Become a Young Successful Entrepreneur

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Mirroring and Calibration

My friend Michael walked into the interview room with a huge smile on his face. He was lively, dramatic, and added positive emotion to all of his stories. The problem was that his interviewer was the exact opposite of what Michael was portraying. The interviewer was arrogant, serious, and domineering. Michael quickly adjusted and calibrated his persona to mirror that of his interviewer. Michael spoke in a more serious tone, with more “I’s” instead of “We’s”, and matched his interviewer’s confidence by not backing down to the interviewers sharp comments.

Mirror the Interviewer

People want to work with people who match their personalities. If you’re interviewing with a lively girl who absolutely loves art and international cultures, you need to adjust the way you speak and your stories so that she feels you have similar qualities and characteristics. Similarly, if you’re interviewing with an arrogant man who just wants to get straight to the point with no “fluff” involved with your answer, then you need to be short, quick, and concise with your answers while giving off a similar arrogant feel that you know exactly what you’re talking about. Always remember, however, to keep that humble confidence.

My friend Alex has a very strong, professional feel with eyes that can pierce into your soul. He was naturally a perfect fit for McKinsey because McKinsey consultants have an arrogant and impressive aura about them that fit with Alex’s personality. Bain, on the other hand, has a much friendlier and welcoming feel. Alex worked with us so that his presence was softer, and as a result, he felt friendlier with his interview with Bain. He practiced smiling throughout his interview answers, playfully adding a joke or two while carrying the conversation so he could sincerely find out more about his interviewer. He was able to mirror Bain’s culture perfectly even though his natural personality is that of a pillar.

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