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YOUR NEXT CAREER Second Edition

Do What You’ve Always Wanted to Do

Gail Geary, J.D., CMC

YOUR NEXT CAREER Second Edition

Do What You’ve Always Wanted to Do

Gail Geary, J.D., CMC

Your Next Career, Second Edition
© 2010 by Gail Geary

Published by JIST Works, an imprint of JIST Publishing

7321 Shadeland Station, Suite 200
Indianapolis, IN 46256
Phone: 800-648-JIST Fax: 877-454-7839 E-mail: [email protected]

Visit our Web site at www.jist.com for information on JIST, free job search tips, tables of contents,
sample pages, and ordering instructions for our many products!

Quantity discounts are available for JIST books. Please call our Sales Department at 800-
648-5478 for a free catalog and more information.

Trade Product Manager: Lori Cates Hand

Interior Designer: Amy Peppler Adams
Page Layout: Toi Davis
Cover Designer: Honeymoon Image + Design
Proofreader and Indexer: Jeanne Clark

Printed in the United States of America

14 13 12 11 10 09 9 8 7 6 5 4 3 2 1

Library of Congress Cataloging-in-Publication Data

Geary, Gail, 1943-
Your next career : do what you’ve always wanted to do / Gail Geary. --
2nd ed.
p. cm.
“Previous edition published under the title: Over-40 Job Search
Guide.”
Includes index.
ISBN 978-1-59357-671-4 (alk. paper)
1. Job hunting. 2. Middle-aged persons--Employment. I. Title.
HF5382.7.G43 2010
650.14084’4--dc22
2009016584
All rights reserved. No part of this book may be reproduced in any form or by any means, or
stored in a database or retrieval system, without prior written permission of the publisher except
in the case of brief quotations embodied in articles or reviews. Making copies of any part of this
book for any purpose other than your own personal use is a violation of United States copyright
laws. For permission requests, please contact the Copyright Clearance Center at www.copyright.
com or (978) 750-8400.
We have been careful to provide accurate information in this book, but it is possible that errors
and omissions have been introduced. Please consider this in making any career plans or other
important decisions. Trust your own judgment above all else and in all things.
Trademarks: All brand names and product names used in this book are trade names, service
marks, trademarks, or registered trademarks of their respective owners.

ISBN 978-1-59357-671-4
CONTENTS
Chapter 1: Making Future Employment Trends
Work for You 1
Jack’s Story: IT Executive to Medical
Technician 2
The Top Employment Trends Through 2016 3
How You Can Find Your Next Career in a
Radically New Employment Environment 4
Jo Ann 5
Robert 6
Ricardo 7
Career-Change Stumbling Blocks 8
How Do You Do What You’ve Always
Wanted to Do? 9
Quantify Your Passions Through a
Career Assessment 10
Assess Your Tolerance for
Entrepreneurial Risk 11
Align Your Interests with a Viable Field 11

Chapter 2: Quantifying Your Passions and Interests 13

Informal Exploration 13
Free-Time Passions 14
Where Does Your Money Go? 15
What Work Would You Do for Free? 16

iii
 CONTENTS

Stumbling Blocks to Career Transition Success 17

Fear of Financial Insecurity 17
Fear of Rejection 18
Fear of Success 19
Fear of Failure 19
How to Take and Use Formal Career
Assessments 21
The BirkmanDirect 21
Myers-Briggs Type Indicator 24
Multiple Ways of Discovering Your Passion
and Acting on It 26
Conducting an Effective Information Interview 27

Chapter 3: Measuring Your Tolerance for

Employment Risk and Entrepreneurial
Ventures 29
Affirming the Advantages of Prior Work
Experience 30
Do You Have the Right Personal
Characteristics to Be an Entrepreneur? 31
Exploring Different Kinds of Entrepreneurial
Ventures 34
Part-Time Entrepreneurial Employment 34
Coaching, Consulting, and Training 35
Buying a Franchise 38
Buying a Business 40
Starting Your Own Business 42
Deciding on a Legal Business Entity 44
Sole Proprietorship 44
General Partnerships 44
Corporations 44
How Does Entrepreneurship Fit in with
Future Employment Trends? 46

iv
 CONTENTS

Chapter 4: Designing a Career That Mirrors Your

Passions, Interests, and Abilities 49
Look at Your Past Experience for Clues 49
The Career Change Counseling Process 52
Time-Tested Steps to Discover Your
Passions, Interests, and Abilities and
Advance to Your Next Career 55
Find a Career Counselor 55
Define and Explore Your Career Options 55
Set Up Information Interviews 55
Get Hands-on Experience 56
Make Your Choice 56
Consider Your Career Design Options 57
Write Your Resume 57
Write Other Promotional Material 57
Market Yourself 58
Looking at Stumbling Blocks 59
I Can’t Afford to Go Back to School for
Continuing Education 59
I Can’t Make Enough Money from My
Passions and Interests 59
I’m Afraid of Making a Mistake 59

Chapter 5: Acquire Inexpensive Skill and

Credential Updates 61
Getting the Information You Need 62
Let Your Fingers Do the Walking 62
Start Doing Some Talking 63
Rethink the Money 64
Refresh Your Skills and Credentials for the
Same Position 65
Refresh Your Skills and Credentials for a
Different Position 67

v
 CONTENTS

Refresh Your Skills and Earn Credentials in a

Different Industry 68
Acquiring Skills and Credentials for an
Entirely New Career 70
Careers in Healthcare 70
Careers in Education and Educational
Services 72
Careers in Management, Scientific, and
Technical Consulting Services 74
Quick-Start, No-Degree Careers 77
Making a Choice 79

Chapter 6: Designing Your Wow! Resume 83

Catching Positive Attention with Your
Resume 84
The “Too Much Experience” Ambush 84
The “Too Little Relevant Experience
and Failure to Use Keywords”
Ambush 85
Creating a Resume with Impact 85
Use a Bold Yet Appealing Resume
Heading 86
Include a Clear Objective 88
Write a Concise and Powerful
Qualifications Summary 88
From “No Way” to “Wow! What Impact!” 89
Maria’s Resume Gets a Makeover 89
Richard’s Resume Moves into Wow!ness 92
Getting Your Resume Makeover 93
Designing Stand-Out Achievements and
Accomplishments 94
Asking Questions About Your
Achievements 95
The Right Wording 96

vi
 CONTENTS

The Best Organization 97

The Functional Resume Format 97
The Chronological Resume Format 98
The Hybrid Resume Format 99
From “So What?” to “Wow! What
Accomplishments!” 99
Maria’s Functional Resume 100
Richard’s Chronological Resume 103
Review: Features of the Three Resume Types 106
Writing and Polishing Your Accomplishments 107
Vary Your Action Verbs 107
Use the STAR Method to Write Your
Accomplishments 107
Summing Up 110
Trends in Text-Only Scannable Resumes and
Portfolios 112
Text-Only Resumes 112
Standing Out from the Crowd 114

Chapter 7: Designing Your Wow! Promotional

Material 117
Six Elements of Great Promotional Design 117
The Major Types of Promotional Material 118
Business Cards 118
Cover Letters 119
Promotional Materials for Products
and Services 121
Putting It All Together 127

Chapter 8: Strategic Searches Online and Off 129

Networking Your Way to a Job 130
Why Should You Network? 130
How Can You Identify Networking
Contacts? 133

vii
 CONTENTS

What Do You Say When You’re

Networking? 135
Networking Online with LinkedIn 136
Strategic Mailing and Calling Campaigns 138
Why Should You Conduct a Strategic
Mailing and Calling Campaign? 139
How Do You Conduct a Strategic
Mailing and Calling Campaign? 139
Effective Online Searches 145
Why Should You Conduct an Online
Search? 146
How Should You Conduct an Online
Search? 147
Answering Ads in the Newspaper 148
Partnering with Others in Your Job Search 149
What Do You Need to Know About
Using an Employment Agency? 150
What Do You Need to Know About
Using a Retained Search Consultant? 150
What Do You Need to Know About
Using an Executive Recruiter? 151
Organizing Your Search 153
Choosing Your Strategic Search Methods—
Online and Off 153

Chapter 9: Achieve Memorable First Impressions

and Ace Interviews 157
The Importance of the First 60 Seconds 158
Recognize That You Are the Product: Your
Presence Is the Advertisement 159
The Key Elements That Positively Affect First
Impressions 160
Use Erect Posture and Confident,
Energetic Movements 160
Project Vocal Energy and Enthusiasm 162

viii
 CONTENTS

Improve Your Personal Hygiene and

Grooming 166
Choose Appropriate and Stylish
Business Dress 168
How to Achieve Awesome Interview Results 177
Handling Telephone Interviews 178
Handling in-Person Interviews 179
Handling Tough Interview Questions 181
Put It All Together 184

Chapter 10: Negotiating Your Best Offer 185

Why Are People Reluctant to Negotiate
Salary and Benefits? 185
How Effective Are Attempts to Negotiate
Salary? 188
The Five Steps to a Successful Negotiation 188
1. Discover What You Are Worth 188
2. Delay Revealing Your Salary
Expectations 189
3. Handle External Recruiters and
Applications 189
4. Wait 24 to 48 Hours Before
Accepting or Negotiating the Offer 190
5. Negotiate the Offer 191
Real-Time Negotiation Scenarios 192
Weyman 192
Luis 194
Judy 195
Summing Up 197

Chapter 11: Too Young to Quit Working: Careers

for Post-Retirement Years 199
When Is the Right Age to Quit Working? 200

ix
 CONTENTS

Evaluating Some of the Best Retirement

Career Options 203
Corporate or Organizational
Employment 203
Temporary and Seasonal Employment 207
Self-Employment 210
Volunteer Opportunities 213
Enjoying a Career in Your “Third Stage
of Life” 216

Index 219

x
 About This Book
As a mature adult seeking a new career or starting an entrepre-
neurial venture, you have two choices: You can unconsciously
sabotage yourself through fear, overconfidence, pride, and so
on. Or you can be your own best friend in your career search
and “wow” a future employer with your impressive, updated
resume; your stylish and energetic self-presentation; and your
savvy interview skills. Fortunately, you don’t have to do it on
your own. You have Gail Geary to help you.
In this book, Gail gives you the insider’s slant on what works
and what doesn’t. Her knowledge comes from over a decade
of presenting workshops and coaching clients in the midst of
career transitions. She has worked with major corporations
and their clients as well as individual clients in every indus-
try sector, including finance, transportation, manufacturing,
automotive, retail, and healthcare.
With Gail’s expert advice, you can establish a new career,
revise your vision, or totally reinvent yourself.
Your Next Career is the premier career-transition guide for
those seeking a second or next career, devoted exclusively to
providing effective solutions for your career-transition needs.
It is filled with case studies, clear examples, and interactive
exercises, which provide truthful answers to your career-
development issues. Welcome to an exciting and enriching
read.
INTRODUCTION
Y
ou hold in your hands the most
comprehensive guide to fulfilling
second careers. Your Next Career
provides concrete how-to information for job seekers as well as
budding entrepreneurs. How do you know that you can rely on this
guide to meet your needs?
This book is the work of one of the most respected experts in career
transition. The previous edition of this book (titled Over-40 Job
Search Guide) has become the preferred reference guide for mature
job seekers and entrepreneurs. So why a second edition? Dramatic
changes in the employment market fueled by economic downturn
and global competition have fueled the need for a refocus on second
careers, but with increasing emphasis on contractual employment
and entrepreneurial ventures. The new edition will also meet the
needs of those under 40 who are transitioning into second careers.

About the Author

For the last decade, author Gail Geary has consciously chosen an
entrepreneurial practice composed of business and career consult-
ing. She regularly conducts continuing-education seminars and
has been on the adjunct faculty for the American Management
Association and three Atlanta-area universities. On a daily basis,
Gail presents career-transition workshops and coaches individual
career-transition clients through career and entrepreneurial assess-
ments, resume and CV development, self marketing, and interview
and negotiation practice. For the last seven years, she has conducted
a special workshop, “How to Use Age as an Advantage in Your
Career Search.” As if that weren’t enough, Gail is a member of the
Georgia and Atlanta Bar Associations and uses her expertise to keep

xiii
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at

the

PERSIAN body described

seemed level sea

cats not shoulders

TIGER never

in OMMON bite

in

Berlin