foundation training program€¦ · copyright © 2010 next level exchange - all rights reserved....
TRANSCRIPT
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Foundation
Training Program
Module 14
Candidate and Client Interview Prep
Training Workbook
Produced by:
Next Level Exchange
214.556.8000 - www.nextlevelexchange.com
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Module 14: Candidate and Client Interview Prep
Chapter 1: Candidate Interview Preparation: Part 1
Preparing for the Interview No matter the situation, it is critical to invest the time to prepare both
parties for an initial interview. Even if your candidate has interviewed recently, or the client interviews individuals regularly, the better job you do preparing both sides for the first interview, the greater the odds there will be a potential connection.
Benefits to the Client and Candidate
Both will be more confident and comfortable
Both sides will ask questions effectively, and answer
questions by conveying the most 1.______________
information
Both will know what information is needed to determine
next steps
Both will be 2.______________ to close each other on next
steps – whatever those steps may be
“Confidence is preparation.
Everything else is beyond your
control.” -Actor and Director Richard Kline
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Module 14: Candidate and Client Interview Prep
Chapter 1: Candidate Interview Preparation: Part 1
Benefits to the Recruiter
You will increase your chances of making a successful
1.______________ and ultimately a placement
You will continue to establish yourself as a collaborative
partner
You are aligning with both parties for the long term – not
just a quick interview
You continue to show the 2.______________ of working
with, and through a recruiter
Candidate Interview Preparation
The Preface
The Pre-work
The Where and When
The Who
The What
The Questions
The Close
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Module 14: Candidate and Client Interview Prep
Chapter 1: Candidate Interview Preparation: Part 1
Step #1: The Preface
Although this is a value-added service you provide your
candidates, not all candidates may see it this way
Preface the interview prep in a way that allows the
candidate to fully understand the benefit to
1.______________ for taking the time to prepare for this
initial meeting
Prefacing Dialogue:
“Before you speak with (hiring manager), I want to share with
you some insights as to who specifically you will be meeting
with, what they are looking for, and what to expect during that
conversation. I’ll make one thing abundantly clear – my purpose
in preparing you for this meeting is to help you determine if this
is a right fit. If, during the interview, a light bulb switches on
and you have the revelation that YES, this is where I want to be
– my purpose is to prepare you with enough information that
you are offered a follow up meeting or perhaps even an offer.
That’s my purpose; my intent is for (client) to want to bring you
back or hire you after this initial conversation. Now, it is 100%
your right to decline moving forward with (client) – but I want
that decision to rest with you, not with them. I want to make
sure that I give you insights that the general public is not privy
to – this will give you just that added edge and make you that
much more prepared than others they may be speaking with.”
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Module 14: Candidate and Client Interview Prep
Chapter 1: Candidate Interview Preparation: Part 1
Prefacing Dialogue:
“I know you’ve interviewed before, and you’ve obviously
done so successfully because of the great work history
you’ve created for yourself, so I know you’ll probably know
most of this. I won’t necessarily bore you with the petty
details like ‘make sure your fingernails are clean’ and
‘bring a folio to take notes on’ – but I do want to make
sure that I follow through on one of the commitments I
made to you when we started in this process, which was
to 1.______________ you for any meetings that take
place.”
Essential Question:
“Has anything 2.______________ since we spoke last?”
o Current company
o Compensation
o Personal situation
o Job prospects
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Module 14: Candidate and Client Interview Prep
Chapter 1: Candidate Interview Preparation: Part 1
Step #2: The Pre-work
Advise your candidate to do some research on the specific
1.______________ and hiring manager
Read through the interview preparation materials that you
send to the candidate prior to your preparation call
Create an interview preparation packet that covers
essential information, but information best handled by an
emailed document
Interview Preparation Checklist Example
Your Attire:
A navy blue, dark gray, or black suit is appropriate for most positions. Be sure it’s cleaned and pressed.
2.______________ should be freshly laundered and well pressed, and a quiet tie with a subtle design is suitable for a first interview. For both, avoid loud colors and busy designs.
Shoes that are black and freshly polished are a safe choice for an interview. Socks should be black or blue and worn over the calf.
Ladies, avoid open-toed shoes.
Fingernails should be short, clean, and freshly manicured if possible.
Ladies, choose subtle colors over bright colors for nail polishes.
Hair should be well-groomed and freshly trimmed. Avoid combing or brushing hair with your jacket on.
Jewelry should be limited and subtle.
Avoid 3.______________ or fragrances completely.
Do not take your cell phone into the interview. For ladies, avoid
oversized purses if possible.
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Module 14: Candidate and Client Interview Prep
Chapter 1: Candidate Interview Preparation: Part 1
Interview Preparation Checklist Example
Your Arrival:
Arrive no earlier than fifteen minutes, but no later than
1.______________ minutes, prior to the interview.
Prior to entering the building, chew mint gum or a breath mint –
but do not chew gum during the interview.
Allow adequate time for traffic, parking, and a last minute
appearance check.
Treat everyone you meet as if they are the decision maker,
including the receptionist.
Bring With You:
Printed directions to the interview, as well as (the recruiter’s) phone number and the client’s phone number (in the case you run
late).
A pad of paper and pen (preferably a folio).
2.______________ copies of your resume (make sure the resume is identical to the one supplied to the interviewer).
Samples of your work, if relevant and appropriate. Never discuss
or show proprietary information.
Your prepared questions for the interviewer.
During the Interview:
Try to maintain a 50/50 balance between 3.______________ and listening.
Be aware of body language; maintain good posture, lean forward slightly to indicate interest, and maintain eye contact.
With any open-ended question, reframe to understand what specifically the interviewer would like you to cover. For example,
if the question is “tell me about yourself”, your response could be, “I’d love to! Is there a specific area you’d like me to start?”
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Module 14: Candidate and Client Interview Prep
Chapter 1: Candidate Interview Preparation: Part 1
During the Interview:
With any confusing, or multi-angled questions,
1.______________ to clarify if you are responding with the type of information they are looking for. For example, if the question is “tell me about a time when you had a conflict with a supervisor”,
your clarifying response could be “would you like me to discuss my
relationship with my last supervisor?”
If you are even slightly unsure about a specific question, or need
time to formulate and process your response, ask for clarification: “Can you be more specific? I want to make sure I respond
accurately to what you are asking for.”
Avoid:
Speaking negatively about your current situation,
2.______________, or working environment.
Asking questions about or sharing information regarding current or expected compensation.
Closing:
Unless you are absolutely certain you would not like to move
forward in the interviewing process, 3.______________ for next steps. Ask how they perceive you fitting in to the organization, and if there are any areas that haven’t been covered that are important
to the hiring decision.
An example close: “I like what I have heard today and am very interested in moving forward. I understand you are looking for
someone in this role who has (A, B, and C) and as we’ve discussed, I have (specific experience with A, B, and C). Before I leave, are
there any more questions about my background or qualifications that I can answer or clarify for you to better assess my fit within
your team?”
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Module 14: Candidate and Client Interview Prep
Chapter 1: Candidate Interview Preparation: Part 1
Following the Meeting:
Call (your recruiter) at (number) and we will discuss what you liked, what questions you still have, what questions you perceive
they have about you, and your interest in next steps.
Send a hand-written card or an email to each person that you met,
thanking them for their time. 1.______________ specifics from the meeting and cover any areas further you think may need supplementation.
Interview Preparation Worksheet
Create an initial list of questions to ask
o What questions do they need answered to know if
this is the right opportunity? What areas do they
need clarified to feel comfortable that this
environment is one in which they can thrive?
Example Questions:
How do you measure success in your company? Tell me about the best person you have ever had in this position and what made that person unique.
What are some of the common denominators that exist with the more
successful employees of this company? What are the biggest challenges one will face in this role? What are the two most important problems that need to be
addressed/corrected in the first six months by the person in this position? What are the key responsibilities for this position and which are most
important?
What results are expected of this position? What are examples of the best results produced by people in this role?
Why did my predecessor leave this position? Tell me about your background and what attracted you here. What advancement can a person expect, in this company and in the industry
at large, after doing this job well? What are some of the company’s short and long range objectives? In what areas does this company excel? In what areas does this company
have some limitations? What are the company or department goals for this year and next? How will I be evaluated, and how often?
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Module 14: Candidate and Client Interview Prep
Chapter 1: Candidate Interview Preparation: Part 1
Interview Preparation Worksheet
List out professional accomplishments and achievements,
as well as the strategy behind those results
Company: Position:
List your Accomplishments/Achievements since List the strategy, implementation, and development
holding your role or being with the company: processes used to bring about these results:
Think Through:
o Did you help to increase sales, productivity, or efficiency? What was the
percentage or dollar contribution? How did you do this? Did you have a
unique approach or different results than others?
o Did you institute any new systems or changes? What was the situation that
led to the change? Who approved that system? Why was this system
selected over others? What happened as a result?
o Were you ever promoted? Why were you promoted? How long between
promotions? Did you do something outstanding? How much more
responsibility? Did you get to manage people? How many? Were you
promoted by more than one party? Were you given significant salary
increases or raises?
o Did you train anyone? Did you develop training technique? Compare your
results to others. Is your technique being used by others? Why is that?
o Did you help to establish any new goals or objectives for your company? Did
you convince management that they should adopt these goals or objectives?
Why were they adopted?
o Did you change the nature or scope of your job? Why or how did you redefine
your position? Have others with similar positions had their positions redefined
because of you? Were there responsibility changes because of this? What
were they?
o Did you ever undertake a project that was not part of your responsibility
because you liked the problem?
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Module 14: Candidate and Client Interview Prep
Chapter 1: Candidate Interview Preparation: Part 1
Interview Preparation Worksheet
List the three most important benefits they feel they bring
to a new organization, 1.______________ and beyond
those of their colleagues
o What are the three most important things that the
interviewer should take away from the meeting?
o Look through the lens of the prospective boss – what
are the most important qualities for the position
they are hiring for?
Prefacing the Pre-work:
“In preparation for your meeting next week, I am going to
send you a brief interview preparation document for you to
review. I’d like for you to print it out, and take a few
minutes to fill out the information. It will not only save us
time because it covers a lot of tips that you can simply read
for yourself, but the information will start to put you in the
interviewing mindset and articulate some of your
2.______________ achievements and accomplishments
that you perhaps haven’t thought of in a while. Are you
able to carve out time between now and (time)?”
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Module 14: Candidate and Client Interview Prep
Chapter 1: Candidate Interview Preparation: Part 1
Step #3: The Where and When
Your appointment with Karen Schmidt, Managing Partner, has been confirmed for Thursday, May 24th at 4:30pm. The interview will take
place at:
Next Level Exchange’s Office 19111 North Dallas Parkway, Suite 200
Dallas, TX 75287 Phone: (214) 556-8000
www.nextlevelexchange.com
Karen’s contact info: Cell: (972) 265-5283
Notes:
o There is a parking garage to the left of the building that you can park in; take your receipt with you and the receptionist will
validate your parking. o If you need to visit the restroom prior to your interview, they are
located on the first floor immediately to the left of the elevator bank.
o The elevators are to the left of the lobby, and Next Level is located on the second floor immediately after you exit the
elevator.
After your meeting, please contact me to debrief you on your interest level with Next Level. The interview preparation document I mentioned is
attached, and I will call you on (date/time) to review and give you some additional insights before your meeting.
Clearly define where and when the interview will take
place
Provide additional notes and tips for 1.______________
Email the confirmation and ask the candidate to print out
and take with them in the car
http://www.nextlevelexchange.com/mailto:[email protected]
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Module 14: Candidate and Client Interview Prep
Chapter 1: Candidate Interview Preparation: Part 1
Candidate Interview Preparation
Keep your commitment and do more than simply read,
bullet for bullet, the list you have already asked them to
read for themselves
Help your candidate think about 1.______________ that
they would not have thought of otherwise, and prepare
them in a way that makes them feel confident going into
the interviewing process
Open by revisiting the initial interview preparation
document sent to the candidate
Step #4: The Who
“You are going to be meeting with Karen Schmidt, who I
believe you were going to spend some time researching.
I can certainly start from scratch in giving you an overview
of her background, but I don’t want to duplicate anything
you already know. Why don’t you tell me what you
learned, and we’ll start from there.”
Share the background of the hiring manager
Share any common ground between the candidate and the
hiring manager
Articulate the personality and 2.______________ of the
interviewer
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Module 14: Candidate and Client Interview Prep
Chapter 2: Candidate Interview Preparation: Part 2
Step #5: The What
The candidate needs to thoroughly understand the role and
expectations of the core functions of the position
The candidate needs to be prepared to 1.______________
their skills and experience as it relates to the functions of
the role
Step #6: The Questions, Part 1
Review the list of questions that the candidate has prepared
to ask the hiring manager
Are the questions structured in a way that shows this
candidate’s desire to 2.______________ the company?
Are there any questions that shouldn’t be asked, or could
be answered by 3.______________?
Step #6: The Questions, Part 2
With all questions asked to the candidate during the
interview, there is an opportunity to expand and elaborate
on those areas of achievements and contributions that they
deemed most important
Role play the most common interview questions, and coach
the candidate to respond with impactful, factual, and
quantifiable information
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Module 14: Candidate and Client Interview Prep
Chapter 2: Candidate Interview Prep: Part 2
Standard Question #1: “Tell me about yourself!”
The candidate’s answer should directly fit the concerns and
objectives of the prospective employer; your candidate
wants to be “selling” what the client is “buying”
Spend more time highlighting professional
accomplishments, not personal ones
Be 1.______________ - take a minute or less to answer this
question
It is acceptable to reframe and clarify this open-ended
question, but since this is a standard question, the
candidate should be prepared and develop a strong answer
to this question
Standard Question #2: “Why are you looking?”
Never speak poorly about the current company, team, or
boss
Put the reason for leaving in the best light possible; this
question provides an additional opportunity to sell, not air
dirty laundry or grievances
If not actively looking, be 2.______________ – but be
prepared to articulate reasons for initial interest
Never claim the reason is correlated to poor current
compensation, or for more money
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Module 14: Candidate and Client Interview Prep
Chapter 2: Candidate Interview Prep: Part 2
Standard Question #3: “Why do you want to work for
our company?”
This is the perfect opportunity for the candidate to show
they have done their 1.______________
Make sure the candidate can articulate “why here” – what
about the working environment, the reputation of the firm,
the type of work, or the support of the team is compelling?
Help prepare the candidate to respond in a way that
continues to sell for the position and 2.______________
Standard Question #4: “Why should we hire you?”
At this point in the interview, your candidate should know
the short list of critical areas the hiring manager is looking
for
The S.T.A.R. Method can provide a structure for the
candidate’s answer
o Specific Situation: The relevant experience that will
provide a context to the answer
o Task: What needed to be done or the outcome expected
o Action: The specific action the candidate took in
3.______________ to the challenge or task
o Result: Specifically what the candidate accomplished,
learned, how the team responded, or how the
organization recognized the results. QUANTIFY!
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Module 14: Candidate and Client Interview Prep
Chapter 2: Candidate Interview Prep: Part 2
Standard Question #5: “What do you want to make?”
Both the candidate and client should be advised to stay
away from the subject of 1.______________
Provide your candidate with several helpful scripts to help
them handle this question without sounding evasive
“I trust that if we are both interested in moving forward, Karen
will help us come to a decision that makes sense for both of us.
I am really here to get a feel for the opportunity and department
and to determine if this is the best next step for me, and I’m
sure you are doing the same. I’m confident that if you find me
the best candidate for this position, you will extend me your
best and most fair offer.” (Close with redirected question)
“I am currently receiving ($) annual salary with several other
compensation components on top of that amount. I’m unable
to determine what the offer should at this stage until I
understand more about the position. When it comes to making
the offer, I’m sure it will be a fair salary based on your
2.______________ and the requirements of the role.”
“It’s a good question, and I can certainly understand why you
ask. However, I can assure you that I won't be going to an
organization simply based on money. I want this to be the right
fit from all aspects, and I have no doubt, from what I know of
your organization, that you will offer a competitive package.”
Ultimately, a number too high could rule the candidate from
consideration, and too low leaves little room for negotiation
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Module 14: Candidate and Client Interview Prep
Chapter 2: Candidate Interview Prep: Part 2
Additional Questions:
Prepare your candidate for any unique questions specific
to the client
Possibly share any concerns from the client’s perspective
with the candidate, to better prepare them to structure
their answers in a way that expands or negates those
concerns
Step #7: The Close
Because people like people who like them, closing for next
steps is a key way to show interest and leave the interview
on a 1.______________ note
“I like what I have heard today and am very interested in
moving forward. I understand you are looking for someone
in this role who has (A, B, and C) and as we’ve discussed,
I have (specific experience with A, B, and C). Before I
leave, are there any more questions about my background
or qualifications that I can answer or clarify for you to
better assess my fit within your team?”
Remind the candidate to send a personal note to each
individual they met with
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Module 14: Candidate and Client Interview Prep
Chapter 2: Candidate Interview Prep: Part 2
Telephone Interviewing Tips:
Encourage your candidate to have a mirror on the desk or
table – a 1.______________ comes through over the
phone and it’s important to have inflection in the voice.
Encourage your candidate to 2.______________ at various
points of the conversation – the candidate will speak in
more of an engaging and animated manner.
Make sure your candidate knows who is initiating the call.
If the client is calling the candidate, make sure the cell
phone has good reception or office phone is in a
distraction-free environment that allows for a confidential
conversation.
Check to make sure that the 3.________ __ ____ are
accurate (if relevant).
Have the candidate be ready with three specific dates and
times that work to be able to schedule a face-to-face, if
the client asks to move forward.
Even if your candidate has been in the industry for quite
some time, or even if your candidate has been
interviewing recently, slow down and walk them
through what to expect and how to put their best foot
forward!
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Module 14: Candidate and Client Interview Prep
Chapter 3: Client Interview Preparation
Step #1: The Preface
“Before you speak with (candidate), I want to share with
you some insights that aren’t on his resume or the
information you have thus far. I’ll make one thing
abundantly clear – my purpose in preparing you for this
meeting is to ensure that (candidate) wants to come to
work for you. If, during the interview, a light bulb switches
on and you have the revelation that YES, this is the exact
person we need to hire – my purpose is to give you the
information you need to share with him to have him
wanting to come to work for you. Now, it is 100% your
right to decline moving forward with (candidate) – but I
want that decision to rest with you, not with him. I know
you interview people all day long, and I promise not to tell
you what you already know, like where he graduated or
how long he’s been at his current company. I do want to
make sure that I follow through on one of the commitments
I made to you when we started in this process, which was
to identify, attract, evaluate, and land the best candidate
for you – and when it comes to landing the right person, I
want to articulate those specific things that will
1.______________ you land him if you want to.”
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Module 14: Candidate and Client Interview Prep
Chapter 3: Client Interview Preparation
Client Interview Preparation
The Preface
The Where and When
The Why’s
The Money
The Next Steps
Step #1: The Preface
Remind your client that there is a difference between
meeting candidates that are in the 1.______________
market and those in the passive market
Educate your client in a way that helps them understand
what’s in it for them to take note of this key differentiation
“It’s important to recognize that although (candidate) is
very interested in meeting with you and is intrigued by the
opportunity here, he is absolutely a passive candidate. He
was not looking before I called him and shared with him
the details of your firm, and as such, needs to be SOLD
just as much as SCREENED. The purpose of this meeting
is two-fold – you need to evaluate him just as much as he
is going to be evaluating you – but I want to make sure
that he leaves this meeting SOLD. Does that make sense?”
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Module 14: Candidate and Client Interview Prep
Chapter 3: Client Interview Preparation
Step #2: The Where, When, and Who
Who, outside of your main point of contact, will your
candidate be meeting with?
What do each of those people do and what is their
1.______________ in the process?
Confirm the where and the when with your client
Step #3: The Why’s
This section requires some pre-work done by you, the
recruiter; put thought into these areas to ensure that no
stone is left unturned
Share why this candidate is open to making a move – be
specific!
Why is this candidate interested in this 2.______________
client?
Share any “why not’s” – any concerns the candidate has
about the company, opportunity, or area
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Module 14: Candidate and Client Interview Prep
Chapter 3: Client Interview Preparation
Step #4: The Money
Remember to communicate to the client why it’s in their
best interest to leave this topic for future conversations,
instead of simply mandating that they follow your process
“You have a copy of his current compensation package
and the amount he expects he will be looking for when
making a move. If you have the need to discuss money in
this meeting, I would encourage you to only
1.______________ that what you have is correct for his
current compensation. If you try to negotiate further, it’s
been my experience that negotiations this early on are not
accurate negotiations, because he still doesn’t know yet if
he wants to come on board. The purpose of this meeting
is to get him excited – and let me do what I do best at the
offer stage, which is to make sure he is realistic about the
number he wants and needs to see to make this work.”
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Module 14: Candidate and Client Interview Prep
Chapter 3: Client Interview Preparation
Step #5: The Next Steps
Possibly ask “has anything changed since we last spoke”
Close with “if things go well, what else needs to happen in
order for you to 1.______________ if this is the candidate
you want to bring on board?”
Make sure the client understands the “why” behind your
request: “Immediately after your meeting, (candidate) is
going to call me to discuss his level of interest. I’ve found
that it’s valuable for me to be able to set up the process
from here, so that I can either 2.______________ him for
things moving quickly, or let him know that it’s a longer
process that isn’t a reflection of your interest (or lack
thereof) in him. Give me an idea of what else is in
process at this time for this decision, and what I should
prepare him for in terms of next steps.”
If the client is unsure as to if they want to move forward,
they should feel open to communicate that with you so you
can assist in keeping the candidate interested over time
The two objectives of an interview: for both parties to
decide if they want the job or candidate, and for both
parties to have the other wanting to hire them or work
at the organization.
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Module 14: Candidate and Client Interview Prep
Answer Key
Page 2: 1. relevant Page 15: 1. brief
2. prepared 2. honest
Page 3: 1. match Page 16: 1. research 2. value 2. opportunity 3. response
Page 4: 1. them Page 17: 1. compensation
Page 5: 1. prepare 2. experience 2. changed Page 18: 1. positive
Page 6: 1. company 2. Shirts Page 19: 1. smile
3. colognes 2. stand 3. time zones Page 7: 1. five
2. Three Page 20: 1. ensure 3. talking
Page 21: 1. active Page 8: 1. reframe
2. boss Page 22: 1. role
3. close 2. specific
Page 9: 1. Cite Page 23: 1. verify Page 11: 1. above Page 24: 1. determine
2. unique 2. prepare
Page 12: 1. arrival Page 13: 1. issues
2. style
Page 14: 1. market 2. desire 3. you