Coaching Models – G.R.O.W
The G.R.O.W Coaching Model is possibly the most often used goal-setting and problem-solving model in the world. It provides a systematic, logical, simple and powerful structure by establishing four phases for a coaching session. It provides a tried and tested approach and framework for cash flow coaches to use when working with their clients.
The purpose and aim, of the model, is to provide clarity of outcome and a defined result. Importantly, it promotes and relies on high levels of personal client interaction and activity in identifying their problems, creating ideas and coming up with solutions. The historical success of this coaching model can be attributed to the meaningful, self-direction clients attain from going through the steps.
Specifically, the G.R.O.W model challenges cash flow clients to learn and move forward by reflecting upon their experiences, gaining insights, making choices and committing to follow through with them. It is a framework of general questions that elicit goals, acknowledge obstacles and consider options without offering advice or forcing any particular direction. As a cash flow coach, your role is to provide a dynamic vehicle for the client's development.
The Basic Structure
G.R.O.W is an acronym which stands for: -
Will (or Way Forward)
In assisting the client to find resolution and progression, each stage has a defined area of thinking and outcome.
Goal (or What Do You Want?)
The endpoint – where the client wants to be
In which areas of their cash flow management do they want to focus?
What are the specific outcomes of these areas?
Setting longer-term goals
The priority in the first stage is setting goals. It can mean discussing and drilling down to the specific short-term actions and activities the client wants to concentrate on and being specific in defining the objectives and outcomes. Or, it can be more about the bigger picture, long-term goals. These longer-term targets are usually a result of having achieved the shorter-term actions and outcomes.
And remember, when establishing goals be S.M.A.R.T – make sure they are Specific, Measurable, Attainable, Realistic and Time-Framed. Goals should be positive and inspirational and challenge the cash flow client to stretch their abilities and themselves.
Reality (or Where Are You Now?)
The current reality
What is the client’s self-assessment?
Examination of assumptions
Feedback to get to underlying issues
In the second stage of the process, the cash flow coach will use a range of questions, techniques and methods to discuss and define the client’s current reality. The use of data and actual cash flow activity can be a handy catalyst for these conversations. Using the collated information, the cash flow coach would first invite the client to assess their situation. Then, dependent on the response, the cash flow coach can offer specific feedback on the figures and highlighted obstacles in agreeing on the current reality.
It is sometimes necessary for the cash flow coach to examine and potentially challenge any assumptions made or perceived obstacles put forward by the client. Past events, one-off situations or momentary aberrations may have little relevance to the journey ahead.
As always, the focus should be on the client, and the cash flow coach should be emphasising the positives, rewarding the successful behaviours and using them as a basis to move forward. Giving too much attention to the problems can be counter-productive, as the client can feel threatened, retreat from the discussion or potentially create an alternative reality.
Finally, it is worth noting that it is easy to get caught up in this stage. Clients have thought patterns they can hold onto and repeat, creating an endless loop. The cash flow coach’s role in these situations is to keep summarising and questioning to uncover the underlying reasons and perhaps uncovering the client’s basic convictions or fears. This can form the basis of follow-up cash flow coaching sessions.
Opportunity (or What Could You Do?)
Options on how to move forward
Cash flow coach prompting (additional suggestions offered with care)
Following the establishment and agreement on the client’s actual, current reality (disregarding the irrelevant assumptions and obstacles), the cash flow coach will introduce, discuss and examine options to progress. The client should be asked to suggest how they could overcome the current issues that are preventing them from moving closer to achieving their goals. A full range of options should be generated by the client for discussion, and the cash flow coach would only consider adding to this list or prompting the client for other options if deemed appropriate and worthwhile.
The crucial element of this stage is to make sure that it concludes with choices being made about what is next. There should be little ambiguity about which issues, obstacles, challenges and opportunities will be the centre of attention.
Will/Way Forward (or What Will You Do)
Actions to move the client towards their goal
A plan with specific steps and time-frames
Identification and solutions for future obstacles
Agreement on ongoing support methodology
At the final step of the process, the client determines and specifies the actions that will progress them to their goal. The cash flow coach’s role during this stage is to document the plan determined by the client. The plan will detail the timings and steps to be undertaken to ensure the actions are achieved.
It’s not unusual at this stage that additional issues or obstacles are raised, ones that did not emerge in the reality phase. Before proceeding these need to be examined and discussed and will possibly require the consideration of different options and alternative actions.
Flexibility is the key during this phase as new things come to light and actions need to be altered to adjust to both positive events or hurdles along the way. An important factor in this is the ongoing support and check-in points that the cash flow coach offers and provides their client.
Refined questioning techniques are at the heart of cash flow coaching and the G.R.O.W model. It’s all about asking the right questions so the client can come up with their own answers. For each phase here are some questions that cash flow coaches can utilise.
What do you want to achieve from this coaching session?
What goal do you want to achieve?
What would you like to happen with ______?
What do you really want?
What would you like to accomplish?
What result are you trying to achieve?
What outcome would be ideal?
What do you want to change?
Why are you hoping to achieve this goal?
What would the benefits be if you achieved this goal?
What is happening now (what, who, when, and how often)? What is the effect or result of this?
Have you already taken any steps towards your goal?
How would you describe what you did?
Where are you now concerning your goal?
On a scale of one to 10, where are you?
What has contributed to your success so far?
What progress have you made so far?
What is working well right now?
What is required of you?
Why haven't you reached that goal already?
What do you think is stopping you?
What do you think was really happening?
Do you know other people who have achieved that goal?
What did you learn from _____?
What have you already tried?
How could you turn this around this time?
What could you do better this time?
If you asked ____, what would they say about you?
On a scale of one to 10, how severe/serious/urgent is the situation?
If someone said/did that to you, what would you think/feel/do?
What are your options?
What do you think you need to do next?
What could be your first step?
What do you think you need to do to get a better result (or closer to your goal)?
What else could you do?
Who else might be able to help?
What would happen if you did nothing?
What has worked for you already? How could you do more of that?
What would happen if you did that?
What is the hardest/most challenging part of that for you?
What advice would you give to a friend about that?
What would you gain/lose by doing/saying that?
If someone did/said that to you what do you think would happen?
What's the best/worst thing about that option?
Which option do you feel ready to act on?
How have you tacked this/a similar situation before?
What could you do differently?
Who do you know who has encountered a similar situation?
If anything was possible, what would you do?
How are going to go about it?
What do you think you need to do right now?
Tell me how you’re going to do that.
How will you know when you have done it?
Is there anything else you can do?
On a scale of one to 10, what is the likelihood of your plan succeeding?
What would it take to make it a 10?
What obstacles are getting in the way of success?
What roadblocks do you expect or require planning?
What resources can help you?
Is there anything missing?
What will one small step you take now?
When are you going to start?
How will you know you have been successful?
What support do you need to get that done?
What will happen (or, what is the cost) of you NOT doing this?
What do you need from me/others to help you achieve this?
What are three actions you can take that would make sense this week?
On a scale of one to 10, how committed/motivated are you to doing it?
What would it take to make it a 10?
Of course, no two cash flow conversations are identical and no two cash flow coaches are the same. The G.R.O.W model provides the cash flow coach with a framework, not a rigid structure. The listed questions provide ideas and concepts for cash flow coaches to place in their armoury and use in awareness of the required ebb and flow of their client conversations.
elevateB provides the training program as well as support and ongoing development for certified cash flow coaches. Individuals who choose to work with a certified cash flow coach are better placed to achieve financial independence and security. If you would like to make a difference and help everyday Australians be more financially prudent and savvy, consider becoming a cash flow coach today. Click here.