(Editor’s Note: The following is an excerpt from Brian Tracy’s new book, “Earn What You’re Really Worth: Maximize Your Income at Any Time in Any Market”. Brian Tracy’s extensive personal studies in business, sales, management, marketing, and economics enabled him to move up to become the head of a $265 million company before he turned his attention to consulting, training, and personal development. For more information on the author, please visit his website and follow him on Facebook and Twitter.)
There are three Cs to getting the kind of job you want and earning the kind of money you want to earn. These three Cs basically remain constant throughout your working career.
They are contacts, credibility, and competence.
First, the more contacts you have in the marketplace, the more likely it is you will find the job you want. The more people you know and who know you, the more likely it is you will uncover one of the 85 percent or more of job openings that are never listed anywhere.
This is why it is so important for you to network continually. Join clubs and associations. Ask people for referrals and references. Tell your friends, relatives, and associates that you are in the market for a new job. Make sure that everyone you know is aware that you are available and looking for a job.
Nothing is more important than your circle of contacts. The great majority of jobs that are filled in the hidden job market are filled because someone knows someone. And you can expand your range of contacts just by telling people that you are available and asking for their help and their advice.
Your Reputation Is Important
The second C is credibility. This is made up of your reputation and your character. Your credibility is the most important single quality about you in terms of getting recommendations and referrals from your contacts.
Make sure that everything you do is consistent with the highest ethical standards. Make sure that you never say or do anything that could be misconstrued by anyone as anything other than excellent conduct and behavior.
Remember, people will only recommend you for a job opening if they are completely confident that they will not end up looking foolish as a result of something you do or say.
Be Good at What You Do
The third C is competence. In the final analysis it is how good you are and how good you have been in your previous jobs that will determine, more than anything else, how good you can be at the job under consideration. Next to your character, your level of competence will be the single most important factor in determining your success in your career. This is why you must be continually working to maintain and upgrade your levels of competence through personal study all your working life.
The Seven Qualities Most in Demand
Every employer has had a certain amount of experience with both good and bad employees. For this reason every employer has a pretty good idea of what he or she wants more of. Here are the big seven:
- The first quality that employers look for is intelligence. In every study, it has been found that fully 76 percent of the productivity and contribution of an employee will be determined by his or her level of intelligence. Intelligence in this sense means the ability to plan, to organize, to set priorities, to solve problems, and to get the job done. Intelligence refers to your level of common sense and your practical ability to deal with the day-to-day challenges of the job. The key to demonstrating your intelligence is for you to ask intelligent questions. One of the hallmarks of intelligence that is immediately evident is curiosity. The more you ask good questions and listen to the answers, the smarter you appear.
- The second quality sought by employers is leadership ability. Leadership is the willingness and the desire to accept responsibility for results. It’s the ability to take charge, to volunteer for assignments, and to accept accountability for achieving the required results of those assignments. The mark of the leader is that he or she does not make excuses. You demonstrate your willingness to be a leader in the organization by offering to take charge of achieving company goals and then committing yourself to performing at high levels.
- Integrity is the third quality sought by employers. It’s probably the most important single quality for long-term success in life and at work. Integrity begins by being true to yourself. This means that you are perfectly honest with yourself and in your relationships with others. You are willing to admit your strengths and weaknesses. You are willing to admit where you have made mistakes in the past. Especially, you demonstrate loyalty. You never say anything negative about a previous employer or a person whom you have worked with or for. Even if you were fired from a previous job, never say anything negative or critical.
- The fourth quality that employers look for is likability. Employers like people who are warm, friendly, easygoing, and cooperative with others. Employers are looking for people who can join the team and be part of the work family. Men and women with good personalities are invariably more popular and more effective at whatever they do. Teamwork is the key to business success. Your experience in working as part of a team in the past and your willingness to work as part of a team in the future can be among the most attractive things about you in applying for a job.
- Competence is the fifth quality sought by employers. We spoke about this earlier. Competence is terribly important to your success. It is really the foundation of everything that happens to you in your career. In its simplest terms, competence is the ability to get the job done. It is the ability to set priorities, to separate the relevant from the irrelevant tasks, and then to concentrate single-mindedly until the job is complete.
- Courage is the sixth quality that employers look for. This is the willingness to take risks. Courage also means the willingness to accept challenges, the willingness to take on big jobs or even new jobs where there is a high degree of uncertainty and the possibility of failure. Courage also means the willingness to speak up and say exactly what you think and feel in a difficult situation. Employers admire men and women who are not afraid to speak their minds. And you demonstrate this in a job interview when you ask frank and direct questions about the company, the position, and the future that you might have with the organization
- The final quality employers look for is inner strength. Inner strength means that you have the determination and the ability to persevere in the face of adversity. Inner strength means that you have the quality of persistence when the going gets rough. You demonstrate inner strength when you remain calm, cool, and relaxed during the job interview. If you are calm and cool during the interview, it is a good indication that you will be calm and cool in the inevitable crises that occur during the day-to- day operations of the company.
Above all, it is your character, which is the sum total of all your positive qualities, that will have the greatest impact on whether you get the job you want. Your job now is to continue working on your character by practicing the behaviors of top people at every opportunity.
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