129192452 WeCreate International Coaching Certification Manual

5/24/2018 129192452 WeCreate International Coaching Certification Manual

1/55by WE CREATETHE FUTURE.TODAY.

International Certification

COACHINGmanual


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COPYRIGHT INFORMATION

Intellectual property

Daniel S Nogueira and Marta Ferreiradanielsanogueira.com

AuthorsDaniel S Nogueira,Marta Ferreiraand Joo Capela

Graphic designand illustrationSofia Pedrososofiapedroso.com

ALL content of this manual is copyri-

ghted. All rights reserved. Any part ofthis manual cant be used, reproduced ortransmitted without permission of Da-niel S Nogueira or We Create, Lda. Thevideos available on Youtube are propertyof their respective authors.

WE CREATETHE FUTURE.TODAY.

INDEX

I YOU ARE ALREADY A COACH

II THE 4 RsOF COACHING

III WHAT IS COACHING?

IV INTERNATIONAL COACHING PRESUPPOSITIONS

V ROSA 1.0

VI ROSA 2.0

VII RAPPORT

VIII ROOTS

IX RESULTS

X TOOLS AND TECHINIQUES

XI THE COACHING ETHICS

XII THE FIRST SESSION IN PRATICE

XIII THE LAST SESSION


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WELCOME TOTHE FIRST EDITION OF THEWECREATE INTERNATIONAL COACHING

CERTIFICATION!

Congratulations. If you are reading this manual it means that you parti-cipated in the International Coaching Certification by WeCreate. It me-ans that you have participated in our intensive 60-hour training withone of our Master Coach Trainers, that you had at least 80% successon the exam(s) and completed other study requirements. And above all,that you have carried out (or are about to) at least 12 hours of coachingevaluated by us. Congratulations! You are either now a Certified Coach

or soon to be one.

But get ready, because it i s only now that your journey really begins.You are only a Coach to the extent that your clients reach their desiredresults. And in a sustainable manner. I repeat: your level of compe-tence as a Coach is directly proportional to your ability in helping yourclients get to the destinations that they aim for. Being certified i s onlythe first step, a critical first step, but still a very basic one.

Practice. This is without any doubt the most important word for yournext phase of evolution as a Coach. Practice. Practice. Practice.

And the purpose of this manual is to be of help and support, to serveas a reminder, to provide hints and clarifications while you practice.It is above all a support tool, but also a study tool. When you decide totake your next step by doing the Master Coach Course, your prepara-tion will include studying all the material in this manual as a mandatoryprerequisite.

Therefore, Congratulations. On your marks. Get set. And practice,practice, practice.

The International Coaching Certification of WeCreate was created ex-plicitly for you! Its main objective is to transform potential coachesinto excellent ones. It aims to help reveal and accelerate your evolutiontowards excellence as well as to enable you to guide your team or your

clients to attain it.

From focused people to coaches of excellence...

The purpose of this manual is to complement the days of classroomtraining that you received with WeCreate. We recommend that you of-ten revisit this online manual, as it will be updated regularly with moretext, exercises and practical tips for your day-to-day coaching. To stayinteractive and aligned with the pedagogy of the subconscious, we su-ggest that you always take notes, lots of notes as you read the manual,so you can indeed use the information that youve gone through overtime. One reason for making this a consultative online document is toenable you to always keep your own manual up-to-date, with our help.

This manual is not scientific work. Neither is coaching. Above all, yourresearch should be focused on developing your own personal coachingstyle and on understanding what coaching is for you. Since you are aCertified Coach of WeCreate we know that you have already integrateda big part of the contents of this manual as it was presented to you.From now on, both the course and this manual should be used morefor support than as policy and should slowly start accompanying yourpractice.

Here youll find the essence of what we find most important to con-vey in the area of coaching. Since were unable to go through all thismaterial during our training days, youre welcome to contact us as youstart working with it on your own and questions come up or you wantto know more about any of the contents presented here.

We want to take this opportunity to wish you an excellent continuedtraining! What you give will determine what you receive and take withyou! Our only advice is that you practice a lot, as it is the only way togrow and move on to getting other results than you have had in thepast.


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We hope that this training course will be meaningful to you! We knowwith certainty that it will be for us and therefore we would like to con-clude this brief introduction by thanking you! Yes, thank you for sharingyour most precious asset with us: your time!

Have fun, this will make it much easier to finally start taking thosesteps towards the results you seek, or becoming even better at helping

your clients to do the same!

Wishing you many excellent training days!

Daniel S NogueiraWeCreate MasterCoachTrainer [email protected]+351.93.777.4.123

TIPS FOR USING 100% OF OUR MANUAL:

(P) Participate. A lot. This is a very small number of pages compared to

the amount of experience that is needed in the area. We actually onlyhave about 60 hours of training and these pages, to help you changesome of the paradigms that you have about coaching, about yourself andyour clients. Forever. So, take a deep breath, switch your phone to silentmode, straighten your back, find your focus, get present and ready toparticipate. Take this opportunity and read the manual as if you had torepeat the course.

(E) Engage. You have a lot to learn from WeCreate, just like so many otherpeople who did the certification with you. Get in touch with others whoare studying the manual and interact, share, take initiative, get excitedand involve others. Enjoy the international community of WeCreate Coa-ches. Share through [email protected].

(M) Memorize. On the following pages, well be sharing the best tools forcoaching and results! Theres a lot of information. Brain overdose alert.Thus weve reduced it to a minimum, the essence. Focus on knowingat least the contents of this manual by heart. Concentrate as much aspossible. Take lots of notes. Many of the same. The more you type thingsover and over again, the better your brain will understand the importanceof the material. Question, write, reflect, analyze, adapt, go deeper, and soon. Enjoy the material.

(S) Surprise us. Go further. Exit the box. Direct your energy outwards. Beyour most sublime image of yourself, more determined, more intense. Bethe change you want to see in your work and business, today, here andnow, with us. Strive for excellence. In yourself. In us. In everyone. Enjoythe coincidence of being here to create your future, today, now...

And above all, have fun. We very much hope that this manual will exceedyour expectations, but more than anything, we hope it can help you tosignificantly duplicate your results. Were going to create a new worldtogether, and everything starts today. Thank you once more and Congra-tulations for being here with us and for being a WeCreate Coach...

Daniel Sa Nogueira


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INTERNATIONAL CERTIFICATION COACHING YOU ARE ALREADY A COACH

IYOU ARE ALREADYA COACH

Every human being is born a coach, whether she knows it or not.All of us have already helped someone, during our life, to solve aproblem.All of us have already shared a word of encouragement.All of us have already made someones life easier.All of us have already sat down with someone to listen to her reality.All of us have already challenged someone to go further.All of us have already said something that changed someones life,

without even knowing it.All of us have already left someone thinking about what wesaid or did.

click the video

to see it

In other words, all of us have already helped someone take a step fur-ther and be happier. Thats coaching.

A coach helps another human being with the most fundamental ques-tions of life...

By using questions!

The quality of a coach is measured by the quality of his or her ques-tions.

What are your dreams? What is your potential? What have you alreadydone thats spectacular? What makes you feel happy? What have youlearned from your successes? What do you believe in? Who are youand who can you become? ...


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INTERNATIONAL CERTIFICATION COACHING THE 4 RS OF COACHING

IITHE 4 RsOF COACHINGThe triangle of the 4 Rs represents the essence of

coaching.

To WeCreate, if you become an expert in the-se four Rs, you are a Coach! This is your

base! The rest is stars that youll learn tomaster in the long run. Your first focus:

becoming extraordinarily good at eachof these Rs!

A brief description of each element:

ROSA-This is the method of the Coach. It is the basic tool that you willuse during your sessions. It is an eternal guide that in time will becomepart of your DNA. A coach is someone who speaks in ROSA, thinks inROSA, trains and helps in ROSA.

ROOTS As a coach, you can only go as deep with your client as youcan go with yourself. Therefore you must learn to deepen and streng-then your roots. What is really important to you? How is your self-con-fidence and relationship with yourself? A coach has self-knowledgeabout her values, beliefs, level of confidence and limits. Nothing anyo-ne says about you should surprise you!

RAPPORT The ability to make anyone trust you within a few minu-tes. As a Coach, you should be able to adapt to different types of peopleand quickly and easily generate empathy and trust with any of them.

RESULTS- If there are no results, there is no coaching. Coaching isgeared towards action and obtaining results. You also need to know

how to measure the results, whether they are objective or subjective.This is the big difference between coaching and other practices, as wewill discuss further in this manual.

Mastering these four elements will make you a great coach! Someonewho is well ROOTED, who can create RAPPORT within a few minu-tes, who dominates ROSA and the structure of a session, is someone

who will be able to deliver RESULTS. And this is the reason why yourclients choose coaching.


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INTERNATIONAL CERTIFICATION COACHING WHAT IS COACHING?

IIIWHAT IS COACHING?4-word definition:Freeing Potential Through Action

Coaching is a process It has a beginning, middle and end. The

Coach does not solve anything by just pushing a button. The length ofthe process is generally 2-3 months depending on the situation andresponse of the client. This is the time-span that we advise for achie-ving meaningful results through ten one-hour sessions, in person ornot, depending on the availability of the client and the expertise of theCoach.

... that aims to... The Coach supports the client in setting goals andcreating a strategy to achieve desired results through the very processof coaching. The goal is to help the client achieve results in her focusarea, for example health or relationships, spirituality, finances, career,family, etc.

develop Coaching is about working with the potential that theclient already has within. The Coach does not create anything, justworks on what already exists in order to enhance it. While focusing onthe development of technical and emotional skills, the coach acts as anexternal eye to the client, so that she can see objectively where she is(present state) and where she needs to go (future state) with minimumeffort and maximum fun.

Technical definition:Coaching is a process that aims to develop, challenge, support andempower people to reach their full potential, personally and professio-nally, in a sustainablemanner, through the use of questions!

challenge... Throughout the sessions, the Coach has to challengethe client to go further and to think of many more and diverse solu-tions, in order to step outside her comfort zone. Coaching works as aform of encouragement and monitoring, tailored to the personaldevelopment needs of each client.

...support At the same time, support: do not judge, really listen,be there for the client, give positive feedback. The Coach is someonewho is always there even when the results are not yet the desiredones. The Coach has the patience to unconditionally support the pro-cess of the client.

empower The Coach helps the client work on new skills, with the

aim to thereby empower her to achieve self-realization, reach her goalsand align her life with her values, mission and life purpose. Note that ifthe Coach uses a lot of teaching, it becomes training, not coaching.

click the video

to see it


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...sustainable...- In coaching, we work to deliver sustainable re-sults. We do not want the client to become dependent on the Coach oron the process itself. As soon as possible, we begin to use strategiesto ensure the autonomy of our clients and to make them become theirown coaches after a while.

...reach their full potential... Coaching is about ACHIEVING re-

sults. During the coaching process, the Coach will work to keep theclient in action, so that what is aimed for actually happens. All of uspossess a HUGE potential that we can use to achieve everything wewant.

...questions...- This is the basic methodology of coaching. We de-velop, empower, support and challenge through questions. Questionsare powerful enablers that will help raise the consciousness level ofour clients.

COACHING IS ABOUT THE FUTUREDuring the coaching process, the Coach will focus on making the clientthink about the present and the future. This is the main difference be-

tween coaching and therapy, apart from the extent of formal education(minimum 5 years) that psychologists have in comparison to coaches.

The Coach can listen to what has happened in the recent past of theclient, but does not focus on going deeper into this aspect of the situa-tion. Instead, she guides the client to focus on the present and most ofall on the future: So, what do you want to achieve today, regarding thisproblem in your family?; What are your future dreams in this area ofyour life?.

The Coach is not focused on knowing what caused the trauma or pro-blem, but concentrates on moving beyond it and making sure that bythe end of the ten sessions, the client has also acquired the tools tosolve other problems and challenges in her life.

Coaching requires three key elements:

A Client (Coachee):the person who undergoes the process of co-aching in order to acquire new skills and strengthen exis-

Coaching i

process

aims to dev

challenge, sup

and empo

people to r

their full pote

professio

and person

through quest

ting skills. We recommend using the term client instead ofcoachee, as it helps to distinguish it better from the wordCoach and implies a more professional relationship be-tween the two.

A Coach: a professional qualified to lead the process of coaching.

An opportunity, challenge or problem: Opportunity, because it isnot necessary to work on a problem. A client can be satis-

fied with their job, but seeking a Coach to work on beingpromoted, for example.

On the other hand, there may be more than one opportu-nity, challenge or problem and also all three at once, sin-ce there are always opportunities behind every problem.When there are several problems or opportunities, the Co-ach assumes that the client is able to solve them all. Howe-ver, the coaching process needs to focus on one at a timeand solving it before moving on to others.

THE CROSSROADS OF LIFEThe key moments for a client are at the crossroads of life, i.e. when

two roads diverge and the client does not know which way to go. Thisis where a Coach can really make a difference.

In these situations, as stated earlier, we will not decide for the clientnor give any advice, since the task of the Coach is simply to facilitatereflection on the two paths, to ask about the crossroads, and even totake a few steps back if the client wishes to do so.

Even if the choice seems wrong to the Coach, the client is the one whoshould decide which road and action to take.

Coaching is also:

3 Very future-oriented

3 Making the client move into action through weekly tasks

3 Having a clear vision of what goals to reach

3 Helping the client develop an action plan

3 A process that provides development, direction, innovation andconstant support


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Benefits of Coaching:

3 Opportunity for individual reflection that increases our level ofconsciousness about ourselves

3 Increase in our capacity to influence various situations in ourlives

3 Gain of greater structure and focus

3 Constant feedback and support throughout the process

There are mainly two types of Coaching: Life Coaching (where theprocess is most suitable for our personal lives) and Executive / Bu-siness Coaching(where more work is done in the professional area).

Over the past few years, coaching has become specialized in variousareas. We now also find terms such as Relationship Coaching, HealthCoaching, Management C oaching, Emotional Coaching for Teams, Le-adership Coaching etc.

Another major advantage is that this tool can be used formally (in in-dividual sessions or with groups) where we help our clients get closerto their goals in many areas of life as well as informally where we use

it as a point of view when relating to our friends, family, children andourselves. Imagine the power of not only helping others but also beingable to increase their capacity to take responsibility. No doubt, coa-ching is a transversal tool that applies to many different areas in ourprofessional and personal lives.

THE DIFFERENCE BETWEEN COACHING AND

OTHER PRACTICESSDespite being a relatively new discipline, the distinction between co-aching and other practices is clear. The term itself arose from a me-ans of transport (taking someone from one place to another) and thisremains its basic meaning: to bring someone (the client) from A to B.

The difference between coaching and other approaches:

Mentoring.A process whereby a professional with expertise in a par-ticular area helps you to increase your level of knowledge about it. A

mentor is someone who gives advice based on her vast experience inthe area that you want to explore.

Therapy.The greatest distinction of all between coaches and thera-pists, psychologists, psychiatrists etc., is the number of years of aca-demic preparation and how governmental institutions regulate the ac-tivity of the latter. Therapists etc. are trained to help their clients with

complex issues from their past and present. A Coach does not havethis preparation and should not, nor has the technical ability to stirup the past of her client. Therefore, the Coach focuses solely on thepresent and the future of the client and has no therapeutic ambition.

Consulting.Offers experience and expertise in certain business areas.A consultant can work with an entire organization or part of it and isusually a person from outside the organization that brings in her know--how to help increase productivity.

Training.A process by which we gain knowledge and skills. The trai-ner is usually an expert in a particular area, with the objective to helppeople learn and acquire skills specific to that area.

past

THERAPHY

present

future

COACHING


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INTERNATIONAL CERTIFICATION COACHING INTERNATIONAL COACHING PRESUPPOSITIONS

IVINTERNATIONAL COACHINGPRESUPPOSITIONS

The international presuppositions of coaching are general principlesthat guide the practice of coaching around the world. They are a kindof ethical rules that are vital to use in coaching sessions.

But even more importantly, these ten presuppositions need to be roo-ted in the DNA of the coach and lived fully by her.

1 - QUESTIONSThe Coach has the questions and the client the answers

The Coach always starts from the principle that the client has theanswers. Even if the Coach knows the answer she should not say it,and this is often complicated. A challenge. The client has to discover theanswer for herself; even though she may then realize that this was notthe best answer and that there are more suitable ones. But this makesthe client feel in charge of her process. A major benefit of coaching isthe power that it gives to the client!

For this to happen the Coach needs to find and ask questions, becausethere are no answers, only questions. If the client asks, What can I do to

solve this situation?, the Coach asks Have you already done somethingto solve it? or Is there anything you can do right now? Try to avoidresponding with solutions as much as possible. This way, the Coach willlead the client to finding the best answer... for herself.

The coaching

process is for

the client. The

coach only

facilitates the

process.

I, AS A COACH, NEVER KNOW THE SOLUTION!

That is, as the Coach does not know the psyche of the client, she mustremain detached and calm, allowing the client to pursue at her ownpace, without interfering. The process belongs to the client!

2 - RESPECTThe map is not a territory

Each person has her way of being, her World Map (the perception thateach of us has of the same reality). The way one person sees a situationis never identical to someone elses way. Everyone interprets the sameevents differently and react accordingly.

Thus, the map of the client has true value and merit and the Coach res-pects this principle by holding the point of view that her own map of theworld is not the only correct one. For example, a Coach who is marriedmust respect the client who has three girlfriends and is looking for afourth. A spiritual coach must understand the world of a client whosin the military. If you cannot respect the world map of your client, thenyoure not the best Coach for her. The best option then is to not con-tinue your sessions and instead suggest that a colleague takes over.

Suggestion: Do everything in your power to keep your client, even ifyou dont agree with her world map. This is because by your fifth ses-sion you will have the necessary rapport to take on the challenge ofasking something like:

Is that really what you want for your life?

Dont you need something bigger in your life?

In conclusion, it is only natural that a Coach develops an opinion about

what is happening with the client, but she must still respect the clientsworld map and use open questions that are genuinely tolerant.


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3 - FEEDBACK

There is no failure, only feedback

Everything that happens to the client during sessions and/or outsideof them, is an opportunity for the Coach to get feedback. For example,if a client hasnt done her homework, this is not failure but feedbackto the Coach. Perhaps the homework was too complicated, maybe theCoach did not convey its importance, or the client is still very focusedon another area.

Failure is short-term psychology; its what you see in the moment.Feedback on the other hand, is long-term psychology. We believe thatthe client will understand, if she hasnt already, that its not about notbeing capable. Instead, its about taking in feedback about the situation,learning from it, polishing the rough edges, and continuing until youcan do it. A good example of this kind of psychology is when babiesstart to learn how to walk. They will fall many times and try over andover again to remain standing, but never will a parent think that theirdaughter has failed and will never walk, only because she fell. In otherwords, she did not fail, she simply got feedback.

4 - RESOURCES

All people have the resources within themor can acquire them.

The coach treats the client as someone who is always rich in resour-ces.

The potential that lies in all human beings is very big, giant really. Itenables all of us to achieve any goal that we set ourselves in life... andthe Coach knows this reality. Therefore we will never criticize the goalof a client that may seem impossible in the eyes of the Coach, becausethe client has all the resources she needs within her, or can acquire

them! Many clients will try to convince you that they are not capable ofsomething and do not have these resources within them. As a Coach,you have fully embrace this assumption and know deep inside that theyare perfectly capable!

5 - BEST OPTION AT THE TIME

People always choose the best optionthat is currently available,

especially given their context.

For example, if a client yelled at a co-worker, the Coach should assumethat this was the best option that she had available at the time. Whetherthe Coach finds it good or bad does not really matter, because for thatperson it was the only option available, given the context.

Thus the process of coaching is very humble. The Coach puts herselfinto the shoes of her client, staying present and concerned.

It is very important that the Coach does not impose her own limita-tions on the client. Furthermore, she can choose to accept the limits ofher client, or to go around them. Never forget that your client alwayscomes from a context that is different from yours and that her familyhistory, religion and education among other things, is what guides herto make choices which are always the best option at the time.

6 - CAUSE AND EFFECT

Each person creates her own reality.

The client is the energetic centre of everything that happens to her. Inother words, it is she who creates or attracts her own reality. Thus, theCoach should always assume that what is happening to the client wasin some way created by her, whether it is an accident, an argument, oreven the case of being fired. The same applies to positive events.

As a coach, and this is why you should always respect others worldmaps, you do not to say that the client is guilty. Instead, you keep askingquestions.

Your session will then be focused on trying to understand what motiveled her to create this reality. If you do not believe that your client crea-ted it, you will also not believe that she has within her all the personal


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power needed to change or modify it!

Therefore, as a Coach, you need to take this presupposition into yourown life, and aim to deepen it to the fullest, until you reach the pointwhere you believe that you can influence everything that happens inyour life.

7 - ACTION

If you want to understand, act.

A Coach believes that action is needed to understand a problem, chal-lenge or opportunity. Its not enough to say that something has beenunderstood on the mental level. Coaching is about action! It does notmatter how much your client understands or knows about a subject.What matters is how much she acts!

Hence, all sessions have a compulsory homework ending. What willyou do in this direction?, When?, With whom?.

8 - FLEXIBILITY

If youre not getting results, do it differently.

Between the two of them, the Coach needs to be the most flexible, be-cause if the client i s not getting results, new approaches are needed. Inother words, since the Coach believes that the client has all the resour-ces within her, if there are no results it is because the Coach has to bemore flexible. What works with one client does not work with others.Einstein said, Insanity is doing the same thing and expecting a diffe-rent result. If youre not getting the results you want, do it differently!

9 - POSITIVE INTENTIONAll behaviour is based on a positive intention.

All human behaviour is driven by positive intention. This does not mean

it is all good behaviour, just the intention that created them. Let us ima-gine a dramatic situation: someone who screams violently at anotherperson may be wanting to feel safer, calmer, have more justice ... Theintention is good but not the behaviour! As a Coach, you know thatwhat your client does or doesnt do is based on a positive intention.

10 - NON-IMPOSITIONNone of these presuppositions are important

to your client

All these presuppositions are for you as Coach to internalize and usein your sessions. The idea is not that you should now impose on yourclient to use questions, stick to a positive language and refrain fromjudging other peoples World Maps... The pre-suppositions are madefor you and aim to orient the coaching process.


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INTERNATIONAL CERTIFICATION COACHING ROSA 1.0

VROSA 1.0

ROSA 1.0 is about going through each letter of the ROSA during a ses-sion or an informal conversation, without expanding on any of them.

The starting point is helping the other person to identify the Reality(Whats up?) of their situation and understand what the problem orchallenge is. Then, to speak about the Objectives (What do you want?)and note what the person wants and aspires to. After thinking aboutthe goals, its all about encouraging the other to find solutions (Howcan you get there?). And finally, because the Coach believes that re-sults come from action, its about agreeing on a piece of homeworkthat is in line with the best solution found (Out of all these ideas, whatyou can do next week?).

ROSA 1.0 is used in more informal coaching with friends and acquain-tances and in more situational coaching that is fast and focused onaction, where the client already knows what you want. Moreover insituations where there is no need to go deeper i nto understanding theemotions, beliefs and values of the client.

EXAMPLES OF QUESTIONS: LETTER R

3 What made you want to come and see me?

3 How can I help you?

3

How happy / satisfied are you?3 How do you feel about that?

3 What is the path youve followed so far?

3 What works best in your life at the moment? What can andshould be improved?

3 On a 0-10 scale, how satisfied are you in this area?

3 What is your biggest challenge?

3 How are other areas of your life?

3 What else? Tell me more.

The fundamental Reality question is: WHATS UP?

EXAMPLES OF QUESTIONS: LETTER O

3 Where will you be in a year?

3 What is your biggest dream?

3 Where would you like to go?

3 What is your most amazing vision of this situation?

3 From 0 to 10, how important is this goal to you?

3 Can you see your goal? Describe in detail what it looks like.

3 If you had a magic wand that could solve this problem, whatwould your new situation look like, what would you like to seehappen...?

The fundamental Objectives question is: WHAT DO YOU WANT?

EXAMPLES OF QUESTIONS: LETTER S

3 What can you do?

3 What are you doing right now to solve this situation?

3 What do you think is the best way to reach the objectives?

3 Do you know someone who can help?

3 What are some things youve never imagined doing?

3 Let us list a series of possible steps.

3 Can you give me 10 solutions? And 10 more?

3 If I were in your situation, what advice would you give me?

3 If you had all the money in the world, what would you do?

3 Who could help you solve this situation?

The fundamental Solutions question is: GREAT! AND WHAT ELSE?


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INTERNATIONAL CERTIFICATION COACHING ROSA 2.0

EXAMPLES OF QUESTIONS: LETTER A

3 What will you do this week?

3 What is one thing you could do without much difficulty?

3 Which of these solutions can you start with today?

3 What is your next small step?

The fundamental Action question is: WHAT ARE YOU GOING TODO? WITH WHOM? WHEN?

During a coaching session, the letters R and S have a divergent func-tion, allowing you to fully open the flow of ideas. The Action phasethen has a fully convergent function, specifying what will be done, asseen in the following diagram.

VIROSA 2.0

The purpose of this manual and the International Coa-ching Certification is to learn to use ROSA 2.0. The

MasterCoach Certification goes more in depthwith 3.0 coaching and the MasterCoachTrainer

Certification is about 4.0 coaching.

R(EALITY)The Reality phase is usually the longest

one in ROSA (especially in the first session). It is a

very important phase because it is where we find out about our clientscurrent life situation and start building rapport with her.

If this phase is well done, the rest comes quite easily and naturally.99% of your clients will be focused on the problem, i.e. living the Pro-blem Psychology. They will have the tendency to always see the ne-gative, even to amplify it as they go along, by finding more and morereasons that feed the negative aspect of their situation.

Everything around them, whether it is their home situation or even thestate of the country or the world, strengthens their ability to see howbad their problem is, which contributes to killing all hope for impro-vement, and opportunities ultimately go unnoticed. Their situation isalways the worst it can ever get. In fact, they tend to see that their life

has always been that way.

Your goal at this stage is to collect as much information as possibleabout your client and different aspects (both good and less good) ofher life. The Coach has two tools for helping her client get out of the


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ROSA 1.0

ROSA 3.0

ROSA 2.0

ROSA 1.0

ROSA 3.0

ROSA 2.0

What?

Who?

when?

babybaby

30

INTERNATIONAL CERTIFICATION COACHING

hole that she is focused on and have a conversation about the broaderreality of her life.

FLUFFY PUFFY VS COMPLICATORAt the stage of Reality, we find two main types ofpeople:

COMPLICATOR

This is the type of person who will claim that they are not able to solvetheir problem and who also believes that the situation is so big and sobad that there actually is no solution.

ROSA 2.0

In this case, let the client speak for five to ten minutes about this, butthen it is essential to make her say something positive about it withquestions like:

* Whats good about it?

* What do you like about your life? (Maybe on the same sub-ject or another - see Guide to the First Coaching Ses-

sion)By doing this we motivate the client for the rest of the ROSA. Its re-ally a question of energy. If we dont address the positive aspect (ofthe particular situation or of another area of life) we will not have anyenergy for the Objectives phase.

The conversation gets very depressing and not very motivating whenthe client manages to convince herself (and often the coach as well)


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that there is no solution. By adding together both positive and negativeaspects, we create tension and a spark of energy to move on. At thesame time we get to find out what truly motivates the client, whether itis family, a passion that she has or others things.

FLUFFY PUFFY

This is the opposite of the type above. This is a person who has re-edu-cated herself and grown convinced that its good to have problems andthat they are there for a reason. She has a super positive perspectiveon life, but possibly a bit exaggerated. Problems are always positiveand she does not understand that they may have negative implications.

To the question So is this problem hurting you? she will promptlyreply, Oh, it isnt. Its good to have problems, they bring along manypositive things and are just what they should be. In this case, the Co-ach has to make the client talk about the problem and the aspects thatare negative or less good. In other words, we must find out what hurtsenough for the client to realize she needs help with something and thatnot everything is going well after all.

As in the previous case, we need to create an inner shock in order togenerate energy for the Objectives phase. In this case it is necessaryto do so by making the client suffer a bit, or to get her out of hercomfort zone in order to become aware that there is something shewants to change or do differently. If we do not have a challenge, anopportunity or a problem we cannot do coaching.

Both the Complicator and the Fluffy Puffy should identify both goodand bad aspects of the subject matter. Moreover you should not moveto the Objectives phase be fore this is done. At this stage, the morethe client is aware of her own reality, the better the Coachs picturewill be of that same reality. Both types of clients need to enter the areaof challenge, leaving the reality that they live in and gaining a broaderawareness of the reality that is.

Only with this awareness will there be fuel to create goals and pro-gress to the next stages.

PIZZA OF LIFEThe clients reality is like a big wall. Something she nee-ds to overcome to reach the other side, the side that shewants to be on. Although the wall is large, the client willtend to concentrate on a small part of the wall: a hole, abrick to paint etc. About 98% of people are focused onthe small holes of life, which only increases their size

and importance.

Implementing a real change in your life means looking at it as a whole,from various angles, analyzing all its weaknesses but also all the pos-sibilities. In doing so the client becomes more aware of who she is.

The pizza is divided into four distinct areas (linked to the four elementsand the four personality types) and twelve slices:

EARTH AREA (PRACTICAL WORLD)

Money.How is your bank account? Do you have any debts? Do youthink you have enough money or do you need more to havethe life you want? And what about material goods such asa home, a car, travel?

Health.Are you healthy? Do you have any chronic illness? How doyou nourish yourself? Any sports? Do you feel alive?

Job/career.Are you doing something you like? Feel satisfied withyour career? How many hours do you work per day? Whatis your level of productivity?

WATER AREA (EMOTIONAL WORLD)

Romance.Do you have a love relationship that satisfies you? Doyou love and are you loved? Are you feeling happy andcomplete without being in a relationship?

Family and Friends(with a big F).How do you relate to your chil-dren, parents and friends?

Contribution.Are you helping create a better world? Any voluntarywork? Donations? Satisfied with the help you provide?

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money

heal

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work/c

areer romance

Friends

family

contr

ibuit

ion

dev

elop

me

nt

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ersonal

sociallife

hobbies

peergroupleadershipperso

nal

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E

water

M

air

S

fire

meaning

34


AIR AREA (MENTAL WORLD)

Personal Development. Do you read books, participate in trainingcourses, invest in yourself and in your learning/develop-ment?

Hobbies and Social Life.Do you have a social life that satisfiesyou? Do you have free time to do what you like?

Peer Group.Groups of people (friends, family etc.) that challengeus and pull us forward. Do you have people that encourageyou? How often do you meet with them?

FIRE AREA (SPIRITUAL WORLD)

Personal Leadership.How do you relate with yourself? When youlook at yourself (on the inside and the outside), do you like

what you see? How is your confidence and self-esteem?

Life Purpose. How much of your day-to-day do you dedicate todoing what you love most?

Meaning of Life.Do you have a faith? What do you believe in? Whatis the energy that encompasses all? Why are we here onthis planet?

The Pizza of Life is a very deep tool, to be used both by the client andthe Coach to develop their roots. It is a practical way of examining allareas of our lives.

It is essential to distinguish between the importance that a client at-tributes to a slice, and her degree of satisfaction with it. Its not abouthow much you have of this or that slice, but rather how satisfied youare with this area. For example, a person who is not religious does nothave to have a zero in the area of the meaning of life, if she is comfor-table with that area. But if she does feel that she needs to work on herfaith, then the value will inevitably be less than 10. Another example,someone who lives in a rented house, travels by bus and goes campingon holidays, may have a 10 in the money slice, if its a person who doesnot value material goods. Someone else, who lives the same kind of

life but aspires to have a beach house, a great car and travel to exoticplaces, will assign a lower value to this slice.

The client may want to add or remove a slice, and split others. Howeverthe most important thing is to recognize the four main areas (PEMS)and the importance of all the slices for your happiness and for gaininga more balanced life.

When the pizza is filled out, once again, youwill address the positive and less positiveaspects of it. At this stage, you shouldask your client:

3 Which 2 or 3 areas/slices

feel good/strong at themoment?

3 Which 2 or 3 areas/slices need a little moreattention and some im-

ROSA 2.0

1. What is the current situation?2. Concrete examples

3. Objectivity through facts

4. Ask: what, when, where, who?

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provement?

This way you gain even more information about the current situation ofyour client, which may be very helpful during the rest of the coachingprocess.

LEVERAGE SLICEAfter evaluating the pizza of life we dedicate ourselves to hel-ping the client choose a leverage slice. We can explain thatcoaching is about gaining focus, by having only one target tohit at each moment in time. This does not mean that we wontwork on any other area; it just means that we first need to solveone slice, one priority slice.

The question to use is: Which slice, if you increase your satisfactionwith it by one or two points, would improve the biggest number of yourother pizza slices?

You can ask your client to select any 5 slices, then 3, then 2 and ask:Imagine that I am the genie in the lamp and I can help you bring one of

these slices to a 10, which one would you choose?

If your client clearly has a slice that she wants to work, you can proce-ed with this one right away.

The leverage slice is not always the slice that got the lowest rating.Therefore, we should not influence the decision of the client.

A few tips:

3 If the client chooses a slice that she gave a high rating, its goodnews for the Coach, because it will be relatively easy for theclient to improve it further;

3 If the client wants to choose a new slice in the next session, noproblem. Remember that we are just chauffeurs. Early on in thecoaching process, the client may do some reflection and thenwant to choose another slice.

3 Until the leverage slice is resolved (rated much more positively)

or under control by the client (it only being a matter of time), weDO NOT change the slice along the way. We only do so oncewe have delivered the wanted results. If we change the slice ineach session it becomes difficult (if not impossible) to deliverresults, which also become much less sustainable. Coaching isnot a process with a magic wand that can transform a slice inan hour!

3 No area is more important than another and the numbersthat the client uses to evaluate only mean something to her.Remember that YOU SHOULD NOT JUDGE anything aboutthe pizza of your client. It only needs to make sense to her.

O(BJECTIVES)

Now that we know the current reality of our client, it is time to moveon. At this point, we no longer speak of problems or challenges. Thatwas back in the previous phase. Now we just want to know aboutObjectives!

In Coaching we work with two types of objectives:

GURU OBJECTIVES AND BABY OBJECTIVESAll of us, more or less consciously, orient our actionthrough goals. But we do not always take the rightsteps. There are people who consciously do, but thereare many others who, without being conscious of it, hurttheir feet, run without knowing where theyre going, orstop halfway.

We can identify two types of goals, which we should use to our advan-tage:

3 Guru objective a goal that is so big, so big, that theres a voi-ce in our head that thinks its impossible to accomplish.

3 Baby objective a goal that is so small, so small, that we areabsolutely certain of achieving it.

ROSA 2.0

The slice of

leverage is the

one in which

if there is any

improvements

will positively

affect other

slices of pizza.

The B

Objectives ha

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Guru and baby objectives psychology is natural to us, not somethingwe learn, nor something we can unlearn. For example, it activatesimmediately if were in a car accident, if anything threatens our survi-val or the survival of our loved ones. We then forget whether we areconfident or not, successful or not, rich or poor and we only care aboutfinding a solution. This is natural; we always have an ultimate goal inmind while at the same time staying present to the immediate objec-tive since that is what makes us define the next small step towards

reaching our guru objective. And we get so engaged that nothing willdistract us from our guru objective. Now, this psychology should notget triggered only unconsciously in moments of survival, but also beapplied consciously in our lives in general, in our everyday. And yes, itcan be activated!

Always remember that an objective is only at the guru level if thereis a voice inside you that laughs, finding it impossible to achieve; anda baby objective is only one if you are sure that you will achieve. It istherefore essential to dream, to look farther and reach beyond whatour minds can visualize.

But beware; if we focus solely on our highest goals, we will never le-ave the realm of dreams and, over time, we will lose self-confidence.

Achieving goals involves taking small steps every day, defining reaso-nable steps that slowly but surely bring us closer to our guru objective.

Success depends on a combination of both. We must therefore learn tolive life with very big guru objectives and very small baby objectives!Most people that feel unhappy have developed a guru psychology butnot a baby psychology, or vice versa. The former always want moreand are never satisfied with their daily achievements. The latter livethrough small steps but cannot think big, so the little steps wear themout and monotony or apathy reigns.

Having a great guru objective without setting baby objectives leadsto frustration, anxiety and impatience. Setting baby objectives withouthaving a big guru objective, leads to disinterest, discouragement and

lack of direction.(Tra te a Vida por Tu, pg. 111).

META+Our objectives should be:

Measurable - Objectives should be very concrete, so that when wereach them, we can check off mission accomplished. For example: Iwill spend 3 hours a day with my family instead of I will spend moretime with my family.

Emotional: Objectives should contain grand adjectives that provokea lot of emotion, so that the brain gives them more importance. Forexample: I will wake up shining and full of vitality, ready for a new dayof fun and productivity.

Timed- Objectives must have either a date or a frequency, or both. Forexample: Starting tomorrow, I will be home by 8 pm every day to havedinner with my children or I will train every day, starting on Sunday.

Achievable - We need to believe in the objectives that we set and knowthat they are possible to reach. For example: I will write a book nextmonth. If you think your goal is too ambitious, you had better adapt it:Ill write one chapter in the next month.

Positive (+) - Goals should be stimulatingthe positive. Neurolinguistics say thateverything that we define as positi-ve encourages us and everythingthat we define as negativedefeats us. For example: Iwill not smoke anymoreis wrong, while I willbreathe 100% oxy-gen and make aircleaner for myselfand for others ismore correct. Or,on day x, I willweigh y pounds,instead of I willlose weight.(Trate aVida por Tu, pg. 155).

ROSA 2.0

1. What do you want?

2. What do you really want?

3. What is the Guru-Objective?

4. What is the Baby-Objective?

5. What is the dream? (the most imto make the client talk about his

6. In a perfect world? (For those wfficulty in define Guru-Objectiv

7. Meta+

OBJECTIVRES

The m

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to specif

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Why do we need to have these two opposing energies? Exactly for thesame reason as the positive and negative energies in the Reality phase.We really need a guru objective, since the effort that the client will haveto make and the person she has to become to get there, will make herreach much further than if she had set an intermediate goal. Coachingis about dreams, about the best of the best for each area of our lives!The important thing is not whether or not the client gets there, but thatthe road she travels takes her much further.

Moreover, every journey starts with a small step! We need to create anobjective so small, so small that the client is absolutely sure she can doit! Why? To get her motivated quickly, to achieve success and above allto convey the baby objective psychology. We need to make our clientsrealize that coaching is about big and small steps! The baby objectivein itself is not important, but we need to introduce this step here so thatyour client begins to celebrate every little step that she takes, everypiece of homework that gets done.

Coaching is about forming a person with both guru and baby objectivespsychology! Someone who wants to go really far and at the same timeis super happy with everything that she has already achieved!

Notas:If a client has a very big guru objective to reach in a short time, and the Coach

thinks it is not possible, we can ask the client to convince us that it is possible. On the

other hand, if the baby objective is very big, we do the same.

S(OLUTIONS)Encouraging creativity is equally important to teaching children ma-thematics, Portuguese and science! This is what later on will separateintelligent adults from true geniuses who are able to create somethingnew, revolutionary and innovative in whatever area. It is those whomark others, society, science and the world who ultimately make a

difference.

40 IDEASIn fact, we are all creative. We have all been children, we

have all been creative, and so what happened? What is it thatmakes our creativity die? The fact is that our society limitsour creativity, while forgetting that in a grey professionalworld, creativity makes the difference!

ROSA 2.0

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Anyone who is creative grows through challenges, simply becausethey put their creativity at the service of what is not working. They gooff immediately to search for a solution. And this is available to everyo-ne. This is the basis of the S in ROSA: instead of complaining, go lookfor a solution! Remember youre always one idea away from solvingyour biggest challenge. You just havent found that idea yet! Pull out

your creativity and try finding ideas, ideas, ideas...

Even the most creative people start with obvious ideas, and it is goodto go through them in order to get to the other ones. Little by littlewe will get to the interesting ideas, and when we stop being afraid of

saying nonsense, we become creative. Now the challenge is to get aninnovative idea. And that can only be achieved by investing time andenergy. When we are at 10 or 20 ideas, to not give up until you have atleast 40.

Losing our creativity is, in other words, restraining our physical (earth),emotional (water), mental (air) and spiritual (fire) abilities. Children donot have these restraints, in a physical sense they love exploring theworld through their body showing you they dont care about posture,for instance, and they seem unbreakable when defying the laws of gra-vity, with an energy that seems limitless. Emotionally, they are muchmore open to all kinds of feelings because they have not accumulatedmany negative experiences. Mentally, they are hungry for knowledgeand the concept of right and wrong is not yet set, so everything seemspossible to them. Spiritually, they are completely free, they may have

some enrooted values, but everything else is an open book.

In order to be creative again and go back to having blank pages in thebook of life, being able to write and rewrite, improvise and create, we

obvious interesting creativeinnovative

can start by being creative in one area, or going back to being creativein all aspects of life and our being. To go back to being creative, wemust explore our physical body: do sports, dance, act etc. and use yoursenses to hear, smell, taste, touch and see. The healthier we are themore our body will be available to be physically creative. To go back tobeing more creative emotionally we have to stop being afraid to feel.We have to venture into relationships, connections, sharing without thefear of being hurt, frustrated, cheated and even happy.

To go back to being mentally creative, we must learn new subjects,think about new things, analyze from new angles and perspectives,challenge our minds, have conversations with all kinds of people, readall kinds of magazines, stimulate all parts of our brain.

Finally, if we want to go back to being spiritually creative, we mustquestion all our certainties and dogmas, meditate and open ourselves tothe world of possibilities and the inexplicable. We need to know oursel-ves in order to experience life intensely.

If we manage to be creative in all four areas, we will be soon becomea new person, with a palette of new experiences and openness to wha-tever happens, giving us new shape and a different glow. If we can be

more creative regarding the first letter of our PEMS, we should reallybe congratulated for it. The important thing is to enter the challengezone, to seek solutions in areas that have not yet been explored, in fiel-ds that are uncomfortable for others, but tha t we call our comfort zone.Then everything, and really everything, becomes possible and there areno longer problems without solutions.(Trate a Vida por Tu, pg. 165).

PARADIGM SHIFTThis is the time to get the client to think upside down, i.e.to think out of the box! It is undoubtedly the most difficultphase of the coaching sessions! Your clients will not evenwant to think and to change their paradigms!

The vast majority of people, when trying to solve a pro-blem or challenge, use the first ideas that come to mind - the Obviousideas the ones that we all have. However there are three more levelsof ideas. The Interesting ideas are those that some have sometimes,

ROSA 2.0

The very first

ideas are obvious.

Only then comes

the interesting,

and then comes

the very creativeand innovative

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Solu

are always relat

the Guru-Objec

and then come the Creative Ideas that are those which generate con-flict, because they go out of the box ... shifting paradigms. Finally wehave the Innovative ideas that are the ones that nobody sees, but oncethey are revealed they become obvious.

We may use this ability in all areas of our life, using this unique creati-vity to make everything unique and different.

The goal of a Coach is getting the client to change her paradigm. Thisis what happens in an AHA moment, whenshe finds an idea and is sure that this is theone she was missing.

In the picture on the left, do you see a young girl or an old

lady? Try to see both. Put your brain to work both ways.

GREAT. AND WHAT ELSE?Brainstorming is the most powerful tool for creativity, and the bestway of stimulating creativity in all areas of your life. It is essential todo individual and group brainstorming, as it is the best way to find so-lutions to challenges.

What is a brainstorming?

As the name implies it is a kind of brain storm. And what do stormsdo? They stir things up, make ideas collide (thunder) and launch onesolution after the other (lightning), waiting for the one that will solvethe problem... and put the storm at rest. Brainstorming is not only use-ful at the workplace. Every person and family should brainstorm fromtime to time to seek solutions to their problems, from the most basicday-to-day questions (how to deal with expenses, manage domestictasks, prepare meals...) to deeper and more complex ones (helping achild become more confident, helping a father that is unemployed...).And individually, each one of us should do brainstorming to solve andimprove all areas that we feel the need to change.

It is very easy to do brainstorming! Here are the six rules to start prac-ticing today:

1. No judgement! ! All ideas are valuable, even the most stupidones. In a brainstorming there are no arguments or criticism.All ideas are good initially. I f there is criticism, besides genera-ting conflict, it can also inhibit the people involved.

2. Quantity, quantity, quantity. The more ideas generated, thebetter the brainstorming. Quality does not matter here, onlyquantity. Why? The first ideas will be obvious, then interesting,then creative, and only then innovative.

3. Hitchhike.You can build on others ideas. No participant shouldbe silent for a long time. If you dont have any idea, you cansimply hitchhike on someone elses. The only thing you cannotdo is not to participate.

4. Go crazy.From time to time, throw in some ideas that are out-side the box. Regardless of how absurd they may seem, thiswill help you and your colleagues to leave the obvious ideas andmake your brains think. At the very least you will enliven thesession. If the group laughs at your idea, youre being crazy.

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5. Take notes. The most dangerous thing in a brainstorming ses-sion is having no one to write down the ideas. Preferably, theone who writes should not be giving any ideas; she should fo-cus on writing down others ideas. There should also be a kindof a moderator/facilitator of the brainstorming session, not fortaking decisions or criticizing, but precisely for making surethat no one tries to take decisions on behalf of the group orto criticize other peoples ideas, and to help keep the focus on

what matters. In an individual brainstorming session, you ofcourse need to be your own moderator.

6. A clear goal.You must clearly define what the purpose of yourobjective is, what the challenge is and if possible write formu-late it in META+.(Trate a Vida por Tu, pg. 213).

Brainstorming is the most powerful creativity tool. In a brainstorming,the client is requested to come up with a great amount of ideas on howto reach her Guru Objective.

click the video

to see it

And the Coach must be persistent, since this is when you realize thathumans are lazy when it comes to thinking. It is very likely that whengiving her fifth idea, the client will say that she has no more. Everyonewill want to convince you that they have already found the magic solu-tion! But they havent! And how do we know that? Because if they hadfound it they would already have solved their challenge!

During a brainstorming, ideally it is the Coach who writes down the

ideas. But she should not alter any of them. And if the client gets stuck,we must ask open and creative questions such as:

3 If you had all the money in the world what would you do?

3 If you were your idol, what would you do?

3 If it were 10 years ago what would you do?

3 If it were 10 years from now what would you do?

Cultivating a sense of humour as a Coach is always a good for rela-xing and making people creative. This is in fact important in any area.

At this stage, it is very likely that the client will have long mo-ments without coming up with any ideas. Therefore, it is impor-

tant to create our own personal way of pulling out the clientsideas, such as a small exercise, changing seats or using humour.

If the client gets to 40 ideas very easily and none is interesting,even for her, it means that she is still in the obvious ide-as and then 40 more ideas are always welcome!

Creativity is an expansive energy. Themore it is cultivated the more itgrows and the easier it becomesto use it in other areas of life.

Notas: The Coach may suggest ideas,

but only as an encouragement to the

client;;

A brainstorming can take up a large

part of a session, so it is important to

make sure there is enough time for it,

ROSA 2.0

1. Allow the obvious

2. I want more ideas

3. Help to avoid judgment4. Overcoming objections with qu

What if...?

5. Okay, what else?

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since it is not right to leave it midway. The goal is that the client forces her brain to

find new ideas in a short time and in such a way that it is almost like a shock to her;

It is important to keep focused on one topic in a brainstorming. Some may change

their focus during the process, for example a client whos Guru objective is to open

a business may start to suggest ideas on how to make more money. In this case the

Coach should remind the client of the main topic. At the same time, the Coach should

stay flexible and if the client really feels that their focus was not on the first topic but

on the second, its time to go back and set a new Guru objective.

A(CTION)ROSA exists only for one reason: to get us to act. We find our Reality,establish our Objectives and think up Solutions that make us act theA is the purpose of ROSA.

Now, more than people of action, we must be people of innovation!

Innovation is creativity applied to getting the desired results. Beingcreative is not enough, but creativity is the tool for getting to innova-tion. So, how do we do this?

The secret is not to give up on creating ideas, ideas and more ideasuntil the innovative idea comes! Sometimes it never comes, but get-ting to the creative ones is already something. Those who have daredbeing creative many times, and more and more, are those who mana-ge to reach the innovation. Its not enough to have talent; you have towork hard to translate this talent into amazing results. Look at theseexamples:

3 Bach wrote one cantata a week, even when he was sick.3 Mozart produced more than 600 pieces of music.

3 Darwin wrote 109 publications, one of which was about the Theory ofEvolution.

3 Einstein published 248 theses, one of which was about the Theoryof Relativity.

3 Freud published 350 theses..

3 Rembrandt produced 650 paintings.

3 It took Thomas Edison 2,000 experiments to invent the light bulband 9,000 to perfect it.

3 Picasso created more than 20,000 pieces of art.

This is why it is so important to act! Do a lot, create a lot, invest a lot!

(Trate a Vida por Tu, pg. 234).

THE FUNNELThis is the part where coaching really becomes challenging,where the client realizes that she will have to do somethingand not just think and talk about it. It is the phase where westart to converge and funnel things in order to find an actionthat is as specific as possible.

This is with no doubt the most important phase of ROSA! In a coachingsession, anything can happen in any of the other phases, but we cannotend it without an action (without homework!)

What?

3 What are you going to do now?

3 What are you thinking about doing now? (...)

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With whom? It is very important to involve someone in the action pro-cess, 99% of the homework should have a third person involved. The-reby we are creating conditions for the client to become autonomousafter the coaching process. The questions might be:

3 will you ask to ask you whether you have done it?.

3 Apart from me (the Coach), who else will be involved in this?

When?Marcar data ou frequncia. Quanto mais especfica for me-lhor. Isto leva o cliente a pensar exatamente quando vai fazer, au-tomaticamente isto cria um compromisso maior dentro dele.

doing this the client should end each session with a specific homework,knowing both the day and the time she will do it, and with whom shewill share it.

At what time of the week:

beginning or end?

At the end of the week!

What is for you, the end of the week?

Friday, Saturday, Sunday?

Friday.

Ok. and what time?

Anytime.

Anytime. Ok. But in the morning,

in the afternoon or evening?

Morning.

And what time?

Early.

What is early for you?

Upon waking.

And what time do you wake up?

At 7am.

THE CONVERGENCE TECHNIQUE

If the client does not find an action to do, you can use the convergencetechnique by asking the following questions:

3 Look at your ideas (the brainstorming) and mark those that youfind reasonable

3 Now choose 10

3 Choose 53 Choose 3 .... 2

3 If I had a magic wand that would immediately fulfil one of theseideas, which one would you choose?

COMMITMENTIn the early sessions you can also ask the clientto send you an SMS after doing the action, in or-der to confirm it. Of course you dont force her

if she refuses, but then if she doesnt do her homework youwill have more power to ask for an SMS in the next homework.

If she accepts, you may also ask if you can send her an SMS in

case she forgets to do so. What will happen is that as soon asshe receives our SMS asking whether the action has been done,she will do it immediately so that she can reply that she has.

By SMS we also mean any other means, like a telephone call or e-mail.The Coach must be flexible enough to perceive which method suits herclient the best.

THE HANDSHAKE

Shaking hands after defining the homework is very important becauseit is the archetype of commitment. But remember, if the client does notdo her homework there is no failure, only feedback. Maybe the problemreally is the kind of homework given or poor explanation about the im-portance of the homework in the coaching process.

ONE SMALL STEP FORWARDWhat is the Next Small Step you can take? This ques-

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What is the first next

small step?

Earn 20.000


small step?

Save 100 / month.


small step?

Open an account.

Great, what is the nextsmall step, that you believe

you can accomplish?

Deposit 1000

1. What is the option that ha

2. What is the option that m

3. What are you gonna do ex4. How will you know you m

5. Funnel: When? What day?

6. Commitment: handshake

ACTIRES

52


free to put everything she has (skills, tools, knowledge) at the serviceof her client. Indeed, every three sessions, more or less, you shouldchallenge your client with a piece of homework. However the challen-ge will vary depending on whom we have in front of us and on the levelof the process.

4 SUCCESS TIPS FOR THIS PHASE FASE

Action Plans:it is at this stage that we start working on an action planthat will follow the session. Remember, coaching without ac-tion is not coaching! Thats why you should do a ROSA in everysession, go through the four phases and always end with a veryconcrete action plan on what the client will do during the weekand until the next session. Here is an example of an action plan::

* What will I do? Run 3 times per week

* When? Monday, Wednesday and Friday

* With whom? Alone

* Possible obstacles? Laziness and lack of time

* Benefits? Feeling healthier

* What will help me remember? Setting an alarm on myphone

* How will I celebrate? By going to the cinema.

Homework:the tasks between the sessions are apriority for the coaching. Most of the le-arning comes from the homeworkthat is done between sessions.So remember to always endyour session by asking yourclient to suggest tasks thatshe would like to accom-plish that coming week, the

next small steps she cantake right now. Then rephra-se each one into a concreteaction (when, how, where, ...).Still, some clients will have gre-

tion tool is ideal for those who have difficulty in defining Baby Objecti-ves, or those who have difficulty in defining an action to do this week.

Notas: As a general rule, the client will not hear the word small in the question. The-

refore we must repeat the question until the action is so small that the client would have

no difficulty doing it.

Of course, the Next Small Step may not be the right action to choose

for this week.

Example: The client wants to buy a Porsche (Guru Objective).

Deposit 1000 euros is the Baby Objective. The same process can beused for defining the homework.

At the end, when an action has been defined, the Coach may also su-ggest a piece of homework. In other words, then the Coach is finally

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at difficulty in taking action. If this is the case, always look forthe smallest step that the person can take. If we do not act itsbecause the step is not small enough. Remember, Every journeybegins with one small step.

Commitment & Penalties:some clients will sometimes have real diffi-culty in stepping into action. Sometimes you may have to resortto agreeing on a fine if your client does not accomplish her task.

All human beings run away from pain and sometimes in coachingwe need to use a little more masculine energy (well talk aboutthat more below) to help. You can even ask the question: Whatwill happen if you do not accomplish it?

Monitoring & Accountability:: the role of a Coach is to provide moni-toring to her client. However, the responsibility must always beon the clients side. As a Coach, you are responsible for guidingthe process. Your client should define the strategies needed toenable her to take the steps she wants. You should follow andalways try to understand what may have prevented her fromcompleting her tasks. Above all, you should be focused on findingbetter strategies to lead her into action. However, do remind yourclient that it is her responsibility. Ultimately, acting or not actingis her choice.

VII

RAPPORTMastering the ROSA technique and

mastering Rapport will alone makeyou a Mega Coach. Of course you

can gain more Roots, but peoplewho attend our courses usu-

ally already have quite some.

1ST DEFINITION OF RAPPORT

Relationship of trust and influence:rapport is the ability to create trust within a few minutes with various

kinds of people and to influence them to act, think and do better. Youcan only influence after being trusted. Think about people you trust anddo not trust: what influence do these people have on you?

2ND DEFINITION OF RAPPORT

Relationship of empathy and sympathy. We only like 2 kinds of people:people who are the way we are or who are the way we would like tobe.

Empathy: I feel empathy based on the things I have in common withsomeone.

Sympathy: Based on the qualities and characteristics that someonehas that I would like to have.

Conclusion: rapport is empathy (who is like me) and sympathy (who isthe way I would like to be).


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Ra

is trus

influ

Rapport

ability to c

empathy

symp

WARNING: Empathy comes before sympathy and trust comes before influence. This is

the most important aspect of rapport. I cannot influence anyone who does not trust me.

Part 2: Now lets try to understand what happens in our psyche, whythis is the way it is.

I invite you to imagine that youre a rabbit in a forest and you meetanother rabbit. What happens? Now, imagine you meet another animal

thats different from you. What does the rabbit do? FLIGHT (runs away)

Now imagine that you are not a rabbit, youre a wolf. You meet an ani-mal thats different from you. What does the wolf do? FIGHT

Now imagine youre a porcupine. What happens? FREEZE

Animals have these three types of reactions. Now imagine youre ahuman being 20,000 years ago and you come across something di-fferent from you. What happens? ONE OF THESE THINGS. AND YOUFEEL FEAR. You react the way you do because your psyche does notknow what it is. And if it is another human being? I KNOW WHAT TOEXPECT. She is like me. Our fear grows when something is differentbecause we dont know what to expect. Imagine that you do meet a hu-

man being, but wearing clothes or other things that are very different.

What happens when it is the same kind of animal? What exists there? EM-PATHY AND TRUST - 1st LEVEL of RAPPORT.

This is a metaphor, of course! Rapport is very unconscious. I could tell youto trust someone but your unconscious may not feel the trust. What regula-tes that instinct in your psyche is: KNOWING WHAT I CAN EXPECT!

WHAT HAPPENS IN COACHING: Clients also have these three types ofreactions: flight, freeze or fight. They may not show up for the follow ses-sion; they may answer yes, no, maybe, dont know or they may be inconstant disagreement with you.

Key: the more the Coach is the way I am, the more rapport there is

MILTON ERICSON: (Ericsonian Psychology, NLP, Hypnotherapy) found theclient within himself and used this as his tool in the therapy sessions.

Ericson created rapport before proceeding with anything else. This isTRUST and EMPATHY. Ericson was humble and flexible enough to adaptto the client. Only once you have done this you can go back to beingyourself.

Ways of creating rapport with someone:

Verbal:

3 Language, words;

3 Subject matter;

3 Quotes, way of speaking;

3 Repeating what the other says;

3 Using the others metaphors;

3 Using the same expressions;

Non-verbal:

3 Gestures;

3 Voice;

3 Mime;

3 Distance;

3 Posture;

3 Breathing;

3 Touch;

3 Speed;

Note: Every human being has a natural and unconscious tendency to create rapport

with others. To confirm this all you need is to look at two people talking to each other

and see how easily you will notice similarities in their postures and way of speaking.

You have only one chance to create a good first impression, but youhave plenty of opportunities to create rapport.

Rapport is an honest attempt to enter someones map-of-the-world. The-

re is no agreeing or disagreeing, only flexibility. Rapport does not meanfriendship. The first session and often the second is a lot about creatingrapport!

RAPPORT

Sometimes itsenought just a

little attention to

help someone, but

attention is not

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RAPPORT MODEL 2 PSEstablishing rapport is a process of many levelsand layers of depth.

LEVEL 1 - PRESENCE AND

PARTNERSHIP

PRESENCE

This is the first step towards creating ra-pport, thus the most superficial one. Pre-sence means that the Coach is fully com-mitted to her client, aware of everything shesays and does. Nothing from outside the ses-sion should be on the Coachs mind. She mustbe fully present.

Before a session its important that you as a Co-ach calm down, forget about everything else and

gain a notion of where you are and what you are going to do.

POSTURE&PHRASING

PERCEPTUALPOSIT

IONS

PERSONTOPERSON

PRESENCE&PARTNERSHIP

PROBING&PATIENCE

click the video

to see it

Dedicate a few minutes to this process.

Presence and Attention are among the healthiest ac-tions that lead to real results. You can create a good

relationship with your client (child, parent, etc.) justby being fully present and attentive. Even gardensbecome more beautiful if they are cared for.

Presence is about getting yourself into a certainstate. Its about being Yin and Yang at the sametime.

Yin relaxing, breathing, being aware of all fivesenses, being fully present where you are.

Yang mobilizing all your energy by run-ning, jumping, listening to inspiring music...

PARTNERSHIP

Creating an equal relationship with your client. Not top down or vice-

-versa. The Coach should never be at a lower or higher level than herclient. The chairs should be the same, for example.

For presence and partnership it is also important to switch off thephone to prevent anything from interrupting the session. Tidying up thetable is equally important to having a clean and hygienic space.

From 0 to 10, the importance of Presence during a session is a 10. It isthe first step! If it isnt there, nothing else will.

Psycho-geography is also very important in this area.

PSYCHO-GEOGRAPHY: the way your psyche relates to geography. Example: On which

side you like to sleep. Each person has a different psycho-geography. Some prefer to be

by the sea while others prefer to be in the mountains.

RAPPORT

Empa

being, d

talk and

like the o

Sympabeing, d

talk and

how the

would like

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Some tips for using the psycho-geography of the client to your advan-tage:

3 Having a room with a minimum amount of symbols. It is not recom-mended to have crucifixes or other artefacts related to religion. Abookshelf filled with books can also intimidate the client.

3 Pay attention to details cables on the floor, which CDs are onthe shelf etc...

3 Having sessions at the clients home can become dangerousbecause there are lots of distractions and anchors. Difficult si-tuations might have taken place there, which will make it morechallenging for the client to create a distance to them.

It is the Coachs job to notice the psycho-geography of her client, andwhat makes her more comfortable.

Despite all the rapport, a Coaching session should always stay pro-fessional. Being relaxed is necessary for both parties, but the focusshould not be on friendship. You as a Coach need to be professional.You must choose to be a Coach instead of a friend..

When it comes to clothing you should be as neutral as possible in the

beginning, but always aligned with your personality. Then you can tryto adapt to the style of your client.

The mantra here is having the client leave the session thinking thather Coach is just like her! NOTHING IS WRONG. Let your client choosewhat she prefers.

LEVEL 2 - POSTURE AND PHRASING

When establishing rapport, mere presence and partnership are notenough. Moreover, they are only the first step. The posture and thephrasing that the Coach uses are very important for creating rapport inthe relationship. What we refer to here is mainly keeping a posture and

using similar words and expressions to those of the client. This waythe client will see herself in us and instead of flight, fight or freeze, shewill feel relaxed and be much more comfortable about talking.

Sitting in the same position as the client, using her posture, tone of

voice and gestures, these are all factors to consider.

POSTURE

Regarding posture, one can use two techniques that are very similarand very powerful:

Mirroring: When a Coach takes on a physical position that is theexact mirror image of the clients. If the client leans to herright, then the Coach who is facing her, leans to her left.

Matching: In this case the Coach adopts the exact same physicalposition, instead of a symmetric one. Both ways are goodand powerful. The goal is to be equal or symmetrical.

Of course it is not indispensable to be like the client 100% of the time,as this will take a lot of the attention that the Coach needs to give theclient.

The more you practice these behaviours the more automatically andunconsciously you will do it. When rapport already is high, you cango back to your own posture and your regular vocabulary. However,

should you feel the need, you can always take up these techniquesagain.

In fact, at a high level of rapport it is possible, and entirely positive, thatit is the client herself who starts to imitate our posture and words (un-consciously). This is the perfect moment to lead the client and suggestsomething more challenging to her.

PHRASING

You must pay great attention to the words that your client uses and theenergy she puts into them. The names of people that she talks aboutare also very important facts to remember.

If you can use the same expressions as your client, you will earn pointsin rapport. Among these expressions, metaphors are the most power-ful ones. Try to explore as much possible the metaphors that are beingused. An excellent technique is to use a metaphor of the client to ex-

RAPPORT

The mirrcopie

exact po

of the c

the mat

mir

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plain something. This will reach very deeply into the psyche of theclient and have great impact.

You can also use themes that the client likes, such as her passions,and keep using them in future sessions to explain something or to giveexamples. This creates an incredible sense of empathy between youand the client. She will be glad that you are paying attention to whatshe says and at the same time she will understand much better what

you say.

The clients ideas are important keys to use when you speak in order tocreate and maintain rapport. For example, if the client talks a lot abouttravelling, Ill use the idea (anchor) that is already there because I knowit works in his mind.

BACKTRACKING:backtracking is a Coaching technique that consistsof summarizing the main points of a conversation by using the exactsame words that the other person uses. This tool helps the clientfollow the session and make her own short summary while listening tothe Coach returning to what she just said and using the same words.It is important to use at least the words we consider to be the mostsignificant among the ones that the client expresses, those that might

be conveying more about her value patterns. Backtracking can help usunderstand, for example, if we can move to the next phase of ROSA.It helps us understand if the client has finished what she had to sayabout that phase and that way we can figure out whether we can moveforward or not. You can use simple questions to do so::

3 Let me see if I got what you said - backtracking the conversa-tion using the exact words of the client - and then ending: Is thisis it or would you like to add something?

3 So what youre saying is...

3 Can I make a summary of your reality in relation to that slice?

This is one of the simplest and most important techniques when buil-

ding rapport.

When building rapport, avoid paraphrasing (saying the same thing inother words), but do quote. A coach quotes.

Mastery in Backtracking is being able to quote the last 20 minutes ofa session. This will leave your client fascinated and feeling that herCoach is really paying attention to everything she says.

Therefore, it is motivating to Backtrack at the end of each session andat the end of each phase of the ROSA.

The Coach shows confidence and agrees with the client, shows that

she is on her side and really believes that the client will succeed.

We must allow the person to be what she truly is, talkative or silent...Silent people also have things to say, it is a matter of asking the rightquestions.

NOTES When a session is not going well (the relationship is under stress) then the

focus should be fully on level 2 Rapport - Posture and Phrasing. The secret is to forget

about the rest and build rapport again. Once it is re-established, you can address the

problem.

LEVEL 3 - PROBING AND PATIENCE

Every new lev

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