How do I identify true values in people's answers? Sometimes my clients will say so many different words; I find it difficult to identify which are the keywords.

Article ID: 197

Last updated: 20 Nov, 2019

The values element of their answer will have more emotion in the words.

As you gain more experience you will also learn to recognize that some words represent values and others do not. For example, security is a value. Retirement is a goal.

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Values Conversation™ -> Identifying & Organizing Client's Values

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I have known most of my clients for 15 to 20 years and so it seems a bit awkward for me to "switch gears" in the review process to begin asking "What's Important To You About ------ To You". Any suggestions to make this transition?

Are all positive feelings considered Level 3 values?

When I ask, "Who would like to go first" I have had three occasions where the husband refereed to the wife out of being polite. So I said, "Well I learned a long time ago to start with the person who does not volunteer” and I start with the husband. When we change over to the wife she says, "Well my answers are the same as him and they just repeat his answers and really don't want to progress up the staircase. How do I determine who to start with?

During the Values Conversation™, the client sometimes goes down a path about a particular aspect of their life, like travel, and may even get to level three, but then indicate that there are some level one and two responses in some other area of their life like children or community. How do we best encourage the client to transition to these other areas of their lives in the conversation without complicating or disrupting the flow of the process?

When I have completed the Values Staircase™ with the client and I’m recapping it back to them, what should I do if they interrupt me whilst I’m going up and they start talking about their values as listed on the Values Staircase™? Do I wait until they have finished talking and then continue or do I move on straight to the Goals Conversation™ once they have stopped talking about their values?

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