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I had to get to court, so I left after about 10 minutes. (The guy wanted to go, and I almost agreed. But one final tug and we unstuck him from my jacket.) I made it just in time for the calendar call.

It happened to be downtown. When my court appearance was over, rather than waste being dressed up, I drove a few blocks to the wholesale district. There were a few furniture places I remembered from my HR days. We bought furniture when we were moving our offices.

It wasn’t laid out like the leasing place. There was a central counter area. I spoke with a very nice lady and asked who bought things recently. She told me. They had one of those displays with shelves so you can leave your cards. I took a dozen or so to share with I.I.’s.

If you’re interested in a specific type of business, specialty leasers are dynamite lead sources. Among the most common are those who lease medical and dental equipment. They often have local showrooms and work exactly the same way (although much more in keeping with the elevator music set).

Getting leads from auto leasing companies is even easier (if that’s possible).

You want fleet leasers because otherwise you get consumer leads. Many executives, but it takes too long to find them.

Auto leasers really want you to know their fleet customers. It’s how they rate themselves in the car biz.

One I.I. reported that he saw a sign outside a lot that said “Fleet Sales.” He drove in and just asked, “Who leases from you?” Pretty clear, right? The uniformed agent looked at him, turned an about-face and started walking back to the office. He followed her and she pulled out this big book with a computer-generated list of accounts.

New car dealers are also great leasing leaders. Cars, trucks, sometimes even heavy equipment.

How about uniform rental places? You can just call. They like to give out brochures with the logos of familiar corporate accounts. But you already know those, so ask for the names of smaller accounts. You can just google them and find out addresses and phone numbers for a genie visit (Do 1).

Who’s increasing uniform orders? Who’s giving new addresses for delivery? Who’s changing sizes for new employees?

Once you know who leases commercially, you know who’s actively employing. Then it’s strictly appearing like a genie wherever and whenever.

This isn’t exactly the Coke formula we’re talking about. The information is there just for the hinting. Nobody hints, nobody gets.

How nice for us.

Do 89: Passing Instantly Through the Personal Screen

Employment applications are instant interviewgetters. But only for instant interviewers!

Finesse one properly and you’ll instantly pass right through all screens. The reason is that the same questions are asked over and over again—usually in the same places. There are only so many questions that can be asked, and only so many ways to ask them.

Goof on apps, and you’re screened out.

So print out a typical app from any employer and let’s finesse it for once and for all.

In this Do, we’ll cover the personal items you’ll be asked even if you have a resume. (Do 90 is for when you’re asked not to write, “See resume.”)

Instructions

They may be only a two-word instruction in paper apps. If so, it’s “Please print.” Assuming you have access to a typewriter, use it for a paper app. Otherwise, print in handwriting as clearly as you can.

Just be sure to read the instructions on each app. There might be some minor differences (ways to abbreviate, most recent first, or spaces to leave blank).

Since offerors invariably use apps during the interview, it’ll also help you to anticipate the order and types of questions you’ll be asked.

If you don’t follow directions, you won’t get interviewed.

Name

Be sure the order is correct. Some apps require last name first.

If it asks for a middle name, don’t use your initial (or vice versa).

Address

Customary post office abbreviations are acceptable. Include