09 November 2025
The only thing between us and where we want to be is a bunch of things we don’t know … yet.
If we already knew them, we’d already be where we wanted to be.
It’s what we don’t know that holds us back.
Many years ago, I created what I thought was the perfect presentation.
Every fact was illustrated, every objection addressed, and every word led perfectly to the close.
I placed my offer on a pedestal, ready to win new business.
And then the universe said, “Bernie, you’re an idiot!”
Why?
Because it’s what we don’t know that holds us back.
What Didn’t I Know?
Most prospects aren’t moving toward our “shiny object” opportunity.
They’re not sitting there waiting to hear about our amazing business.
Instead, most prospects are moving away from something — from pain, frustration, or a problem they want to escape.
So instead of presenting my “perfect” company, I should have simply listened.
Listened for what?
The problems.
The reasons people wanted change in their lives.
Because once a prospect feels motivated to fix their problem, then they take action.
When we become great listeners, we uncover what our prospects are running from.
And once we understand that, presenting becomes minimal — and easy.
So before pitching our wonderful product, service, or opportunity,
let’s ask ourselves:
👉 “What problems are my prospects running away from?”
Keep Learning
Here’s something I learned recently:
“Our sensations initiate in the brain’s thalamus, where the five senses first merge before routing to higher brain areas. That integration gives us perception.”
Okay — I admit it — I already knew that (I’m a bit of a brain science nerd!).
But I found a better way of explaining it, which helps me translate this “nerdy” stuff into something useful for us as network marketers.
The point is:
If we learn just one new thing each day that helps our business, imagine where we’ll be in 100 days — much further along our journey!
So let’s start learning more helpful skills now, so we can reach our goals faster.
Introducing My Blended Learning Programme
I’ve created a practical blended learning programme covering
5 essential skills:
- Building solid rapport in seconds
- Prospecting and networking skills
- Getting quality appointments on the phone
- Closing more easily
- Generating automatic referrals
This programme combines video, audio, worksheets, and accountability tests, with CPD certification — all without travel costs or time away from home.
If you’d like more details, simply email me at bernie@berniedesouza.com.
Humour
To be honest, the only reason my wife and I are still together is the children. Neither of us wanted custody.
Henry VIII’s second wife, Anne Boleyn, had a brother... his name was Tenpin.
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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