Reflective Listening – Dealing with Anger
Anger shows up — at work, at home, in the middle of a coaching call. The instinct is to smooth it over and move on. But people who don’t feel heard don’t move forward. Here’s how reflective listening acknowledges both content and emotion, plus the well-meaning responses that shut people down.
Want Their Buy-In? Ask Questions!
More on the skill of enrollment: John Smith is an attorney. He meets George at a business mixer. George has some legal issues that John believes he can help with so they set a meeting. (While I use the attorney example, these principles apply for whatever business you are in.) The first pre-meeting question John […]
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.” (https://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 […]
Enrollment – The Art of Collaborative Communication
 “Leadership is the art of getting someone else to do something you want done because he wants to do it.” ~Dwight D. Eisenhower Over the next month, I am going to re-publish some of my older works on enrollment, leading up to my enrollment workshop on June 19 (below). Then I will resume our […]
Persuasive Communication – First Understand Their REALITY
Last night, I had a great meeting with several attorneys in Sacramento. We were discussing “Persuasive Communication: Getting others to do what you want them to do, because they want to.” I was teaching a tool I call “enrollment” and a model of enrollment called “REALITY.” I learned a lot from these attorneys last night […]
Sell Without “Selling,” Part VIII – Yes!
I am wrapping up my series on the Selling Without “Selling”. Let’s look at step #8, “Yes!” from my REALITY model of enrollment. Of course by now, you know that “enrollment” is a way of supporting another person by offering a product, a service, or simply a solution; a way of communicating with another person […]
Sell Without “Selling,” Part VII – Teach
Let’s discuss step #6, Teach. You will remember that “enrollment” is a way of supporting another person by offering a product, a service, or simply a solution; a way of communicating with another person that inspires them to move forward with something they want by using something you have. Enrollment is a way to interact […]
The Easiest Way to Find the Solution to Any Problem
Often attorneys and managers have similar characteristics. For one thing both groups, which overlap to a great extent in law firms, tend to spend a lot of time figuring things out on their own. I am not sure why this is. I think both groups, believing they have been hired for their talent, fear that […]
Enrollment is Everywhere
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. Last night, I was watching my current favorite show – Friday Night Lights. Tammy Taylor (for the uninitiated, she is a guidance counselor who was then […]
Tell Me What’s Going On
Pamela Jones is an estate planning attorney. She took my Enrollment & Accountability class and shares here how she uses the skill we have been writing about to truly gain understanding of a client’s desires and needs, so she can enroll that person in the service that is right for her. Check out Pam’s website […]