I spent 20 years conducting U.S. federal internal and security investigations at the highest levels. I won accolades for my work and partnered with agencies and individuals the public didn’t know existed.
I taught research, writing, and interviewing skills to people in the highest levels of government service. I was a go-to person when the case had to be done right, on time, and with a quick turnaround.
But it all ended when I was laid off, on a sunny Tuesday, two weeks before Christmas in 2019.
Today, I’m an email marketing strategist and direct response copywriter and I use those same skills to write email campaigns and content pieces for solopreneurs all the way up to my newest client, who’s a billion-dollar brand in the healthcare field.
What are five of the biggest secrets to that pivot and how can my story help you be more successful?
1. Listen
2. Show Up Daily
3. Research
4. Be A Professional
5. Be Organized
Being a good, active listener can change your career trajectory and make you someone people want to work with over and over again.
It’s something that you can start doing today. No new courses. No gurus needed.
It transformed my career. And yet, it’s so difficult for most people.
Legendary negotiator Jim Camp said active listening was a show of respect to the person you’re talking to.
As an investigator, you ask lots of questions. If you’re not actively listening, you don’t know where to follow up.
When you have a good rapport, the most important questions you can ask are simple, open-ended ones. Then sit back and listen (and watch - body language is critical in interviews). So effective.
It’s like opening a bottle of cabernet and letting it breathe. Or grilling a steak and letting it rest. Don’t overcomplicate it. Don’t interrupt the process - let it flow.
But I didn’t always do that.
My first few client calls were like being in a hamster wheel. All over the place. I couldn’t get out of my own way. Too much me, me, and more me. I thought they’d want to hear all about what I wrote…and who I wrote for…and my background…and how much milk I put on my cereal in the mornings.
Wow, I was wrong.
Fast forward to today.
I leaned back into what made me a successful investigator. I prepare for all client calls by researching the business, their competitors, and their marketing. Then, when I get them on a call, I simply ask, “What’s your goal for this project? Tell me what’s worked and hasn’t worked for you in the past.”
They don’t want to hear about all that other stuff. They don’t want a gazillion questions from you (and yes, gazillion is a word-it’s in the Oxford English Dictionary).
They want to know that you’re the person who can help them solve their problems and how you’re going to do it.
It’s amazingly simple and successful.
It works for me, and I guarantee it will work for you.
Thanks for reading! Let me know your thoughts. Do you agree or am I certifiably crazy?