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YOU WANT YOUR VOICE AND THOUGHTS HEARD,RIGHT?

YOU ALSO WANT PEOPLE TO SHARE THEIRKNOWLEDGE AND INFORMATION, RIGHT?

THEN CHOOSE PHONE AS YOUR AUDIO OPTION,NOT COMPUTER MIC!

MAKE THIS A TWO-WAY WEBINAR AND ITGETS EVEN BETTER!

DON’T HIDE..BE HEARD WORKFORCEPROFESSIONALS!

1Your Business Engagement Webinar will start soon……

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June 2, 2016

BE HEARD!◦ CHAT◦ TEXT◦ TALK◦ LISTEN

FOR THE 5KEYWORDS

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Four 90 minute webinars June 2, 9, 16, 23 @ 1:00 CST 90 minutes with Q&A All recorded for replay All slides made available eCertificate for download Follow-up emails from Workforce180 & GoToMeeting mike@workforce180.com PAY ATTENTION FOR

POLLS,QUESTIONS,CHATS,INTERACTIONS

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• National Training and Consulting• Everything we do is in workforce language• 50 states, Puerto Rico, US Virgin Islands, Guam & Canada!• 400+ workforce organizations use us!

• www.WORKFORCE180.com

• National Training and Consulting• Everything we do is in workforce language• 50 states, Puerto Rico, US Virgin Islands, Guam & Canada!• 400+ workforce organizations use us!

• www.WORKFORCE180.com

ABOUT US

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MIKE FAZIOWORKFORCE180FOUNDER/CEO

“What’s new,Illinois?

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WHY THISWORKSHOP

NOW?

PERCEPTION

andREALITY

DO YOUlovewhat

you do?

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Communicate Collaborate Create

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COMMUNICATION

Three Ways to Communicate With ACustomer or Co-Worker or Employer

COMMUNICATION takes place whena sender SELECTS a certainmessage, gives it SPECIAL

treatment for transmission, over aselected channel to a receiver, who

interprets the message, BEFOREdesired action is taken.

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“Communication is less aboutwhat is said by the senderand more about what is

accepted by the receiver.”

Get people to CARE,so they will reallyUNDERSTAND andyou’ll get RESULTS

THREE TYPES OFINTENTIONS1. Habits – Positive, daily

actions that createdesired results

2. Planned - Actions wetake as a part of awritten desire

3. Inspired – Actions takenin response to an idea

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Understand the goalUnderstand thereceiverUnderstandexpectations

• DEMONSTRATING• FOLLOWING UP• REVIEWING• TEACHING• ROLE PLAYING• STORYTELLING• ASSIGNING• REVISING• EMAILING• CALLING• TEXTING• MEETING• SHOUTING• AGREEING• ACTING• REACTING• REJECTING• SMILING• APOLOGIZING• DELAYING• FAILING

MESSAGE SEND RECEIVEUNDER-STAND

ACTION RESULT

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COMMUNICATION

What are yourorganization’s (andyour) greateststrengths andcharacteristics?

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10 years ago...

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YOUNGVS

NOT SO YOUNG

Y

Talking horseTalking carNun that fliesA hand

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“Fly me to the moon.”“The way you looktonight.”“The lady is a tramp.”

A. Smoking at your deskat work

B. Smoking at your deskin college

C. Smoking in a movietheater

D. Smoking on a planeduring flight

NSY

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Yik YakKikBurn NoteFollow Me HomeOmegle

Real AddressesGotta LottaUberEverywhere

Resident AdvisorsThe Hot WivesMother Up

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They are offering to pay for classes (at least some of them) to helpemployees modernize their skills.But there’s a catch: They have to take these classes on their own timeand sometimes pay for them with their own money.

They are offering to pay for classes (at least some of them) to helpemployees modernize their skills.But there’s a catch: They have to take these classes on their own timeand sometimes pay for them with their own money.

Learn new skills or findyour career choices arevery limited.

Learn new skills or findyour career choices arevery limited.

People who do notspend five to 10 hoursa week in onlinelearning, he added,“will obsoletethemselves”.

People who do notspend five to 10 hoursa week in onlinelearning, he added,“will obsoletethemselves”.

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“employer”164 times“partner” 143 times

“business” 99 times“sector” 59 times

“performance”

289 times289 times

….to develop effectivelinkages with employers in theregion to support employerutilization of the localworkforce development system andto support local workforceinvestment activities;

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the development and expansion of strategies formeeting the needs of employers, workers, and jobseekers,particularly through industry or sector partnerships relatedto in-demand industry sectors and occupations

the development and implementation of sector initiativesfor in-demand industry sectors or occupations for theregion;

facilitate engagement of employers, including smallemployers and employers in in-demand industry sectors andoccupations, in workforce development programs;

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WIOA is lessabout

solvingproblemsand more

aboutcreating

long termsolutions.

• Average worker?• Average performer?• Average center?• Average leader?• Average ________________?

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I WILL REMEMBER YOU

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“Oh no, itsounds likeI’m in sales

now!”

“SELLING IS ALL ABOUTGIVING PEOPLE WHAT THEY

NEED TO KNOW IN A WAY THEY

WANT TO HEAR IT!”

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Selling is part of Engaging,which is a lot like Campaigning.

What arethey selling?

Don’t worry. People will buy anything.

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Tell your doctor right away if you haveany serious side effects, including:

severe headache, unexplained weight gain,swelling of the hands or feet,

pain/swelling/warmth in the groin/calf,change in amount of urine,

difficult/painful swallowing, unusualtiredness.

This drug can cause serious (possiblyfatal) liver disease. Get medical helpright away if you have any symptoms ofliver damage, including: dark urine,persistent nausea/vomiting/loss of

appetite, severe stomach/abdominal pain,yellowing eyes/skin.

Get medical help right away if you noticeany symptoms of a serious allergic

reaction, including: rash,itching/swelling (especially of the

face/tongue/throat), severe dizziness,trouble breathing. In some cases some or

any of these symptoms may result itserious illness or death.

YES, DEATH!

$2.9B in sales

Your ExperienceYour Hobbies

Your SuccessesYour KnowledgeYour Awareness

Your BrandYour EnthusiasmYour Stories

Your DeterminationYour Benefits

Yourself!!

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S

M

C

ubject

atter

onsultant

Slides and links atwww.workforce180.com/iwpmike@workforce180.com

June 9 @ 1:00 CST

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PROSPECTINGPROSPECTING

PHONEEMAILTEXTIN-PERSONJOB FAIRSMAIL

PHONEEMAILTEXTIN-PERSONJOB FAIRSMAIL

Focus On Profitable Relationships

“I made it apoint….”

“What if therewere a way…”

My Brand is…What people think

Vs.What I want them to think

THE RELENTLESS, UNENDINGPURSUIT OF OPPORTUNITY.

1.BEINTERESTED

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• What is your company’s mission?• Where do you see this company in 5

years?• What challenges are you currently facing?• How long has the company been in

business?• Who and where are your customers?• Will you consider hiring a Veteran or TSM?• Do you provide formal training?• Do you have any experience working with

the Workforce Connections or One-StopCareer Centers?

• What is the company culture/climate?• What are your hiring costs? Do you want

to reduce this?• How do you mainly recruit? Any other

ways?• Are you facing specific hiring challenges?• What is your managerial style?• Can we put you in touch with a business

labor market analyst for trend analysis?

• Public Transportation access?• Do you use staffing agencies?• Do you know about our reimbursement/tax

credit programs?• Are you unionized?• What skills are needed to be here? Driver’s

License?• Do you use Job Fairs?• Your hours of operation?• Are you aware of our Veteran priority?• How many people in your company?• Are you expanding?• Where did you work before and what is your role

here now?• What benefits do you offer?• Are you public or private? Subsidiary? Parent

company?• Have you ever hired a Vet before?• Are you familiar with the current tax benefits

and/or wage subsidies available by hiring a Vet?• What are your current staffing needs? FT? PT?

Temporary?

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2. BEINTERESTING

a. “...you need to know a lot.”b. “…you need to use what you know well”c. “…you need to know a lot and use it well.”

Job Openings and Labor Turnover

MARCH HIRES:

5.3 million

MARCH HIRES:

5.3 million

MARCH TERMS:

5.0 million

MARCH TERMS:

5.0 million

MARCH OPENINGS:

5.8 million

MARCH OPENINGS:

5.8 million

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John HawkinsSr. Consultant

Using Labor MarketInformationto Support BusinessEngagement

Without a Planis Just a Wish

Do you have a plan for Business Engagement?

Without Datais Just Madness

Is data part of your plan?

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Projections, Real-Time, & LMI Oh My!

“Data” doesn’t have to be complex or scary!

Data is just information.

Data (LMI) can make your job easier

What they know.

How?Most people (including Employers) make decisions based on the information they have.

And it can make you invaluable, necessary…pretty much a rock star!

What they need to know.

Vs.

You can help fill in the critical details!

You need to know what they need before the meeting.

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What jobs are the employers trying to fill?

Source: Manpower Group, 2015 Talent Shortage Survey; Deloitte University Press.

What are the employers looking for?

Source: Global Human Capital Trends 2014: Engaging the 21st-century Workforce.

2.

1.

4.

Solar Electric Power Generation317% growth

Services for the Elderly &Persons with Disabilities121% growth

Breweries108% growth

3.

Postal Service118% growth

What are the fastest growing industries in theU.S.?(2011-2016)

Source: Emsi

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2.

1.

4.

Wind Turbine Service Techs49% growth

Personal Care Aides30% growth

Web Developers28% growth

3.

Terrazzo Workers & Finishers28% growth

What are the fastest growing occupations in theU.S.?(2011-2016)

Source: Emsi

Who works for your employer?

Source: Emsi

What’s up with Machinists in our region?

Source: Emsi

Occupation Summary for Machinists405,394 11.3% $19.39/hrJobs (2016) % Change (2011-2016) Median Hourly Earnings

Percentile Earnings for Machinists (51-4041)$15.35/hr $19.39/hr $24.08/hr

25th Percentile Earnings Median Earnings 75th Percentile Earnings

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Thank You

John HawkinsSenior ConsultantWorkforce & Economic Developmentjhawkins@economicmodeling.com(208) 310-7484www.EconomicModeling.com

3.BEMEMORABLE

Three SMC Rules:

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FOLLOWING UP

REMEMBERTHIS………

“The second you leaveor hang up, they startto forget about you,the program, product,conversation, offer,

details, etc.”

REMEMBERTHIS………

“The second you leaveor hang up, they startto forget about you,the program, product,conversation, offer,

details, etc.”

Use

The

RE

Met

hod

ReconnectResumeReviewRemindRebuild

RememberReexplore

RepeatRepair

ReengageReexplainReconvict

People want NEW.Give them NEW.

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Most Common EmployerConcerns

Unemployed people are ____.• Out of touch• Unreliable• Moody• Lazy• Unmotivated• Failures• Given to many chances

Most Common EmployerConcerns

Unemployed people are ____.• Out of touch• Unreliable• Moody• Lazy• Unmotivated• Failures• Given to many chances

Candidateattributesinclude:

Trainable-Coachable-Moldable-Likable

#1 Attribute:Most Common Employer

Concerns

I am _________• Too busy• Not interested• Tried you before• Not hiring right now• Not authorized• Not adding expense at the moment

Most Common EmployerConcerns

I am _________• Too busy• Not interested• Tried you before• Not hiring right now• Not authorized• Not adding expense at the moment

HANDLE OBJECTIONS USING THREE STEPS:

1.Empathy 2. Educate 3. Empower

•I can completelyunderstand..

•I can trulyappreciate howbusy you are..

•That’s exactlywhy..

•Did you knowthat...

•It might surpriseyou to learn..

•A recentemployer toldme..

AND THEN (PLEASE)……JUST SHUT UP and WAIT.

• Wouldn’t youagree?

• Isn’t that right?• Didn’t I?• Couldn’t you?• That makes sense,

doesn’t it?

Step 1

Step 2

Step 3

EmpathizeEducate

Empower

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Step 1

EMPATHIZE

“I completely understand how busy youare today. The reason I called/stoppedby was to get your opinion on a servicewe are providing at no cost, with no

strings attached

Step 2

EDUCATE

“However, I need you to know our organization has,over the years, successfully placed thousands of

people into meaningful employment with companieslike Marriott, Walmart, Bob’s Muffler Shop and others.In fact, many employers benefited from Tax Creditsand Wage Reimbursements, as well as, no cost job

postings and background checks..

Step 3

EMPOWER

“So, while we may not be perfect orsuccessful every time, we STILL

present a terrific opportunity for youto explore potential candidates and

savings opportunities for yourorganization, wouldn’t you agree?

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Step 1

Step 2

Step 3

EmpathizeEducate

Empower

1. A NEW BUSINESS.Owner and 5 employees.They will be a UPSfranchise store and need3 part timers + 2 fulltimers. Some retail andcustomer service or salesexperienced required.

2. BIG BOX STORE. Theyneed to hire 10 newemployees before July4th. It’s going to beminimum wage, withweekends and nights aspart of the hours. Needexperience in retail.

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WWW.WORKFORCECIRCUS.COM

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www.WORKFORCE180.commike@workforce180.com