Client Coaching – Making the Difference

The CAM Coach Mark Shields examines the skills that we all need to get the best results for our clients. This month’s blog we look more in depth at the proven Life Practice coaching model CASPA

business coaching

Developing Practitioner Coaching Skills

At the moment through their own admittance many CAM practitioners readily admit they deal with a set of problems presented by their client by fact finding the client problems and making a set of recommendations to deal with the symptoms. By applying a set of simple coaching principles CAM Practitioners can not only deal with the output of the clients problems ( the symptoms ) but can also apply a simple coaching model called CASPA (not the white ghost) to highlight and manage the cause that puts us in a much stronger position to help our client and eliminate their problems forever. So what is CASPA?

What is CASPA ?

CASPA is a client needs driven coaching model very similar in principle to the Human Givens coaching model which you may already be aware of. The human givens model focuses entirely on the presumption as human beings we all have a series of needs that need to be met. When these needs aren’t being met certain contradictory and conflicting behaviours can emerge, to compensate for this lack of personal fulfilment. These behaviours often result in many of the symptoms we find in our clients. Weight Gain, Stress, Adrenal Fatigue and so on.

Dealing with Cause and Affect

By applying CASPA to the main areas of our client’s lifestyle we can find the route cause of the client’s problem driving the behaviour we are treating. That puts us in a very strong position as coaches as we can treat the symptoms but most importantly coach the cause of the problem as well. This is known to coaches as cause and effect. When working with a needs driven coaching model such as CASPA it is common practice to segment our client’s lives into four main areas.
These are
1. Health
2. Relationships
3. Career
4. Finance

CASPA represents the following needs that in theory we all need to be met as human beings to remain happy and fulfilled.

  • Control
  • Approval
  • Security
  • Purpose
  • Achievement

By applying CASPA to the four main areas of lifestyle you would complete a SOD (scale of discomfort) score 1-10 (1 meaning feeling fine and  10 feeling terrible). With a max score of 200 obviously the higher the score in a particular area highlights areas of cause to pinpoint

So let’s look at this in Principle

Case Study Example

Gemma gets in touch with you her as nutritional therapist as she has problems with gaining weight and is very tired especially first thing in the morning and struggles to get out of bed in the morning. She has put on a stone in the last three months and feels highly anxious during certain periods and comfort eats to combat her feelings of anxiety. She has recently experienced her first panic attack

Currently some nutritional therapists would complete a fact find (Client Questionnaire + data interpretation of symptoms), food diary and possibly some laboratory testing.

You would interpret the information you had received and make appropriate dietary recommendations and supplements, if necessary. A follow up appointment would be booked six weeks later depending on their case. At this meeting you would review their food diary and any change in symptoms and make adjustments to the recommendations as appropriate. Some of you may see the client two or three more times.

Applying CASPA

By applying CASPA we would establish Gemma was in stage 1 of stress (fear and panic) and her stress / adrenal fatigue was caused by work related stress at work when in the presence of her boss. We would then agree a set of focused goals to formulate a strategy to combat the problem caused at work. When coaching in this way client buy in, trust and focus is paramount so it wouldn’t be unusual to see your client weekly for the first month to ensure progress and develop momentum. In addition to her diet and eating habits we would examine how she handled the stress mentally and would with her to develop a strategy to combat the stress looking at all aspects of her lifestyle.

GROW Model

The GROW model is a review process you would use weekly to begin with to review your clients goals, motivate and inspire your client and ensure momentum is maintained.
G goals
R reality
O options
W way forward

Summary

CASPA is a basic coaching model allowing you to quickly identify the route cause of your client’s symptoms. CASPA is very useful when the client is unaware of the reason they are behaving in the way they are. CASPA enables you to formulate actions and goals at the beginning of your clients first session, get straight to the point and structure a plan and strategy immediately putting the client back in control from the moment you meet them.

Today’s Practitioner Habits Forge Tomorrows Practitioner Behaviour

Today more and more CAM practitioners are learning new skills and increasing their value to their clients and their ability to increase their income. In fact my opening line at the recent CAM Conference was if you remember “become your clients coach”.

Our new Life Practice Academy offer online business courses which give therapist’s the business skills and knowledge to improve success in their clinics.Sign up for free today at the Life Practice Academy

CASPA Model Copyright Life Practice

 

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Are you ready to Change your career?

ARE YOU READY TO CHANGE YOUR CAREER?

ARE YOU READY TO TRY SOMETHING DIFFERENT?

ARE YOU PREPARED TO VENTURE OUT OF YOUR COMFORT ZONE?

Steve Nugent is an entrepreneur and currently owns three companies. that was until his life changed for the worse and he had draw on all his resources to find his way through a challenging time. Did NLP, famous for situations just like this manage to help him? Mark has been able to use such techniques and coaching skills to help me at a difficult time in my life. I find myself at a thought provoking cross roads where I am looking to identify the next steps of my own journey, which has led me, to date, on some lofty highs and lows where, at times, there was little light. Currently I am at the very beginning of the next Chapter, which brings great joy in levels of excitement, anticipation and freedom of choice, along with an equal measure of fear, of stepping again into the unknown, the fear of making the wrong choices with unidentifiable consequences which only such freedoms of choice provides…… Scary Huh!

So Why NLP? What Do I Expect?

Well on the surface I can give multiple reasons as to why I want to look at this area of study. But, what is slightly strange is that where the last chapter of my life came to an end I was left in a room with someone who is an expert in NLP. I have found that the word ‘expert’ gets banded about in the business world with the same frivolous abundance of many other business clichés and acronyms that we are subjected to….. It’s tiring at times ‘playing the game’ of identifying a genuine expert, this isn’t the case of finding just competence, that is easy, so I set about my normal routine of research and trial and error, fully prepared to pucker up and ‘kiss many frogs’ as I have been prepared to do many times in my life. But, to my great relief, after many exhausting, emotional and powerful sessions I found myself sitting in a room with one. How lucky is that? I could claim that it was down to my research but, as I have recently been discovering and embracing into my conscious that it was the law of attraction at work! Or, at the very least, the testament of how NLP has shaken off some of its mystery and now recognised in areas of counselling and coaching. I’ve digressed, back to the why and what do I expect? The why is also because I have always had a curiosity in areas of Psychology and the study of the mind, I see NLP as a practical extension of this specialist area of study. I am not an overly religious person and my upbringing hasn’t exactly been a smooth ride but, who’s has? I have an unconventional family (like many out there) who I love and love me unconditionally but, do take the warts and all approach. I have a wonderful partner who I have shared up’s and down’s with over the last 8 years and we have not only remained close but, our love grows stronger. The reason I mention my family is because this is where my early interest in Psychology was created, my desire to try and understand them and others and how it could make sense and my partner has been very supportive and understanding at very difficult times. But, why else NLP and what do I expect? Well on the face of things I could be considered relatively ‘successful’, I have owned my own businesses. I am competitive in nature and have always looked to push myself in all pursuits – however, I have never been totally happy with the results or fulfilled at my ‘achievements’! I feel I have come up short to where I wanted, I have never quite got the results I wanted, and I have been relentless bordering on obsessive with achievement. Others have basked in the sunshine of the success, whilst I have always settled for the shadow – it’s not that I don’t like the limelight, it’s just not what drives me. So what do I expect? Well as Einstein said when asked for his definition of insanity ‘Doing the same activity repeatedly but, expecting a different result’. So I suppose I expect to find different results, different goals and to be able to use the techniques and learning to fully execute along my new journey! Hey what’s the worst that can happen?

History and Overview of NLP

Starting with the history and from the research I have conducted I have found the following; Initial work was conducted in the 60’s/70’s at the University of California by Richard Bandler and John Grinder working alongside a team of anthropologists, social scientists and Linguists. The initial goal was to research methods of excellent psycho therapists and how they manage to achieve results, through this research a methodology emerged of its own. This was identifying others successful approach to a problem and modelling the behaviours and ways of thinking, then adapting these behaviours into a way that it can be modelled to achieve specific results. This was based around studying those highly considered leaders in their fields and identifying the approach, patterns and methods they were using to achieve results/solving problems. Such as the utilisation of speech patterns, tone, selection of words, body language – gestures, postures, eye movement and building a methodology of this model. Through the 60’s/70’s NLP started to find it’s foundations as a ‘new’ approach in neuroscience and became more established in the field of therapy and counselling. This was then adopted and adapted to other disciplines in business, sales, artists and sport.

Possible Applications of NLP?

So, what other applications and models can be extracted that could benefit utilising NLP techniques? Starting with an area that I have some experience, I can see lots of benefits that it can bring to Sales, Sales Leadership and Management, Human Resources and namely the identification of talent in the recruitment process and the ongoing personalised PDP (Personal Development Plan) for each employee. This would create great benefit for both employer and employee and will add a level of belonging, loyalty and repayment of the investment by the employee. Although, this has to be regularly updated and followed through by the employer so as not to be seen as superficial by the employee. It could also have some benefit and merit in the highly sales and bonus driven culture found in the Financial Services Industry. Where and individuals benefit is often found to be in direct conflict with the institution or on an even greater scale. Perhaps a way of modelling the moral and ethical behaviours as a approach to win back the confidence of the tax payer In conclusion, do I expect NLP to, on its own, deliver results of above my expectations? Well at this point it is difficult to answer in isolation as I have not yet set a defined goal for an expectation to be met. That said, I have never been one to settle for second best in terms of a result or in life. So a base level expectation of NLP will be for me to learn new skills and techniques that I can utilise in all areas of my life to provide better results. After all, what would the point be in taking these first steps of a new journey? Written by Steven Nugent Note from Mark: Steven is currently attending our Integrated NLP, Hypnotherapy & Coaching Training Diploma as I write and I am hoping to have him write his thoughts in my next blog once he has completed this course. To see further information on this course please visit http://www.lifepractice.co.uk/nlp-hypnotherapy-training Here is our video to give you a taster.

Consistently Sustaining A Profitable Practice

It is important to understand that when it comes to business planning we look at the Short Medium and Long term plan of any Business. This often goes overlooked and business owners focus on just one plan if any at all.

Ensure your business plan caters for the short, medium, and long term future of your business typically 1, 3 and 5 years. You will need to be flexible and able to adapt as the business world and market changes as we progress into the millennium years.

Short Term Plan =       6 – 12 Months

Medium Term Plan =   12 – 36 Months

Long Term Plan =        36 – 60 Months

You should commit to forecasting your business results in line with your short medium and long term plan. You should include anticipated appointment levels, income levels, activity, your different income streams and costs.

Short Term Plan =     6 – 12 Months

This plan would include the following

  • Start up Actions
  • Renting of Room
  • Ordering of Stationary
  • Creating first Website
  • First attempt at Advertising and Marketing

Medium Term Plan = 12 – 36 Months

This plan would include the following

  • Ongoing review of Action Plan
  • More Advanced Marketing Campaigns
  • Joint Ventures
  • Adding new Income Streams
  • Media Marketing
  • Personal Development
  • Adding new Therapeutic Disciplines
  • Formulation and Addition to ProductRange
  • Review / Change of Premises
  • Effective Change Management Program
  • Ongoing CPD
  • Data Marketing
  • Business Development

Long Term Plan =      36 – 60 Months

This plan would include the following

  • Effective Change Management Program
  • A review of Short and Medium term Business Plan
  • A more Strategic view of your overall Business Proposition
  • Merging or acquiring new businesses
  • Product Development
  • Keeping up with Economic and Legislative change
  • Attainment of further qualifications
  • Ongoing CPD
  • Strategic Business Development

And the list is endless and can go on and on.

Modeling Tip

Achieving success is one thing consistently sustaining a successful practice is something entirely different.

If we look at the success ratios of any practice over 30% fail in the first twelve months and only 8% remain profitable five years on.

This is why its imperative you ensure you have a five year business plan, split into the three segments of short, medium and long term.

Although it may appear that the three categories above are divided into three action plans, they are not.

They are 1 plan and 1 plan only

A good Practitioner should have 1 Business plan including short, medium and long term actions. This is how you keep up and manage change and stay ahead of the competition.

You simply include short medium and long term actions in the same plan and review the plan every month.

The key is to apportion your time in a sensible way as often short term action seem more pressing than an action you have five years to complete

The key is to dedicate your time to your business plan using the following time weightings

  • Short Term Plan         70%
  • Medium Term Plan    20%
  • Long Term Plan          10%

Think of these as three juggling balls you have to keep in the air all three all the time.

Conclusion

Writing a Business Plan is important, writing a meaningful Business Plan that captures the short medium and long term future of your business is paramount to the long term sustainable future of your practice

20121209-101707.jpgFurther details on how to set up and enjoy a successful Complementary & Alternative Clinic or Practice “The CAM Coach” book is now available to buy from http://www.thecamcoach.com

About The Author

Mark Shields, Life Coach, Author, Media expert and Motivational Speaker, is Managing Director of Life

Practice UK, specialists in Personal And Business Coaching. Contact: Tel: 01462 431112  info@lifepractice.co.uk

http://www.lifepractice.co.uk