cpcu annual 2011 acing the interview final 10.04.11

P A R T N E R S ERATION

P A R T N E R S

Acing the Interview

Presented By:

Marty Murphy, CPCU, CMC

Senior Partner

Exceleration Partners

Excelerating Leadership Excellence

2 © Exceleration Partners 2011 ERATION

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What are your INTERVIEW challenges?


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Today’s Agenda

• Interviewing for new role in or outside company is critical

• Critical in today’s market that you can differentiate yourself

• Ask and answer questions with energy and power

• Tools to answer behavioral interview questions

• Mastering body language


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The Reality Behind Interviews

• Interviews are subjective.

• Interviewers choose the qualified person he/she likes best.

• Most interviewers are not trained in the art of interviewing.

• Many interviewers study your resume just before the interview begins.


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20% - Selling Yourself 40% - Attitude

40% - Conclusion & Follow-Up

Interview Success Is…


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What the Interviewer Wants to See and Hear

• Ability to handle change

• Attitude

• Competency, Creativity and Effectiveness

• Enthusiasm

• Integrity and Honesty

• Stability

• Success


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An Interviewer’s Goals

• Prospective employers want to know:

o Can you do the job?

o Will you do the job?

o Do we like you (do you fit)?

• A physical interview gives you the opportunity to answer ―yes‖ to all three!


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12 X 12 X 12 Theory

• People judge you first from 12 feet away;

• Then they judge you from 12 inches away;

• And then they judge you based on the first 12 words out of your mouth.


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Interview Types

• Electronic

– Prescreening questionnaire

• Telephone

– Scheduled and cold calls

• Skype and Video Teleconference

• Face-to-Face

– One-on-One

– Round Robin

– Panel/Tag Team


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Interview Questioning Formats

• Directed

• Non-directed

• Behavioral

• Situational

• Stress


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Content Theory

1. Answer the Question

2. Justify the Answer – with Accomplishments—even if they did not ask!

3. Restate your Original Answer

―Importance of Concise Answers‖


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STAR (Behavioral Interview Questions)

Situation or Task?

What was the…..

Action you took?

Results?


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Exercise

Common Interview Questions


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“Tell Me About Yourself”

• Tell them a little bit more about yourself.

– ―I am originally from Ohio and come from a family of 10…I graduated from Notre Dame..‖

• Touch your experience and your passions.

– ―My first position in insurance was with American States in underwriting, I realized I had a passion for…‖

• End with why you are interested in this role.

– ―I am extremely excited to hear more about this role, tell me about…‖


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An Interviewee’s Goals

• Leave a dynamic, lasting impression

• Build rapport

• Demonstrate value and fit

• Satisfy interviewer’s need for information

• Reveal yourself


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Inappropriate and Negative Questions

– Inappropriate questions • Not everyone is trained to interview, expect them

• Ask how they relate to the position (with smile!)

• Determine if you are seeing a ―cultural‖ issue

–Your liability questions – know them • Rephrase

• Answer

• Redirect


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Pre-interview Strategies

• Know yourself (and what is on your resume) and how your skills apply to the position.

• Understand your strengths and weaknesses and how they relate to the position.

• Think of questions that the interviewer might ask; prepare responses but don’t sound memorized.


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Pre-interview Strategies

• Know the position you are interviewing for.

• Research the company.

– Read annual report, 10k/10q

– Know current news, history, products, culture

• Research the people you are speaking with.

– Google, Linkedin, Facebook, etc.

• Come prepared with appropriate questions.

– Different questions for different interviewers


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Response Strategies

• It’s ok to take a moment to compose an answer.

• Answer the question.

– Interviewer may be more interested in thought process

• Make connections for the interviewer.

• Give concrete examples, when possible.

• Respond with simple, on-point answers.

– Don’t ramble, silence is ok


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Response Strategies

• Promote yourself but don’t be arrogant.

• Don’t be defensive or argumentative.

• Don’t be negative towards your company, coworkers or competitors.

• Don’t exaggerate or bend the truth.

• Ask if you’ve answered the question.


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Body Language

• First impressions count

• 80% of all communications

• 90% of all emotional communications


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Body Language Strategies

• Control any nervous habits.

• Maintain a pleasant expression; smile or laugh when appropriate.

• Maintain eye contact.

• Shake like you mean it.

• Sit attentively.

• Use your hands as "artful persuaders."


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Voice Tone and Volume Strategies

• Remember: the tone and formality of your voice speak louder than your words.

• Speak confidently.

• Modify your voice to compliment the interviewer’s.


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Most Important Interview Strategy

• Practice!

•Practice!

•Practice!

•Practice!


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In Action

• Be on time.

• Dress appropriately.

• Be courteous to everyone from the receptionist to the interviewer.

• Be memorable and human. Be yourself.

• Focus on what you can do for the employer.

• Answer the underlying interview questions: Can you do the job? Will you do the job? Do we like you?


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After the Interview

• Thank the interviewers.

• Ask what next steps might be.

• Ask for their business card

• Send separate, distinct thank you notes to each interviewer

• Refer to specific discussion in note

• Remember the interviewer as you scan the media.

• Circle back with questions


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Closing Thoughts

If you can walk out of the interview and say…

– I was memorable.

– I made connections for the interviewer.

– I demonstrated that I wanted the job.

– I used effective body language and tone/volume.

– And, I had fun!

Then, you ACED IT! Now, follow up!


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Thank You!

For More Information Contact:

Marty Murphy, CPCU, CMC

Senior Partner

Exceleration Partners

404-817-3685

[email protected]

cpcu annual 2011 acing the interview final 10.04.11

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