TECHNIQUES TOGARNER CRITICAL

CLIENT INFORMATION

The Key to Creating Winning Résumésand Coaching Clients

PRESENTED BY:

Evelyn Salvador, NCRW, JCTCPersonal Brand Pioneer, Strategist & Marketer Certified Résumé Writer & Career Coach

CREATIVE IMAGE BUILDERS

A PRESENTATION FOR THE NATIONAL RESUME WRITER’S ASSOCIATION

About Evelyn Salvador

Creator of Award-Winning Career Products for Career Practitioners

(Available at CareerCatapult.com)

Published Author:National Résumé Writers’ Association:• Advertising Chair (2000-2001)• East Coast Regional Rep (1998-1999)• Convention Speaker • Member / Exhibitor

Career Directors International:• Member / Exhibitor

Contributing Author:

Business Brand Designer & WriterPersonal Brand Pioneer & Marketer

INTRODUCTIONPresentation Take-aways: The fool-proof way to get clients to provide all of the critical

information we need to do our jobs and help our clients better How to increase your productivity up to 70%* The ability to increase your revenue up to 500%* The 5-Minute* Strategizing Consult that Really Works! How to Develop Profession-specific Questions & Worksheets The 45-Minute* Interview-generating Résumé Easy Techniques to Streamline Your Entire Workload How to Place Your Clients in the Top 2%* of Candidates The ability to be “in the know” with unfamiliar professions Decrease 60- or 80-hour workweeks down to <30 or 40*

*REAL NUMBERS

Client Intake Requirements

• Place: Physical or virtual office (in person, by phone, orvia Skype, fax, or e-mail)

• Intent: To obtain all related client information needed

• Ensure: All critical targeted functions, achievements, and keywords are covered

• Maximize: Clients’ ability to obtain interviews and get hired at the jobs they want

Required Information FOR RESUME WRITERS & CAREER

COACHES

• Position Sought• Related/Transferable Skills • Résumé Keywords• Professional Qualifications• Employment Background• Position Responsibilities• Key Accomplishments• Education and Training• Awards, Affiliations, other

THE ALL-ENCOMPASSING5-Minute Strategizing Consult

• Personal Information (Name, Address, Phone, Email)

• The Position Sought• Current Profession

(to check if related)

• All Employer Names • Years There (0000-0000)

• Position Title / Main Function• Strategize Direction• Targeted Questions Emailed

Ask the RightTargeted Questions

• Targeted Skills (Keywords)• Related Employment

Background• Employee Contributions • Related Achievements• Education and Training• Core Competencies • Personal Attributes• Online Identity Determination • Other Profession Qualifications

Creating Targeted Client Intake Worksheets

GENERIC WORKSHEETS:– General Worksheet– Management / Executive Worksheet– Supervisory Worksheet– Entry-Level / Nonmanagement Worksheet

BETTER TO USE:– Profession-specific Worksheets that are:

• NUMBER QUANTIFIABLE• SERVICE QUANTIFIABLE• FUNCTION SPECIFIC

GENERIC WORKSHEETS:– General Worksheet– Management / Executive Worksheet– Supervisory Worksheet– Entry-Level / Nonmanagement Worksheet

BETTER TO USE:– Profession-specific Worksheets that are:

• NUMBER QUANTIFIABLE• SERVICE QUANTIFIABLE• FUNCTION SPECIFIC

20 Benefits of Asking Profession-specific Questions

1. Increases your credibility by being “in the know” about all professions all the time

2. With information available at your fingertips, can more easily convert tire-kickers into clients and increase sales

3. Increases clients’ perceived value and ROI of your services4. Obtain real quantified, achievement-oriented client info5. Don’t have to “play dentist” and pull teeth to get all the

information you need6. Write better résumés and coach clients better7. Increases productivity and streamlines workload8. Can turn résumés around quicker by easily converting

questions and answers into résumé bullets9. Write higher-quality résumés and coach clients better

Benefits (cont’d) 10. Helps you handle clients in the same profession in the future

11. Preparation time saves production time many-fold

12. Meet deadlines faster13. Convert client Q&As into

easy résumé bullets14. Less time editing

(yours and client’s)15. Higher quality end result16. Higher client success rates17. Increases repeat business18. Elevates your income19. Helps prevent or eliminate

burnout20. Enhances quality of your life

Targeted

Questions

Profession-specific Worksheets are Key to Writing Winning Résumés

and Coaching Clients Effectively

PREPARATION TIME:1. Profession-specific

Research

2. Quality Targeted Questions

3. Quantifiable Questions

4. Core Competencies

5. The Right Keywords / Areas of Expertise

6. High-end Résumé Writing and Coaching

PREPARATION TIME:1. Profession-specific

Research

2. Quality Targeted Questions

3. Quantifiable Questions

4. Core Competencies

5. The Right Keywords / Areas of Expertise

6. High-end Résumé Writing and Coaching

EQUATES TO:1. Thorough Client Answers

2. Higher quality Client Input

3. More compelling Key Accomplishments

4. An understanding of what client has to offer

5. Clients getting screened in instead of out

6. Your clients catapulting their careers!

EQUATES TO:1. Thorough Client Answers

2. Higher quality Client Input

3. More compelling Key Accomplishments

4. An understanding of what client has to offer

5. Clients getting screened in instead of out

6. Your clients catapulting their careers!

1. Research Profession

a) Similar Positions on Online Job Boardsb) Job seeker résumés for types of

achievement-related infoc) Classified Ads / Job Postingsd) Publications (Occupational Handbook,

Résumé books, other)e) Internet Searches by Job Title / Descriptionf) Don’t forget Your Own Client Database for

responsibility and achievement info

2. Ask Targeted Questions

a) Ask questions specific to client’s profession, position, and functions.

b) Get functions out of the way first.c) Ask “What does that include?”d) Have clients quantify all functions as best

as possible.e) Use résumé jargon to write questions.f) Delve into subset functions, resultant

benefits, and other employer contributions.

?

3. Make Questions Quantifiable

THE MORE SPECIFIC YOUR QUESTIONS, THE BETTER THE ANSWERS YOU WILL RECEIVE

a) Ask number- and/or service-quantifiable questions.b) Ask CAR (Challenge-Action-Result) questions.c) Ask direct questions, yes-no questions, and

questions with optional selections.d) Focus on achievements.e) Delve into important details.f) Have clients provide success stories, case studies,

project details, endorsements, evaluations, etc.

$/#

Types of Questions(You will see how much this helps in a later slide.)

OPEN-ENDED QUESTIONSDirect profession-specific questions requiring open-ended responses

YES/NO QUESTIONSSimple questions requiring only a “yes” or “no” response (put the question in résumé jargon)

OPTIONAL CHECK-OFF ANSWERSListing functions and achievements as optional answers gives clients ability to see clearly what they may have performed

YOU CAN DOWNLOAD SAMPLE WORKSHEETS FROM CareerCatapult.com.

4. Add Core Competencies Check-list

a) Personal Attributes EXAMPLES: Leadership abilities, Analytical, Visionary, Adaptable, Compassionate, Persuasive,

b) Position-related Skills EXAMPLES: Client-focused, Community-oriented, Profitability-conscious, Customer-service-oriented

c) Innate Skills EXAMPLES: Organized, Ethical, Intuitive, Diplomatic, Conceptual, Empathetic, Artistically-inclined

5. Add a Résumé KeywordsCheck-list

a) Profession-specific KeywordsEXAMPLES: Sales, Marketing, Advertising, Public Relations

b) Position-specific KeywordsEXAMPLES: Internet Marketing, Product Marketing, Brand Marketing, New Product Launches, Distribution Channels

c) Function-related KeywordsEXAMPLES: Internet Research, Competitive Analysis, Pricing Strategy, Market Research, Vendor Relations

d) Skill-related KeywordsEXAMPLES: Extended Brand Terms, Licensee Requirements, Position Tracking, Budget Management

6. Ask Related Supervisory/ Management Questions

a) How many direct / indirect reports do you have?b) In what ways do you train, develop, and mentor

your employees?c) In what ways do you exhibit effective performance

recognition leadership?d) What methods do you use to motivate employees,

increase morale, and reduce turnover?e) How do you influence team members to develop

positive working relationships?f) How do you successfully produce results through

others?

7. Ask Catch-All Questions to Cover all Bases

a) What are the 3 biggest achievements you accomplished in your career?

b) Have you developed, established, or performed a “company first” in any area?

c) Work with any Fortune 500 companies?d) Any awards / special recognition?e) Selected over others to handle

difficult challenges?f) Other employer contributions?

Worksheet Contents

• Personal Information• Employment Information• Areas of Expertise /

Keywords• Personal Attributes /

Core Competencies• Profession-specific

Questions• Management Questions

(if applicable)

• General Questions

Worksheet Sample CLIENT INSTRUCTIONS &

POSITION TITLES COVERED

PERSONAL INFORMATION

All Career Worksheets are © Creative Image Builders.com

EMPLOYMENT INFORMATION

AREAS OF EXPERTISE(Keywords)

PERSONAL ATTRIBUTES / CORE COMPETENCIES

PROFESSION-SPECIFIC QUESTIONS

MANAGEMENT QUESTIONS(If Applicable)

GENERAL ACHIEVEMENT QUESTIONS

The 45-Minute RésuméCONVERTING QUESTIONS & CLIENT ANSWERS

INTO EASY RESUME BULLETS

1. Convert questions & answers into (5th Grade) sentences.

2. Use standard foundations that always work.

3. Start each bullet with an action verb.

4. Add the function(s).5. Embellish with details.6. Quantify functions into

achievements.

Service-related Foundation Sample

TARGETED QUESTIONS:1. What type of services do you provide?2. To whom do you provide these services?3. How do your services help your clients?

SAMPLE FOUNDATION:

Provide ________ (type of) services to ________ (whom?) to help them __________ (do what?).

Service-related Q&A Conversion Examples

No. 1: RESUME WRITER• Provide résumé writing and career coaching

services to career-minded professionals to help them obtain new positions and catapult their careers.

No. 2: COUNSELOR / SOCIAL WORKER• Provide counseling, advocacy, and linkage services

to clients with a history of drug abuse to help them overcome their addictions and locate community resources.

Service-related Q&A Conversion Examples

No. 3: OCCUPATIONAL THERAPIST• Provide occupational therapy and assessment

services to elementary students with learning disabilities, physical limitations, and/or communi-cation impairments to help them enhance their abilities and function in an academic setting.

No. 4: REGISTERED NURSE• Provide nursing health care and self-care

instruction to cardiac patients and their families to help patients recuperate and return home.

Number-Quantifiable Questions EXAMPLE NO. 5: SALES ASSOCIATE

TARGETED QUESTIONS: (Using fill-in-the-blanks)

1. By how much have you increased client base?Percent: 20 % • $ 5 million • # 125 From: $ 2.5 million to $ 3 million

From: # 375 to # 500

2. How did you accomplish this? [X] personalized service [ ] attending client functions [ ] cold-call sales [X] creative presentations [ ] trade shows [X] persistent follow-up [X] educating consumers [ ] selling trust [ ] networking [X] other: Knowing when to close.

Number-Quantifiable Foundationand Q&A Conversion

EXAMPLE NO. 5: SALES ASSOCIATE

SAMPLE FOUNDATION: (Using fill-in-the-blanks)

Increased client base by ___% / $_______ by __________ (doing what?) through effective __________ (what means?).

RESUME BULLET CONVERSION:Increased client base by 20% ($.5 million) through effective personalized service, creative presentations, educating consumers, persistent follow-up, and knowing when to close the deal.

Questions with Optional Answers EXAMPLE NO. 6: TEACHER

TARGETED QUESTIONS: How do you successfully maintain effective classroom management? What disciplinary methods do you use that prove the most successful with your students?

[X] develop a positive rapport with all students [X] set clear behavior guidelines / provide clear, consistent directions [ ] establish a reward system using positive reinforcement [X] place emphasis on structure and following rules and regulations [ ] use Cantor’s Assertive Discipline model [ ] use Cooperative Discipline model [ ] use Behavior Modification strategies [X] exhibit mutual respect and a friendly demeanor [X] create a calm learning environment, making learning fun

Conversion of Questions with Optional Answers EXAMPLE NO. 6: TEACHER

SAMPLE FOUNDATION: (Using optional answers)

Successfully maintain effective classroom management by ______________ (doing what?)

RESUME BULLET CONVERSION:Successfully maintain effective classroom management by setting clear behavior guidelines, exhibiting mutual respect, creating a calm learning environment, and making learning fun.

Easy Résumé BuildingBullet Steps

1. Start with the Action Verb(s)—functions onto themselves.Install, configure, and monitor ______ (what?).

2. Add the actual function performed.Install, configure, and monitor hardware and software (to)…

3. Continue with the purpose.Install, configure, and monitor hardware and software to meet end user needs.

FROM STEP-BY-STEP RESUMES BOOK, ©JIST Publishing, 2006

Easy Résumé BuildingBullet Steps (cont’d)

4. Add what that includes.Install, configure, and monitor hardware and software to meet to meet end user needs including operating systems and office suites.

5. Add any resultant benefits.Install, configure, and monitor hardware and software to meet end user needs including operating systems and office suites, resulting in increased productivity.

For Sample Profession-specificCareer Worksheets & Other Tools

Visit: CareerCatapult.com

TECHNIQUES TO GARNER CRITICAL CLIENT INFORMATION:The Key to Creating Winning Résumés and Coaching Clients

For more information, visit: CareerCatapult.com

Contact Evelyn Salvador at:CareerCatapult@aol.com • (631) 698-7777

______________________________________________________________________

©COPYRIGHT 2009. CREATIVE IMAGE BUILDERS. ALL RIGHTS RESERVED. DUPLICATION PROHIBITED.