The Army Interview Process Action Conduct The Army

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 �Other interview aids as needed �Recruiter Workstation

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.

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

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

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

Counseling Skills �Active Listening �Body language �Reflective listening �Paraphrasing �Clarifying questions

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

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

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

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

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

Trust and Credibility �Opening and Introduction �State the reason for the Interview �Personal Army Story �The Army Story

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

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

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

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

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

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

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

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?

Summary

Practical Exercise

Questions?