Elicit change talk by asking for elaboration
When a client expresses any desire, ability, reason, or need to change, asking them to "tell you more" amplifies that motivation.
When to use this
- When a client expresses any desire, ability, reason, or need to change
- When a client makes a positive statement about change but doesn't elaborate
- When you want to strengthen a client's intrinsic motivation
- Before goal-setting — to ensure motivation is the client's, not the coach's
Why this matters
In motivational interviewing, "change talk" is any statement by the client that favours movement towards change: "I'd love to feel fitter", "I know I should eat better", "My doctor told me I need to lose weight". These moments are gold. But many coaches let them slip past without mining them.
Elaboration — asking the client to expand on what they just said — naturally increases the client's motivation by having them articulate it in their own voice. We believe what we hear ourselves say.
In practice
Client: "I do want to get fitter — I'm going to my son's wedding next year." Coach (missing it): "Great — so let's set a fitness goal." Coach (elaborating): "What would being fitter for that day mean for you?" Client: "I want to dance without feeling out of breath. I want him to be proud of me." That answer is intrinsic motivation the coach can refer back to for months.
What to say
Word-for-word phrases you can use in session.
- "Tell me more about that.
- "What makes that important to you?
- "What would that mean for you?
Pick one and wait fully. Clients often say something positive and then minimise it — your silence after this question is an invitation to go deeper.
Source: Rollnick, S., Miller, W.R. & Butler, C.C. (2008). Motivational Interviewing in Health Care. Guilford Press.
Try it today
Make a list of five change-talk phrases you've heard from clients recently. For each one, write what you could have said to invite elaboration (e.g., "What makes that important to you?" or "Tell me more about that.").
Make it a habit
Keep a "change talk journal" for one week — when a client says anything positive about change, mark it with a star and note how you responded. Review at the end of the week.
Watch out for
- Letting change talk slip past without mining it — 'Great, so let's set a goal' misses the moment entirely. Slow down and elaborate.
- Asking 'why is that important?' in a tone that sounds like you're testing them — keep it warm and genuinely curious.
- Following up too many times in a row — two or three elaboration questions is usually enough before the conversation starts to feel like an interrogation.
Ready to put this into practice?
Sticky Coach helps you track client habits and conversations — so nothing falls through the cracks.
More tips
Roll with resistance instead of pushing harder
When clients push back, arguing back makes it worse — stepping back and acknowledging their perspective keeps the door open for change.
Help clients notice the gap between where they are and what they value
When clients articulate the distance between their current behaviour and their own values, the motivation to change arises from inside them — not from the coach pushing.
Use genuine affirmations to build client confidence
Specific, genuine acknowledgment of a client's strengths reinforces the identity and capability they need to sustain change — but only when it reflects something real the coach has actually observed.