Giselle Galper: How to build a career path that you’ve always wanted.
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Steve Werner: what’s going on everyone welcome back to grow your impact income and influence the number one show helping you reach millions millions of dollars in your bank account.
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Steve Werner: Millions of people or just millions of hours of rest and relaxation whatever you are after.
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Steve Werner: Today we’re going to be focusing a little bit on the income piece, but not in the normal way you might be thinking we’re going to be talking about how to get.
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Steve Werner: Your dream job, how to build a career path that you have always wanted Now I know there are a lot of entrepreneurs in the audience, but the show is still for you we’re going to be talking about.
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Steve Werner: How my guest chisel golfer see I got that right we practiced how gazelle built the APP and we’re going to be talking about the big challenges that it solves because i’ll how are you doing today.
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Giselle Sered Galper: i’m doing great, thank you for having me I just love that hat the clarity.
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Steve Werner: So okay take us back to like where the start, because I don’t think anyone ever wakes up in the morning is like I want to build an APP that helps people live their best life in their career where did all this start you were actually a tax attorney.
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Giselle Sered Galper: I was a tax attorney I went from tax attorney to general counsel of the company, where I spent 17 years and.
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Giselle Sered Galper: One maybe secret or not so big secret is when you’re in a senior role at a company and you’re a woman, you get asked to give a lot of talks.
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Giselle Sered Galper: about being a woman, professional and being you know, a tax lawyer and the lawyer I like to do my homework I didn’t just want to riff.
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Giselle Sered Galper: On what I was talking about, and so I started studying career, I have three boys along the way she’s very interested in gender and gender differences, I saw my three kids.
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Giselle Sered Galper: behave so differently than I thought we were raising them, you know they gave us so much more pushback and kind of finding the loopholes and the rules and It made me think that.
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Giselle Sered Galper: Even though i’ve been taught to believe that girls and boys were the same they can do anything.
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Giselle Sered Galper: I started realizing that there are cultural biases that get built in really early that affect our outcomes and what we do so much later.
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Giselle Sered Galper: And examples would be you know someone who’s a CFO coming to me, and they never negotiated their pay.
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Giselle Sered Galper: or someone who’s at top sales performer not being a top earner for themselves, and when you start seeing these patterns, you know you can walk away or you can dig in and I started digging It gives me more talks kind of keeping my own notebook and.
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Giselle Sered Galper: I had the opportunity later in my career 17 years in as a general counsel, I had a financial opportunity where my husband had been an entrepreneur his company sold.
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Giselle Sered Galper: I wasn’t the primary breadwinner like you know the one who brought in the cash and I thought wow.
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Giselle Sered Galper: I could make a difference, is why I went to law school, I never made it happen, I wanted to make a difference, so I didn’t start with an APP.
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Giselle Sered Galper: you’re right I wasn’t like thinking wow i’m going to leave my job and i’m going to build an APP but what happened is I started looking around for where Can I make a difference.
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Steve Werner: So I mean that’s really, really powerful, because I think the entrepreneurs listening to this show, most people in general, want to feel like they are making a difference, and you have that.
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Steve Werner: dream you left Chicago and you went to sunny California to Stanford law school.
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Steve Werner: But you kind of were talking with me before the show about not only the speeches that you were giving, but when you went back to your reunions to law school you saw specifically women.
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Steve Werner: Like falling off the professional career ladder and kind of not fulfilling their dreams and not talk to me a little bit about what that looks like and what what your thought process was around that.
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Giselle Sered Galper: Well, you know I looked at my own class at Stanford and women who, I thought, Neil that law school, they were the smartest super competitive, some of them were dropping out of the workforce as lawyers, because they quote could it wasn’t satisfying enough.
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Giselle Sered Galper: And I realized you look around and you start asking this is true, a lot of professional firms accounting firms.
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Giselle Sered Galper: Doctors these women with golden key is unique opportunity stepping out.
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Giselle Sered Galper: And I wanted to understand why, and I looked at started looking at the data one out of five women leads work mid career do a lack of satisfaction, not enough money not enough advancement.
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Giselle Sered Galper: And you could just say hey it’s inevitable, but I started trying to peel back the onion on each of those things and say hey.
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Giselle Sered Galper: Why is that of course there are great researchers in the field, I don’t think i’m a PhD in organizational behavior but i’m a problem solver that’s What general councils are.
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Giselle Sered Galper: And what I realized is that especially earlier in the career to mid career if women don’t get a lift.
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Giselle Sered Galper: Up they don’t see themselves as performing really well and they’ve been great performers in school, so they stop advancing as fast as other people they start feeling it doesn’t feel so good, they don’t know why they’re there.
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Giselle Sered Galper: And so I started reading a lot about flow, which is this term defined by this guy Mike Healy chick send me hi and your entrepreneurs are listening they know it it’s when the time goes by, when you don’t check your social you don’t drink your coffee you don’t even go pee.
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Giselle Sered Galper: He started asking myself if people who are underrepresented warning dancing to get more about would they be more willing.
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Giselle Sered Galper: To ask one more time what they eat more willing to talk themselves up what what does it take to shift someone shift their mindset right because it’s career what I started realizing is that.
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Giselle Sered Galper: career isn’t something you learn in a book and you just do it.
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Giselle Sered Galper: it’s a behavior it’s kind of like entrepreneurship, all the entrepreneurs in your audience they’re doing it right, you can dream about being an entrepreneur but.
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Giselle Sered Galper: it’s a lot different than doing it and it’s the same thing with career like would there be a way sort of like in cognitive behavioral therapy to take small steps.
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Giselle Sered Galper: To talking yourself up just a little more to asking for something small for networking in a little way so that we can lift people up and get them more comfortable with these behaviors and.
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Giselle Sered Galper: So I was thinking about those things before I even left my job, and I was getting some talks on them, I had this idea I called.
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Giselle Sered Galper: It like the dial it in you start you know, and you just sort of dial in and you reevaluate kind of like the scientific method you know don’t say oh my gosh I have to get to A to B and if I fail i’m going to stop like set your player give it a try re evaluate.
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Steve Werner: Well, I think I mean you’re you’re sharing a lot of good information I think what you’re saying works across a lot of things, I see a lot of people say you know I want to start a business.
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Steve Werner: And they’ll jump in and they’ll be like, I have to be at $2 million a year in revenue in the first six months and, like.
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Steve Werner: But it’s like if you set that goal, but you have no idea how to get there you’re going to feel really miserable but the same is like.
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Steve Werner: My college roommate is in the is in corporate America.
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Steve Werner: And he’s kind of stuck at like a mid level place and he’s been there forever and he talks about a lot of what you’re saying he’s like I don’t really feel that fulfilled on board, but I don’t know what else I could do.
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Steve Werner: That would get me here that would get me advancement.
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Steve Werner: and other than you know I could go out in a I could apply for some new jobs, but I don’t I don’t really want to leave our mad I like where i’m at I just want to get paid more, and I want a little bit more recognition.
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Steve Werner: And what you’re saying is the same advice that I give entrepreneurs when they’re starting is.
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Steve Werner: One step at a time one small baby step like half of the big goal nowhere, you want to go eventually point you’re shipping that direction, but then what’s the first little step, you can take and like set.
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Steve Werner: Set actions, because actions are what lead to your goals being reached not setting a big.
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Steve Werner: game yourself up.
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Giselle Sered Galper: Exactly and for someone like your roommate who stuck in our APP or on a piece of paper i’m a big thing you can do is I call it satisfaction tracking and I got the idea first from the book creative confidence by the Kelly brothers they you know designed your mouse.
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Giselle Sered Galper: The idea is that, through the work day.
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Giselle Sered Galper: write down how you feel about your work, I started doing this with a piece of paper and grid, you know high low.
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Giselle Sered Galper: Positive negative we do it in the APP and what’s Nice is, we can give you a dashboard of your highs and lows in a way to look at it differently, and I, like the niches that we have now the ideas that.
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Giselle Sered Galper: We can be more assertive for ourselves at work when we have more of the high work and less of the lower a lot of us have everything you know, we have worked in the middle.
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Giselle Sered Galper: But we you know it really gives you the energy you think your friend and say how can I ask for more of that.
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Giselle Sered Galper: I really like xyz client wow I didn’t realize how presentations got me going, and you know what this one type of analysis, I really need to delegate that it is, it is sucking my soul, we all have worked like that.
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Giselle Sered Galper: And so, shifting that balance and satisfaction there’s a lot of data on flow and satisfaction that they say that.
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Giselle Sered Galper: you’re more productive, when you have it, you basically get time back in your day.
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Giselle Sered Galper: So if you work eight hours a day you spend an hour in flow, apparently, you can get your whole workday done in like seven hours now I haven’t done that research but that’s pretty cool and what it means is.
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Giselle Sered Galper: In that eighth hour Maybe you can do more of what you’d like or you can spend a little time networking or your friend then say okay.
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Giselle Sered Galper: that’s the word I, like you know hey maybe I don’t mind talking myself a little bit about that.
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Giselle Sered Galper: i’m not the type of person who really wants to tell me what i’m doing, I think, Joe does that or changes that I roll my eyes, but what we hope to do in the APP what I hope your friend can do.
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Giselle Sered Galper: Is niche that person to get comfortable with it because they see just how important it is because the reality is that other people don’t know the work you like, and you want more out there are not mind reader’s no business none of your entrepreneurs is not going to market right.
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Giselle Sered Galper: So your friend.
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Giselle Sered Galper: he’s got to market himself he’s got put out is soft social on what he wants to do so, people can remember that he loves giving those presentations and maybe does it for another department and that.
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Giselle Sered Galper: that’s that’s getting the wheels turning to move his career forward right it’s not like for everyone it’s the same it’s I like to call it the data you.
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Giselle Sered Galper: guys love this idea that you know I just talked to one young woman yesterday, and she started using the APP.
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Giselle Sered Galper: And she said, I was already talking my calories and I was already period tracking because women do that and I just added that this into my routine for doing that and i’m already seeing.
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Giselle Sered Galper: What I like to do.
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Giselle Sered Galper: And that is making me feel better and so it’s kind of beating out that imposter syndrome, because your friend is stuck, and that is the worst feeling, you know, to show up every day and feel stuck.
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Steve Werner: Well okay so um you know, I have a couple questions and then I want to play devil’s advocate a little bit, but.
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Steve Werner: The first question is like what do you see talk to us a little bit about the baby steps, because this is what you’ve built into the APP so the APP tracks what you like doing what you don’t like doing.
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Steve Werner: Where you feel in flow where you don’t feel inflow What else does the APP do and what are some of the best practices, maybe we should start with that.
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Steve Werner: If somebody comes to you and they’re like they’ve been their career for will say 15 years they got out of school and there’s 25 they’re.
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Steve Werner: Going into their 40s 40s and they’re like okay what i’m not getting the advancement that I want what are one or two things like best practices and then, how are those integrated into the APP.
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Giselle Sered Galper: Okay, so the two best practices are.
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Giselle Sered Galper: One Ideally I like to tell people if you’re just getting started on a weekly basis write down one or two things you’ve done not your big kpis and your milestones.
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Giselle Sered Galper: Just what you’ve done in the APP we asked you for your pride level in that because remember we’re always thinking about.
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Giselle Sered Galper: How you’re feeling we’re trying to align your motivations your satisfaction in your pride that’s the ultimate win, but just write down what you do I keep track of that know what your pride levels are and how you feel about it that’s the start okay.
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Giselle Sered Galper: I like to say if you’re using the APP do our basic learning just talk through it it’s this top through interactive learning it’s personalized a little bit to who you are and it helps you kind of think about mindset shifting and the actions you can take.
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Giselle Sered Galper: And then, if you’re just doing one more thing.
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Giselle Sered Galper: I like the satisfaction tracking, but if we get three.
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Giselle Sered Galper: I like people to set a target for how often they’re really going to talk themselves up and do a little practicing of it and video recording just a video selfie.
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Giselle Sered Galper: To get through in two sentences, you know 3030 seconds what you know, plus where you want to go, so you can start squeezing that into little conversations, this is your nugget that you change over time.
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Giselle Sered Galper: When you get in the habit of doing it parties with friends different people and instead of thinking you’re I hate that phrase tooting your own Horn, you know bragging you’re sharing.
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Giselle Sered Galper: Your sharing because you offer something people who love their products don’t mind talking about their products, so you have to see yourself in that way.
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Giselle Sered Galper: They think you can just do that kind of accomplishment tracking and in the APP you can favorite things which helps you realize how positive is we have collections, you can treat them, but just baseline level.
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Giselle Sered Galper: knowing what you do and knowing what you want, and sharing that little bit with people that is so powerful.
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Steve Werner: that’s awesome the I mean like I love the fact that you’re talking about taking pride and I think that one of the reasons there’s a difference between bragging and pride pride has a confidence behind it, that this is, who I am and I love doing it, and like.
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Steve Werner: If you have.
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Steve Werner: If you have a car, if you I talk about cars, because I don’t have kids, but if you have kids you talk about your kids right you’re like.
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Steve Werner: I love my kid played soccer he scored a goal, it was amazing you’re not like some parents go over the top, those are the ones who have the imposter syndrome they’re a little bit worried about keeping up with the joneses.
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Steve Werner: But you know the person who just shares and they do it in such a natural way well here’s the thing it wasn’t always natural right you’re pointing to practice, and I think it is one of the biggest things you can take do selfie videos all the time you could just talk to the mirror.
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Steve Werner: But if you practice it it gets in your subconscious.
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Steve Werner: I teach speaking from stage.
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Giselle Sered Galper: So I mean this is the main you just practice it.
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Steve Werner: And then the stuff will come out naturally in conversation and here’s the thing you’re always practicing there is no there’s no end to this road, if you keep practicing it now you’ll keep practicing as you go on 10 years from now you’ll be saying new things it’ll be a great.
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Steve Werner: appeal piece OK, so the you just shared some really good stuff in there, but my question is, how does this actually relate to their career journey so.
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Steve Werner: How does this get them.
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Steve Werner: A bigger paycheck because that’s what people really want a bigger paycheck or job they don’t hate.
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Giselle Sered Galper: Okay, so bigger check paycheck job you don’t hate slightly different, but the same.
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Giselle Sered Galper: Okay, so.
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Giselle Sered Galper: I like to paint this picture, when I give talks and anything we need to embed this a little bit more into the APP now that I see how people are using it.
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Giselle Sered Galper: Which is that what you’re trying to figure out is your success roadmap right what is advancement and you can’t figure that out just by doing your job, so a lot of people say hey I do a great job but i’m stuck.
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Giselle Sered Galper: So the question is, why are you stuck are you spending 15 minutes a week networking with someone at your company, are you talking to people who have the job before you.
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Giselle Sered Galper: and finding out why they left or what your manager does or doesn’t do to promote you know I talked to a lot of.
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Giselle Sered Galper: stuff women especially and I like to give the analogy, a lot of them know that there’s a different set of rules for men’s lacrosse and women’s lacrosse it’s lacrosse.
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Giselle Sered Galper: Well, there are also different rules for school and work.
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Giselle Sered Galper: And the work rules require you to find that success roadmap.
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Giselle Sered Galper: You might be a controller somewhere, it turns out that everybody who’s been promoted got invited to the sales conference you don’t even know that you’re supposed to be showing up to people who send the invites.
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Giselle Sered Galper: You don’t know that you’re supposed to be asking to go.
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Giselle Sered Galper: you’ve got to be asking those things that’s the advancement part right now that doesn’t mean you’re going to get it, you also have to talk to your manager and other people in the department, because it takes a team to advance you.
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Giselle Sered Galper: You know when somebody else says oh my gosh I think Joe would be a great product.
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Giselle Sered Galper: manager or whatever the title is assistant CFO right when when that happens, getting an endorsement from a third party it’s fantastic.
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Giselle Sered Galper: And that only happens because you have said hey if you feel all in six months that i’m ready to be promoted to X, what will I have accomplished, and maybe you say that’s in two years or five years.
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Giselle Sered Galper: But when you’re interviewing for jobs when you start jobs obviously you don’t want to pummel your manager every week.
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Giselle Sered Galper: But you know what they feel, not just the to do list, and when you start asking this question to people in your company or people in other companies or people left you’re going to start to see a pattern.
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Giselle Sered Galper: You know some of the answers might seem totally off base and the great thing, just like building a product you listen to everyone, but you choose the actions you take.
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Giselle Sered Galper: and see you embrace their input you agree, you know not you’re curious then keep your journal.
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Giselle Sered Galper: write it down, we have a networking section and chia seed, you want to use that but keep your notes in absolutely then build your plan.
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Giselle Sered Galper: And so that’s an, of course, that also in the APP because people always want to know, this is one of the most popular features, we have a.
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Giselle Sered Galper: Like a step through program for asked for promotion ask for more pay job offer negotiation performant Neil your performance review, but in the end.
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Giselle Sered Galper: doing these things in a day or two and getting ready helps people they’re reporting better outcomes better than they thought.
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Giselle Sered Galper: But it’s really unlike a diet APP, which is the top thing for career at watches why don’t think you see tons of that is that a diet at month one, yes, you know month to baby i’m cooking it, two years later 95% of people gain back their weight.
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Giselle Sered Galper: In career it’s almost the opposite, you know month one a little bit maybe I used it for one of those programs, it was pretty good we have maximize your internship we’ve had some interns go through it and say wow that really helped.
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Giselle Sered Galper: But it’s month six is like wow i’ve been talking myself up a little bit I kind of got this right it starts coming together.
00:20:57.960 –> 00:21:07.080
Giselle Sered Galper: So it’s a process and that’s why it’s a journey right it’s your career journey here to try these tools and what we’re listening for from our users is.
00:21:07.890 –> 00:21:17.100
Giselle Sered Galper: What other types of programs do they lie in features do they want us to add in to the APP is we know we’re a startup so.
00:21:17.520 –> 00:21:26.100
Giselle Sered Galper: there’s going to be more so we like that people are getting this basic value and the APP is free so that’s pretty good for them, but the ideas.
00:21:26.610 –> 00:21:38.820
Giselle Sered Galper: You know how do we take them, even to the next level promotion to promotion and then, how do I love my job right we keep drilling home the satisfaction and getting that type of work.
00:21:40.020 –> 00:21:48.180
Steve Werner: I think that’s the main I mean, I know, everybody says they want more money and money definitely is useful never gonna say anything against having more money.
00:21:48.510 –> 00:21:58.980
Steve Werner: But the the satisfaction piece, I hear so many people in corporate America, because I probably once or twice a week I have somebody who wants to have a conversation about should I leave my job to be an entrepreneur.
00:21:59.250 –> 00:22:00.510
Steve Werner: The answer is usually no.
00:22:01.020 –> 00:22:08.820
Steve Werner: Because you’re being an entrepreneur is 24 seven and it’s a lot of work that a lot of people just are not going to be happy doing.
00:22:09.300 –> 00:22:20.100
Steve Werner: If you can find a way to be satisfied in your job, what would make you more satisfied and that like getting that be styled in a lot of people just getting more recognition feeling like they’re making a difference.
00:22:20.460 –> 00:22:29.580
Steve Werner: yeah that moving that needle is more important than money, most people wouldn’t admit that, but that will lead to a happier life which at the.
00:22:30.480 –> 00:22:34.920
Giselle Sered Galper: 1,000% yeah 1,000,000% so.
00:22:35.100 –> 00:22:47.250
Steve Werner: I think that gives us a nice segue into the last question that I have for you is what is a piece of career advice that you hear a lot of people quote or say.
00:22:47.610 –> 00:23:01.140
Steve Werner: Maybe it’s told it a lot in around the industry that you disagree with that you’re like that’s probably not what you should be doing or maybe where you should be spending your time is there anything that just you know you want to you want to take a stand on and go.
00:23:01.230 –> 00:23:07.950
Giselle Sered Galper: There, there are a couple things are all little controversial but i’m going to put it out there, because I think this one’s really important.
00:23:08.640 –> 00:23:24.840
Giselle Sered Galper: Get out of your identity silo okay so there’s this professor at Stanford his name is Jeffrey Pfeffer he’s probably close to retiring you read this book about power several years ago, you can listen to one of his YouTube videos treat it like a podcast.
00:23:25.470 –> 00:23:29.280
Giselle Sered Galper: And the idea that he promulgates, which is very powerful.
00:23:30.030 –> 00:23:40.740
Giselle Sered Galper: Is that you get your opportunity from your shallow network, these are people who know that tiny bit about you, he doesn’t use these words, but what you know and where you want to go.
00:23:41.280 –> 00:23:55.170
Giselle Sered Galper: Because the more people know this, the more opportunity that comes your way it’s a math problem so women especially people of color they join identity community groups moms.
00:23:55.440 –> 00:24:04.650
Giselle Sered Galper: Right, and this is all good we only do networks, where people have our backs that you can spend too much time in your identity silo.
00:24:05.100 –> 00:24:17.490
Giselle Sered Galper: You have to get out of it, you there’s another scholar or money at the bottom she talks about strategic networking power networking it’s like how are you going to get to those people if you stay in your silo now of course.
00:24:18.300 –> 00:24:29.520
Giselle Sered Galper: And no disrespect intended if you’re a white SIS meals golf at the club, maybe saying your silo is not a bad idea you’re don draper not a bad idea.
00:24:29.970 –> 00:24:46.410
Giselle Sered Galper: But if you’re like most of us half of us are introverted you know that doesn’t not that has nothing to do with your identity, but maybe you hang out with introverts you gotta get out there with the extroverts male or female hanging out of women’s groups and women’s communities.
00:24:47.490 –> 00:25:00.300
Giselle Sered Galper: Women are paid less than men you’re doing research on paying opportunity, are you getting all the details, so I I really espouse this and there was a woman, a few years ago, who came to one of my talks.
00:25:01.320 –> 00:25:20.220
Giselle Sered Galper: She was in a health administrators group I like 30 women in the room, and she followed this method and she basically learned by the friending a guy on her team that the guys were getting together for lunch every Friday when it was optional come in the office pre covered.
00:25:22.230 –> 00:25:27.570
Giselle Sered Galper: So she’s got invited to the guys lunch, because she made friends with guys should only been friends with the women.
00:25:29.310 –> 00:25:37.110
Giselle Sered Galper: Three or four weeks later this happened over an eight week period she’s at the lunch and someone says something about a project she really wants.
00:25:38.430 –> 00:25:44.940
Giselle Sered Galper: And she says Oh, I never get that project and guess what they said i’ll put in a good word for you, and she got the project.
00:25:45.870 –> 00:25:50.640
Steve Werner: See that’s that is like I I love that I network, a lot i’m.
00:25:50.760 –> 00:25:51.480
Steve Werner: i’m pretty.
00:25:51.720 –> 00:25:57.420
Steve Werner: Pretty social, but the the idea that pre can I see it, more as like preconceived notion.
00:25:57.840 –> 00:26:09.420
Steve Werner: Of I like these people, and this is where I belong well you belong wherever you want and we’ve all heard the like seeing the blackboard picture of like the magic happens outside your comfort zone here’s your comfort zone, the magic happens out here.
00:26:09.750 –> 00:26:18.300
Steve Werner: The same thing is true with networking go meet new people, especially I mean I could see that at a big corporation both both of my sisters work.
00:26:19.530 –> 00:26:35.820
Steve Werner: By sister works for a major healthcare company and she has she has done very well she’s climbed but it’s because, and she said exactly that she was like I make sure to always chat with everybody from every department whenever I can.
00:26:35.850 –> 00:26:44.220
Steve Werner: ask you if she’s not outgoing she’s not she would say she’s an introvert but she’s like I just make it a point to at least know who they are know little bit about them and.
00:26:45.300 –> 00:26:47.100
Steve Werner: You never know how that comes back because.
00:26:48.420 –> 00:26:52.650
Steve Werner: Dale carnegie’s how to win friends and influence people and his social course I.
00:26:52.770 –> 00:26:55.140
Steve Werner: was lucky enough, I did it when I was 15 years old.
00:26:55.500 –> 00:26:57.780
Giselle Sered Galper: When I was five years old, I use that to make.
00:26:57.960 –> 00:27:12.780
Steve Werner: It was really funny as a side story my librarian I was reading in library at high school or like middle school my librarian had never read it, and she was like she all she saw was the title and she was like I don’t know if that’s appropriate for you to be reading.
00:27:13.080 –> 00:27:21.390
Steve Werner: I remember her saying that and being like you should really read this book and she was like I think i’m okay I gotta remember exactly what she said, but she was like.
00:27:22.260 –> 00:27:30.240
Steve Werner: Because the title is it sounds a little bit like it’s it’s influencing the other books that I would tell you similarly is a.
00:27:30.930 –> 00:27:49.080
Steve Werner: winning through intimidation it the title is horrible the title has its winning through being intimidated, it talks about somebody who is really introverted and is has a hard time pushing through social norms and getting the word out.
00:27:49.680 –> 00:27:52.350
Steve Werner: about themselves and it’s winning through.
00:27:52.410 –> 00:27:54.540
Steve Werner: being intimidated, would be a better type.
00:27:55.800 –> 00:27:56.490
Steve Werner: The.
00:27:57.210 –> 00:27:58.350
Giselle Sered Galper: that’s powerful.
00:27:58.980 –> 00:28:01.140
Steve Werner: actually have it on the shelf i’m.
00:28:01.920 –> 00:28:02.730
Giselle Sered Galper: Writing it down.
00:28:04.830 –> 00:28:18.720
Steve Werner: If you’re listening to this and you want to get the book, I will tell you go on eBay so they made so this, I think it was published in the mid 80s let’s see if I can find the publisher date so this one was published in 74.
00:28:20.340 –> 00:28:31.050
Steve Werner: There was one, so they redid it in the 2000s, and they stripped a ton of stuff out of it because it if they didn’t feel like it was PC.
00:28:31.290 –> 00:28:35.040
Steve Werner: there’s nothing in there that’s offensive but it’s the older version is better.
00:28:35.310 –> 00:28:53.580
Steve Werner: Anyway, the what you’re saying is very good advice and if let’s I want to give them an action step, what is the first thing that they can do to do that if they’re like i’m an introvert i’m too busy I don’t have time what’s a one simple step under a minute a day that they could do.
00:28:55.710 –> 00:28:59.310
Giselle Sered Galper: It takes no time so anytime they meet someone.
00:29:00.360 –> 00:29:18.210
Giselle Sered Galper: Even on a zoom call or in the office right they should ask them say I really give their tiny pitch right that’s 30 seconds you give me a minute and then say, would it be okay, in the future to meet for talk for 15 minutes i’d love to know more about what you do right.
00:29:19.380 –> 00:29:29.880
Giselle Sered Galper: And then tomorrow up with an email one minute of effort okay yeah of course there’s 15 minutes later, not everyone will say yes, because people want to say yes, they absolutely say yes.
00:29:30.120 –> 00:29:38.910
Giselle Sered Galper: Not everyone will follow through don’t take that personally introvert you can’t maybe three of 10 people will actually do it, but 15 minutes.
00:29:39.510 –> 00:29:55.200
Giselle Sered Galper: You can get through that and you’ll just mostly listen, remember, because you set it up to learn about them, and so you don’t even have to talk very much you just have a few questions to ask and then have one ask for yourself.
00:29:55.740 –> 00:29:59.820
Giselle Sered Galper: One simple asked know what it is beforehand and then.
00:30:00.360 –> 00:30:18.120
Giselle Sered Galper: end with do you know someone else that you can recommend I speak to who does what they do, or what you’ve expressed you’re interested in because it’s hard to get leads, so if you’re introverted or not take the opportunity to get the next lead from the person you just spoke to and.
00:30:18.270 –> 00:30:22.110
Giselle Sered Galper: I hope that that we help people just push this along.
00:30:22.920 –> 00:30:38.550
Steve Werner: I mean that’s that is great advice, the I mean Dale Carnegie always be more interested in the other person than yourself hey I would love to take a few minutes to learn more about what you do in the company i’ve never heard of you know, data analysts tax prep but I.
00:30:38.700 –> 00:30:45.840
Steve Werner: It sounds I mean, I want to save money on my taxes, I don’t know if there’s anything in there, but I would love to just talk to you and learn about what you do, then you.
00:30:46.470 –> 00:30:46.890
Giselle Sered Galper: know you.
00:30:47.310 –> 00:31:06.720
Giselle Sered Galper: yeah sorry, you always you just the connection is amazing, with the other person, but you will be surprised, he will start understanding your organization better it is such a win, win because you have people who have your back you get to build a business I just love this form of networking.
00:31:07.290 –> 00:31:17.220
Steve Werner: Well, it also I mean I I worked in corporate America from 2007 to 2013 and I will say like I used to always we were we were in different buildings.
00:31:17.520 –> 00:31:31.200
Steve Werner: I would stop by with a cup of coffee once in a while like hey I had an extra starbucks and I would just stop by somebody’s desk that i’d seen somewhere and be like I don’t know they made this for me, but here you go and chat with them for a minute within two years.
00:31:31.620 –> 00:31:32.250
Steve Werner: I had.
00:31:32.310 –> 00:31:35.220
Steve Werner: climbed up for direct four levels.
00:31:35.820 –> 00:31:43.650
Steve Werner: wow inside the company because, and I will say my manager always said, like you seem to know, everybody here.
00:31:44.490 –> 00:31:48.450
Steve Werner: And it’s because I did it when I worked for vail resorts and I made sure.
00:31:48.750 –> 00:31:59.580
Steve Werner: That I knew, even if they weren’t in different department it didn’t matter I made sure I knew who was in charge and snowmaking I knew who I was in the restaurant part I knew all my other restaurant managers.
00:32:00.300 –> 00:32:14.580
Steve Werner: But I also knew all the people everywhere and I always made sure to make them smile ask them what they did, but people my manager at my like I kept going up, and he was like you seem to know, everybody and everybody says that they like you.
00:32:16.920 –> 00:32:17.280
Steve Werner: pull.
00:32:17.970 –> 00:32:20.730
Steve Werner: out here have another $20,000 like.
00:32:21.210 –> 00:32:22.620
Steve Werner: Great let’s do it.
00:32:23.190 –> 00:32:32.040
Giselle Sered Galper: Sure, you also did a good job so there’s the reality of that, but it doesn’t matter you do a good job it nobody knows and people don’t have your back.
00:32:32.280 –> 00:32:42.420
Giselle Sered Galper: And they’re not talking about you it’s just like a product, you are your products and you totally got that, and you know I think of these entrepreneurs out there.
00:32:42.810 –> 00:32:54.330
Giselle Sered Galper: They would not go to an event and not say anything about what they do you, they would absolutely do it, but if they were in their jobs in corporate America they might not do that.
00:32:55.590 –> 00:33:03.240
Giselle Sered Galper: But you need to be doing that so it’s not just at work, I mean, my view is take it into your social life, you don’t know who you’re going to meet.
00:33:03.600 –> 00:33:14.670
Giselle Sered Galper: And I do think men do a better job of this than women when they need something or they’re looking for something and we’re we’re talking about work if you’re a fly on the wall at a soccer game.
00:33:15.570 –> 00:33:20.820
Giselle Sered Galper: And you bunch of parents, you know the women are huddling together and the men are huddling together.
00:33:21.120 –> 00:33:37.860
Giselle Sered Galper: The men almost always because I have gone over there over the many years to try to test this theory, some of them are talking about work and I have actually never bumped into a group of women at a soccer game talking about work, even though 70% might work.
00:33:38.580 –> 00:33:39.660
Steve Werner: Well that’s I mean.
00:33:41.280 –> 00:33:48.930
Steve Werner: I my thought on that is guys are naturally producers, whether you believe that is hereditary or whether you believe that is.
00:33:50.130 –> 00:34:03.690
Steve Werner: evolutionary we’re the we’re driven by work like men’s number one goal in life is to produce that’s innately in US women, I feel like is naturally to nurture their.
00:34:04.650 –> 00:34:10.830
Steve Werner: hereditary biological usually going to raise kids and guys love talking about work, especially if they like what they do.
00:34:11.520 –> 00:34:22.950
Steve Werner: um it’s just going to be different, whereas like i’ve had, I mean this is how I know to break up with a girl if she says, you talk about work too much cool you’re not the right person for me because I live, what I do.
00:34:23.610 –> 00:34:29.430
Steve Werner: um and that’s i’m very clear on that, but the and that’s not for everyone and that’s okay.
00:34:29.790 –> 00:34:30.360
Steve Werner: But the.
00:34:30.660 –> 00:34:45.120
Steve Werner: Just to your point, I think, having I think as a woman in the workforce, it would be very beneficial to go, I mean like you just talked about your friend guys are inviting we don’t care if you come hang out with us, but we’re probably not going to come over to your group.
00:34:45.660 –> 00:34:52.200
Giselle Sered Galper: Now you’re over there, it might feel awkward me on the alert it might feel awkward.
00:34:52.380 –> 00:34:57.330
Giselle Sered Galper: Other moms might look at you like that’s weird or to a dinner party or at a cocktail party.
00:34:57.540 –> 00:34:59.880
Giselle Sered Galper: or a networking event that’s dual gender.
00:35:00.810 –> 00:35:15.270
Giselle Sered Galper: come over with someone else he talks you set you up and get your uncomfortable, especially the networking and banjul working bring your body over and have them see something great about you and then go over to another group and you say something great about them.
00:35:15.390 –> 00:35:18.150
Giselle Sered Galper: Because third party endorsements are the best.
00:35:18.630 –> 00:35:34.500
Steve Werner: So the last piece, I have on that and then we’ll wrap this up, but the one of my introverted friends who owns a very big business that does over 100 million a year, he said, the way that he got this going was he he super introverted.
00:35:34.800 –> 00:35:37.500
Steve Werner: He found an extroverted friend.
00:35:39.060 –> 00:35:42.270
Steve Werner: opposite sex that would go to the event with him.
00:35:42.660 –> 00:35:51.450
Steve Werner: yeah so woman and he would send her out to find people and, like he would she would either bring him into their group or she would bring them to him.
00:35:51.930 –> 00:36:00.690
Steve Werner: And he was like I just started every time I went somewhere and he was like it got to the point that if I was going to a three day event I would pick two or three people have paid for them to come with me.
00:36:01.350 –> 00:36:02.460
Giselle Sered Galper: Because I.
00:36:02.820 –> 00:36:16.650
Steve Werner: couldn’t go out and do it, so the same thing could be true speaking about how this works fine an extroverted friend, whether they’re women or men doesn’t matter and have like let them do the opening for you and then just stand there and make small talk.
00:36:17.280 –> 00:36:30.570
Giselle Sered Galper: Exactly and you don’t even have to make that much small talk, because the other person’s done the work for you, they grease the skids you can talk about what you’re really interested in the other person asked which is your work, which are less introverted about.
00:36:31.110 –> 00:36:34.050
Giselle Sered Galper: And what I love about this story is that.
00:36:34.260 –> 00:36:37.950
Giselle Sered Galper: In the APP when I give talks they always talk about building your team.
00:36:38.280 –> 00:36:44.910
Giselle Sered Galper: that’s what you’re doing, and so you can explicitly do it, but you can also do it for meetings, not being heard in a meeting.
00:36:45.120 –> 00:37:01.020
Giselle Sered Galper: build your team, make sure someone else in that meeting knows what you want to say and has your back and help them out with something else you can’t do it alone that’s where your friend right your friend built this really successful business and figured out wow.
00:37:02.130 –> 00:37:07.920
Giselle Sered Galper: I just need a little help with where i’m weak and when we open ourselves up to that.
00:37:08.760 –> 00:37:14.040
Giselle Sered Galper: Like I want that advancement so much i’m going to go get help and i’m gonna be intentional about it.
00:37:14.610 –> 00:37:31.050
Giselle Sered Galper: that’s when it starts happening for us and it doesn’t have to be more money or bigger business right like you said could be that work that gives us the flow same money same title, but now we look forward to going to work we don’t have the third cup of coffee and a cookie we feel better.
00:37:31.470 –> 00:37:44.880
Steve Werner: yeah awesome well dissolve you have shared so much with us if you guys are wondering where the APP is the APP is linked down in the description below, I just want to say thank you for coming on and sharing time with us today.
00:37:45.480 –> 00:37:51.390
Giselle Sered Galper: This has been great I love talking with you fantastic i’m for sure gonna listen to more of you, thank you.
00:37:51.420 –> 00:37:59.130
Steve Werner: awesome no problem, it is my pleasure to everybody else out there, make sure you check out the APP if you want more satisfaction, more money.
00:37:59.670 –> 00:38:10.680
Steve Werner: If you want some help networking, it is chia seed, it is in the description down below, we will see you next time until then take action change lives and make money we’ll see you soon.