A Perfect Match

One of the ways I mentor coaches is showing how to listen for Enneagram style in people's language and how to match them for greater rapport. This is especially important early in the relationship, when you want to meet clients and potential clients where they are, not where they will be when not boxed in by their personality style.

My apocryphal story is about a client who said on our first phone call he wanted me to teach people how to stand up to him. I thought Eight but didn't pour it in concrete until he met me at the airport for a day of interviews with his staff. We’d been in his truck for about three minutes when he said, "After you talk to my people, just lay it on me. I don't want you giving me any bullshit." 

So at the end of the day, as he was driving me back to the airport and asked how bad it was, I said, "People shrivel up like raisins in your presence." 

I would NEVER have spoken to another Enneagram personality that way, not style One, for example, with whom a coach needs to be thoughtful and descriptive in giving feedback. But my client with style Eight loved it. He knew from that one comment that I had a sense of humor, could stand up to him without attack, would be blunt and straight and not wishy-washy.

The Enneagram is a splendid tool for making good guesses that provide quick access to someone’s worldview (and – not incidentally – provide the level of rapport that encourages them to hire you). I address developing rapport in the last chapter of Out of the Box Coaching with the Enneagram. The highlights that follow draw from what you can hear, and should be helpful whether you coach in person or by phone:

1. From Enneagram style Ones you’ll hear evidence of hard work, black and white language (right/wrong, good/bad), self-criticism. They may sound over-controlled and, as you develop trust, will often describe how their comments have hurt others. Heard from Ones: I know I'm right, why should I have to compromise? I’m my own worst critic. My whole career, I've been brought in to fix things. You’ll match Ones when you’re prompt and considerate, follow the rules, use humor, give very descriptive feedback and avoid labels, latch onto and encourage their ideals. 
   
   
2. Enneagram style Twos will use “helpful” words and relationship language with fairly high decibels of emotion and vivid descriptions, and an excellent understanding of people, especially if healthy. They’ll show a focus on others’ needs, including yours. Heard from Twos: I think it's important to always focus on what we need to do to serve others. Was that helpful? Of all the people the CEO could have called, he called me! You’ll match Twos when you’re personal and emotionally present, genuinely appreciative, and avoid intellectualizing, especially early in the relationship. 
   
   
3. You’ll hear style Threes talk about what they’ve accomplished in results-oriented language: checking off to-do lists, talking about “success.” They may also use sports metaphors, “game” words, competitive language, self-promotion, with less attention to team work unless very healthy. Their speech will be fast-paced and they may show impatience with pauses. Heard from Threes: I like seeing success breed upon success. I have to be the lead dog in the pack. I have a shelf full of trophies. You’ll match Threes when you’re prepared, stress action and results, move the meeting along fairly briskly, and show approval. 
    
4. Style Fours will emphasize their difference from others, either feeling out of it or frustrated that others are so stuck in the status quo. You’ll hear innovative ideas, emotionality, and some holding on to old history. Heard from Fours: People call me because they know I’ll come at things from a different angle. I seem to feel things more deeply than others. I’ve always felt like an outsider. You’ll match Fours when you pay attention to process, ask how they feel, use symbols and metaphors, honor their unique way of seeing things. 
   
   
5. With people of style Five there will be a desire to understand, admiration for insights, intellectual jousting, a somewhat formal style, less emotional content, a quiet pace with pauses, words like “curious,” “interesting,” “thought-provoking.” They may expound at length on a topic of expertise and/or engage in debate. Heard from Fives: I have a really deep knowledge of this industry. I think meetings are a waste of time. I’d like to read every book that was ever written. You’ll match Fives when you prepare them in advance with relevant data, bolster their knowledge, ask what they think, give them time to mull things over. 
   
   
6. Those with style Six will use group-oriented language, search for hidden agendas, focus on what could go wrong, and criticize higher ups. With trust, they’ll admit to self-doubt and/or fear. Heard from Sixes: I’ve been loyal to this organization for 25 years. I don’t think we have very competent management. I wish we could work better as a team. You’ll match Sixes when you’re open and concrete, justify their concerns instead of reassuring them, and emphasize your role as partner, not authority. 
   
   
7. Enneagram style Sevens will be charming, funny, and upbeat, tell stories and anecdotes, keep an energetic pace, and show a lack of attention to and/or interest in details. Heard from Sevens: I always see the bright side of things. If you understand a few basic principles, you can run just about anything. I’m always the one to figure out what we’ll do for fun. You’ll match Sevens when you’re playful, inventive, animated, ask questions to get them to talk, and sign onto their vision. 
   
   
8. The language and manner of style Eight will be blunt, direct (what you see is what you get), and often loud, with evidence of taking charge and emphasis on imperatives. Heard from Eights: I’ve always been responsible. I have a hard time asking for help – I’ll just charge ahead and do it myself. I can’t think of a time when I was afraid. You’ll match Eights when you’re succinct, say what you mean, show respect but hold boundaries, help them feel they’re in charge. 
    
9. Their quiet voices and laid-back style identify Enneagram style Nines, who will hold a variety of viewpoints, wander in conversation, and rarely offer strongly stated positions. Heard from Nines: I’m pretty easy-going. My career just kind of fell together. I try to pick the right moment to speak up in meetings. You’ll match Nines when you collaborate, confirm their value, help them focus, offer alternatives, clarify possibilities, find the no behind the yes, summarize and follow up.
   
   

Somebody? Nobody? The Enneagram, Mindfulness and Life's Unfolding

This book is a great contribution and resource

for those using the Enneagram on the path
of awakening.” — Russ Hudson, co-author,
The Wisdom of the Enneagram

By letting individuals speak through and about their personality styles, the book reveals their struggles and solutions. Plus it guides readers down their own road to growing and changing and living a more complete life. Tom Condon, The Changeworks

In Paths Beyond Ego John Engler wrote, "You have to be somebody before you can be nobody," suggesting we can't surrender our ego-patterns until we've developed a sense of self and can begin to see how that self operates. 

This strikes me as a great truth and explains what CJ Fitzsimons and I found in the interviews we offer and discuss in this book. Respondents typically grow into their personalities before they can begin to surrender. And having surrendered, these personalities mutiny again at some point. Indeed, people seem to go in and out of somebody and nobody, depending upon the particular aspect of self under scrutiny and the nature of their worldview and life experience.

One client said, for example, "My parents had been critical, and my husband cut me down all the time. I was miserable, even thinking about taking my life. But I realized, Hey I've got four children. I have to find a shrink! Until therapy, no one in my lifetime had ever told me I was sensitive and caring. That was transforming." She was clearly become somebody.

Another client with the same personality style said, "My worldview has become far more expansive. I've let go of a lot of control needs. I'm in a relationship predicated on health and respect for individuality." This sounds more like becoming nobody, but for all we know that could have been simply a peak in his lifelong trek.

Much like old friends catching up on a cozy couch after a long time of not seeing one another, Mary and CJ hold a space for you to share the journey of self-reflection with a gentle tug. So, pull up a chair, tuck in your feet, and bring yourself to this book with the presence of mind it implores. Inside, each human exemplar speaks with a candor that lends an utterly truthful tone to the telling of "type." You will find this a compelling avenue to bring you back inside yourself. Susan Olesek, Founder, Enneagram Prison Project. 

Going Where No One Has Gone Before

My client Barb had come to a coaching call dismayed to have realized, half-way through a conversation with a new acquaintance about a mutual friend, that she was focusing only on the negative. 

"I was just awful. Why do I have to be so critical of others?" An Enneagram Style One, her self-critic was also quite analytical: "I'm probably trying to avoid self-criticism by projecting it onto others."

"Does it work?" I asked.

"Well, no, now I'm criticizing myself for being so critical!" She laughed and continued, "I'm even ashamed that I need to use a defense mechanism as crude as projection."

"You're right, projection is pretty common," I agreed. "What would be a more sophisticated defense mechanism?" I was grinning, too, by now.

Her sense of humor was in full force: "Reaction formation!" she blurted.

After some discussion we mutually defined reaction formation as publicly criticizing what you privately desire and agreed she'd pay attention to her use of this "more refined" defense mechanism before our next talk. 

Notice how we broke through her self-criticism by validating her worldview and at the same time gently disturbing it with humor. From our perspective of "the more defense mechanisms, the merrier," we created a facilitative double bind: "You can only be perfect by being imperfect."

For useful actions a client can take between sessions, consider fieldwork that will stimulate a worldview shift, as in the above example, when Barb moved from judging herself for evidence of a defense mechanism to laughing about having even another form of defense. When new experiences are incompatible with old worldviews, the link that binds habitual programs begins to loosen.

NOTE: A double-bind communication contains two contradictory messages. In a facilitative double-bind, clients' habitual thinking patterns are of no use -- they must break free.

(A version of this example appears in Chapter 13 of Out of the Box Coaching with the Enneagram)

The Taste of Sadness

Ay, in the very temple of Delight

       Veil'd Melancholy has her sovran shrine,

               Though seen of none save him whose strenuous tongue

       Can burst Joy's grape against his palate fine;

His soul shalt taste the sadness of her might,

               And be among her cloudy trophies hung.

                 John Keats, Ode on Melancholy

“As a matter of interest,” announced an Enneagram Four client, “I now know the difference between depression and melancholy. Melancholy is a sweet sadness I don’t mind. Depression is a much darker place, a deeper pit of despair and hopelessness.”  

This level of attention to the nuances of anguish doesn’t make me uneasy. Indeed, it attracts me. In 2000, I began an ill-fated love affair that took me to ecstatic highs and tragic lows. In spite of the great pain I suffered, I always think of that lost relationship with joy. The reason? I thought I’d experienced the full range of feelings, and I had. But I hadn’t yet experienced the full intensity of feelings, an intensity that’s now more available to me. I find this to be especially true when I’m coaching someone with more mercurial moods than typical of my quieter, Enneagram style Nine personality.

It’s easier now for me to establish rapport with clients in pain, to tap into my previous experiences with symphonic overtones and authentically affirm the heartbreak they're enduring. 

But something else may happen that I need to attend to – I can sometimes merge so much I begin to lose my objectivity as a coach, showing too much empathy, indulging in the thrill of feeling what clients are feeling. This won’t help them move from being stuck in their emotions to becoming effective in the external world.  

Some years ago I left a workshop with the commitment to “live life with passion.” After my roller-coaster love affair I renewed that commitment, but reworded it slightly: “to live my own life with passion.” 

I encourage you to think about what clients you’re drawn to and why, and to notice when your own personality patterns may help or hinder the coaching relationship.

Protect the Flame

Have your clients been trying to ignore or overcome their problems? Think of the energy it takes, trying NOT to do something they dislike about themselves. Often people are reluctant to confront their so-called negative aspects because that promises to be uncomfortable. Depending on the level of discomfort, this could range from feeling a "pinch" to what one woman said was like walking the last mile to her own execution.

Psychologist Carl Jung had a dream where he faced into a strong wind, holding a small flame in the palm of his hand—his task to protect the flame while continuing into the wind. 

You can help your clients protect the light of their inner potential as they walk "into the wind" of the difficult territory of change. To ease this process, instead of wasting energy not doing something they don't want to do, show them how to go with the pattern but with one small, even playful, difference. 

Here are two examples: 

Jerry was overwhelmed with the burdens of work and felt “entrapped.” When I asked him to locate that experience in his body and exaggerate it, he said it was like “being in a chokehold.” Knowing Jerry was a student of aikido, I asked him how he might release a chokehold in aikido fashion. Later we worked with this image, wedding the right-brain language of metaphor with left-brain strategies, finding ways to give his staff more information so they could do their jobs well and diminish his burden of responsibility.

Karen disliked doing the mundane tasks on her to-do list, one of which—making follow-up calls after an introductory letter—was costing her business. She would retreat into playing the piano instead of making the calls, and then feel shame over falling behind in her work. I asked Karen what kind of music she disliked playing. “I don’t like contemporary classical music,” she admitted. I invited her to consider, “How could you improvise in such a way that you’d enjoy playing contemporary classical music?" She answered immediately, with a laugh, “By jazzing it up!” “Great,” I encouraged her. “Now, how could you jazz up your introductory letter so making follow-up calls attracts you?” I suggested she “put it on the back burner and notice the innovative ideas that begin to occur to you.” This suggestion was based on an understanding of creative thinking: after a certain amount of logical clarity, the most innovative solutions come at unexpected, unplanned moments, often in right-brain images.

For transformational change, the goal is to find solutions, not fix a problem. It doesn’t work to fight against undesirable behavior. It does work to interrupt the underlying pattern of processing information that supports the behavior. 

Stay on the path. Protect the flame.   

(The examples above are from Out of the Box Coaching with the Enneagram.)

Break the Rules

People with Enneagram style One typically abide by rules, and a coach could unwittingly reinforce that limiting worldview with new skills that also carry rules. A way to break through this pattern is to draw out and reframe, modify and/or break the rules. 

My client Jesse had created the rule that if she used the feedback guidelines we'd practiced, she'd always get the reaction she wanted. I used humor and reframing to break that assumption. 

When planning to mail a cake for a friend's birthday, Jesse had asked a postal clerk about the packing criteria and cost of mailing the size cake she planned. Based on his information, when she came back to mail the package she discovered she'd over-packed and consequently overpriced her package. 

She asked to speak to the supervisor and explained how the clerk had misinformed her and would benefit from some instruction. Instead of thanking her, the supervisor said, "You asked him to price a hypothetical package? That's silly!"

Jesse came to her next coaching session asking, "What did I do wrong? I used the feedback guidelines, but she still attacked me!"

"Who says you did anything wrong?" I countered.

"Well, it didn't work," Jesse replied.

"No, some people will be defensive no matter how well you communicate your wishes."

"But... but, where is the line?" Jesse asked.

"We all have different lines. There's no way to know for sure when you'll cross someone's line."

"But, but... how can I predict when it will work and when it won't?" She was beginning to see the humor in her plea.

"You can't." By this time we were both laughing. Jesse was learning that sometimes there are no rules.

(from pages 50-51 of Out of the Box Coaching with the Enneagram).