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Original articles from Tom Kellum.
 
Interview Tips: Handling Objections
The best way to handle an objection is to anticipate and pre-handle it before it ever comes up. If that isn’t possible, then the best way to deal with an objection is to question it and then turn the objection into the very reason why your idea should be accepted.

Are You Job Hunting the Wrong Way?
Doing things the wrong way over and over won't get a better result. Consider these alternatives.

Tips for Responding to Your Strengths and Weaknesses
First, remember that your integrity is one of the most important qualities that the interviewer will be gauging. Therefore, only tell her or him things that are true and that people who know you would back up. Here are some suggestions that most hiring managers appreciate.

It's Time to Rethink the Hiring (and Job Hunting) Process - Part Two
Part one of this discussion explained how the present hiring process results in eliminating all but people who are looking to make a strictly lateral move. Many such hires are less than the best.

It's Time to Rethink the Hiring Process (and Job Hunting Too)
The hiring process has remained virtually static for 60+ years. Screeners use resumes to look for a reason to eliminate, rather than select the sender for further scrutiny.

Two Questions for Job Hunters
If you need or want to make a timely, successful career move, one of your contacts may know of a job opening that would be ideal for you. If you let your contacts know that you’d appreciate their help, most people will oblige.

Networking: Best Job Hunting Method Ever...or Overrated Tool?
You’ve no doubt heard or read that networking is the best way to get a job. Many self-described job hunting experts preach that the best jobs are never advertised, and that networking is how to get one of them. The people who promote networking rarely explain exactly how exactly you’re supposed to proceed to actually land one of those dream jobs via networking. It’s just assumed that everyone knows.

Quick Marketing Tips for Job Hunters
Focus your efforts and energy on getting interviews with hiring authorities. If your main focus is on getting a job, you might do something that cripples your chances of getting interviews—like filling out an application online or sending a resume—which will be screened by HR, regardless of whom you sent it to.

A Job Hunting Lesson From Trump vs. Hillary
This is about a critical difference between Trump’s campaign and Hillary’s that has nothing to do with voter registration, allegations of foreign attempts to interfere with the process or voter turnout on election day.

Resume Myths That Will Keep You Floundering
MYTH: “Your resume is your primary marketing tool, and it needs to include detailed information about dates, duties, titles, companies, and industries where you have been employed in the past — plus the year you graduated from college, and what you majored in, and if you omit anything, it makes you seem suspicious."

Networking: Best Job Hunting Method Ever...or Overrated Tool?
You’ve no doubt heard or read that networking is the best way to get a job. Many self-described job hunting experts preach that the best jobs are never advertised, and that networking is how to get one of them. The people who promote networking rarely explain exactly how exactly you’re supposed to proceed to actually land one of those dream jobs via networking. It’s just assumed that everyone knows.

Tips for Responding to Your Strengths & Weaknesses
After you’ve responded to questions about your current and prior employment, you might be asked to name your strengths and weaknesses. First, remember that your integrity is one of the most important qualities that the interviewer will be gauging.

Direct Mail Copy That Gets Job Interviews
Tired of hoping to win the Resume Lottery in order to generate interviews? There’s a long-proven formula used by direct mail marketers that you can adapt for use in generating interviews. Known as AIDA, it lets you get interviews based on factors that you can win on, rather than those that are commonly used to screen you out.

What Makes a Bestseller
Here’s what a champion does to close more sales and open more accounts. She or he has a strong sense of urgency and knows that it’s vital to motivate a prospective buyer to make a purchase TNT: Today, Not Tomorrow.

Tips & Pointers For The Three Kinds of Job Interviews You’re Most Likely To Have
When you meet with the hiring authority, she or he will be trying to gauge how you come across in three critical areas. Their most critical concern, whether verbalized or not, is: What can you do for me?

The Hidden Job Market: Fact or Myth?
You’ve no doubt heard that the best jobs are not advertised and are obtained by accessing the "hidden job market". Many resume writers, outplacement firms, career counselors, coaches, and networking groups all tout claims that a large percentage of the best jobs are in the so-called hidden job market, and that is where you should concentrate your job search efforts. Wait just a minute, though.

If You Aspire to be a Great Leader, Cultivate These Qualities
Abraham Lincoln is still a symbol of the best of America, and in 2008 historian Doris Kearns Goodwin listed the ten qualities that made Lincoln such a great leader as well as the qualities we should look for in our present leaders.

Timing: When to Do What in a Job Search
​Timing may not be everything, but in job hunting, some times are better than others.

Reality-Based Answers to Common Job Search Questions
Is it smarter to focus on landing a job or on getting interviews? Answer: Focus on getting interviews with someone that can hire you. If you focus mainly on getting a job, you might inadvertently do something that spoils your chances of getting interviews, e.g., sending a resume to HR.

Which Job-Hunting Method is Best For You?
Resumes tell, marketing letters sell. Save your resume and send it after interest has been expressed in you. An effective marketing letter has the additional advantage of pre-selling you, thus making it more likely that your interview will be mainly about chemistry, and less of an interrogation.

To Get a New Job Faster, You Don't Have To Be Lucky
Job hunting methods haven't changed in 30+ years. Most people send out resumes to job postings they find online and to recruiting firms. They also fill out applications online, maybe call some recruiters, ask friends and professional contacts about any openings that they may know of, and that's about it. Some people attend job fairs and others join networking groups. As time passes by, pressures may rise, and low-level panic may even set in. This isn't good. What's going on?

In Job Hunting, The Best Defense Is a Smart Offense
In job hunting, the hiring authority plays the role of prospective buyer, and job hunters play the role of seller. Therefore, a smart seller realizes that many, if not most, prospective buyers will likely have one or more objections to a proposal. No sale is likely until any and all objections are answered — to the prospect's satisfaction. Since the prospect has the power of the purse, a smart seller knows that, to the prospect, her or his objections must be taken seriously.

Why It’s Easier to Get Interviews During The Holidays
You may not get a job offer during the holiday season, but you might well get the next best thing: an invitation to meet with hiring authorities. Remember: Do not include a resume with your letter. Wait until you are contacted and if they ask you to send it, then do so at that time.

The Job Hunter's Code
Job hunting is a solvable marketing problem. It isn’t a resume problem or a matter of finding the right recruiter — nor the need to know an insider at the company where you wish to apply, though knowing an insider might be helpful by telling you who the hiring authority is.

Guts!: Job Hunting from the Inside Out
This is a revolutionary new way of thinking about and landing a new job. What is proposed is that, rather than conducting a job search from the perspective of a seller, you should approach the problem from the perspective of the buyer — i.e., the hiring authority.

Which Job-Hunting Method is Best For You?
Resumes tell, marketing letters sell. Save your resume and send it after interest has been expressed in you. An effective marketing letter has the additional advantage of pre-selling you, thus making it more likely that your interview will be mainly about chemistry, and less of an interrogation.

Don’t Send Another Resume Until You Read This
This isn’t a resume contents improvement article. Heaven knows you can find plenty of advice on that – all over the Web. For purposes of this cautionary advice, it doesn’t matter whether you have a professionally prepared resume or a standard one that you whipped up – because, as savvy job hunters know, employers use resumes mainly to screen you out, and not to find reasons to contact you for an invitation to an interview.

Resume Myths That Will Keep You Floundering
MYTH: “Your resume is your primary marketing tool, and it needs to include detailed information about dates, duties, titles, companies, and industries where you have been employed in the past — plus the year you graduated from college, and what you majored in, and if you omit anything, it makes you seem suspicious."

Your Secret Job-Search Weapon
You can differentiate your candidacy in a powerful way by having and communicating a USP — i.e., Unique Selling Proposition. In the context of reality-based job-hunting methods, what the hiring authority wants most is the result she or he will get because of your education, experience, and capabilities.

Your Most Valuable Job Qualification
Most job hunters could gain access to more job opportunities by marketing themselves directly to the hiring authority, keeping in mind that what might well influence them sufficiently to want to meet you is something that is almost never mentioned in job postings.

Direct Mail Copy That Gets Job Interviews
Tired of hoping to win the Resume Lottery in order to generate interviews? There’s a long-proven formula used by direct mail marketers that you can adapt for use in generating interviews. Known as AIDA, it lets you get interviews based on factors that you can win on, rather than those that are commonly used to screen you out.

Master the Sales Thing
Marketing involves a lot of sales. Sales is the most difficult job in most companies, especially the “eat what you kill” variety. But if you are cut out for it, you will most likely reap some serious rewards.

Timing: When to Do What in a Job Search
​Timing may not be everything, but in job hunting, some times are better than others.

Best of TZM: How To Circumvent Potential Screen-Out Issues
In today’s economy, job hunters often get screened out for reasons unrelated to their ability to handle the position they apply for. It can happen both before you get an interview and even after you get one — if you are fortunate to secure a meeting with the hiring authority.

How to Prevent HR 'Red Flags' from Derailing Your Job Search
My advice is that you will have a substantially higher likelihood of getting an interview if you make your first contact by sending a marketing letter directly to the hiring authority. Essentially, the idea is to make an offer to be of service to her or him by telling them that you can help them reach their business financial goals faster with the capabilities you can bring to the table as the result of your education and experience, and that you would be glad to come by one day soon for a brief visit to tell them more about your qualifications.

Resume Myths That Will Keep You Floundering
MYTH: “Your resume is your primary marketing tool, and it needs to include detailed information about dates, duties, titles, companies, and industries where you have been employed in the past — plus the year you graduated from college, and what you majored in, and if you omit anything, it makes you seem suspicious."

Pros and Cons of Various Job Hunting Methods
Resumes tell, marketing letters sell. Save your resume and send it after interest has been expressed in you. An effective marketing letter has the additional advantage of pre-selling you, thus making it more likely that your interview will be mainly about chemistry, and less of an interrogation.

How To Make You The Competition
If you need or want a new job and you want to differentiate yourself and stand OUT from the competition in an intelligent way, this article is meant for you. Even if all you want to do is make a lateral move. Most job hunters assume it will all come down to who has the most experience, the best accomplishments, education from the most prestigious college, etc. Those are often the deciding factors in who gets interviews, but not necessarily so.

Direct Mail Copy That Gets Job Interviews
Tired of hoping to win the Resume Lottery in order to generate interviews? There’s a long-proven formula used by direct mail marketers that you can adapt for use in generating interviews. Known as AIDA, it lets you get interviews based on factors that you can win on, rather than those that are commonly used to screen you out.

10 Tips and Pointers for Job Hunters
Contrary to what you may have heard, networking is not the fastest way to get a new job according to new research from the Federal Reserve Bank of St. Louis, which found that “those who use their network connections actually find jobs at a slower rate than the average job seeker. The most effective way is to directly contact potential employers.”

10 Resume Tips for Busy Job Seekers
Check out this quick and dirty, on-the-go list of resume tips from Tom Kellum. Here's just the first one: Assume that whoever reads your resume will do so with a skeptical, possibly cynical frame of mind and will rarely give you the benefit of the doubt.

10 Tips and Pointers for Job Hunters
Contrary to what you may have heard, networking is not the fastest way to get a new job according to new research from the Federal Reserve Bank of St. Louis, which found that “those who use their network connections actually find jobs at a slower rate than the average job seeker. The most effective way is to directly contact potential employers.”

Best of TZM: Get More Interviews in 2014
If you’ve been puzzled about why the resumes you’ve sent haven’t generated more interviews, this tip, known and used by direct response marketers, may be just what you need. It’s well known that HR only gives most resumes a very quick look before moving on to the next one, yet even if your resume gets to the hiring authority, you probably won’t get a response.

How To Circumvent Potential Screen-Out Issues
In today’s economy, job hunters often get screened out for reasons unrelated to their ability to handle the position they apply for. It can happen both before you get an interview and even after you get one — if you are fortunate to secure a meeting with the hiring authority.

Get More Interviews in 2014
If you’ve been puzzled about why the resumes you’ve sent haven’t generated more interviews, this tip, known and used by direct response marketers, may be just what you need. It’s well known that HR only gives most resumes a very quick look before moving on to the next one, yet even if your resume gets to the hiring authority, you probably won’t get a response.

Lessons from a Holiday Spoof
Whether you imbibed too many liberal libations of a 90-proof nerve tonic at a holiday party or simply need relief from holiday-induced headaches, strain or excruciating pain, friends, at the first sign of any of these symptoms, for goodness’ sake, this time take your TV’s advice — and you know, more and more televisions are recommending an amazing new psychic breakthrough: Dr. Goodbody’s Total Goodbody System.

A More Effective Appeal Than Experience or Accomplishments
Many job hunters believe that the most experienced applicants are who gets invitations to interview. Others believe that their accomplishments are the key to getting interviews. Sometimes either or both are right, but in my experience of helping people of all ages and backgrounds, those who consistently get interviews for the best positions base their appeal on something different than either of the above.

A Reality-Based Interview-Getting Strategy
At most companies, it only takes a quick glance at your resume to find a reason to screen yours out. Current job title/industry different than theirs, unemployment, self-employment, job hopping, short tenures etc.

Reality in Job Hunting
The #1 problem in job hunting is how to get interviews with someone that can hire you. To solve it, most people think you need to win the Resume Lottery, so they put a lot of effort into having what they hope will be a winning resume. Unfortunately, the result is nearly always a trip to Resume Jail. The hiring process has changed, and understanding how it’s different is the first reality we need to know about.

Tips from 25 Years as a Job-Hunting Consultant
Executive job hunting should be approached as a marketing problem. It’s not a resume problem or a networking problem. Nor is it simply a matter of finding a recruiter or search firm that isn’t all talk, no action.

10 Quick Resume Tips
Here are ten quick resume tips and pointers from a professional job hunting consultant.

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