Show your ability to accept challenges, get results

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There have been 2.6 million jobs created since January. By the year 2000, there will be more jobs than people. Yet, if you're middle aged or older, you may be struggling to find a job. It's important to know what you're up against when you look for a job and how to overcome the stereotypes.

The first thing you need to know is what the perceptions are. For example, in one study by The Conference Board, older workers were rated "better than average workers" by between 50 and 75 percent of the respondents on turnover, absenteeism and job skills. However, productivity, motivation and cost effectiveness rated lower-at between 25 and 35 percent. The categories of health care costs, flexibility in taking new assignments and suitability for training ranged between 5 and 10 percent. The implications are clear. If you can't dispel some of the perceptions, you may have trouble finding a job.

Here's how: On your resume or cover letter demonstrate things such as your ability to take on new things and get results under pressure. You may want to emphasize these things, rather than expecting an employer to read between the lines. For instance, rather than just saying, "Created policies and procedures..." you should elaborate. For instance, "The department head asked me to learn a new software program and then teach it to the rest of the staff because of my ability to learn quickly and translate things into simple language."

They may also be concerned that you won't fit in if they have a young workforce. During your interview be sure to mention things such as, "I really enjoy my co-workers and it's fun to be included social events outside of work. Even though there is a wide range of ages, we all get long great."

Another area of concern is that you're skills won't be up to date or they think you'll be difficult to teach. For instance if you're not computer literate, sign up for classes now and put that on your resume. In your cover letter and resume, emphasize new things you've learned on the job and ways you've continued to develop yourself.

The fear that you are rigid or stuck in your ways may be an unspoken barrier if you have been in a job for more than ten years. Ironic, isn't it? There was a time, not so long ago, when being on a job less than ten years was a sign of instability! The key here is to talk about the new challenges you were given that kept the job fresh. This is a good time to mention how you were singled out to take on projects because of your ability to apply your experience and judgment to new areas.

For instance, list each promotion as a separate job and list results for each. Above all else, the new employer will want to see that you exceed expectations...then they won't care how old you are. This is a key point. Most people list things such as "managed a staff of 20", or "Had a budget of $500,000". That's OK but really doesn't spell out results. For instance, if you managed a staff of 20, how well did you manage them? How were turn over, productivity, and morale? How did you manage the budget; did you use teamwork to solve problems?

A great technique is to use third party quotes. In other words, quote people who have said things such as, "My manager always said, 'You are always the first to try a new idea.'" Don't wait for the interview to say things like this-put it down on your resume or on your cover letter. If you don't, you may be screened out before you get the interview.

Realize that the work environment has changed. Middle management jobs are scarce, job security is virtually non-existent. Job hunters who are looking for a secure job that is filled with routine are going to look out of touch with current realities. Watch what you say about the changes occurring in the workplace. If you convey an unrealistic view, for instance, "I'm just looking for a job where I can have some job security and where dedication and loyalty count for something," the employer may be scared off if he or she things you are looking for a place to "retire" on the job.

Finally, the biggest barrier may be in your head. I've heard many people say, "I'm not getting job interviews because I'm being discriminated against because of my age." When I look at their cover letter or resume, it becomes clear that age has little, if anything, to do with it. They have not done a good job of selling their skills on paper, so the door never opens.

Sometimes they say, "I get lots of interviews because my experience is solid, but once they see me, they think I'm too old." Often, the reality is that these people are not good communicators and aren't selling themselves-regardless of age.

Sometimes age equals big bucks in the eyes of the employer. If you believe that your salary requirements are the problem, first make sure that your skills, image and job level warrants your salary demands in the market. If the employer is still looking for the lowest priced candidate, suggest that they review your salary after six months of performance to determine if you're worth the extra money you are asking.

Sell yourself as someone who thrives on challenge and personal growth and you will have much more success in today's job market. 

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