The Army Interview Process

Slide 1

The Army Interview Process1Note: Show PPT 1, The Army Interview

Instructional Lead in: Military recruitment has been, and continues to be a very important part of American history. The "Art" of recruiting is the practice of masterfully using adaptive methods of leadership and interpersonal communication to tell the Army story in order to persuade a prospect to gain enlistment. To succeed in this, recruiters must understand and master the steps in what is called the Army Interview Process. With the ending of Conflict in both Iraq and Afghanistan, and a down-sizing military, failure to employ this standard could be detrimental to the success of maintaining an All Volunteer Force.

All prospecting and lead generation efforts are directed toward the Army interview Process. Telling the Army story and mapping out career plans through the use of developmental counseling is what recruiting is all about. There is an art and a science to the Army Interview Process. The science is devising a plan that will help an individual achieve their goals and passions. The art is telling a convincing Army story, knowing when and how to use the trial close, overcoming obstacles, and knowing when and how to ask for the commitment.ActionConduct The Army Interview 2Note: Show PPT 2, Action

Action: Conduct The Army InterviewConditions You have engendered a commitment from a prospect to conduct an Army Interview. You have access to:

AR 601-210 with changesUSAREC Manual 3-01FM 5-0FM 6-22Standard office suppliesA prospectOther interview aids as neededRecruiter Workstation3Note: Show PPT 3, Conditions

You have engendered a commitment from a prospect to conduct an Army Interview. You have access to:

a. AR 601-210b. USAREC Manual 3-0c. USAREC Manual 3-01d. FM 5-0e. FM 6-22f. Standard office suppliesg. A prospect (student)h. Other interview aids as neededi. Recruiter Workstation (a recruiter workstation is used to show the Prospects/Applicant sales or product videos, and also input Prospects/Applicants personal dataStandards 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. 4Note: Show PPT 4, Standards

Standards: At the completion of this task, the recruiter will have conducted an Army Interview that assisted an individual with establishing and clarifying goals while demonstrating the value of an Army enlistment. The recruiter will engender a commitment from the prospect (simulated by a peer or the instructor) to join the Army or at a minimum, join the recruiters network of influencers.

Evaluation: The instructional method for this training will be in the form of classroom participation utilizing a power point presentation and role-play exercises. Students will participate in lecture series that describe each step of the Army Interview process and each interpersonal communication form. At the end of this training, students will demonstrate sufficient knowledge and conceptualization of the AIP by participating in a scenario driven exercise covering all of the required steps. Students will be graded by receiving a GO for completing 80 percent of the tasks or a NO-GO for 79 percent and below. All NO-GOs will be re-trained and re-tested when required proficiency is met.

Note: Instructor explain transition.

Safety : This lesson does not contain a practical exercise that involves equipment, chemicals, or potential hazards. No food or drink allowed near or around electrical equipment (CPU, file servers, printers, projectors, etc.) due to possible electrical shock or damage to equipment. Exercise care in personal movement in and through such areas. Avoid all electrical storms, you are required to power down equipment.

Use precautions with electrical equipment during thunderstorms/electrical storms.

Environment : Recycle all applicable courseware material.

Dispose of all recyclables in designated areas.

IntroductionWhat is the Army Story?

One-on-one conversation

Flexibility and adaptability are essential

Tailor your Story to the Audience5Note: Show PPT 5, Introduction

Lead In: By understanding the prospects position, you can help to develop a plan of action that best fits the individuals personality and needs, ultimately one that works. If you dont fully comprehend a situation from your prospects point of view, you have less credibility and influence therefore they will be less likely to commit to the agreed upon plan of action.

Notes: Refer students to USAREC Manual 3-01, Chapter 5, 5-1 through 5-3. Read and discuss http://www.wnpj.org/pdf/The%20Recruiter%20Handbook.pdf

Q: What is the Army Story?A: It is simply a telling of your experiences, the Armys history, benefits, or any other information that pertains to your audience. Reference UM 3-01, PARA. 5-3.Note: You must be flexible and able to adapt your Army story and the interview to any situation. Adaptive ApproachesThree approaches to CounselingNondirectiveDirectiveCombinedInspirational MotivationReason to Achieve their GoalsIntellectual StimulationGenerate Realistic and Achievable Goals

6Note: Show PPT 6, Adaptive Approaches

Notes: Refer students to USAREC Manual 3-01, Chapter 5, 5-4. Read and discuss:

Nondirective encourages maturity, open communication, and personal responsibility.

Directive clear, concise, direction, and allows counselors to use their own experiences to guide them.

Combined encourages maturity, open communication, and allows the counselor to use their own experiences.

Effective CounselingLeadership Competencies and BehaviorsCreate Mutual Trust Develop Trust and CredibilityUnderstand your CommunitySelf-awarenessDisplay empathy7Note: Show PPT 7, Effective Counseling

Notes: Refer students to USAREC Manual 3-01, Chapter 5, 5-7 through 5-12. Read and discuss:

Q: How do you develop trust and credibility within your community?A: By being honest and consistent in your statement.

Q: Why is this Important?A: Trust and credibility form the foundation of your relationship with your community.

Q: What will you achieve by being self aware?A: You develop a greater ability to empathize with your prospect, creating a better understanding of how to proceed effectively through the Army interview.Counseling SkillsActive ListeningBody languageReflective listeningParaphrasingClarifying questions8Note: Show PPT 8, Counseling Skills

Note: Refer students to USAREC Manual 3-01, Chapter 5, 5-13 through 5-18. Read and discuss:

Q: Define active listening. Note: Have students provide examples of their definition, or understanding, of active listening.

Q: Define and demonstrate body language: See Student Handout.

Q: Describe the technique of Reflective listening.A: A listener can implement the elements of listening orientation through a method known as reflection. In reflection, the listener tries to clarify and restate what the other person is saying. This can have a threefold advantage: (1) it can increase the listener's understanding of the other person; (2) it can help the other to clarify their thoughts; and (3) it can reassure the other that someone is willing to attend to his or her point of view and wants to help. Some principles of reflective listening:a) More listening than talkingb) Responding to what is personal rather than to what is impersonal, distant, or abstract.c) Restating and clarifying what the other has said, not asking questions or telling what the listener feels, believes, or wants.d) Trying to understand the feelings contained in what the other is saying, not just the facts or ideas.e) Working to develop the best possible sense of the other's frame of reference while avoiding the temptation to respond from the listener's frame of reference.f) Responding with acceptance and empathy, not with indifference, cold objectivity, or fake concern.

Q: Clarifying questions lessen the possibility that the person speaking will be misunderstood, and their thoughts and feelings misconstrued.Pitfalls to CounselingPersonal biasRash judgmentsStereotypingLoss of emotional controlInflexibilityFailure to Follow-upPremature interview termination9Note: Show PPT 9, Pitfalls to Counseling

Notes: Refer students to USAREC Manual 3-01, Chapter 5, 5-19. Read and discuss and provide examples.Counseling ProcessAdapt Army Interview to any situationApplies to all aspects of RecruitingGet to know the personCounsel them regarding their career plansAttempt to lead them to an enlistment or commission decisionPractice, Rehearse, and Listen

10Note: Show PPT 10, Counseling Process

Notes: Refer students to USAREC Manual 3-01, Chapter 5, 5-20 through 5-22. Read and discuss

Prepare for the InterviewPreparationDevelop a blueprintCreate a good appearanceChoose the best locationSelect a suitable timeInvite influencersGet organizedWrite it all down Plan your counseling strategy Establish the right atmosphere11Note: Show PPT 11, Prepare for the Interview

Preparation: Refer students to UM 3-01, Para 5-23. Read and discuss. 1. Why would preparation be the key to a successful Army Interview?

b. Develop a blueprint: Refer students to UM 3-01, Para 5-24. Read and discuss. 1. Define Blueprint sources (Parents, Teachers, Friends, and Newspapers etc.) 2. Reason to blueprint 3. Important blueprint info (hobbies, hangouts, and interests etc.) 4. How does blueprint help?

c. Create a good appearance: Refer students to UM 3-01, Para 5-25. Read and discuss. 1. How does appearance affect your perceptions of other? 2. Personal Hygiene 3. IAW CG Command Uniform Policy F9

d. Choose the best location: Refer students to UM 3-01, Para 5-26. Read and discuss. 1. Which area is best suited to conduct the Army Interview, a noisy office or a quiet living room? 2. Why?

e. Select a suitable time: Refer students to UM 3-01, Para 5-27. Read and discuss. 1. How long do you think it would it take to conduct an Army Interview?

Note: The length of the Interview depends on each individual situation. However, a good effective interview can last 1-3 hours.

f. Invite influencers Refer students to UM 3-01, Para 5-28. Read and discuss. 1. What makes getting the Influencers involved a win-win situation? 2. Make yourself fully capable of handling influencer issues and concerns with the following support items: Outreach Soldier Visibility Kits RPI 994 New spouse orientation video RPI 996 Welcome to the Army Family RPI 999

g. Get organized: Refer students to UM 3-01, Para 5-29. Read and discuss. 1. What are some things that you should organize to be successful during the Army Interview? a. Why they made the appointment b. Any possible obstacles c. What their goals are. d. Research material (RPIs, websites, and evidence, etc.)

h. Write it all down: Refer students to UM 3-01, Para 5-30. Read and discuss. 1. How do you construct an counseling outline and what are some things you would include?

Note: Refer students to FM 6-22, Para B-48

i. Plan your counseling strategy: Refer students to UM 3-01, Para 5-31. Read and discuss. 1. What are the 3 approaches to counseling? 2. Directive, Non-directive, combined. FM 6-22, Para B-49. 3. Explain how the Army Interview can use all three approaches.

j. Establish the right atmosphere: Refer students to UM 3-01, Para 5-32. Read and discuss. 1. What are some things that would make you feel comfortable for an appointment?Conduct CounselingThe Army Interview is a Non-linear processLogical sequence of stepsYou will rely upon yourTrainingExperienceIntuitionFundamentals of Counseling12Note: Show PPT 12, Conduct Counseling

Notes: Refer students to USAREC Manual 3-01, Chapter 5, 5-33. Read and discuss

Note: Recruiters need to know that this is nonlinear process; however, there is a logical sequence of steps.

Linear Easy to comprehend because of being logical and not complex; having a basic structure of a straight chain.

Note: Explain each bullet in detail.Temperature CheckDetermines the right time to ask for CommitmentDone throughout the InterviewAsking for Opinion or FeelingAnalyze their ReactionProspect ResponsesIf Yes: Treat them as though theyve CommittedIf No: They need more Information

13Note: Show PPT 13, Temperature Check

Note: Refer students to UM 3-01, Chapter 5, Para 5-34. Read and discuss.

Note: Refer students to UM 3-01, Appendix B, Para B-13 and B-14. Read and discuss and have students give examples of Temperature Check.Trust and CredibilityOpening and IntroductionState the reason for the InterviewPersonal Army StoryThe Army Story14Note: Show PPT 14, Trust and Credibility

a. Opening and Introduction: Refer students to UM 3-01, Para 5-37 and 5-38. Read and discuss. 1. What are some of the things that a prospect may feel when they meet you for an Army Interview? 2. How did you feel when you met your recruiter for the first time?

Note: Give a demonstration of how to open the interview.

b. State the reason for the Interview: Refer students to UM 3-01, Para 5-39 and 5-40. Read and discuss.

Note: Ensure students understand the reason for Interview. Give a demonstration.

c. Personal Army Story: Refer students to UM 3-01, Para 5-40. Read and discuss. 1. What is the purpose of telling your Personal Army Story? 2. What tools can the recruiter use to facilitate telling their Army Story? a. My Story ppt. b. Testimonial Scrapbook

Note: Ask several students to give their Personal Army Story using their Testimonial Book. Also refer to 5-42.

(Example) What do you know about the Army? Wait for prospect to answer and handle any misconceptions about the Army? This is a perfect time to tell The Army Story and infuse the Soldiers Creed and Army Values. After you tell the Army Story utilize ARC to facilitate SOLDIER.

Determining EligibilityShould not be taken lightlyAPPLEMDTAgePrior ServicePhysicalLawEducationMedicalDependentsTesting15Note: Show PPT 15, Qualifications

a. APPLEMDT: Refer students to UM 3-01, Para 5-44 to 5-45. Read and discuss.

b. Refer to Students to their ARC Student Aid Handout and review APPLEMDT.

Note: Students must learn APPLEMDT verbatim.

1. Age a. How old are you? b. What is your Date of Birth? c. Are you a US Citizen? d. What is your place of birth? e. What is your Social Security Number? f. Are you a registered voter? g. Are you registered with the Selective Service?

2. Prior Service a. Are you now or have you ever been a member of or processed for any branch of the armed forces to include the Reserve or National Guard? b. Have you ever been a member of any youth organizations such as ROTC, JROTC, Naval Sea Cadets, Air Force Civil Air Patrol, National Defense Cadets Corps, or the Girl/Boy scouts?

3. Physical a. Are you now or have you ever been under the care of a doctor to include childhood illnesses or injuries? b. Have you ever used any prescribed or over the counter medicines? c. Have you ever used any illegal drugs to include marijuana or hashish? d. What is your current height and weight? e. Do you have any Body piercing, brandings or tattoos? 4. Law Violation a. Have you ever been arrested, charged, cited, held, or convicted of any law violations; to include juvenile or minor traffics, by any law enforcement agency to include military police. Even if the charges were later dropped, dismissed, expunged, sealed from the record or your were found not guilty? This includes disciplinary actions in school? 1. If there was there a fine: Amount and has it been paid 2. If there was any confinement? Dates of confinement and has it been completed 3. If there were any probation: Dates and has it been completed. 4. If the charges were dropped: What were the conditions for the charges to be dropped.

5. Education a. What is the highest grade you have completed? b. Have you received or will you receive a traditional high school diploma? c. What is the name of the school? d. What is the date you graduated? e. Have you ever attended any college or Vo-Tech? f. How many credits do you have?

6. Marital Status a. Are you now or have you ever been married? b. Any plans to change your martial status in the near future? c. Is your spouse in the military to include reserve components?

7. Dependents a. Is anyone morally, legally, or financially dependent upon you for support?

8. Testing a. Have you ever taken the Armed Services Vocational Aptitude Battery? b. If yes, what was the date, place, and score? c. If no, administer the Computerized Adaptive Screening Test. Identify and Establish GoalsActive ListeningPresent Facts using SOLDIERArmy Recruiting Multimedia Testimony Scrapbook Use skilled counseling techniquesSolicit prospects planIdentify Short and Long term goalsEliminate assumptions16Note: Show PPT 16, Identify and Establish Goals

Note: Refer students to UM 3-01, Para 5-53, FM 6-22 app. B, B-28-B31. Read and discuss

Active listening 1. Non-Verbal a. Nodding b. Eye contact c. Open posture d. Body and facial expressions 2. Verbal a. Reflective listening b. Paraphrasing c. Asking clarifying questions (Understanding the message behind the message)

Note: Demonstrate how to use Open-Ended questioning techniques and how to utilize Active Listening.


Present Facts and evidence using the acronym SOLDIER.

1. Explain that the Army Resource Catalog is the primary tool for presenting facts. (Testimonial book can be used in conjunction with the Army Recruiting Multimedia but should not be use in place of unless ARM is not available)

Note: The recruiter must be prepared to assist in developing the prospects plan by asking open-ended, fact finding questions.

Skilled counseling techniques

Solicit prospects plan: What, Why, Why, Where, When, How Much, How Pay


Note: Refer students to UM 3-01, Chapter 5, Para 5-49 through 5-52. Read and discuss.

b. Identify Short and Long term goals: An Example might be: Where do you see yourself 5 years from now?


Eliminate assumptions An assumption is a statement that is assumed to be true and from which a conclusion can be drawn.


Generate / Compare AlternativesCommunicating the proposed alternatives as a life plan, not just a career plan.Non-Military PlanRegular Army PlanArmy Reserve PlanViable and RelevantIntangible BenefitsAnalyze Alternatives

17Note: Show PPT 17, Generate and Compare Alternatives

Note: Refer students to UM 3-01, Para 5-55. Read and discuss.

Note: Use the whiteboard and provide an example

a. Regular Army Plan 1. How the Army is going to help them achieve their goal/true passion. 2. Plan must explain the intangibles of the Army. 3. Must use the combined approach of counseling to formulate this plan.

b. Army Reserve Plan 1. How is the Army Reserve going to help them achieve their goal/true passion? 2. Plan must explain the intangibles of the Army Reserve. 3. Must use the combined approach of counseling to formulate this plan.


Note: Emphasize that each alternative must be viable and realistic.


Intangible Benefits include (Leadership Skills, Self-Discipline, and Self Awareness).Ensure that students understand they must be prepared to address all alternatives, which may fall outside of their lane. Some of these items could be college enrollment or referring to local job placement centers.

NOTE: Ensure the students are aware that this is a great area to cover the family initiatives with the influencer.


Decision-making Process Counseling techniquesAsk the prospect what they think would be the best plan of action and whyEngender their CommitmentAsk them to Join the Army18Note: Show PPT 18, Make a Decision

Note: Refer students to FM 6-22, Appendix B, Paragraph B-39. Discuss counseling techniques Recruiters may explore.

a. Counseling Techniques 1. Suggesting alternatives 2. Recommending 3. Persuading 4. Advising

Note: Refer student to UM 3-01, Para 5-59. Read and discuss.

b. Ask the prospect what they think would be the best plan of action and why.

Example: Andrew, which of these alternatives do you feel best supports the accomplishment of your goals? Prospect gives an Answer, How did you come to that conclusion?

c. Engender their Commitment

Example: The only way to take advantage of that alternative is by enlisting in the Army Reserve, are you ready to join the Army Reserves?

Note: These examples are A way and not The way.

Note: Students should understand that asking for a decision will either result in an agreement or an obstacle.

Note: Refer students to UM 3-01, Appendix B, Para B-21 (Closes). Have students give examples of the different types of closes.

Working Through ObstaclesFind the Hidden ObstacleRequest for more informationOpportunity to get more detailed

Three Step ProcessIdentify the Real ObstacleIdentify the Facts and AssumptionsGenerate, Analyze, and Compare Alternatives19Note: Shown PPT 19, Working Through Obstacles

Note: Refer students to UM 3-01, Chapter 5, Para 5-60 (Find the Hidden Obstacle). Read and discuss.

Note: Refer students to UM 3-01, Chapter 5, Para 5-62 through 5-65. Read and discuss.

Note: Refer students to UM 3-01, Appendix B, Para B-18. Read the example closes and discuss different problem solving techniques.

Execute the Decision Cont.Still decides not to Join

Be Supportive and Respectful

Get agreement

Ask for Referral

Valuable COI20Note: Show PPT 20, Execute the decision Cont.


Note: Make sure that the students understand that even though the Prospect did not agree join the Army, they are now knowledgeable of Army programs and can become a valuable COI.Follow-upLeave the Communication Door Open

Not every interview results in an immediate enlistment21Note: Show PPT slide 21, Follow-up

Note: Refer students UM 3-01, Chapter 5, Para 5-68. Read and discuss.

Check on LearningQ: What is the Role you try to establish with the Prospect? Provide an example.

Q: What is your goal during the Army Interview?

22Note: Show PPT 22, Check on Learning

Q: What Role are you trying to establish during the Army Interview? Provide an example.A: You are trying to establish your role as a Coach, Counselor, and Mentor. The prospect will understand that you are working for them. Example: The reason why were here is to help you develop a plan that will lead you to accomplish your goals. UM 3-01, Para 5-37.

Q: What is the ultimate goal during the Army Interview?A: Your goal is to gain a commitment from your prospect to join the Army. But, you cannot afford to lose sight of the fact that you are there for the prospect; to outline how joining the Army will help them achieve their personal goals and aspirations. UM 3-01, Para 5-42Summary23Note: Show PPT 23, Summary

During this lesson we discussed the Army interview and developmental counseling as it applies to recruiting. The counseling you will provide in the field is prospect-centered, goal-oriented communication. It outlines COAs for those seeking to become part of a values-based organization. It gives them a clear pathway to success.

Practical Exercise24Note: Show PPT 24, Practical Exercise

a. OBJECTIVE: This practical exercise is designed to measure your proficiency conducting The Army Interview.

b. MATERIALS NEEDED: 1. Blank Paper 2. Pen or Pencil 3. RWS with Internet access 4. Scenario 5. Personal Testimonial Scrapbook/My Story PPT 6. Research material

c. INSTRUCTIONS: 1. The instructor will review the performance measures with the class prior to beginning the practical exercise. 2. The instructor will select one student and issue an Army Interview scenario. 3. While the student is studying the scenario, the instructor will inform the rest of the class that they will be observing the exercise. The class is not to attempt to influence the exercise in any way. 4. The student is to ignore the remaining students and their actions. 5. The student will complete the scenario. 6. The instructor will evaluate the exercise in accordance with the practical exercise evaluation guide. 7. Feedback will be provided to each student after each scenario is completed. 8. Students will update Leads and Reports with the proper results of the Interview. 9. Students will complete an enlistment packet, Project applicant for processing at appropriate MEPS IAW the scenario. 10. Students will conduct FSR2S and complete a Temporary Reservation. 11. Students will perform QC 72 and Transmit source documents to appropriate MEPS.

d. STANDARDS: 1. The student must achieve a GO for each performance measure on the evaluation sheet for each assigned scenario.Questions?25Note: Show PPT 25, Questions?

Documents

The Army Interview Process