NLP Techniques; 6 Ways to Grow Your Business 2/12/2009
In this Issue
Institute News
NLP Techniques
LCI Spotlight
Specialty Streams: Life Cycle Coaching
6 Ways to Grow Your Business
Coaching Club: Update
Live to Coach (LTC): Update
Quote of the Fortnight
Student Notice

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Editor: Sandra Poletto

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Copyright: 2005 Life Coaching Institute (Aust)


Welcome to Edition 116 of Coaching Inspirations. This is the second last edition of 2009 - and what a fast-paced year! In this edition's main article, we explore a few techniques from one of coaching's most popular contemporary approaches: NLP.


Also in this edition: LCI's Life Cycle Coaching Specialty Stream; 6 ways to grow your business to the next level; Live To Coach and Coaching Club news; and upcoming Certificate IV & Diploma TeleClasses in 2009.


Enjoy your reading!





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Institute News

How about a course that fits into YOUR LIFESTYLE,

And not the other way around?


Institute courses are developed to maximise your learning experience. Your course is self-paced and extremely flexible. This means you can easily fit your studies around your lifestyle, allowing you to accelerate through your course or progress at a moderate pace.


Regardless of how fast you choose to progress with your studies, you will have the full academic and administrative support of your Local Student Fulfilment Centre.


As Australia's leading Life Coaching training provider you are assured that your course curriculum is of world leading standard and will equip you with the knowledge and skills you require to practice as a professional Life Coach.


The Institute's academic team is there to assist you with your studies from enrolment to graduation. The comprehensive academic support systems have been designed to make your studies as enjoyable and enriching as possible. Some of the support services you will enjoy include:


  • Access to local Student Fulfilment Centres and specialist support in Brisbane, Sydney, Melbourne, Adelaide, Perth and Sunshine Coast and private assessors in Hobart, Darwin and Gold Coast.

  • Cleverly written, purposefully designed and easy to understand learning materials that include individual workbooks, unique industry specific coaching case studies, practitioner tools and worksheets and fully referenced and categorised books of readings that represent over 55 leading coaching texts.

  • A dedicated national Study Assistance Hotline that puts you in direct contact with a team of accredited Coaching Advisers who are on hand Monday to Friday, 9am to 5pm (EST) to support and guide you on your way to the successful completion of your coaching qualification.

  • A comprehensive and easy to navigate virtual campus on the web gives you the option to submit assessment via e-mail, access practical workshop timetables for each state, contact your Coaching Advisers to ask a question and network with other students through the community forum.

  • FREE Tele-Classes allow you to be part of an interactive study group which focuses on particular units of the course. Each week you can listen in and interact with your accredited coaching advisor and fellow students as you learn how to apply the knowledge, skills and coaching expertise presented within the course.

  • There is also a series of required 2-day Skills Workshops that allow you to apply, practice and refine your newly formed coaching skills under the guidance and expertise of an experienced Life Coach. These workshops are conducted in a class room setting with a small group of fellow students.

  • You can also elect to be a part of an active student network where you can communicate via phone or e-mail with other local students and become part of an active study group or form a study partnership with someone you connect with.

Want to learn more? Visit today!


You can also click here to request additional Course Information or click here to download a Course Prospectus.

NLP Techniques

Neuro Linguistic Programming (NLP) is a popular theory used in the world of coaching. It focuses on how people perceive and make meaning of their world and works with these perceptions to help people understand and make changes to the way they perceive their world.


In this article, we explore some techniques used by NLP practitioners.




As many of the current theoretical models advocate, rapport is an essential ingredient in building the relationship between coach and client. Within the theory of NLP, it too states that rapport is essential to any successful communication including the coaching environment and that it is one of the three essential elements for creating change (Collingwood & Collingwood, 2001).


Rapport, in NLP, is developed through the use of a number of aspects including:


  • Matching the representation systems.
  • Matching body rapport including posture, breathing, gestures and eye blink rate.
  • Matching voice rapport including tone/pitch, volume, timbre/resonance, speed and intonation pattern.
  • Read through the following and have a go at the exercise in your own time.

Practising Rapport: "To practise rapport building, matching another person’s non-verbal signals; the rate and rhythm of their movements, the rate of their breathing, the rate of blinking their eyes, and the postures they assume. If they do something which would be uncomfortable for you, match it by doing something else in the same rhythm. This is called cross pacing.


When non-verbal signals are relatively easy to match, turn your attention to their voice. Match the relative pitch between theirs and yours; match the rhythm and speed of speech, the resonance and the intonation patterns" (Collingwood and Collingwood, 2001).




Reframing is a technique used in NLP to consider a situation or conflict from another perspective to bring about change. For example, Kelly has just separated from her husband of ten years and is feeling uncertain about her future. A reframe of this situation could be that Kelly can now go out and investigate what she likes and focus on herself for a while.


There are numerous techniques used by NLP practitioners working with clients to reframe a situation. We will now investigate one such reframing technique.


Reframing With Two or More Parts: This technique is used when two or more parts are in conflict with each other. For example, work versus leisure.


It investigates the intent of each part (ie. Work pays my bills which makes me happy vs. leisure time make me happy) and invites them to work towards the same intent (makes me happy) to lessen the inner conflict (ie. I have to work to pay my bills so I can enjoy my leisure time and this makes me happy).


Let us investigate the steps that can be applied to coaching (adapted from Collingwood & Collingwood, 2001). There is an example of the steps on the script below.


  1. Externalise each part that has an interest in the conflict. This can be by imagining each part outside yourself, see a representation of the part, hear it as a voice, or feel it outside your body. See the diagram to the right for a visual representation. Refer to lines 9 to 12 in the script.

  1. Assume each part has a positive intention, purpose or function for its behaviour. Invite each part to state its intention both to conscious awareness and to the other part/s involved. This can be done by expressing the intent as images, in words or in feelings. For example, the intent of work is to earn money. The intent of leisure is to have fun. Refer to lines 13 to 14 of the script below.

  1. If the intents of the parts seem incompatible, investigate the intents further (ie. the intent of the intent of the intent) until coming to a mutually compatible intent. For example, the intent of work is to earn money to pay my bills so that I can live comfortably and have leisure time which makes me happy. The intent of leisure is to have fun to make me happy.

  1. Now ask the parts if they would prefer to integrate with each other to become one composite part or if they would prefer to work together in mutual cooperation. Acknowledge the responses and ask them to wait until you invite them to proceed. Refer to lines 21 to 22 of the script.

  1. Turn your attention inward and ask yourself if there are any objections or concerns in relation to integrating the parts. For example, how do I feel about these parts working together or becoming one? If there are objections, use the same process to establish intent and do not proceed until all objections are clarified (ie. go back to step 2). Refer to lines 23 to 24 of the script.

  1. Invite the parts to either integrate with each other to become one composite part or work together in mutual cooperation (depending on what was decided in Step 5). The diagram shows a visual representation of this step. Refer to lines 25 to 26 of the script.

  1. Now ask the new super part to integrate back into your body and spread evenly through all your physical and personal space. See the diagram for a visual representation. Refer to lines 27 to 28 of the script.

  1. Now imagine being in a similar situation where the conflict had arisen before and ask yourself the following questions: How is it different? Is it more comfortable, resourceful and useful? Refer to lines 29 to 30 of the script.

Adapted from: Collingwood, J., & Collingwood, C. (2001). The NLP Field Guide. Double Bay, NSW: Emergent Publications.




The transcript begins as a normal coaching session with the coach working towards establishing rapport with the client through matching voice and body movements.


Coach: Hello (name), welcome to your first coaching session. What brings you to my office today?


Client: Well, I’m just so frustrated with work at the moment.


Coach: Mm-hmm.


Client: I'm just sick of having to go to work... I just got back from holidays and it was great not to have to worry about anything and just have a great time.


Coach: So, you feeling frustrated with work and you’d rather be on holidays.


Client: Yes, that's correct.


Coach: I'd like to do an activity with you to look at the situation at hand. Would that be ok with you?


Client: Yes that's fine.




Coach: Let’s get started. Firstly I want you to externalise each part- one for work and one for leisure. I would like you to imagine the parts outside of your body as a representation.


Client: (Imagining that one side they see the word "work" and on the other side "leisure").


Coach: How did you go with that?


Client: (using hands to explain the process) Great, I am visualising the word "work" on my left side and "leisure" to my right.




Coach: Now what I'd like you to do is to assume each part- work and leisure- has a positive intention. It is important for each intention to be positive so that we can move forwards. State each intention out loud for me.


Client: Ok... The intention for work is to pay my bills. The intention for holidays is to have fun.




Coach: Great... Let's look at the intention of work for a moment... to pay your bills. What is the intent of paying your bills?


Client: So that I can afford to live comfortably and take holidays.


Coach: And what is the intent of you being able to live comfortably and take holidays?


Client: To make me happy.


Coach: Let us take a look at your holiday intent... What is the intent of having fun?


Client: I guess it is to make me happy also.




Coach: Excellent, so both underlying intents are to make you happy! Now for each part, ask them if they would like to integrate with one another or whether you would like them to work separately in mutual cooperation.


Client: They would like to integrate to become one.




Coach: Ok, now what I want to do to is ask yourself how you feel about the two parts becoming one. Are there any concerns or objections that you might have?


Client: (thinking) No, I am ok with that.




Coach: Now I would like you to visualise these two parts coming together in front of you.


Client: (thinking)




Coach: (pause whilst client is thinking) Once you have done that, I want you to visualise bringing this one super part back into your body spreading throughout your personal and physical space.


Client: (thinking)




Coach: (pause whilst client is thinking) I want to take you back to the thought of preferring to be on holidays and not going to work. How do you feel now?


Client: I feel ok with going to work because that will lead to my happiness.




  • Collingwood, J., & Collingwood, C. (2001). The NLP Field Guide. Double Bay, NSW: Emergent Publications.



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LCI Spotlight

Team Up With Hundreds of Successful, Progressive-Thinking Coaches... and Skyrocket Your Business Growth!


Use their tools, apply their strategies, pick their brains and take their knowledge to DRAMATICALLY escalate the growth of your coaching business.


Don't miss out on the most important opportunity of your coaching career! Here are some of the resources you'll access with a free unrestricted 30-day pass into the INNER SANCTUM of the world's coaching elite:


  • The industry leading 104-lesson eCourse (UCBBP) that steps you in detail through every process required to build a flourishing coaching business.
  • Dozens of 'fill-in-your-business-name' marketing and operational templates.
  • Audios and Podcasts by some of Australia's leading Business Leaders and Master Coaches, discussing their most intimate business and coaching secrets.
  • Access to the country's most exclusive coaching networks, previously only open to the coaching elite.
  • A Bookclub with over 75 world-renowned publications.
  • Videos, life tips and strategies, interviews, plus much more.

CoachIQ Coaching Club is a resource rich community for practising and aspiring coaches. It contains ALL the necessary information, resources, templates, networks and intellectual property you need to avoid costly pitfalls and implement powerfully effective strategies to build a flourishing coaching business.


Don't miss out! Visit today and become a member today.



Develop Your Coaching Skills and Expertise with Ongoing Access to Premium Quality Professional Development...


...For Just $0.88 a Day!


Coaches looking for professional development training can take full advantage of Counselling Academy (CA), the country’s largest online PD portal for mental health professionals. CA offers courses in a range of interest areas for coaches, including:


  • Neuro-Linguistic Programming
  • Cognitive Behaviour Therapy
  • Solution Focused Therapy
  • Narrative Therapy
  • Coaching Strategies
  • Time Management
  • Conflict Resolution
  • Anger Management
  • Anxiety

All programs are accessible online, 24/7, and with Counselling Academy’s tailored memberships you can access over 50 online courses and 25 video presentations for as little as $0.88 a day!


To find out more, visit  

Specialty Streams: Life Cycle Coaching

Life Cycle Coaching relates to the various stages people encounter throughout the lifespan, the changes that occur and the impact that this has on individuals.


This stream focuses on childhood, adolescence, adulthood and old age as well as on specific life cycle issues such as parenting, career choices and couple relationships. Furthermore, the impact of events such as death and retirement are considered and strategies for dealing with life changes in general.


In this stream students will learn about the stages of the human life cycle and will be equipped with strategies for coping with life transitions. 'Change' is an inevitable part of life and effective ways to assist clients manage change will go a long way in helping them lead a fulfilled life.


Upon completion of the Life Cycle Coaching Specialty Stream students will gain an awareness of their own life cycle and how it may impact their role as a life coach. Students will also learn how to apply specific life cycle coaching techniques.


Are you ready to become a Life Cycle Coach? Then contact your Local Student Fulfilment Centre TODAY!


Brisbane: 1800 108 000

Regional QLD: 1800 102 202

Sydney: 1800 683 882

Victoria: 1800 683 883

South Australia: 1800 683 880

Western Australia: 1800 683 881

6 Ways to Grow Your Business

They say success is harder to maintain than to achieve. It is true that once you are on top, you can only maintain or go down; thus, coaches who have successfully started their business need to be aware of the importance in thinking strategically towards the expansion of their practices. With today’s dynamic market, it is a matter of survival.


To help coaches continue to expand their business we’ve devised six effective strategies.


1: Referral


At this stage you will already be coaching some clients. One of the most leveraged and cost effective strategies for coaches to get new business is through referral. Many coaches claim that up to 80% of their new business comes by way of referral.


If you’re doing a good job coaching, your client is most likely already discussing your service with their family, friends and peers. And importantly, these people are already seeing positive attitudinal and lifestyle changes taking place in their friend. This serves as a valuable endorsement to your service, your coaching abilities and the coaching process.


You should already have a structured referral process in place. This process should include actively asking your clients for their referral. As much as clients may be enjoying your service and actuating the benefits it prevails, providing referrals is not always top of mind for them. So it is up to you to initiate the referral process and actively request referrals.


The way in which you structure your referral process is entirely up to you. Common referral systems include:


  • Vouchers for client referrals: Usually a discount would be provided to the referrer (your client) for providing the referral, and a discount or free session would be provided to the referee as a promotion of your service;
  • Letters of Endorsement;
  • Group coaching sessions;
  • Introduction and networking nights;
  • Parties and events.

Simple Referral Rules:


  1. Be Proactive. Don’t wait for referrals. Ask for them and make them a systematic part of your marketing plan.

  1. Make it EASY for clients to refer. Have a systemized process for asking for referrals (i.e. letters, vouchers, events etc); a simple process for clients to make referrals; and a process for tracking referrals.

  1. Provide a benefit and/or reason for referring. Provide a reason why your clients should refer your service.

  1. And thank them when they refer with a reward.

2: Newspaper Advertising


Newspaper advertising can be an effective means to market your coaching business. The consideration that you should be most mindful of here is your budget. Print media advertising can become expensive depending on the newspaper (or print media) and frequency. You should be well advised to monitor your expenditure and conversion (Client Acquisition Costs).


Newspapers and press media do however provide you with an excellent medium to spread word of your service to a large audience. Depending on the publication, it may also provide you with a well targeted medium. By targeted, we mean the specific group that you consider to be your ideal client.


That group may be defined by age, profession, gender, marital status, income, geographic location, etc.


3: Flyers and Pamphlets


Flyers and pamphlets are a fairly common means used to cost effectively target a specific geographic area. Within this geographic area you may also target a specific group. For instance, you may deliver your pamphlets to Post Office Boxes in the city to target Business Coaching Services.


4: Seminars, Workshops and Group Events


A good way to leverage your marketing dollar is to market a product or service to a group of people. This can be achieved by delivering a seminar or workshop on a topical subject. Or it could involve a group coaching session – possibly to a referral group or through a host beneficiary relationship.


This marketing system, done effectively, can be a very powerful way to accrue new clients very quickly.


5: Press and Public Events


Another way to spread word of your services is to speak about coaching at various press and public events. There are literally hundreds of opportunities where you can do this. The key is to always be networking and keeping your eye out.


6: Radio


Whilst radio can be an expensive advertising medium, particularly in city areas, it can also reach a large and targeted audience. To reduce the cost, it may be possible to reach an agreement with a group of coaches through your professional network and affiliations that will distribute the cost evenly amongst all participants.


To reduce competition for clients you may source coaches that deliver services in another niche or geographic location. You could also consider promoting a public forum, like a seminar, workshop or information session, and distribute clients evenly amongst the coaches.


Coaches in Australia can take advantage of Coach Radio (, an online broadcasting radio station specifically designed for the coaching industry.


Recommended Readings


The following books contain great strategies to help you grow your business:


  • Selling the Invisible by Harry Beckwith
  • Influence: The Science of Persuasion by Robert Cialdini
  • Stealth Marketing by Jay Abraham – self published, visit
  • Guerrilla Marketing by Jay Conrad Levinson
  • My Life in Advertising and Scientific Advertising by Claude C Hopkins
  • The E Myth Revisited by Michael E Gerber



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View this article online! Simply visit and click on the view button to access current and previous editions of Coaching Inspirations.


Who are we? Click here to find out more about the Life Coaching Institute!

Coaching Club: Update

Have you joined the hottest club in town? CoachIQ Coaching Club is a resource rich community developed to assist coaches build flourishing businesses. It's packed with proven templates, resources and training for coaches and coaching enthusiasts.


We're diligently working to expand your resources. If you are not yet a member, here's an overview of what's going on...


Featured Resources


Case Study - Helping a Client Stop Smoking


This is a straightforward scenario - your client’s goal with coaching has been expressed by the following question: “I want to be healthy but can’t stop smoking. What can I do?”


As the coach, how can you assist this client? As we are all aware - smoking can be one of the hardest addictions to break and there are many helping professionals out there assisting individuals to do so, including doctors, hypnotists, counsellors and quit help lines.


As a coach presented with this situation the first question you might need to ask yourself is what can I as a coach do, particularly if the client has tried a lot of alternatives already.




Audio - Top 3 Ways to Get Clients Fast


Clients are the backbone of your business. Rob Carrigan and Simon Clarke discuss the most powerful and effective ways to get clients fast. These practical and cost effective strategies will ensure you’re never short of clients.



Live to Coach (LTC): Update

Live to Coach ( is LCI's official Blog. It's packed with great articles and information for coaches, personal and business development enthusiasts. Here is a review of the latest posts:


Helping a Client in Managing People


Your client approaches you with the following question: "I've just been promoted but I don't have a clue how to manage people. How do I start to do learn what I need to do?" Master Coach Terry Neal answers...


In this situation your client may have come to you with a feeling of panic or at the very least feeling "ill at ease" with the thought of being a manager of people. They may have never been in a working situation where they had to interact constantly with their fellow employees face to face (for example, they may have been an "on the road" representative for a company visiting and staying in contact with their customers sometimes face-to-face, but mostly over the phone and/or via email).


They may also have been working in the same office each day and have gone from being one of the staff to being the manager for a section of the company. Also, they may have come from an entirely different organisation to work for this new company and this is a promotion for them.


Whatever direction they've come from, it would be useful for the coach to know this background information in order to assess the client’s current knowledge and skillset against their needs.


Click here to continue reading this article...



Quote of the Fortnight

"A successful individual typically sets his next goal somewhat but not too much above his last achievement. In this way he steadily raises his level of aspiration."


~ Kurt Lewin

Student Notice

The following Teleclasses are scheduled for Nov-Dec 09. Click on the link to retrieve the complete timetable along with booking information:


REMEMBER: To access TeleClasses you must make a booking.


Certificate IV & Diploma TeleClasses


Thursday, 03/12/2009

6.30 - 8.30 pm: Workbook 7-9


Thursday, 10/12/2009

6.30 - 8.30 pm: Workbook 1


Thursday, 17/12/2009

6.30 - 8.30 pm: Workbook 4 & 5




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