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Stanford Graduate School of BusinessHow to Make the Best First Impressions
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CHAPTERS
Chapter summaries
Cold-open interview role play: confident candidate, unimpressed interviewer
Brett and Tammie act out the first seconds of an interview, with Brett making small talk about the weather and feeling confident. The exchange sets up a contrast between how the candidate thinks it’s going and how the interviewer experiences it.
- •Brett says he prepared heavily on interview content but doesn’t know much about the interviewer beyond her name
- •Brett opens with casual small talk (weather, being from the Midwest)
- •Tammie begins to transition to the resume, signaling the interview is starting
- •The scene establishes the "first moments" as the focus of the episode
Debrief: why first impressions diverge so quickly
The facilitators pause the role play and ask both participants how it went. Brett believes it’s going well, while Tammie says she feels no special connection and he doesn’t stand out.
- •Tejas asks the audience whether the interaction seems successful or too early to judge
- •Brett describes his small talk as a good start and says he’s ready to "crush" the interview
- •Tammie says she’s done many interviews and doesn’t feel a connection with Brett
- •The mismatch illustrates how quickly impressions form and how differently they can be perceived
Framing the science: first impressions, strength & warmth, and "it starts before it starts"
Tejas explains that first impressions form rapidly and tend to be reinforced over time. He introduces two core traits—strength and warmth—and argues that preparation before the interview shapes how you show up.
- •Tejas says people form first impressions quickly and then reinforce them over time
- •He cites research attributed to Amy Cuddy that first impressions hinge on strength and warmth
- •Strength is framed as capability/competence; warmth as trust
- •Preparation before the meeting can set you up for success or put you on the back foot
- •He introduces the theme: "it starts before it starts"
Online presence: your first impression may happen before you arrive
Tejas challenges the idea that the first impression begins in the waiting room, suggesting it likely starts with online research. Using Brett’s profile photo as an example, he emphasizes improving production quality to present yourself well.
- •Tejas asks when Brett thought he and Tammie first saw each other
- •Tejas suggests the interviewer likely saw Brett online before meeting him
- •He reviews Brett’s photo positively but focuses on improving lighting and resolution
- •The segment underscores controlling what you can in your digital first impression
What to wear: match the environment, then go one step above
Tejas discusses dressing appropriately for the organization’s norms. Brett explains he aimed for business casual to fit in, and Tejas suggests elevating the look slightly to project confidence.
- •Brett says he chose business casual because he understood the firm’s dress norm
- •Tejas acknowledges the logic but suggests "one step above" to stand out
- •Brett reports feeling more confident after the adjustment
- •The point is framed as part of pre-interview habit building
You’re on stage immediately: ditch the phone and be fully present
Tejas emphasizes that evaluation starts as soon as you arrive, not when the formal interview begins. He uses Brett’s phone as a prop to show how being on it can signal distraction or lack of readiness.
- •Tejas says you’re already "on stage" from the moment you come in
- •He demonstrates that using a phone can make you look unprepared or not fully present
- •He returns the phone with the idea it can be used after the interview (e.g., to call a ride)
- •He reiterates building habits that set you up for success before you walk in
Waiting room tactics: stand up, warm up socially, and master the greeting
Tammie walks through three ways to differentiate yourself professionally in the waiting room. She focuses on standing to project confidence, making small talk to warm up and build allies, and preparing a polished meet-and-greet.
- •Tip 1: Plan to stand up; Tammie references Peggy Wallace on standing increasing power and confidence
- •Standing avoids slouching, boosts energy, and makes greeting others more fluid and equal
- •Tip 2: Make small conversations with reception/admins or other candidates to warm up your voice and appear friendly
- •Tip 3: Master the meet-and-greet with an open gesture, firm handshake, and direct eye contact
- •Brett practices the greeting with Tammie and it visibly improves
Interview room essentials: do homework on the interviewer, posture, eye contact, and mirroring energy
Andrew outlines three interview-room tips: prepare engaging conversation by researching the interviewer, use confident posture and eye contact to build trust, and match the energy level in the room. The segment connects body language and preparation to how you’re perceived.
- •Tip 1: Do homework on the interviewer (work, school, hobbies) to find commonalities and build connection
- •Tip 2: Fix posture; slouching or sitting too casually can convey arrogance or casualness
- •Maintain eye contact to help build trust; looking away may seem not genuine
- •Tip 3: Mirror the energy in the room so your presence feels comfortable rather than awkward
- •Andrew summarizes the three tips and sets up a second run of the role play
Second role play: a stronger start using connection and presence
Brett repeats the scenario using the new approach: he’s present, enthusiastic, and quickly builds rapport through a shared connection. The improved opening changes how Tammie responds and sets a more engaged tone.
- •Brett notes he enters the waiting room without his phone out and feels prepared
- •He greets Tammie with clear enthusiasm about interviewing with her
- •He references their LinkedIn overlap and asks about a mutual connection
- •Tammie reacts positively and begins a friendly conversation, signaling rapport has formed
Debrief and personal lesson: qualified isn’t enough if you don’t signal seriousness early
After the improved role play, Tammie and Brett reflect on how much better it felt and how memorable it made him. Brett then reveals the first role play was based on his real experience and explains how early impressions and signals affected the outcome.
- •Andrew asks how the improved interaction landed; Tammie says she won’t forget Brett among many interviews
- •Brett says being focused and finding a common connection reduced his nerves
- •Brett shares the first role play mirrored a real interview experience
- •He says he received feedback that he was highly qualified but didn’t get the job because he didn’t seem to take it seriously
Closing takeaways and Q&A: dress up, research, rehearse posture—because it truly starts before it starts
Brett closes with what he learned and how he applied it successfully later, emphasizing the importance of early moments. Andrew thanks him for sharing and transitions to audience questions.
- •Brett says the first moments put him on the back foot in his earlier interview experience
- •He shares he learned from the mistakes and later accepted a different job soon after
- •He reiterates focusing on dressing up, researching the interviewer, and practicing posture before walking in
- •He closes by repeating the core message: it starts before it starts
- •Andrew thanks Brett and opens the floor for questions
