19 July 2026
Many years ago, professionals relied heavily on brochures, presentations and information packs.
Prospects needed us to provide information because it wasn't easily available elsewhere.
Today, things are very different.
Our prospects can access almost unlimited information within seconds.
They can compare products, services, fees, reviews and opinions before they ever speak to us.
So if information is no longer the key differentiator, what is?
Our ability to start meaningful conversations.
The reality is that many opportunities are won or lost in the first few moments of an interaction.
Before prospects evaluate our expertise, they decide whether they want to continue listening.
Think about how we read a newspaper, a magazine or an online article.
Do we read every article?
Of course not.
We choose what to read based on the headline.
In many ways, our opening sentence works exactly the same way.
Prospects quickly decide whether what we are saying is interesting, relevant or worth their attention.
That's why it pays to spend time improving our opening questions and conversation starters.
Here are three useful guidelines:
1. Ask a question
Questions naturally engage the mind.
2. Highlight a problem
People pay attention to problems they want to solve.
3. Reference a concern they may already have
When we mention something a prospect has been thinking about, they feel understood.
For example:
- "Are you concerned about whether your retirement plans are still on track?"
- "Have you ever wondered why some people seem to generate referrals consistently?"
- "Would it be useful to know how many professionals unintentionally lose opportunities because of poor follow-up?"
Questions like these create curiosity and encourage conversations.
The goal is not to impress prospects.
The goal is to engage them.
Because when people are interested, conversations become easier.
And easier conversations often lead to better outcomes.
Have a successful week.
Humour
A police officer asked me, "Where were you between the ages of 5 and 7?"
I replied, "Primary school."
I told my doctor I had broken my arm in two places.
He said, "Then stop going to those places."
My neighbour knocked on my door at 2am.
Luckily, I was still awake practising my trumpet.
I bought a book called How to Solve 50% of Your Problems.
So far, it's only helped with half of them.
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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