Applying Behavioral Styles
I hear people and teach them to listen to themselves through their bodies, minds and soul purpose. After all, health is a balance of energy but there is a HUGE component most business and most health care service providers miss as to whether or not anything presented to you will be utilized. That component is your attitude and the attitude of your potential client.
ATTITUDES CAN'T BE CHANGED FROM THE OUTSIDE BUT BEHAVIORS CAN
Interestingly enough, behavioral science has demonstrated that no matter what I tell you, no matter how logical my attitude is about a behavior, I will not be able to impose any education or give you any information that will directly transform your behaviors until you change your attitude about that behavior first. If you have ever spoken with an old stubborn mule of a fella, you know how draining that exchange can be. You literally can not teach an old dog new tricks unless they become receptive to change. Ahh, but here lies the caveat. How the hell do you make change more acceptable?
Well, if I understand the motivators fueling your behaviors and then I create a social support structure to reinforce a better attitude for the outcome I desire then I can move someone to want to behave the way I want them to. If the person actually initiates the desire as their own and communicates to me their goals then that really opens up the transformation and moves its way beyond manipulation. Either way, I will probably see you change your behavior to mimic mine but if I want you to not regress, I need to literally get YOU to want to change your point of view. This is where understanding both my and my client's behavioral styles mesh or conflict may become extremely handy. I can then give you the positive validation you may crave for confidence while you develop personal conviction. After enough of that relationship and trust, WE will see a transformation.
ASSESSING THE OBJECTIVE OF BEHAVIOR
I have always worked the planned care of the body by way of aligning with the mindset of my clients so a few years ago, as I ventured into a health coaching model of service delivery. Here I came across some psychosocial assessments that had been birthed out of the work of the late Dr. David Mefford. As a former Athletic Trainer, I could see how my female performance coaching could benefit from the expanded linguistic component within axiological assessment of the athletes language of values helped by my friend, former professional Hockey Player Mike Hartman and former NFL player Leonard Wheeler right here in Charlotte. So I began to play with these tools to figure out if I could get a better objective assessment tool for my biopsychosocial model of evaluation then I could help clients get out of their own way. This moved right into helping fellow health and wellness leaders know themselves and their audience deep enough to build a trustworthy relationship with their tribe. This is the name of the game of sustainability and abundance. All ships rise with the change in tide and now the game became the pain of living with discomfort related to a diagnosed dysfunction or being a health care provider misaligned with his or her care delivery game.
4 STYLES HAVE BECOME VERY HELPFUL FOR COMMUNICATING ACTION PLANS
The popular disc assessments are great but the language of the assessment does not take into account the mindset of the person approaching the questionnaire. Therefore, if I am working in the realm of purpose with my healthcare client, It may not align well with their work environment. Likewise, if I am supporting someone who is unhappy in their lifestyle as a postpartum mom struggling with leaving her former valued career, I may not tap into her mindset unless I offer the words of work-life values. So in comes my brand of bio psychosocial eval.
THE DOMINANT PARTNER:
This client is a natural leader but he or she may not be one wanting to work as a team. The better I have a direct return on her investment of time and money outlined the more she will become compliant to the plan. If I listen, she is focused on a goal of not wasting her money ( again) and getting back to her busy life which may mean she goes back to ignoring her needs. Here I have a choice. I can
- Learn to speak to her need for dominance and help her connect the dots on being the CEO of her entire future comforts
- Play the band-aid and savior role and meet her needs to see progress every session
- See if I can appeal to her character traits enough to have her graduate from this episode wanting to let life be in charge once in a while and learning how to go with the flow.
- I may also see anger when challenging her on her role in this relationship
My solution...Present one or two choices for the day but have her lead what we are going to do.
THE INFLUENCER CLIENT:
This client is everyone's friend. She just lights up the room with her energy and she wants to talk all the time. Well, as a clinician or teacher in a classroom, I may want to:
- present a list of things we need to accomplish that day and engage her as a helper
- Redirect her a lot during the session making sure she is keeping the focus on not getting too social with the group in the room and staying focused on turning that influence inward
- I may use her in the group to lead the others as reinforcement of her progress as well.
My solution: Use her desire to influence others but make standards and expectations to become a leader very clear.
THE STEADY MINDED SOUL:
This one a bit more quiet. She comes to my coaching sessions with a question of where to focus and then really takes to being part of a team so she knows her job and does not need the glory as much as the safety she is going to be allowed to finish her job. I may want to:
- List out the tasks on the plan for the day and ask her for her thoughts
- Present an outline for the month to quiet her mind (she does not like fast change) and explain where we are headed as a team.
- Follow up with her when things are changing in her life for better or worse. Make a need to change have a clear path from A to B so she is not stressed with the alternative route.
THE CONSISTENT CLIENT:
This one ALWAYS shows up, in fact she has a problem when you are sick and have to cancel because she would have shown up as scheduled anyway because "IT WAS RIGHT AND EXPECTED" . She follows the rules of your care plan to end so I don't jazz things up on a whim or become too creative because she will get a bit uneasy. She really needs to know what the risk of things are and would feel much better if I sent that to her to decide her comfort level online before with lots of evidence supporting those assessments. My best bet with this client is:
- Take the time to be thourough with client expectations and clear on my expectations from her before investing a lot of time and energy into the relationship
- Listen to what the ROI would look like to be successful because it may be very tied to past experiences no matter what I say or offer
- Meet resistance with lots of the right questions because this is a communication issue more than resistance after the first two points have been made.
See how having some objectives might tap into setting up a more helpful behavior and compliant attitude? The time it takes for my client to complete the psychosocial assessement may make the intake process longer but it saves us a ton of time prequalifying if we have the best therapeutic alliance potential or if she needs a colleague or another service line. She takes the assessment, gets tons of clarity to understand some of her strain and I then physically evaluate the bodily pain. Best part, my subjective part of my notes will have nothing to do with her quantitative and qualitative results and I can usually clearly see the story beneath her behaviors and complaints.
Want to learn more about your behaviors and motivators that make you unique or hold you back from a more abundant career? Need to improve client compliance by having a better way to help you both communicate? Book a Lady Biz consult HERE
Hartman Institute(2014). In Memoriam: David Mefford https://www.hartmaninstitute.org/memorial-david-mefford/
( Originally posted May 17th, 2016 )