I was recently helping a college graduate who has a job interview. This time I saved a lot of time by seeking help: ChatGPT.

So here is what I did?
I gave ChtGPT the Job description and asked what questions can I expect from the employer.
I view this as a 80/20 solution. This can help you with 80% of the questions. The other 20% are unpredictable that you will have to think on your feet. I am sure the employer is also using ChatGPT to keep you off balance.

Job Description
Job Title: Financial Services Representative
Company: TopCo Financials (name changed)

Are you an experienced and detail-oriented professional with a passion for helping & educating others? TopCo Financials is a nationally recognized Financial Services Firm that hires top-tier talent.

We are dedicated to establishing meaningful connections with a diverse clientele. Our Financial Representatives and Financial Advisors proudly serve a wide spectrum of individuals, including small business owners, educators, entrepreneurs, families, first responders and more.

We offer a range of tailored services, addressing specific financial needs, whether through comprehensive financial strategies or specialized focus areas such as Retirement Income Strategies, Estate Planning Strategies, Tax Planning Strategies, Risk Management & Protection Planning, Wealth & Portfolio Management, College Funding, Special Needs Planning, Planning with Charitable Intent, Business Owner Strategies, Small & Large Group Employee Benefits and more.

What sets us apart is our unwavering commitment to a holistic approach in crafting and cultivating personalized financial wellness strategies. We genuinely care about the well-being of our clients, and our dedicated, all-encompassing method reflects this passion. To ensure the highest quality of guidance, our team follows a rigorous process that leads to exceptional outcomes and empowers clients to pursue their financial goals with confidence.

In this role, you will be responsible for providing exceptional financial guidance, promoting our range of products and services, and building lasting relationships with clients. To be successful, you must possess the following characteristics: Financially Driven, Coachable, Strong Verbal & Written Skills, Charismatic & Confident, Ethical and Self Motivated.

Financial Services Representative Responsibilities:

• Consult with clients to understand their financial needs and objectives, scheduling meetings for in-depth discussions.
• Gather relevant client information to tailor investment & protection recommendations that align with their financial circumstances.
• Stay informed about market conditions and assess how they may impact taxes and client investments.
• Cultivate long-term relationships with clients, fostering repeat business and client referrals.
• Proactively reach out to potential clients through cold-calling to introduce our comprehensive financial products and services.
• Provide innovative solutions to enhance clients' financial well-being.
• Develop an in-depth knowledge of our financial products to offer well-informed advice and recommendations.
• Establish connections with prominent professional networks, including accountants and attorneys.

Requirements:

• A bachelor's degree in finance, economics, accounting, business or a related field.
• Appropriate state licensure to perform financial services.
• Proficiency in Microsoft Office applications & CRM software.
• Exceptional analytical, organizational, and problem-solving abilities.
• Effective communication skills to engage with clients and team members.
• Outstanding customer service skills to ensure client satisfaction.

Step 1: Potential Employer Questions

What questions can an employer with this job description? Job Title: Financial Services Representative

### Questions an Employer Might Ask for This Job Description

#### Experience and Background:
1. **Role-Specific Experience:**
- Can you describe your experience in financial services, particularly in consulting with clients and providing tailored financial recommendations?
- Have you worked with a diverse clientele before? Can you provide examples of how you managed their different financial needs?

2. **Client Engagement and Relationship Building:**
- How do you approach building and maintaining long-term relationships with clients?
- Can you share an example of a time when you successfully converted a cold call into a long-term client relationship?

3. **Knowledge of Financial Products:**
- How familiar are you with the range of financial products and services we offer, such as retirement income strategies or estate planning?
- How do you stay updated on new financial products and market conditions?

4. **Analytical and Problem-Solving Skills:**
- Can you provide an example of a complex financial problem you solved for a client?
- How do you approach assessing market conditions and their potential impact on client investments?

5. **Communication and Presentation Skills:**
- How do you ensure that your communication with clients is clear and effective?
- Can you describe a situation where your strong verbal and written communication skills helped resolve a client’s issue or concern?

6. **Customer Service:**
- How do you ensure outstanding customer service in your interactions with clients?
- Can you provide an example of a time when you went above and beyond to meet a client's needs?

#### Behavioral and Personal Traits:
7. **Drive and Motivation:**
- What motivates you to work in financial services, and how do you stay driven and focused on your goals?
- Can you share an example of a time when your financial drive led to a successful outcome?

8. **Ethics and Integrity:**
- How do you ensure that your work always aligns with ethical standards?
- Can you describe a situation where you had to make a difficult ethical decision?

9. **Coachability and Learning:**
- How do you respond to feedback and coaching?
- Can you share an experience where being coachable helped you improve your performance or skills?

#### Technical and Professional Skills:
10. **Proficiency with Tools:**
- How proficient are you with Microsoft Office applications and CRM software?
- Can you describe how you have used these tools in your previous roles to manage client relationships and track performance?

11. **Licensing and Certification:**
- Do you currently hold the necessary state licenses to perform financial services?
- Are there any additional certifications or qualifications you are pursuing or plan to pursue?

12. **Networking and Professional Connections:**
- How do you establish and maintain connections with professional networks, including accountants and attorneys?
- Can you provide an example of how a professional connection benefited your clients?

#### Fit and Future Goals:
13. **Alignment with Company Values:**
- What attracted you to Integrated Financial Concepts, and how do you see yourself fitting into our culture?
- How do your personal values align with our holistic approach to financial wellness?

14. **Career Goals:**
- What are your long-term career goals, and how does this role fit into your plans?
- How do you see yourself growing within our company?

15. **Contribution to the Team:**
- How do you see your role contributing to the overall success of our team and company?
- Can you provide an example of a time when you worked collaboratively with a team to achieve a common goal?

By preparing thoughtful answers to these questions, you can demonstrate your qualifications, experience, and alignment with the company's values and expectations for the Financial Services Representative role.

Step 2: How to answer these questions?
### How to Answer the Questions for the Job Description: Financial Services Representative at Integrated Financial Concepts

#### Experience and Background:

1. **Role-Specific Experience:**
- **Answer:** Highlight your relevant experience and provide specific examples. Emphasize your client-focused approach and success in consulting and recommendations.
- **Example:** "I have over five years of experience in financial services, during which I have consulted with a variety of clients, from small business owners to families. In my previous role, I successfully provided tailored financial strategies, resulting in a 20% increase in client satisfaction and retention."

2. **Client Engagement and Relationship Building:**
- **Answer:** Discuss your approach to client engagement and provide specific examples of successful long-term relationships.
- **Example:** "I believe in building strong, trust-based relationships with clients. One example is a client I initially reached out to through cold-calling who later became a long-term client. By understanding their needs and consistently providing value, I fostered a relationship that led to multiple referrals."

3. **Knowledge of Financial Products:**
- **Answer:** Demonstrate your knowledge of financial products and your commitment to staying updated.
- **Example:** "I am well-versed in various financial products, including retirement income strategies and estate planning. I regularly attend industry conferences and webinars to stay informed about new products and market trends, ensuring I provide the most current and relevant advice to my clients."

4. **Analytical and Problem-Solving Skills:**
- **Answer:** Provide examples of your analytical skills and problem-solving abilities in financial contexts.
- **Example:** "In my previous role, a client faced a complex tax issue due to market fluctuations. By analyzing the market conditions and adjusting their investment strategy, I helped them minimize their tax liability and achieve their financial goals."

5. **Communication and Presentation Skills:**
- **Answer:** Highlight your communication skills with specific examples.
- **Example:** "Clear communication is crucial in financial services. In one instance, I helped a client understand a complex investment strategy by breaking it down into simple terms and visual aids, leading to their informed decision and satisfaction."

6. **Customer Service:**
- **Answer:** Showcase your commitment to outstanding customer service with concrete examples.
- **Example:** "I always strive to exceed client expectations. For example, I once worked overtime to resolve a client's urgent financial issue, ensuring their peace of mind and earning their long-term loyalty."

#### Behavioral and Personal Traits:

7. **Drive and Motivation:**
- **Answer:** Share what drives you and provide examples of your motivation in action.
- **Example:** "I am driven by the opportunity to make a positive impact on clients' financial well-being. My motivation helped me exceed my sales targets by 30% last year, as I consistently sought to understand and meet clients' needs."

8. **Ethics and Integrity:**
- **Answer:** Discuss your commitment to ethics and provide an example of an ethical decision.
- **Example:** "Integrity is fundamental in financial services. I once advised a client against a high-risk investment that would have benefited me financially but was not in their best interest. This decision reinforced their trust in me and resulted in a long-term relationship."

9. **Coachability and Learning:**
- **Answer:** Demonstrate your openness to feedback and continuous learning with examples.
- **Example:** "I value feedback as a tool for growth. In my previous role, I actively sought feedback from my mentors, which helped me improve my client engagement strategies and achieve higher client satisfaction rates."

#### Technical and Professional Skills:

10. **Proficiency with Tools:**
- **Answer:** Highlight your proficiency with relevant tools and provide examples of their use.
- **Example:** "I am proficient in Microsoft Office and CRM software, which I used extensively to manage client data and track performance. These tools helped me maintain organization and provide timely and accurate advice to clients."

11. **Licensing and Certification:**
- **Answer:** Discuss your current licensing status and any ongoing efforts to obtain further qualifications.
- **Example:** "I hold the necessary state licenses for financial services and am currently pursuing additional certifications in estate planning and risk management to enhance my expertise."

12. **Networking and Professional Connections:**
- **Answer:** Share your approach to networking and provide examples of successful professional connections.
- **Example:** "I actively network with accountants and attorneys to provide comprehensive financial solutions to clients. A recent collaboration with a tax attorney helped a client navigate a complex tax situation, demonstrating the value of professional connections."

#### Fit and Future Goals:

13. **Alignment with Company Values:**
- **Answer:** Express your alignment with the company's values and culture.
- **Example:** "I am impressed by TopCo Financials' holistic approach to financial wellness and commitment to client well-being. My values align closely with this philosophy, and I am excited about the opportunity to contribute to such a client-centric organization."

14. **Career Goals:**
- **Answer:** Discuss your long-term career goals and how this role fits into them.
- **Example:** "My long-term goal is to specialize in retirement income strategies and eventually move into a leadership role. I believe that TopCo Financials offers the right environment for me to grow and achieve these goals."

15. **Contribution to the Team:**
- **Answer:** Highlight your teamwork skills and provide examples of past contributions.
- **Example:** "I am a strong team player and believe in the power of collaboration. In my last role, I worked closely with colleagues to develop a comprehensive financial plan for a major client, which resulted in a 25% increase in their investment portfolio."

By preparing thoughtful and detailed answers to these questions, you can demonstrate your qualifications, enthusiasm, and alignment with the values and expectations of TopCo Financials.

Step 3: Practice, practice, practice

Step 4: Do a mock interview with someone

Step 5: Formal Interview

If you go through these five steps, you will be well prepared and focused.
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The question is, "Why should we hire you?"

This question is often not asked directly, nor is it usually the first question in an interview. However, it would help if you addressed the primary question before answering other questions.

No matter what question is asked, you should bring it back to the most important question by saying: "Before I answer your question, let me briefly tell you a little bit about myself so you know why I am here." What you are going to tell them is why they should hire you. Be direct, as you are there to get a job, not to score style points.

Consider a recent example where preparation could have made a huge difference: President Biden's performance in the debate against Donald Trump. Contrary to popular belief, his performance issues were not due to age but to very poor preparation. This underscores the power of being well-prepared, putting you in control of the situation.

I worked with a recent college graduate who struggled to get job offers despite landing interviews. The problem is that students spend a lot of time learning various subjects in school but need more time (if any) to develop the crucial skill of interviewing. They often learn this the hard way. But why should it be that way?

Here's What We Did:

Based on his college experience, internship, and extracurricular activities, we focused on three key words: Learn, Contribute, and Grow.
Learn

• Emphasize your recent graduation and the learning you acquired.
• Highlight three areas: academics, extracurricular activities, and social skills.

Contribute

• Discuss your involvement in study groups, marching band, and clubs like Toastmasters or Chess.

Grow

• Highlight your academic, personal, and social growth.

Then, transition to the job by saying: "I would like to bring the same three attributes to your company: Learn, Contribute, and Grow."

• Learn: Learn from my efforts, boss, and colleagues.
• Contribute: Contribute to the success of my boss, team, and company.
• Grow: Grow personally, professionally, and financially.

With this focus, aim to create a win-win relationship in which you win by making your boss, team members, and company successful. This means that by hiring you, the company gains a valuable asset, and in return, you gain a fulfilling job and opportunities for growth and development.

By answering this question effectively, you will demonstrate preparation, thoughtfulness, and insight, persuading the interviewer to bet on you. This will leave you feeling reassured and confident in your abilities.

Applying This Approach:

Reflect on Joe Biden's "job interview" in the election:

1. State the Purpose: Explain right from the start why he was there and take the argument to Donald Trump, as the election is not just about who has better plans but also about leadership and getting things done that improve people's lives.
2. Highlight Accomplishments: Talk about the great work done, the ongoing efforts, and the future plans if re-elected.
3. Answer Direct Questions: Address the question asked, time permitting.

Biden's failure to effectively prepare and communicate led to his poor performance. Avoid this mistake by following the tips provided. It will show that you are well prepared, focused, and can get the job done. You will engender confidence in the interviewers that you are the one they are looking for to get the company to the "promised land."

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Chris Matthews, an American political commentator, retired talk show host, and author, often uses a football metaphor to describe the US two-party system. He suggests that for the system to function, both parties need to operate within the '40-yard lines' on a football field. This means that each party can only move up to the 40-yard line on either side, and if they go beyond these limits, it could lead to a breakdown of the system.

We saw what happens when one side moves way to one side. It resulted in a bloody Civil War. Since then, both sides' leadership has been responsible and heeded that rule, though their supporters wanted to break past the 40-yard line.

The election of Donald Trump in 2016 changed everything. Trump aimed to disrupt this implicit agreement, transforming the Republican Party into the MAGA party, which rejected the 40-yard rule. Trump had never worked in the government, so he never felt he had to follow any rules.

One of the most significant outcomes of his administration was reshaping the Supreme Court into what some call a 'MAGA court.' This court is aligned with the values of the MAGA party and overturned Roe v. Wade, a landmark decision in place for nearly 50 years, representing a move far beyond the 40-yard line on the right. Additionally, recent decisions have suggested that a president could be immune from accountability for actions taken while in office, seemingly to protect Trump from repercussions for his conduct. The system is now irreparably broken and not fixable.

The US faces a critical juncture: it can sustain its democracy or risk descending into a bloody civil conflict that will destroy everything that has been built. The presence of hundreds of millions of guns and a strong cultural attachment to freedom, which is deeply ingrained in the American psyche and often manifests as resistance to government overreach, make autocracy untenable. We have reached a breaking point, and urgent action is needed. The time for action is now, and we must act swiftly to prevent further deterioration of our political system.

The solution I propose is partitioning the US. While challenging, this may be the only way to avoid a civil war and prevent the country's destruction. It is better to have two or more countries that can live how they want to rather than have a war that results in destruction. This is the stark choice we face today, but it also presents an opportunity for a peaceful resolution, a way forward that can be achieved without bloodshed. This potential for a peaceful resolution should give us optimism in these challenging times.


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Most need to realize how much work goes into delivering a high-stakes communication. It's high stakes because you are either going to win or lose. Bad things happen when you lose. Unfortunately, Joe Biden lost in his presidential debate with Donald Trump because he could not deliver even an acceptable high-stakes communication at the presidential debate. Based on Biden's poor performance, some in his party want him to end his presidential campaign.  I will explain what you need to do to avoid this predicament. Note, Trump was terrible in the debate, but this blog post focuses on Biden since he was atrocious.

Since job interviews are a form of high-stakes communication with which we are familiar, I will use the presidential debate between Joe Biden and Donald Trump to show how to communicate effectively and win. They were both interviewing for the job of the president of the United States in front of 50 million viewers. Joe Biden knocked himself out in the first 90 seconds, so Donald Trump was declared a winner in many polls after the debate. Trump now has an excellent shot to be the president unless something significant changes before November 5th, 2024 when people make a hiring decision.

In my book "Winning Speech Moments," I stress  three key elements you must master: Message, Content, and Performance. This may sound simple, but it requires dedicated practice. You can't just wing it. But with practice, you can feel prepared and confident in any high-stakes communication situation.

Below is what you are trying to convey with message, content and performance.

Message
What you plan to do or deliver.

Content
What are things you want people to know so they can trust that you can deliver if hired.

Performance
What do you want people to feel so they trust you that you indeed will deliver on your message.

This is it. You would think everyone would be able to win in high-stakes communication, but it is one of the hardest things to do.

Why?

You never get to test this with the decision-makers. You must use your instincts and make smart guesses. You only get one shot to win.  

Most people don't have a message, their content does not amplify their message, and their performance could be better. The result is they don't get a job, and the interview becomes a waste of time for both. 

If you integrate all three, you have a good shot to be hired.  It sounds simple but is very difficult to execute. 

High-stakes communication is about trust.  Just as we go to movies because we trust the actors to deliver a performance that makes us feel. You must be able to make your audience trust you.  You can't be an effective communicator if you can't inspire trust. Your performance is key to building this trust. The performance is the most difficult aspect of high-stakes communication.  Your visual is sending signals and everyone can see it. 

In these three attributes, Biden did not have a message, his content needed to be more precise, and his performance could have been better. Meanwhile, Trump at least had a message (America is bad because of Joe Biden); his content was filled with untruths and exaggerations, but was very clear when he said, "I did not have sex with a pornstar." His performance was ok in that he did not make weird faces or interrupt Biden (which he couldn't do based on the silent mic when it was not his turn to talk). Trump won because he at least knew why he was there. Biden didn't.

So let's turn to your high-stakes communication: Job Interview.

Message
You must have a message about why the employer should hire you. You must show them how they will make money. You must keep repeating this since this is the only thing that matters to an employer.

Content
You better be able to answer questions briefly while amplifying your message. If you can't stay on message, then you are confusing the interviewer.  

Performance
This is about persuasion, trust, and delivering results. Does your performance show that? 

As you can see, I have simplified this, but it requires a lot of work to succeed in high-stakes communication. If it is hard for residents, then just think how hard it is for people who rarely engage in high-stakes communication.

So what can you do?

Practice, practice, practice.

I recommend you get a high-stakes communication coach or get my book. The reason coaching is important since only they will tell you ahead of time what's working and what needs to be improved.  You don't want to find out when you don't get hired.

​People need to work on this money skill and not wing it. They get frustrated when they don't win. Communication is hard, and it is a must skill today to succeed. AI can do a lot of wonderful things, but it can't deliver a performance that results in a win. Only you can do that. So don't get intimidated by AI; just work on the most important skill for success: High-Stakes Communication.

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When interviewing for a job, you can easily get eliminated and not know about it. So, how do you prevent this from happening?

To understand this, let's look at how Joe Biden got eliminated when he was debating Donald Trump. The debate was a high-stakes event, and Biden was either unprepared or could not execute. Joe Biden is trying to get re-elected as the president, so all the blame goes to him. Similarly, if you screw up a job interview, you are to blame. It is you who is not going to get the job.

When you have a face to face interview and can't get the job, the interviewer is saying that you can't help them make money.  It is that simple. It is always about money.  Joe Biden lost the debate since he could not convince people how he will make their lives better.  

So, what can we learn from Joe Biden's mistakes in a high-stakes debate that can be applied to a job interview? Understanding these mistakes can provide valuable insights and help you avoid similar pitfalls.

First Mistake: First Impression

When Joe Biden enters the stage, he points to the lectern. Everyone in America knows that Biden has the lectern closest to him, so it makes no sense why he is unsure. Pointing to the podium makes Biden look unconfident. This happens before he utters a single word or even Donald Trump enters the stage.

Strike One. But Biden still has two strikes left.

Second Mistake: First Sound from Joe Biden.

Biden's first sound in the debate was raspy and inaudible.  He did not sound confident. If Biden was not feeling well, his campaign manager should have postponed the debate.

Strike Two. Biden is now down to one strike. 

Third Mistake
Since there were no opening statements, Biden had to clearly explain why he was debating a candidate convicted of 34 counts of felony, guilty of committing sexual assault and convicted of committing fraud where he has to pay $453 million. Biden had to make Trump unacceptable right from the beginning. Biden did not do that and made Trump acceptable. That's all on Biden. You can have a bad day playing a round of golf, but not when you want to remain the president.  

Strike Three. The debate was over in less than two minutes.

Many who watched the debate past the first two minutes thought that Biden was better later in the debate, but it was too late. The damage was done.

Joe Biden knocked himself out without Trump laying a punch on him. Go watch it, and you will see that this debate was torture to watch for 90 minutes since we went to "garbage time" after the first two minutes. Basketball games in the NBA have garbage time of no more than fifteen minutes, which typically happens in the fourth quarter when one team is so far ahead that the outcome has already been decided, and the players from both teams are just playing to run out the clock. 

The only event I remember that was just as short as this debate was when Michael Spinks fought Mike Tyson. It was on pay-per-view, so I paid to watch it at a colleague's house. I went to get some snacks in another room, and when I came back to the TV room, the fight was over. Tyson knocked out Spinks. I could not believe it. The fight was over in 91 seconds, and Michael Spinks never fought again.

Joe Biden did not understand that you can't debate a felon. You are entering a boxing ring and must knock him out. That is on Biden. 

At least Michael Spinks took a punch from Tyson and got knocked out.  Biden knocked himself out in less than two minutes, which I don't think was possible in a presidential debate with high stakes.

What can you learn from Joe Biden's debate performance so you don't make the same mistakes in a high-stakes interview?

First impressions are crucial, so you must work on how you will present yourself from the beginning at a job interview. For instance, dress professionally, maintain eye contact, and offer a firm handshake. The first impression is how the interviewer sees you without you saying a single word.

Secondly, remember that your initial communication with the interviewer is as crucial as your responses to their questions. Clear and confident communication can set the tone for the entire interview and leave a lasting impression.

Third, you must ensure that your and the interviewer's expectations are aligned. This means understanding the job role, the company culture, and what the interviewer is looking for in a candidate. It's not just about what you can offer, but also about what you can expect from the job and the company.

Though this sounds simple. But, as you saw in the presidential debate, Joe Biden could not do this well, and it got worse from there. He did not even try to recover from or correct his mistakes in his closing statement. The entire debate was a disaster for Biden. SInce BIden was so bad, very little focus was being given to Donald Trump.  He won the debate because of a self knockout commitred by Joe BIden.

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We all are passionate about something in life. The question is, how should you address passion during a job interview?

During a job interview, you may be asked by an interviewer, or you may reveal it yourself. It's crucial to remember that expressing your passion should be authentic and not forced. This authenticity can help you connect with the interviewer and demonstrate your genuine interest in the job.

But what if your passion does not resonate with the interviewer? If that happens, you may fall into a trap you probably can't easily escape. This one word could doom your chances of getting the job.

How do you handle this question?

For the interview, your passion is the job you are interviewing for, and that's it. If there is something else that is your passion, then you should not be interviewing for the job. As far as you are concerned, other things are your interests and hobbies. For instance, if you're passionate about marketing, you can express this by discussing your excitement for creating innovative campaigns or your interest in staying updated with the latest industry trends.

In the book The Devil Wears Prada, Andrea Sachs is being interviewed for a job as Miranda Priestly's assistant. Priestly, the editor of a fashion magazine called Runway, lives and breathes fashion; thus, she is very demanding and has a reputation for being difficult. During the interview, Andrea reveals to Miranda that "Writing has always been her passion." Miranda asks, "So, does your affinity for writing mean that you're not particularly interested in fashion?" This scenario illustrates the importance of aligning your passion with the job you're interviewing for.

Andrea was trapped. She had to come up with a good lie. She says, "Oh no, of course not. I adore fashion...I'm looking forward to learning even more about it since I think it would be wonderful to write about fashion one day."

Miranda is a demanding boss and would not have hired Andrea unless she was impressed with Andrea's comeback and her potential to develop a strong passion for fashion. Now, this is a nice fiction, but in real life, you may not be able to get out of a trap like that; hence, you will have blown your chances with that answer.

Why?

When you are interviewing for a job, you better be as passionate, if not more, about the business the company is in and the work you have to do. If you are not, it is unlikely you will get the job. Even if you fake it and get the job, you will soon lose interest and not be happy, underscoring the importance of genuine passion in job roles. 

And Andrea Sachs lasted only a year for Miranda Priestly.  In a Paris car ride, Miranda tells Andrea, " Clearly, you know nothing about fashion, and more than that, you don't seem to care."  Andrea eventually had a fallout with Miranda and quit.   Again, this is fiction, but there is some truth that when you are not passionate about a job, you will be unhappy and leave.  Andrea's heart was in writing, which she pursued after she quit Runway. 

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The short answer is no. 

We all think we are humorous, especially when we get positive feedback from colleagues, friends, and relatives. But it's important to know to save your humor for the right audience, for the right situation, at the right time, and delivered by the right person. Unfortunately, the only ones who get all four are stand-up comedians. 

Humor in a speech does not work for the following reasons:

• We are not as funny as we think we are
• Your audience is not there for your humor
• Humor is tricky to pull off, even for professionals

To point out how hard humor is even for professionals is to watch the 2024 White House Correspondents Dinner (WHCD). This is the event where comedians go to die. The reason is that the audience attending this event differs from their audience. The audience is mainly made up of politicians, journalists, and celebrities. They only know the president well and expect him to be funny. It is the president's audience.   He is the only one who will get laughs if he is somewhat funny. That is because the audience is rooting for someone who is not a professional comedian and is willing to step out of his comfort zone. 

The bar rises quickly when the comedian follows him, and no comedian can ever meet it. The audience is so brutal that you feel sorry for the comedian. Sometimes, the audience is so quiet that you wonder if they are awake.  

What comedians go through can be explained using the following examples. Can Taylor Swift perform at a Super Bowl? Yes, mainly for the TV audience. Swift's audience is going to be somewhere other than the Super Bowl. Can Travis Kelce, Swift's boyfriend, perform by catching passes from Patrick Mahomes at a Taylor Swift concert? No. The audience attending a Taylor Swift concert is not there to watch a throw-and-catch show by two great football players.

I learned this lesson on using humor the hard way when I gave a seminar for a high-tech company in several cities.

During my rehearsal with my presentation partner, I noticed a lot of acronyms. I joked to my partner that I had not seen so many acronyms since studying the periodic table when I took Introduction to Chemistry in college. He laughed. I never asked him why he laughed, but I received the feedback I needed and decided to use it during the seminar.

So, I tried it at the first seminar. No reaction—none at all. I could not believe it when looking at the audience. I asked myself how they could not understand this witty remark. 
I did not give up. I tried it at the second seminar. Again, no reaction.
I thought my delivery was wrong, so I briefly changed it and tried it at the third seminar. Again, there was no reaction.
I said I had to try one final time.
Still, no reaction.
So, I blamed it on techies for having no sense of humor.
But I failed to realize then that the audience was attending for technical content and not my witty remark.  
I have tried other witty remarks in my speeches, which rarely work.
From my experience, I strongly advise against using humor in your speeches. The risk of your message being overshadowed or misunderstood is not worth it. It's important to keep the focus on your main topic and ensure your audience's attention is not diverted.  

It's crucial to understand that not using humor doesn't mean you can't be yourself.  It's about being attuned to your audience's needs.  You might express yourself using colorful language, but it may not be appropriate in a speech.  The same goes for humor. It's all about understanding your audience and tailoring your speech to their expectations.  

One of the best uses of humor in a speech was demonstrated by John F. Kennedy when he gave an address at Rice University on the nation's space effort on September 12, 1962. He was just being himself and situational regarding what the audience was experiencing. He injects humor when explaining what would happen to a spacecraft when "...re-entering the atmosphere at speeds of over 25,000 miles per hour, causing heat about half that of the temperature of the sun--almost as hot as it is here today...I'm the one who is doing all the work, so we just want you to stay cool for a minute." 

This humor worked because it was appropriate for the right audience, for the right situation, at the right time, and delivered by the right person.

If you find yourself in a situation where you have all the right conditions for humor and you feel it's appropriate, go ahead and be yourself. Remember, authenticity is key. If you can make your audience laugh while staying true to yourself, that's a win-win.

Remember, the goal of your speech is to deliver a message that resonates with your audience. If you focus too much on humor, you risk your message getting lost or diluted. You want your speech to be remembered for its impact, not for failed attempts at humor.

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It's that time of year again when young people get all kinds of advice from people as they enter the workforce. In this blog post, I want to share and expand on straightforward advice Scott Galloway, author of The Algebra of Wealth, gave on "The James Altucher Show" podcast on April 23, 2024. His advice is the most practical I have ever come across for young people.  

When young people enter the workforce, all they have banked is a four-year degree with some internship experience that signifies that they can learn, have discipline and wherewithal to take on challenges, and acquired some requisite skills (both hard and soft) that would make them a good employee for an employer to bet on. 

But how do you differentiate yourself when other candidates will also meet these requirements? You have to get to the heart of the matter by focusing on three fundamental questions. You have to emphasize this during an interview. It is risky, but you have nothing to lose in your budding career.
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• Does your boss want to get to the top?
• Does your boss have the vision and a game plan to get to the top?
• What are you willing to do to help him get to the top?

Embrace the empowerment that comes from trusting your boss's ability to steer the company towards success.  Your role is to contribute to your boss's success, and in doing so, you pave your own path to success. This mindset shift can be a game-changer in your career journey.

The advice Galloway gives is this:
"In consulting or in business, the easiest way for you to develop strong relationship is to get your boss or your client promoted. Make your boss successful by just doing great work for them. "

He adds that if you make your boss successful, you will become a boss someday and hire people who will make you successful.  And then you have to take care of those who helped you get to the top. That's how people have always reached the top in any field. This advice provides young people with focus very early as they start their career, which will result in a successful one. 
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​How often have you asked your child, after he comes home from elementary school, "How was your day?" The typical answer you are likely to get is "Good!" That usually ends the conversation. You are relieved that your child didn't have a bad day. Your child is relieved that he doesn't have to explain what he did in school. Unfortunately, the only way you will find out how well your child is doing in school is when he gets his report card or when you meet with his teachers during the parent-teacher conference. 

Problem

I had this problem with my son when he was in elementary school. I was struggling with the following:

• How do I get him to learn, think, and do? 
• How do I get him to improve his performance in school? 
• How can I get him to become more responsible, accountable, and confident? 
• How can I prevent him from being indifferent toward school? 
• How do I get him to be independent so I don't feel like I am repeating school all over again?
• How do I help him develop success skills?
• How can I make school fun? 

Many parents run into this problem, often leading to heated arguments with the spouse and the child without effective, long-term, practical solutions. Parents are busy with their work and other responsibilities, so they throw money at the problem through their children attending learning centers and tutoring. They are ofen disappointed and frustrated when they see little to no improvement in their childrens' academic performance. 

Money is not the solution; yelling at your children and lecturing them about the merits of education and learning is not the solution. Parents are stressed and often give up and resort to hope and prayer. 

The main problem is that children need motivation to learn, and teaching motivation is hard. It is not a one-day thing; it is an everyday thing predicated on deliberate practice.

I tried two solutions to fix the problem. One worked, and the other didn't. 

Ineffective Short-Term Solution

Some parents, like me, often do this to help their children complete their homework: Do it for them.

Why?

Sitting down with your children and helping them with their homework is a real pain. They hate doing it, and you hate it, too. Also, while helping your children with homework, you quickly realize it takes work. The main reason is that you need to be more motivated, it's time-consuming, and you are tired after a long stressful day at work. Soon, you start to feel that the people who devised the homework are on to you, so they have purposely made it difficult.

Though my son and I were happy we completed the homework; I soon learned that this approach didn't improve his academic performance. 

Effective Long Term Solution

One day, while watching a business report on TV, I learned that Hedge Fund managers are compensated using a 2/20 formula. They get two percent of a fund's managing fees and twenty percent of its profits. 

I turned the percentages into minutes spent helping my son with his schooling; hence, I took two minutes of my son's time at the beginning of the day and twenty minutes of his time after school. Parents can see it as an investment in helping their child succeed in school. 

After some trial and error, I came up with this method, which I call the 2/20 method. It will not make you rich like a Hedge fund manager. Still, it could pay huge dividends in improving your children's academic performance and future success. You don't have to become a "Tiger Mom" or "Eagle Dad" to achieve this.

As explained in Charles Duhigg's book The Power of Habit, your child needs to develop a keystone habit. The keystone habit may not seem like it will achieve what you want to improve, but gradually, it will lead to improvement in many areas you were not directly targeting. Instead of targeting academic improvement head-on, target a keystone habit to improve your child's educational performance.

A good non-academic example of this is explained in Duhigg's book when Paul O'Neil, former Secretary of Treasury under George W. Bush administration, became the CEO of Alcoa. Alcoa's financial performance was poor, as reflected in its stock price. 

So what did O'Neil do? He fostered a keystone habit of focusing on safety since Alcoa had safety issues that resulted in injuries and death. Focusing on this keystone habit not only improved safety but also Alcoa's financial performance.
Can I develop a keystone habit to enhance my son's academic performance?

How does 2/20 work?

The 2/20 method is straightforward. You spend two minutes in the morning before your child goes to school to get a quick update on what your child is expected to do, such as submit his homework, take tests, and what he plans to learn during his school day. If two minutes is too long, make it one or thirty seconds.

The 2/20 method aims to focus your child on his school day rather than having him take the bus to school, attend classes, have lunch, and take the bus back home. In a sense, you are creating a purpose for his school day. The important thing is that this should be only two minutes (or less) in the morning since the kids have little time, and you probably don't have much time either. Furthermore, you want to leave your child out before he heads to school. Your job is to listen and let your child do the talking and have a focus.

When he returns from school and after he has had some time (no more than one hour) to settle down, you want to spend twenty minutes getting an update on what he learned, what homework he has been assigned, whether he has to prepare for any coming tests, and getting a progress report on any projects that are due. Ask him if he needs help, and then leave him alone. Your job is done. 

I discovered that just showing interest for 20 minutes is sufficient for your child to communicate with you about what he did in school, what he is learning, and what he needs to work on. This method provides you with all the necessary information, so there are no surprises. Also, it will get him thinking about how to present his school day to you during the school day. He will be an active student if he knows he has to show it later to you.

Why is 2/20 effective?

By having your child talk to you about his school day, he will pay close attention to what he is learning. Also, he will know what he needs to focus on. Here are some benefits you will start seeing with your child:

• Pay more attention in school since he knows he will have to explain it to you later
• Enhance his communication skills
• Commit to what he has to work on since you are showing interest with understanding instead of criticism
• Make school more enjoyable due to achievement
• Develop responsibility, accountability, and confidence
• Improve academic performance
• Take calculated risks in taking on challenges

Avoid interrupting your child when he is presenting his school day. Let him talk. Provide positive feedback at the end. Do not criticize the presentation. If you do, you will shut him down, which is not good for you and him. Be constructive. Ask him how he plans to solve a problem and if he needs help. That's it. It would help if you tried harder to make him responsible, accountable, and confident. After all, he is going to school, not you. 

Initially, he will try to game it, but if you persist with interest, he will realize that you are not there to treat him like a baby but an adult; you will hold him accountable to help him learn and perform well in school. Your child will be more forthcoming and willing to share more than the superficial "good" for all your questions. You will be conversing with your child; sometimes, that is all the push he needs to excel.  

Outcome

This exercise helped me quickly understand what my son was learning in school and was able to help him focus better on areas where he was having difficulties. Finally, the school was not wearing me down.

It also helped my son develop skills for explaining what he had done in school and a habit of summarizing his school day. Though he may not have liked this deliberate exercise and struggled through it, he knew I cared about his education and learning. He eventually started taking the 2/20 method seriously. Perhaps he knew I would not give up, and he had no choice. 

After I started the 2/20 method, I did not have to spend much time with my son with his homework, tests, or even projects. He became responsible, accountable, and confident. I saw a significant improvement in his performance in fifth grade and even more in sixth grade. He soon became independent and informed me whenever he needed help, which was rare.

Patience is Key

I warn you that you will initially get a lot of resistance, but stick to it and be patient. If 20 minutes seems long, start with 10 minutes, then you can increase it to 15 minutes, and eventually settle on 20 minutes. Note you want to stay within 20 minutes so your child knows how to cover everything in 20 minutes or less. Once you start, you will learn how to manage your time and develop an approach that works for you and your child. The one thing you can't afford to do is give up. Even if you get them to do all the talking, that is a big win since kids today do not develop excellent communication skills. 

I stumbled into this totally by accident, and since it worked for me, it may help you if you are having difficulty improving your child's school performance. The 2/20 method requires about 22 minutes daily, during which you will mostly listen and let your child do most of the talking, explaining, and teaching. 

The biggest drawback to this method is that mom and dad must find time to do this. I could do this with my son since I worked from home and tried to take a break around 4 PM for half an hour. But for others, this may not be possible. But it would help if you found time to do this, especially in critical school years from KG through 3rd grade. The earlier you do it, the less time you will have to spend later in your kids' school years. So start early, even as early as KG, but reduce 20 minutes and 2 minutes to 10 minutes and 30 seconds. 

The most important takeaway is that you and your child must commit to this and make it work. Once in motion, you will finally enjoy school as you see your kids enjoying and excelling in school. You will no longer dread attending your child's parent-teacher conference and will be able to inform teachers of all you are doing to help your child. The teacher will be impressed and give you the hard-earned "A" you deserve. 

AI proof your children

You should be worried about AI. AI, at best, will lower pay for many jobs and, at worst, eliminate jobs. So, as a parent, you must start preparing your children early for this uncertain future. You have to be actively involved if you want your children to be successful.

You can't expect teachers to help; even colleges cannot help with this problem. Only you can help your children be successful in the future. The critical skill for success is communication.

According to LinkedIn's most demanded skills, the number one skill is communication. It makes a lot of sense. According to LinkedIn, communication is needed for the following reasons:

• Needed at every level and industry
• Fostering relationships
• Asking questions
• Giving/receiving feedback

The 2/20 method will help your children develop the following communication skills:
Learn to talk to anyone, anytime, anywhere, early in life. The 2/20 method will teach them how to connect, influence, and persuade.
Learn how to build relationships with other kids, teachers, and coaches.
Learn how to ask questions and not be afraid.
Learn how to request feedback and even provide constructive feedback to their peers. 

The 2/20 method seems like a lot, but we are in the AI age. We are up against a competition that does not rest and keeps getting better, faster, better, faster. You have to outsmart this foe by being a better human. That means communication. As I say in my book, "Time is Money, Communication is Wealth." It is more accurate than ever, and it must start early. 

Final thoughts 

The 2/20 method is unconventional, so it may be difficult for children. But children are learning things like sports, music, and other extracurricular activities that are just as hard, if not harder, so difficulty is not an excuse not to try this method.

You spend much time from kindergarten to third grade, so this habit develops very early. It may be more challenging if you start later than third grade.

Enable the child to be an active student. All the work should be mostly done at school, and only the challenging work should be brought home for additional time and help. Note that you are not trying to replace the teacher. 

Encourage the child to write a short outline before giving you his 20-minute presentation to organize his thoughts before presenting his school day. Writing is plusing this method.

Your child's best teachers are parents; this method will help them become effective teachers. This method is especially needed today as AI is taking over many jobs, so some core skills must be learned very early to be gainfully employed in the AI age. This method will teach your child how to learn and develop lifelong skills for success.

Investing in this method is the best thing you can do for your kids. Even if they don't like it, they will give you credit when they are successful; that is your reward for trying this method and sticking to it.

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