The “Results System™” is about results, right? We talk about “starting with the result in mind.”
But, how do you know the client is working on the right result?
YOU’LL NEVER KNOW IF YOU DON’T…
Ask. The best way to find out if you’ve gotten to what the client really wants is to ask the question, “If you had that result, what would it do for you or what would it give you?” If they have a further answer beyond the initial one, then that new answer may be the actual result and the first, a goal. To be sure, ask again, “If you had that result…”
Keep going to peel back the layers until 1) the client starts to repeat the same answer signaling you’ve reached the ‘end of the line’, or 2) they seem to be getting impatient. Always, any deeper exploration of this kind helps.
PORING (OVER) THE CONCRETE
If the client’s articulated goal is something fairly tangible or concrete such as “I want a million dollars” or “My kid is accepted to college,” then chances are you haven’t quite gotten to the underlying result.
When asked, the “Million Dollar” answer may become “Freedom” or “Peace of Mind” or “A Meaningful Life” or “Fulfilling my Potential.”
Clients have different comfort levels with abstraction. Some easily move to the bigger, more conceptual results. Others find it difficult to depart from the more pragmatic. Pursue it as far as the client will allow to help them get the most.
So, the greatest help you can give your client is helping them distinguish between what is a goal and what is a result.
So often, the presenting goal is what the client thinks they want. However, upon further examination, they discover that the specified result is really their anticipated strategy for getting what they think they want.
However, that strategy may not be the best way to get there. Their assumptions or expectations may be limiting their perceived choices.
Will “Losing 20 pounds” really give them “Self-Love” and” Joy?” Maybe. Maybe not. Or, perhaps there are some other companion goals like “Set Better Boundaries” or “Reduce My Impatience” or “Expand my Spiritual Life” that are needed to accompany the fitness activities to really reach that joy.
Only when they know the “bigger picture” can they make the best choices about their options for actions through their goals.
Why search for a deeper result? Because change takes motivation, perseverance, and some grit to be sustainable over time. What you are after must be sufficiently motivating to the client to keep them working at it long enough to effect the change.
“Getting My Website Up and Running” is a lot less inspiring than “Freedom to Do What I Want.” Find what is truly behind “the website” and they can find the energy to do the heavy lifting.
ENGAGE AT WILL
Consider using this process when discussing a new client’s coaching goals (results) at the onset of your coaching engagement. Clients come to coaching thinking they want one thing but turn out to be seeking something else.
Using this method helps them to quickly get to the heart of what they really want to gain from their coaching experience.
With the Results Roadmap™, use this method to help the client become clear on what the Desired Result is that they want to create the roadmap about. Often, they come up with something like a “Marketing Plan” or “Better Health” when what they really desire is a “Sense of Peace” or, “Fulfilling my Purpose.”
Getting to that higher result creates a broader understanding and enhanced Action Calendar that gets them what they really want
THE POWER OF NOW
In the Results Accelerator™, the Now Goals on the Goals Panel represent the results they want immediately and signal on-going themes for the client over time.
If the Now Goals they articulate trend toward the more concrete side, try questioning them about those goals to see what the result is behind them.
While a “New Car” might be what they first say as a Now Goal, getting to the fact that they really want “Freedom and Flexibility” gives them a broader perspective beyond just an automobile. It opens their perceptual lenses to see more solutions during their Results Accelerator™.
THE RESULTS ARE IN THE SYSTEM
So, there you have it. For the Results System™ model to work best, the client needs to set their “eyes on the prize.” Helping them get clear on what that actual prize is creates a satisfying and fulfilling coaching experience for your client.