And at 22 or 23 years old, I wasn't really ready for that question.
And that's why I share that in the book is that I hope it helps other people
recognize that our resume is important, and it's relevant, absolutely, but
we have to be ready to communicate inside of those opportunities as well,
not just count on the resume.
>> Interesting. In fact,
one of the chapters in your book is titled, Sell Yourself, Not Your Resume.
>> [LAUGH] That's right.
>> What do you mean by that?
>> Well, I think our resume will speak for itself, but
oftentimes when people thrive inside of an organization,
it's because the way they communicate internally with their colleagues.
It's the way that they are able to solve problems and react to those.
It's the way that they're willing to mesh and influence a culture in a positive way.
So it's a lot of those soft skills.
>> Yeah. >> So the resume's sort of the hard
skills, the facts, which are fantastic and powerful, absolutely.
But certainly our ability to connect, not just communicate, is incredibly important.
>> One of my favorite videos that I've seen is where you describe Arthur Blank
when he just took over as owner of the Atlanta Falcons.
And he was talking about the difference between communicating and connecting and
how, when you're talking with somebody, especially for the first time, whenever
they're listening to you, they're trying to answer three questions in their mind.
Can you tell the people who are watching this interview what you meant by that,
the difference between connecting and communicating?
>> Yeah, yeah, so I think when we're talking to people or
even when we're being interviewed or we're interviewing someone else,
at the end of the day they're thinking, do I like you?
Do I trust you and can you help me?
And I think that when we get in front of people that we want to like, trust and
respect us and help us, we've gotta remember that.
And it's about, do I really like you?
When I was an agent, I would sit in front of athletes and
coaches all the time and recruit them.
And what I quickly realized is, the credentials were there,
and we had a laundry list of clients, and we'd had success.
So then what it came down to is,
do I want to go to have a beer with this lady after I go 0 for 4 in a game?
Do I like her?
Will my wife like her?
Can I trust her?
And can she help me, not just right now in my career as a big league ballplayer or
a golfer, but will she help me when I'm done playing?
Does she care enough to continue to support me when maybe she's not making as
much money?
[MUSIC]