Advice From Job Expert Steve Viscusi

June 25, 2003 -- As 2003 college graduates head out with résumés in hand, they are walking into the worst job market in 20 years.

As such, it is no time for common mistakes, such as not making eye contact during the interview or bluffing on an answer to a question.

Executive headhunter Steve Viscusi, host of the nationally syndicated radio show On the Job With Steve Viscusi, and author of On The Job: How to Make It in the Real World of Work (Crown: Three Rivers Press) provides answers to some common questions.

QUESTION: I have a question about getting past the older-than-college look during an interview. I have been unemployed since April 1. I have sent well over 100 job interests either by e-mail, fax, and in person and have had about 10 interviews.

During phone interviews, the interviewer is pleasant and uplifting. The problem comes when I meet prospective employers in person. I get the most amazing standoffish responses. "Well, we'll call you if we have something … " sort of response.

I am clearly not a college graduate. I am in my mid-30s and may have sometimes too much work experience. Could it be my resume? I have taken interviewing classes and know the do's and don'ts of apparel, eye contact, accessories, and the famous trick questions to an interview. Or is it this town with its unbelievably high unemployment rate? I'm in El Paso, Texas. I really would rather not move. Help!

—El Paso

VISCUSI: It's the reality of the economy. Don't assume it is you. But don't overlook the idea that it could be. Unemployment is simply very high. Companies want CHEAP workers at every level. Don't scare them with high salary expectations. That is really all it comes down to. By the way, sending out 100 résumés seems like a lot, but it is nothing. Make 300 résumés your goal. That's right 300! Don't be pre-occupied with age, degree, things like that. OK, get off-line and start sending those résumés!

QUESTION: I am a 27-year-old graphic designer and I have done some freelance work while going to school, but I've never worked in a full-time advertising agency or design firm. How do I respond to ads or job opportunities that want three to five years of experience? Do they really want this much experience? Will they not train?—Karen

VISCUSI: They will accept less experience (in terms of years) if you have done some work, even part-time on the "type" of account they have (ex. cosmetics, food, whatever). Keep applying. Don't expect "training," but explain you are a fast learner. Visit my Web site at www.viscusigroup.com for more information on this industry. But also don't be afraid to keep "temping." It is part of the norm in your field and can eventually lead to something permanent.

QUESTION: I am a 49-year-old old female, out of work for over a year, making a career change. I have no college degree, but approximately 35 years of work experience. I have two kids in college and can't afford to go back to school. The job market seems to favor young adults. I'm not sure what I'd like to do, but feel now that I have to take anything. What fields/professions would be good for me?—Cheryl , Prairie Village, Kan.

VISCUSI: Hmmmm … in Prairie Village, Kan. Go to the local paper and see who is hiring. Don't worry about the degree, but usually "retail" or "food service" have the best hours for "returning-to-work moms." Do you have any clerical skills? Thirty-five years of work experience is a lot, and valued more than you may think. Just be flexible with the money.

QUESTION: I am skilled in MS Office and I do speak Spanish. Can you give me some tips as to what type of companies require bilingual skills? Hospitals would probably be a start but I would like to span out on my search.

My wish is to find work as an administrative assistant, but I want to be able to use my Spanish. Also, when answering questions in an interview, should I keep them short and crisp or should I be more detailed? I don't want to sound like I'm babbling on. Thank you so much for your assistance.—Rita, Elizabeth, Colo.

VISCUSI: Go to the local Chamber of Commerce and ask them about bilingual companies where your language skills will be an asset. I would think almost anywhere would be interested. Also pick up the Kennedy Directory of Executive Recruiters, which lists headhunters that look for people who speak Spanish. Gee … I took six years and barely order a taco right. You are very lucky and smart to use the language to your advantage. Pick up a copy of my new book On the Job: How to Make It In the Real World of Work (Crown: Three Rivers Press) for more bi-lingual tips. Adios!

QUESTION: I'm an unemployed computer programmer in Miami, formerly working as a director in a software company. I'm looking for a programming position, but feel I should modify my last job title to stand a better chance. A big part of my last job was hands-on programming, but my title does not reflect that. What should I do?—Otto, Miami

VISCUSI: Dummy down your resume. Yup, that's what I said. Make it look like it was not at such a high level, so they are interested in you for your programming skill. Make it clear that you realize you had more responsibility but that this is what you are looking to do and you have a passion for IT. (People love that word — "passion")

QUESTION: I am in the job market again unexpectedly. I am not a new graduate. I didn't expect to be looking for a job right now. I am 52 years old and I was laid off suddenly in March from what I thought was a stable job paying me just under $30,000 a year with good benefits. I wasn't and am not alone, I know that. That doesn't make finding a job at my age any easier.

How do I, a 52-year-old grandmother with osteoarthritis and no bachelor's degree turn those things into a salable potential employee? Do I put in my cover letter "Hey I am 52 and I have arthritis but I have never missed a day of work because of it"? I don't expect to earn a six-figure income, but I do need to earn a wage to support myself and my 14-year-old son. I have been called on jobs ranging from $8 to $10 an hour. This just isn't enough. What do I do? How do I get noticed for my experience and skills and not what I DON'T have? —Cindy, Kansas City, Mo.

VISCUSI: Sounds like you are in a tough situation. Well to start with you need to send out lots of résumés! Lots. Like 300. (Yes, I said 300).

And, you may have to find two jobs to make up for the income you were making before. Sorry. But don't give up hope. Try and go directly to the competitor of where you were working, where your skills and experience will be most valued. Don't let the "age thing" hold you back. It's just a mind thing. It really does have more to do with the money than anything else. Companies want cheap employees. Period. Keep the health issues out of it. Go take some Advil and start sending résumés.

QUESTION: I am a working professional. I hope you don't mind me sending a query.

I am an IT consultant with three years of work experience in this field. I am basically an engineer with degrees in finance and IT. I am doing a pretty good job in my current profession.

I was interested in knowing if there are any avenues for me to enter the finance field? My first break was in the IT industry and I have since then been performing well and growing in this field. Please guide me about my decision of entering into the finance field. Is it possible? How do you think should I go about it?—Ajay

VISCUSI: The first place to "look" is within your own company. But it is not really the time to look, so stay put until the end of the fourth quarter of 2004. The transition shouldn't be that hard … if the jobs are there, but I fear they are not. IT is hot. Stay put!

QUESTION: I am a 57-year-old female, with many years of employment in the accounting/bookkeeping field. Three years ago, I had to quit my job to care of my husband's mother, and my own. Both became very ill and needed 24/7 care in our home. I have since the first of the year been seeking employment, and I am finding it very difficult.

I dress for the appropriate interview and I find that I am overdressed. So the next interview I dress down, and they look at me like I am nuts. Of course they cannot discriminate against our age, but I am told that a mature person would not "fit-in" or be able to work said hours, do multi-tasking, etc. Or another one I hear is, "over-qualified," from people who say I have too many years of experience. I did not even on my resume, and cover letter, put down my requirements for salary. I left that up to the job market.Thank you for your assistance. —Mary, Sparks, Nev.

VISCUSI: First of all your problem is a growing one. I am taking care of my own dad, and I can tell you it is practically a full-time job (and you're caring for two people!). But I need to know what you did before. Go back and do it, or go to a competitor. Or try a company called Elder Care. They pay you to do what you did for your own mother and mother-in-law. All the best. Let me know how you make out. For more information, visit our Web site at www.viscusigroup.com. Good luck!

QUESTION: I am a long-time viewer of Good Morning America. I was particularly interested in the two segments on interviewing and conducting an efficient job search, as that's what I have to do.

I'm challenged by the fact that I am not a college graduate. Another challenge that I face is that I'm 64 years old, although people constantly tell me that I look like a man in his early 50s.

Over time, I've held a number of responsible positions in several industries, specifically electric utilities and international engineering-construction. I've worked as a project administrator; general supervisor, administrative services; program/product manager, marketing to name a few. Currently, I am the executive director of a non-profit organization of manufacturing trade associations. It's only a part-time position, and I require something more. Based on a recent physical examination, and knowing my mental and energy levels, I would like to work for another three to five years.

My question to you is how to structure a resume, and approach an interview in a highly competitive job market, such as we have today? Also, I would appreciate your candor in assessing my chances for securing a position at my chronological age.—Bill

VISCUSI: I really, really, really think people (candidates that is, looking for a job) over-think age. Companies want good and experienced people, they just want CHEAP employees. The problem is the age often equals higher salaries. Here is a gimmick. Put your resume out there, and lower your salary expectation, or requirements. Let the people know you are willing to work CHEAP!

As far as what the resume should look like. Did you know you should have at least TEN different résumés. Maybe more. One for each job you are applying for (Just don't mix them up). Many times the résumés are not even read by a human, but a computer, they just want the right BUZZ words. And be sure to visit the employers' Web site to see what those "buzz" words are.

QUESTION I have two years of teaching experience and over four years of experience recruiting for the Job Corps. I love dealing with the public, conducting presentions etc. … I am currently looking for a job that requires public relations, but I do not have my master's degree yet. How can I utilize my overall job experience to tap into this type of profession without one? Is it possible or is it just a case of WHO you know and not what you know?? Help!!!—Susan, San Antonio, Texas

VISCUSI: Forget the Master's. Not important. What is important is to find an "agency" or company that has an "in-house" public relations department. Make a "pitch" in an area where you have some competency, such as a local Teachers Union or even Jobs Corps. Each must have a P.R. department or agency where your previous experience can be utilized. There is also "event planning," which is another form of P.R., and there are several "associations " that deal just with P.R. professionals. They all have job boards and connections. Volunteer at a meeting just to network. (It's funny no matter what field you want to get into, there is an "association" for it.) However, I hate to see us lose anymore teachers! No way I can talk you into going back in to that field?

QUESTION: I graduated in 2001 with my B.S./B.A. degree in business management with a minor in human resources management. I worked a few years in the human resources field and went back for my master's degree in internet information systems. I just recently graduated in December (2002), and I am still looking for the right job.

I am interested in getting into the IT area, but with the poor job market, you need at least two years of experience and with my internships I only have about one year. I have even thought about going back into human resources and maybe doing some IT recruiting, but with no IT jobs out there how can I even recruit? Can you give me any advice? Should I just keep looking? I check jobs online, in the newspaper and even network, but I have not had much luck. —Jaime, Pittsburgh

VISCUSI: No—don't keep looking … get to work! Enough is enough. There is a recession. Take a job and parlay it into what you want a year from now when the job market recovers.

Enough with school. (You really have a master's in internet information systems? Who thinks up these things!? Sounds like you have everything but a job.) Seriously, take a job, start getting practical experience and then use that to find what will make you "happy" when there are more jobs. There is a reason why they call it "work" you know.