But First, the Rapport

If you want something – anything – that involves another person (and when does it not?), you will need to engage in some level of enrollment.  See last week’s blog for the definition of “enrollment.”  (http://www.mclarencoaching.com/enrollment-the-art-of-collaborative-communication/)

We use the tool of enrollment every day. Sometimes we use it successfully; sometimes not so much. Often others enroll us instead. We are always enrolling or being enrolled.

And, it turns out, you canNOT enroll people unless you gain rapport with them.  What is rapport?  Rapport is a level of trust or comfort, without which most conversations are unsuccessful.  Unfortunately, we often try to “push through” even when it is obvious that rapport is missing.

Last night, I was watching my current favorite show – Friday Night Lights. Tammy Taylor (for the uninitiated, she was a guidance counselor and then principal of a high school) went to a poorer school to work as their guidance counselor. What she found was the school staff was so used to many of the kids blowing off class and being disrespectful, they had adapted by ignoring it and claiming they could do nothing about it. Instead they focused solely on the children who were coming to class and making an effort. Tammy came in like a knight on a white horse and said, “We’re going to change things,” raising her sword valiantly over her head. Silence. Not surprisingly, the other teachers at the school were resistant to her attitude and all that she wanted to change. They didn’t want to help her, or get involved. They complained that they didn’t have the time; they were already doing too much.

They wanted to enroll her in doing nothing.  She was frustrated.

One day she heard they were all going out for a weekly happy hour. At first she thought, “I can’t believe these guys have time to party but they don’t have time to help these kids.” Then her husband said, “Why don’t you go with them?” She said, “I don’t know them. They don’t like me.” He said, “Let them get to know you.” So she went; and by socializing with them without an agenda, she began to gain rapport; and one of them then asked her to talk more about the program she wanted to develop for the kids.

REALITY is our model of enrollment. It starts, and it ends, with RAPPORT. Build rapport; maintain rapport. You cannot enroll anyone in anything until you have it.



If you are interested in this and want to learn more, come to our Sacramento training in June!

Enrollment is the Art of Collaborative Communication.

Enrollment is a specific communication skill that is effective everywhere. Using this skill will vastly improve all your results – in business and elsewhere throughout your life.

When you master this skill of communication, you will be able to enroll:

• potential clients and customers in hiring you, buying your product or service
• people in referring business to you
• your staff into doing their jobs and doing them well
supervisors in supporting you in doing your job
team-members in working together
clients in paying you on time
• your children in cooperating with you

In this workshop, you will learn the R.E.A.L.I.T.Y.™ model of enrollment – a specific communication tool that will afford you the results above and more.

Participants will learn how to:

• quickly and easily create rapport and trust with others
• ask the right questions to generate a high degree of ownership and follow through
• listen so others feel heard
• speak in a way that others are inspired to take committed action
• create win-win agreements
• help people overcome perceived obstacles in order to create tangible outcomes

June 19 (Tuesday)
1:30pm — 4:30pm
$140/person for 2 or more from same company

Register today:


“Cami has taught me that effective communication and enrollment is NOT about getting someone else to see things your way. Effective communication, and the concept of enrollment, is about truly listening and understanding the other person or the other side. With this understanding, you can communicate more effectively and advance your objective with someone else in a way that causes them to be really committed, because they really believe it for themselves. It is a way to find common ground and value that often leads to a better result than just convincing someone to do it your way. Cami is an incredible teacher of these subtle nuances in communication and learning just a small fraction of these skills has made a world of difference in both my personal and professional life.”

–Heather Johnston, Owner, Sapphire Law Group

About the Author

Picture of Cami McLaren

Cami McLaren

is the owner of McLaren Coaching. She has been coaching professionals and leaders since early 2008. She runs Transformative Coaching Essentials, a coach training program that produces first rate Professional Coaches and "Coach-Style Leaders." She coaches individually and works with organizations to improve communication, time management, productivity and ultimately bring greater results.

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