In Part Two, we explored the “visible” part of the internal system that creates results. In this part, we go deeper into the part that is largely invisible to identify the aspects that help (speed up) or hinder (slow down) the client in creating their results.
In the “visible” system, the choices element is probably the most important as it drives the actions we take. No actions, no results. Poor choices, poor results.
choices are strongly impacted by elements that are frequently unseen or unconscious. Our choices (and the options we see) are influenced by the Habits of thinking and behavior we practice and colored by the Perceptions, Beliefs, Expectations, and Assumptions we form in our minds.
If these drivers are invisible to us, we really have no choice – we are on “automatic pilot.” Making these elements visible gives us conscious choice. Clarity on these elements can “make or break” the client’s ability to achieve the results they want.
For example, Marco was a leader who came to coaching because he knew he needed to expand his ability to build relationships and influence others if he wanted to advance in his career. In the coaching, he came to realize he held a deep-seated belief that “If others were just more intelligent, they would see my point and agree.” He also realized he had a habit of always needing to have the last word in the conversation. Neither of these supported relationship building. Instead of creating positive influence, he created alienation. By working on these two and several other “invisible” elements, Marco was able to change his affect and his results.
The “invisible” elements make all the difference.
Tool and Technique
To make the “invisible” visible to the client, use your powerful questioning skills to probe what they perceive, what they believe, that they expect, and what they assume about the situation at hand. Help them see the repeated pattern of thinking that does not produce the results they seek and help them reframe it. Explore also their habits of behavior so they can determine whether what habitual patterns need to be replaced with different ones.
Explore It For Yourself
In a client session, try exploring the “invisible” side with your client by asking powerful questions like:
- “What is your perception of this situation?”
- “What are other ways to look at it?”
- “How did you come to that conclusion?”
- “What is leading you to predict that outcome?”
- “How do you know that those two things are related?”
- “What is your usual way of working with your employee?”
- “When this comes up, how do you usually handle it?”
These and many other powerful questions you can create will help you reveal the perceptions, beliefs, habits, expectations and assumptions in the client’s mind to generate progress.
Coaching only to the “visible” elements without exploring the “invisible” impedes progress and slows down (or even halts) the process of creating results.
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About the Author:
Jonathan ‘Jeb’ Bates, MSOD, PCC is an executive coach and leadership development consultant based in Cambridge, MA. He is the Chief Experience Officer of ThoughtAction, a firm focused on bringing the unique, transformative Results SystemTM coaching process to clients and coaches. With over 10 years experience as an executive coach and a Master’s in Organization Development from Pepperdine University, Jeb focuses on helping organizations, teams, and individuals to create the results they desire professionally and personally.
The Expert Series is brought to you by choice Magazine as part of our ongoing efforts to bring opportunities for learning and growth to the coaching community. Delivered in four parts every two weeks, each series covers useful tophttps://choice-online.com/expert-series-archive/ics for business development and coaching insights, serving the needs of leaders in all areas and walks of life. Archived copies of previous series can be found here.