JOB SEARCH TOOL KIT

Job Search Starter Tool Kit – Page 2

Table of Contents Introduction .............................................................................. 5 Phase 1: Personal Inventory ...................................................... 6 Position Assessment ..................................................................................................... 7 ―High Fives‖ ................................................................................................................ 10 General Interest Review ............................................................................................. 15 Soul Searching .............................................................................................................. 17 Dream Job .................................................................................................................... 19 Ideal Work Environment ........................................................................................... 20 Preferred Location ...................................................................................................... 23 Personal Inventory Summary .................................................................................... 25 Personal Inventory Snapshot ..................................................................................... 29 Financial Resources ..................................................................................................... 31 Additional Resources .................................................................................................. 34

Phase 2: Establishing Direction .............................................. 35 Ideal Job Brainstorm ................................................................................................... 35 Evaluating Work .......................................................................................................... 36 Marketing Plan ............................................................................................................. 38 Career Goal Creation .................................................................................................. 40 Career Goal Checklist ................................................................................................. 41 Action Plan ................................................................................................................... 42 Networking ................................................................................................................... 43 Top Ten Networking Tips ......................................................................................... 45

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Job Search Starter Tool Kit – Page 3

Networking: Sample Interview Questions ............................................................... 47 Additional Resources .................................................................................................. 48

Phase 3: Active Search ............................................................ 49 Resume: Achievement Inventory .............................................................................. 50 Resume Sound Bites ................................................................................................... 53 Resume Power Verbs .................................................................................................. 54 Resume Overview ....................................................................................................... 55 Resume Building .......................................................................................................... 56 Resume Checklist ........................................................................................................ 61 Top Ten Resume Tips ................................................................................................ 63 Reference Sheet Drafting ........................................................................................... 64 Q-Letter Example........................................................................................................ 65 Q-Letter Outline .......................................................................................................... 66 Phone Interview Tips.................................................................................................. 67 Interview Timeline ...................................................................................................... 68 In Person: Strengths .................................................................................................... 70 In Person: Weaknesses ............................................................................................... 71 30 Second Commercial Examples ............................................................................ 72 30 Second Commercial Drafting ............................................................................... 73 Sample Behavioral Interview Questions .................................................................. 74 Common Interview Questions .................................................................................. 80 Body Language Basics................................................................................................. 82 Top Ten Interview Tips ............................................................................................. 83 Practice Interview Checklist ....................................................................................... 84

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Job Search Starter Tool Kit – Page 4

Job Search Tracking .................................................................................................... 85 Evaluating Work .......................................................................................................... 86 Job Comparison Chart ................................................................................................ 87 Monthly Career Plan Checklist .................................................................................. 90 Recommended Reading .............................................................................................. 91

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Job Search Starter Tool Kit – Page 5

Introduction Career management is an ongoing journey. Like any major undertaking in life, this activity should not be left to chance. In order to find the right path and ensure that it remains the right path, you must have discipline and be willing to exert the necessary efforts. Without those efforts, you may end up fulfilling someone else‘s dream – not your own – and find that you have wasted a significant opportunity to lead a more successful and fulfilled life. Keep in mind that your career does not exist in a vacuum. Happiness is derived from your numerous and varied life experiences. For a significant number of years, you will spend the majority of your waking hours at your chosen job. But, at the end of your days, it alone is not what will provide you with total personal satisfaction. Long-term personal satisfaction is achieved by living your life to the fullest. This requires creating congruence among the most important aspects of your life. Our process involves three specific ongoing steps. First, you must take a look inward and discover what you like to do and what is important to you. The pieces of your Personal Inventory, which cover aspects of your professional and personal life, will fit together to help you visualize the type of career path you want to take. After your personal inventory puzzle is compiled, you must focus on Establishing Direction for your career and managing that direction. Don‘t just imagine a career that will be more in line with your dreams. Learn how to create your perfect role and implement a plan with specific objectives and timelines that will help you find that role. When you know what you want and have determined what path you need to follow to get there, become an expert at the things that are required for a successful Active Search. Marketing yourself successfully on paper and in person are essential skills that you will utilize throughout your life. Don‘t underestimate the power of doing something well versus doing something average and the effect it will ultimately have on the end result.

Copyright 2011: The Jacobson Group

Job Search Starter Tool Kit – Page 6

PHASE 1: PERSONAL INVENTORY To successfully plan for the future, you need to look at the present and the past to find out what is important to you and to ensure that all your future decisions build upon your past experiences. During the personal inventory phase, follow our process to evaluate eight areas of your professional and personal life: past positions, fulfilling life events, general interests, passions, dream jobs, preferred work environments, where you want to live and financial goals. These are the pieces of a puzzle that, when put together, will help you create a clearer picture of where you want to go. This snapshot can then be used as your barometer to determine and evaluate potential career changes. Although it is understood that you may have other family members that factor into your decision-making process, it is recommended that you complete this process alone, using your own feelings to chart your course. The objective is to discover what you are about in order to help map a career path that will be satisfying and rewarding. Once you have established your inventory, you can share it with those that are important in your life. Remember that you are changing every day. It is recommended that you conduct an updated personal inventory every year so that it reflects your true direction. Give yourself permission to change and evolve. That will ultimately lead you to greater success and satisfaction.

Copyright 2011: The Jacobson Group

Job Search Starter Tool Kit – Page 7

Phase 1: Personal Inventory Position Assessment To help you find the career that is the most satisfying to you, you need to look back at positions you have held in the past to determine what you enjoyed doing. Make copies of this sheet as necessary to complete for every significant position you have held. If you have held multiple positions within a company, list each position separately. Position: Company: Dates of Employment: Duties: Things you like doing and are proficient at

Things you like doing, but are not proficient at

Things you are proficient at, but dislike doing

Things you completely dislike doing and are not proficient at

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Job Search Tool Kit – Page 8

Position Assessment Summary Review all the position assessments you completed. Combine your answers below. If necessary, use an additional sheet of paper to continue your list. Things You Like Doing and Are Proficient At (These are your transferable skills that you want to continue using.) 1) 2) 3) 4) 5) 6) 7) 8) 9) 10) 11) 12) 13) 14) 15) 16) 17) 18) 19) 20) Things You Like Doing, but Are Not Proficient At (These are skills that you may not currently have that you want to develop.) 1) 2) 3) 4) 5) 6) 7)

Job Search Starter Tool Kit – Page 9

8) 9) 10) 11) 12) 13) 14) 15) 16) 17) 18) 19) 20) Things You Completely Dislike Doing and Are Either Proficient or Not Proficient At (These are skills that you don‘t want to use.) 1) 2) 3) 4) 5) 6) 7) 8) 9) 10) 11) 12) 13) 14) 15) 16) 17) 18) 19)

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Job Search Starter Tool Kit – Page 10

20) Now, review the combined lists you created and narrow them down to the Top 10 in each category. Position Assessment Top 10 Activities Lists Like; Proficient At

Like; Not Proficient At

Dislike

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Put the above Top 10 lists in order of priority, combining the two ―Like‖ lists during the process. For each ―Like‖ item, put a ―P‖ in the column to the right if you are already proficient at it or an ―N‖ if you are not proficient at it. Position Assessment Top 10 Activities Lists – Priority Order Like/Continue

Dislike/Discontinue

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Job Search Starter Tool Kit – Page 11

“High Fives” Identify up to ten fulfilling events, projects, roles, jobs or functions that you enjoyed doing, feel you did well, feel proud of and felt a sense of intense satisfaction from. The list should include things that you enjoyed from beginning to end – not just things that gave you fulfillment at the end. Choose things that come from any part of your life at any time in your life, not just your current professional life. For each event, notate why it was fulfilling and list those activities that were associated with the event that you enjoyed doing. Event 1: Why was it fulfilling? Associated activities:

Event 2: Why was it fulfilling? Associated activities:

Event 3: Why was it fulfilling? Associated activities:

Event 4: Why was it fulfilling? Associated activities:

Event 5: Why was it fulfilling? Associated activities:

Event 6: Why was it fulfilling? Associated activities:

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Job Search Starter Tool Kit – Page 12

Event 7: Why was it fulfilling? Associated activities:

Event 8: Why was it fulfilling? Associated activities:

Event 9: Why was it fulfilling? Associated activities:

Event 10: Why was it fulfilling? Associated activities:

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Job Search Starter Tool Kit – Page 13

“High Fives” Summary Review what you have just written and list the activities that were associated with your ten most fulfilling events. If necessary, use an additional sheet of paper to continue your list. Activities Associated With Your “High Fives” 1) 2) 3) 4) 5) 6) 7) 8) 9) 10) 11) 12) 13) 14) 15) 16) 17) 18) 19) 20) Review the list of activities you created and narrow it down to the Top 10 activities that you enjoy doing most. “High Fives” Top 10 Activities List 1) 2) 3) 4) 5)

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Job Search Starter Tool Kit – Page 14

6) 7) 8) 9) 10) Put your Top 10 list in order of priority. For each activity, put a ―P‖ in the column to the right if you are already proficient at it or an ―N‖ if you are not proficient at it. “High Fives” Top 10 Activities List – Priority Order

P/N

1) 2) 3) 4) 5) 6) 7) 8) 9) 10)

Copyright 2011: The Jacobson Group

Job Search Starter Tool Kit – Page 15

General Interest Review First, circle all the words or phrases below that are interesting, enjoyable or appealing to you. You may circle all, some or none on each line. Then, check the ten lines that are most appealing to you. ___ A) Investigate, explore, study, perceive, evaluate, assess, examine ___ B) Interpret, clarify, understand, depict, direct ___ C) Solve, trouble-shoot, improve, critique, re-direct, redesign, restructure ___ D) Standardize, coordinate, organize, develop procedures ___ E) Strategize long-term, strategize short-term, predict, set goals ___ F) Manage, supervise, control, direct, administer, delegate, budget ___ G) Lead, guide, oversee, encourage, inspire ___ H) Decide, judge, select, choose under pressure, mediate ___ J) Persist, persevere, show tenacity, tie up all loose ends ___ K) Mentor, teach, coach, counsel constructively, help others grow ___ L) Innovate, invent, change, develop, devise, break with convention ___ M) Imagine, visualize, conceptualize, create ___ N) Synthesize, adapt, bring together with imagination ___ O) Write creatively, draw, sketch, sculpture, paint, design ___ P) Empathize, understand the needs and feelings of others, relate to issues/concerns of others ___ Q) Listen actively; understand the message another is delivering ___ R) Write clearly, creatively, concisely and effectively ___ S) Speak clearly, creatively, concisely and effectively ___ T) Persuade, convince, influence, overcome opposition, sell ___ U) Negotiate, meditate, intervene, resolve differences ___ V) Take the initiative, be among the first to do or try ___ W) Be flexible, be adaptable, go with the flow ___ X) Work well with a team, be a team player when necessary ___ Y) Assemble, build, prepare, fabricate, rebuild, install, customize ___ Z) Operate, run, maintain, fix

Copyright 2011: The Jacobson Group

Job Search Starter Tool Kit – Page 16

General Interest Review Summary Review the ten lines that you marked. Record which five lines are the most important to you, making a specific note of the activities that are the most appealing to you. Line Letter

Appealing Activities

Most important: 2nd most important: 3rd most important: 4th most important: 5th most important: Now, review the list of appealing activities that you listed above. Circle the ten activities that are the most appealing to you. Transfer those activities to the list below, ranking them in their order of importance. For each activity, put a ―P‖ in the column to the right if you are already proficient at it or an ―N‖ if you are not proficient at it. General Interest Review Top 10 Activities List – Priority Order

P/N

1) 2) 3) 4) 5) 6) 7) 8) 9) 10)

Copyright 2011: The Jacobson Group

Job Search Starter Tool Kit – Page 17

Soul Searching Having a balanced, congruous life is critical to long-term professional and personal success and fulfillment. As you consider new career paths, you need to understand your personal goals and passions to ensure that decisions made in one segment of your life are in sync with things you value in another segment. Below list 15 things that describe your deepest personal goals and/or strongest felt passions. These can be related to your family, faith, career, the world – anything! The sky is the limit on your choices. Your listing can include things you already have, things you want to maintain or enhance, or things that you are striving to accomplish. Some examples might include financial security, more spirituality or greater connection to your significant other. Top 15 Deepest Personal Goals or Passions 1) 2) 3) 4) 5) 6) 7) 8) 9) 10) 11) 12) 13) 14) 15) Review the list you just completed. If you knew that you only had five years left to live, which five would be the most important to you? Mark off the ten that are least important.

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Job Search Starter Tool Kit – Page 18

Soul Searching Summary Below rewrite your Top 5 list in order of significance. Top 5 Personal Priorities – Priority Order 1) 2) 3) 4) 5)

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Job Search Starter Tool Kit – Page 19

Dream Job It is time to daydream. Take a few moments to think about your work fantasies. Forget about reality and obstacles. Don‘t limit yourself in any way – you have no financial responsibilities and no education, training or other limitations exist. Visualize careers that intrigue you and think about what most appeals to you about those jobs. Fantasy Career

Appealing Elements

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Job Search Starter Tool Kit – Page 20

Ideal Work Environment The type of work environment that you are exposed to has a great deal to do with your personal satisfaction and success in a particular role. Reflect on your past work environments and the characteristics that aided in your enjoyment and productivity, as well as those that hindered it. Examples of characteristics include working alone/team work; competitive/cooperative; work mostly with people/work mostly with data or things; variety/regular routines; well-defined goals/loosely-defined goals; short-term projects/long-term projects; predictable/unpredictable; fast pace/slow pace; desk work/non-desk work; formal/informal; travel/no travel; and support role/leadership role. Environment 1: Positive Characteristics: Negative Characteristics:

Environment 2: Positive Characteristics: Negative Characteristics:

Environment 3: Positive Characteristics: Negative Characteristics:

Environment 4: Positive Characteristics: Negative Characteristics:

Environment 5: Positive Characteristics: Negative Characteristics:

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Job Search Starter Tool Kit – Page 21

Environment 6: Positive Characteristics: Negative Characteristics:

Environment 7: Positive Characteristics: Negative Characteristics: Environment 8: Positive Characteristics: Negative Characteristics:

Environment 9: Positive Characteristics: Negative Characteristics:

Environment 10: Positive Characteristics: Negative Characteristics:

Copyright 2011: The Jacobson Group

Job Search Starter Tool Kit – Page 22

Ideal Work Environment Summary Combine your answers to the characteristics associated with your most conducive work environments/the things you want to have. If necessary, use an additional sheet of paper. Positive Work Environment Characteristics 1) 2) 3) 4) 5) 6) 7) 8) 9) 10) 11) 12) 13) 14) 15) 16) 17) 18) 19) 20) Combine your answers to the characteristics associated with your most inhibitive work environments/the things you don‘t want to have. If necessary, use an additional sheet of paper to continue your list. Negative Work Environment Characteristics 1) 2) 3) 4) 5)

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Job Search Starter Tool Kit – Page 23

6) 7) 8) 9) 10) 11) 12) 13) 14) 15) 16) 17) 18) 19) 20) Narrow the above two lists to the Top 5 characteristics you want and don‘t want. Work Environment Top 5 Characteristics Lists Things You Want

Things You Don’t Want

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Now that you have your Top 5 list compiled, rearrange the characteristics in order of priority. Work Environment Top 5 Characteristics Lists – Priority Order Things You Want

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Job Search Starter Tool Kit – Page 24

Preferred Location Where you reside can have a significant impact on your career and life happiness. Many times, being open to relocation will increase your chances of finding that perfect opportunity. As you see your career continuing to evolve, where do you want to or where would you consider living? Take some time to determine where your preferred locations are. If you haven‘t really considered living in other places, below are some elements you should consider when determining your options; fill out your preferences in regards to these elements in order to better choose your preferred locations. Location Elements Size of City Climate Geography City/Rural Cost of Living Educational Offerings Religious Offerings Healthcare Offerings Recreational Activities Cultural Activities Transportation Options Distance to Family In priority order, list the Top 5 places you would like to live. List no more than five. Top 5 Preferred Locations List – Priority Order 1) 2) 3) 4) 5)

Copyright 2011: The Jacobson Group

Job Search Starter Tool Kit – Page 25

Personal Inventory Summary The previous exercises have helped you create lists of activities you like and dislike, life priorities, dream jobs, work environment characteristics you want and don‘t want to have, and preferred locations. It is important to have a grasp of these elements so you can incorporate them or avoid them in your next job. Activities/Skills You Want to Use/Develop First, combine the following lists into one master list on the next page: Position Assessment Top 10 ―Like/Continue‖ Activities List – Priority Order, ―High Fives‖ Top 10 Activities List – Priority Order, and General Interest Review Top 10 Activities List – Priority Order. As you transfer these lists, make sure that you still feel the same way about the activities you originally listed. Additionally, delete any duplicates. For each activity, remember to transfer the ―P‖ or ―N‖ for proficient or not proficient from your original list. Activities/Skills You Want to Use/Develop

P/N

1) 2) 3) 4) 5) 6) 7) 8) 9) 10) 11) 12) 13) 14) 15) 16) 17) 18) 19) 20) 21)

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Job Search Starter Tool Kit – Page 26

22) 23) 24) 25) 26) 27) 28) 29) 30) Now, narrow your comprehensive list of activities/skills you want to use/develop, down to the ten activities you enjoy most. Again, remember to transfer the ―P‖ or ―N‖ for proficient or not proficient. Top 10 Activities/Skills You Want to Use/Develop

P/N

1) 2) 3) 4) 5) 6) 7) 8) 9) 10) Activities/Skills You Want to Avoid Next, transfer the Position Assessment Top 10 ―Dislike/Discontinue‖ Activities List – Priority Order to the space provided below. As you transfer this list, make sure that you still feel the same way about the activities you originally listed. Top 10 Activities/Skills You Want to Avoid 1) 2) 3) 4)

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Job Search Starter Tool Kit – Page 27

5) 6) 7) 8) 9) 10) Now, narrow that list of activities/skills you want to avoid down to the five activities you dislike the most. Top 5 Activities/Skills You Want to Avoid 1) 2) 3) 4) 5) Personal Priorities Review the Top 5 Personal Priorities List – Priority Order created during the soul searching activity. Transfer that list to the space provided below. As you do this, make sure that you still feel the same way about the priorities you originally listed. Top 5 Personal Priorities 1) 2) 3) 4) 5) Dream Jobs Next, refer back to the five fantasy careers you listed in the dream job activity. Rewrite your list of dream jobs below. Again, as you transfer this list, make sure that you still feel the same way about the jobs you originally listed. Top 5 Dream Jobs 1)

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Job Search Starter Tool Kit – Page 28

2) 3) 4) 5) Work Environment Characteristics Now look back at your Work Environment Top 5 Characteristics Lists – Priority Order. Rewrite those lists below. As you transfer the lists, make sure that you still feel the same way about the characteristics you originally listed. Top 5 Work Environment Characteristics You Want 1) 2) 3) 4) 5) Top 5 Work Environment Characteristics You Don’t Want 1) 2) 3) 4) 5) Preferred Locations Next, return to your Top 5 Preferred Locations List – Priority Order. Transfer that list to the space provided below. As you rewrite each location, make sure that you still feel that you would be happy and comfortable living there. Top 5 Preferred Locations 1) 2) 3) 4) 5)

Copyright 2011: The Jacobson Group

Job Search Starter Tool Kit – Page 29

Personal Inventory Snapshot The previous section allowed you to review the lists you created during various personal inventory activities, gave you a reflection period to double check that all the items on those lists were things you felt strongly about and, in some cases, had you narrow your lists even more to obtain a greater focus. The personal inventory summary helped you create the pieces of your personal inventory snapshot. Your personal inventory snapshot is on the next page. Transfer the following lists that you created in the personal inventory summary to their corresponding puzzle piece on your Snapshot: Top 10 Activities/Skills You Want to Use/Develop; Top 5 Activities/Skills You Want to Avoid; Top 5 Personal Priorities; Top 5 Dream Jobs; Top 5 Work Environment Characteristics You Want; Top 5 Work Environment Characteristics You Don‘t Want; and Top 5 Preferred Locations. Your completed personal inventory snapshot is a picture of all the pieces that are most important for you to include or to avoid in a career. You will use it in the future to evaluate ideal career opportunities and real job offers.

Copyright 2011: The Jacobson Group

Job Search Tool Kit – Page 30

Personal Inventory Snapshot ACTIVITIES/SKILLS TO USE/DEVELOP 1)

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WORK ENVIRONMENT CHARACTERISTICS

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Personal Inventory Financial Resources Before you make any major change in your life, you need to consider how your financial situation factors into the decision-making process. What does money mean to you and your family? How much is enough? These are very personal determinations you need to make and be aware of. During this phase of your personal inventory, you will get a better understanding of what money means to you and what type of resources you need and have. Depending on the type of job search you are involved in, you may only need to have an understanding of how much you need to make or want to make to lead you to an appropriate decision regarding a new job. Or, if you are currently not working or want to take a break from what you are doing before you start something new, you may need to determine what your current financial resources are and how long they can tide you over until you find the perfect job. If you haven‘t done so recently, it is a good idea to calculate your current total expenses. The budget worksheet on the following page may help you accomplish this. For each item, consider what your current expense is and then assess it to make sure you are comfortable living within that amount. Total each column and put those amounts at the bottom of the worksheet. If there are other financial stakeholders in your life, make sure you review this with them to ensure that it covers all possible situations.

Job Search Starter Tool Kit – Page 32

Personal Inventory Financial Resources CURRENT HOUSEHOLD BUDGET Monthly $$ Annual $$ $$ Needed

$$ Wanted

Transportation Payment 1 Payment 2 Insurance Gas Maintenance Other Housing Rent/Mortgage Taxes Insurance Utilities: Electric Utilities: Gas Utilities: Water Utilities: Phone Utilities: Internet Utilities: Cable/Satellite Other Living Groceries Household Personal Care Childcare Education Health Club Medical Expenses Health Insurance Clothing Dining Out Entertainment Travel Other Debt Credit Cards Other Financial Resources Savings Other TOTALS

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Job Search Starter Tool Kit – Page 33

Financial Resources Now that you have an idea of your current expenses and your comfort range, just how much household ―after tax money‖ is necessary on an annual basis? Determine this based upon your assessment of how much you NEED and how much you WANT. Unless you choose to eliminate or reduce existing budgeted items, your final outcome should be greater than your NEED. Desired Annual Household Income (A) $_______ Now that you have an idea of how much disposable cash you need, take into consideration the impact of taxes on the amount of money you need to earn to enjoy your desired lifestyle. To get a ballpark estimate on the amount of cash you need prior to taxes, take a look at your tax returns from last year. Write down your combined gross income below. Total Combined Gross Income Last Year (B) $_______ Then total up the amount you paid in federal, state, and local taxes, and write it below. Total Combined Household Tax Liability Last Year (C) $_______ Calculate your overall tax rate by dividing your tax liability (C) by your gross income (B). Tax Liability (C )/ Gross Income (B) = Ballpark Tax Rate Percentage (D) ___% To factor in the impact your taxes have on the amount of money your household needs to earn to generate your desired annual household cash flow, increase the desired annual household cash flow (A) by your ballpark tax rate percentage (D) with a ―1‖ in front of it. Household Cash Flow (A) X 1.Ballpark Tax Rate Percentage (D) = Required Annual Household Income (E) $_______ In order to determine how much YOU need to make to meet your needs, deduct any income that comes from other sources (working spouse/partner, alimony, etc.) from the required annual household income (E). This is your personal target income. PERSONAL TARGET INCOME $______________

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Job Search Starter Tool Kit – Page 34

Additional Resources Analyze My Career allows you to analyze all dimensions of career choices, including aptitude tests to identify your aptitude ability in numerous skills, occupational interest assessments to discover your career interests and personality tests to unveil your true personality type. www.analyzemycareer.com Career Advancement Test evaluates your drive and initiative, your ability to take on more responsibility and your reaction to challenges. The results will provide you with information on your strengths, potential strengths and limitations, allowing you to develop a career plan to set yourself on the right path to success. www.queendom.com/tests/career/index.html Entrepreneurial Profiles in Small Business Test will help you obtain your business type description, your strong and weak points, an indication of the business types that are most favorable for partnering with you and a list of the most typical successful businesses for your profile. www.humanmetrics.com Jung Typology Test classifies people using four criteria – Extroversion/Introversion; Sensing/Intuition; Thinking/Feeling; and Judging/Perceiving. Your type formula, strength of preferences and type description will help you to identify your general life style and your style in certain fields of activity. www.humanmetrics.com

Management Style Test helps you determine how you can become a better manager. Management is a

careful balance of priority, knowledge and personality. This test allows you to determine what kind of manager you are and what you need to work on to become a more successful manager. www.queendom.com/tests/career/index.html MAPP – Motivational Appraisal of Personal Potential – reveals the real you: your natural motivations, interests and talents for work. www.wetfeet.com/research/assessment.asp Monster Careers: How to Land the Job of Your Life guides you on how to successfully find a job or change careers. Written by Jeff Taylor, this book is available from Penguin Group. What Color Is Your Parachute guides you on how to successfully find a job or change careers. Written by Robert Nelson Bolles, this book is available from Ten Speed Press.

Copyright 2011: The Jacobson Group

Job Search Starter Tool Kit – Page 35

PHASE 2: ESTABLISHING DIRECTION Now that you have a clearer picture of the significant pieces of your life and how they all fit together as they relate to your professional life, it is time to put things in motion. During this phase you will begin to identify potential jobs you would like to consider pursuing, research their viability and evaluate them against your personal inventory snapshot. This simple process can be repeated over and over again throughout your work life as you evaluate new opportunities.

Ideal Job Brainstorm Based upon all of the work you have done, what type of position might you find invigorating to pursue? It can be in your same industry or in a different industry. Your ideal position should be one in which you are happy, challenged and utilizing your abilities to their fullest. Use a blank sheet of paper to brainstorm different ideas. Don‘t forget to include your dream jobs from your personal inventory snapshot; if you don‘t evaluate those now; you‘ll regret it later on. Put it aside for a day and review. From this list, start with your top three ideal jobs and list them below. If one of these does not turn out to be viable, delete it from your list and begin this process with another. Ideal Job 1: Description:

Ideal Job 2: Description:

Ideal Job 3: Description:

Job Search Starter Tool Kit – Page 36

Evaluating Work Use your personal inventory snapshot as a guide to evaluate whether or not work opportunities are a fit for you. Don‘t fool yourself. You have gone through a process of creating a list of criteria that are important to you when it comes down to evaluating career choices. Make sure you are honestly evaluating each position. If you don‘t, the only one you are cheating is you. Make copies of the chart on the next page and use it to evaluate your current line of work, as well as the three ideal jobs you just identified. Your personal inventory snapshot will serve as the criteria. Rate each criterion as good, fair, poor or don‘t know for each individual job and place in the appropriate column. For example, if one of the items on your personal inventory snapshot is ―collaborative team environment‖ and during your assessment you find that the position you are evaluating is not conducive to teamwork, write ―collaborative team environment‖ under the poor column. We don‘t live in a perfect world and the chances of you getting everything to line up in the good column are slim. However, the closer you get to that, the greater the likelihood that your career choice will be satisfying and mesh well with your personal goals.

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Job Search Starter Tool Kit – Page 37

Job: Personal Inventory Snapshot Evaluation Good

Fair

Poor

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Are you aware of any limitations that would prevent you from obtaining or cause you to struggle in obtaining or succeeding in this position? If so, examine those potential issues and determine a way to overcome them. If the limitations do not have workable solutions, you will probably want to move past that idea and onto another. The whole idea behind this evaluation process is to thoroughly qualify positions that you are going to pursue to ensure that you can be successful and that they will provide you with the fulfillment you deserve. Possible Limitations

Solutions

1) 2) 3) 4) 5)

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Job Search Starter Tool Kit – Page 38

Marketing Plan Now that you have chosen your top three possible options, it is time to get yourself organized to adequately assess each and determine which one fits you best. Until you have fully assessed each option, you can‘t make that determination. If you have chosen to explore a new career path, you must gather and evaluate information on the new career option you are considering. Your research should be conducted through a variety of methods, including traditional research (internet, library, etc.) and informational networking interviews. Market research would include information on industry size, market leaders, industry trends, and other important variables that will help you make a more informed assessment. You will know you have been successful when you feel you have gathered enough information and spoken to enough people about each of your options that you can adequately assess how well this particular path matches your personal inventory snapshot. Ideal Job 1

Ideal Job 2

Ideal Job 3

Industry Position Strengths You Bring

Weaknesses You Have

Opportunities for You

Threats for You 1) Top 10 Target Companies and Target Contacts for Each

2) 3) 4) 5)

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Job Search Starter Tool Kit – Page 39

6) 7) 8) 9) 10) Other Information Sources (newspapers, websites, associations) Agencies or Search Firms Other Means

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Job Search Starter Tool Kit – Page 40

Career Goal Creation Regardless of whether you are seeking a new career or are happy in your current position, the creation of goals is critical. It has been said that unless it is in writing, a goal is just a dream. Time goes by quickly and before you know it, life has passed you by. Based upon your research and marketing plan activities, take some time to identify key short-term and mid to long-term goals. Short-term Goals (3-12 months) What?

When?

1) __________________________________________

_________

2) __________________________________________

_________

3) __________________________________________

_________

4) __________________________________________

_________

5) __________________________________________

_________

6) __________________________________________

_________

7) __________________________________________

_________

8) __________________________________________

_________

9) __________________________________________

_________

Mid to Long-term Goals (1+ year) What?

When?

1) __________________________________________

_________

2) __________________________________________

_________

3) __________________________________________

_________

4) __________________________________________

_________

5) __________________________________________

_________

6) __________________________________________

_________

7) __________________________________________

_________

8) __________________________________________

_________

9) __________________________________________

_________

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Job Search Starter Tool Kit – Page 41

Career Goal Checklist 

Do your goals challenge you?



Are your goals specific? Remember there should be no question when it comes to whether or not you completed your goal.



Are you goals measurable? Your goals should be concrete with a clear objective and you should be able to measure your progress towards their attainment.



Are your goals achievable? Your goals should be reasonable. Don‘t set yourself up for failure.



Are your goals realistic? Be honest; do you truly think the goal can be accomplished.



Do your goals have deadlines? A sense of urgency gives you a reason to take action today.



Are your goals written down? You are more likely to accomplish them if you write them out; it is like making a contract with yourself.



Are your goals in a place where you will see them every day? This reminder will help you stay on task.



Have you shared your goals with family, friends, mentors or co-workers? They may be able to help you achieve your goals. Plus, everyone can use some encouragement.

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Job Search Starter Tool Kit – Page 42

Action Plan Now develop specific action plans to break down each of your goals and accomplish them in a timely fashion. Make copies of this sheet as needed. Goal:

Today’s Date:

Steps

Due Date:

Due

Completed

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Job Search Starter Tool Kit – Page 43

Networking How do I network? Who do I network with? Does networking really work? Along with sweaty palms, these are questions that are asked whenever the concept of networking is brought up. The whole idea behind any type of networking is to enlist the help of others in your quest. Whether it is to explore new avenues or enhance your current situation, other people can and will help you, but you have to ask. Any successful person will tell you that he/she got to where he/she is today through not only hard work, but also through continual networking. Creating Your Network Those that you network with can come from anywhere. Depending on the situation – general research, job search or just making new contacts – you may draw from a variety of sources. Compile a list of everyone you know: business professionals, friends, family, current and past co-workers, professional and civic organizations, schools you attended, your social life, and clients. Don‘t restrict your list; you never know who could be a link to the CEO of your dream employer. At any time, you should have a minimum of 100 contacts on your list. Keep your list updated with current contact information and notes of previous conversations. Networking – To research a job/career path These types of networking interviews are designed to help you gather information and exposure to a new field/position that interests you, not necessarily get you a job. As you take a look at potential new careers, what better way to find out about the field than speaking with individuals that have first-hand knowledge.  Compile a list of contacts that are involved in or have knowledge of the field/position you are exploring.  Plan your meeting agenda. Know what it is you wish to accomplish when entering the meeting. Don‘t waste your contact‘s time. You want to build bridges, not burn them.  Schedule meetings. Call your contacts to set up a brief meeting. Explain that the purpose of your meeting is to gather information and get advice; make it clear that you are not looking for a job. Ask for 20 minutes and keep it to that. The best meetings take place at their work places because you can learn much more about the organization. Just in case your phone call turns into your informational meeting, be prepared to ask the questions you want answers to.  Present your best. Remember you are not there for a job interview; enjoy yourself. Walk into the meeting with confidence, a positive attitude and energy. Make it clear that you are there to learn; professionals love to share their industry knowledge. Make sure you have an organized format; build rapport; present your situation; ask your questions; get additional referrals; and thank them profusely.  Follow up. Send a note to thank them and let your contacts know how much you appreciated their time and insights. Networking – When you are content in your current job No one likes someone who just comes around when they are in need of something. Network before you need to in order to build up your contact list and hone your relationships.  Join an industry-specific association.  Volunteer in your community.

Copyright 2011: The Jacobson Group

Job Search Starter Tool Kit – Page 44



Keep in touch with contacts.

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Job Search Starter Tool Kit – Page 45

Networking – To advance within your current organization Your small target audience is with you 40 hours per week: your co-workers and bosses. In this respect it is easier, because you can network everyday; however you must also realize that you are on stage everyday and must never let your guard down.  Stand out. Show up early and leave late; join committees; and be confident in your work.  Show initiative. Successful professionals reach the top by leading, not following.  Hob-knob with leaders. Show interest in your work, and look to your boss for information.  Dress to impress. Networking – To find a job Networking while in an active job search is more structured, because you have a specific immediate goal. Even if you need to find a job, don‘t get networking confused with job searching. Networking is meeting new people who are able to give you advice and guidance, not necessarily a job.  Compile a list of contacts that are involved in or have knowledge of the field/position you are exploring.  Compile a list of approximately ten organizations that you would like to work for.  Be well-versed on your 30-second commercial so you can clearly communicate what type of position you are looking for. This sales pitch should introduce your ―business‖ self to your contacts.  Plan your meeting agendas. Know what it is you wish to accomplish when entering the meeting. Don‘t waste your contacts‘ time. You want to build bridges, not burn them.  Schedule meetings. Call your contacts to set up brief meetings. Before picking up the phone, jot down notes regarding what you want to say. Be professional and polite.  As you meet contacts, find out whom they may know inside the list of ten organizations you would like to work for. If the referrer can provide you with a personal introduction to someone inside that organization, it is a much more powerful way to start a relationship.  Present your best. Remember you are not there for a job interview; enjoy yourself. Walk into the meeting with confidence, a positive attitude and energy. Make it clear that you are there to learn; professionals love to share their industry knowledge.  Follow up. Send a note to let your contacts know how much you appreciated their time and insights. Top 10 Networking Tips 1. Always have your business cards with you: you never know when you might need them. 2. Create a 30-second introduction that describes who you are and what you do. Consider tailoring an introduction for each situation you may encounter. 3. Have a few never-fail conversation starters prepared.  Where did you go to college?  Where did you grow up?  What are your hobbies? 4. Watch your body language. Don‘t cross your arms or fidget. 5. When you first meet someone, make sure to ask for a business card. This can be helpful in prompting conversation; use it to ask questions about his or her position and company. 6. Networking is not about what someone can do for you; it is about what you can do for someone else.

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Job Search Starter Tool Kit – Page 46

7. Deliver what you promise. If you tell someone you are going to email him or her information, an article or the name of a contact, do it. 8. Block off time on your calendar to follow up with your contacts after a networking event. 9. Following up is the key to networking. It builds credibility and keeps your name in your contacts‘ minds. 10. Always be networking!

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Job Search Starter Tool Kit – Page 47

Networking: Sample Informational Interview Questions 

How did you get into this field?



In your opinion, what are the Top 3 qualities needed to succeed in this field?



What do you like best about your role?



What do you like least?



What kind of person seems to do best in this sort of work?



What types of challenges are currently facing this industry?



What is the biggest trend in the industry today?



Do you believe the industry is on an upswing today?



Who do you consider to be leaders in this industry?



What types of things would you suggest that I do to further prepare myself for this line of work?



In your opinion, do you think my goals are realistic?



Would it be okay if I stay in touch with you regarding my career search?



Can you suggest any other individuals with whom I might speak?

Copyright 2011: The Jacobson Group

Job Search Starter Tool Kit – Page 48

Additional Resources Newspapers   

USA Today – www.usatoday.com The New York Times – www.nytimes.com The Wall Street Journal – www.wsj.com

Industry Periodicals  American Agent & Broker – www.agentandbroker.com  Bests – www.ambest.com  Business Insurance – www.businessinsurance.com  Claims – www.claimsmag.com  Insurance and Technology – www.insurancetech.com  The Insurance Journal – www.insurancejournal.com  National Underwriter – Life & Health Edition – www.nationalunderwriter.com  National Underwriter – Property & Casualty Edition – www.nationalunderwriter.com  Risk and Insurance – www.riskandinsurance.com Industry Websites  CPCU Society – www.cpcusociety.org  Insurance Broadcasting – www.insurancebroadcasting.com  Insurance Industry Internet Network – www.iiin.com  Insurance Information Institute – www.iii.org  Insurance News Net – www.insurancenewsnet.com  Yahoo – http://biz.yahoo.com/ic/n/insmsc.html Career Development Websites  Career Journal – www.careerjournal.com Job Boards  www.careerbuilder.com  www.employmentguide.com  www.hotjobs.com  www.monster.com

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Job Search Starter Tool Kit – Page 49

PHASE 3: ACTIVE SEARCH Now that you have obtained focus by narrowing down your career choices that match your goals, skills and life-balance objectives, you have to be prepared for the active search phase. To be successful, you must be able to market yourself well in person and on paper. To accomplish this, you must be prepared to communicate the right message at the right time. Your active search strategy will be tailored for the actual positions you are seeking. You need to assemble a cadre of materials that you can pick and choose from depending on what the specific situation calls for. For example, if you are going after a highly technical role, you will want to highlight your knowledge; however, if you are going after a supervisory role, you will need to emphasize your supervisory skills. If you take the time to develop a large dynamic depository of ―stuff‖ about you, you will be prepared to quickly tackle any situation successfully.

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Job Search Starter Tool Kit – Page 50

Resume: Achievement Inventory Briefly describe five of your biggest accomplishments; at least three should be from your professional life. Accomplishments are activities that give you pleasure, satisfaction or a feeling of success. Accomplishments can be small or large in scope. They can be frequent or something you have done only once. The key to an accomplishment is how you felt about it, not how others perceived it. 1)

2)

3)

4)

5)

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Job Search Starter Tool Kit – Page 51

For each of your achievements be able to describe the following:  Situation  Actions  Results Below is an example: Short Title: Rolled Out Tightened Underwriting Guidelines to Agents for Workers‘ Compensation Date & Place: Summer 2005, ABC Company Situation: Commercial business new premium had increased by 18%. Along with the packages, we were writing the comp as well. Unfortunately, the loss ratio on the compensation was deteriorating significantly, and our underwriting had to be tightened dramatically. Actions: Instead of just sending out a mass notification to all agents, we wanted to pass the word along personally. Our goal was to get the agents to buy into our issue and understand why we had to take such action. A series of four town meetings were held across the state to outline the issue and get the buy-in. Results: Agents understood why we had to take such action and our new business premium on non-comp lines still increased by 15% by the end of 2005.

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Job Search Starter Tool Kit – Page 52

Make copies of the below template and complete for each of your major achievements: Achievement Short Title: Date & Place: Situation:

Actions:

Results:

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Job Search Starter Tool Kit – Page 53

Achievement Sound Bites The biggest challenge in marketing yourself through a resume or in person is clearly translating your value into words. During this exercise, you will turn your achievements into bullet points that you can use on your resume and during interviews. The objective is to create a concise statement that highlights your transferable skill sets.











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Job Search Starter Tool Kit – Page 54

Resume Power Verbs accelerated accommodated accomplished achieved acquired acted activated adapted added addressed adjusted administered admitted advanced advised aided alleviated allocated allowed altered amended analyzed appointed apportioned appraised approved approximated arbitrated arranged ascertained assembled assessed assigned assisted attained attested audited augmented authored authorized balanced bolstered boosted brainstormed budgeted built calculated catalogued

certified chaired charted clarified coached collaborated collected commissioned committed communicated compared compiled composed computed conceptualized concluded confirmed consented consolidated constructed contracted contributed converted convinced cooperated coordinated correlated corresponded counseled created critiqued customized deciphered dedicated delegated demonstrated designated designed determined devaluated developed devised directed disbursed dispatched displayed drafted eased

edited educated elevated elicited employed empowered enabled encouraged endorsed engineered enhanced enlarged enlisted enriched enumerated envisioned established estimated evaluated examined excelled executed exercised expanded expedited explained extended extracted fabricated facilitated familiarized fashioned figured finalized forecasted formulated fostered founded fulfilled generated grew guided hired identified illustrated implemented improved improvised

increased indexed indicated inferred influenced informed initiated innovated inspected inspired instituted instructed integrated interceded interpreted interviewed introduced invented investigated involved issued judged justified launched lectured led licensed lightened linked maintained marketed measured mediated minimized mobilized modeled moderated modernized modified monitored motivated multiplied negotiated operated orchestrated organized originated overhauled

performed persuaded pioneered planned polished prepared prescribed prioritized processed procured produced programmed projected promoted publicized purchased queried questioned raised rated realized recommended reconciled recorded recruited rectified reduced (losses) refined referred reformed regarded regulated reinforced rejuvenated related relieved remedied remodeled repaired reported represented researched reserved resolved restored retrieved revamped reviewed

revised revitalized revived sanctioned satisfied scheduled screened scrutinized secured served set goals settled shaped smoothed solicited solved sought spearheaded specified spoke stimulated streamlined strengthened studied submitted substantiated suggested summarized supervised supplemented surveyed sustained systematized tabulated tailored traced trained transacted transformed translated transmitted updated upgraded validated valued verified visualized wrote

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Job Search Starter Tool Kit – Page 55

Resume Overview Objective Your resume serves as your first impression. Potential employers skim it in 25 to 30 seconds. Write to entice the reader into wanting more. Highlight your strengths and accomplishments. Demonstrate how these can add value to the new position. Target each resume to the specific audience highlighting the qualities that they are seeking. Optional Formats Chronological Resume Reverse Chronological Resume Functional/Skills-based Resume Blended/Combination/Transition Resume Curriculum Vita (C.V.) Components Heading Summary (gives focus) Professional Experience (highlights accomplishments and skills) Educational Background Professional Organizations and Credentials Optional (if relevant to the position or to demonstrate leadership) Volunteer Experience Military Experience Computer Skills

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Resume Building Heading Name_______________________________________________________________________ Address______________________________________________________________________ Telephone____________________________________________________________________ Email Address_________________________________________________________________ Summary/Objective _________________________________________________________________________________ _________________________________________________________________________________ _________________________________________________________________________________ _________________________________________________________________________________ _________________________________________________________________________________ _________________________________________________________________________________ _________________________________________________________________________________ _________________________________________________________________________________ _________________________________________________________________________________ _________________________________________________________________________________ _________________________________________________________________________________ _________________________________________________________________________________ _________________________________________________________________________________ _________________________________________________________________________________ _________________________________________________________________________________ _________________________________________________________________________________ Professional Experience Title________________________________________________________________________ Employer___________________________________________________________________ Location____________________________________________________________________ Dates of Employment__________________________________________________________ Value Added_________________________________________________________________ ___________________________________________________________________________ ___________________________________________________________________________

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Job Search Starter Tool Kit – Page 57

___________________________________________________________________________ Title_______________________________________________________________________ Employer___________________________________________________________________ Location____________________________________________________________________ Dates of Employment__________________________________________________________ Value Added_________________________________________________________________ ___________________________________________________________________________ ___________________________________________________________________________ ___________________________________________________________________________ Title_______________________________________________________________________ Employer___________________________________________________________________ Location____________________________________________________________________ Dates of Employment__________________________________________________________ Value Added_________________________________________________________________ ___________________________________________________________________________ ___________________________________________________________________________ ___________________________________________________________________________ Title_______________________________________________________________________ Employer___________________________________________________________________ Location____________________________________________________________________ Dates of Employment__________________________________________________________ Value Added_________________________________________________________________ ___________________________________________________________________________ ___________________________________________________________________________ ___________________________________________________________________________ Volunteer Experience Organization_________________________________________________________________ Explanation__________________________________________________________________ ___________________________________________________________________________

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Job Search Starter Tool Kit – Page 58

___________________________________________________________________________ Location____________________________________________________________________ Dates ______________________________________________________________________ Organization_________________________________________________________________ Explanation__________________________________________________________________ ___________________________________________________________________________ ___________________________________________________________________________ Location____________________________________________________________________ Dates ______________________________________________________________________ Organization_________________________________________________________________ Explanation__________________________________________________________________ ___________________________________________________________________________ ___________________________________________________________________________ Location____________________________________________________________________ Dates ______________________________________________________________________ Educational Background Institution___________________________________________________________________ Degrees/Majors______________________________________________________________ Minors/Concentrations_________________________________________________________ Academic Honors_____________________________________________________________ Location____________________________________________________________________ Graduation Date _____________________________________________________________ Institution___________________________________________________________________ Degrees/Majors______________________________________________________________ Minors/Concentrations_________________________________________________________ Academic Honors_____________________________________________________________ Location____________________________________________________________________ Graduation Date _____________________________________________________________

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Job Search Starter Tool Kit – Page 59

Institution___________________________________________________________________ Degrees/Majors______________________________________________________________ Minors/Concentrations_________________________________________________________ Academic Honors_____________________________________________________________ Location____________________________________________________________________ Graduation Date _____________________________________________________________ Military Experience Rank_______________________________________________________________________ Liscenses/Certifications________________________________________________________ Dates_______________________________________________________________________ Computer Skills Programs with which you are proficient____________________________________________ ___________________________________________________________________________ ___________________________________________________________________________ Language Proficiency Language____________________________________________________________________ Degree of Proficiency__________________________________________________________ Presentations Title________________________________________________________________________ Audience____________________________________________________________________ Location____________________________________________________________________ Dates_______________________________________________________________________ Title_______________________________________________________________________ Audience____________________________________________________________________ Location____________________________________________________________________ Dates_______________________________________________________________________ Professional Organizations/Credentials Association__________________________________________________________________

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Job Search Starter Tool Kit – Page 60

Degree of Involvement_________________________________________________________ ___________________________________________________________________________ Dates_______________________________________________________________________ Association__________________________________________________________________ Degree of Involvement_________________________________________________________ ___________________________________________________________________________ Dates_______________________________________________________________________ Association__________________________________________________________________ Degree of Involvement_________________________________________________________ ___________________________________________________________________________ Dates_______________________________________________________________________ Association__________________________________________________________________ Degree of Involvement_________________________________________________________ ___________________________________________________________________________ Dates_______________________________________________________________________ Association__________________________________________________________________ Degree of Involvement_________________________________________________________ ___________________________________________________________________________ Dates_______________________________________________________________________

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Job Search Starter Tool Kit – Page 61

Resume Checklist Yes

No

Does your heading include Name? Addresses – home & office? Email address? Telephone? Professional titles? If you list an objective, does it contain Position/job? Level? Discipline? Strengths? Contributions? Do your background/qualifications Include a brief narrative summary (3-4 sentences)? OR Include a short narrative and bullet statements? OR Include bullet statements? Tell why you are qualified to accomplish your objective? Emphasize your knowledge, skills and qualifications? Do your accomplishment statements Contain figures to quantify results? Demonstrate bottom-line impact? Clearly demonstrate the solution you provided? Give definite examples? Is your written content Clear and concise? Supportive of your objective? Specific? Free of ―I‖ statements?

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Job Search Starter Tool Kit – Page 62

Active? Consistent in regards to verb tense? Grammatically correct? Spelled correctly? Does your resume Appear neat? Contain sufficient white space? Contain bold headings? Contain bullets and indents to guide the reader?

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Job Search Starter Tool Kit – Page 63

Top 10 Resume Tips 1. Write a summary that gives your resume focus and is tailored to the position you are applying for. 1. Use concrete examples to make connections to the position‘s requirements. 3. Include volunteer activities if they demonstrate leadership or are directly related to your profession. 4. Quantify your accomplishments when possible using power and action verbs. See page 74. 5. List professional organizations or events you are involved in—not political or religious organizations unless related to the position. 6. Do not use ―I,‖ ‗we,‖ ―me‖ or ―my.‖ 7. Integrate industry buzz words into your resume. 8. Develop different versions for different communication mediums. 9. Keep it short and to the point utilizing a clean, consistent format with bullet points. 10. Proof! Proof! Proof again! There are no excuses for spelling or grammatical errors!

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Job Search Starter Tool Kit – Page 64

Reference Sheet Drafting Name_______________________________________________________________________ Title_________________________________________________________________________ Employer____________________________________________________________________ Address______________________________________________________________________ Telephone____________________________________________________________________ Email Address________________________________________________________________ Name_______________________________________________________________________ Title_________________________________________________________________________ Employer____________________________________________________________________ Address______________________________________________________________________ Telephone____________________________________________________________________ Email Address________________________________________________________________ Name_______________________________________________________________________ Title_________________________________________________________________________ Employer____________________________________________________________________ Address______________________________________________________________________ Telephone____________________________________________________________________ Email Address________________________________________________________________ Name_______________________________________________________________________ Title_________________________________________________________________________ Employer____________________________________________________________________ Address______________________________________________________________________ Telephone____________________________________________________________________ Email Address________________________________________________________________

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Job Search Starter Tool Kit – Page 65

Q-Letter Example August 15, 2011 Mr. John Walker ABC Insurance Company 1256 State Street, Suite 1320 Chicago, IL 95000-4561 Dear Mr. Walker: I recently saw your job posting in Best’s Review for a VP-Operations. In response, I am respectfully submitting my qualifications. Your Requirements 10+ years of management experience with clear accountability for P&L

Proven ability to design and implement strategic initiatives

Achieved outstanding working relationships with agents and brokers Master’s degree in business, finance or operations CPCU or other industry designations

My Qualifications In my current role as Director of Operations, I have complete responsibility for P&L. Since 1995, I have taken XYZ‘s business from $22M loss to $19M annual return. I have a proven success record in the design and execution of strategic initiatives. For example, in 2002, I was charged with the turnaround of a failing auto business. I developed a 2000 line-item turnaround plan and immediately implemented changes. We are on track to reach our goal of $1M annual return for this year. I designed and implemented a communications initiative to keep our agents and brokers better informed of decisions regarding pricing, new marketing strategies, etc. Our retention rate for agents and brokers increased by 15 percent during this program‘s first year. I received my MBA from Harvard in December of 2001 and graduated in the top 10 percent of my class. I received my CPCU designation in 1990 and have been an active member of both the national and local chapter throughout the years.

I would greatly appreciate the opportunity to further discuss how my experience and qualifications align with ABC Insurance Company‘s needs. Please contact me at the information listed in the header of this letter for additional information or to set up an interview. Thank you for your time and consideration. Sincerely, Mary K. Smith

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Job Search Starter Tool Kit – Page 66

Q-letter Outline Employer’s Job Specification

Your Qualifying Specific Experience

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Job Search Starter Tool Kit – Page 67

Phone Interview Tips Just because this is not a physical interview does not mean that the meeting is not critically important. Preparation is the key to any successful interview. In order to leave a positive impression, please consider the following. Choose the right place and time: - Make sure you have confirmed who is calling whom and at what number. - If at all possible, use a land line, not a cell phone. - Choose a private place, at a desk if possible. - Be ready for the call ten minutes in advance. - If for some unforeseen reason you are running late, call and let them know BEFORE you are late. Be prepared: - Research the company and position. - Have prepared, written questions about the company and position. - Have the workspace in front of you cleared of everything except for the materials you need for this call. - Resume - List of prepared questions - Note pad and pen in order to take notes - Understand your past accomplishments and how they can add value to this new position. - Be able to effectively illustrate past positions and the reasons you left other jobs. - If there are gaps in your employment history, be able to articulate the what and why. Communicate effectively: - Make sure there is a smile in your voice. - Listen well. - Show enthusiasm and interest for the job. - Be yourself and have fun. Wrap-up: - Thank the interviewer for his or her time. - Ask about the next steps in the interview process. - Send personalized thank you notes to everyone you spoke with.

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Job Search Starter Tool Kit – Page 68

Interview Timeline Congratulations! You‘ve scored the face-to-face interview. This is your opportunity to find out more about the potential role and the interviewing company‘s chance to find out more about you. There are no dress rehearsals on an interview; so being prepared is crucial. Here are some thoughts to help you ace the physical interview. Organize the Night Before: Get specific directions on where you are headed. Select your outfit and lay it out. Put Your Best Foot Forward: Dress professionally. Arrive ten minutes early. If for some unforeseen circumstance you are running late, call and let them know BEFORE you are late. Bring a briefcase or portfolio. Have a nice pen and paper on which to take notes. Prepare extra fresh copies of your resume on good paper. Say ―please‖ and ―thank you.‖ Be Prepared: Research the company and position. Have prepared, written questions about the company and position. You should prepare different questions than the questions you prepared for your phone interview, as well as different questions for each interviewer. Prepare extra fresh copies of your resume on good paper. Understand your past accomplishments and how they can add value to this new position. Be able to effectively illustrate past positions and the reasons you left other jobs. If there are gaps in your employment history, be able to articulate the ‗what‘ and ‗why.‘ Communicate effectively:

Copyright 2011: The Jacobson Group

Job Search Starter Tool Kit – Page 69

Shake hands firmly. Make good eye contact. Smile. Listen well. Show enthusiasm and interest for the job. Be yourself and have fun. Wrap up: Thank the interviewer for his/her time. Ask about next steps in the interview process. Send personalized thank you notes to everyone you met with.

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Job Search Starter Tool Kit – Page 70

In Person: What Are Your Strengths? Everyone is good at certain things. You need to be able to communicate those strengths in person and on paper. You also need to understand how your strengths can add value to the organization you are speaking with. List what you consider to be your five greatest strengths and how those strengths can add value to an organization. Strengths

Relation to Position/Field

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Job Search Starter Tool Kit – Page 71

In Person: What Are Your Weaknesses? Just as you have strengths, you also have weaknesses. It is very common, in an interview, to be asked to cite your three to five greatest weaknesses. Communicate weaknesses that are relevant to business and that you have overcome. Remember, we all have weaknesses, but we don‘t all solve them. You can differentiate yourself by understanding those things you have overcome or continue to overcome. List below five of your weaknesses and how you have overcome them. Weaknesses

How It Was Overcome

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Job Search Starter Tool Kit – Page 72

30-Second Commercial Examples 30-Second Commercial On What I Do Now I am Jane Smith, Senior Vice President of The Jacobson Group. We are the nation‘s leading provider of talent to the insurance industry. I lead the firm‘s executive search team. 30-Second Commercial On What I Want To Do – Still Employed I am Jane Smith. I currently lead the executive search team of the nation‘s largest provider of talent to the insurance industry. I am looking for a consulting position where my proven ability to articulate a vision, manage change, and lead a team towards accomplishment of goals can positively impact the bottom-line. 30-Second Commercial On What I Want To Do – Unemployed I am Jane Smith. I have spent the past 25 years in the insurance industry leading teams of individuals through dramatic change while still contributing results that positively impacted the bottom-line. Most recently, I was Senior Vice President of The Jacobson Group, the nation‘s leading provider of talent to the insurance industry. I am looking for a consulting position where my proven ability to articulate a vision, manage change, and lead a team towards accomplishment of goals can positively impact the bottom-line.

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Job Search Starter Tool Kit – Page 73

30-Second Commercial Drafting On What I Do Now _________________________________________________________________________________ _________________________________________________________________________________ _________________________________________________________________________________ _________________________________________________________________________________ _________________________________________________________________________________ _________________________________________________________________________________ _________________________________________________________________________________ _________________________________________________________________________________ On What I Want To Do – Still Employed _________________________________________________________________________________ _________________________________________________________________________________ _________________________________________________________________________________ _________________________________________________________________________________ _________________________________________________________________________________ _________________________________________________________________________________ _________________________________________________________________________________ _________________________________________________________________________________ On What I Want To Do – Unemployed _________________________________________________________________________________ _________________________________________________________________________________ _________________________________________________________________________________ _________________________________________________________________________________ _________________________________________________________________________________ _________________________________________________________________________________ _________________________________________________________________________________ _________________________________________________________________________________

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Job Search Starter Tool Kit – Page 74

Sample Behavioral Interview Questions One of the most popular interview styles today is the behavioral interview. The philosophy behind this interview is that past performance is a good predicator of future performance. The interviewer doesn‘t want to know what you can do, but what you have done. This style allows you to demonstrate that you are well-suited for a job by expressing your competencies through specific examples from your past experiences. Your responses to behavioral interview questions should be three-fold: (1) define the situation or task you had to perform; (2) present the action you took in response; and (3) demonstrate the end result. Below is a list of typical behavioral interview questions, as well as an outline for your three-step response. Complete the outline for each question to better prepare yourself for this interview style. Tell me about a time when you used your imagination to come up with a new approach. 1) Situation or Task: 2) Action You Took: 3) End Result:

Tell me about a time when you did not know how to approach a problem. 1) Situation or Task: 2) Action You Took: 3) End Result:

Describe a time when you disagreed with your boss or someone at a higher level than you. 1) Situation or Task: 2) Action You Took: 3) End Result:

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Tell me about a tough decision you had to make and what made it tough. 1) Situation or Task: 2) Action You Took: 3) End Result:

In hindsight, what risk did you not take that you wish you had? 1) Situation or Task: 2) Action You Took: 3) End Result:

Tell me about a time when you made a mistake. 1) Situation or Task: 2) Action You Took: 3) End Result:

Tell me about a time when you felt that your team “got” the vision you were trying to communicate. 1) Situation or Task: 2) Action You Took: 3) End Result:

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Describe a time when you had to sell a concept or idea. How did you go about it? What was easy/hard? What did you do about the opposition? 1) Situation or Task: 2) Action You Took: 3) End Result:

Tell me how you inspired trust and loyalty in a group that you worked with. 1) Situation or Task: 2) Action You Took: 3) End Result:

What decisions have you made that improved the company’s ability to meet customer needs? 1) Situation or Task: 2) Action You Took: 3) End Result:

Give me an example of a time you went above and beyond what was required. 1) Situation or Task: 2) Action You Took: 3) End Result:

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Job Search Starter Tool Kit – Page 77

How do you feel you have improved over the past few years? 1) Situation or Task: 2) Action You Took: 3) End Result:

In what ways have you not improved over the past few years? 1) Situation or Task: 2) Action You Took: 3) End Result:

Tell me about a time when you were exposed to something you have never experienced before. 1) Situation or Task: 2) Action You Took: 3) End Result:

Tell me how you motivate yourself or others to make a contribution for which you/he/she might not get credit. 1) Situation or Task: 2) Action You Took: 3) End Result:

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Job Search Starter Tool Kit – Page 78

Tell me about a time you had to reach a goal through others. 1) Situation or Task: 2) Action You Took: 3) End Result:

Tell me about a time when you built an organization/team. 1) Situation or Task: 2) Action You Took: 3) End Result:

What is your view of the role of politics in an organization? 1) Situation or Task: 2) Action You Took: 3) End Result:

How do you ensure that decisions you make don’t have a negative effect downstream? 1) Situation or Task: 2) Action You Took: 3) End Result:

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Job Search Starter Tool Kit – Page 79

Tell me about a time when you took into consideration another professional’s style and flexed your own communication to better present an idea. 1) Situation or Task: 2) Action You Took: 3) End Result:

What was the toughest thing you ever had to negotiate? What were the issues? What were your arguments? What tactics did you employ? 1) Situation or Task: 2) Action You Took: 3) End Result:

Copyright 2011: The Jacobson Group

Job Search Starter Tool Kit – Page 80

Common Interview Questions Even though there are various interview types and styles, almost all interviews will include ten questions. These ten questions are listed below. Prepare a brief answer or talking points in response to each of these questions. 1) Tell me about yourself.

2) What are your strengths?

3) What are your weaknesses?

4) Why did you leave your last job?

5) What is your work style?

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Job Search Starter Tool Kit – Page 81

6) Why are you leaving your current job?

7) What is your management style?

8) What are your future career plans?

9) What do you like to do in your free time?

10) How would your last manager, peers, or subordinates describe you?

11) How did you get along with your last manager?

Copyright 2011: The Jacobson Group

Job Search Starter Tool Kit – Page 82

Body Language Basics Body language is defined as the psychological signals people give off with their bodies. Your body language can tell a lot about you. By evaluating someone‘s posture you can tell if he/she is confident or bored. Positive, confident body language is a key component of a successful interview. Be conscious of your body language, but certainly don't let your awareness become obsessive or distracting. Here are a few basic ideas to keep in mind: 

Maintain good eye contact - looking down or away is a sign of disinterest and a lack of confidence.



Sit attentively in your chair; don't slump or fidget. Assume a relaxed posture. -

Sit with your knees together, feet flat on the floor.

-

Be sure to sit in an appropriate professional manner at all times.

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Lean forward rather than far away as you sit. Leaning forward indicates interest and responsiveness.



Use your hands as "artful persuaders.‖ Use them to emphasize key points.



Do not fold your arms across your chest; it indicates a closed attitude.



Control any nervous hand habits. Playing with your hair, mustache or beard is distracting. Fold your hands in your lap comfortably.



Maintain a pleasant expression; remember to smile or laugh when appropriate.

Copyright 2011: The Jacobson Group

Job Search Starter Tool Kit – Page 83

Top 10 Interview Tips 1. Dress appropriately. 2. Be able to prove your accomplishments. 3. Maintain good eye contact and posture. 4. Take your time when answering questions. 5. Speak clearly, concisely with appropriate volume and tone. 6. Listen attentively to the interviewer; listen to the questions asked. 7. Highlight and promote your achievements. 8. Focus on what you can do for the employer. 9. Ask questions. 10. Thank the interviewer in person and on paper.

Copyright 2011: The Jacobson Group

Job Search Starter Tool Kit – Page 84

Practice Interview Checklist Give this sheet to the friend/family member who is going to act as the interviewer for your mock interview. Ask him/her to evaluate your performance by marking the items that you accomplished. After the interview, review any areas in which you failed. Practice! 

Made a positive and confident entrance



Had a professional and appropriate appearance



Started interview with a firm handshake



Maintained a steady and clear voice



Kept an appropriate pace



Smiled and laughed when appropriate



Acted interested



Avoided negative body language: inappropriate posture, shiftiness, etc.



Listened actively



Didn‘t interrupt interviewer

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Asked questions

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Demonstrated interview preparation



Kept answers positive and focused

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Limited answers to no more than two minutes

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Addressed essential background elements

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Answered behavioral-based questions with specific work-related examples

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Demonstrated can/will do abilities

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Provided specific, quantifiable accomplishments to support competencies

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Followed weaknesses with possible solutions

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Avoided past/current employer jargon and acronyms

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Deferred salary discussions

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Presented reasons for leaving last position in a positive and understandable manner

Copyright 2011: The Jacobson Group

Job Search Starter Tool Kit – Page 85

Job Search Tracking Employer

Position

Contact

Source

Sent Followed Outcome Resume Up

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Job Search Starter Tool Kit – Page 86

Evaluating Work Every job you consider should be evaluated against your personal inventory snapshot to make sure that it is in line with your dreams, goals and life choices. Opportunity: Personal Inventory Snapshot Evaluation Good

Fair

Poor

Don’t Know

Copyright 2011: The Jacobson Group

Job Search Starter Tool Kit – Page 87

Job Comparison Chart This comparison chart will give you a feel for the factors that are important to you in a position. 1) In the rank column, you will rank the importance of that factor on a scale from 1-10; 10 being the most important to you and 1 being the least important. You may not be interested in all of these factors. Choose the ones that are most important to you. 2) In the ideal column, you will rate your theoretical ―best position‖ so that you have something to compare to. 3) In the current column, you will rate your current position in regards to presence or satisfaction; 10 being satisfactory and 1 being unsatisfactory. 4) The option columns are to be used to evaluate and measure future offers/opportunities. Rank

Ideal

Current

Option 1

Option 2

Company Size Market Share Public/Private National/International Product/Service Centralized/Decentralized Management Organization Financial Health Sales Profitability Growth History Future Growth Stability Reputation Other Position Goal Alignment Career Path Advancement Duties/Responsibilities Leadership Independence Challenge

Copyright 2011: The Jacobson Group

Job Search Starter Tool Kit – Page 88

Reporting Relationships Election to Board Executive Committees Personal Secretary Travel Status (title) History (previous incumbent) Other Compensation Package Base Salary Guaranteed Bonus Potential Bonus Incentive Profit Sharing Performance Evaluation Basic Health Major Medical Life Insurance Retirement/Pension Company Car Club Memberships Credit Cards Financial Planning Tax Assistance Expense Account Airline VIP Clubs Spouse Travel Relocation Assistance Vacation Time Life Compatibility with Team Management Style On Career Path Advancement Potential Work Hours

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Job Search Starter Tool Kit – Page 89

Commute Life Style Compatibility Other Community Location City/Rural Schools Religious Affiliations Cultural Activities Recreational Areas Taxes Other

Copyright 2011: The Jacobson Group

Job Search Starter Tool Kit – Page 90

Monthly Career Plan Checklist Following this simple checklist will keep you on track as you renew your career plan each month. 

Update your resume.  Have your current job responsibilities broadened?  Have you attended a new class or seminar?  Have you received an honor or reward?  Have you joined a new association or group?



Re-evaluate your goals. Review your short and long-term goals.  Have you accomplished any goals since last month? If so, check them off your list and add a new goal in its place.  Have any of your goals changed due to new requirements or developments in your field?  Has anything happened at work or in your personal life that may cause you to rethink your career direction?



Add new accomplishments to your success stories journal. Writing down your achievements as they happen will allow you to describe them in more details in the future.



Review your networking list.  Have you made new industry contacts since last month; if so, add them to your networking contact list.  Did a contact share some interesting news with you regarding their personal life or recent accomplishments? Make a note of such information. If appropriate, send a congratulatory card or a thinking of you note.  Is there anyone on your networking list that you haven‘t had contact with in the past 90 days? If so, make the effort to send a letter or an email or to call them in the upcoming week.



Conduct a quick job search.  Scan the help wanted ads to gain an up-to-date and complete picture of the possibilities, as well as the current market salary for your role.  Visit your ideal organization‘s website and review their job ads.  If there is an ad that appeals to you, send your resume.



Schedule next month’s check-up. Mark the date on your calendar or in your planner to save the date for your next career plan review.

Copyright 2011: The Jacobson Group

Job Search Starter Tool Kit – Page 91

Recommended Reading Professional Development William C. Byham, Ph.D. Zapp. Harmony Books, 1988. How to improve quality, productivity, and employee satisfaction through empowerment Steven Covey. Principle-Centered Leadership. Fireside, 1992. Tips on how to survive and thrive during change by understanding deep core values of individuals and organizations Jeffrey J. Fox. How to Become a Marketing Superstar. Hyperion, 2003. Surprising rules that can help you increase sales Peter E. Friedes. The 2R Manager. Jossey-Bass, 2002. Learn when to relate with employees, when to require, and how to do both effectively Daniel Goleman. Working with Emotional Intelligence. Bantam Books, 1998. Explains what emotional intelligence is and how it is critical to your career Keith Harrell. The Attitude of Leadership. John Wiley & Sons, 2003. Explores ways to lead in a positive way Robert J. Kriegel and Louis Patler. If It Ain‘t Broke…BREAK IT! Warner Books, 1991. Demonstrates how to break away from conventional business wisdom and how to find new ways to success Harvey McKay. Dig Your Well Before You‘re Thirsty. Doubleday, 1997. McKay’s gold-chip advice on how to build and maintain the network you need Harvey Mckay. Swim With the Sharks Without Being Eaten Alive. Ballantine Books, 1988. Learn how to outsell, outmanage, outmotivate and outnegotiate your competition Zig Ziglar. Ziglar on Selling. Oliver-Nelson Books, 1991. Learn the sales basics Personal Development Richard, Carlson PH.D. Don‘s Sweat The Small Stuff…and it‘s all small stuff. Hyperion, 1997. Simple ways to keep the little things from taking over your life Deepak Chopra. The Seven Spiritual Laws of Success. Amber-Allen Publishing and New World Library, 1994. A practical guide to the fulfillment of your dreams Steven Covey. The Seven Habits of Highly Effective People. Free Press, 1990. True success comes from balance in personal and professional life Spencer Johnson. Who Moved My Cheese. Putnam Publishing, 1998. A look at how to deal with your personal and professional life Martin E.P. Seligman, PH.D. Learned Optimism. Pocket Books, 1990. Learn a new way to categorize issues in your life Networking Carnagie, Dale. How to Win Friends and Influence People. Pocket Books. 1998. The grandfather of all people skills books, first published in 1936

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Job Search Starter Tool Kit – Page 92

Ferrazzi, Keith. Never Eat Alone: And Other Secrets to Success, One Relationship at a Time. Currency, 2005. Learn the ins, outs and importance of networking Mackay, Harvey. Dig Your Well Before You’re Thirsty. Doubleday, 1997. Mackay’s gold-chip advice on how to build and maintain the network you need Nierenberg, Andrea. Nonstop Networking: How to Improve Your Life, Luck and Career. Capital Books, 2002. Capital ideas for business and personal development

Copyright 2011: The Jacobson Group

The Jacobson Group is the nation‘s leading provider of insurance talent. For 40 years, we have been connecting insurance organizations with professionals from the board room to the back room on both a permanent and temporary basis. We offer a variety of solutions from executive search, professional recruiting and RPO to temporary staffing, subject matter experts, and onsite and offsite operations support. Whatever the need or situation, Jacobson is the insurance talent solution. For more information, please contact: The Jacobson Group 800.466.1578 www.jacobsononline.com

Copyright 2011: The Jacobson Group