“Being in transition is a good time… it enables you to take stock.”
“Your job is to find the next job… that’s a full-time job.”
Many know my good friend Marty Latman as a Master Networker.
- He runs multiple career networking groups that have supported thousands in their career searches.
- He is a sought-after speaker on a full range of career search topics, and especially those touching on networking.
- He participates in more networking groups and events than I can count.
Have you ever been told, “You can’t break into that industry without exactly that industry experience”? Marty has worked in ~21 industries—and he’s living proof that “industry rules” are often just rumors wearing a suit.
I had the opportunity to interview Marty on his career journey, and here are some key learnings from that discussion:
A lot of people fear switching industries or careers.
I asked Marty, “What’s the key to making those shifts successful?”
“Be positive, first. Have self-confidence that you can increase your responsibilities and skill sets. Look at what you want to do—what you like to do. Then find information. If you’re not familiar with an industry, talk to people in it. People are usually happy to talk—especially if you find something in common.
“Once you understand the industry, assess: Is this a place I want to work? Does it meet my needs financially and emotionally? If yes, go for it—but you have to network and market yourself.
“Before you market yourself, you must research companies and understand their issues. Once you know their issues, you can show how your skills solve their problems.”
“Look at successful salespeople. Before they sell, they hear the individual’s needs. They ask questions to uncover what’s wanted—then match their skill set to those needs and “sell,” meaning: “I can help you in the following way.”
“If you start selling before you understand the problem, it doesn’t work.”
Marty shared a funny story about ‘the best refrigerator salesman in the world’.
To hear it, fast forward to 12:11 in the recording.
I mentioned a particular bugaboo of mine: people who lead with “transferable skills,” which can sound like “I don’t have experience in your area.”
I asked Marty how to navigate that.
“Transferable skills can move across industries, but you lead with the issue. Determine the problem, then apply the specific transferable skill directly to that issue—so you’re positioning as a specialist, not a utility player.
“People say you can’t get into pharma without a pharma background. I asked a pharma executive on the board (Steve). Steve said it’s a fallacy: he wants inquisitive problem-solvers with passion and the right attitude. Product cycle and language can be taught—thinking can’t.
I noted how networking helps bypass the screening process,
which is where industry background becomes a filter.
“Networks open doors. Powerful people are still normal people, and recommendations matter. It’s not always the “smartest” person who gets hired; a tipping point is the likability factor.”
And of course, Marty shared two of his favorite catchphrases:
“ABC: Always be connecting.”
“ABP: Always be positive and prepared.”
You can watch the entire interview here.
And if you’d like to connect with Marty on LinkedIn, just reach out. Or if you’d like to have a conversation with Marty, you can reach him at martylatman@gmail.com.
I’d love to hear what you think – leave a comment!
Great reminder to ABC. I just joined my local chamber of commerce today.
Good work, Amanda!
These interview highlights are gold – especially the advice to lead with the issue. I’m looking forward to listening to the interview.
I’m glad you appreciate them, Deb! I look forward to your reactions to the interview.