10 May 2026
Imagine our prospect gets angry and threatens us.
Q. What should we do?
A. Stop imagining.
How often do we hold back from approaching a great prospect
because of something we’ve created in our own minds?
The reality is, we are in charge of our imagination. We create it.
Sometimes it’s not outside influences that hold us back. Sometimes, it’s us.
The good news? We can change that. It’s completely within our control.
Try practising these three words daily:
“I’m just curious.”
Can questions offend or put prospects on the defensive? Yes.
That’s often why we hesitate.
But when we soften our approach, everything changes.
Placing “I’m just curious” in front of a question removes pressure.
It feels natural, not interrogative.
Compare the difference:
“I’m just curious… have you set your goals for this year yet?”
“I’m just curious… when do you see yourself retiring?”
It’s softer, more engaging, and shows genuine interest.
Improving our opening hooks
In the first few seconds, we either capture interest… or we don’t.
That’s why professionals constantly refine what they say in those crucial moments.
Here are three simple rules to improve your hooks:
Keep them shorter
Use clear, simple language
Add emotion
For example, instead of listing qualifications, experience and features, try this:
“I help people make better decisions with their money.”
Then pause.
Most prospects will respond with, “What sort of decisions?”
And now… the conversation has started.
Focus or distraction?
It’s easy to drift into distraction during the day.
The question is, how much time do we deliberately spend practising focus?
For many people, the honest answer is very little.
Focus is a skill. And like any skill, it improves with practice.
One reason for lack of progress
Spending hours watching other people’s lives on a screen is rarely productive.
What would happen if we replaced even a small portion of that time with real conversations?
More conversations usually lead to more opportunities.
If you want to maximise your potential and turn your talent into income, email me at bernie@berniedesouza.com. I am happy to schedule a 20-minute coaching call at no cost, where I will give you some direction and one solid closing tip I have used successfully for the last three years.
No charge.
Humour
- I was going to step out of my comfort zone… but it looked quite comfortable in there.
- I once waited for the perfect moment. It never turned up, so I had to start without it.
- I asked myself for advice… still waiting for a reply.
- Some people overthink. Others just get started and adjust on the way.
- Opportunity doesn’t usually knock… it tends to wait for us to make the first move.
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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