An Interview with David Richter, Certified Career Coach & Interview Strategist

Interview Conducted by Relevante Teammates: William Brassington, Chelsea Broody, Lee Ann Davidovich & Thejas Prasanna

Introduction: Winning the Job by Being Likable:

Most candidates assume interviews are about skills and credentials, but David Richter, certified career coach with decades of experience, argues that likability often determines who gets the offer.

“Skill gets you in the room. How you make the interviewer feel is what gets you the offer.” –David Richter

This newsletter shares David’s practical guidance: how to manage the interview and interviewer, create instant likability, read subtle cues, and keep the conversation flowing, all while staying authentic.

Before the Interview: Mindset & First Impressions:

The Likability Mindset:

“In the first 60 seconds, candidates need to shift from surviving to connecting. If the interviewer feels at ease and engaged, the rest follows naturally.” – David Richter

Manage the Interview and Interviewer:

• Treat the session as a two-way street, where you’re learning as much as they are.
• Focus on building rapport instead of memorizing answers; natural curiosity wins over rehearsed scripts.
• Make subtle adjustments in tone, pacing, and energy to match the interviewer’s style.
• Lean into empathy: notice small cues like facial expressions or gestures and respond thoughtfully.

“Managing the interviewer isn’t manipulation. It’s paying attention, responding thoughtfully, and creating an environment where both sides shine.” – David Richter

Reframing the Conversation

Interview the Interviewer:

• Ask respectful, confidence-signaling questions:  – “What qualities make someone excel in this role?”  – “How does the team define success over the first six months?”
• Observe tone and body language when they respond to understand priorities and culture.

Interleaving Your Questions:

• Introduce questions naturally during answers instead of waiting for the end.
• Script to memorize: “That’s interesting. How does that usually play out day to day?”
• Signals engagement and confidence without interrupting; shows you’re listening and thinking ahead.

Likability on Purpose:

Three Behaviors That Create Instant Likability:

• Smile warmly and maintain approachable body language throughout the conversation.
• Listen actively, reflect key points, and mirror small gestures or phrasing.
• Express appreciation for insights and anecdotes, reinforcing shared understanding.

“One candidate I coached transformed a tense interview by leaning in, nodding, summarizing the interviewer’s points, and asking follow-up questions tied to the discussion. They were immediately viewed as personable and insightful, and got the offer.” –David Richter

Common Likability Killers:

• Over-talking, monotone delivery, appearing distracted, or defaulting to scripted answers.
• Quick fix: pause, mirror subtle energy, and ask a clarifying or curiosity-driven question.

“I had a client who started off robotic. After a few small adjustments, smiling, mirroring, and asking about priorities. They instantly seemed approachable and confident in under five minutes.” – David Richter

Mirroring and Voice Techniques:

Reflective Mirroring:

• Subtly mirror gestures, tone, and pacing of the interviewer.
• Keep it natural; small, almost imperceptible adjustments work best.
• Pay attention to breathing patterns, phrasing, and hand movements.

“Mirroring is about alignment, not mimicry. Too much, and it feels fake. Just match energy and phrasing lightly.” – David Richter

Voice Triangle: Speed, Volume, Pitch:

• Adjust pace, volume, and inflection to match the interviewer’s rhythm.
• Quick calibration: record yourself reading two sentences, adjust until confident but relaxed, with slight upward inflection to signal engagement.
• Mix short and longer sentences to sound conversational, not rehearsed.

Language Cues (Visual vs. Auditory):

• If interviewer says, “I see what you mean,” mirror visually: “I can picture that.”
• If they say, “I hear you,” use auditory phrasing: “That sounds clear.”
• Subtle adjustments make candidates feel attentive and relatable.

“Small adjustments in language show attentiveness and make the candidate more relatable.” – David Richter

Reading and Responding to Signals:

Positive Signals:

• Forward lean, consistent nodding, engaged tone → continue current line of conversation.
• Take mental notes to tie points back later, reinforcing attentiveness.

Neutral/Negative Signals:

• Folded arms, minimal eye contact, or short responses → recalibrate energy and ask an engaging question.
• Briefly adjust tone, pause, or interject a story related to the discussion.

Keeping a Terse Interviewer Engaged:

• Effective prompts: “Can you walk me through a recent challenge the team faced?” , “How do you measure success in this role?”
• These encourage elaboration while maintaining professionalism.

Make It a Conversation, Not an Interrogation:

60-30-10 Listening Pattern:

• 60% listen actively, noting priorities.
• 30% reflect what you heard to show understanding.
• 10% share value, examples, or insight.

Story Structure for Most Answers:

• Context/Situation: Briefly set the stage.
• Action you took: Highlight your initiative and approach.
• Outcome & Reflection: Emphasize impact and learning.
• Keeps answers concise, invites back-and-forth discussion, and avoids monologue.

“A concise story invites dialogue and shows insight. Interviewers respond to clarity, not monologue.” – David Richter

Authenticity & Ethics:

Mirroring Without Manipulation:

• Rule of thumb: if you wouldn’t naturally say or do it, don’t.
• Focus on alignment, not mimicry.

Keep Your Personality:

• Highlight individuality through one small signature trait: phrasing, anecdote, or perspective.
• Shows authenticity while building rapport.

“Being likable frames your uniqueness in a way people can connect with.”–David Richter

Virtual, Panel, and Cross-Cultural Tips:

Zoom Adjustments:

• Camera at eye level, maintain slightly slower pace, use chat for clarifications.
• Lean in subtly, smile naturally, and avoid exaggerated gestures.

Panel Interviews:

• Rotate eye contact evenly; mirror lead interviewer first, then other panelists subtly.
• Acknowledge each participant with brief reflections to maintain connection.

Cultural Considerations:

• Adjust pace, volume, and directness to local norms.
• Default baseline: moderate pace, clear articulation, approachable tone.

Tough Moments & Recovery:

Regaining Attention:

• Rescue phrase: “I realize I may have gone too deep. What’s your priority here?”
• Redirect with concise examples tied to their interests.

Disagreeing Respectfully:

• Acknowledge perspective:“That’s a great point. I approach it slightly differently — here’s how…”(Using “how” instead of “why,” since “why” can imply the other person is wrong, whereas “how” simply communicates a difference in perspective.)
• Keeps conversation constructive and demonstrate confidence.

Closing Strong:

End-of-Interview Script “I really enjoyed this discussion and feel excited about contributing. Could you share the next steps?”

• Panel version: rotate the same line across all interviewers, then address the group collectively.

24-Hour Follow-Up:

Template: “Thank you again for your time. Our discussion on [topic] stuck with me. Would you be open to a quick follow-up to share ideas?” Micro ask reinforces engagement without pressure, keeping rapport alive.

Lightning Round:

Three underrated prep moves for likability:

• Mirror interviewer subtly before the session starts.
• Note personal details from conversation to reference later.
• Practice concise, engaging storytelling tailored to likely questions.

One overlooked question to ask:

• “What’s the most valuable insight you’ve gained working here recently?”

One to Start, Stop, Continue:

• Start: observing energy and subtle cues actively.
• Stop: memorized monologues.
• Continue: smiling, authentic engagement, and reflective mirroring (the word ‘mirroring’ would be better here than ’listening’).

Closing: Be Memorable, Not Just Skilled:

“The interview isn’t about being perfect, it’s about being human, attentive, and likeable. That’s what moves the needle.” –David Richter

“Your skills get you in the room. How you connect and make people feel comfortable gets you the offer.” –David Richter

About the Guest: David Richter is a certified career coach at Relevante with over 30 years of experience, helping candidates navigate interviews, build confidence, and land the right opportunities.

About This Series: This article is part of Relevante’s HR Leadership Newsletter, focused on practical ways to build humane, high‑performance cultures onboarding to off-boarding, and every conversation in between.