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The Army Interview Process

The Army Interview Process. Action. Conduct The Army Interview . Conditions. You have engendered a commitment from a prospect to conduct an Army Interview. You have access to: AR 601-210 with changes USAREC Manual 3-01 FM 5-0 FM 6-22 Standard office supplies A prospect

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The Army Interview Process

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  1. The Army Interview Process

  2. Action • Conduct The Army Interview

  3. Conditions You have engendered a commitment from a prospect to conduct an Army Interview. You have access to: • AR 601-210 with changes • USAREC Manual 3-01 • FM 5-0 • FM 6-22 • Standard office supplies • A prospect • Other interview aids as needed • Recruiter Workstation

  4. Standards Conduct an Army Interview that assists an individual with establishing and/or clarifying goals while demonstrating the value of an Army enlistment. YOU (the recruiter) will engender a commitment from the prospect to join the Army or at a minimum, join the your network of influencers.

  5. Introduction • What is the Army Story? • One-on-one conversation • Flexibility and adaptability are essential • Tailor your Story to the Audience

  6. Adaptive Approaches • Three approaches to Counseling • Nondirective • Directive • Combined • Inspirational Motivation • Reason to Achieve their Goals • Intellectual Stimulation • Generate Realistic and Achievable Goals

  7. Effective Counseling • Leadership Competencies and Behaviors • Create Mutual Trust • Develop Trust and Credibility • Understand your Community • Self-awareness • Display empathy

  8. Counseling Skills • Active Listening • Body language • Reflective listening • Paraphrasing • Clarifying questions

  9. Pitfalls to Counseling • Personal bias • Rash judgments • Stereotyping • Loss of emotional control • Inflexibility • Failure to Follow-up • Premature interview termination

  10. Counseling Process • Adapt Army Interview to any situation • Applies to all aspects of Recruiting • Get to know the person • Counsel them regarding their career plans • Attempt to lead them to an enlistment or commission decision • Practice, Rehearse, and Listen

  11. Prepare for the Interview • Preparation • Develop a blueprint • Create a good appearance • Choose the best location • Select a suitable time • Invite influencers • Get organized • Write it all down • Plan your counseling strategy • Establish the right atmosphere

  12. Conduct Counseling • The Army Interview is a Non-linear process • Logical sequence of steps • You will rely upon your • Training • Experience • Intuition • Fundamentals of Counseling

  13. Temperature Check • Determines the right time to ask for Commitment • Done throughout the Interview • Asking for Opinion or Feeling • Analyze their Reaction • Prospect Responses • If Yes: Treat them as though they’ve Committed • If No: They need more Information

  14. Trust and Credibility • Opening and Introduction • State the reason for the Interview • Personal Army Story • The Army Story

  15. Determining Eligibility • Should not be taken lightly • APPLEMDT • Age • Prior Service • Physical • Law • Education • Medical • Dependents • Testing

  16. Identify and Establish Goals • Active Listening • Present Facts using SOLDIER • Army Recruiting Multimedia • Testimony Scrapbook • Use skilled counseling techniques • Solicit prospect’s plan • Identify Short and Long term goals • Eliminate assumptions

  17. Generate / Compare Alternatives • Communicating the proposed alternatives as a life plan, not just a career plan. • Non-Military Plan • Regular Army Plan • Army Reserve Plan • Viable and Relevant • Intangible Benefits • Analyze Alternatives

  18. Decision-making Process • Counseling techniques • Ask the prospect what they think would be the best plan of action and why • Engender their Commitment • Ask them to Join the Army

  19. Working Through Obstacles • Find the Hidden Obstacle • Request for more information • Opportunity to get more detailed • Three Step Process • Identify the Real Obstacle • Identify the Facts and Assumptions • Generate, Analyze, and Compare Alternatives

  20. Execute the Decision Cont. • Still decides not to Join • Be Supportive and Respectful • Get agreement • Ask for Referral • Valuable COI

  21. Follow-up • Leave the Communication Door Open • Not every interview results in an immediate enlistment

  22. Check on Learning Q: What is the “Role” you try to establish with the Prospect? Provide an example. Q: What is your goal during the Army Interview?

  23. Summary

  24. Practical Exercise

  25. Questions?

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