmas card every year and checks in with you.
1404
01:21:27,660 --> 01:21:30,060
So you touched on something really important.
1405
01:21:30,060 --> 01:21:33,340
I think we'll wrap up the interview with this last question.
1406
01:21:34,140 --> 01:21:37,180
But it seems like it benefits people.
1407
01:21:37,180 --> 01:21:42,940
It seems like work culture has shifted from the previous generation to this generation
1408
01:21:42,940 --> 01:21:47,660
to where it really benefited someone to stay with the company long term
1409
01:21:47,660 --> 01:21:48,940
than rather to jump around.
1410
01:21:48,940 --> 01:21:52,860
But you're creating a scenario, even in the early 2000s when this wasn't common,
1411
01:21:52,860 --> 01:21:56,060
when still the narrative was, if you have a lot of different positions,
1412
01:21:56,060 --> 01:21:59,660
if your resume is very busy, it's kind of a yellow flag.
1413
01:21:59,660 --> 01:22:01,500
It's going to put some people off.
1414
01:22:02,060 --> 01:22:03,420
Here's what I'm going to say to that.
1415
01:22:03,420 --> 01:22:08,700
Universities are teaching business students to work for a company for three to five years.
1416
01:22:08,700 --> 01:22:10,140
Leave on great terms.
1417
01:22:11,020 --> 01:22:13,100
Go see if the grass is greener on the other side.
1418
01:22:13,660 --> 01:22:16,300
If it's not, come back to that company.
1419
01:22:16,940 --> 01:22:21,420
When you come back, that is when you'll get the raise and the promotion, the title,
1420
01:22:21,420 --> 01:22:24,940
because they'll appreciate the level of work that you did
1421
01:22:24,940 --> 01:22:27,420
more so than if you try to grow for 35 years in the company.
1422
01:22:28,060 --> 01:22:30,860
So why do you think that transition has happened?
1423
01:22:30,860 --> 01:22:33,500
Why do you think you have to leave now to show your importance
1424
01:22:33,500 --> 01:22:36,220
rather than a company just wanting to take care of you
1425
01:22:36,220 --> 01:22:40,620
and have you grow with the company like in previous generations?
1426
01:22:40,620 --> 01:22:42,940
Because it goes back to the start of our conversation.
1427
01:22:42,940 --> 01:22:45,580
Culture is a buzzword, not an experience.
1428
01:22:46,300 --> 01:22:49,660
And until my platform is fully out there,
1429
01:22:50,460 --> 01:22:54,700
which will stressfully shift that and allow companies to hire the right fit
1430
01:22:54,700 --> 01:22:59,580
because I'm going to look at your personality, your behavior, your character, your leadership,
1431
01:22:59,580 --> 01:23:03,820
and make sure that that's a cultural fit, not just your technical skills.
1432
01:23:04,460 --> 01:23:05,740
We're measuring just technical.
1433
01:23:05,740 --> 01:23:09,900
So if you have, let's say, someone who's an engineer that's been an engineer for 10 years,
1434
01:23:09,900 --> 01:23:12,540
and all of a sudden the company comes to that engineer says,
1435
01:23:12,540 --> 01:23:14,220
you've been here for 10 years, we're promoting you now.
1436
01:23:14,220 --> 01:23:15,180
You're now the director.
1437
01:23:15,900 --> 01:23:17,580
For most engineers, that's punishment.
1438
01:23:18,220 --> 01:23:20,460
Because a lot of engineers like being technical.
1439
01:23:20,460 --> 01:23:21,740
They don't like to deal with people.
1440
01:23:21,740 --> 01:23:24,620
They don't like to now delegate the work that they're doing.
1441
01:23:25,180 --> 01:23:29,180
But we have a model where we're defaulting to who's the most senior,
1442
01:23:29,180 --> 01:23:32,700
not necessarily who wants to be promoted and not who's the best fit for it.
1443
01:23:33,580 --> 01:23:39,020
And so the problem is that because there's so much toxic culture,
1444
01:23:39,020 --> 01:23:46,060
and again, going to earlier, 80 to 90% of people in North America hate their job.
1445
01:23:46,060 --> 01:23:51,980
So if you hate your job after three years, it's straining you mentally, physically, emotionally.
1446
01:23:52,620 --> 01:23:58,380
Again, I've experienced this firsthand where I would physically get sick going to work
1447
01:23:58,380 --> 01:24:01,100
just because of the thought of being at work.
1448
01:24:01,100 --> 01:24:03,740
Gave me the heebie-jeebies, made me cringe, basically.
1449
01:24:03,740 --> 01:24:08,540
And so it wasn't even about the pay because I took pay cuts just to leave that environment,
1450
01:24:08,540 --> 01:24:12,700
just to be able to go, I enjoy what I do, and I'm good at it.
1451
01:24:13,340 --> 01:24:18,700
Again, in my own career, I've had a lot of situations where they didn't recognize my genius.
1452
01:24:18,700 --> 01:24:21,900
And so they fired me or they kind of created obstacles for me
1453
01:24:22,700 --> 01:24:26,780
that when I was given an opportunity to go, here's what I'm going to do,
1454
01:24:26,780 --> 01:24:33,580
I shined because I was given that opportunity to approach the call center example that I gave you.
1455
01:24:34,140 --> 01:24:38,460
I told the leader, after I generated $2.25 million in less than six months,
1456
01:24:39,020 --> 01:24:42,220
when I went and said, I think I deserve, like, I want to raise,
1457
01:24:42,220 --> 01:24:45,180
I kind of ate times what you expected.
1458
01:24:45,180 --> 01:24:47,100
He fired me and told me, I don't think you're a good leader.
1459
01:24:47,100 --> 01:24:49,020
I don't think you know how to lead a call center.
1460
01:24:49,020 --> 01:24:51,900
Really, you expected $300,000, I did $2.25 million.
1461
01:24:52,860 --> 01:24:56,300
It was, yeah, we don't want to pay you because you're really good
1462
01:24:56,300 --> 01:24:57,820
and you're doing things that we don't like,
1463
01:24:57,820 --> 01:25:01,260
like sending the workers to a movie in the middle of work hours.
1464
01:25:01,900 --> 01:25:05,660
As you said earlier, it wasn't the fact that I was producing hand over fist,
1465
01:25:05,660 --> 01:25:06,860
what they expected.
1466
01:25:06,860 --> 01:25:10,460
It was, you're not doing it the way that we want you,
1467
01:25:10,460 --> 01:25:12,780
that is the standard cookie cutter way of doing it.
1468
01:25:12,780 --> 01:25:14,380
This is why people leave jobs right now,
1469
01:25:14,380 --> 01:25:17,660
because they're trying to find an environment where they don't hate it.
1470
01:25:18,300 --> 01:25:19,820
Sadly, that's the new standard.
1471
01:25:19,820 --> 01:25:22,220
Just, I need to work in an environment where I don't hate my job.
1472
01:25:23,260 --> 01:25:24,140
It's okay.
1473
01:25:24,140 --> 01:25:26,620
Not I love my job, not I'm inspired by it,
1474
01:25:26,620 --> 01:25:30,460
not I look forward to the work I do because I enjoy the people,
1475
01:25:30,460 --> 01:25:31,900
I enjoy the environment, I enjoy this.
1476
01:25:31,900 --> 01:25:33,580
But just not to hate it.
1477
01:25:34,220 --> 01:25:39,100
And this is why we've shifted from work very hard for 30 years
1478
01:25:39,100 --> 01:25:41,100
to get out and find the right fit.
1479
01:25:42,300 --> 01:25:45,980
So if people want to become that 10 to 20% of people
1480
01:25:45,980 --> 01:25:48,380
who actually love their job, enjoy their job,
1481
01:25:48,380 --> 01:25:52,140
how do they come in contact with you to make that happen?
1482
01:25:52,860 --> 01:25:55,100
I'm extremely active on LinkedIn, Josef Stetter,
1483
01:25:55,100 --> 01:25:57,820
but if you type my name, I am the resume whisperer,
1484
01:25:57,820 --> 01:25:59,580
I'm the corporate culturist.
1485
01:25:59,580 --> 01:26:03,100
Type my name in any social media, YouTube, Google,
1486
01:26:03,100 --> 01:26:06,140
I'm easily found and I'll respond to you
1487
01:26:06,140 --> 01:26:08,060
and kind of go from there in terms of conversation,
1488
01:26:08,700 --> 01:26:11,260
understand that if you're a job seeker,
1489
01:26:11,900 --> 01:26:13,420
yes, there's fees for my services,
1490
01:26:13,420 --> 01:26:16,780
but you're investing in getting where you want to get faster.
1491
01:26:17,340 --> 01:26:19,740
Because just like hiring a personal trainer for the gym,
1492
01:26:20,300 --> 01:26:22,700
I'm the guy that pushes you to do those five extra reps.
1493
01:26:22,700 --> 01:26:25,020
I'm the guy that points out nuances in your diet,
1494
01:26:25,020 --> 01:26:27,020
points out nuances in your behaviors
1495
01:26:27,580 --> 01:26:29,580
that have cost you opportunities before.
1496
01:26:30,220 --> 01:26:32,860
Josef, you've been very generous with wisdom
1497
01:26:32,860 --> 01:26:34,380
that you've offered and your time,
1498
01:26:34,380 --> 01:26:35,980
and I just really appreciate you sitting down
1499
01:26:35,980 --> 01:26:37,420
having a conversation with me today.
1500
01:26:38,060 --> 01:26:39,340
Thank you for your time.
1501
01:26:39,340 --> 01:26:47,340
Thanks Josef.
1502
01:27:03,340 --> 01:27:05,100
I'm a shepherd in a small village.
1503
01:27:05,660 --> 01:27:07,980
I'm responsible for all the villagers sheep.
1504
01:27:08,620 --> 01:27:10,620
There are so many of them.
1505
01:27:10,620 --> 01:27:12,300
I'm not exactly sure how many
1506
01:27:12,300 --> 01:27:15,100
because whenever I start to count them, I fall asleep.
1507
01:27:15,660 --> 01:27:18,620
Anyways, every day is so boring.
1508
01:27:18,620 --> 01:27:20,540
It's just me and the sheep.
1509
01:27:20,540 --> 01:27:22,620
Then a friend told me about lying.
1510
01:27:22,620 --> 01:27:25,660
I was so excited to try it out for myself.
1511
01:27:25,660 --> 01:27:27,580
I had this great idea.
1512
01:27:27,580 --> 01:27:30,460
I started shouting, wolf, wolf, help,
1513
01:27:30,460 --> 01:27:32,220
a wolf is after the flock.
1514
01:27:32,220 --> 01:27:33,660
And not too long after,
1515
01:27:33,660 --> 01:27:35,820
all the townspeople came to scare off the wolf.
1516
01:27:36,380 --> 01:27:38,620
Once they got there, I laughed and laughed
1517
01:27:38,620 --> 01:27:40,540
because there was no wolf.
1518
01:27:40,540 --> 01:27:41,500
I just made it up.
1519
01:27:42,060 --> 01:27:43,580
They said something and left.
1520
01:27:43,580 --> 01:27:44,700
Not sure what it was
1521
01:27:44,700 --> 01:27:47,020
since I couldn't hear them over my laughter.
1522
01:27:47,580 --> 01:27:50,700
The next day, it just so happened I got bored again.
1523
01:27:50,700 --> 01:27:52,140
So you know what I did?
1524
01:27:52,140 --> 01:27:54,700
I shouted, wolf, wolf, help,
1525
01:27:54,700 --> 01:27:56,940
there's wolves running off with the sheep.
1526
01:27:56,940 --> 01:28:00,460
And get this, the townspeople showed up again.
1527
01:28:00,460 --> 01:28:02,140
I fell on the ground.
1528
01:28:02,140 --> 01:28:03,820
I was laughing so hard.
1529
01:28:03,820 --> 01:28:05,580
You guys fell for it again.
1530
01:28:05,580 --> 01:28:07,100
I can't believe it.
1531
01:28:07,100 --> 01:28:10,220
They said whatever they said and left back to the village.
1532
01:28:10,220 --> 01:28:13,260
Between you and me, I can't wait for tomorrow
1533
01:28:13,260 --> 01:28:15,260
because I'm going to do it again.
1534
01:28:15,260 --> 01:28:18,060
Who could have guessed that lying is this much fun?
1535
01:28:18,060 --> 01:28:19,580
And the best part?
1536
01:28:19,580 --> 01:28:22,540
There are absolutely no negative repercussions.
1537
01:28:23,180 --> 01:28:23,980
Thanks, lying.
1538
01:28:24,700 --> 01:28:28,060
Lying, giving you peace today for chaos tomorrow.