My name is Mark Wayman, and for the last 16 years I have owned an Executive Recruiting company in Las Vegas, Nevada where I’m focused on the gaming/casino and high tech industries. The business funds my true passion: Charity and Community. A portion of each placement is donated to a dozen national and local charities. To whom much is given…much is required. 

Disclaimer #1: Only Represent Candidates I Know Personally or by Referral – My clients expect me to personally vouch for each and every candidate. Can’t do that with people I don’t know and have never met. No disrespect intended!

 Disclaimer #2: I’m Not Here to Judge – That’s God’s job. My purpose is to provide career counsel based on 16 years of executive recruiting and 1,000+ placements. Hopefully it adds value for a few people.

 Disclaimer #3: Why I Love America – We can agree to disagree and still be friends! I welcome all opinions and viewpoints provided they are professional and respectful. Trolls will be deleted and blocked.

The plague has made for unprecedented times, especially in the hospitality industry. Last year was amazing, and then everything came to a grinding halt in February 2020 and stayed that way for months. When the economy reopened, hiring was brisk for three months…then leveled off as round two of the Pandemic arrived in October. 

When the country was shut down, millions of executives were furloughed and humbled. The plague does not differentiate between the CEO and the $10 an hour employee. For a short time, it felt like people were kinder and wanted to help each other. Like we are all in this together. Many of my executive friends reconsidered their priorities. Maybe my job is not the most important thing in the world? Possibly I should spend more time with my family? Is that former life really worth rushing back to? Unfortunately, once business resumed, most folks went right back to their bad behavior. Interesting how differently people act once the crisis is over and they get called back from furlough.

We are entering a very dangerous phase of the Pandemic. Much worse than the last time around. A small number of people that refused to participate in safety protocols have ruined it for the rest of us. In Nevada, we are under our second “stay at home” order. There is a 50/50 chance the country will be shut down completely in 2021. So I put a few of thoughts on paper about career lessons to consider…when the pendulum swings.

The Pendulum Always Swings – The best advice I ever received about executive recruiting came from the Founder/CEO of a successful boutique recruiting company in 2004. He said, “Mark, the pendulum always swings. Right now (2004) we have 5% unemployment. Everyone has a job. No one returns your calls. People treat you poorly…because they can. They don’t need anything from you. But one day, my friend, that pendulum will swing! Those same people that kicked dirt on you will be the lighting up your cell phone.” In 2008 the pendulum swung (financial crash). In 2020 the pendulum swung (plague).  Lesson: It’s a small world. The same people you pass on the way up are the same people you will see on the way down. As my Dad used to say, “Treat the Janitor the saw as you treat the CEO. It’s the right thing to do.” Kindness is FREE.

Build the Bridge Before You Need to Cross the River – There are two rules in Executive Recruiting. First, Recruiters get people for jobs…not jobs for people. If we don’t fill our executive searches, we don’t eat. Second, the wrong time to meet a Recruiter is when you are unemployed. Make sure you have a professional relationship with one or two Executive Recruiters. If you don’t know any, ask your peers for referrals. Stay in touch with your peers and help when you can. If you see a career opportunity, forward it to someone that is on furlough. Not saying you have to be a Master Networker, but don’t be the person that only calls to ask for a favor. Lesson: Your professional network is your lifeline. Stay in touch with your peers.

Lose the Entitlement Attitude – Here is a comprehensive list of what you are entitled to in life: NOTHING! You are not entitled to a job. This is not Russia, China or North Korea. In 2019, unemployment was 4% and pretty much everyone that wanted to work…got a job. This is 2020 and the world has dramatically changed. My #1 issue with candidates is an expectation they will are entitled to 2019 compensation. Not happening. An expectation that, despite the fact they are unemployed, they are entitled to a 25% pay increase. Not happening. If you are gainfully employed, you are exceedingly blessed. There are millions of people that would love to be in your position. Lesson: Lose the attitude of privilege and entitlement.

Have an Attitude of Gratitude – You would be surprised how many people I place in high paying jobs that never offer a thank you or a cup of coffee. Yes, I am paid to get people jobs, however a little gratitude is always appreciated (and remembered!). In some cases I don’t hear from an executive that I placed for years…until the next time they are unemployed. Goes to character. The secret to happiness? Being grateful and happy right here, right now, regardless of your circumstances. Is your family healthy? Do you have a roof over your head and food on the table? Everything else is a bonus. Lesson: Be generous with your praise and gratitude in all aspects of life. An attitude of gratitude goes a long way in this world.

Relationships Trump Talent – How else do you explain the knuckleheads that keep getting jobs over and over?  Some have alcohol and drug abuse issues. Others have a history of #MeToo problems, yet they get CEO jobs at publicly traded companies. Names withheld to protect the guilty. Eventually their Karma Bus arrives. My point is this: They keep getting those jobs because they have a buddy that hired them. Typically someone from the Board of Directors. Regardless of how incompetent they are, relationships trump talent. Lesson: Always play well with others. There is no upside to burning bridges. There is no upside to leaving a job on bad terms. It may feed your ego, however it’s a poor long-term career strategy.

Help When You Can – When asked why Paul McCartney was his opening band, Ringo Starr once said, “He wasn’t working. You have to help when you can.” He was kidding; however the same goes for helping your friends and peers. Today I sent out four new executive jobs to 500 people with the message, “If you know of someone that would be a good fit, kindly point them my way. Maybe you know someone on furlough or someone that lost their job completely.” I’ll be lucky to get two referrals. But let me tell you what I will get: Two dozen, “I make more money than that” and “I’m not interested” messages. You didn’t even read the email! Life is not always about YOU. Let’s be clear – my million dollar jobs go to those that that provide referrals and help their friends. Why? Goes to character. Lesson: Help out a friend. One day that friend may be you.

Here is an oldie but goody that seems especially relevant given the Pandemic. This is an excerpt from my book, “The Godfather’s Career Guide: What to Do if You Get Whacked!” Here are the first five of my top ten career secrets, in no particular order. The second half will appear next week. 

1.    Life is not Always Fair – There are many times when life does not seem fair. You get fired, someone else gets your promotion, you don’t get the job interview. There are only two alternatives to life; you believe that God has a master plan, or you believe there is no God and life is a string of random coincidences. I choose to believe in God and that everything happens for a reason. Your current situation is typically determined by your previous choices and decisions, however there will be times when life just does not seem fair. You can’t always control your circumstances, only how you react to them. Focus on what you have, and don’t obsess about things that can’t be changed. Life is not always fair, but it is always worth living!

2.    Don’t Waste People’s Time – The number one fear of executives in America today is having their time wasted. If you are going to email or call, have something important to communicate. Add value! If your calls are not getting returned it’s because your value proposition is not strong enough, whether you think so or not. When you call or email someone, get to the point; be concise and focused. Remember that landing a new career opportunity is a HIGH priority. Make yourself available to interview. Time is the great leveler. Don’t waste people’s time!

3.    Be Tigger, not Eeyore –  Are you a complainer? Whining is for kids, and it’s not attractive then either! Do you tell everyone it’s not your fault that you lost your job? My boss was a jerk, the company was screwed up, my wife was on my case, and I had an awful childhood. Your circumstances do not ruin you; your response to your circumstances ruins you. Step up and take personal responsibility for your career and your life decisions. It’s not your bosses fault or the company’s fault or your spouse’s fault. Quit complaining and move forward. As we say in Oklahoma – saddle up and ride! Be Tigger, not Eeyore!

4.    Don’t Be a Carpet Bagger – One of my least favorite phone calls goes something like this, “Yada, yada, yada, can you get me free tickets, discounted hotel rooms, introductions to important people and a new job?” Mostly from people I met once for 15 minutes at a mixer. When it comes to tickets and rooms, I don’t ask my clients for free stuff. Period. That is how they make their living, and I would not want them asking me for free Recruiting. When acquaintances ask for favors they are not entitled to, it is fairly offensive. Remember this; life is like a bank account. You have to make deposits before you can ask for withdrawals. Don’t go around asking people for things you are not entitled to, and that includes jobs. You need to foster long-term relationships so that when you need to call in a favor, it’s there for you. Don’t be a carpetbagger!

5.    It Only Takes One Phone Call – One phone call can change your life! Don’t get discouraged thinking you’ll never find a new job. You only need one job, so you only need to get one phone call. That call may come today or next week or next month. The timing is in God’s plan; not yours. The call typically comes when you are at the end of your rope and can’t take one more step. But remember this – that call WILL happen. You only need ONE phone call! 

Mark Wayman is The Godfather of Las Vegas. He owns an Executive Recruiting company focused on gaming and high tech. Over the last 15 years he has placed 1,000+ executives in $100,000 to multi-million dollar jobs.

“The Godfather is a master networker!” I get that all the time, however my friends know that it’s not accurate. Yes, I have 6,000 executives in my Rolodex, however I’m a pretty private person and only work with executives I know personally or by referral. Recently a good friend sent over a referral. This friend has a good heart, and thought he was helping me out. Such a great guy! But the person he sent was not someone I could give quality time…so a bit awkward. Lovely person, but I own two businesses and as my entrepreneur friend Andrea Collier says, “If I’m working on your stuff…I’m not working on my stuff.” As someone that gives and gets referrals every day, thought I would share my model. 

Always Ask First! – Can’t stress this enough. Never, ever connect two people without approval from both sides. Why? Because if one of the people does not have interest, it’s going to get awkward. And very awkward for you since you gave the referral. Occasionally I see something that I believe will be valuable to my clients, so I reach out to see if they have interest. If they approve, I’ll connect them to the service provider. But I always, always, always ask first. 

There MUST be a Strong Value Proposition on BOTH Sides – Why? Because time is the great equalizer. Everyone gets 24 hours a day. You, me, Bill Gates and Jeff Bezos. In my case, most people are looking for jobs. But Executive Recruiters get people for jobs, not jobs for people. If I get a candidate referral that is an exact match for an open role…bingo! If not, they go in the stable and I’ll call them when I have a role that makes sense. I’m not in a position to chat, network or take meetings with candidates to discuss their career unless I’m actually representing them for a job. Currently have 25 executive searches, and as a one man band, I have to be efficient. Trust me, there is no romance in being an Executive Recruiter during a plague. Tip for sales executives: If someone is not calling you back, your value proposition is not strong enough. Does not matter what you think; only matters what the client thinks. Before making a referral, always think through the value proposition for BOTH parties. 

You Must Personally Vouch for Both Parties – If you can’t do that; don’t make the introduction! It’s frustrating to get a resume by referral that goes something like this, “Don’t know this guy, but he was a friend of Louie who got the resume from George’s veterinarian.” Before you send a referral, ask yourself this question: Are you willing to vouch for them personally?

Mostly Only Bad Things Happen With Referrals – I’ll give you the perfect example. Saw a product that made sense for one of my clients. Made the referral, but the CEO of the product company showed up late for his appointment with my CIO client. No bueno! Since I sent the referral, I looked like a putz. And THAT is why I’m very conservative with referrals and don’t run around connecting people. And THAT is why I’m very conservative with the candidates I represent. If the candidate gets a job offer, awesome. But if they embarrass me with the client (it happens!), it tarnishes my reputation.

LIONS and Tigers and Bears, Oh My! – There ARE master networkers on LinkedIn. They are called LIONs. They connect to everyone. As one of the first users of LinkedIn, I learned my lesson early on. Someone would want to connect, then immediately send an email, “Can you introduce me to Zappos CEO Tony Hsieh.” If I had $100 for every time that happened, I could retire in Panama. Everyone sells. I get that. I respect that. But we are all working twice as long for half the pay during this Pandemic. I have 100+ personal friends out of work and need to stay laser focused on helping them. If nothing else, I’m the most loyal person you ever met.  

Be a Giver – Here is the best advice I can give you: Be of service. There is a great book called The Giver that talks about this premise of helping others. And I support it 100%, however if you try to help everyone, your life will be one big long fire drill. That is not good for your physical or mental health. Pick your spots.

My name is Mark Wayman, and for the last 16 years I have owned an Executive Recruiting company in Las Vegas, Nevada. Mostly I work in the gaming/casino and high tech space. The business funds my true passion: Charity and Community. A portion of each placement is donated to a dozen national and local charities. 

Disclaimer #1: Only Represent Candidates I Know Personally or by Referral – My clients expect me to personally vouch for each and every candidate, and I can’t do that with people I don’t know and have never met. No disrespect intended. Currently have a hundred friends in career transition due to the Pandemic, and if nothing else, I’m the most loyal person you ever met.

Disclaimer #2: I’m Not Here to Judge or Criticize – That’s God’s job. Simply here to communicate valuable lessons I learned that might help someone else.

Disclaimer #3: Why I Love America – We can agree to disagree and still be friends! I welcome all opinions and viewpoints provided they are professional and respectful. Trolls will be deleted and blocked.

Honesty is the Best Policy – First and foremost, be HONEST! As my Dad used to say, “Without integrity…nothing else matters.” If you are not 100% transparent about your previous TITLE, TENURE and COMPENSATION, it will end very badly. I actually had one (out of 1,000+) person hired, then fired, when the background showed they lied about their compensation. Be sure your resume is 100% accurate.

Kindness is Free, and Relationships Trump Talent – Always think in the long-term. Be kind to everyone, from the Janitor to the CEO. The people you pass on the way up are the same people you will pass on the way back down. Burning bridges, which I see on almost a daily basis, is not a strategy. Relationships trump talent, especially in my world of gaming/casinos and high tech. As Walt Disney once said, “It’s a small, small world.”

Always, Always, Always…Disclose – This would typically be on the employment application. If you have a criminal record, DUI or any other Compliance issue, ALWAYS disclose. Many of the items are not deal breakers unless you get caught lying about it. If asked, always disclose.

Accurate Contact Information – Common sense, yes? Yet I’m constantly seeing executive use WORK email addresses under CONTACT on LinkedIn. Unless you are retiring at your current company (trust me, you are not), use your PERSONAL email address on LinkedIn. Same for your resume – don’t use your work email address or home phone number. The correct format is: Name, Address, Cell Phone Number, Personal Email Address.

Realistic Compensation Expectations – This is where the rubber meets the road, and the #1 reason I disqualify candidates. If a candidate was making $100,000 and is looking for a bump to $150,000 going forward…I am OUT. Salaries have dropped 15% to 30% since the plague hit, and it is not a productive use of my time to work on things that will never happen. Looking for a lateral on money makes sense, although some highly compensated may have to take a significant drop in compensation to find work. During Depression 2.0 (2008) I dealt with candidates that wanted $200,000, but ended up taking $125,000 after they were unemployed for a year and their COBRA ran out. This is the new normal – be reasonable.

The Wrong Time to Meet an Executive Recruiter is When You are Unemployed – Rule #1 with Executive Recruiters. Most executives wait until they are unemployed to start a relationship with an Executive Recruiter. But here’s the thing, the best Executive Recruiters don’t take cold calls. I spend at least one hour every day sending courteous, “No thank you” messages to candidates that send unsolicited resumes. With 100+ candidates already in the queue, I’m not able to take on people I don’t know and have never met. If you don’t know a good Recruiter, ask your peers for a referral and establish the relationship TODAY…not when you are unemployed. Build the bridge before you need to cross the river!

Executive Recruiters Get People for Jobs, Not Jobs for People – Executive Recruiter Rule #2. If Recruiters don’t fill their executive searches and get people placed…they don’t eat. They are laser focused on filling their existing roles. Every time they stop working on a search to engage with a new candidate, they are losing money. If they are unresponsive, it’s not because they want to offend you. They don’t know you well enough to hate you. It’s because they are running a “for profit” business, and trust me, recruiting is no fun during a plague. YES, there are arrogant, self-focused Recruiters that only call you for a favor. On the other hand, there are some very good Executive Recruiters. Again, ask your peers who they like.

When You Can’t Relocate – Given the Pandemic, mostly you have to follow your career. If you are not in a position to relocate, your best strategy is to engage one or two LOCAL Executive Recruiters. They will have the local listings. Unfortunately, this will result in a limited number of career opportunities. On the other hand, if you can relocate nationwide, you get more opportunities. And remember, talking to five Recruiters does not get you five times the jobs, it just smells like desperation. No more than three; one or two is better.

Don’t Make Me Chase You – I’m constantly frustrated with candidates that ask for my assistance, and then are either unavailable and/or unresponsive to messages. Listen, I don’t need a job, you do. If you are asking me to donate my time and effort for something I may or may not get paid for, be responsive. Trust, me, if you don’t make yourself available, Recruiters will drop you like a bad habit. We have jockeys…we need horses. 

Help a Friend, Because One Day…That Friend May Be You! – This is one that has really been weighing on me lately. One of my favorite sayings is the House of Blues motto, “Help ever; hurt never.” When I send a CFO search to 200 contacts I’m lucky to get three referrals. It’s really disappointing that so many people are self-focused and won’t help any of their peers out. Really thought the Pandemic would be a wake up call that we all in this together. If you can help a peer by referring them for a job, DO IT! Anyone that gives me a referral gets a line pass when they require assistance.

My name is Mark Wayman, and for the last 15 years I have owned an Executive Recruiting company in Las Vegas, Nevada. Mostly I work in the gaming/casino and high tech industries. The business funds my true passion: Charity and Community. A portion of each placement is donated to a dozen national and local charities.

 Disclaimer #1: Only Represent Candidates I Know Personally or by Referral – My clients expect me to personally vouch for each and every candidate, and I can’t do that with people I don’t know and have never met. No disrespect intended. Currently have a hundred friends in career transition due to the Pandemic, and if nothing else, I’m the most loyal person you ever met.

 Disclaimer #2: I’m Not Here to Judge or Criticize – That’s God’s job. Simply here to communicate valuable lessons I learned that might help someone else.

 Disclaimer #3: Why I Love America – We can agree to disagree and still be friends! I welcome all opinions and viewpoints provided they are professional and respectful. Trolls will be deleted and blocked.

Today’s topic is TWO VALUABLE LESSONS FROM LOSING YOUR JOB DURING THE PANDEMIC. Yes, I high work at very senior levels, however these lessons apply to everyone. And regardless of why you left, I hope you find these lessons of value. Being furloughed, laid off or terminated is difficult under any conditions, however for millions that lost their jobs through no fault of their own during the shutdown, it’s especially challenging. How will I pay the bills? How will I find another job? I deal with an average of 100+ executives in career transition every day. Here are two concepts I stress to my candidates to keep in mind as they undertake a career search.

Concept #1: The company ALWAYS takes care of the company. The days of 30 years, a gold watch and a pension are over. No matter how loyal you are, no matter how many hours you work, when they are done with you…they are done with you. Learned this lesson frist hand when I worked for the largest pharmaceutical company in the world. They started laying off people with 30 and 40 years of tenure. When I asked the CFO how he could do that to people his response was, “Because the company always takes care of the company.” The company will always take actions to protect the company, including layoffs. 

Lesson #1: You are a consulting company of one that just happens to be on someone’s payroll. Watch out for your own best interests, and always have a six to twelve month rainy day fund for the downturns. Also, never fall into the trap of “I’m indispensable.” I assure you – you are not. This is not about you. This is not personal. It’s about companies trying to stay out of bankruptcy so there are jobs to go back to.

Concept #2: When you lose your job, mostly no one returns your calls. A close personal friend lost his Casino President job. This is a guy that did a thousand favors for a thousand people, yet he told me, “Mark, you are the only person that would return my phone call. I thought these guys were my friends, but no one calls me back.” I replied, “You are no longer the Casino President that can get them free rooms and show tickets. Now you are just one more unemployed guy that can’t do them favors, buy their products and services and/or get them jobs.” As my friend Charlie says, “Most people only call you when they need something.” 

Lesson #2: Accept the fact that most people are self-focused and self-serving. You are blessed if you have 5 true friends in life. And you get to find out who they are when you lose your job! Most people are not your friends – they are acquaintances. They have busy lives and other priorities. Your job search does not make their radar. I was an alcoholic for years because I expected everyone to be like me. I stopped drinking the day I realized everyone is on a hard journey, and someone not returning my call does not make them a per person, they just have other priorities. Don’t take it personally, and don’t place high expectations on others. That way you are never disappointed.