Once you are ready to overturn your
immune system, remember that you
are working to change your mind, not
simply your behaviors. You can track
your progress by noting what you
are learning about the accuracy of
your hidden beliefs. This will become
clearer in the example below.
Let’s turn to Ron, an experienced
coach, to illustrate how he used the
ITC process to develop a thriving
coaching practice within one year.
Ron’s answer was, “To be more
aggressive in self-promotion.” Ron
got great feedback on his work. He
couldn’t understand why he wasn’t
doing more to reach new clients.
QUESTION 2 (COLUMN 2)
“What behaviors work against
your goal?”
We want you to take a fearless
inventory, being as honest and
thorough as possible. Write your
answers in column 2. Ron wrote:
QUESTION 1 (COLUMN 1)
“What is the one thing that if
you got better at, would lead
you to be more effective or
more satisfied?”
• I don’t speak up when a good
situation arises.
You may want to answer that
question in the context of developing
your business. Write your answer in
column 1 of the table.
• I wait for others to involve me in
the opportunity.
• I don’t follow up with potential
clients and people who express
interest in my work.
• I wait for others to suggest me as
a resource.
Typically, this inventory leads us
immediately to make promises and
plans to change those behaviors.
We want to solve our problem as
soon as possible. But that approach
leads most of us right back to where
we started—knowing what we need
to do but being unable to follow
through. The ITC process invites you
to more thoroughly understand the
problem and to consider that these
behaviors may actually serve you
well by accomplishing other “hidden”
or unconscious goals.
QUESTION 3 (COLUMN 3)
Imagine yourself doing the
opposite of the behaviors you
just named. What worries or
fears come up?
Write these in the top half of column 3.
Ron did some soul-searching
before writing:
Ron’s Immunity-to-Change Map
1. Self-Improvement Goal
2. Doing/Not Doing
3. Competing/Hidden Goal
4. Big Assumption
I am committed to getting
better at and being more
agressive in self-promotion.
I don’t speak up when a good
situation arises.
Worries/fears:
I assume that if I selfpromote, others will see me
as arrogant and pushy.
I don’t follow up with potential
clients, with people who
express interest in my work.
I wait for others to involve me
in the opportunity.
I wait for others to suggest
me as a resource.
I will be percieved
as arrogant.
I’ll be thought of as pushy.
I’ll be thought of as selfpromoting.
I’ll put myself in the
position to discover that I
really am an imposter and
can’t deliver.
I am also committed to not...
appearing arrogant.
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Coaching World
appearing pushy or
self-promoting.
being seen as an
imposter if I don’t keep
myself under the radar.
I assume that there is always
a possibility that I
will overpromise and underdeliver, and if that ever
happens, I will have lost my
integrity and people won’t
trust me.