05 October 2025
This person might need my help, but how do I know?
Ever see someone we wanted to talk to about our business, but didn’t know how to start? Happens all the time.
Meeting new people successfully isn’t taught in school. We learn geometry and ancient history instead. (When was the last time a client asked you to solve for x over coffee?)
If we don’t talk to that special person, what happens? Nothing.
And that person might have become our best friend—or even our business partner—if we’d only given them a chance.
Think of all the potential superstars we’ve passed up in our careers.
And can’t think of what to say? When in doubt, just start with “Hi.”
(After all, no one ever made a sale by staring at their shoes.)
We don’t need a sales agenda to start a conversation. Don’t sell features. Don’t sell benefits. Instead, base our presentation on our prospect’s most pressing problem. That’s what captures attention.
Here’s a simple tool: a soft three-word question opener that builds instant rapport:
- “I’m just curious… are you aware you could be paying too much tax?”
- “I’m just curious… do you have a Plan B if you lost your job?”
- “I’m just curious… are you happy relying on a state pension?”
Feel the difference?
Our prospects are always thinking about their problems—not our benefits.
So, what should we ask first?
Two golden questions:
- “What do you like most about …?”
- “What do you like least about …?”
Question #1 relaxes the prospect. (Think of it as the “small talk warm-up.”)
Question #2 is where the magic happens—because their answer reveals exactly how we can help.
Example:
Q1: “What do you like most about your job?”
Prospect: “Well, I get paid okay, and it was my dream job out of school.”
Q2: “What do you like least about your job?”
Prospect: “I’m stuck in an office all day, shuffling paper. It’s boring, insecure, and people are being laid off.”
Now we know exactly how to shape our presentation—because the prospect just told us their real problem.
Remember: Prospects have problems. We have solutions. The skill is asking the right questions in the right order.
I’m delighted to be speaking at 2 online coaching sessions with the Personal Finance Society Ipswich Committee:
Wednesday 5 November, 12:00pm – 1:00pm
How to close more easily using the exact soft words—face to face or over the phone/video call.
Wednesday 3 December, 12:00pm – 1:00pm
How to build solid trust and rapport in seconds—face to face and over the phone/video call.
Each 1-hour session is practical, focused, and interactive. If you’re a financial advisor, mortgage broker, or insurance broker, you’ll find these skills incredibly useful.
Register here: https://us02web.zoom.us/meeting/register/plPLDmhjQRaz1KGtJhyDLQ#/registration
Looking forward to seeing you there!
Humour
Q: How many people work at your company?
A: About half of them
Husband: Call an ambulance now! I'm having a heart attack!
Wife: (frantically picking up husband's phone) What's the code?
Husband: Its OK, I'm feeling better now.
Until the next time, if you have friends who would like to get these newsletters, please send this link:
http://www.berniedesouza.com/coaching/professionals.aspx
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