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Resume PsychologyGet the Offer
By Dirk SpencerAccount Management and Recruiting
PMP, AIRS CIR, AIRS ACIR
LIONs
Resume Psychology
Get the Offer Not the Interview
By
Dirk Spencer
The Science of Resumes
Source of the Data
• Real Life Examples & Outcomes
• Behavioral Science
• Linguistics
• Eye-Access Cues
• 2 Years of Interviews with HR Professionals
• 2 Years of Lunches with Recruiters
• Database Technology / Internet Technology
• Boolean Logic
• Artificial Intelligence
• Fuzzy Logic
• Government Compliance
• Test Results
Resume Types
RHETORIC
• PURPOSE: Excite the Reader
• TOOL: Impassioned Language
• GOAL: Land an Interview
• ORIGINS: Socratic / Jeffersonian Ideals of Persuasion
Resume Types
ARTIFACT
• PURPOSE: Convince the Reader
• TOOL: Fact & Data
• GOAL: Land the Psychic Offer
• ORIGINS: Franklin / Changes to Technology / How Recruiting Works
Format Recommendation
• Chronological is King– Generally Accepted– Technology Mandated– Client Expected
• Functional is…– Limit Usage to Personal Hand-offs– Generally Less Accepted– Difficult to Load into Software– Creates Questions
• Hybrid – Combines the Best of Each Format
Layout Recommendations
• Limit Paragraphs to 3 Lines
• Use Conventional Bullets
• 1 Inch Margins All Sides
• Left Justify All Text
• Use Summaries to Chunk Text
Style Recommendations• Times Roman 12 ~ Arial 11
THROUGHOUT THE RESUME
• Bold Major Section Headers
• Upper and Lower Case Headers
• Bold Job Titles– Focus on your skill
• Avoid Underlining & Italics– Distracts and Distorts Content
Resume Secrets
• Expertise Must Be – Overt & Obvious– Align to the Client’s Needs
• Skills Beyond Their Need– Will Have THEM Calculating
How / Why You Are Not a Fit
– Confuses the Client – It is Technically TMI – It is about them – not you
Resume Secrets
• This is Not a Showcase of Your Word Processing Prowess:– Efficient Resume
Communication Works Against Candidates
– Inefficient Resume Writing Makes for Super-Efficient Reading (and Convincing)
Inefficient Writing
• Ignore Grammar Rules• Write Complete Thoughts
– Not Complete Sentences– Pull Out Periods
• Repeat – Repeat – Repeat• Repeat Again• Why?
– Super Efficient Reading!– New Level of Competition
Exceptions to Inefficient Writing
• Technical Writers• English Literature Candidates
– Professors– Teachers– Novelist
• Novelist• Copywriters• Authors
– Training Material
Resume Keyword Review
Rules of the Game• They are Repeated
– Often– In Context– Relevant to the Industry
–Recent Experience• Size Matters
– Candidate Pools Rise & Fall
–What worked yesterday –May not work today–Let alone tomorrow!
LINKEDIN.COMYou MUST BE ON THIS SITE
• It is free• The Number One Recruiter Tool• Did I Mention It is Free?• When Connecting or
Recommending others ALWAYS include:– NAME– Job Title– Email– Phone Number
Counter Measure to Job Descriptions
Know How Your Industry Works• Know How the Profession Sounds• Read & Listen to the Current
~ Guru
~ Celebrity
~ Author
~ Web Sites
~ Conferences
~ Guilds
~ Associations
Context / Scale Experience
• Context – Where the Experience Happened– How Work was Accomplished
• Scale– How Many Involved– How Big the Experience
• Context + Scale = …Self-Aware Candidate
• Self-Awareness leads to …Confidence
Recruiters are Actors
Your Resume is Their Script• Your Script is Shopped Daily
• Read by Actors – Who Lack Personal Knowledge– Are Not Allowed to Improve– There is Lots of Competition– Most Cannot Learn Your Trade
• Fail Your Actor – Fail the Screen– Never Get Called– Or Get Called and Never Hear Back
Finding Instant Content
• Government Standards– All Job Titles– All Job Functions– By Experience (or Grade Level) – Using KSA’s
• Knowledge ~ Skills ~Abilities
• Any Dot Gov Web Site– Find Your Job Title– Find The Associated KSAs– Download KSAs– Edit to Fit Your Experience
Unpacking Resume Content Master the Assumptions
• Words Have Generally Accepted: – Definition / Synonym
• Job Functions Have Generally Accepted: – Best Practices / Process Models /
Methodologies / Tools /Techniques / Technology
• Every Job Behavior has a Set of: – Standard of Performance – Regulatory Requirements
• Every Industry Has: – Vendors Selling Products &
Services Discussing the Industry
Master the AssumptionsContinued
• Every Industry Has:– “Big 5” (or “Big 4”) / Competitors – Authors / Bloggers / Celebrities– Peer Reviewed Published Experts
• Every Industry Has:– Cadres Called Guilds, Unions,
Societies, Leagues, or Clubs
• Every Industry Has:– Awarding Mechanism to Recognize
Achievement and Skills
ASSUMPTIONS MEMORY JOGGER
Thought TemplateA – T – E – Q
Start Every Sentence with an Action Word
Follow it with At Least 2 of the RemainingThree in Any Order:
Thing + Environment + QuantityThing + Quantity + EnvironmentEnvironment + Thing + QuantityEnvironment + Quantity + ThingQuantity + Thing + EnvironmentQuantity + Environment + Thing
RESUME K.O.D. (The Kiss of Death)
JOB TITLES TO AVOID• Entrepreneur, Owner, Consultant or Variations• Operator • Franchisee • Head Bottle Washer and CEO • Principal
Phrases We Never Search On• Results-Oriented • Proven Leader • Strong Interpersonal Skills • Hands-on Technician • Seasoned Professional
KOD - Continued
Phrases That Scream Amateur • 10, 20, 25, 30, 35 Years of Experience • Responsible • I (EYE did this EYE did that) • Thinkers – Strategic Thinker / Tactical Thinker• Utilize – Utilized – Utilizing• Dynamic• Power – Powerful – • High Energy
HONEST IS GOOD – (Being stupid and vulnerable bad)
• Self-Taught • Recent Death in the Family Forced Me to Start My
Own Company • Married, Three Kids• Wife’s name is Mary, Agnes, Joan… • Hobbies
Trust Me Enough to Test What We Have Talked About
NEW WORDS ALERT
Thank You
Raw Notes
So Who Gets HIRED?
• Not the Most – Qualified– Connected – Networked– Advertised– Educated– Experienced
• Not The – Tallest– Prettiest– Nicest
The Candidate
Who Inspires
Confidence
Is the One
Who Gets Hired!
People Must Have Confidence in You Before They Will….
• Network Your Resume to Others
• Call People You Don’t Know
• Email People on Your Behalf
• Present Your Expertise to Others
• Tell People About Your Fit
How I Know This?
• I was never the most qualified• I was never the best educated• I never had the right connections• I did not have the experience
Recruiting Is Like Dating
Emailing Recruiters
“Please forward my resume to the person or department responsible for “Job-Title””
Thanks so much,
Name
Job Title
Phone Number
City, State, Zip
Resume – Small enough not to look crazy
Attach a Word Version
I am Not a MathematicianRecruiter Variables
Recruiter
Technology
Client Demands
ManagementExperience
AKP
Skill SophisticationStability
X
XX
Plus InterpretationTranslationTransliteration
of Compliance Regulations