The following is an excerpt from Top Coaching Techniques.

Coach: The other way I see it is an enrollment session. It’s a chance for you as the coach to create a gap for them. To really help them see the gap between what they want and what they have, so they are pulled forward and they’re excited. They are lit up. They see, ‘Yes, that’s what I want.’ and ‘Yes, I see it’s possible.’

Client: I don’t know that you’re actually creating the gap, because the gap is always there.

Coach: Well, yes and no. Sometimes they come to you and they’re not even sure what they want or they might want something, but it’s really not lining them up. They think, ‘Oh, this would be good. I want a relationship where we aren’t fighting all the time.’ and you say, ‘Well what would it be like to have a relationship where you are lit up all the time, and you are telling everyone how great your relationship is?’ You’ve just created a gap and that’s your job.