Which One Would You Hire?

mugshotsI’ll save you the suspense. The answer is None of the Above.

Although none of these guys will likely be hired, every year, roughly one quarter of all people who post profiles on Lrngo and other search and hire sites don’t seem to get the memo. Let’s look at the reasons why, and then find what they all have in common.

A. The “mugshot.” Ok, we get that you’re not the smiley type. We even get that you might live in a rough area, so you don’t want to look like “food.” Unfortunately though, people don’t usually do business with anyone they’re not comfortable with. You’re selling your services and abilities, but you’re not showing the face of a salesman. You’re showing the face of someone who makes people feel like they have to keep their eye on you. Would you feel relaxed letting this guy into your office? How about your house? The point is, letting people see that you at least have the capacity to be friendly makes them feel like they want to work with you. Otherwise, they will have the impression that you’re not a team player, or worse that they have to worry about your intentions.

B. The “goofball.” This is the other extreme.  Sure a sense of humor is good, but not if it affects performance or becomes a distraction. You might be fun to be around and even be a team player, but is this the face of someone who I can count on to reach a goal or to tell me the truth? Does this picture tell me you’re funny? No, it tells me you’re not taking this seriously. Unfortunately for you though, I am, and I’m not going to hire you.

C. The “nothing.” Before I get into this, I’m going to make a disclaimer here. There may be legitimate reasons if you are female to not have a picture, for instance, in situations or countries where it may be dangerous to do so. However, for 90% of all you males, you better put up a picture if you want to compete. The reasons why are simple. First, psychologically, people want to feel assured that your profile is real and you are an actual person with good intentions. While you won’t really know how accurate the picture is as a representation until a visual meeting, a picture is the first reference upon which a path to that perceived reality is based. Second, the unknown is always scarier than the known. (It’s probably fine, but what if he has hair down to his knees and molars the size of the Pyramids?) Finally, people like to feel that they are on equal ground. This is why statistics from basically every site with profiles show consistently that profiles without pictures are contacted less often (generally 5x to 50x). Let me explain it another way. If I took this seriously enough to put up a picture and you didn’t, the bottom line is, I’m not talking to you.

D. The “incognito.” Congratulations. You are so clever, the way you beat the system with your cool sunglasses. You managed to get a picture of your face on your profile even though no one can really see what you look like. Unfortunately for you, that’s the whole point of a picture. The “incognito” might as well be the “nothing.” (Are you wanted in ten states, or only five?) They say eyes are the windows to the soul, but apparently your soul is tinted.

At the end of the day, what all of these examples have in common is that they project a visual lack of trust. Of course, one could argue that until you actually see the real person, you don’t know whether you can trust the authenticity of a picture anyway (which is why the other worst thing you can do is put up a picture that doesn’t actually look like you). However, psychologically, the right picture induces the perception of an actual person who can be trusted, and all people are looking to hire someone they can trust to help further their cause so that the outcome will be a job well done.

It is well known in business that people also naturally want to work with people they like. A smile goes a long way in this regard. It’s not a beauty contest, it’s an “I think this person can help me get this done” contest, and “I will achieve my goal if I hire him/her.” By the way, it’s no different with barter transactions. You still want to know that you can trust them with your goals, and psychologically at least, a picture of their face is an indicator–not just of who you are working with, but also that they are not afraid to be themselves, and that they are taking the opportunity seriously.

They say a picture is worth a thousand words. However, a thousand random words are meaningless, so don’t put up a random picture. Make sure it says exactly what you want it to say about you.

We Are ALL In the Education Business

In the late 90′s, I finally got my first cellphone. I fought it for years.
Learn to Swim from Peers

Photo Credit: Frits Ahlefeldt-Laurvig

The idea that I would be on the phone during my quiet time or drive time talking (and probably working) did not appeal to me in the least. Sure there were social benefits, but I wanted time to recharge, unplug, meditate, and collect my thoughts.  In short, I wanted down time.  Fast forward to 2014.

Now, it would be almost impossible to live without this device.  Why is that? (Long live down time, rest in peace.)

Ask yourself: have you ever gone a day without your smartphone or mobile device?  If you unplugged from the net and social media, how long would you last–two days perhaps, a week?

Let’s make this a multiple choice question.

With no mobile device, would you feel:

A. Isolated
B. Uninformed
C. Vulnerable
D. All of the above

For many, the answer is D.

In the end, I needed a cellphone because I couldn’t wait to know things any more.  I needed to reach people wherever I was, at times to keep in touch for social reasons, but more often to get things done or grab a quick update from someone to assess and learn what needed to be done next.

As I write this blog, I’m finding it interesting that there are some keywords I just can’t avoid.  This is not for SEO purposes (sorry Google), but rather because I can only describe what I’m saying by using these words and they keep popping up.  Do you see a pattern yet?

The fact is, I can’t talk about connecting with other people without using the words “know” and “learn.” (Well whaddaya know?)  If you think about it (“think”–there’s another one), it’s engrained in our social language.

In fact, I hate to admit it, but it’s no longer just me on the continuous learning bandwagon.  How many times have you seen the word “webinar” in your email box lately?  There sure seem to be a lot of free classes these days.  And how many seminars have you gone to this year?  It seems like a lot of expense to put those on, doesn’t it?

I went to a couple of free business strategy meetings and M&A seminars earlier this year, and I learned a lot.  I’m not being facitious, I really did.  It was a valuable experience, and I couldn’t help being struck by how much they had to educate me in order for me to become their future customer.  And that’s when it hit me:

We are all in the education business now.  Every one of us.

Whether you’re educating your future customers, current customers, peers, co-workers, employees, investors, the press, the general public, or friends and family; if you want to stay relevant, people need to understand what you’re doing, how it works, and why it’s important.  Things are moving too fast for people to pay attention to anything if they don’t understand its value.

I also equate this idea with the reason we received so many questions recently at Lrngo from users wanting to know how to promote their expertise and themselves as speakers; which became the subject of two Lrngo blogs earlier this year.  So many people with expertise wanted to gain speaking experience and promote themselves by giving presentations, webinars and classes on their topics, that we had to dig in and come up with the information.

This trend isn’t as much about 15 minutes of fame as it is about survival of the fittest.  The consultant, service provider or company that doesn’t stay ahead of the curve by educating their target market on why they are needed and what makes them different won’t be around very long.

As we shift to the reputation economy and social media shines the spotlight on the expertise of individuals, the move toward constantly educating and re-educating each other is not likely to subside any time soon.  In the words of Denis Waitley, “<you can> never become so much of an expert that you stop gaining expertise.”  You have to stay ahead of the curve.

In late 2014, I finally joined Twitter. I fought it for years. It’s amazing how much you can learn from one sentence.

Follow me on Twitter @davidcbrake

Investor Pitch Day

Start HoustonWe all know that deal flow, sector, size of investment & opportunity and other pre-qualifiers like market timing are considerations when making investments, but at the end of the day everyone knows that investors are usually betting on the team.

In fact, some investors believe that all team evaluation indicators can be broken down into just two categories: ability and character.

Founders and investors are dependent upon each other to effectively make a project work, so shouldn’t founders be evaluating in regards to whether investors are the right fit as well?

For example, I’ve been advised by investors who have seen MY REASONS to become profitable as a plus, and by others who have seen that mission as a minus on the same day.

In the end, as with most marketplace dynamics, isn’t it all about finding the right match?

This is why Daniel’s REVERSE PITCH EVENT is so cool, and the startup community should support it.

It doesn’t have to be simply a novelty or a promotional opportunity for the more popular investors in town.

Rather, it can be an opportunity for both sides to discuss how we evaluate compatibility beyond initial qualifiers, and what the right fit really means to optimizing success.

In my view, this is a very understudied area and it shouldn’t be.

I’m looking forward to this event.