LV PAPILLOTE In training and when counselling, trainees create expectations about their competence and coping

ability.

Such expectations influence how confident they feel and how they communicate. Communicating

counselling skills competently is not simply a matter of knowing what to do.

Trainees need the confidence to use their skills.

Expectations about competence (market analysis) differ from expectations about outcomes (profit).

In training and when counselling (chasing profits), trainees create no expectations (data mining and

mingling).