Contracting to get better engagement
Bob Morton ORDIT
www.clientcentredlearning.co.uk
bob@clientcentredlearning.co.uk
During coaching presentations and standards check/part 3 workshops I am often hit with the
comment ‘I have learners you can’t do that with’ I am sure that this is the case, but there are ways to turn your reluctant learners into something more like your really motivated learners!
You can ask all day what they want to do and how they want to do it, but it will be met with the same, grunt, shrug of the shoulders and inevitable “I don’t know” response, or “I don’t know, you are the instructor!”
How can we get more engagement from the non-engagers?
Contracting is the answer, and it works really well for me, and I am going to ask you to try it and see what it brings you.
I start every engagement with a new customer the same way. We each start with a blank sheet and create two columns, one for me and one for them, and the idea is to establish the ground rules. I start by asking them what they want (I will assume here that the answer to the question is “I don’t know”) They may come up with something like “to teach me to drive” and when I dig deeper I don’t get much from them.
I ask is it OK if I shout at you? When they answer no, we both write in the what they want from me column, no shouting. Follow up with questions like: Is it OK if I make you feel bad when you make a mistake? The answer no, should be followed by you asking, “shall we simply see what we can learn from this, by having a conversation about what happened, and what we may do differently? In this way you are both active participants in setting the rules of engagement.
It is great for building understanding and rapport and gets everything off to a great start. It also lets them see that you are interested in them and have invested time in them (I do this bit of lesson one for free) with someone who is engaged in and owning the process you are much less likely to get the shrug of the shoulders and the grunt, as they know the question is genuinely designed to help them, no to put them on the spot.
Explore other areas that cause issues for working instructors and by developing understanding and knowledge of things (like you are self-employed and don’t get paid when they cancel) creates a great partnership.
How do you learn best?
What happens if I am late?
What happens if you are late?
What happens If I have to cancel a lesson?
What happens if you have to cancel a lesson?
In my column (my wants from them) is simple, I ask that they engage, commit and do their best. I promise them if they give me what I have requested I will give them everything on their list. Anything on either persons list that the other is uncomfortable with, is negotiated.
We then both sign t the bottom of each other’s lists and this is powerful as it signifies commitment. You become true partners in the venture. A relationship of equals with no hierarchy, free from judgement and with n unconditional positive regard for each other. Lessons become easy for both in an environment like this.
Discover more about Bob and the training he has on offer here:
https://pdiadi.com/trainer/bob-morton-adi-ordit/
