The One Sentence That Should Decide What ERJ Recommends to You

A sales conversation gets dangerous when the product appears before the reason.

ERJ's internal discipline is simple: before recommending a paid door, the Registrar should be able to complete one sentence.

I think your first leak is ______ because ______.

Why the sentence matters

It forces the recommendation to be tied to evidence. 'Foundation Training is our flagship' is not evidence. 'You sent 42 relevant applications, received no interviews, and your CV has no clear target or quantified proof' is evidence.

Capacity example

'I think your first leak is Capacity because you are targeting a function you have not yet performed, and nothing in your history shows the work being done.'

The first action is building the skill and some evidence of it. Selling a CV rewrite here would be selling a better description of a gap.

Supply example

'I think your first leak is Supply because you have only found three eligible roles in the last month and most of the listings you saved were country-restricted.'

The first action is better sourcing and company targeting. A CV sale at that moment is premature.

Representation example

'I think your first leak is Representation because you are finding relevant roles and applying, but the CV does not show a clear target function or measurable evidence.'

Now a CV-specific intervention makes sense.

Aim example

'I think your first leak is Aim because the CV is readable, but your last applications span several unrelated functions and employers that do not consistently hire from your location.'

The fix is focus, not volume.

Conversion example

'I think your first leak is Conversion because interviews are already happening and the last three processes ended after interview stages.'

At that point, selling a full CV rebuild would be solving the wrong problem.

What if the sentence cannot be completed?

Ask for more evidence. A CV, LinkedIn profile, one real job advert, application counts or interview pattern. It is better to delay a recommendation than to sound decisive without enough information.

A diagnosis does not need to be complicated. It does need to be defensible.