WeCreate International Coaching Certification Manual

by WE CREATE
THE FUTURE.
TODAY.
I nternati onal Certi fi cati on
COACHING
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COPYRIGHT INFORMATION
Intellectual property
Daniel S Nogueira and Marta Ferreira
danielsanogueira.com
Authors
Daniel S Nogueira,Marta Ferreira
and Joo Capela
Graphic design
and illustration
Sofia Pedroso
sofiapedroso.com
ALL content of this manual is copyri-
ghted. All rights reserved. Any part of
this manual cant be used, reproduced or
transmitted without permission of Da-
niel S Nogueira or We Create, Lda. The
videos available on Youtube are property
of their respective authors.
WE CREATE
THE FUTURE.
TODAY.
INDEX
I YOU ARE ALREADY A COACH 10
II THE 4 Rs OF COACHING 12
III WHAT IS COACHING? 14
IV INTERNATIONAL COACHING PRESUPPOSITIONS 20
V ROSA 1.0 26
VI ROSA 2.0 29
VII RAPPORT 55
VIII ROOTS 81
IX RESULTS 96
X TOOLS AND TECHINIQUES 101
XI THE COACHING ETHICS 105
XII THE FIRST SESSION IN PRATICE 107
XIII THE LAST SESSION 109
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WELCOME TO
THE FIRST EDITION OF THE
WECREATE INTERNATIONAL COACHING
CERTIFICATION!
Congratulations. If you are reading this manual it means that you parti-
cipated in the International Coaching Certification by WeCreate. It me-
ans that you have participated in our intensive 60-hour training with
one of our Master Coach Trainers, that you had at least 80% success
on the exam(s) and completed other study requirements. And above all,
that you have carried out (or are about to) at least 12 hours of coaching
evaluated by us. Congratulations! You are either now a Certified Coach
or soon to be one.
But get ready, because it is only now that your journey really begins.
You are only a Coach to the extent that your clients reach their desired
results. And in a sustainable manner. I repeat: your level of compe-
tence as a Coach is directly proportional to your ability in helping your
clients get to the destinations that they aim for. Being certified is only
the first step, a critical first step, but still a very basic one.
Practice. This is without any doubt the most important word for your
next phase of evolution as a Coach. Practice. Practice. Practice.
And the purpose of this manual is to be of help and support, to serve
as a reminder, to provide hints and clarifications while you practice.
It is above all a support tool, but also a study tool. When you decide to
take your next step by doing the Master Coach Course, your prepara-
tion will include studying all the material in this manual as a mandatory
prerequisite.
Therefore, Congratulations. On your marks. Get set. And practice,
practice, practice.
The International Coaching Certification of WeCreate was created ex-
plicitly for you! Its main objective is to transform potential coaches
into excellent ones. It aims to help reveal and accelerate your evolution
towards excellence as well as to enable you to guide your team or your
clients to attain it.
From focused people to coaches of excellence...
The purpose of this manual is to complement the days of classroom
training that you received with WeCreate. We recommend that you of-
ten revisit this online manual, as it will be updated regularly with more
text, exercises and practical tips for your day-to-day coaching. To stay
interactive and aligned with the pedagogy of the subconscious, we su-
ggest that you always take notes, lots of notes as you read the manual,
so you can indeed use the information that youve gone through over
time. One reason for making this a consultative online document is to
enable you to always keep your own manual up-to-date, with our help.
This manual is not scientific work. Neither is coaching. Above all, your
research should be focused on developing your own personal coaching
style and on understanding what coaching is for you. Since you are a
Certified Coach of WeCreate we know that you have already integrated
a big part of the contents of this manual as it was presented to you.
From now on, both the course and this manual should be used more
for support than as policy and should slowly start accompanying your
practice.
Here youll find the essence of what we find most important to con-
vey in the area of coaching. Since were unable to go through all this
material during our training days, youre welcome to contact us as you
start working with it on your own and questions come up or you want
to know more about any of the contents presented here.
We want to take this opportunity to wish you an excellent continued
training! What you give will determine what you receive and take with
you! Our only advice is that you practice a lot, as it is the only way to
grow and move on to getting other results than you have had in the
past.
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We hope that this training course will be meaningful to you! We know
with certainty that it will be for us and therefore we would like to con-
clude this brief introduction by thanking you! Yes, thank you for sharing
your most precious asset with us: your time!
Have fun, this will make it much easier to finally start taking those
steps towards the results you seek, or becoming even better at helping
your clients to do the same!
Wishing you many excellent training days!

Daniel S Nogueira
WeCreate MasterCoachTrainer Trainer
hello@danielsanogueira.com
+351.93.777.4.123
TIPS FOR USING 100% OF OUR MANUAL:
(P) Participate. A lot. This is a very small number of pages compared to
the amount of experience that is needed in the area. We actually only
have about 60 hours of training and these pages, to help you change
some of the paradigms that you have about coaching, about yourself and
your clients. Forever. So, take a deep breath, switch your phone to silent
mode, straighten your back, find your focus, get present and ready to
participate. Take this opportunity and read the manual as if you had to
repeat the course.
(E) Engage. You have a lot to learn from WeCreate, just like so many other
people who did the certification with you. Get in touch with others who
are studying the manual and interact, share, take initiative, get excited
and involve others. Enjoy the international community of WeCreate Coa-
ches. Share through coach@danielsanogueira.com.
(M) Memorize. On the following pages, well be sharing the best tools for
coaching and results! Theres a lot of information. Brain overdose alert.
Thus weve reduced it to a minimum, the essence. Focus on knowing
at least the contents of this manual by heart. Concentrate as much as
possible. Take lots of notes. Many of the same. The more you type things
over and over again, the better your brain will understand the importance
of the material. Question, write, reflect, analyze, adapt, go deeper, and so
on. Enjoy the material.
(S) Surprise us. Go further. Exit the box. Direct your energy outwards. Be
your most sublime image of yourself, more determined, more intense. Be
the change you want to see in your work and business, today, here and
now, with us. Strive for excellence. In yourself. In us. In everyone. Enjoy
the coincidence of being here to create your future, today, now...
And above all, have fun. We very much hope that this manual will exceed
your expectations, but more than anything, we hope it can help you to
significantly duplicate your results. Were going to create a new world
together, and everything starts today. Thank you once more and Congra-
tulations for being here with us and for being a WeCreate Coach...
Daniel Sa Nogueira
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INTERNATIONAL CERTIFICATION COACHING YOU ARE ALREADY A COACH
I
YOU ARE ALREADY
A COACH
Every human being is born a coach, whether she knows it or not.
All of us have already helped someone, during our life, to solve a
problem.
All of us have already shared a word of encouragement.
All of us have already made someones life easier.
All of us have already sat down with someone to listen to her reality.
All of us have already challenged someone to go further.
All of us have already said something that changed someones life,
without even knowing it.
All of us have already left someone thinking about what we
said or did.
click the video
to see it
In other words, all of us have already helped someone take a step fur-
ther and be happier. Thats coaching.
A coach helps another human being with the most fundamental ques-
tions of life...
By using questions!
The quality of a coach is measured by the quality of his or her ques-
tions.
What are your dreams? What is your potential? What have you already
done thats spectacular? What makes you feel happy? What have you
learned from your successes? What do you believe in? Who are you
and who can you become? ...
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INTERNATIONAL CERTIFICATION COACHING THE 4 RS OF COACHING
II
THE 4 Rs OF COACHING
The triangle of the 4 Rs represents the essence of
coaching.
To WeCreate, if you become an expert in the-
se four Rs, you are a Coach! This is your
base! The rest is stars that youll learn to
master in the long run. Your first focus:
becoming extraordinarily good at each
of these Rs!
A brief description of each element:
ROSA -This is the method of the Coach. It is the basic tool that you will
use during your sessions. It is an eternal guide that in time will become
part of your DNA. A coach is someone who speaks in ROSA, thinks in
ROSA, trains and helps in ROSA.
ROOTS As a coach, you can only go as deep with your client as you
can go with yourself. Therefore you must learn to deepen and streng-
then your roots. What is really important to you? How is your self-con-
fidence and relationship with yourself? A coach has self-knowledge
about her values, beliefs, level of confidence and limits. Nothing anyo-
ne says about you should surprise you!
RAPPORT The ability to make anyone trust you within a few minu-
tes. As a Coach, you should be able to adapt to different types of people
and quickly and easily generate empathy and trust with any of them.
RESULTS - If there are no results, there is no coaching. Coaching is
geared towards action and obtaining results. You also need to know
how to measure the results, whether they are objective or subjective.
This is the big difference between coaching and other practices, as we
will discuss further in this manual.
Mastering these four elements will make you a great coach! Someone
who is well ROOTED, who can create RAPPORT within a few minu-
tes, who dominates ROSA and the structure of a session, is someone
who will be able to deliver RESULTS. And this is the reason why your
clients choose coaching.
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INTERNATIONAL CERTIFICATION COACHING WHAT IS COACHING?
III
WHAT IS COACHING?
4-word definition:
Freeing Potential Through Action
Coaching is a process It has a beginning, middle and end. The
Coach does not solve anything by just pushing a button. The length of
the process is generally 2-3 months depending on the situation and
response of the client. This is the time-span that we advise for achie-
ving meaningful results through ten one-hour sessions, in person or
not, depending on the availability of the client and the expertise of the
Coach.
... that aims to... The Coach supports the client in setting goals and
creating a strategy to achieve desired results through the very process
of coaching. The goal is to help the client achieve results in her focus
area, for example health or relationships, spirituality, finances, career,
family, etc.
develop Coaching is about working with the potential that the
client already has within. The Coach does not create anything, just
works on what already exists in order to enhance it. While focusing on
the development of technical and emotional skills, the coach acts as an
external eye to the client, so that she can see objectively where she is
(present state) and where she needs to go (future state) with minimum
effort and maximum fun.
Technical definition:
Coaching is a process that aims to develop, challenge, support and
empower people to reach their full potential, personally and professio-
nally, in a sustainable manner, through the use of questions!
challenge... Throughout the sessions, the Coach has to challenge
the client to go further and to think of many more and diverse solu-
tions, in order to step outside her comfort zone. Coaching works as a
form of encouragement and monitoring, tailored to the personal
development needs of each client.
...support At the same time, support: do not judge, really listen,
be there for the client, give positive feedback. The Coach is someone
who is always there even when the results are not yet the desired
ones. The Coach has the patience to unconditionally support the pro-
cess of the client.
empower The Coach helps the client work on new skills, with the
aim to thereby empower her to achieve self-realization, reach her goals
and align her life with her values, mission and life purpose. Note that if
the Coach uses a lot of teaching, it becomes training, not coaching.

click the video
to see it
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...sustainable... - In coaching, we work to deliver sustainable re-
sults. We do not want the client to become dependent on the Coach or
on the process itself. As soon as possible, we begin to use strategies
to ensure the autonomy of our clients and to make them become their
own coaches after a while.
...reach their full potential... Coaching is about ACHIEVING re-
sults. During the coaching process, the Coach will work to keep the
client in action, so that what is aimed for actually happens. All of us
possess a HUGE potential that we can use to achieve everything we
want.
...questions... - This is the basic methodology of coaching. We de-
velop, empower, support and challenge through questions. Questions
are powerful enablers that will help raise the consciousness level of
our clients.
COACHING IS ABOUT THE FUTURE
During the coaching process, the Coach will focus on making the client
think about the present and the future. This is the main difference be-
tween coaching and therapy, apart from the extent of formal education
(minimum 5 years) that psychologists have in comparison to coaches.
The Coach can listen to what has happened in the recent past of the
client, but does not focus on going deeper into this aspect of the situa-
tion. Instead, she guides the client to focus on the present and most of
all on the future: So, what do you want to achieve today, regarding this
problem in your family?; What are your future dreams in this area of
your life?.
The Coach is not focused on knowing what caused the trauma or pro-
blem, but concentrates on moving beyond it and making sure that by
the end of the ten sessions, the client has also acquired the tools to
solve other problems and challenges in her life.
Coaching requires three key elements:
A Client (Coachee): the person who undergoes the process of co-
aching in order to acquire new skills and strengthen exis-
Coaching is the
process that
aims to develop,
challenge, support
and empower
people to reach
their full potential
professionally
and personally,
through questions.
ting skills. We recommend using the term client instead of
coachee, as it helps to distinguish it better from the word
Coach and implies a more professional relationship be-
tween the two.
A Coach: a professional qualified to lead the process of coaching.
An opportunity, challenge or problem: Opportunity, because it is
not necessary to work on a problem. A client can be satis-
fied with their job, but seeking a Coach to work on being
promoted, for example.
On the other hand, there may be more than one opportu-
nity, challenge or problem and also all three at once, sin-
ce there are always opportunities behind every problem.
When there are several problems or opportunities, the Co-
ach assumes that the client is able to solve them all. Howe-
ver, the coaching process needs to focus on one at a time
and solving it before moving on to others.
THE CROSSROADS OF LIFE
The key moments for a client are at the crossroads of life, i.e. when
two roads diverge and the client does not know which way to go. This
is where a Coach can really make a difference.
In these situations, as stated earlier, we will not decide for the client
nor give any advice, since the task of the Coach is simply to facilitate
reflection on the two paths, to ask about the crossroads, and even to
take a few steps back if the client wishes to do so.
Even if the choice seems wrong to the Coach, the client is the one who
should decide which road and action to take.
Coaching is also:
3 Very future-oriented
3 Making the client move into action through weekly tasks
3 Having a clear vision of what goals to reach
3 Helping the client develop an action plan
3 A process that provides development, direction, innovation and
constant support
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Benefits of Coaching:
3 Opportunity for individual reflection that increases our level of
consciousness about ourselves
3 Increase in our capacity to influence various situations in our
lives
3 Gain of greater structure and focus
3 Constant feedback and support throughout the process
There are mainly two types of Coaching: Life Coaching (where the
process is most suitable for our personal lives) and Executive / Bu-
siness Coaching (where more work is done in the professional area).
Over the past few years, coaching has become specialized in various
areas. We now also find terms such as Relationship Coaching, Health
Coaching, Management C oaching, Emotional Coaching for Teams, Le-
adership Coaching etc.
Another major advantage is that this tool can be used formally (in in-
dividual sessions or with groups) where we help our clients get closer
to their goals in many areas of life as well as informally where we use
it as a point of view when relating to our friends, family, children and
ourselves. Imagine the power of not only helping others but also being
able to increase their capacity to take responsibility. No doubt, coa-
ching is a transversal tool that applies to many different areas in our
professional and personal lives.
THE DIFFERENCE BETWEEN COACHING AND
OTHER PRACTICESS
Despite being a relatively new discipline, the distinction between co-
aching and other practices is clear. The term itself arose from a me-
ans of transport (taking someone from one place to another) and this
remains its basic meaning: to bring someone (the client) from A to B.
The difference between coaching and other approaches:
Mentoring. A process whereby a professional with expertise in a par-
ticular area helps you to increase your level of knowledge about it. A
mentor is someone who gives advice based on her vast experience in
the area that you want to explore.
Therapy. The greatest distinction of all between coaches and thera-
pists, psychologists, psychiatrists etc., is the number of years of aca-
demic preparation and how governmental institutions regulate the ac-
tivity of the latter. Therapists etc. are trained to help their clients with
complex issues from their past and present. A Coach does not have
this preparation and should not, nor has the technical ability to stir
up the past of her client. Therefore, the Coach focuses solely on the
present and the future of the client and has no therapeutic ambition.
Consulting. Offers experience and expertise in certain business areas.
A consultant can work with an entire organization or part of it and is
usually a person from outside the organization that brings in her know-
-how to help increase productivity.
Training. A process by which we gain knowledge and skills. The trai-
ner is usually an expert in a particular area, with the objective to help
people learn and acquire skills specific to that area.
past
THERAPHY
present
future
COACHING
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INTERNATIONAL CERTIFICATION COACHING INTERNATIONAL COACHING PRESUPPOSITIONS
IV
INTERNATIONAL COACHING
PRESUPPOSITIONS
The international presuppositions of coaching are general principles
that guide the practice of coaching around the world. They are a kind
of ethical rules that are vital to use in coaching sessions.
But even more importantly, these ten presuppositions need to be roo-
ted in the DNA of the coach and lived fully by her.
1 - QUESTIONS
The Coach has the questions and the client the answers
The Coach always starts from the principle that the client has the
answers. Even if the Coach knows the answer she should not say it,
and this is often complicated. A challenge. The client has to discover the
answer for herself; even though she may then realize that this was not
the best answer and that there are more suitable ones. But this makes
the client feel in charge of her process. A major benefit of coaching is
the power that it gives to the client!
For this to happen the Coach needs to find and ask questions, because
there are no answers, only questions. If the client asks, What can I do to
solve this situation?, the Coach asks Have you already done something
to solve it? or Is there anything you can do right now? Try to avoid
responding with solutions as much as possible. This way, the Coach will
lead the client to finding the best answer... for herself.
The coaching
process is for
the client. The
coach only
facilitates the
process.
I, AS A COACH, NEVER KNOW THE SOLUTION!
That is, as the Coach does not know the psyche of the client, she must
remain detached and calm, allowing the client to pursue at her own
pace, without interfering. The process belongs to the client!
2 - RESPECT
The map is not a territory
Each person has her way of being, her World Map (the perception that
each of us has of the same reality). The way one person sees a situation
is never identical to someone elses way. Everyone interprets the same
events differently and react accordingly.
Thus, the map of the client has true value and merit and the Coach res-
pects this principle by holding the point of view that her own map of the
world is not the only correct one. For example, a Coach who is married
must respect the client who has three girlfriends and is looking for a
fourth. A spiritual coach must understand the world of a client whos
in the military. If you cannot respect the world map of your client, then
youre not the best Coach for her. The best option then is to not con-
tinue your sessions and instead suggest that a colleague takes over.
Suggestion: Do everything in your power to keep your client, even if
you dont agree with her world map. This is because by your fifth ses-
sion you will have the necessary rapport to take on the challenge of
asking something like:
Is that really what you want for your life?
Dont you need something bigger in your life?
In conclusion, it is only natural that a Coach develops an opinion about
what is happening with the client, but she must still respect the clients
world map and use open questions that are genuinely tolerant.
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3 - FEEDBACK
There is no failure, only feedback
Everything that happens to the client during sessions and/or outside
of them, is an opportunity for the Coach to get feedback. For example,
if a client hasnt done her homework, this is not failure but feedback
to the Coach. Perhaps the homework was too complicated, maybe the
Coach did not convey its importance, or the client is still very focused
on another area.
Failure is short-term psychology; its what you see in the moment.
Feedback on the other hand, is long-term psychology. We believe that
the client will understand, if she hasnt already, that its not about not
being capable. Instead, its about taking in feedback about the situation,
learning from it, polishing the rough edges, and continuing until you
can do it. A good example of this kind of psychology is when babies
start to learn how to walk. They will fall many times and try over and
over again to remain standing, but never will a parent think that their
daughter has failed and will never walk, only because she fell. In other
words, she did not fail, she simply got feedback.
4 - RESOURCES
All people have the resources within them
or can acquire them.
The coach treats the client as someone who is always rich in resour-
ces.
The potential that lies in all human beings is very big, giant really. It
enables all of us to achieve any goal that we set ourselves in life... and
the Coach knows this reality. Therefore we will never criticize the goal
of a client that may seem impossible in the eyes of the Coach, because
the client has all the resources she needs within her, or can acquire
them! Many clients will try to convince you that they are not capable of
something and do not have these resources within them. As a Coach,
you have fully embrace this assumption and know deep inside that they
are perfectly capable!
5 - BEST OPTION AT THE TIME
People always choose the best option
that is currently available,
especially given their context.
For example, if a client yelled at a co-worker, the Coach should assume
that this was the best option that she had available at the time. Whether
the Coach finds it good or bad does not really matter, because for that
person it was the only option available, given the context.
Thus the process of coaching is very humble. The Coach puts herself
into the shoes of her client, staying present and concerned.
It is very important that the Coach does not impose her own limita-
tions on the client. Furthermore, she can choose to accept the limits of
her client, or to go around them. Never forget that your client always
comes from a context that is different from yours and that her family
history, religion and education among other things, is what guides her
to make choices which are always the best option at the time.
6 - CAUSE AND EFFECT
Each person creates her own reality.
The client is the energetic centre of everything that happens to her. In
other words, it is she who creates or attracts her own reality. Thus, the
Coach should always assume that what is happening to the client was
in some way created by her, whether it is an accident, an argument, or
even the case of being fired. The same applies to positive events.
As a coach, and this is why you should always respect others world
maps, you do not to say that the client is guilty. Instead, you keep asking
questions.
Your session will then be focused on trying to understand what motive
led her to create this reality. If you do not believe that your client crea-
ted it, you will also not believe that she has within her all the personal
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power needed to change or modify it!
Therefore, as a Coach, you need to take this presupposition into your
own life, and aim to deepen it to the fullest, until you reach the point
where you believe that you can influence everything that happens in
your life.
7 - ACTION
If you want to understand, act.
A Coach believes that action is needed to understand a problem, chal-
lenge or opportunity. Its not enough to say that something has been
understood on the mental level. Coaching is about action! It does not
matter how much your client understands or knows about a subject.
What matters is how much she acts!
Hence, all sessions have a compulsory homework ending. What will
you do in this direction?, When?, With whom?.
8 - FLEXIBILITY
If youre not getting results, do it differently.
Between the two of them, the Coach needs to be the most flexible, be-
cause if the client is not getting results, new approaches are needed. In
other words, since the Coach believes that the client has all the resour-
ces within her, if there are no results it is because the Coach has to be
more flexible. What works with one client does not work with others.
Einstein said, Insanity is doing the same thing and expecting a diffe-
rent result. If youre not getting the results you want, do it differently!
9 - POSITIVE INTENTION
All behaviour is based on a positive intention.
All human behaviour is driven by positive intention. This does not mean
it is all good behaviour, just the intention that created them. Let us ima-
gine a dramatic situation: someone who screams violently at another
person may be wanting to feel safer, calmer, have more justice ... The
intention is good but not the behaviour! As a Coach, you know that
what your client does or doesnt do is based on a positive intention.
10 - NON-IMPOSITION
None of these presuppositions are important
to your client
All these presuppositions are for you as Coach to internalize and use
in your sessions. The idea is not that you should now impose on your
client to use questions, stick to a positive language and refrain from
judging other peoples World Maps... The pre-suppositions are made
for you and aim to orient the coaching process.
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INTERNATIONAL CERTIFICATION COACHING ROSA 1.0
V
ROSA 1.0
ROSA 1.0 is about going through each letter of the ROSA during a ses-
sion or an informal conversation, without expanding on any of them.
The starting point is helping the other person to identify the Reality
(Whats up?) of their situation and understand what the problem or
challenge is. Then, to speak about the Objectives (What do you want?)
and note what the person wants and aspires to. After thinking about
the goals, its all about encouraging the other to find solutions (How
can you get there?). And finally, because the Coach believes that re-
sults come from action, its about agreeing on a piece of homework
that is in line with the best solution found (Out of all these ideas, what
you can do next week?).
ROSA 1.0 is used in more informal coaching with friends and acquain-
tances and in more situational coaching that is fast and focused on
action, where the client already knows what you want. Moreover in
situations where there is no need to go deeper into understanding the
emotions, beliefs and values of the client.
EXAMPLES OF QUESTIONS: LETTER R
3 What made you want to come and see me?
3 How can I help you?
3 How happy / satisfied are you?
3 How do you feel about that?
3 What is the path youve followed so far?
3 What works best in your life at the moment? What can and
should be improved?
3 On a 0-10 scale, how satisfied are you in this area?
3 What is your biggest challenge?
3 How are other areas of your life?
3 What else? Tell me more.
The fundamental Reality question is: WHATS UP?
EXAMPLES OF QUESTIONS: LETTER O
3 Where will you be in a year?
3 What is your biggest dream?
3 Where would you like to go?
3 What is your most amazing vision of this situation?
3 From 0 to 10, how important is this goal to you?
3 Can you see your goal? Describe in detail what it looks like.
3 If you had a magic wand that could solve this problem, what
would your new situation look like, what would you like to see
happen...?
The fundamental Objectives question is: WHAT DO YOU WANT?
EXAMPLES OF QUESTIONS: LETTER S
3 What can you do?
3 What are you doing right now to solve this situation?
3 What do you think is the best way to reach the objectives?
3 Do you know someone who can help?
3 What are some things youve never imagined doing?
3 Let us list a series of possible steps.
3 Can you give me 10 solutions? And 10 more?
3 If I were in your situation, what advice would you give me?
3 If you had all the money in the world, what would you do?
3 Who could help you solve this situation?
The fundamental Solutions question is: GREAT! AND WHAT ELSE?
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INTERNATIONAL CERTIFICATION COACHING ROSA 2.0
EXAMPLES OF QUESTIONS: LETTER A
3 What will you do this week?
3 What is one thing you could do without much difficulty?
3 Which of these solutions can you start with today?
3 What is your next small step?
The fundamental Action question is: WHAT ARE YOU GOING TO
DO? WITH WHOM? WHEN?

During a coaching session, the letters R and S have a divergent func-
tion, allowing you to fully open the flow of ideas. The Action phase
then has a fully convergent function, specifying what will be done, as
seen in the following diagram.
VI
ROSA 2.0
The purpose of this manual and the International Coa-
ching Certification is to learn to use ROSA 2.0. The
MasterCoach Certification goes more in depth
with 3.0 coaching and the MasterCoachTrainer
Certification is about 4.0 coaching.
R(EALITY)
The Reality phase is usually the longest
one in ROSA (especially in the first session). It is a
very important phase because it is where we find out about our clients
current life situation and start building rapport with her.
If this phase is well done, the rest comes quite easily and naturally.
99% of your clients will be focused on the problem, i.e. living the Pro-
blem Psychology. They will have the tendency to always see the ne-
gative, even to amplify it as they go along, by finding more and more
reasons that feed the negative aspect of their situation.
Everything around them, whether it is their home situation or even the
state of the country or the world, strengthens their ability to see how
bad their problem is, which contributes to killing all hope for impro-
vement, and opportunities ultimately go unnoticed. Their situation is
always the worst it can ever get. In fact, they tend to see that their life
has always been that way.
Your goal at this stage is to collect as much information as possible
about your client and different aspects (both good and less good) of
her life. The Coach has two tools for helping her client get out of the
ROSA 1.0
ROSA 3.0
ROSA 2.0
ROSA 1.0
ROSA 3.0
ROSA 2.0
What?
Who?
when?
baby
b
aby
30
31
INTERNATIONAL CERTIFICATION COACHING
hole that she is focused on and have a conversation about the broader
reality of her life.
FLUFFY PUFFY VS COMPLICATOR
At the stage of Reality, we find two main types of
people:
COMPLICATOR
This is the type of person who will claim that they are not able to solve
their problem and who also believes that the situation is so big and so
bad that there actually is no solution.
ROSA 2.0
In this case, let the client speak for five to ten minutes about this, but
then it is essential to make her say something positive about it with
questions like:
* Whats good about it?
* What do you like about your life? (Maybe on the same sub-
ject or another - see Guide to the First Coaching Ses-
sion)
By doing this we motivate the client for the rest of the ROSA. Its re-
ally a question of energy. If we dont address the positive aspect (of
the particular situation or of another area of life) we will not have any
energy for the Objectives phase.
The conversation gets very depressing and not very motivating when
the client manages to convince herself (and often the coach as well)
32
33
that there is no solution. By adding together both positive and negative
aspects, we create tension and a spark of energy to move on. At the
same time we get to find out what truly motivates the client, whether it
is family, a passion that she has or others things.
FLUFFY PUFFY
This is the opposite of the type above. This is a person who has re-edu-
cated herself and grown convinced that its good to have problems and
that they are there for a reason. She has a super positive perspective
on life, but possibly a bit exaggerated. Problems are always positive
and she does not understand that they may have negative implications.
To the question So is this problem hurting you? she will promptly
reply, Oh, it isnt. Its good to have problems, they bring along many
positive things and are just what they should be. In this case, the Co-
ach has to make the client talk about the problem and the aspects that
are negative or less good. In other words, we must find out what hurts
enough for the client to realize she needs help with something and that
not everything is going well after all.
As in the previous case, we need to create an inner shock in order to
generate energy for the Objectives phase. In this case it is necessary
to do so by making the client suffer a bit, or to get her out of her
comfort zone in order to become aware that there is something she
wants to change or do differently. If we do not have a challenge, an
opportunity or a problem we cannot do coaching.
Both the Complicator and the Fluffy Puffy should identify both good
and bad aspects of the subject matter. Moreover you should not move
to the Objectives phase be fore this is done. At this stage, the more
the client is aware of her own reality, the better the Coachs picture
will be of that same reality. Both types of clients need to enter the area
of challenge, leaving the reality that they live in and gaining a broader
awareness of the reality that is.
Only with this awareness will there be fuel to create goals and pro-
gress to the next stages.
PIZZA OF LIFE
The clients reality is like a big wall. Something she nee-
ds to overcome to reach the other side, the side that she
wants to be on. Although the wall is large, the client will
tend to concentrate on a small part of the wall: a hole, a
brick to paint etc. About 98% of people are focused on
the small holes of life, which only increases their size
and importance.
Implementing a real change in your life means looking at it as a whole,
from various angles, analyzing all its weaknesses but also all the pos-
sibilities. In doing so the client becomes more aware of who she is.
The pizza is divided into four distinct areas (linked to the four elements
and the four personality types) and twelve slices:
EARTH AREA (PRACTICAL WORLD)
Money. How is your bank account? Do you have any debts? Do you
think you have enough money or do you need more to have
the life you want? And what about material goods such as
a home, a car, travel?
Health. Are you healthy? Do you have any chronic illness? How do
you nourish yourself? Any sports? Do you feel alive?
Job/career. Are you doing something you like? Feel satisfied with
your career? How many hours do you work per day? What
is your level of productivity?
WATER AREA (EMOTIONAL WORLD)
Romance. Do you have a love relationship that satisfies you? Do
you love and are you loved? Are you feeling happy and
complete without being in a relationship?
Family and Friends (with a big F). How do you relate to your chil-
dren, parents and friends?
Contribution. Are you helping create a better world? Any voluntary
work? Donations? Satisfied with the help you provide?
ROSA 2.0

o
f

l
if
e
m
o
n
e
y
h
e
a
l
t
h
w o r k / c a r e e
rr o
m
a n c e
F
r
i e
n
d
s
f
a
m
i l
y
c
o
n
t
r
i
b
u
i t
i o
n
d
e
v
e
l
o
p
m
e
n
t
p
e
r
s
o
n
a
l
s
o
c
ia
l

l
if
e
h
o
b
b
ie
s
peer gro
up
l
e
adership p
ersonal
l
if
e

p
u
r
p
o
s
e
P
earth
E
water
M
air
S
fire
m
e
a
n
in
g
34
35
AIR AREA (MENTAL WORLD)
Personal Development. Do you read books, participate in training
courses, invest in yourself and in your learning/develop-
ment?
Hobbies and Social Life. Do you have a social life that satisfies
you? Do you have free time to do what you like?
Peer Group. Groups of people (friends, family etc.) that challenge
us and pull us forward. Do you have people that encourage
you? How often do you meet with them?
FIRE AREA (SPIRITUAL WORLD)
Personal Leadership. How do you relate with yourself? When you
look at yourself (on the inside and the outside), do you like
what you see? How is your confidence and self-esteem?
Life Purpose. How much of your day-to-day do you dedicate to
doing what you love most?
Meaning of Life. Do you have a faith? What do you believe in? What
is the energy that encompasses all? Why are we here on
this planet?
The Pizza of Life is a very deep tool, to be used both by the client and
the Coach to develop their roots. It is a practical way of examining all
areas of our lives.
It is essential to distinguish between the importance that a client at-
tributes to a slice, and her degree of satisfaction with it. Its not about
how much you have of this or that slice, but rather how satisfied you
are with this area. For example, a person who is not religious does not
have to have a zero in the area of the meaning of life, if she is comfor-
table with that area. But if she does feel that she needs to work on her
faith, then the value will inevitably be less than 10. Another example,
someone who lives in a rented house, travels by bus and goes camping
on holidays, may have a 10 in the money slice, if its a person who does
not value material goods. Someone else, who lives the same kind of
life but aspires to have a beach house, a great car and travel to exotic
places, will assign a lower value to this slice.
The client may want to add or remove a slice, and split others. However
the most important thing is to recognize the four main areas (PEMS)
and the importance of all the slices for your happiness and for gaining
a more balanced life.
When the pizza is filled out, once again, you
will address the positive and less positive
aspects of it. At this stage, you should
ask your client:
3 Which 2 or 3 areas/slices
feel good/strong at the
moment?
3 Which 2 or 3 areas/
slices need a little more
attention and some im-
ROSA 2.0
1. What is the current situation?
2. Concrete examples
3. Objectivity through facts
4. Ask: what, when, where, who?
REALITY
RESUME
36
37
provement?
This way you gain even more information about the current situation of
your client, which may be very helpful during the rest of the coaching
process.
LEVERAGE SLICE
After evaluating the pizza of life we dedicate ourselves to hel-
ping the client choose a leverage slice. We can explain that
coaching is about gaining focus, by having only one target to
hit at each moment in time. This does not mean that we wont
work on any other area; it just means that we first need to solve
one slice, one priority slice.
The question to use is: Which slice, if you increase your satisfaction
with it by one or two points, would improve the biggest number of your
other pizza slices?
You can ask your client to select any 5 slices, then 3, then 2 and ask:
Imagine that I am the genie in the lamp and I can help you bring one of
these slices to a 10, which one would you choose?
If your client clearly has a slice that she wants to work, you can proce-
ed with this one right away.
The leverage slice is not always the slice that got the lowest rating.
Therefore, we should not influence the decision of the client.
A few tips:
3 If the client chooses a slice that she gave a high rating, its good
news for the Coach, because it will be relatively easy for the
client to improve it further;
3 If the client wants to choose a new slice in the next session, no
problem. Remember that we are just chauffeurs. Early on in the
coaching process, the client may do some reflection and then
want to choose another slice.
3 Until the leverage slice is resolved (rated much more positively)
or under control by the client (it only being a matter of time), we
DO NOT change the slice along the way. We only do so once
we have delivered the wanted results. If we change the slice in
each session it becomes difficult (if not impossible) to deliver
results, which also become much less sustainable. Coaching is
not a process with a magic wand that can transform a slice in
an hour!
3 No area is more important than another and the numbers
that the client uses to evaluate only mean something to her.
Remember that YOU SHOULD NOT JUDGE anything about
the pizza of your client. It only needs to make sense to her.
O(BJECTIVES)
Now that we know the current reality of our client, it is time to move
on. At this point, we no longer speak of problems or challenges. That
was back in the previous phase. Now we just want to know about
Objectives!
In Coaching we work with two types of objectives:
GURU OBJECTIVES AND BABY OBJECTIVES
All of us, more or less consciously, orient our action
through goals. But we do not always take the right
steps. There are people who consciously do, but there
are many others who, without being conscious of it, hurt
their feet, run without knowing where theyre going, or
stop halfway.
We can identify two types of goals, which we should use to our advan-
tage:
3 Guru objective a goal that is so big, so big, that theres a voi-
ce in our head that thinks its impossible to accomplish.
3 Baby objective a goal that is so small, so small, that we are
absolutely certain of achieving it.
ROSA 2.0
The slice of
leverage is the
one in which
if there is any
improvements
will positively
affect other
slices of pizza.
The Baby-
Objectives has the
unique purpose
to increase client
confidence.
38
39
Guru and baby objectives psychology is natural to us, not something
we learn, nor something we can unlearn. For example, it activates
immediately if were in a car accident, if anything threatens our survi-
val or the survival of our loved ones. We then forget whether we are
confident or not, successful or not, rich or poor and we only care about
finding a solution. This is natural; we always have an ultimate goal in
mind while at the same time staying present to the immediate objec-
tive since that is what makes us define the next small step towards
reaching our guru objective. And we get so engaged that nothing will
distract us from our guru objective. Now, this psychology should not
get triggered only unconsciously in moments of survival, but also be
applied consciously in our lives in general, in our everyday. And yes, it
can be activated!
Always remember that an objective is only at the guru level if there
is a voice inside you that laughs, finding it impossible to achieve; and
a baby objective is only one if you are sure that you will achieve. It is
therefore essential to dream, to look farther and reach beyond what
our minds can visualize.
But beware; if we focus solely on our highest goals, we will never le-
ave the realm of dreams and, over time, we will lose self-confidence.
Achieving goals involves taking small steps every day, defining reaso-
nable steps that slowly but surely bring us closer to our guru objective.
Success depends on a combination of both. We must therefore learn to
live life with very big guru objectives and very small baby objectives!
Most people that feel unhappy have developed a guru psychology but
not a baby psychology, or vice versa. The former always want more
and are never satisfied with their daily achievements. The latter live
through small steps but cannot think big, so the little steps wear them
out and monotony or apathy reigns.
Having a great guru objective without setting baby objectives leads
to frustration, anxiety and impatience. Setting baby objectives without
having a big guru objective, leads to disinterest, discouragement and
lack of direction.(Trate a Vida por Tu, pg. 111).
META+
Our objectives should be:
Measurable - Objectives should be very concrete, so that when we
reach them, we can check off mission accomplished. For example: I
will spend 3 hours a day with my family instead of I will spend more
time with my family.
Emotional: Objectives should contain grand adjectives that provoke
a lot of emotion, so that the brain gives them more importance. For
example: I will wake up shining and full of vitality, ready for a new day
of fun and productivity.
Timed - Objectives must have either a date or a frequency, or both. For
example: Starting tomorrow, I will be home by 8 pm every day to have
dinner with my children or I will train every day, starting on Sunday.
Achievable - We need to believe in the objectives that we set and know
that they are possible to reach. For example: I will write a book next
month. If you think your goal is too ambitious, you had better adapt it:
Ill write one chapter in the next month.
Positive (+) - Goals should be stimulating
the positive. Neurolinguistics say that
everything that we define as positi-
ve encourages us and everything
that we define as negative
defeats us. For example: I
will not smoke anymore
is wrong, while I will
breathe 100% oxy-
gen and make air
cleaner for myself
and for others is
more correct. Or,
on day x, I will
weigh y pounds,
instead of I will
lose weight.(Trate a
Vida por Tu, pg. 155).
ROSA 2.0
1. What do you want?
2. What do you really want?
3. What is the Guru-Objective?
4. What is the Baby-Objective?
5. What is the dream? (the most importan is
to make the client talk about his dreams)
6. In a perfect world? (For those who have di-
fficulty in define Guru-Objectives)
7. Meta+
OBJECTIVES
RESUME
The meta+
model is used
to specify the
target-guru.
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41
Why do we need to have these two opposing energies? Exactly for the
same reason as the positive and negative energies in the Reality phase.
We really need a guru objective, since the effort that the client will have
to make and the person she has to become to get there, will make her
reach much further than if she had set an intermediate goal. Coaching
is about dreams, about the best of the best for each area of our lives!
The important thing is not whether or not the client gets there, but that
the road she travels takes her much further.
Moreover, every journey starts with a small step! We need to create an
objective so small, so small that the client is absolutely sure she can do
it! Why? To get her motivated quickly, to achieve success and above all
to convey the baby objective psychology. We need to make our clients
realize that coaching is about big and small steps! The baby objective
in itself is not important, but we need to introduce this step here so that
your client begins to celebrate every little step that she takes, every
piece of homework that gets done.
Coaching is about forming a person with both guru and baby objectives
psychology! Someone who wants to go really far and at the same time
is super happy with everything that she has already achieved!
Notas: If a client has a very big guru objective to reach in a short time, and the Coach
thinks it is not possible, we can ask the client to convince us that it is possible. On the
other hand, if the baby objective is very big, we do the same.
S(OLUTIONS)
Encouraging creativity is equally important to teaching children ma-
thematics, Portuguese and science! This is what later on will separate
intelligent adults from true geniuses who are able to create something
new, revolutionary and innovative in whatever area. It is those who
mark others, society, science and the world who ultimately make a
difference.
40 IDEAS
In fact, we are all creative. We have all been children, we
have all been creative, and so what happened? What is it that
makes our creativity die? The fact is that our society limits
our creativity, while forgetting that in a grey professional
world, creativity makes the difference!
ROSA 2.0
clique no vdeo para o
activar
42
43
Anyone who is creative grows through challenges, simply because
they put their creativity at the service of what is not working. They go
off immediately to search for a solution. And this is available to everyo-
ne. This is the basis of the S in ROSA: instead of complaining, go look
for a solution! Remember youre always one idea away from solving
your biggest challenge. You just havent found that idea yet! Pull out
your creativity and try finding ideas, ideas, ideas...
Even the most creative people start with obvious ideas, and it is good
to go through them in order to get to the other ones. Little by little
we will get to the interesting ideas, and when we stop being afraid of
saying nonsense, we become creative. Now the challenge is to get an
innovative idea. And that can only be achieved by investing time and
energy. When we are at 10 or 20 ideas, to not give up until you have at
least 40.
Losing our creativity is, in other words, restraining our physical (earth),
emotional (water), mental (air) and spiritual (fire) abilities. Children do
not have these restraints, in a physical sense they love exploring the
world through their body showing you they dont care about posture,
for instance, and they seem unbreakable when defying the laws of gra-
vity, with an energy that seems limitless. Emotionally, they are much
more open to all kinds of feelings because they have not accumulated
many negative experiences. Mentally, they are hungry for knowledge
and the concept of right and wrong is not yet set, so everything seems
possible to them. Spiritually, they are completely free, they may have
some enrooted values, but everything else is an open book.
In order to be creative again and go back to having blank pages in the
book of life, being able to write and rewrite, improvise and create, we
obvious interesting creative
innovative
can start by being creative in one area, or going back to being creative
in all aspects of life and our being. To go back to being creative, we
must explore our physical body: do sports, dance, act etc. and use your
senses to hear, smell, taste, touch and see. The healthier we are the
more our body will be available to be physically creative. To go back to
being more creative emotionally we have to stop being afraid to feel.
We have to venture into relationships, connections, sharing without the
fear of being hurt, frustrated, cheated and even happy.
To go back to being mentally creative, we must learn new subjects,
think about new things, analyze from new angles and perspectives,
challenge our minds, have conversations with all kinds of people, read
all kinds of magazines, stimulate all parts of our brain.
Finally, if we want to go back to being spiritually creative, we must
question all our certainties and dogmas, meditate and open ourselves to
the world of possibilities and the inexplicable. We need to know oursel-
ves in order to experience life intensely.
If we manage to be creative in all four areas, we will be soon become
a new person, with a palette of new experiences and openness to wha-
tever happens, giving us new shape and a different glow. If we can be
more creative regarding the first letter of our PEMS, we should really
be congratulated for it. The important thing is to enter the challenge
zone, to seek solutions in areas that have not yet been explored, in fiel-
ds that are uncomfortable for others, but that we call our comfort zone.
Then everything, and really everything, becomes possible and there are
no longer problems without solutions.(Trate a Vida por Tu, pg. 165).
PARADIGM SHIFT
This is the time to get the client to think upside down, i.e.
to think out of the box! It is undoubtedly the most difficult
phase of the coaching sessions! Your clients will not even
want to think and to change their paradigms!
The vast majority of people, when trying to solve a pro-
blem or challenge, use the first ideas that come to mind - the Obvious
ideas the ones that we all have. However there are three more levels
of ideas. The Interesting ideas are those that some have sometimes,
ROSA 2.0
The very first
ideas are obvious.
Only then comes
the interesting,
and then comes
the very creative
and innovative
ideas.
44
45
Solutions
are always related to
the Guru-Objectives.
and then come the Creative Ideas that are those which generate con-
flict, because they go out of the box ... shifting paradigms. Finally we
have the Innovative ideas that are the ones that nobody sees, but once
they are revealed they become obvious.
We may use this ability in all areas of our life, using this unique creati-
vity to make everything unique and different.
The goal of a Coach is getting the client to change her paradigm. This
is what happens in an AHA moment, when
she finds an idea and is sure that this is the
one she was missing.
In the picture on the left, do you see a young girl or an old
lady? Try to see both. Put your brain to work both ways.
GREAT. AND WHAT ELSE?
Brainstorming is the most powerful tool for creativity, and the best
way of stimulating creativity in all areas of your life. It is essential to
do individual and group brainstorming, as it is the best way to find so-
lutions to challenges.
What is a brainstorming?
As the name implies it is a kind of brain storm. And what do storms
do? They stir things up, make ideas collide (thunder) and launch one
solution after the other (lightning), waiting for the one that will solve
the problem... and put the storm at rest. Brainstorming is not only use-
ful at the workplace. Every person and family should brainstorm from
time to time to seek solutions to their problems, from the most basic
day-to-day questions (how to deal with expenses, manage domestic
tasks, prepare meals...) to deeper and more complex ones (helping a
child become more confident, helping a father that is unemployed...).
And individually, each one of us should do brainstorming to solve and
improve all areas that we feel the need to change.
It is very easy to do brainstorming! Here are the six rules to start prac-
ticing today:
1. No judgement! ! All ideas are valuable, even the most stupid
ones. In a brainstorming there are no arguments or criticism.
All ideas are good initially. If there is criticism, besides genera-
ting conflict, it can also inhibit the people involved.
2. Quantity, quantity, quantity. The more ideas generated, the
better the brainstorming. Quality does not matter here, only
quantity. Why? The first ideas will be obvious, then interesting,
then creative, and only then innovative.
3. Hitchhike. You can build on others ideas. No participant should
be silent for a long time. If you dont have any idea, you can
simply hitchhike on someone elses. The only thing you cannot
do is not to participate.
4. Go crazy. From time to time, throw in some ideas that are out-
side the box. Regardless of how absurd they may seem, this
will help you and your colleagues to leave the obvious ideas and
make your brains think. At the very least you will enliven the
session. If the group laughs at your idea, youre being crazy.
ROSA 2.0
click the video
to see it
46
47
5. Take notes. The most dangerous thing in a brainstorming ses-
sion is having no one to write down the ideas. Preferably, the
one who writes should not be giving any ideas; she should fo-
cus on writing down others ideas. There should also be a kind
of a moderator/facilitator of the brainstorming session, not for
taking decisions or criticizing, but precisely for making sure
that no one tries to take decisions on behalf of the group or
to criticize other peoples ideas, and to help keep the focus on
what matters. In an individual brainstorming session, you of
course need to be your own moderator.
6. A clear goal. You must clearly define what the purpose of your
objective is, what the challenge is and if possible write formu-
late it in META+.(Trate a Vida por Tu, pg. 213).
Brainstorming is the most powerful creativity tool. In a brainstorming,
the client is requested to come up with a great amount of ideas on how
to reach her Guru Objective.
click the video
to see it
And the Coach must be persistent, since this is when you realize that
humans are lazy when it comes to thinking. It is very likely that when
giving her fifth idea, the client will say that she has no more. Everyone
will want to convince you that they have already found the magic solu-
tion! But they havent! And how do we know that? Because if they had
found it they would already have solved their challenge!
During a brainstorming, ideally it is the Coach who writes down the
ideas. But she should not alter any of them. And if the client gets stuck,
we must ask open and creative questions such as:
3 If you had all the money in the world what would you do?
3 If you were your idol, what would you do?
3 If it were 10 years ago what would you do?
3 If it were 10 years from now what would you do?
Cultivating a sense of humour as a Coach is always a good for rela-
xing and making people creative. This is in fact important in any area.

At this stage, it is very likely that the client will have long mo-
ments without coming up with any ideas. Therefore, it is impor-
tant to create our own personal way of pulling out the clients
ideas, such as a small exercise, changing seats or using humour.

If the client gets to 40 ideas very easily and none is interesting,
even for her, it means that she is still in the obvious ide-
as and then 40 more ideas are always welcome!

Creativity is an expansive energy. The
more it is cultivated the more it
grows and the easier it becomes
to use it in other areas of life.

Notas: The Coach may suggest ideas,
but only as an encouragement to the
client;;
A brainstorming can take up a large
part of a session, so it is important to
make sure there is enough time for it,
ROSA 2.0
1. Allow the obvious
2. I want more ideas
3. Help to avoid judgment
4. Overcoming objections with questions
What if...?
5. Okay, what else?
SOLUTIONS
RESUME
48
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since it is not right to leave it midway. The goal is that the client forces her brain to
find new ideas in a short time and in such a way that it is almost like a shock to her;
It is important to keep focused on one topic in a brainstorming. Some may change
their focus during the process, for example a client whos Guru objective is to open
a business may start to suggest ideas on how to make more money. In this case the
Coach should remind the client of the main topic. At the same time, the Coach should
stay flexible and if the client really feels that their focus was not on the first topic but
on the second, its time to go back and set a new Guru objective.
A(CTION)
ROSA exists only for one reason: to get us to act. We find our Reality,
establish our Objectives and think up Solutions that make us act the
A is the purpose of ROSA.
Now, more than people of action, we must be people of innovation!
Innovation is creativity applied to getting the desired results. Being
creative is not enough, but creativity is the tool for getting to innova-
tion. So, how do we do this?
The secret is not to give up on creating ideas, ideas and more ideas
until the innovative idea comes! Sometimes it never comes, but get-
ting to the creative ones is already something. Those who have dared
being creative many times, and more and more, are those who mana-
ge to reach the innovation. Its not enough to have talent; you have to
work hard to translate this talent into amazing results. Look at these
examples:
3 Bach wrote one cantata a week, even when he was sick.
3 Mozart produced more than 600 pieces of music.
3 Darwin wrote 109 publications, one of which was about the Theory of
Evolution.
3 Einstein published 248 theses, one of which was about the Theory
of Relativity.
3 Freud published 350 theses..
3 Rembrandt produced 650 paintings.
3 It took Thomas Edison 2,000 experiments to invent the light bulb
and 9,000 to perfect it.
3 Picasso created more than 20,000 pieces of art.
This is why it is so important to act! Do a lot, create a lot, invest a lot!
(Trate a Vida por Tu, pg. 234).
THE FUNNEL
This is the part where coaching really becomes challenging,
where the client realizes that she will have to do something
and not just think and talk about it. It is the phase where we
start to converge and funnel things in order to find an action
that is as specific as possible.
This is with no doubt the most important phase of ROSA! In a coaching
session, anything can happen in any of the other phases, but we cannot
end it without an action (without homework!)
What?
3 What are you going to do now?
3 What are you thinking about doing now? (...)
ROSA 2.0
click the video
to see it
A task should
not be so simple
that it doesnt
make any
difference to the
client to fulfill
it, nor should it
be so difficult
that it becomes
infeasible.
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With whom? It is very important to involve someone in the action pro-
cess, 99% of the homework should have a third person involved. The-
reby we are creating conditions for the client to become autonomous
after the coaching process. The questions might be:
3 will you ask to ask you whether you have done it?.
3 Apart from me (the Coach), who else will be involved in this?
When? Marcar data ou frequncia. Quanto mais especfica for me-
lhor. Isto leva o cliente a pensar exatamente quando vai fazer, au-
tomaticamente isto cria um compromisso maior dentro dele.

doing this the client should end each session with a specific homework,
knowing both the day and the time she will do it, and with whom she
will share it.
At what time of the week:
beginning or end?
At the end of the week!
What is for you, the end of the week?
Friday, Saturday, Sunday?
Friday.
Ok. and what time?
Anytime.
Anytime. Ok. But in the morning,
in the afternoon or evening?
Morning.
And what time?
Early.
What is early for you?
Upon waking.
And what time do you wake up?
At 7am.
THE CONVERGENCE TECHNIQUE
If the client does not find an action to do, you can use the convergence
technique by asking the following questions:
3 Look at your ideas (the brainstorming) and mark those that you
find reasonable
3 Now choose 10
3 Choose 5
3 Choose 3 .... 2
3 If I had a magic wand that would immediately fulfil one of these
ideas, which one would you choose?
COMMITMENT
In the early sessions you can also ask the client
to send you an SMS after doing the action, in or-
der to confirm it. Of course you dont force her
if she refuses, but then if she doesnt do her homework you
will have more power to ask for an SMS in the next homework.
If she accepts, you may also ask if you can send her an SMS in
case she forgets to do so. What will happen is that as soon as
she receives our SMS asking whether the action has been done,
she will do it immediately so that she can reply that she has.

By SMS we also mean any other means, like a telephone call or e-mail.
The Coach must be flexible enough to perceive which method suits her
client the best.
THE HANDSHAKE
Shaking hands after defining the homework is very important because
it is the archetype of commitment. But remember, if the client does not
do her homework there is no failure, only feedback. Maybe the problem
really is the kind of homework given or poor explanation about the im-
portance of the homework in the coaching process.
ONE SMALL STEP FORWARD
What is the Next Small Step you can take? This ques-
ROSA 2.0
What is the first next
small step?
Earn 20.000
small step?
Save 100 / month.
small step?
Open an account.
Great, what is the next
small step, that you believe
you can accomplish?
Deposit 1000
1. What is the option that has magic?
2. What is the option that makes sense?
3. What are you gonna do exactly?
4. How will you know you make it?
5. Funnel: When? What day? What time?
6. Commitment: handshake
ACTION
RESUME
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free to put everything she has (skills, tools, knowledge) at the service
of her client. Indeed, every three sessions, more or less, you should
challenge your client with a piece of homework. However the challen-
ge will vary depending on whom we have in front of us and on the level
of the process.
4 SUCCESS TIPS FOR THIS PHASE FASE
Action Plans: it is at this stage that we start working on an action plan
that will follow the session. Remember, coaching without ac-
tion is not coaching! Thats why you should do a ROSA in every
session, go through the four phases and always end with a very
concrete action plan on what the client will do during the week
and until the next session. Here is an example of an action plan::
* What will I do? Run 3 times per week
* When? Monday, Wednesday and Friday
* With whom? Alone
* Possible obstacles? Laziness and lack of time
* Benefits? Feeling healthier
* What will help me remember? Setting an alarm on my
phone
* How will I celebrate? By going to the cinema.
Homework: the tasks between the sessions are a
priority for the coaching. Most of the le-
arning comes from the homework
that is done between sessions.
So remember to always end
your session by asking your
client to suggest tasks that
she would like to accom-
plish that coming week, the
next small steps she can
take right now. Then rephra-
se each one into a concrete
action (when, how, where, ...).
Still, some clients will have gre-
tion tool is ideal for those who have difficulty in defining Baby Objecti-
ves, or those who have difficulty in defining an action to do this week.
Notas: As a general rule, the client will not hear the word small in the question. The-
refore we must repeat the question until the action is so small that the client would have
no difficulty doing it.
Of course, the Next Small Step may not be the right action to choose
for this week.
Example: The client wants to buy a Porsche (Guru Objective).
Deposit 1000 euros is the Baby Objective. The same process can be
used for defining the homework.
At the end, when an action has been defined, the Coach may also su-
ggest a piece of homework. In other words, then the Coach is finally
ROSA 2.0
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INTERNATIONAL CERTIFICATION COACHING RAPPORT
at difficulty in taking action. If this is the case, always look for
the smallest step that the person can take. If we do not act its
because the step is not small enough. Remember, Every journey
begins with one small step.
Commitment & Penalties: some clients will sometimes have real diffi-
culty in stepping into action. Sometimes you may have to resort
to agreeing on a fine if your client does not accomplish her task.
All human beings run away from pain and sometimes in coaching
we need to use a little more masculine energy (well talk about
that more below) to help. You can even ask the question: What
will happen if you do not accomplish it?
Monitoring & Accountability: : the role of a Coach is to provide moni-
toring to her client. However, the responsibility must always be
on the clients side. As a Coach, you are responsible for guiding
the process. Your client should define the strategies needed to
enable her to take the steps she wants. You should follow and
always try to understand what may have prevented her from
completing her tasks. Above all, you should be focused on finding
better strategies to lead her into action. However, do remind your
client that it is her responsibility. Ultimately, acting or not acting
is her choice.
VII
RAPPORT
Mastering the ROSA technique and
mastering Rapport will alone make
you a Mega Coach. Of course you
can gain more Roots, but people
who attend our courses usu-
ally already have quite some.
1ST DEFINITION OF RAPPORT
Relationship of trust and influence:
rapport is the ability to create trust within a few minutes with various
kinds of people and to influence them to act, think and do better. You
can only influence after being trusted. Think about people you trust and
do not trust: what influence do these people have on you?
2ND DEFINITION OF RAPPORT
Relationship of empathy and sympathy. We only like 2 kinds of people:
people who are the way we are or who are the way we would like to
be.
Empathy: I feel empathy based on the things I have in common with
someone.
Sympathy: Based on the qualities and characteristics that someone
has that I would like to have.
Conclusion: rapport is empathy (who is like me) and sympathy (who is
the way I would like to be).
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Rapport
is trust and
influence.
Rapport is the
ability to create
empathy and
sympathy.
WARNING: Empathy comes before sympathy and trust comes before influence. This is
the most important aspect of rapport. I cannot influence anyone who does not trust me.
Part 2: Now lets try to understand what happens in our psyche, why
this is the way it is.
I invite you to imagine that youre a rabbit in a forest and you meet
another rabbit. What happens? Now, imagine you meet another animal
thats different from you. What does the rabbit do? FLIGHT (runs away)
Now imagine that you are not a rabbit, youre a wolf. You meet an ani-
mal thats different from you. What does the wolf do? FIGHT
Now imagine youre a porcupine. What happens? FREEZE
Animals have these three types of reactions. Now imagine youre a
human being 20,000 years ago and you come across something di-
fferent from you. What happens? ONE OF THESE THINGS. AND YOU
FEEL FEAR. You react the way you do because your psyche does not
know what it is. And if it is another human being? I KNOW WHAT TO
EXPECT. She is like me. Our fear grows when something is different
because we dont know what to expect. Imagine that you do meet a hu-
man being, but wearing clothes or other things that are very different.
What happens when it is the same kind of animal? What exists there? EM-
PATHY AND TRUST - 1st LEVEL of RAPPORT.
This is a metaphor, of course! Rapport is very unconscious. I could tell you
to trust someone but your unconscious may not feel the trust. What regula-
tes that instinct in your psyche is: KNOWING WHAT I CAN EXPECT!
WHAT HAPPENS IN COACHING: Clients also have these three types of
reactions: flight, freeze or fight. They may not show up for the follow ses-
sion; they may answer yes, no, maybe, dont know or they may be in
constant disagreement with you.
Key: the more the Coach is the way I am, the more rapport there is
MILTON ERICSON: (Ericsonian Psychology, NLP, Hypnotherapy) found the
client within himself and used this as his tool in the therapy sessions.
Ericson created rapport before proceeding with anything else. This is
TRUST and EMPATHY. Ericson was humble and flexible enough to adapt
to the client. Only once you have done this you can go back to being
yourself.
Ways of creating rapport with someone:
Verbal:
3 Language, words;
3 Subject matter;
3 Quotes, way of speaking;
3 Repeating what the other says;
3 Using the others metaphors;
3 Using the same expressions;
Non-verbal:
3 Gestures;
3 Voice;
3 Mime;
3 Distance;
3 Posture;
3 Breathing;
3 Touch;
3 Speed;
Note: Every human being has a natural and unconscious tendency to create rapport
with others. To confirm this all you need is to look at two people talking to each other
and see how easily you will notice similarities in their postures and way of speaking.
You have only one chance to create a good first impression, but you
have plenty of opportunities to create rapport.
Rapport is an honest attempt to enter someones map-of-the-world. The-
re is no agreeing or disagreeing, only flexibility. Rapport does not mean
friendship. The first session and often the second is a lot about creating
rapport!
RAPPORT
Sometimes its
enought just a
little attention to
help someone, but
attention is not
coaching.
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RAPPORT MODEL 2 PS
Establishing rapport is a process of many levels
and layers of depth.
LEVEL 1 - PRESENCE AND
PARTNERSHIP
PRESENCE
This is the first step towards creating ra-
pport, thus the most superficial one. Pre-
sence means that the Coach is fully com-
mitted to her client, aware of everything she
says and does. Nothing from outside the ses-
sion should be on the Coachs mind. She must
be fully present.
Before a session its important that you as a Co-
ach calm down, forget about everything else and
gain a notion of where you are and what you are going to do.
POSTURE
&

P
H
R
A
S
IN
G
P
E
R
CEPTUAL

P
O
S
IT
IO
N
S
P
E
R
S
O
N

T
O PERSO
N
PRESENCE
&

P
A
R
T
N
E
R
S
H
IP
PROBING

&

P
A
T
IE
N
C
E
click the video
to see it
Dedicate a few minutes to this process.
Presence and Attention are among the healthiest ac-
tions that lead to real results. You can create a good
relationship with your client (child, parent, etc.) just
by being fully present and attentive. Even gardens
become more beautiful if they are cared for.
Presence is about getting yourself into a certain
state. Its about being Yin and Yang at the same
time.
Yin relaxing, breathing, being aware of all five
senses, being fully present where you are.
Yang mobilizing all your energy by run-
ning, jumping, listening to inspiring music...

PARTNERSHIP
Creating an equal relationship with your client. Not top down or vice-
-versa. The Coach should never be at a lower or higher level than her
client. The chairs should be the same, for example.
For presence and partnership it is also important to switch off the
phone to prevent anything from interrupting the session. Tidying up the
table is equally important to having a clean and hygienic space.
From 0 to 10, the importance of Presence during a session is a 10. It is
the first step! If it isnt there, nothing else will.
Psycho-geography is also very important in this area.
PSYCHO-GEOGRAPHY: the way your psyche relates to geography. Example: On which
side you like to sleep. Each person has a different psycho-geography. Some prefer to be
by the sea while others prefer to be in the mountains.
RAPPORT
Empathy is
being, doing,
talk and think
like the other.
Sympathy is
being, doing,
talk and think
how the other
would like to be.
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Some tips for using the psycho-geography of the client to your advan-
tage:
3 Having a room with a minimum amount of symbols. It is not recom-
mended to have crucifixes or other artefacts related to religion. A
bookshelf filled with books can also intimidate the client.
3 Pay attention to details cables on the floor, which CDs are on
the shelf etc...
3 Having sessions at the clients home can become dangerous
because there are lots of distractions and anchors. Difficult si-
tuations might have taken place there, which will make it more
challenging for the client to create a distance to them.
It is the Coachs job to notice the psycho-geography of her client, and
what makes her more comfortable.
Despite all the rapport, a Coaching session should always stay pro-
fessional. Being relaxed is necessary for both parties, but the focus
should not be on friendship. You as a Coach need to be professional.
You must choose to be a Coach instead of a friend..
When it comes to clothing you should be as neutral as possible in the
beginning, but always aligned with your personality. Then you can try
to adapt to the style of your client.
The mantra here is having the client leave the session thinking that
her Coach is just like her! NOTHING IS WRONG. Let your client choose
what she prefers.
LEVEL 2 - POSTURE AND PHRASING
When establishing rapport, mere presence and partnership are not
enough. Moreover, they are only the first step. The posture and the
phrasing that the Coach uses are very important for creating rapport in
the relationship. What we refer to here is mainly keeping a posture and
using similar words and expressions to those of the client. This way
the client will see herself in us and instead of flight, fight or freeze, she
will feel relaxed and be much more comfortable about talking.
Sitting in the same position as the client, using her posture, tone of
voice and gestures, these are all factors to consider.
POSTURE
Regarding posture, one can use two techniques that are very similar
and very powerful:
Mirroring: When a Coach takes on a physical position that is the
exact mirror image of the clients. If the client leans to her
right, then the Coach who is facing her, leans to her left.
Matching: In this case the Coach adopts the exact same physical
position, instead of a symmetric one. Both ways are good
and powerful. The goal is to be equal or symmetrical.
Of course it is not indispensable to be like the client 100% of the time,
as this will take a lot of the attention that the Coach needs to give the
client.
The more you practice these behaviours the more automatically and
unconsciously you will do it. When rapport already is high, you can
go back to your own posture and your regular vocabulary. However,
should you feel the need, you can always take up these techniques
again.
In fact, at a high level of rapport it is possible, and entirely positive, that
it is the client herself who starts to imitate our posture and words (un-
consciously). This is the perfect moment to lead the client and suggest
something more challenging to her.
PHRASING
You must pay great attention to the words that your client uses and the
energy she puts into them. The names of people that she talks about
are also very important facts to remember.
If you can use the same expressions as your client, you will earn points
in rapport. Among these expressions, metaphors are the most power-
ful ones. Try to explore as much possible the metaphors that are being
used. An excellent technique is to use a metaphor of the client to ex-
RAPPORT
The mirroring
copies the
exact posture
of the client,
the matching
mirrors.
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plain something. This will reach very deeply into the psyche of the
client and have great impact.
You can also use themes that the client likes, such as her passions,
and keep using them in future sessions to explain something or to give
examples. This creates an incredible sense of empathy between you
and the client. She will be glad that you are paying attention to what
she says and at the same time she will understand much better what
you say.
The clients ideas are important keys to use when you speak in order to
create and maintain rapport. For example, if the client talks a lot about
travelling, Ill use the idea (anchor) that is already there because I know
it works in his mind.
BACKTRACKING: backtracking is a Coaching technique that consists
of summarizing the main points of a conversation by using the exact
same words that the other person uses. This tool helps the client
follow the session and make her own short summary while listening to
the Coach returning to what she just said and using the same words.
It is important to use at least the words we consider to be the most
significant among the ones that the client expresses, those that might
be conveying more about her value patterns. Backtracking can help us
understand, for example, if we can move to the next phase of ROSA.
It helps us understand if the client has finished what she had to say
about that phase and that way we can figure out whether we can move
forward or not. You can use simple questions to do so::
3 Let me see if I got what you said - backtracking the conversa-
tion using the exact words of the client - and then ending: Is this
is it or would you like to add something?
3 So what youre saying is...
3 Can I make a summary of your reality in relation to that slice?

This is one of the simplest and most important techniques when buil-
ding rapport.
When building rapport, avoid paraphrasing (saying the same thing in
other words), but do quote. A coach quotes.
Mastery in Backtracking is being able to quote the last 20 minutes of
a session. This will leave your client fascinated and feeling that her
Coach is really paying attention to everything she says.
Therefore, it is motivating to Backtrack at the end of each session and
at the end of each phase of the ROSA.
The Coach shows confidence and agrees with the client, shows that
she is on her side and really believes that the client will succeed.
We must allow the person to be what she truly is, talkative or silent...
Silent people also have things to say, it is a matter of asking the right
questions.
NOTES When a session is not going well (the relationship is under stress) then the
focus should be fully on level 2 Rapport - Posture and Phrasing. The secret is to forget
about the rest and build rapport again. Once it is re-established, you can address the
problem.
LEVEL 3 - PROBING AND PATIENCE
Every new level in Rapport brings you techniques that are deeper and
more complex. But the good news is that you dont do level 3 Rapport
until Level 1 and 2 are done. So you will increase your skills by going
from the easiest to the most difficult.
PROBING
Asking questions is more complicated than imitating the posture and
words of the client. Indeed, one of the more complicated aspects of
being a Coach is to not give opinions and to ask the right questions
at the right time. We know that we keep showing you that you already
are a Coach and that its easy, but here we must tell you: ITS HARD
BEING A COACH! Think very carefully about whether you want to get
into it! Listening, asking questions, being patient with the pace of your
clients...
Even if you have the miracle answer to the clients situation, you need
to keep it to yourself! Being patient is a challenge and usually typical
RAPPORT
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To paraphrase
can break
rapport.
of the great masters. You can only be a master if you want to learn to
listen and if you develop a great patience for listening.
Questions have the power to illuminate the darkness of your client: by
asking a powerful question you really get to see another human bri-
ghten up right in front of you!
Coaching has the power to open a new world to the client: questions
help people discover new resources. Clients tend to find familiar
answers, but you as a Coach will lead them to unfamiliar answers.
Classic examples of some ways to make your client talk:
1. -Repeating what the client just said, but in question form: Client
Yesterday I went boating.. Coach Boating?.
2. -What does that mean to you? What does fear mean to you?
What does a goal mean to you? Example: Client says, It is
not rapport its complicity.Coach replies, What does complicity
mean to you?. Client says, Its a click.. Coach: What does a
click mean to you?
3. -What else? Serves, above all, to go to the heart of the matter.
Others like this one are: Tell me more! and Can you go a bit
deeper on that?
POWERFUL QUESTIONS: Questions are probably the most beautiful
flowers in the garden of learning. Questions are one of the biggest se-
crets of learning. Creative solutions are practically impossible without
questions.
If you learn to ask 100 questions a day, get ready for a revolution in
your work at all levels.
In life, at work, in business, we are all afraid of asking questions. We
were educated from an early age to believe that there are right and
wrong questions, and we were also taught to not fail, we avoid asking
questions because of fearing that they are wrong. The only way to
reach the right questions is by not being afraid of the wrong ones...
The one who wants to explore learning has to dance with this fear.
A large part of all our creative potential stops at the door, fearing to
ring the doorbell. When learning, the one who doesnt know is far less
ignorant than the knowledgeable one. Take risks. Ring the bell. Ask
questions.
Become obsessively curious: ask questions. How?
3 Using the Coachs ability of asking powerful questions
3 Following the rule of thumb: The Coach has the questions, the
Client has the answers
3 Using positive language
3 Respecting the clients map-of-the-world
3 Always guiding towards solutions
Examples of powerful questions:
3 Compared to what?
3 What does that mean to you?
3 What could be a solution to you?
3 I know you dont know. But if you knew, what would that be?
3 What would be ideal to you?
3 What do you want instead?
3 How does that make you feel?
3 What else could that mean?
3 What do you want exactly?
3 What will you achieve with this goal?
3 What will you do differently next time?
3 What are you doing well?
3 What has to happen for you to be happy and successful?
3 What motivates you the most?
3 Whats the worst possible scenario? And what could be the best
scenario?
3 What are you willing to do to achieve your goal?
3 What new things could you could try?
3 What prevents you from taking action?
3 Who could help you with this situation?
3 What resources do you need to achieve your goal?
RAPPORT
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3 What else do you want to get out of your life?
3 What do you really want achieve in that area of your life?
3 What is your biggest dream in that area of your life?
3 And what is the next small step that you would have to take?
3 What do you find positive in this situation?
3 How could you attract better persons into your life?
3 What would have to happen to make you feel more fulfilled?
3 If you were your own Coach, what coaching would you give
yourself?
3 If I was your best friend, what advice would you give me to solve
this situation?
3 If you had all the time and money in the world, how would you
fix it?
In fact, the art of asking questions is the foundations of a coaching
process with powerful results! The list of questions to ask seems en-
dless.
So, become really obsessed with questions and start NOW! How about
adding 10 more ideas to our list? And some more? And many more?
Typical coaching questions:
3 Questions that lead to action: (What will you do? What can
you do differently? What do you need to do to...?)
3 Goal-oriented instead of problem-oriented: How would you
like it to be?, And if you could, what would you do?
3 Future-oriented:How do you see that situation in the future?
How would you like to feel?
Beware of questions with negative assumptions: What happens if you
dont do it?. They should be followed immediately by a question with
positive assumptions: How will you celebrate when you do it?
RAPPORT
YOUR QUESTIONS
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PATIENCE
Count to 10, relax, work on your roots and realize that coaching is a
process and that each person has her own time and rhythm. How can
you train your patience? Think of 20 ideas!
LEVEL 4 PERCEPTUAL POSITIONS
We could also call this the level where we create rapport with our
clients psychology. In fact, understanding and perceiving human
psychology is a huge advantage for you as a Coach. You are not there
to be a friend of your client, as we have mentioned, so then a good way
to create a relation with her is through her psychology!
Do you know the psychology of a teenager, or a parent, a boss, an
unemployed? If you grasp your clients psychology, the Rapport will be
extraordinary.
If you demonstrate that you know how a mother thinks, youll make the
client believe that you understand her completely.
Most people do not understand their own psyche. If you can understand
them at that level, it will make the client to feel something extraordinary
about you and the Coaching process.
PERCEPTUAL POSITIONS: At this level, the Coach must master Per-
ceptual Positions, that is, being able to put herself in another persons
position, whether its the clients or the clients parent, or any other
person that is part of the situation. You should be able to see the same
situation from different perspectives and, in the long term, help your
client do the same.
THE EXERCISE: This is an exercise to be used mainly if the client
has trouble in a relationship with someone (friend, family member etc)
and is having some difficulty understanding that persons Map-of-the-
-World. And when this is of great importance.
You do not need to go very deep in this exercise. Because it is NLP,
even done in a soft way it can be very powerful to your client, helping
her to see an aspect of the situation that she hadnt seen or reflected
on before.
STEP 1 The client explains what is going on (she can speak freely
without any restrictions. You ask questions to understand
the reality of the situation).
STEP 2 The Coach suggests this perceptual positions exercise (it
is just an invitation! If the client does not want to, do not
continue!).
STEP 3 The Coach asks the client to choose two spots, represen-
ting the two standpoints (you can put a sheet of paper at
each spot) and to imagine that the other person is at one
of them.
STEP 4 The client speaks facing the other spot, as if the person
was there, and acts as herself. (The Coach guides with
questions: How did that make you feel? What would you
like to tell her? etc).
STEP 5 Pause and shake out the client and share the question of
the game of imagination.
STEP 6 The client recalls a childhood game she used to play and
describes it a little. We then use this as a metaphor to
explain that we will now do the same. Just a game where
we use our imagination. The Coach repeats that the per-
son with whom the client has a challenge is there, at the
other spot.
STEP 7 The client goes over to the other spot and the Coach helps
her go deeper into that role through guiding questions.
STEP 8 The client chooses whether she wants to return to her
starting position and add something, say something more.
She may go back and forth as many times as she wishes.
STEP 9 When done, the Coach suggests to the client to stand on
a chair and states: You are now in a neutral position, a
higher position. What would you call this position? (Allow
the client to choose a name). Seen from above, what do
you have to say about this situation? What would you say
to ... (clients name) and to... (the other persons name)?
How would you solve this situation? How can... (clients
name) solve this situation?
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STEP 10 After the client is done with the third (neutral) position, the
Coach takes the client off the papers.
STEP 11 The Coach can then use the following questions to debrief the
exercise:
3How was the exercise for you?
3What did you learn?
3Is there anything you could do differently?
STEP 12 Lead the client to an action (a first small step towards sol-
ving the situation) and then funnel it.
REMEMBER: always undock the client from the different roles; the
client can do the exercise eyes opened or closed.
TO ACKNOWLEDGE: Acknowledge the client very, very, very much for
having volunteered and shown vulnerability!
This exercise serves mainly as a metaphor for the Coach, striving to
master Perceptual Positions (understanding and being able to go into
different psyches).
CONCLUSION: The Coach is a master of perceptual positions! She
knows how to see the different angles of the same situation. She sees
everything from different angles!
PEMS
Life is all about relationships, the relationships we have with ourselves
and with others. Some people instinctively relate better to themselves
and others relate really well to others. There are those who relate well
to almost everything and everyone and others who are unable to relate
with anyone. This affects their personal and professional life.
Is there any way to consciously improve the relationships that instinc-
tively do not work? Of course!
When we grasp the logic of the mind of another person, we can better
interact with it and even influence it. Psychology is power! And if we
apply on ourselves, it becomes even more powerful and interesting.
The better we know ourselves and the logic of our mind, the better we
will be able to help ourselves and achieve our goals.
Carl Gustav Jung, a Swiss psychiatrist and founder of analytical
psychology, focused on studying social and collective archetypes. He
identified eight psychological types, taking into account peoples beha-
viour, abilities, skills, attitudes and motivations.
He began by distinguishing between extraverted (social and expansive)
and introverted (reserved and reflective) people. Each of them could
then be connected to two out of the four functions of the psyche: sen-
sing or intuition, thinking or feeling.
In the 40s decade, Isabel Myers and Katharine Briggs continued Jungs
work and added two auxiliary functions to the Jungian types: percep-
tion and judgement. Thereby arriving at 16 psychological types or 16
personality types. Later a personality test was created The Myers-
-Briggs Type Indicator or MBTI - which is still the most commonly used
tool for identifying different personality types.
Based on Jungs work, we have created a model called PEMS, which
will help us better understand the logic of our own mind and of the
people around us.
In this model, we distinguish four dominant preferences (P-E-M-S),
which correspond to the four elements of life:
PRACTICAL (the body: DOING, Activity, Action, related to the ele-
ment of EARTH) - corresponds to someone that is earthly,
active, dynamic, practical, that does a lot. In excess, these
are people who never stop to consider their actions..
EMOTIONAL (the heart: FEELING, Feelings, Love, related to the
element of WATER) - corresponds to someone who nee-
ds people, relations, who gives a lot to others and seeks
affection. In excess, these are people who might be overly
sensitive.
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73
MENTAL (the mind: THINKING, Analysis, Intellect, Logic, related to
the element of AIR) - corresponds to someone who values
analysis, rationalization and uses logic, and who always fo-
cuses on making the right decision. In excess, these are
people who might become impersonal and cold.
SPIRITUAL (the soul: BEING, Values, Existence, related to the ele-
ment of FIRE) - corresponds to someone who thinks that
everything has meaning and a higher purpose. These are
people who care very much about values. In excess, they
can fluctuate too much and concretize too little.
The four logics of the mind that we have identified are also based on
the four elements:
Practical EARTH (firm, solid, stable, secure, strong, dense)
Emotional WATER (flexible, always coming back to herself)
Mental AIR (transparent, lightweight, fast, facilitates communica-
tion)
Spiritual FIRE (burning, fleeting, transforming, powerful)
Thus, in a very simplified manner, we can divide people into four ca-
tegories:
PRACTICAL PEOPLE (P) THEY LIKE TO ACT AND DO!
These are the people who like action, movement. They are the ones
who make the world move. As friends or clients they may want to go
straight to the point, try things and learn about practical matters. The
greatest fear of these practical persons is losing control! They like to
feel that they are in control of the situation, of the pace of the conver-
sation and of the surroundings.
HELP THEM ALWAYS FEEL IN CONTROL.
EMOTIONAL PEOPLE (E) THEY LIKE FEELING AND RELATING!
These are people who love people and sharing feelings. Everything is
an emotion for them. And they feel things about everything and everyo-
ne. Let them talk about their family, friends, dogs, neighbours, etc
They will talk mostly about people and what they are feeling. Their
greatest fear is loosing empathy. They like to feel reliable and they
want to relate.
HELP THEM FEEL EMPATHY TOWARDS YOU
MENTAL PEOPLE (M) THEY LIKE TO THINK AND TO ANALYSE!
These are people who like to analyze and who try to put everything
into a box, into a certain perspective. They are precise and meticulous.
They like detail, to study and analyze all possibilities. They dont fear
debating (quite the contrary) and discussing, they love the exchanging
ideas and arguments, but they need to end up being right or get a very
good explanation to why the other is right. A mental person is always
striving to make the best decision. Their greatest fear is to be wrong;
they like to feel that they are correct and that they are making deci-
sions based on logic and rational thinking.
HELP THEM FEEL THAT THEY ARE RIGHT!
SPIRITUAL PEOPLE (S) THEY LIKE TO BE AND TO GLOW!
They are looking for the greater purpose of things. They believe that
everything has a reason for being the way it is, that there are no coin-
cidences and its that quest that moves them. They give great meaning
to every situation, always looking for the situation. The greater the
meaning the greater their motivation. Their biggest fear is to have no
meaning! That it is to not be significant or shine in any way. They
need to feel conscious and whole.
HELP THEM FEEL THAT THEY ARE MEANINGFUL
Although we all have and use a portion of these four categories in the
different contexts or times of our life, one of them is predominant in
us. Identifying it is important for managing and interacting with life and
with others, since it is the best and the fastest way of accessing the
Map-of-the-world of someone and speaking a language that that per-
son recognizes and accepts as her own!
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75
In fact, we are all one, but we are all different and we must understand
these differences to be able to deal with others. People who are more
emotional behave and interact in a totally opposite manner from mental
people, the same way that most practical people interact in a way that
is opposite to spiritual people.
The EMOTIONAL person is micro-MACRO: Transforms everything
that is small into something big. Everything is important, everything
is emotional. From the simple good morning to hearing I love you
every day. For an emotional person, a discussion is always a tsuna-
mi. Therefore, its the emotional persons who, with their micro-Macro
sense, make birthdays a special day and receive small things with gre-
at love.
The MENTAL person is MACRO-micro: transforms everything that is
big into something small. She makes it more complex by simplifying
it. For example this very PEMS model is MACRO-micro, as it strives
to make the hugeness of the personality types into something much
smaller, creating only four categories for all human beings. The mental
person also feels less and give less importance to her feelings.
The SPIRITUAL person is MACRO-MACRO: she takes everything that
is already big and turns it even bigger, more meaningful, more im-
portant, more relevant. Almost everything is a question of values, of
making the world a better place and interpretations that go far beyond
reality. A simple leaf falling off a tree can represent a new phase in life
for a spiritual person.
The PRACTICAL person is micro-micro: turns everything into small
and simple right here and right now matters. They act. Right now,
with what they have. They dont feel the need to enlarge what is small
and they dont care much about great concepts. If the five senses can
help them grasp a situation, everything is fine.
THE PREDOMINANT LOGIC OF OUR PSYCHE
The most practical way of finding out is to notice how we behave in a
stressful situation. Each of us, when under stress, often react in a way
that is very close to our basic personality type.
Practical people act, react, move around, organize themselves, put
their hands to work and do not rest until they manage to move things
forward.
The emotional people feel and feel a lot. If a situation is stressful, diffi-
cult and negative, they will have difficult and negative emotions, they
will feel what others feel and they will want to manage these emotions
in the moment.
People that are predominantly mental will under stress begin to ratio-
nalize, need logical answers, be fast and analytical. They dont want to
solve anything through feelings, they dont want to act, they are only
concerned with finding the right and correct decision and struggle until
they get it.
Finally, the predominantly spiritual people will want to give a greater
meaning to that particular event. What has to be done, what people feel
or what the right solution is doesnt matter, what matters is why things
happened the way they did and what the greater significance of that
may be.
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77
Identify the
psychological
type of the
client, can help
the coach to
anticipate and
understand
expectations.
MAIN / SUPERIOR FUNCTION AND AUXILIARY / INFERIOR FUNCTION
According to Carl Jung, while we all have one function that is better
developed than the others a superior function we also have another
fairly well developed function called the first auxiliary.
All of us have a bit of each one of the psychologies, but there are
always two that are predominant: a main one, which Jung calls the
superior function and an auxiliary one that lies at the bottom of the
cross shown on the previous page, which is always to the right or left
of our superior one.
The inferior function is one that is less developed and that remains,
mainly, in our unconscious.
Thus, a person who is predominantly Practical may have as her auxi-
liary function the emotional or mental logic, thus being PE or PM.
A person who is predominantly Mental may have as her auxiliary func-
tion the spiritual or practical logic, thus being MS or MP.
A person who is predominantly Spiritual may have as her auxiliary
function the emotional or mental logic, thus being SE or SM.
And a person who is predominantly Emotional may have as her auxilia-
ry function the spiritual or practical logic, thus being ES or EP.
This all means that we are situated in one of the following categories:
3 Practical Emotional or Emotional Practical
3 Practical Mental or Mental Practical
3 Spiritual Emotional or Emotional Spiritual
3 Spiritual Mental or Mental Spiritual
As you may have noticed, according to Jung there are no EM/ME or
PS/SP. That is, one cant have as her first auxiliary function the func-
tion that is opposite to the superior one.
Carl Jung said that we should look closely at our inferior function, whi-
ch usually remains in our unconscious, because it contains an enor-
mous potential for a change, and each one of us can benefit a lot from
integrating our inferior function with our superior one.
Taking risks, experimenting, enjoying everything that life has to offer
is the best way of getting to know ourselves and realizing where our
happiness lies. (Trate a Vida por Tu, pg. 74).
INTROVERSION AND EXTROVERSION
Introversion and extroversion have to do with the direction in which we
focus our attention and energy.
People who prefer Extroversion: focus their energy and attention away
from themselves and are interested in the world of people and things.
3 Attracted to the world of events and people outside of themsel-
ves
3 They are aware of who and what is around them
3 They like to meet and talk to new people
3 They are friendly, often good talkers and easy to get to know
3 They tend to talk easily and often in meetings
3 May not be as aware of what goes on inside them
3 They think while talking
3 They may act or speak first and only think later
3 Speaking about themselves, they speak fast
3 They bring energy into life!
3 They can get bored and restless if they are alone for too long
People who prefer Introversion (focus their energy and attention inward
and are interested in the inner world of thoughts and reflections).
3 Attracted to the inner world of thoughts, feelings and reflections
3 They are usually very aware of their inner reactions
3 They prefer to interact with people they know
3 They are usually quiet in meetings and sometimes seem disen-
gaged
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3 They are generally reserved and hard to get to know
3 They may not be as aware of the world outside of them
3 They need time to gather their thoughts before they speak
3 They reflect and think before acting
3 They want to know you before allowing you to get to know them
deeply
3 They feel exhausted and tired after interacting with peoples
FINAL NOTE: you must be what your client is!! You have to find that person inside you!
LEARNING STYLES
As we saw with the previous PEMS model, our clients will have diffe-
rent psychological preferences. It is therefore important and essential
that you are able to adapt your sessions to the learning style that your
client likes best and that better meets her psychological preference.
EMOTIONAL: Emotional clients will like to talk and share on their to-
pics. They are very much looking for a relationship and empathy with
the Coach and they need to feel heard, more than any of the other
personality types. For these persons, learning has a lot to do with the
relationship that is created, with the feeling of support that they get and
even with the positive feedback. They like to learn through stories. As
a Coach, it is important to learn to empathize with the emotional range
of these persons. They will appreciate the sharing, to tell stories and
to listen to them. With emotional clients, we may sometimes feel that
we are not taking huge steps forward. But the fact is that many times
these persons need to first be listened to.
MENTAL: Mental clients will be more logical and may have a more aca-
demic style of learning. They will want to understand the reasons why
things are what they are; they will want to get tasks involving research
on certain subjects. The sessions with these people must be well defi-
ned and prepared. They will want to explore their intellectual side and
feel challenged. It is important for them to have access to information
and tools that explain the work they are doing in the sessions in a con-
crete and logical manner. Of course they also need to empathize, but
the intellectual challenge, feeling that their intellect is develops appears
to be greater. They may like schemes, graphics, and any models that
could simplify the learning process. What these persons will demand
of you is a greater capacity to analyse and a logical and rational way
of communicating.
SPIRITUAL: this is, for most people, the most difficult learning style to
adopt. Remember that these persons are seeking the greater meaning
of things. They really want to feel inspired by the coaching process
(and even by their Coach). They will want to see that you are an exam-
ple of what you talk about, so called congruence. Spiritual persons
will enjoy topics that are more related to values, to their identity, that
make them feel that they are taking steps towards becoming better hu-
man beings. With these clients, you can use powerful metaphors (even
through movies, music, creative exercises, etc.) and above all strive to
make sure that the person leaves the session very inspired.
PRACTICAL: They like action! Which is great because coaching is pri-
marily about action! These persons like to have very practical sessions
in which they get the opportunity to do many exercises and experiment
with different situations. They may be the clients that like getting more
tasks and having things to do (which then sometimes gets lost due to
their time management). These clients will require more simplicity and
a well-paced session from you. They may also like to do exercises that
involve moving their body. Above all, they will want you to help them
get into action!
As we deal with these four kinds of preferences, we need to adapt our
Coaching style to the learning style that each person has. Thus, we
should prepare a lot their sessions and realize that some will require
from you:
3 Greater sharing and ability to listen and relate (e)
3 Researching, mastering the subject very well and knowing how
to mentally stimulate your client with challenges (m)
3 Powerful metaphors, very inspirational sessions and congruen-
ce that assign meaning to the Coaching process (s)
3 Practical exercises, diversified, well rhythmed sessions that
help your client to quickly get into action (p)
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INTERNATIONAL CERTIFICATION COACHING ROOTS
LEVEL 5 - PERSON TO PERSON
This is the fifth level of rapport, the deepest and more intense one. It
happens when the level of rapport is a total vibration. Its when the
client feels such a confidence by her Coach, empathy and sympathy.
Its the hardest level to evaluate.
Its when your client feels so much connected to you that, depending on
her, your relationship would go beyond Coaching. She no longer wants
the Coach, she wants you! You no longer understand only the person,
she feels that you know about her! You dont understand psychology,
you understand who she is!
It is very similar to the rapport level you have with 2/3 of very close
persons in your life. Everything is natural, unconscious and sponta-
neous.
VIII
ROOTS
Every human being seeks to get results. Mo-
ney, Family, Romance, Peace, Happiness,
Career, Health ... All we want in life is to
have results in those areas!
The Map-of-the-World Model is
used to work on roots - your
roots as a Coach. It shows us
how does the psyche of all of
us works. As a Coach, no one
should surprise you about yourself. You should know you
well, know everything about yourself. This is what its called a rooted
person!
click the video
to see it
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BELIEFS
TRANSFORMATIVE COACHING
ROSA 2.0 M - AIR - THINK
VALUES
HOLISTIC COACHING
ROSA 3.0 S - FIRE - BE
COACHING 4.0
WORLD MAP MODEL
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SECURITY
SELF LOVE
CONSCIOUSNESS
PERSONAL DEVEL
FREEDOM
LOVE/BELOVED
BLISS
CONTRIBUTION
P
E
M
S
BEHAVIOR
ROSA 1.0
SITUATIONAL COACHING
P - EARTH - DO
EMOTIONS
REMEDY COACHING
ROSA 1.0 + LISTEN E - WATER - FEEL
RESULTS
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y

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p
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coach is coach
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B
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UNSUSTAINABLE
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STRETCH ZONE
SUSTAINABLE
ECOLOGICAL
STRETCH ZONE
S
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CONSCIOUS
SUBCONSCIOUS
UNCONSCIOUS
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So the first question is: why some are getting results while others are
not?
ACTIONS / BEHAVIORS
This means that anyone who is having results is because she is doing,
i.e., behaving differently from other people who are having no results
in those areas. For example, a millionaire DOES things that people who
are not millionaires dont. For example, saving, investing, etc.... Someone
with a great health is DOING things that people that dont have a good
health are not. What we are doing is making the difference. Two people in
the same circumstances that do exactly the same actions have the same
kind of results. People who have the results you wanna have ARE DOING
THINGS TO GET THEM!
So the next question is: what leads some people to DO and others to not
do?
EMOTIONS
Everything you do in your life is a relationship between pain and pleasure.
What happens is that someone who goes running at 6 a.m. associates
more pain with not going than with going. Who is going to the gym asso-
ciates more pleasure than pain with going to the gym in the morning. That
relationship between pain and pleasure is what is defining your results...
If we dramatically increase the pain or the pleasure associated we will get
to change your results.
As so, what is then defining that pain/pleasure relationship?
BELIEFS
The reason is because of our beliefs, of what we believe in. Our beliefs
are our set of rules for the world and for our lives. Your set of beliefs, in
fact, is defining your pain/pleasure relationship with something, and then
your actions. A millionaire believes that saving is essential, that investing
and taking risks is necessary. This set of beliefs leads him/her to associa-
te more pleasure than pain with having these behaviors, and therefore he/
she implements them. Other people have other beliefs that create other
emotions that create other results. People who are achieving results in
areas that you arent have a beliefs system different from yours.
And then it seems logical to ask: so what is defining and creating your set
of beliefs?
VALUES
What is a value? Its something that is important to you, something you re-
ally value. The only thing that determines a value is if it is valuable to you.
Not all of us share the same values (Example: the values of Mother Teresa
and Donald Trump: Contribution vs. Professional Accomplishment). What
you really value and not what you say that you value. You value it so much
that it generates your set of beliefs. In fact, when you live your values in
practice (on a daily basis) you are defining your life results. Not what you
would like to value, but what you are really valorizing. In fact, we all have
the same values. What differs is the order and the importance we give to
each one of them.
For example, if someone has the value of the family above the value of
work, she will have the belief that it is more important to spend time with
her family, causing her to develop a positive feeling when she is with her
family, which leads her to really try to spend more time with it. On the
other hand, someone who has the value of work above the family one will
be someone who believes she should spend more time with her work and
career, as she believes it is that that will bring her more financial stabi-
lity, for example. So she will associate more pleasure to the time spent
at work than at home, causing her to act accordingly to that emotion. For
example, Donald Trump and Mother Teresa of Calcutta: havent they got
different values? One probably values more professional fulfillment, the
other values more contribution. Different results? Sure! One has one of
the largest business empires in the world; the other left the largest volun-
teer organization in the world!
So, in reality, the values you are living in practice (what you are valuing in
practice) are defining your results.
This alone already explains a good part of the psyche of human beings...
But lets go deeper.
ROOTS
Having roots
is to control
the cycle of
trust.
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To have roots the
coach has to identify
her motivators and
values , create beliefs
and habits, and learn
to place herself in a
state.
CYCLE OF CONFIDENCE AND CYCLE OF FEAR
Everyone has Cycles of Fear in some areas and Cycles of Confidence
in other areas.
How do you know it? If you are having or not results in that area. In
the areas of your life where you are getting results, you are living in a
Cycle of Confidence. In the areas where youre not, you are living in a
Cycle of Fear. What does this means is that you have behavioral addic-
tions, or that you are doing things in a vicious way, you are in a sort of
a mice wheel. Those addictions start by creating emotional patterns on
you (feelings that you are having whether you want it or not, for instan-
ce jealousy; when it becomes a pattern, no matter what the other does,
that emotion will keep being there; it is an emotion that happens to
you), and those emotional patterns generate limiting rules. We use the
words rules because in reality, limiting beliefs are created because
they have a very large set of rules. And this generates demotivation.
An addiction creates an emotional pattern that creates rules limiting,
which create demotivation and discourage us to move and change.
This Cycle of Fear is being lived FROM RESULTS TO VALUES and not
in the other and right way. The bad news are that we all have Cycles of
Fear. The areas in which we are not having results is because we are
afraid, but we paint it in other colors. Im afraid, Im demotivated, I have
emotional patterns and I have limiting rules.
For you to gain roots, you need to recognize these cycles. You need to
break it if you want results, but if you want roots you need to recognize
them. Good news: you can break Cycles of Fear.
Second good news: you have Cycles of Confidence! You also unders-
tand the other psychology. So what is a Cycle of Confidence.
You start by having the capacity of creating Discipline and Habits; you
get the ability to get into a certain and desired state (e.g., being happy
to go training; I want to create that emotion, I visualize it; it is the op-
posite of an emotional pattern; the pattern happens to you. Think of a
boxer who puts herself into her wanted state before entering in a ring.
You have empowering beliefs (when you believe in something that cre-
ates more of it). This creates: energy / passion / being in the moment.
Being with energy and passion and in the moment brings me empowe-
ring beliefs, which put me in the emotional state I want and provide me
habits and discipline. The good news: you have these cycles in areas
that you are getting results. Think in one area. You have these four
things, right?
Having these cycles its called being human. First part on roots is
about knowing your Cycles of Fear and Confidence and admit them to
yourself, to those you love, to the others... And having the courage to
say that it doesnt work because of FEAR! And there is a way to break
this cycle. When you have roots you stop projecting it in your clients.
There is a way of finding your values in a very logical way: knowing
which human motivators drive your behavior.
8 HUMAN MOTIVATORS
Maslov pyramid: he was the first to talk about human needs. He is outda-
ted because it defines a hierarchy. He places self-fulfillment at the top.
This model is very much focused on Maslovs map-of-the-world, who
was an MS. If it is a PE he may have family in the top and that is not
wrong. Still, there are things that all humans need.
So with all these models, we created the 8 human motivators: they are
divided in four paradoxes, one for each of the PEMS. The first paradox is
security / freedom.
Each one of us was born with a set of motivators. You are addicted on
one side of the paradox. You have to fulfill that need even if you have to
abdicate of the other one
ROOTS
SECURITY
SELF LOVE
CONSCIOUSNESS
PERSONAL DEVEL.
FREEDOM
LOVE/BELOVED
BLISS
CONTRIBUTION
P
E
M
S
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The main lesson is: the more you live the other side of the paradox, the
more you will live your addiction as well. What happens is that you can
only get more of your addiction when you learn to validate the other
side of the paradox. This is what Jung calls paradoxes integration: be
the millionaire and the altruistic. Be the mother of family and career,
etc ... Only when you integrate the other energy is when it boosts the
one that is more natural to you.
For other persons it happens the same with security and all other pa-
radoxes. The suggestion is: Im addicted on this, but I can pause and
I can go exploring the other side. What you have to figure out is your
map (draw in the infinite signs which side of the paradoxes is bigger).
Your map is about how much you need to fill each side of the paradox.
So, YOUR HUMAN MOTIVATORS ARE DEFINING YOUR VALUES AND
YOUR VALUES ARE DEFINING YOUR RESULTS.
You can have everything on one of the sides of the paradox, if youre
willing to face the fear of losing it.
All people fill their motivators. The difference between us is how sus-
tainable is that satisfaction. Unsustainable means that every day you
EXERCISE
Do your map. How do you discover? Based on major decisions you
made in your life. Example: work, home, relationships, etc..
have to feed them. Imagine a homeless person: he meets his/her secu-
rity needs (eating and having where to sleep), but he has to do it every
day. Now compare with Donald Trump. If you see the freedom part it
probably happens the opposite.
3 SUSTAINABLE: it feeds itself. It is something that can continue
without the need for external resources. It is ecological, based
on challenge and paradoxes integration.
3 UNSUSTAINABLE: you need to do it every day, it is selfish, ba-
sed on comfort and extremist. You do it like it was a daily shot.
Example: father and daughter about going out at night (to satisfy sa-
fety and to love and be loved). Father says no: hes being selfish and
within his comfort zone. The same father after coming to this course:
Youre going to the party until 22.30. You send me an sms saying that
everything is ok and at 22.30 Ill pick you. This continues for some
time. Father goes on diminishing the rules. Now hes being ecological,
entering his challenge zone and integrating paradoxes. To feel safe as a
father he has to give some freedom. To feel loved, he has to give them
some self love. Now, his motivators are sustainable and has a sustai-
nable system that feeds itself. To arrive to a deeper level of security he
needs to take the risk that comes from giving more freedom.
DIAGONAL CONTINUOUS LINE
This line shows us that working above the line, ie, the clients beha-
viors and/or emotions, is short-term and unsustainable. In this case
only the techniques are worked. There are immediate results but with
no major impact and duration. Like when we are called to do motiva-
tional speaking or teambuildings. People feel better and do things, but
the results have a short duration.
This does not imply that it is wrong to do Coaching based on these
two areas. For example, in a quick conversation with a friend we can
do Situational Coaching (based on behaviours) in order to get her to
do something that has been postponing. If the action has been made
and it was what was intended to be, then you did your role as Coach.
The Remedy Coaching is also important sometimes, which consists
on making the other person to leave the session feeling good, thinking
more positive at the time, having had an opportunity to digest an emo-
tion.
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Below the continuous line is where lies the deepest work. The one
that will actually be sustainable and with long-term results. This is
where we work values and beliefs, it is where we go deep to the point
where in fact we shift paradigms. The client, in this type of Coaching,
change her beliefs and values, turning to be a really different person,
in opposition to what happens above the line, where only the emotions
or behaviors are changed, but the client continues to be what she was.
ICEBERG
With the iceberg image, it is understood
that the behavior is the conscious part of
the human being, the only thing that the
client can see and analyze. Everything
else, emotions, beliefs and values are at
the clients unconscious. But as a Coa-
ch, I must and I want to work also the
unconscious because, as we saw above,
this is where it lies the sustainable and
long-term work.
When we help our clients shifting their paradigms, beliefs, emotions or
values, we are working with their unconscious. Your client will not like
this at some point in the process. The unconscious will realize that she
will have to change and this will cause the first resistance. Knowing
how to overcome this is essential to the Coachs work so she can de-
liver sustainable results.
Conscious Mind: keeps all the information which you can access
now
Unconscious Mind: keeps all the information that has ever passed
through your brain. It is also a kind of a warning system
for you.

The information passes from the unconscious to the conscious mind through
the subconscious. It goes dropping into deeper levels of our mind. Very qui-
ckly your clients will want to turn you into one of three things:
Friend They want someone who listens to them, who
is patient with them, who is always there, with whom
they can always count and talk. Most of your clients will
want to have you here: that you turn into a sort of confi-
dant that supports them but does not challenge them too
much. But you are not there to be a friend!
Boss Many will seek in the Coach someone to tell them
what to do, who provides them specific guidance, who
pressures them, who punish them when they dont
have their homework done. Someone who is even more
committed with their results than themselves. But youre
also not there to be a Boss!
Priest Others will want a kind of a weekly confession
session. That you absolve the mistakes theyve made du-
ring the week; that you tell them everything is fine and
that it doesnt matter, we are all human and we all make
mistakes. You are not there to be a kind of spiritual le-
ader of your client and to absolve him! You are there to
be...
Coach - The Coach has an Air relationship with
the client, i.e., mental, of communication, becau-
se it is a conversation where you listen and ask,
where there is intellectual stimulation. In the map-
-of-the-world scheme the Coachs sketch is in the
quadrant of beliefs. It is a mind with mind work.

It is important to know this, because with the sessions going, clients
tend to try their Coach to become a friend (water/emotions), a boss
(earth/behaviors) or even a priest (fire/values). However the Coach
should avoid the mistake of behaving like one of these three types. You
are there to be a Coach!
Notes: In Informal Coaching, with friends, colleagues, family, remember that first
thats what you are and only then you are a Coach. Therefore you should not give
prevalence to the Coach but to the relationship you have with that person, otherwise
you would violate the pact that exists between the two.
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4 TYPES OF COACHING
Based on these four quadrants, there are four types of Coaching:
Situational Coaching The one that is done immediate-
ly, during the situation, with the sole purpose of lea-
ding it to an action. It usually consists of a brief con-
versation where a ROSA 1.0 is done. Your client has
a situation that week that really needs to be addressed:

Ex: a proposal that she needs to present; a college exam
for which she has to study. Its not bad Coaching, and it is
often necessary. Only it is more superficial.
Remediative Coaching As the name says it suits when we have
to put a bandage/ointment on the emotions. The goal is
the client to feel good at the end of the session, without
having to go deeply on the problem. Its the typical conver-
sation where the client unburdens and your only goal is to
make her feel a little better. Sometimes it may be, and it
often is, necessary.
Ex: the past week your client has discussed with someone
important to her or something happened that greatly dealt
with her emotions. Your first focus should be to help her to
unburden and to feel better. We used ROSA 1.0 + Unburden
Transformative Coaching Here the goal is not just making
the client to feel better, but that she can change the
way she sees her life and herself. Here we mainly work
on beliefs, i.e., the client stops believing in some things
to start believing in another ones. She shifts paradigm.

Coaching is now much more sustainable and with long-
-term results. It undergoes through more complete ses-
sions where ROSA 2.0 is done.
Holistic Coaching This is the kind of Coaching that involves the
whole being of the client, all her areas and valences, i.e.
her values. The entire psyche is worked. We are working
the whole Human Being and not only a part of it. Even the
motivators are worked. We use ROSA 3.0 and we work a
lot on paradoxes integration!
KEY POINTS
We said earlier that we all have Cycles of Fear and that we can change
them to Cycles of Confidence. How?
Imagine that you have a turnscrew and a bicycle wheel is malfunctio-
ning. You will then put the turnscrew into one of the four key points and
then youll pull and force the wheel to move in the right direction to-
wards the Cycle of Confidence. And very important: you dont take out
the turnscrew until the Cycle (the wheel) rotates in the right direction!
What are then the Four Key Points? You can really choose only one!
VALUE FOCUS. At this point, you will choose a key value for you whi-
ch you cant leave to live in practice! Whatever happens, you cant take
the turnscrew from there! For instance, imagine that you are experien-
cing serious financial difficulties and you decide that Value Focus is
your point. Imagine that you choose saving as the value that has to be
experienced in practice. Then, whenever you have to make a decision
that involves spending money, you know what to do. You cant, in any
way, stop living this value until the cycle begins to rotate in the oppo-
site direction and gets sustainable.
POSITIVITY. If you want to work at the level of beliefs, youll start
to develop this empowering belief base: BEING POSITIVE! You must
be a positive person, with faith, who believes that everything will go
well, who says only positive things about herself and the others, who
sees and is focused on everything positive that is going around her!
And when the bad days or the bad news are coming and you feel the
need to say something negative... you shut up! And you say something
positive...
EMOTION FOCUS. Imagine that there is an emotion that makes your
Cycle of Fear to happen (an emotional pattern). In this key point, you
will choose an emotion that you would like to learn to cause in yourself,
learning how to get yourself into that state. Imagine that you have been
feeling too much anger in your Cycle of Fear and want to feel harmony
instead. You want to learn how to get into that emotional state. You
start feeling the opposite emotion and you do something to manage to
be in an harmony state (you listen to a song that gets yourself into that
state, you put your boxing gloves, you jump, you meditate, you close
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your eyes, you read a poem as Mandela did ...)
HOMEWORK FOCUS. Here you will define a homework that until its
done you wont do anything else! Imagine that you have a Cycle of Fear
in relation to health, that you define Homework Focus as the key point
and your homework is running every day. Until you manage to do it,
nothing else matters! All of your strategies are directioned so that your
homework is being done as soon as possible.
In the end, all of the four key points have to do with absolute focus:
Value Focus on the most important value. Until that value is being
lived we wont move on;
Positivity (Faith / Optimism) Focus on the positive emotions. Un-
til she gets optimistic we wont move on;
Emotion (Meditation) Focus on pleasure. Until she feels more ple-
asure than pain we wont move on;
Homework Focus on action. Until the homework gets done, we
wont move on.
VERY IMPORTANT
You as a coach do not have to guess your clients map-of-the-world, or
even her PEMS, but you have to explore it, aside of her. You will only
master her Map-of-the-World when you understand your own (creating
roots), because you will never learn anything about yourself with your
client, you will never discover anything about you, because shes the
one who discovers it, being real or not. You, Coach, you must be hum-
ble enough to know that you know nothing about your client and you
shouldnt try to guess anything. It is the customer who gets there alone.
Therefore, the more knowledge you have about your own map-of-the-
-world, together with Rapport and ROSA, the more intense will be your
Coaching, because the more you will be able to help your client. The
goal is that you have the tools in yourself so you can help her. In other
words, this tool is for you to deepen your roots and thus know when
you need to do only ROSA, or go searching for the Key Points or to use
another method. For instance, if a client has as her main challenge to
be promoted, then theres no logical on working on Cycles of Fear, but
to make a ROSA and move forward. On the other hand if you see that
there is a Cycle of Fear, then you should find the key point so you can
work on it.
I cant help the others if I cant help myself first.
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values (I am)
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INTERNATIONAL CERTIFICATION COACHING RESULTS
IX
RESULTS
Results are super important in the Coa-
ching process. There is simply no Coa-
ching if there are no results, and thats
why they are at the center of the
triangle of the four Rs. Everything
we do, whether is ROSA, creating
Roots or building Rapport, it is
done with the purpose of get-
ting results at the end of the
sessions.
This is what distinguishes the most Coaching from other practices!
As a Coach, you must become obsessed with your clients results. Not
only that they do their homeworks, but also how close did Coaching
took them closer to their Guru Objective, how much it has improved
their leverage slice of the Pizza and other slices as well. We also try to
assess the sustainability of those results. We dont want them just to
get there, but also that they keep there!
Coaching is about results and you must take this premise very seriou-
sly! You have been hired to make them reach some goals! Become
obsessed with it!
It is not so easy to evaluate results in a metric way in the world of Co-
aching, but it proves to be very important. Not only with Life Coaching
but also with Business Coaching. We must find a way to demonstrate
that our work has had results in practice.
That was the reason why we have created the Results Model.
Our level of
competence is
equal to our
worst level of
performance.
RESULTS MODEL
It is possible to define results through the four metrics.
S AXIS (SPIRITUAL)
WE EVALUATE THE PROCESS IMPACT ON THE CLIENT
Behavior (I DO) : When the client, throughout the process, changes
one or more behaviors. She does now, due to the sessions,
different things that she didnt before.
Emotions (I FEEL): When the client feels happier, more self-confi-
dent, fulfilled, etc. She has now different and more positive
emotions due to the Coaching process.
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Beliefs (I THINK): When there is a change of belief (I used to belie-
ve I was not a good person and now I believe I am). When
the client used to believe in something and she started to
believe in something different. There was a paradigm shift.
She used to see something in a certain way and now she
sees it in a more empowering way.
Values (I AM): When the Coach manages to help the client to change
her values, i.e., the person she is. This happens, for exam-
ple, when the client starts to put more emphasis on family
than on work, or when she accepts and believes that she is
a healthy and different person and that nothing will change
that now. She values different things todat due to the Coa-
ching process.
E AXIS (EMOTIONAL)
WE EVALUATE THE CLIENTS AUTONOMY
Level 1 Coach (Coach/Client Relationship): Its the Coach who
controls the situation. There is a formal relationship be-
tween Coach and Client and the session is controlled and
oriented by the Coach.
Level 2 Coach (Co-Coach): The Client already acts as a Coach
during the sessions. This happens for example when the
client already knows that she is supposed to also say po-
sitive things on the Reality part, that is, she already knows
what to do in each step. She already takes the initiative.
The relationship is more about cooperation now and the
Client start becoming autonomous.
Level 3 Coach (Self-Coaching): When the Client already does Self-
-Coaching at home, not being asked to. This is a fantastic
moment, because she already has the tools and the Coach
is there to help and support.
Level 4 Coach (Coach to others): When the Client comes to a ses-
sion and tells us she has done Coaching with someone else
(with her child for instance). This person came to us to be
helped, however she is already using our tools to help so-
RESULTS
meone else. She is totally independent. It is every Coachs
dream.
M AXIS (MENTAL)
WE EVALUATE THE CLIENTS CONTENTS ASSIMILATION
Uses Rosa 1.0 language: o cliente usa palavras como Realidade,
objetivos, solues, aes fazem hoje parte do seu lxico
Uses Rosa 2.0 language the client uses terms such as guru objec-
tives, baby objectives, measurable, beliefs, paradigm shif-
ting, brainstorming, etc...
Uses Rosa 3.0 language: she refers terms like emotional patterns,
cycles of fear and confidence, values dilemma, etc...
Uses unconscious Rosa language: when many of these terms are
so ingrained in the clients language that she thinks she will
use them for the rest of her life.
P AXIS (PRACTICE)
WE EVALUATE RESULTS IN PRACTICE
During the Session: I can manage the client to get results only du-
ring the session. It is a Coaching session that has no power
to influence the client outside it.
Between Sessions: It mostly happens when the client is doing her
homeworks. It means that what happened during the ses-
sion touched her with enough strength to get her to realize
she has to do something and that she is doing something
outside the sessions.
Leverage Slice: It happens when the client fulfills her Leverage
Slice and achieves the goal that brought her to Coaching
or when her satisfaction in that slice has dramatically im-
proved.
Holistic: When the client improves satisfaction in multiple slices as
a result of the sessions, including the leverage slice. It was
a process that had an impact on the whole being and not
just in one area of her life.
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You can make this model with your client on the last session you have
together. You can also make a self-assessment to compare with it.
When you measure these four levels of results, you will have access to
check what level of Coaching you had on that specific process.
COACHING LEVEL
The Coaching Level that you have delivered is always proportional to
your lowest result. Even if you have three axes at level 3 and have only
one at a level 2, Coaching has been 2.0. This is valuable information to
you as a Coach because it gives you an idea of axes that are easier for
you to work and others that you may have to further strengthen.
Level 4 Coaching is something that is not achieved with all clients.
There must be a great empathy and rapport, as well as a mastery on
the Coaching technique that has been taught in the training course and
presented in this manual.
Gulica ego catia caperum dem inem cus? Fortes et L. Nos et grae
avehem Romnit acto egeris cis sultod pratum, voltum iam hos, ublius
hactam atemus essede con vas optilis, factor aus, nem ad cae estil hos,
me patus re, verisse inatuus.
Udam deperfecrem, nermis etraed me int, ela remulibut rem loctusquo
cum mus auciem, vivehem uresull emquissent, eti primperescit ina,
que ia consiss entium pulerit. con vendam morei sentes inatil vit ia
quam mus licaudemus factem dum, eo, ura ex muro, nenit, quo vilnes-
tium, Catimportus pati postalarit vis coena, fui sa consu consceribus.
Satquid ertienatus contere essimis, ut vis aus iliciam, quo in dissimis.
Ra num deatiqua vere con sentius et; in spio pes? Tiaetin videlisquam
mus viliam que conum is larbit, etora notimolto nos et duc omnimus,
opublicae convo, C. Nos, vivica; Catus hos, vivas aurnihil hui terfint
imorter labus hostam res inequod nerem tabute telieni hilicaessil ven-
tem nonsulis.
Berteropubit diisquium iteriti emprit, teludam hilicid erfentiur, tem huis.
Hum pro vidiusquem paterevid sedis factatu rnihilla rem publicave, Ca-
terev irissoltis re aurei pere anum teluder ficepse essercem octuusque
mis tum inam pra vivid rei condamdiis hacies! Ipio verei sendamdis
TOOLS & TECHNIQUES
X
TOOLS AND TECHNIQUES
If you master well the model of the four Rs, for us you already are a
fantastic Coach! If you can master some stars too, its even better! But
if you master the model, you know how to do Coaching. But now lets
go to the small stars! The idea is not that you try to use all the stars
at the same time! Choose the two or three that you like best and train
those first!
POSITIVE FEEDBACK
Provide as much positive feedback as you can to your client! Take
every opportunity you have to do it. A Coach is the type of mirror that
only says good things about her client! Please turn yourself into some-
one who is always valorizing every small steps that your client takes.
FEEDBACK HAMBURGER
You say something positive, then you say something negative, then you
say something positive again. The two positive feedbacks have to be
VERY, VERY good! For instance: I have been feeling that you are very
committed to your Coaching process. We just need to start paying more
attention to our homework even because I feel that you are a person who
likes to challenge yourself and that really wants to go further!
RESSIGNIFICATION
Ressignificating is finding another meaning still more empowering, but that
changes everything. E.g.:I didnt do my homework. I failed. Coach: Wow!
That means that you are a demanding and committed person. Im lazy!...
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Does that means you like to enjoy the pleasures of life?.
REFRAMING
It is much like ressignification. Its the name that is used in NLP (Neuro-
-Linguistic Programming). You take the information that was been gi-
ven to you in a frame and you put it in a new one.
PREFRAMING
If ressignification has to do with changing the meaning after it has been
given, preframing has to do with giving a meaning to something before
we have explained what it is. It is a widely used technique to anticipate
objections that might distract us from our ultimate goal. Then we do
preframing: we previously give the meaning that we want the person
to give afterwards. Example:
Can I show you my point of view? Its something different, but Ive seen
that it works with many people and it has been helping a lot to change
our behavior to healthier habits. Its something innovative and different,
but highly successful. Can I tell you my idea? You create a frame before
placing the information in there.
POSTFRAMING
First you give the information and then you put it in a frame. E.g.:
Folks, today we have an exam (the low energy level) but thats what this
course is about: to be the best Coach, to go further.
FROM 0 TO 10 ...
To give examples: I think Ill read a book. Coach, From 0-10, how
much do you think you will accomplish that goal?
TRANSFORMING OR IN AND
Help the client to find an alternative solution, to integrate paradoxes, to
find a third way.
VULNERABILIZATION
Find out things about you that are not working and put them at the
clients service. That makes you human and you are validating your
client in the case she feels the same. She does some things better than
you and has some of the same challenges.
ASSOCIATION AND DISSOCIATION
These two terms are often used in NLP (Neuro-linguistic Program-
ming) and are used in various ways. Association means that an indi-
vidual describes a situation as if it was happening and he was partici-
pating on it. As the name indicates, he is associated with it. He is still
seeing himself going through the situation and feels the emotions that
he would feel if he was really living it.
Dissociation means that an individual can already tell that experience
as if he was watching a movie in which he took part, but already dis-
sociated from it. He is more in an observer role. That allows him a big-
ger emotional objectivity. Even if he feels the emotions, they are more
about the experience itself and not so much about him as a participant.
When we want to help our customers to overcome some emotionally
more challenging situations, it can make a huge difference to have
them to dissociate from those situations. Thats how they can gain
greater objectivity and clarity, and at the same time they get more mo-
tivated to take their first steps.
METAPHORS
The most important here is that you use the metaphors of your client.
Use her world whenever it is possible. It will help a lot more to inter-
nalize and memorize the information. Help your client to create her
metaphors. E.g.: Sometimes we fall into holes that are so big that you
cant get out of them alone; Learning to forgive someone is like dri-
ving: one step at a time
TOOLS & TECHNIQUES
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LANGUAGE OF A COACH
3 HOW TO INTERRUPT: at the first session it must be defined if
the Coach can interrupt the client when she deviates from the
focus. If youre going to interrupt your client, you must always
do it with a question. You can also take note of something that
has nothing to do with the subject you are talking about, but it
seems important. So we can talk about it in the next session.
You can ask the client if she liked to talk about it.
3 DOES IT MAKES SENSE FOR YOU?: If she says NO: So tell
me...?; if she says YES, can you tell me how?.
3 MY HALLUCINATION is ...: Being very unconditional. Any opi-
nion is a good opinion. The Coach realyy doesnt know. The
word hallucination implies that what youre saying may be ab-
solutely wrong.
3 WHAT WOULD LOVE DO NOW?: Be careful with the rapport
level you have with your client. It is a very good question when
it concerns relational issues.
3 HOW WOULD IT BE IF...: Very good to overcome objections:
how would it be if you had time?; how would it be if you had
money?; how would it be if you had self-confidence?
3 WHAT IF ...: Fantastic to destroy any obstacle that your client
brings. Some examples: And what if you could?; Why not?;
What if nobody would know?; What if you had money?; I
know you dont, but what if you knew... what would you say?.
3 GENERAL TIP: BE COOL! You really must have a cool and rela-
xed attitude! You really dont know what would be best for your
client so be really unconditional
THE COACHING ETHICS
XI
THE COACHING ETHICS
There are six ethic rules in Coaching, but with no doubt the first is the
most important.
CONFIDENTIALITY: Coaching sessions must be given the utmost con-
fidentiality. There are no legal rules as in Therapy (like not having fa-
mily as clients), but you always have to respect confidentiality. When
you do Coaching in a company and you must give feedback to their
manager, your clients must know it. If necessary, you can discuss the
case with a mentor, but always without mentioning the name of your
client. You can discuss the cases, but without any names.
CLIENTS AUTONOMY: Coaching is all about autonomy and sustaina-
bility. You need your client to get results, not that she needs you. You
should think: if I change country, how would my clients be?
CAREFUL WITH PROJECTIONS: We all project aspects that we re-
press in ourselves. All currents in psychology agree that there is pro-
jection. When I look to someone else what I see is whats inside of me
(strengths and weaknesses). Thats why some see one thing and others
see another. As a Coach you must be very attentive to projections. You
should not do it with your client and for that you must work on your
roots. If something bothers you, that says more about you than about
your client. Its not just a technical issue of respecting others map-of-
-the-world. It is an ethical issue.
CREDIBILITY: Of course you can use other different tools in your ses-
sions, but you should be able to do so. Using things on which youre not
certified is breaking ethics. Try to be congruent and integrate. Being a
corporate or a sales Coach without being an expert about those mat-
ters is not ethical.
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INTERNATIONAL CERTIFICATION COACHING THE FIRST SESSION IN PRATICE
CONTRACT IS CONTRACT: The financial commitment you assume
with your client is always the same as long as she is your client. The
same in what respects sessions frequency. You should always ask
permission to your client when you want to change the frequency of
the sessions. For WeCreate, the value you charge to your client must
be the same forever. It is part of our gratitude towards our client.
SELF-COACHING: The Coach must be an example of Self-Coaching or
she should have a Coach. You really have to do ROSA once a year, at
least, and use all these tools in a weekly basis. Make sure that you are
also an example of achieving your own dreams!
XII
THE FIRST SESSION
IN PRACTICE
It is normal that the first session is a bit longer (90min). Your focus is
to build RAPPORT! Here is an example of a few steps for your first
session. You can have a few more or less of these steps, but this is the
general idea...
STEP 1: Memorize these steps so that you will not have to use this
manual
STEP 2 (Partnership): Organize the working space, have everything
prepared, adequated clothes, etc.
STEP 3 (Presence): Prepare to be fully present, by meditating or by
being a few minutes in silence
STEP 4 (Posture and words): Build rapport, have a few minutes of
casual, positive and neutral conversation to break the ice.
For example: the weather, the clients favourite team foot-
ball match, etc...
STEP 5: At this stage you will also try to collect information about
the client. Several aspects of her life and trying to deter-
mine clients expectations regarding the Coaching process.
You will be attentive about the metaphors and about what
is really important to her. Youll need it to explain what Co-
aching is in her words.
STEP 6: Explain what Coaching is, using the clients words and the
references she gave us. Example: lets imagine that boxing
was something that the client liked and we want to explain
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109
INTERNATIONAL CERTIFICATION COACHING THE LAST SESSION
Coaching through boxing: Coaching is like boxing! It invol-
ves a lot of training to succeed in getting results, but ins-
tead of having an external enemy, we are fighting against
ourselves!.
STEP 7: Inviting the client to do an exercise: we pick six pens (three
of each color). We ask her to tell us three things that are
going well in her life and we explore each area a bit. Then
we ask: among those areas, which one is running really
well?. Then we ask for three things that are not going so
well and explore a bit.
STEP 8: Asking the client which 3 goals she would like to accom-
plish by the end of the Coaching process, that would make
it worth the investment (as measurable as possible)
STEP 9: Establishing verbal contract and selling the idea of coa-
ching (even if the sessions pack is already closed). Now we
talk about the practical issues: sessions frequency, ses-
sions length, interrupting the client, first session a bit lon-
ger, confidentiality guarantee. If you feel comfortable you
can talk about costs and forms of payment.
STEP 10: Can we start our session talking about what brought you
here? How can I help?.
STEP 11: Talking a bit about the Clients reality and introducing the
Pizza of Life. The client draws hers. We will go on explai-
ning the pizza and its different slices (very briefly not to
influence). Some clients like to do it alone, others like to
go on talking as they fill the slices.
STEP 12: From then on you make ROSA 1.0.
STEP 13: You end up the session. You can share ROSA methodology
with your client (if you think shed like it) and ending with
positive feedback. You can also ask the client how did she
feel. You can also ask her to choose an object and summa-
rize the session. You will also be doing some preframing by
stating that Coaching is about action and homeworks.
XIII
THE LAST SESSION
A coaching process has a follow-up. We can work with individual ses-
sions or with a pack. It is important to inform your clients that Coaching
is a continuous process and not a process with miraculous results in
the first session. Hence it is like doing workout where it is difficult to
get results if we go to the gym only once.
You can work with packs of sessions (5 or 10) and we would like to
give you some tips on what you should ensure it gets done in your last
coaching session with someone you have been working with.
FUTURE: It is important to ensure that the client will continue taking
steps in the future, even not having sessions anymore or your
presence. In this session, you should spend some time helping
her in creating an action plan about the next steps she wants
to go on taking in that area. You can also take the opportunity
to do a small summary of everything that you both worked in
so that there is a notion of the progress made and the results
achieved. Ensures that your client completed that process and
be sure about the next steps for her future. Help her in crea-
ting a good action plan.
HABITS: You can also ask your client which would be the daily or
weekly habits that she would like more to integrate into her
routine.
POSITIVE FEEDBACK: This is also the perfect time to give positive fe-
edback to your client (despite being a constant throughout the
sessions). Show her the progress she has made throughout
the sessions and help her to realize all the positive things she
has achieved.
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110
PERSONAL DEVELOPMENT: We must ensure that our client conti-
nues its personal development process and knows or tries
new approaches. Coaching is just one part of a wide range
of options that are now ahead of her. Encourage her to con-
tinue that journey, to read new books, to try other trainings
and workshops, other different and complementary ways of
approaching personal development.
KEEPING CONTACT: You can develop some form of contact with your
old clients. Email, telephone, facebook, etc. Remember to con-
tinue sending her information about coaching or other matters
you find important. It is a way to ensure that your client will
continue awaked for this subject.
Thank you for being part of this project!
Daniel S Nogueira and Marta Ferreira

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