[Do not confuse this phone screen with a phone interview, where the recruiter sets up a formal appointment for a phone conversation with someone in the department/division where you will work. What this article talks about is the first step in a lucky break--your resume got noticed and someone in HR decided to sound you out a bit before forwarding your resume. Handle it right, and you will move to the next level, which will be a phone interview. - Javed]

When an employer calls to say, "We'd like to discuss your qualifications a bit," what they are really saying is, "We want to know more about your exact skills and verify your resume, before we offer you an interview." Human Resources professionals refer to this interview as the Screening Interview. In today's job market this kind of screening process has become very popular and is frequently used. This initial employer contact is designed to narrow the pool of acceptable candidates, and you don't want to be one who is not scheduled for the in-person interview.

Telephone Interview

The interviewer hopes they will catch you off guard with their initial call. Employers typically phone in the evenings or on weekends. I've personally conducted a lot of these for employers and I'm amazed at how many people say it is okay to talk when there is obviously TV, loud children, and other distracting events going on around them. Preparation is the key to success. Remember that if you don't pass this screening, you're sunk.

When you get this type of call, tell the person you are just finishing something and ask if you can you call them back in ten minutes. Then prepare yourself. Find a quiet spot, get your resume out and think about the questions the interviewer will ask. The employer's objective is to clarify experience and salary expectations. Mentally rehearse your answers. Have a pen and paper in front of you. Jot down the caller's name and take notes as they ask you questions. Smile, so your voice sounds friendly.

The interviewer's job is to validate an applicant's background (after all, too many people lie on the resume). Employers need to hear that you have the experience needed to do the job. Demonstrate that you do with answers that offer examples of your past performance, and that reiterate your top strengths and key selling points. Be concise -- keep answers less than 60 seconds and, above all, sound interested and enthusiastic about the job. The worst thing you can do is to sound monotonal, robotic, uninterested, and dull. This can happen unconsciously if you get nervous, so actively work to sound self-assured and enthused.

The screening interview seeks to weed out the unqualified and overpriced. The disadvantage here is that the human resource person often is not specifically familiar with all the details of the job. They are generalists and seek to validate job experience, not job potential. Be sure to structure answers to demonstrate how you have done the work in the past and how you focus on self-improvement and making contributions to your employer. To move to the next level you must convince this person that you CAN do the job.

One Major Caution

Be ready for any salary questions. These are tricky. Revealing your financial desires can be used as a measuring stick to screen you out because they can clue the interviewer to your "real" skill level. It's always best to avoid answering any questions on salary until you have been offered the job. If questioned, respond to the interviewer by inquiring, "What is the range this job pays?"

Keep this adage in mind: Whoever mentions money first loses. Don't let it be you.

SOURCE: Book "60 Seconds and You're Hired!"

- Robin Ryan

Career Counselor and Best-Selling Author

America's most popular career counselor, Robin Ryan, is the author of four bestselling books: 60 Seconds & You're Hired!, Winning Resumes, Winning Cover Letters, and What to Do with the Rest of Your Life. She's appeared on over a thousand TV & radio shows including Oprah, Dr. Phil, and has been published in most major newspapers and magazines including USA Today & the Wall Street journal. Contact her at 425.226.0414; email: info@robinryan.com.

Copyright 2010 Robin Ryan. All rights reserved.

The New England Patriots were crushed by the Ravens today, and I have come to the sad conclusion that Bill Belichick has lost his mojo.

I am not jumping to that conclusion--I believe it started 2 years ago.

It is easy to be an armchair shrink and analyze the man, so I will do just that. When Eric Mangini ratted out the signal video-taping to NFL, resulting in a huge personal fine for Belichick and a draft pick loss for the team, I think the great man went just a little nuts to show that he could still win. We saw the F U Touchdowns, but the Patriots will forever be the team that got so close to 19-0 but could not convert.

This year, Belichick traded Seymour for a draft pick 2 years in the future. The season opener was a big warning, but we were still "in Bill we trust" mode. We lost to New York and Denver, and then came the infamous 4th and 2. That loss against the Colts was a clear and present signal (regardless of what the statistical pundits say), and the number of points we gave up in the 4th quarter was a sure sign that this team, and this coach, will not reach the superbowl this year.

Don't get me wrong--Belichick is still a great coach and he will win more rings for New England. It is just that he needs to get his Mojo back.

I keep receiving emails like the one below:

Qualified Applicant,
I reviewed your resume online and your skills and experiences match what we are looking for. We are currently conducting interviews and would like to schedule an interview with you.

Please call Wednesday between 8:00am and 11:00am or 4:00 pm and 8:00pm at 401-626-4440 for available interview dates and times.

Please ask for my Recruiting Director, Gaby M____.

Looking forward to hearing from you,
Francisco P____
State Director
American Income Life
Subsidiary of the Torchmark Corporation (NYSE: TMK)
WorkAtAIL.com
Torchmarkcorp.com

To be fair, they do provide a link for me to opt-out. But I have no experience with sales, and while I have insurance companies as my consulting clients, they are also not listed anywhere. In other words, I am not "qualified" and since I have never applied to that company for a job, I am not an "applicant" either.

I would love to know what insane software program is picking my resume out of the millions out there, and sending out this email.

STOP BOTHERING ME!

Readers, do you receive these? What has been your experience? On the other hand, if you are in the RI/Southern Mass. area and would not mind a free practice interview (or really want to work in insurance), feel free to call Gaby M. In that case, good luck, and come back to tell us how it went.

Does your resume stand out? Will employers quickly see you are the one to do the job? Your resume has less than 15 seconds to capture an employer's attention according to our national survey of 600 hiring managers published in the book, Winning Resumes. You must also incorporate effective keywords or the electronic search tools will never put you on the hiring manager's screen. Resume writing is a critical skill to advancing your career so here are some of the top survey results to follow.

1. EMPHASIZE RESULTS! This was #1 with all surveyed employers. Accomplishments get attention, not just job descriptions. State the action you performed and then note the achieved results. Include details about what you increased or decreased. Use numbers to reflect, how much, how many, and percentage of gain or reduction. Stress money earned or time savings. For example: Managed the project implementing a new tracking system that resulted in a 17% decrease in cost overruns, saving $200,000.

    

2. SPECIFICS SELL. Vague, general resumes don't cut it, employers say. Target each resume to the job sought. Incorporate only the information pertinent to doing that specific job title in the resume. This will alleviate the tendency to crowd your resume with too much non-related information, or too much detail on jobs more than ten years in your past. Start each sentence with a descriptive action verb such as directed, organized, established, created, planned, etc. as they add powerful impact to your sentences.

    

3. DO NOT LIE! A USA TODAY survey of executives stated that over 50% tried to exaggerate their skills, which was almost always uncovered during interviews and reference checks. Lying resulted in candidates not getting the job, or worse, being fired once the fraud was revealed. Employers are on the lookout for this misrepresentation so be as positive as possible without exaggerating or misstating the truth.

    

4. BIG MISTAKES MUST BE AVOIDED. The TOP mistake annoying every manager and HR person in our survey was spelling mistakes and typos. Many said: "I stop reading when I find spelling mistakes." Typos scream: "Don't hire me." Proofread -- you cannot trust computer spell checkers. Cramming too much into a resume and using microscopic fonts can result in your resume never being read. Make your resume visually appealing on paper with fonts sizes in 11 or 12 points. Use concise sentences and adequate white space between points. Many online resume-posting programs incorrectly read boxes and graphic designs causing unintentional page breaks, so be sure to avoid using these. Also, many home computers use a mini-word processing program called WORKS, which is not compatible and can't be read by many employers' business computers that use MS WORD. Be certain you only use WORD in any communications you send on to employers.

    

5. THE FINAL TEST -- IS YOUR RESUME GETTING RESULTS? Are employers calling on appropriate jobs you are qualified for (not over or under) to perform? If not, rework your resume, or get professional help to improve it, since a great resume is the prelude to landing a terrific job.

- Robin Ryan

Career Counselor and Best-Selling Author

America's most popular career counselor, Robin Ryan, is the author of four bestselling books: 60 Seconds & You're Hired!, Winning Resumes, Winning Cover Letters, and What to Do with the Rest of Your Life. She's appeared on over a thousand TV & radio shows including Oprah, Dr. Phil, and has been published in most major newspapers and magazines including USA Today & the Wall Street journal. Contact her at 425.226.0414; email: info@robinryan.com.

Copyright 2009 Robin Ryan. All rights reserved.

The Bigger Picture of Body Language

What your body language says is often more important than what you say verbally, especially when the two conflict. When they're in sync, your movements are a reflection of what you're thinking and what you're feeling: your conscious and your unconscious. But when they aren't, the unconscious prevails.

Why? Because while people will make themselves conscious of their words, few are conscious of their feelings and how that translates into body language, much less what that body language is saying. And in an interview, that can result in sending a message opposite what you intend.

A person who was recently fired or laid off is a good example of this dichotomy, especially when the termination takes place for reasons that have little to do with any situation the individual instigated. You did nothing to cause the severance, but you feel responsible anyway.

Since few job seekers know how to put a termination in perspective and handle it appropriately, it comes out how they move and how they conduct themselves. Almost every action is an apology. You knock gently on the door when the administrative assistant says, "Mr. Jackson can see you now." You not only ask permission to sit, but you ask which chair. You either over explain or under answer.

Instead of speaking smoothly in a relaxed manner, your voice is too loud or can't be heard. You say "um" or "ah" at the beginning and in the middle of your sentences. Everything about you screams insecure, even though you're managing to articulate your accomplishments.

The result is that the hiring authority is puzzled as to how you managed to achieve so much, when your manner isn't conducive to making things happen. It leaves him with a question about you. Hiring authorities don't like to be left with questions; they want to be 100% confident of who they hire. So you're out of the picture.

But this conflict doesn't only occur with those have been dismissed by their employer. It can also happen when someone doesn't have a degree, but has excelled in their career and frequently ends up competing with those who do. Or when you've been unemployed a long time, and you really need a job. Or if you've had your eye on being part of this company and finally you've snagged an interview. Or if you're just plain insecure.

There's a plethora of articles that list hundreds of body language cues you should pay attention to. But that's like trying to learn the different interview styles and how to respond to each one. It's a waste of time. You'll spend so much time trying to remember what to do, how to do it, when to do it, if what you're doing is correct or not, that it becomes difficult to focus on selling yourself and learning if the company is compatible with who you are and what you want.

It starts with your head. If you don't feel confident, then stop thinking you aren't. Find the reasons why you're an asset to a company. List your skills and contributions. Put together a sales pitch on yourself, and then take it to heart. Actions mirror thoughts and thoughts mirror actions. When you're thinking confidently, you behave confidently and vice versa.

At the same time, you can program one to follow the other. Pay attention to yourself, what you're feeling and what's going on around you. If you notice yourself shuffling in through the company door, pick your head up, put a smile on your face, and walk into the office as if you belong there, because you do. You have an interview, and they're expecting you.

An interview is a sales presentation. You're the product, and the hiring authority is the buyer. If you're communicating that you're not good enough to be hired, why would a company think differently?

- Judi Perkins

Judi was a very successful recruiter for 22 years (15 contingency, 4 agency, 3 retained) and has now been a career coach for 3. The recruiter background, especially having been all three types, gives her deep insight into both sides of the hiring process. Now she teaches job seekers both the skill and psychological aspects of job hunting.

Judi has been interviewed as an expert for books at each author's request; has her own book, "How to Find Your Perfect Job;:and has been quoted in numerous on and offline articles. She's also done radio interviews and speaking gigs. Her clients find jobs quickly, ending their months of frustration!

judi@findtheperfectjob.com

www.findtheperfectjob.com

Myth: Employers don't hire in December.

Truth: December is a wonderful time to search for a new job. Since candidate pools dry up and job seekers quit looking during the holidays many hiring budgets go unspent and a good many jobs remain unfilled until the New Year. Also, according to human resource consultants and executive recruiters, many companies, because of the nature of their business, are not impacted by the holidays at all. Business continues as usual. Many professionals will also use this period to resign their position, especially if bonuses are not a factor, in order to start a new job in January. This creates additional opportunities as vacancies need to be filled.

Myth: It's hard to network during the holidays.

Truth: Actually the reverse is true. People tend to be motivated by the holiday spirit and since they often have less to do, are usually more receptive to spending time with aspiring job-seekers. You will also find that holiday events are wonderful networking occasions. With all of the religious, family, and social events you have a great opportunity to expand your contacts and maintain impetus going into the New Year. Tell people about yourself, ask for advice and contacts, and collect business cards for follow up.

Myth:The chances of finding a job are much better after the holidays.

Truth: If an employer has a need for someone it won't make any difference whether it's December, January, or any other month. Hiring is usually based upon a need for someone, and not on the time of year. If you have the qualifications, it is very likely the company will be receptive to your candidacy and your aggressiveness will help you stand out from the crowd. Another large advantage is the much smaller number of competitors during the holiday season. Our experience shows that throughout most of the year over 200 job seekers respond to help wanted advertisements. However, during the Christmas season, that number dwindles to less than 50. As a result your chances of generating interviews through published ads alone are dramatically increased.

Myth: Companies have depleted their budgets and won't have money until January.

Truth: Executives and department managers may want to use the remainder of their annual budgets before they lose them at the end of the year, or they may be in a recruiting mode to select the candidate to hire early in January when funds are available. The people they typically select are the ones who were being recruited in December. If you stop your job search over the holidays it could cost you dearly in January.

Some helpful hints:

1. Send holiday cards to hiring managers with whom you've recently interviewed and enclose a short note reinforcing your interest and indicating that you will contact them shortly after the first of the year. You should also send holiday cards to those people with whom you have met with for networking meetings.

    

2. If you have a real need for income, many retailers such as Best Buy, Target, Marshall Fields, Wal-Mart, Home Depot and others hire extra departmental help over the holidays. Temporary agencies also have increased requests for talent during this period. An interim source of income can help you generate some well needed earnings, present numerous opportunities to network with people you meet, and restore your self-confidence.

    

3. Continue your schedule and job search routine without abatement. It will help you to maintain a positive mental attitude and minimize the traditional tendency towards despondency during the holiday period.

    

4. Do charity work and volunteer your time. It will help you to stay mentally active, maintain a positive spirit, and probably present you with some excellent networking opportunities as well.

    

5. Use holiday get-togethers with family and friends to remind them about your job search. Attend church events and other social gatherings. Job leads can come from places you would never expect.

    

6. If you are seeking the assistance of career counselors or outplacement professionals to help you in your job search, December is an excellent month to form that relationship because their fees are usually tax deductible.

Unfortunately, many of the unemployed become bitter, angry, or depressed during the holidays and often let their emotions control their actions. They fail to take advantage of the wonderful opportunities that exist only at this time of year. Don't let that happen to you. You have the ability to influence many of the events that shape your life. The following quote by Ralph Marston expresses quite succinctly how important it is to maintain the right mental attitude and push forward with determination and an unwavering commitment to achieving your goals.

"Go ahead and imagine the most wonderful, fulfilling life that you can. Jump in your mind past the current obstacles and limitations to the fulfillment of every form of richness that you know life can hold. Dare to visualize a world in which your most treasured dreams have become true. Let your mind see every detail of your own special version of the very best that life can be. If you could make the world exactly to your liking, consider very specifically just how that world would be. If you could spend your time doing precisely what you wish, how would the moments of your life be lived? The more closely you get in touch with your dreams, the more able you are to make them real. The more vividly you consider how you want your world to be, the more real and effective tools you will have for making it so. Your destiny is to fulfill those things upon which you focus most intently. So choose to keep your focus on that which is truly magnificent, beautiful, uplifting and joyful. Your life is always moving toward something. Make it something that's absolutely great." (Copyright 2005 Ralph S. Marston, Jr. Used by permission. Originally published in the "Daily Motivator" at www.dailymotivator.com).

The month of December presents numerous opportunities for the job hunter. This is a time to strengthen, not reduce your efforts. The rewards are immense and there is no downside. Stop looking for excuses and reap the rewards of continued activity.

- Lawrence Alter

Author Lawrence Alter is president of L.D.A. Enterprises, Ltd.; a Minneapolis based outplacement and career management firm. He is a recognized expert in career growth techniques. Send ideas or questions via email to: LDA@EmploymentClinic.com. Website address: www.EmploymentClinic.com

What separates successful job seekers from those who struggle to get hired?

Two things: clarity and motivation.

You must be clear about the job you seek, the results you've produced before, and the employers you want to work for.

And you need motivation to persist through long hours of research, networking, false hopes, and follow-up that may lie between you and your next job.

Want to know an easy, effective way to get clearer and more motivated in your job search?

It's as easy as taking pen to paper.

In fact, that's what it is: taking pen to paper.

Why does this help?

Writing forces you to clarify your thinking -- it's impossible to be muddle-headed on paper (members of Congress notwithstanding).

Also, writing demystifies worries that may have nagged you for weeks. A problem defined is a problem half-solved, which frees up psychic energy and motivates you to act.

But why write with pen and paper?

After doing it every day for more than 30 years, I've found that physically moving a writing instrument -- as opposed to typing -- has three benefits, which can help you find a job faster:

1. Clarify your goals

   Writing about any concept will crystallize it. But, because writing by hand is often slower than typing, it can force you to be more deliberate in your choice of words, which can improve clarity.

   Tip: Write your job search goal by hand at least once a day, and read it out loud (to further clarify and reinforce it).

   Example goal: It's October 31. I'm an IT manager earning $75,000 salary, at a high-tech business with 50-100 employees, within 20 miles of my home.

    

2. Produce insights

   As a child, you probably played connect-the-dots, drawing lines from dot to dot until a picture appeared on the page, almost as if by magic.

   The following exercise can produce "magical" insights in your job search.

   a. Write down the names of your favorite 5 supervisors, on a sheet of paper. Now, find at least one trait they share that lets you connect two or more names by lines.

   Examples: Where did they go to school? Do they golf? Do they live within 50 miles of you? Are they over 40?

   b. Once you find one or more commonalities between past supervisors, use that data to find more people like them. In fact, names may pop into your head as you write.

   Here are people you can play "connect the traits" with, to find more like them:

   * 5 favorite clients/customers

   * 5 people with the best jobs

   * 5 good companies that are hiring

    

3. Reveal connections

   For this final exercise, divide a sheet of paper into two columns. In the right column, draw 10 circles. In each, write the name of a company you want to work for. These are your Top 10 Employers.

   In the left column, draw 10 circles. In each, write the names of 10 friends or acquaintances who know the most other people in your town or industry. These are your Top 10 Contacts.

   Now, make connections between your Contacts and Employers.

   Do this by drawing lines from Contacts to Employers. You can make more than one connection from each Contact -- in fact, some may have lines to 2, 3, 5 or more Employers.

   Call your 10 Contacts and ask for names of people at Employers where they have connections. You will call those new people later to demonstrate your knowledge of their company, needs, and opportunities, and ask for information that can lead to a business meeting. (Never ask for an "informational interview," which is just a plea for a job.)

   Also, drawing this on paper will reveal companies where you have no contact. So ask your Top 10 Contacts, "Hey, I don't know if you know anyone at Company X, Y, or Z, but who would you call if you were in my shoes?"

   Finally, you may come up with names of more potential employers as you write. That's because you've probably never seen all these company names on one sheet of paper, where they can prompt your mind for ideas.

There's something powerful about your hand moving a pen on paper. It's a motor skill that fuels creativity more than typing alone.

Try these exercises today, to put more clarity and motivation into your job search tomorrow.

- Kevin Donlin

Kevin Donlin is contributing co-author of "Guerrilla Marketing for Job Hunters 2.0." Since 1996, he has provided job-search help to more than 20,000 people. For a free glimpse, visit Guerrilla Job Search System DVD.

© Written By Jimmy Sweeney President of CareerJimmy and Author of the brand new, The Job Interview Secret

Your interview is over. You feel good about your chances of landing the job you want. But what if the hiring manager forgets about you or interviews someone else before responding to you? Cut those chances to zero by following up with a post-interview cover letter that moves you to the top of the 'must consider' list.

Keep in mind that few job seekers take time to express their gratitude in writing. A simple 'thank you,' 'I appreciated our meeting today,' or 'I'm grateful we had a chance to get together,' can draw the line between getting hired and being ignored. On which side do you want to land?

Choose right now to write a thank you note in your own handwriting-directly to the hiring manager. Everyone likes to be acknowledged and appreciated. Your follow-up letter will also reveal the kind of person an employer would like to hire--someone who is thoughtful, other-centered, and caring.

You have only one chance to make a great first impression-and a lasting one!

A well-written post-interview cover letter is your passport to excellent job offers. So make it your best.

A personal note that acknowledges your gratitude is the best way to follow up on every interview. It is a known fact that mail which is addressed to a specific person in the sender's handwriting will be opened first.

Following is an example of a clear and precise post-interview cover letter that hits the mark:

Dear Hiring Manager:

I really enjoyed meeting you today. Thank you so much for making time for me. I appreciated the tour of your facility, meeting some of your colleagues, and having a chance to see the department where the new candidate will work. It was very kind of you to invite me to explain why I feel I am the best-qualified person to fill the job opening. Your humor and good eye contact put me at ease. I know I'd like working for your company very much. I felt right at home. Please call if you'd like me to return for a second visit. Give me a date and time that work for you and I'll be there. Again, thank you for meeting with me this afternoon.

Sincerely yours,

Fiona (or Foster) Follow-Up

Take a moment after every job interview to write a post-interview cover letter. Then hang on till the hiring manager follows up with you-inviting you in for a second interview which will likely lead to the job you want.

- Jimmy Sweeney

Jimmy Sweeney is the president of CareerJimmy and author of the brand new "Secret Career Document" job landing system. Jimmy is also the author of several career related books and writes a monthly article titled, "Job Search Secrets."

[Did you save your previous employers time or money? Did you help them earn money? If so, put them in your resume. Use numbers - Javed]

Did you know that numbers can make a huge difference in your ability to create a quality resume? It's true. The more numbers you add to your resume, the more you are enhancing it and increasing your chances of getting called in for an interview.

Of course, adding numbers doesn't simply meaning writing "1, 2, 3" in random places around the resume. They have to be used strategically to make a difference. But if you adopt the right strategies, you can bet that you will have enhanced your resume tenfold.

Start with Amounts

When jotting down accomplishments, not merely responsibilities, to your resume, you want to get as in-depth as possible. This means listing the amounts associated with everything you have accomplished. For instance, if you were a sales representative at your previous employer, you can mention that you not just sold products for the company, but that you sold X amount of products for the company.

Also, it's a good idea to talk about how many clients you were able to sell to. The more detailed you're able to be when describing your accomplishments, the more vividly you can paint a picture of what you'll be able to accomplish if the company hires you.

Move On to Money

So now that you've been able to successfully describe how many products you've sold, and how many clients you sold to, during your time at your previous company, let's think in terms of the dollar bill. If you were a sales representative, your ultimate job was to sell products or services to as many clients as possible so that you could make money for the company. So how much money would you say you made?

Obviously, the more money you were able to make, the more successful you probably were at your job, so you want to break down as many numbers as you can. Don't just total out all that you made in your career there. If you sold more than one product or service, don't be shy about listing total amounts for those that you sold the most of. These dollar amounts will tie into your explanations for how many products and clients you sold, so that your story can become that much more vivid.

Don't Forget Time

But you can't thoroughly list an accomplishment without mentioning time. In other words, over how many years did you sell products? How fast a timeframe were you able to sell X amount of products to X amount of clients that made X amount of dollars? Or how many times a month were you asked to come up with another important sales strategy? You're catching on now, right? It's all about making sure you don't leave any important details out. If you don't mention it all, you're simply selling yourself short.

So now it's time to pass you the baton. It shouldn't be hard to come up with the numbers you need to fill in the blanks on your resume. Just take time to think about all the great things you've accomplished at your previous jobs so that you can show your future employer what a great employee they're getting.

Heather Eagar is a former professional resume writer and is passionate about providing working professionals with current, reliable and effective job search tools and information. Compare the top resume writing services in the industry at www.resumelines.com.

In down economic times, companies seem to have carte blanche to limit salaries and make low-ball offers. But that shouldn't be the case.

Below are the top salary secrets your employer doesn't want you to know. With this information in hand, you'll be in a better position to get the pay you deserve.

Employers don't always offer a fair salary.

Some employers think they're being fair, but they're not up-to-date with the latest salary information. Others may try to pay less than the market value because they're financially strapped. That's why it's important that you know exactly how much money you should be making. A free salary report can help you calculate how much you should be earning in any job.

You can negotiate your salary in a tight job market.

In a recession, many people would rather take a pay cut than lose their jobs. Raises are hard to come by and new hires may feel they have less negotiating power. But that doesn't mean it's impossible to bump up your salary; it's just a little more challenging.

According to a recent survey from the Society for Human Resource Management, 80 percent of HR professionals say employers are willing to negotiate salaries. So, if you're looking for a raise at your current job, come armed with your marketplace worth and make your case. And, if you've been offered a job that pays less than you like, don't be afraid to name your realistic asking price. Keep in mind that, if you got the offer, you're clearly the best candidate for the job -- even in this highly competitive job market.

Another way to beef up your negotiation skills is to take a free career test which will help you define and communicate your strengths to your employer.

New hires sometimes earn more than long-term employees.

When there's a strong job market, organizations need to do whatever they can to attract top candidates. This often means that starting salaries may be higher for newbies than they are for long-term employees. Given the current economic conditions, that's less the norm these days, but it still happens in certain industries. If you suspect that a new hire with similar responsibilities is making more than you are, use current salary data to approach your manager with the request to bring your salary up to par.

Your performance doesn't decide your pay.

While your performance is one important factor in the salary equation, your pay is also a reflection of many other factors, including:

• The job market -- lower pay is more acceptable in tighter job markets.
• Location -- generally the higher the cost of living, the higher your salary.
• Years of service -- in many cases, the longer you've been with a company, the higher your pay.
• Organization size -- large organizations tend to pay more than small ones.
• Education level -- in most cases, the more education you have, the higher your pay. Take a free education test to find out how going back to school can help you earn more.

If you're a valued employee who isn't making the money you deserve, you do have options. Know your value and make your case with the help of your free salary report. And know too, that many employers -- particularly larger employers -- have a little more in the "raise kitty" than they let on.

- Maria Hanson / Live Career