Dale: The job-search process comes down to just three steps: Spotting openings, getting interviews and getting offers. The problem is that each step requires a different skill set. To wildly oversimplify, let's say the first stage is research/networking, the second is sales and the third is presentation skills. You are getting past the first two tests, Chris, so you just need to work on the third. That's where the mock interviews will be invaluable. No one would, say, sing the national anthem at a ballgame without rehearsing, but job searchers forget they have a lot of career notes to hit in an interview and need to rehearse them.

J.T.: Ideally, the mock interview would be with a career counselor or someone who's done lots of hiring. He or she can tell you if you are promoting yourself properly. Times have changed. Employers are looking for talent that knows how to jump in and get things moving with little instruction. Everyone who's working is feeling overworked, so it's important to show how your years of experience will help. That's why it sounds like you might benefit from getting some help with your personal brand. You've got to tighten up your messaging and start to knock on the doors of people who absolutely use/need/demand what you are selling. How can employers use your expertise right now?

Dale: Said another way, you don't sell your qualifications — those are in your resume, and they're what got you the interview — rather, when you get in front of the hiring manager, you demonstrate helpfulness, how you can be of immediate use. Practice that in mock interviews and let us know if the interviews turn around for you.

Dear J.T. & Dale: I'm an experienced, educated manufacturing manager who was downsized at the age of 62 in July of last year. I have been working daily through networking, Web sites and headhunters to find a new position. My wife thinks it is my age; although I don't want to believe that, she may be correct. I do not want to retire — I am healthy, in good shape and have a lot to offer. What can I do? — Doug

J.T.: Lately we've had a lot of people write in about age discrimination. Sure, age could be a factor, but I really think it's more a reflection of the bad economy.

Dale: Let's put age discrimination in perspective before we move past it: The average search takes about three months if you're under 45, and an extra month or two if you're 45 or older. But this isn't all discrimination; partly, it's a matter of pursuing senior-level jobs and higher pay. So, what can you do? Well, use your experience to accelerate the process: You need to use your network — a GIANT advantage of being a veteran worker, by the way — to get more meetings, faster, and thus offset the age effect.

J.T.: Agreed. That said, let me share this: At this stage in your career, employers are expecting you to have a lot of expertise. They also expect you to be able to showcase it in a way that proves you are highly valuable. When you do this, ageism goes away because your skills are so attractive. I met a woman recently who is a great example; she's 68 and a nurse. The company she works for won't let her retire. They take such good care of her because she is an incredible worker who is famous within the organization for her patient care.

Dale: Be young in enthusiasm and young in curiosity, and your welcome never grows old.

Jeanine "J.T." Tanner O'Donnell is a professional development specialist and the founder of the consulting firm jtodonnell. Dale Dauten resolves employment and other business disputes as a mediator with

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