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The Goldilocks Principle: Part 3



Part of the Goldilocks Principle is the mode of value. In part 2 of my Goldilocks series we discussed making a strategic decision about which people to call. Once you make those calls, you have already decided who you serve; now you’re in an extraordinary position to give value to every one of those people.

When you call someone, they will be in one of three positions: they have not been at their company long enough to leave; they have been at the company so long that they do not have any market value; or they are just right. This is what we will explore today in Part 3.

The “just right” candidate has been at the company long enough to prove that they are not a job hopper. However, during their time at the company, they have also built their skills and added accomplishments to their resume. Not only that, it is also time for them to move onto the next point in their career. You will be able to really pitch this person in the marketplace.

You can help them make the best possible decision for their career.

In each of these three cases, there is value that you can add to them. First, you need to think about how few people there are that can help these people make that decision to change jobs. Their spouses are often sick of hearing about work, and pulling away from family time to focus on career choices is difficult for many people. Even if they are getting advice from a rich uncle, family members cannot be objective about what’s going on in the market, so those conversations often don’t go well.

Some people are ready to leave their current jobs right away when that is actually the worst decision for them career-wise. A recruiter who knows the market and understands the objective realities can tell this person, “You haven’t been there long enough to make a career change.” Or, you could tell them, “You have been there too long without getting a promotion, learning a new skill, or earning a new qualification.”

When you talk to the “just right” person, this is where your value is at its absolute best. This person is often ready to go but hasn’t thought about where they’re going to move, what the market looks like, and what opportunities or obstacles they may face. When you meet someone who is “just right,” that is a very high-value conversation for you to have. You can help them make the decision to make a career move that is better than the move they would have made on their own.

If you have any questions, please feel free to reach out to me. I would be happy to help you!

The Goldilocks Principle: Part II



Welcome to part two of my series on The Goldilocks Principle. In the last video, I introduced this concept by explaining how the theme of a certain beloved fairytale can apply to all walks of life—especially the business of recruiting. That is to say, as a recruiter, you can’t fall into the trap of being too picky about your clients and whether they’re “too hot,” “too cold,” or “just right.”

Today, we’re expanding on this idea and shifting our focus to figuring out how you can provide extraordinary value to every single person that you call. The value that you have to offer is extraordinary to every single person on your list if, and only if, you made a strategic decision. What would be a strategic decision?

In this case, you’re going to do everything in your power to build a database of people where, if you spoke to them today and they’re not interested in the job you’re offering or aren’t available to move, you will still be able be able to know them, reach out to them, and place them sometime in the future. This doesn’t mean that you will, and in the vast majority of cases, you won’t. The strategic decision comes down to who you call. If who you call doesn not fit within your vision of what placements you can make, then you haven’t made a strategic decision.

Make a strategic decision.

What happens for most people is that they just work against their job opening. The recruiting calls are not based on what I call “building a strategic talent farm and tending it.” Without that, our Goldilocks Principle will not be able to help you. In fact, the very idea of giving value to everyone that you speak to cannot work if you don’t make this strategic decision.

Stay tuned for part three of my series on The Goldilocks Principle. If you have any questions about what I’ve talked about today, please feel free to give me a call or shoot me an email. I’d be happy to help!

What Is The Goldilocks Principle?



As a recruiter, how can you provide value to every single person you call?

Recruiters spend a lot of time on the phone, and after a while, that phone can feel awfully heavy. Why? Part of it boils down to boredom. I feel that a much bigger and more meaningful reason has to do with being discouraged and not believing that what you’re doing is valuable to yourself and to others.

For example, I recently worked with a client who would put together a recruiting list of roughly 250 people and then sift through the list until he found the 10 best candidates for the search he was performing. He would then call those 10 candidates but ignore the other 240 people on the list.

There are some limiting ideas that drive this mindset. The first and most obvious is the idea of efficiency. My client obviously felt that he only needed to make his calls to the most qualified candidates.

The second idea is that he doesn’t know how to provide value except if the job order he’s working on is not only interesting but also compelling to the candidate he’s going to speak to. While he’s selecting the top 10 and rejecting the other 240, there’s almost an unconscious show of ethics in that he didn’t want to waste their time and he didn’t believe he was providing value to the people who didn’t make it into his top 10.

It’s easy to be discouraged when you don’t feel like you’re providing value.

The answer to this problem begins with something I call “The Goldilocks Principle.” Goldilocks, as you know, is a fairy tale about a little girl that happens upon a bear cabin in the forest and samples three bowls of porridge and three beds until she finds just the right one for a meal and a nap. When Mama Bear, Papa Bear, and Baby Bear return to the cabin, however, she is awakened and then forced to make the beds and make three new bowls of porridge.

The Goldilocks Principle means that in any situation you encounter in life, you can always find something that’s too small, too large, or right in the middle. Metaphorically speaking, something can always be either “too hot,” “too cold,” or “just right.”

Now that we’ve identified the answer to this problem, stay tuned for part two of this series, where I will teach you how to apply The Goldilocks Principle to every recruiting call you make and every marketing call you make.

If you have any questions, please feel free to reach out to me by phone or email. I look forward to helping you in any way I can!

The Illuminati Think Tank Teleconference!

I am thrilled to announce that I’ll be joining forces with Bob Marshall at The Illuminati Think Tank Teleconference!

Bob has invited me to participate in his 39th Illuminati Think Tank Teleconference tomorrow, Wednesday, July 13th, 2016 at 3pm (eastern time), noon (pacific time). After the event, Bob will send a recording of our session to all attendees.

I started serving recruiters in 1993. I believe Bob and I met 10 years later, in 2003. But dating back to 1999, I have always been a big fan of Bob’s two greatest works: “Your Desk as a Manufacturing Plant” & “The Concept of the Inverted Cones.” Bob and I have been on the same page ever since.

When you join us in the teleconference, you’ll discover that both Bob and I work really hard to explain things clearly. We are both creative and patient and are always happy to repeat an explanation until it is understood and you are ready to apply it.

For myself, there is a core ability I bring to the table that is maybe more important than any other, and that is listening. I truly want to know your story. I know how to silence my mind and invest fully into hearing what you are telling me.

The supporting ability I engage is my vision. Back to the past, forward to the future, and then returning into a newly understood present, we will build both new comprehension and new vision together. You’ll be amazed and thrilled.

As to my experience and specialization (although I’m a natural generalist), recruiting firm owners have turned to me as their special counselor for these decades. My first recruiting client hired me six years after I first started coaching small business owners in 1987. My clients seek the results they always imagined possible, but found out of reach. From everyday hassles to profound spiritual challenges and losses of faith in their success, together we master the tactics and strategies of becoming a firm in the top 1% of the field. The success and personal fulfillment that recruiters strive for is as common as the American Dream itself, in all its certified glory. My favorite problems to solve are those that stop you from breaking previous records and rising to new heights.

My clients’ needs go deeper than just a more efficient way to do things. They seek peace of mind, prosperity, and financial security. Successful innovation is what makes this possible and is the reward for our investment.

Recruiting owners need to renew their dream of independence. Rapidly, my clients find themselves rejuvenated and restored, with old dreams rekindled and new dreams drawing into powerful, motivating focus. Our work is often casual, always intimate and sometimes more challenging and demanding than any other aspect of their work life. The rewards are commensurate.

Turning back to Bob’s Illuminati Think Tank, he’s created the very finest treasury of one-hour open recruiter roundtables for coaching and recruiting clients. The discussions are far-ranging, but primarily centered on the recruiting challenges that each of us face in today’s market. Discussions are self-directed by the participants and it’s always exciting to hear the diverse observations from this prestigious group and their invited guests. This group is a select ensemble that can forecast and help guide recruiting success in the years to come. Please come listen, share, and challenge in a welcoming environment that is sure to enrich.

The collective recruiting intelligence of the Illuminati Think Tank far surpasses what any of us could acquire alone and is practical information that you can use today. After each session, you will come away emboldened with new ideas, great techniques, and new resources.

Email to join us for the Illuminati Think Tank Teleconference this Wednesday, July 13th at 3:00 pm Eastern.

I look forward to seeing you all there!

Today’s Fractured Myth

If I were Zeus, I’d be tempted almost beyond my power of self-control to strike Yngwie dead with one of my bolts, for the affront to my Zeus-periority that he plays thusly.  Wise, though, from all the times things haven’t worked out well when I attempted such enforcements previously – why oh why must mankind have fire? – I foresee that he would merely rise up from the ashes and with renewed powers wield his post-life air guitar to blow up Olympus itself.  So, I’d withhold my bolt and claim…ahem, splutter and divine cough…to be his teacher.

The end.

Diabetes Adventure Update – June 3, 2016

It’s been a while since I shared a Diabetes Adventure Update, and here’s what’s been going on. Exactly a year ago, we began submerging ourselves, the then-Maryland Scopellitis, into our epic move. And the first thing I discovered was that moving the way we did it was such intense physical activity, for so many hours each and every day, that I began to think of it as Blood Sugar Control By Moving.

As many of you will know, I’d been flirting with getting off my meds altogether for some time. So, I thought that maybe during the move I’d give it a go, and I did. We then completed the first stage of the move – getting out and putting everything into storage – and commenced the exciting, Gypsy stage of simply traveling. Well…

The second stage called for so much activity every day that I stayed off my meds and then…

Having found our new home in Charlottesville and transforming ourselves into the Virginia Scopellitis, the move in was also very intense, physically, and so I continued off my meds with pretty easy blood sugar control the while.

This lasted, oh, I’ll guess 3 or maybe even 4 months. I commenced the practice of doing my own yard work for the first time as an adult and that was fantastic for control as well.

Ah, but then my wife Kate, loving our home so much, decided to become the best cook in Charlottesville and the glory of her gourmet skills almost put paid to my time off meds. Oh my. Can she cook pasta. Oh my, can she cook anything. So…

I rapidly put on 10 pounds and just about lost my blood sugar control. Oh I was so tempted. But, I persevered. I learned that a particularly high spike would take several days of real discipline to bring back down. I learned the real sensation of sugar spiking – it’s a type of poison for me – and can come close to knocking me silly. I even at one point went into a near sugar-induced type of almost collapse.

The key throughout, however, was my daily discipline of sugar monitoring, and I was always able, no matter how severe the setback appeared, to bring the sugar down without getting back on the meds.

And now, for the first time in weeks and weeks, I’ve had two GREAT days in a row. I’ll explain why that matters below. Yesterday’s AM # was 127, and today’s was 125. Sure, these are still clearly diabetic numbers, not cured numbers, but after the temptations of Kate’s great cooking and the struggles of actually settling into our fabulous home and new so-happy life, they’re actually a really big deal. That is, a year in now, still meds free, facing all these temptations and bringing the numbers back down for these two days; well obviously I’m feeling both relieved and proud!

Here are the technical keys to my current meds free success. One, I can eat carbs now, as long as I go get exercise rapidly thereafter, and as long as I limit myself to the right carbs in the right amount. For a totally addicted carbaholic, that kind of control is worth bragging about. Second, the earlier in the day I stop eating, the better, and the more, and the more gentle the exercise following the last meal of the day the better.

Here’s why yesterday’s and today’s AM sugar numbers matter so much. Just about the best diagnostic method for Diabetes is to measure your AM Blood Sugar number two days in a row. And here’s what such numbers, if they land in these ranges two days in a row indicate:

• An AM number at or above 126 indicates Diabetes.
• From 105 – 125, you’re in the danger zone often loosely called Pre-Diabetes.
• AM numbers for non-Diabetic people can range from 70 – 100.
• And beneath 70 you start getting into the danger zone of Hypoglycemia.
• For a diagnosed, severe Type II Diabetic, AM numbers can range from 127 – 160 and still fall in what is called the Controlled Zone, as opposed to Uncontrolled.
• Insulin is essentially called for if you ever land in the area from 200 and up.

Again, a single day’s AM number is never the telling data. Anyone can have random numbers almost anywhere on the range, although even a single AM reading over 200 definitely matters. Even still, it is two days in a row that gives us the diagnostic clarity we require. Thus, to have gone an entire year fully off meds, with the journey detailed and to have come finally back down – still eating some carbs while facing my carb addiction demons – to the line at 126/127, two days in a row…well maybe you get the idea. This is a significant victory, one I had to share!

Introducing The Hours of the Keys, and their Chords (actually just the triads and inversions…whatever those are…)

The Hours of the Keys w title

So, how many keys are there in modern Western music theory? Depending on how you count, or spell, the answer is either 12 or 15. I prefer the answer 12. The reason it’s not easy to be sure is a complicated thing called “enharmonic spelling.” Which is to say… you don’t want to know right now, but you need to know we’ll have to go there sometime soon!

Let’s stick with the basics, at 12 major keys. There’s simply one each for each of the notes on the chromatic scale. Here’s the list:

1.)   C
2.)   G
3.)   D
4.)   A
5.)   E
6.)   B
7.)   F#/Gb – this is an example of enharmonic spelling…
8.)   Db
9.)   Ab
10.)   Eb
11.)   Bb
12.)   F

And in case you didn’t know how to read these two enharmonic symbols:

# = Sharp
b = Flat

Honest, soon enough, we’ll go back over the diatonic and chromatic scales, so that these “enharmonic spellings” begin to become a bit more logical.

Okay, just knowing that there are only 12 keys is a big deal. With a little work, and especially with a logical foundation so you actually understand why it works the way it does and why you’re doing the work you’re doing, you really can easily memorize all 12 keys and become comfortable with them, as in, really, really comfortable.

But what about that word “memorize”? Well, I don’t mean your brain, so you can pass a written test. Rather, I mean your mind and heart, so the logic are easy and readily available since it all makes sense. But far more importantly, I want you to be able to play all 12 scales easily, with a lovely flow, chained and in the simplest possible manner. I’ll be showing you how to do that very soon.

The real trigger on today’s essay/lesson though is that I’m working on something called triads right now. Triads and their inversions. These will soon apply to all 12 keys, but for right now, I’m only trying to get them worked out for the first key, the most basic key, C Major. And I realized I needed to list them out. For those of you who already know what triads and inversions are, this will make perfect sense. For the rest of you, just bear with me a bit.

Well, I’ll offer this much further help for the rest of you…

A major scale has just seven basic notes, which indicate its intervals, from a second through a seventh. An eighth is simply the octave. Chords have, as their foundation, a triad, which means this. Take any key, and take the root or first note – in our case C, of the C Major key, and count the intervals for 3 and 5, and you have the first triad: C-E-G.

You know what, we’d better lay that out so you can see it…

1.)   C
2.)   D
3.)   E
4.)   F
5.)   G
6.)   A
7.)   B
8.)   C

And truth is, we’d better add a second octave, like so, for full visual clarity…

8.)   C
9.)   D
10.)   E
11.)   F
12.)   G
13.)   A
14.)   B
15.)   C

So again, the reason I needed to write up this little introduction is that I need a table of the triads of C Major, in all their inversions. Inversion? Okay, let’s lay that out now:

1.)   C-E-G:   1-3-5
2.)   E-G-C:   3-5-8
3.)   G-C-E:   5-8-10
4.)   C-E-G:   8-10-12

Of course you can go down below or keep on going up above. But, in the context of just two octaves, and just these four inversions of the triad, you’ve truly come to know the workings of a C Major chord. In the following table, I won’t employ the interval numbers, nor the names of the chords (which still confuse me, greatly…but I’ll get there!). Just the four inversions of each of the seven basic triads of the C Major key. Ha!

C:   CEG – EGC – GCE – CEG
D:   DFA – FAD – ADF – DFA
E:   EGB – GBE – BEG – EGB
F:   FAC – ACF – CFA – FAC
G:   GBD – BDG – DGB – GBD
A:   ACE – CEA – EAC – ACE
B:   BDF – DFB – FBD – BDF

So what will I do now? 4 X 7 = 28. I’m going to go work on a cycle of those 28 triads in all their inversions as a form of practice. I’ve already worked out my basic method for practicing all 12 of the keys, but each key will have the same set of 28 triads, which is the real foundation of chords, within the key for each key. So, in order to complete what I’m calling The Hours of the Key (and their Chords) I have to be able to practice all the triads, right?

Also, soon enough, I have to go learn how to name chords properly. I know about something called augmented and diminished chords, but don’t know how to create them properly yet, nor how to name them, yet. Once those methods are in place for both mental clarity and fluid execution in practice, I’ll be ready to start teaching you what I’ll have just learned myself! Right now, though, I have to get back to Lynette!


Our Utterly Unique Approach to the Recruiting Practice



My name is Pasquale Scopelliti and we have entered a new world with a brand new video blog, as well as a series of videos we are going to be doing. This is the first one. Today I’m going to talk about “The Switch,” a wonderful booklet of information that you can find at our website, You can enter your email there and get a free copy.

What we are going to be doing in this video series is exploring the line separating tactics and strategies in recruiting. If you’re not a recruiter but are interested in “The Switch,” you might find this series very interesting because it will be highly applied. We’ll have hands-on tactics to analyze, but we’ll be finding how strategy informs those tactics and how we learn from the execution of those tactics to improve our strategies.

I think you’ll find this to be an utterly unique approach to the recruiting practice, and I believe it will apply to virtually any type of sales or business venture.


Inside “The Switch” is a summary, called “The Switch in a Nutshell.” “The Switch” is built around an infrastructure of seven commands or challenges, and when my son and I first constructed this, we found a type of poem that captures this idea and I wanted to share it with you today. See the words, hear them for their rhythm and their content. In the coming weeks, we’ll get deeper into them, but right now I wanted to share them with you.

1. The first challenge you must meet is to know your dream.
2. Stirred by the guiding light of your dream, boldly awaken.
3. Alert and aware with that unyielding stare, and vision your victory.
4. Express your word, exercise your might.
5. Your power is expended, your strengths toiled away, sit in silence and appraise the day.
6. Lessons revealed, your mandate is change. The time is now to embrace a new way.
7. As new truth is found and lessons accrue, your dream commands you, become as anew.

The 7th one is my promise. If you will work together with “The Switch” and follow along in this upcoming series by interacting with me and sharing what’s happening as you become more strategically powerful and your tactful mastery is acquired, you will become as anew. We look forward to seeing you soon!

It’s A Lie

It isn’t difficult.
It’s completely and
No, you won’t
Believe me,
But that’s okay,
I hardly believe myself.
Classical Guitar is
That it’s difficult (Continued)

Guitar Applied to Tactical Recruiting

My favorite moment in practice – and I really
Do mean
My very most favorite
Moment –
Is when Seth, my wind up, 1930’s metronome,
Winds down.
To my count
Seth requires
Either eleven or twelve
Turns of his winder (or would that be his crank?).
I have no idea
How many swings of
His pendulum
Or how many minutes of practice
Those winds afford.
When the wind is done
Seth gives a tiny indication by missing the beat
And then his energy spirals out during the next beat (Continued)