26 April 2026
Over the past 15 years, I’ve travelled extensively across China and Hong Kong. I’ve been to all the major cities, worked with a variety of translators, and delivered well over 100 workshops and presentations. With all that exposure, it seemed obvious that I should learn Mandarin and Cantonese.
So what was my strategy?
I watched a few YouTube clips. Tried to get myself into a positive
mindset. Watched some Chinese films. Set lots of ambitious goals.
Learned a handful of impressive-sounding phrases. Attended Chinese events.
And the result?
Absolutely nothing.
I’m hopeless at the Chinese language. When we make poor choices and then fail to improve how we approach things, we eventually get a very clear outcome. That’s often how foolish habits are formed.
Business skills work exactly the same way. You don’t master anything with random effort. I should have bought proper books, taken classes,
and hired a tutor. I didn’t. Proof that bad habits still creep in from time to time.
The good news is that there has never been a better time to run your own business. There is an endless supply of books, audio programmes, and resources available. The only requirement is that we actually use them.
Here’s a simple habit to practise. Five words, every day.
“Here is the short story.”
These words immediately tell a prospect that you respect their time and won’t subject them to a painful sales pitch. Watch how people relax and smile when they hear it.
Now is the perfect opportunity to practise this and turn it into a habit.
“It’s easy to become an expert in a world that no longer exists.” – Adam Grant
Selling the way people did in the 1980s no longer works. Overloading prospects with facts, brochures, videos, testimonials, and then trying
to push them into a decision is outdated.
Today, prospects don’t need us for information. They already have the internet. We are no longer the gatekeepers of knowledge.
So what do they need from us?
Help making a good decision. That’s the real job now. We are in the decision business, and it’s time to act like it.
Not confident when it comes to closing and getting clear decisions?
This book will help: Getting “Yes” Decisions
You don’t see many fearless people around. Most of them disappeared after doing something reckless. It’s far smarter to do the right thing properly the first time.
Humour
I once bought a book called “Learn Anything in 7 Days.”
I’m on day 1. For the third year running.
I tried learning a new skill by watching a video at double speed.
Turns out confidence doesn’t buffer.
I love online tutorials. Especially the part where they say,
“This is very simple,” and then do something I’ve never seen before.
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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