Cpcu Annual 2011 Acing The Interview Final 10.04.11

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Cpcu Annual 2011 Acing The Interview Final 10.04.11

  1. 1. Excelerating Leadership ExcellenceAcing the Interview Presented By: Marty Murphy, CPCU, CMC Senior Partner Exceleration Partners ERATION PARTNERS PARTNERS
  2. 2. What are your INTERVIEWchallenges? 2 © Exceleration Partners 2011 ERATION PARTNERS
  3. 3. 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 3 © Exceleration Partners 2011 ERATION PARTNERS
  4. 4. 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. 4 © Exceleration Partners 2011 ERATION PARTNERS
  5. 5. Interview Success Is… 20% - Selling Yourself 40% - Attitude 40% - Conclusion & Follow-Up 5 © Exceleration Partners 2011 ERATION PARTNERS
  6. 6. What the Interviewer Wants to Seeand Hear • Ability to handle change • Attitude • Competency, Creativity and Effectiveness • Enthusiasm • Integrity and Honesty • Stability • Success 6 © Exceleration Partners 2011 ERATION PARTNERS
  7. 7. 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! 7 © Exceleration Partners 2011 ERATION PARTNERS
  8. 8. 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. 8 © Exceleration Partners 2011 ERATION PARTNERS
  9. 9. 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 9 © Exceleration Partners 2011 ERATION PARTNERS
  10. 10. Interview Questioning Formats • Directed • Non-directed • Behavioral • Situational • Stress 10 © Exceleration Partners 2011 ERATION PARTNERS
  11. 11. Content Theory 1. Answer the Question ―Importance of Concise Answers‖ 2. Justify the Answer – with Accomplishments—even if they did not ask! 3. Restate your Original Answer 11 © Exceleration Partners 2011 ERATION PARTNERS
  12. 12. STAR (Behavioral Interview Questions) What was the….. Situation or Task? Action you took? Results? 12 © Exceleration Partners 2011 ERATION PARTNERS
  13. 13. Exercise Common Interview Questions 13 © Exceleration Partners 2011 ERATION PARTNERS
  14. 14. “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…‖ 14 © Exceleration Partners 2011 ERATION PARTNERS
  15. 15. An Interviewee’s Goals • Leave a dynamic, lasting impression • Build rapport • Demonstrate value and fit • Satisfy interviewer’s need for information • Reveal yourself 15 © Exceleration Partners 2011 ERATION PARTNERS
  16. 16. 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 16 © Exceleration Partners 2011 ERATION PARTNERS
  17. 17. 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. 17 © Exceleration Partners 2011 ERATION PARTNERS
  18. 18. 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 18 © Exceleration Partners 2011 ERATION PARTNERS
  19. 19. 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 19 © Exceleration Partners 2011 ERATION PARTNERS
  20. 20. 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. 20 © Exceleration Partners 2011 ERATION PARTNERS
  21. 21. Body Language • First impressions count • 80% of all communications • 90% of all emotional communications 21 © Exceleration Partners 2011 ERATION PARTNERS
  22. 22. 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." 22 © Exceleration Partners 2011 ERATION PARTNERS
  23. 23. 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. 23 © Exceleration Partners 2011 ERATION PARTNERS
  24. 24. Most Important Interview Strategy • Practice! • Practice! •Practice! •Practice! 24 © Exceleration Partners 2011 ERATION PARTNERS
  25. 25. 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? 25 © Exceleration Partners 2011 ERATION PARTNERS
  26. 26. 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 26 © Exceleration Partners 2011 ERATION PARTNERS
  27. 27. 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! 27 © Exceleration Partners 2011 ERATION PARTNERS
  28. 28. Thank You! For More Information Contact: Marty Murphy, CPCU, CMC Senior Partner Exceleration Partners 404-817-3685 marty@excelerationpartners.com 28 © Exceleration Partners 2011 ERATION PARTNERS

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