Scaling Magic For Client Success
Are you using scaling questions to their full potential? Let's explore!
As a parent, I love my amazing kids equally and unconditionally—two boys; each with unique gifts and characteristics that endear them to me in their own ways. As a health coach, I gotta admit, there are a few skills that stand out among the rest as my favorites.
In this week’s post, I share how I fell in love with scaling rulers and talk about how the change talk they evoke is only the tip of the iceberg. When we Lean In to our client’s responses we often find a reservoir of untapped resources for the change journey ahead.
P.S.!
Make sure to scroll all the way down and check out my new offerings for the month of November; Coach’s Corner, Coaching Playgrounds, and Coaches Who Write! It’s a chance to get real time support and make meaningful peer connections for health coaching success.
Years back, before health coaching was a “thing” along with “virtual learning,” I drove two hours to attend an all-day, in-person workshop (imagine that!) put on by the American Council on Exercise (ACE) around the topic of behavior change science.
Why do I always feel like I’m dating myself in these posts?
At one point, the presenter, Jessica Matthews, now Dr. Jessica Matthews and a leader in the field of health and wellness coaching, prompted us to turn to our neighbor and ask the question, “On a scale of 0-10, how important is it for you to make this change in your life?” followed by, “Why did you choose that number versus a number a notch or two lower?”
We all know what happened next in the interaction . . . MAGIC.
The “client” language shifted from all the reasons why the change would be hard, uncomfortable, and inconvenient to her life, to a list of compelling reasons for making a change.
So too, followed the energy.
By the time we switched roles, my partner and I were smiling and enjoying the feeling of excitement around her wellness intention, and had our coaching relationship continued there would have been an ease and sense of engagement I had never experienced with my personal training clients before.
It was my first exposure to the power of behavior change science beyond Skinner and Pavlov in Psych 101, and while it was many years before I fully understood how to work with “scaling rulers” effectively, I now knew there was a better way to help people that didn’t have to feel like pulling teeth.
Let’s Talk Change!
More than likely, you were exposed to scaling questions as part of your initial coach training experience, especially if you were fortunate enough to take more than a cursory look at motivational interviewing (MI).
(If you want to review the basics of scaling rulers, Motivational Interviewing in Life and Health Coaching covers them on pages 117-118 and Motivational Interviewing: Helping People Change, Fourth Edition, on pages 90-92)
As part of the third task, “evoking,” we take an active role in drawing forth from the client desires, reasons, strengths, and abilities that can be used to support the change process, also known as “change talk.”
Scaling questions or “rulers” around the big three (1) Importance (2) Confidence and (3) Readiness are pretty much a slam dunk to that end.
Oftentimes though, we declare “Victory!” at the first sound of change talk and, thinking we have what we need, push on toward action.
Not So Fast!
Making a premature turn toward, “What do you think you’ll do?” runs the risk of derailing the change journey, especially with people who still have a foot in contemplation.
According to the Stages of Change theory, the pros need to far outweigh the cons before there is a comfort level around taking steps. And you can have all the reasons in the world why you want to do something, and still stumble with how you’re going to pull it off.
In other words, the initial change talk that emerges from scaling rulers is still shaky ground for many of our clients. It is also just the tip of the iceberg when it comes to the treasure trove of ideas that can be found below the surface when we linger with our clients’ responses and help them further explore their experience.
Let’s Talk Science
Reconnecting with the science behind each ruler is a useful way to tap into their power and full potential to create generative moments that make the process of health behavior change easier.
The Importance Ruler is tied to motivation. Helping clients uncover their own compelling reasons for change is a key aspect of the coaching process. In the Coaching Psychology Manual by Moore, Jackson, and Tschannen-Moran, (p. 14), we are reminded of the two general categories of motivation, external and autonomous, defined by Deci and Ryan.
External motivators work in the short term, but lack legs to go the distance. It’s been my experience with scaling rulers, that the first responses I hear when I ask, “Why did you choose a higher number instead of something lower,” generally fall into that category.
For example, when I consider my personal motivators for getting a good night’s sleep, having more energy and increased productivity are often the first things that come to mind. Both of which I can easily achieve with an extra cup or two of coffee, without laying a finger on my habit of staying up late to watch TV.
Not long ago though, a coach skillfully helped me explore further by simply asking, “What else? Tell me more.” prompting me to stumble upon a more autonomous motivator; the connection between sleep and cognitive decline. I remembered my mother, who experienced cognitive challenges late in her life, used to boast about her ability to work late into the night and function on little sleep. As I shared my desire to be active, sharp, and independent as I age, I heard myself making an airtight case for turning off the TV sooner in support an earlier bedtime and 7-8 hours of high quality sleep.
No joke—I’ve been 100% more consistent with my sleep routine than ever before.
Deepening the exploration around a client’s responses to the importance ruler can reveal additional and more compelling motivators to fuel the change journey. As the benefits move beyond the drawbacks in both number and strength, an opportunity for transformational insight is created.
The Confidence Ruler is related to “self efficacy” or a person’s belief in themselves that they have what it takes to go the distance. As the Coaching Psychology Manual explains, autonomous motivation “is insufficient in the absence of self-efficacy” (p. 15). People need to believe in themselves for sustainable change to happen.
For me, the confidence ruler is a golden opportunity to demonstrate to clients they are whole, resourceful, and capable ALREADY—something that is part of our coaching creed. Sure, they may have some gaps to fill, especially when seeking new ways or levels of being, but they come to the table with far more than they give themselves credit for.
Using the confidence ruler is a playful way to trigger a mini-brainstorming session around the skills, abilities, and strengths the client already possesses to take on the task at hand.
One client, post-post-post pandemic had a goal of getting back to the gym. Understandably, she came feeling quite demoralized because so much time had passed. “How can I ever get back on track?” she lamented.
At the right time, I pulled out the confidence ruler.
Meg: “On a scale of 0-10, how confident are you about getting back to your routine of going to the gym after work?”
Client, wavering: “About a 5. It’s been so long.”
Meg: “The pandemic was rough for sure. It took you off your routine. Why are you a 5 and not a 2 or a 3?”
Client, after a long pause: “Well, I never cancelled my membership, lol, so I could walk in tomorrow, and I still remember my workout routine—I used to do a short cardio circuit and then my weights. Now that I think of it, I also liked the Thursday night yoga class to wrap up the week.”
Meg: “It wouldn’t be such a heavy lift at all. You know what to do, and the yoga class is something you would look forward to getting back to.”
Client: “Well, I’m not sure I would say “look forward to” but I guess it’s not really starting over, it’s starting back where I left off.”
Lingering in the responses to the confidence ruler can reveal long forgotten skills and strengths. When these qualities are rediscovered, the experience can also generate positive emotions that lead to greater openness, creative thinking, and resiliency. (Moore, p. 15)
The Readiness Ruler is all about timing as Lanier, Bean, and Arnold point out in Motivational Interviewing in Life and Health Coaching. (p. 118).
It makes me think about stepping up to the starting line of a big race, having done some training and preparation beforehand, but not fully ready to hear the gun go off. We’re still unsure of our capabilities, but our language, “I want to see how fast I can run,” “I’m going to take a risk and try,” “I’m nervous, but I’m in!” signals a willingness to try.
The readiness ruler capitalizes on this mobilizing change talk to further prime the pump in that the follow up inquiry usually leads to a coaching volley that validates and reinforces compelling motivators and personal confidence measures—“I’ve put in the miles. I’ve done my long run every Sunday. I want to show myself I can do it. I will prove to myself I can do hard things.”
Lingering and playing with another aspect of the readiness ruler—asking, “What would take your readiness up a notch?’’ is also a helpful way to explore gaps that can be shored up for success, “If I find someone in the crowd to run with.” “If I get to the starting line early.” “If I remember all the support I have.”
To which the coach could respond, “Let’s think about how to get those things in place for you!”
I’m All EARS
So, how do we move beyond the basics with scaling rulers to maximize their potential to create rich, generative coaching interactions?
Here’s where the EARS acronym comes in handy.
Ask the client to ELABORATE on their answer.
“Tell me more about that.”
“This is important to you. What else?”
“Yes, and . . .”
“Can you think of two more?” (This can leave them a bit stumped, but if you wait patiently in the silence, a gem often appears!)
Listen and AFFIRM strengths, abilities, skills, and values. Practice pausing after an affirmation without moving on to a question. Oftentimes, the affirmation works better to spark additional positive self-talk and exploration.
Seek to REFLECT at a ratio of 2:1 or even 3:1, and go complex over simple. Especially with the importance ruler, revealing what is MOST important and valuable to our clients sits far below the waterline. Getting there is all about reflections!
SUMMARIZE strategically to bring the best pieces of a client’s experience together in the beautiful bouquet of self-generated ideas. As Miller and Rollnick point out, if you sense things are falling into place, you can try moving from why to how with a key question, like, “What might be a next step?” or a bit stronger, “What do you think you’ll do?”
Connecting the Dots
We learned as kids that rulers are not only good for measuring things, they help us draw a straight line between point A and point B. The more dots we have to connect, the straighter the line.
When it comes to scaling rulers and coaching, we can take our time and use our EARS to broaden and deepen client exploration until the point where there are so many dots to connect, the line between intention and success is straight as an arrow.
Lean In To Coaching Prompt
Were do you stand on a scale of 0-10 with your love of scaling rulers?
When to you find them to be most useful and do you have any tricks of the trade for maximizing their power?
How can you intentionally and authentically work more rulers into your coaching this month and then notice what happens when you lean in.
Share your thoughts!
Picture of the Week
Speaking of “dots . . .”
Growth and Learning
Over the last couple of weeks, I’ve tried to further my own growth and learning along the way:
I attended two workshops on motivational interviewing hosted by MITC, one on change talk and one on empathy. While I’m a big fan of “change talk,” (can you tell), I was reminded that learning to attend strategically to “sustain talk” is the other very important side of the coin.
I definitely need more practice with this skill and think it is a challenge we all face as coaches working in the health behavior space. I’m planning on looking at this skill more intentionally in my own coaching this month.
Laura Timbrook, of the Shift Health Podcast, hosted a Zoom book club meeting around Motivational Interviewing in Life and Health Coaching which was the bomb! Beyond the topic being something I could talk about FOREVER, being with other passionate coaches who take the skills seriously and have amazing ideas to share was truly inspiring. The second meeting is November 13th and I am sure she would send you an invite if you are interested. Here’s her LinkedIn profile if you’d like to connect with her https://www.linkedin.com/in/lauratimbrook/
New! Coach’s Corner and More!
“It takes two to three years to become a good coach.” Margaret Moore
I know that feeling of wishing I had more support in my coaching journey.
Beyond the supportive environments of our coach training and exam study groups, we often start coaching in the “real world” and wonder:
Where can I turn for a question about a coaching conundrum?
How do I get started? Where can I find support for my career journey?
I wish there was some way to practice coaching and received helpful feedback to improve and feel more confident.
That’s why I’m launching three avenues of coaching support in November—and good news—this is NO CHARGE NOVEMBER! Just book a time and you’re in!
Coach’s Corner
Ever feel stuck and wish there was someone to help in that moment?
Bring your coaching conundrum, skill question, desire to practice coaching for an upcoming job interview, or any other kind of support you need in your coaching process right now. Let's work it through together!
Various 30-minute time slots available on Tuesdays/Wednesdays/Thursdays in November.
Here’s the link to schedule a 30 minute Coach’s Corner Session: https://calendly.com/megcoaching/coach-s-corner
Coaching Playgrounds
Do you remember how fun playgrounds were as a child? I loved them!
They were a place to explore, take risks, fall down and get back up, play together, and have fun! That’s the environment of Coaching Playgrounds. Join me and other coaches in a safe, supportive, and fun space for improving our evidence-based skillset through practice exercises and discussion.
Tuesday, November 19th at 3pm-4pm PST. (CST 5pm EST 6pm)
Here’s the link to join Coaching Playgrounds: https://calendly.com/megcoaching/coaching-playgrounds
Coaches Who Write
I know there are many coaches out there who love writing as much as I do—or at least think about starting a writing practice.
Writing has been a steady companion in my life since I was a child—from an on-and-off journaling practice over the years, to learning how to write for publication.
Join this safe and supportive writing community for coaches who like to write to explore, for self-care, to teach, maybe to publish--or wherever your writing ends up leading you! All writers and would-be writers welcome!
Here’s the link to join Coaches Who Write. I’m trying out a couple of time slots:
Wednesday, November 6th, 9am-10am PST (11am CST, 12noon EST)
https://calendly.com/megcoaching/coaches-who-write
Thursday, November 14th, 3pm-4pm PST (5pm CST, 6pm EST)
https://calendly.com/megcoaching/coaches-who-write
Don’t see something that works, but you are interested? DM me through Substack and let’s find something that does!
Share with your colleagues!
Resources
Lanier, C. H., Bean, P., & Arnold, S. C. (2024). Motivational Interviewing in Life and Health Coaching. Guilford Publications.
Miller, W. R., & Rollnick, S. (2023). Motivational Interviewing: Helping People Change and Grow (4th ed.). Guilford Press.
Moore, M., Jackson, E., Tschannen-Moran, B., & Wellcoaches Corporation. (2016). Coaching psychology manual. Wolters Kluwer.
The “Never Apologize for Promoting Your Coaching Work” Section
As always, thank you for visiting and reading this week. My aim is to share ideas that provide value in a way that nudges your coaching and the field of health coaching forward.
If this has been helpful, please spread the word! Especially with your coaching colleagues who may need support this month through one of my offerings!
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Onward!
Meg