Interview & Negotiate Like a Pro
All right. So we are going to learn how to interview, negotiate and actually, just be more socially skilled when we go to cocktail parties or whatever. Using some of these techniques were going to some hot seat. So I want people here to get ready, get mentally prepared to get up here. Uh, if you wanna interview or negotiate. Okay. So what do we think about when we think about interviewing? How do we feel? Hey, why? Because you're meeting somebody that you don't know, and they're evaluating you and what you have to bring to them. Good. What else? You know, we're not answering the questions. They're gonna ask you correctly. Yeah, as if it's a test. Uh, anything else? Okay, so it's almost like you don't know how The study when you when you have an exam, it has a title. It has a focus. You know how to prepare for that? This one you can roughly prepare, but you don't know you've never met that person nine times out of 10. So it's a test that's really difficult to completely prepare for. As ...
if every interviewer is gonna ask you totally different questions. And in fact, they're not. Right. Um, in my in my course material, my students actually get literally word for word answers to most interview questions. But I tell them I don't want you reading these off. I'm gonna give you the answers, and I'm gonna give you great tested answers. But if you just read them off, if you memorize them, read him off. You'll do okay. Probably actually get a second round interview because they're good answers. But to be a true master, you will internalize them. You will make them your own. You will see behind the answer, right, So that you can actually be prepared not only to answer those questions that I gave you Tactic list. You'll actually be prepared to answer any question. It's the difference between theory and practice. It's like the difference between someone who knows how toe stitch up a hand or an injury. And someone who understands the whole human body, the person who knows how to stitch up something, their tactical they can they can understand, like one thing. But if something else goes wrong, they don't understand the causes like a physician. Would you see the difference? So the reason I'm giving you scripts and answers is that I believe most experts are really general. I believe you can judge me by how specific I'm being with you, right? You can come in here. And I could just give you a bunch of ice like go open up some accounts. But I told you the accounts toe open because I've researched it so deeply, I could tell you Oh, go raise your rates. But I told you exactly what to say to raise your rates. Why am I doing this? There's two reasons what I wanna help you and save you from all the time that I've spent doing this to. I want to impart meta message. Is anyone seeing it? I am being so specific with you that what is the natural feeling you have when you read one of my scripts and I show you why it works? Or I show you my actual resume instead of giving you a generic advice. What? How do you feel when you see that you've done it? He worked the system. I've done the correct. What else you trust? Speak about that I You've instilled a sense of trusting me because you've given me specific answers before. Why would I not trust you on the next stuff you're gonna give him? Because it should be specific and should be up to a certain standard. Would you trust that? Let's say this is a free course right now, and soon it's gonna prices going to go way up. So I encourage you to join this course. Would you believe that? If I tell you in my X Y Z course, I have a bunch of scripts and even mawr stuff that I've never even revealed here today. Would you believe that? Yeah, of course you would. In fact, if I were to quote you a price, which I'm not gonna do. But if I were to quote your price price would be What a mere triviality if I had truly connected with you for someone watching who's like, Oh, my God. I have been sending out 500 resumes a week, and I'm just not getting a job. And he just blew my mind in one slide. Do you think that person cares about the price? No. So the second reason I'm doing this is the meta message. And that is what I've been doing all three days is something you can do with your clients and your job Search. How many of you stay really, bank? When your client asked you about X y z, you'd say stuff like Oh, yeah, you can. You can certainly have all these options. You can do this or that or whatever you want. I could help you with whatever you want. How many of you say that? Uh huh. How many of you say? Oh, yeah, like I've done that are you should definitely look into that as opposed to Well, from what I understand what you need. You're looking for this. This this This is the thing I would recommend. In fact, here's exactly what I did with my other client and hear the results they got. I want to teach you to meta story behind what I've been doing the whole time here, which is by getting this specific, you know that I know what's going on here because I've done it. And I'm not just telling you. I'm showing you. I'm bringing students on via Skype. I've got another student mind is gonna come out here in a few minutes. I'm showing you. Can you use this as you're growing your photography business or you're writing business or you're going to a to 5 interview process instead of just telling them what you're gonna do for them? Can you actually show them we're sees? What? I'm talking about the meta message. Anybody here? Can anyone here think of a way you're gonna take what I just said and apply it to your own business or your own career? I feel like collecting all this data, but I haven't been specific on really looking at or developing a system for biggest client asks like Hey, I want about something. No, you could do this, but it's not. They don't want you to give him a 1,000,000 options, right? And when you tell you what's right for them, I don't want someone to tell me. But why do you think my book doesn't say, Oh, here's here's 50 choices. I don't care if I picked up your book and I believe in the book and I believe in you. Just tell me so what I do. My whole approach is like in chapter seven of my book. I talk about investments. I say Listen, 99% of you all you need to know is on the next page. There is one type of investment for most of you. If you care about how it actually works, read on for the rest of the chapter. But that's for the nerds. That's for the 1% people who are the nerves. 99% of you don't care how it works. You just wanted to work. Here you go. How many of you were doing that? Versus Let me give you 20 options and you decide. That's I don't want to decide Is a client I'm busy. Tell me what I should do. Explain why Put me at the center. Don't gouge me for prices. Don't charge me. But don't make me think. Great book. By the way, great book called Don't make me Think about Web design but it defines the way you should be thinking as an adviser in a relationship. Does your client really want to think No. What do they want to do? They're paying you. So you think about it and I get to live a rich life. That's why I'm paying you solve my problem. Get this off my plate. I'm out. I'm out with my family. I'm traveling. What I'm saying, Anybody here surprised by this? I want to hear reactions from the web to I'm I'm not, um, heart is not not surprised. That's with amongst wedding vendors. That's a common thing. That, like thinking bride is the worst fried because she's only gonna think negative stuff. So whatever you dio like you like, that's just the thing with me. But that's something that we would talk about, that I would never in a 1,000,000 years approach a bride that way because it would be I don't would not know how the word that or articulate that to even know that you could be condescending. Yeah, I think every the problem with weddings in general is that every vendor is going, you know, will cater to your every whim and the bride's promise. Well, I don't know what I want, so I don't know how to tell you what I want and they're going. Just tell me what you want to give it about you. And that's where the disconnected Let me take a crack at it. Yes. Good boy. I'm no wedding planner, but oh, I'll take a crack at it, I say, First of all, um, thanks so much for coming in. I'm really glad that and he referred you. Tell me how you met. We go through that whole thing and, you know, there's so many different types of options in what kind of wedding you're looking for. Really? Starting off from scratch. What kind of wedding are you looking for? What words would you use to describe blah? Blah. So I'm building a report. I'm spending 20 minutes listening, interviewing, taking notes, I say. OK, so from what you just told me you're looking for this. This this It seems like your budget is roughly this. Correct me if I'm wrong and a couple things you don't want our blah, blah, blah. I'm reading her words back to her, but I'm adding my expertise. And what is she doing as I'm saying this literally physically. Yes. Yes. Finally someone is listening to me and not speaking over me. And then I say, um, you know, I've worked on a lot of different weddings. I've worked on weddings for celebrities. I've worked on weddings in the back of a bar and there's a few things I always like to do. That's why I asked you so many questions. I want to craft something that when it's your day, you feel like it's your wedding. It's your best, most beautiful wedding that you dreamed about since you were a little girl. Here's what I would suggest for you. Um, there are three different packages that you could do. It's really up to you on what you would choose. In fact, I I often tell my clients to choose the smallest one whatever is most comfortable for them. So what I would do is blah, blah, blah. And here's why when you include this special photography, whatever you mentioned to me that you were a little nervous about capturing that special moment, actually have a photographer that I would recommend. Happy to show you his portfolio here. One of the things he specializes in he used to be a National Geographic photographer, and now he specializes in photographs for Asian couples. So he knows the culture blah, blah, blah and on on and on. Okay, I'm gonna stop there. What did I do? Customized. And I actually customized so many people will listen, Listen, listen they don't even listen. But they'll listen. Then they'll customize it by adding the same shit to everyone's packages. That doesn't make sense. If I'm gonna customize something for someone, I'll be like, you know what? Normally this package is like $10,000. Normally, I actually recommend blah, blah, blah. But I'm actually gonna cross that out and actually subtract the price out because for you, I don't think it makes sense. I'm putting them at the center of it. The other key thing I did was I listened for 20 or 30 minutes without being able to do that. You can't customize it. So that's just a huge sea change when you do that. So you're not, uh, going back to your original question of how do I tell the bride that I'm gonna handle everything for her? Andi, she's not going to think about it. Not having to think about it is one of many concerns the bright has. You need to ascertain those concerns during your 20 or 30 minute interview, okay? And if she said I'm so busy, I don't wanna have to think about this, you know, that's actually no problem. I have an additional staff that I bring on so that if you need to reach us any time, especially the week before the wedding, we are on call 24 7 That's an additional service, but we've actually had clients that have wanted to use that. And so I built that into my business. Okay, that's how you do. All right. So Introduction, interviewing the thing, the whole thing we just did there with a client. You can also do with a hiring manager, and it's not about going in there and answering questions. That's not when interviews, interviews about presenting your narrative, presenting your message, there's a group called Clarity Media Group. They're terrific there out of New York. If you're looking for media training, I recommend them and they have a phrase called three Must Say's So what are your three must Saiz? When I, uh, if I were to go into an interview, I might have a must say that said, You know, I've driven X dollars in revenue through information products, or I know how to optimize conversion. I've optimized conversion rates or I have a relationship with all these media people, and I'm happy to introduce this company to them, right? It doesn't always have to be about experience, because you can't be are generated $10 million in revenue. If you're 22 years old, it's not gonna happen. So these are the things we do in interviews, and we're going to give you three techniques, and we're gonna bring people up here, so get ready. Number one. No. What you're going to say before you enter the room, 80% of the work is done before you ever walk in the room earlier. Somebody said they feel nervous about going into an interview because they don't know what to expect. 80% of the work is done before you ever go into the room. What do you mean by that? Go back to the kiss Example. The analogy here is you've carefully studied what kind of company you're looking for. What job title? You've done natural networking with people. You've maybe even built relationships. A lot of my students walk into the room. You know what they say? Hey, Mike, it's so great to see you again because they had coffee with last week. How do you think that interview goes? Pretty much like my interview did when I was an intern and I walked in the room and they already love me. I didn't have to say anything. So you've done all this work beforehand. You already know other people on the team. You've perhaps taken other people on the team out to coffee. You walk in 80% of works done. You know the words that the hiring manager is gonna use, you know, their hopes, fears and dreams. Okay. Next, don't be a robot. Um, the reporter technique is you guys ever hear reporters? Or, like, newscasters? They're like today in Kansas City. There was a bomb that was lobbed in a local school, and it was like, Why do they talk like that? Does anyone know why they talk like that when you go on tv? Like, right now, people watching me, they're actually experiencing less emotion. People in the room, you remove that dimension of being live, and you actually have to increase the way that you speak. Well, what happens when people get into interviews is they get really nervous and they start speaking like this in a monotone. This is especially true for guys. Okay? It's really bad Has anyone ever met people like this? They're just like, speaking of monitor. What do you do when you hear those people? Goodbye. I'm asleep. Gone. Go on. So get the practice being a motive. This one is particularly for guys. Okay, We did some stuff, especially for women. This one for guys, guys, we tend it. I mean, I did this. I told you about my smiling example. In the scholarship things. I tell you this how I Okay. When I was applying for scholarships, I started getting all these interviews and then I would lose every single time with what the hell And I finally videotape myself. And I was like, I was, like, speaking like this. I wasn't smiling that much, and I was like, Oh, my God, I looked like so not fun. I look like I'm so bored and just terrible. I look like a terrible person. And I started smiling. I forced myself to smile because it didn't come naturally to me. And I started getting scholarship. A prescription for a lot of guys just being friendly and approach and like a couple of smiles, couple like it's like it actually can change every okay. And there are ways to do this. I'll show you how to practice. Okay? Rambling. Anybody here? What's the experience? When you meet someone, you ask him like, Hey, how's it going? And then they're like, Well, the thing is, first of all, these baby cares ran over my baby. Then my car got broken into Then, uh, then my car. And what do you do? It's like, OK, imagine if someone does this in an interview, the place where they're supposed to be their very best. How do you react to them? It's an instant, No higher. I have no hired people many times because they ramble. Many could be perfectly qualified. Everybody get this through your head. This is the same thing I talked about in terms of yesterday. In terms of you could be perfect, your craft. But if you don't have these other ancillary factors like rambling, no higher. Why? Because if you can't get this right in an interview, how are you gonna be if we get stuck in an airport to give me rambling for next six hours? I want to hang out with you. Goodbye. Is it harsh? Maybe. Is it true? I think so.