Resources in this Episode:

Christine Schlonski [0:02]
This is episode number 064 with the amazing chief inspirational officer and founder of The Best You, Bernardo Moya!

Bernardo Moya [0:12]
Hi, this is Bernardo Moya and you are listening to Heart Sells! Podcast with Christine Schlonski, enjoy!

Christine Schlonski [0:19]
I am thrilled to have Bernardo Moya back today as a Chief Inspiration Officer and founder of The Best You, which is one of the biggest Expos in the personal development space. So, Bernardo is also teaching a whole segment on the Sales Mentality Makeover Masterclass # 3. Make sure you hop on over to christineschlonski.com. This is your page for all the resources. There is a Heart Sells! Podcast tab to find all the episodes and the transcripts, the show notes, and resources mentioned in the episode and there’s also a tab called the Sales Mentality Makeover Masterclass 3. And I’m inviting you to join this free online class, we are getting started in May. And, as I said Bernardo and amazing other experts and teachers are giving a class. So make sure you don’t miss out and you get all the important information you need to be the best you. So let’s dive into the next episode with Bernardo. I’m really excited because we will talk about his new book, The Best You that is, that just came out, as well as the expo and the achievements, and what you can learn from that. Bernardo is an entrepreneur, author, speaker, publisher, TV producer and seminar promoter to some of the biggest names in the personal development field. He’s also the Chief Inspiration Officer and founder of The Best You. He has held three Expos already in London and one in Long Beach, California, with over 25,000 visitors and over 500 exhibitors. The Best You Expo is now the largest personal and professional development life exhibition in the world. Bernardo published
The Best You magazine and produces The Best You TV. He is driven to give people the tools they need to enhance and improve their lives, and also provides personal mentoring and coaching services to selected clients. With a vast knowledge of how to run a successful business, acquire skills in media product creation, self-motivation, networking and staying on track to reach your goals, his mentoring has a very unique approach. The Best You mission is, “The Best You, be inspired.” So I’m very excited. Welcome, Bernardo.

Christine Schlonski [3:12]
Hi, Bernardo. I am so so excited that you are back on Heart Sells! Podcast. Welcome.

Bernardo Moya [3:18]
Thank you. Thank you for having me back. I’m looking forward to another chat with you.

Christine Schlonski [3:22]
Yeah, I love the conversation about The Best You. It’s a brand, I think that not only speaks to me, but to a lot of people, as your wonderful expo shows with more and more visitors each and every year. I mean, that’s a huge accomplishment. When’s your next expo?

Bernardo Moya [3:40]
The next expo now is in London, in, on the 14th and 15th of February 2020. I can’t believe that! In London, but I am looking at potentially maybe having one penciled in for the end of the year. Either Vegas, L.A, or maybe in March next year. So I’m looking at running my second expo in the US also. Maybe potentially before the end of year. Right now, 14th -15th of February London.

Christine Schlonski [4:07]
Sounds great. 14th of February, interesting date!

Bernardo Moya [4:10]
Absolutely, it’s all about love!

Christine Schlonski [4:12]
Yeah, it’s all about love. So isn’t, wouldn’t that be nice if people get that as a Valentine’s gift?

Bernardo Moya [4:19]
It would be, it would be, and it’s a beautiful, it’s a beautiful place to be. I’ve really noticed a difference this year. It was a tough show to build. And, but this year, I really noticed that we turned a corner whereby so many more people would recognize me, so many more people recognize this show and and I’ve come to say hello, and so many great stories of people say “Hey, thanks to you I’ve done this, thanks to you I’ve now got a business, thanks to you I’ve overcome my phobia’s.” So many great people coming up. And it’s really humbling. It’s very, very humbling when when people do that, but yeah, it’s it’s a beautiful thing. And, and I feel the love, when now with the show, I was I’ve been feeling, I was feeling very alone, as you do as an entrepreneur, it can be a very lonely place. So I felt very alone building the show because I didn’t think anyone really got what I was trying to do. And and, and it cost me a lot of time, a lot of money. I had a lot of hair when I started, I’ve got hardly any now. So, but no, it’s been a blessing it and it’s when, it’s when it happens when you’re walking through the hall because I always question, why am I doing the show? Why am I doing this? Why am I doing the show? Why am I doing the show? And then you realize why you’re doing is you’re doing it is because it really is helping and impacting people’s lives in some, in some in some way. So, yeah, it’s it’s been a great journey.

Christine Schlonski [5:36]
Yeah, beautiful. And so to February, that’s kind of a long time or at the end of the year, that takes some more months as well. But people can already connect with your wonderful book that came out?

Bernardo Moya [5:51]
Yes, we launched it at the Expo there, it’s called The Question and it’s yeah, it was, it was, it was quite surreal because I shared the the idea that you know, so that weekend I was presenting my fourth Expo because again, even if it is a an established show you still question if people are going to show up. And a lot of people do. But, I also you know my book was launched, and my book is as many other books some some we work more, this is my fourth book, this is my fourth book, not my first book, as as an author from from Wiley. And yes it’s been, it’s been a beautiful experience because the book is a little bit of my life, my bio, my experiences from being outside the seminar room ie reading a book, like many others going into the seminar room, to them becoming a promoter, then engaging and connecting with with I don’t know, more than 600 speakers and 60,000 people in these last 10 years. It’s given me kind of like an insight that I don’t think a lot of people have. So I’ve, I share what I believe is right and wrong with the industry, and the basics of understanding of how we can become the best version of ourselves. And it is by asking yourself empowering questions. So it’s, that’s what it is, when you put a book out there, then you you’re waiting for the feedback, and you’re hoping, Oh my God, I hope it is, I hope it’s good enough. I hope people are going to think that Oh my God, is that what you wrote? Because, you know, it’s taken a long time to build the brand. So I’m hoping that people like it.

Christine Schlonski [7:22]
Yeah, I mean, there’s nothing better than asking themselves better questions. Because often people say like, why, why doesn’t this work out? Why am I already in the situation again? But if you ask smarter questions, you get different results. Can you take us a little bit behind this psychology?

Bernardo Moya [7:44]
Well, that’s it really it’s so having, you know, I really got into NLP because of I really started, I really got into personal development because of NLP. But obviously, I read a lot of the greats, you know, as I was 20s, 30s, you know, Jim Rohn, Brian Tracy, Jack Canfield, Robert Kiyosaki, so read a lot of the greats. But NLP really bought me on this journey of where I was starting to really understand the power of our thinking and how to be able to use our mind, and our brain to be able to reprogram, you know, unwanted either situations, challenges, limiting beliefs, or whatever it is that we had. And I, what I’ve seen is, is that there’s so many people that read so many books, that attend so many seminars, but they don’t necessarily take any action, they do not implement. I always say where do these notes go? People make so many notes, where do these notes go? Is there a note world out there? Because so many people make so many notes, and then what do they do with these notes? And the thing is, is that, for me, it is so much simpler, you can carry on attending all the seminars you want in the world, you can read all the books in the seminars in the world, you can do as much as you want. But if you don’t actually understand the power of your thoughts and the power of your internal dialogue, and you manage and control that, so it is empowering, so it does help you, it doesn’t matter what you do, because you will carry on being in the same thing. And you quite rightly, you pointed out, you asked, you just suggested that three or two negative questions, that’s what people do. People go up in the morning, they look at themselves in the mirror, say, Oh my God, how ugly do you look today? And all they said, Oh my god, how how fat are you? Now what’s going to happen is unconsciously, your mind is going to start listing the 400 cakes you ate, is going to start telling you why you didn’t moisturize your face, whatever it is. So that’s obviously, it doesn’t help you, it’s not empowering. But if you wake up in the morning, and you look at yourself and say, oh my God, how good do I look today? You do that, so obviously, then what’s happening is is that you’re thinking, wow, yea, I feel good. So it’s about that. So the whole book is about me trying to teach people, the basics and the essential parts of asking yourself empowering questions to be able to achieve anything you want in life. And I know, I know, I haven’t met them. But I can only imagine that any inventor, any conqueror, any explorer, any successful businessman has asked themselves at some point, how do I cross that river? How do I build a plane? How do I create a successful business? That’s what they’ve done, they ask themselves empowering questions. And then basically, you just put them on a journey of inventing and creativity. And, and as basic as that sounds, that is my theory. That’s what the book is all about. And and I’m and I’m sticking to it, because I think it’s I think it’s, I think it’s it’s good. And I talk a lot about history as well, because the book has a lot of stuff about history about what we’ve managed to achieve before our time, you know, because I think we tend to forget that, you know, 200 years ago, 300 years ago, our great grandparents, what they used to do without Spotify, and without Facebook, and without mobile phones, you know. They lived, they survived, and they had beautiful children and they live fulfilled lives. And, and you know, they didn’t have a mortgage and all these things. So we tend to take life too seriously. And we need to just kind of like, take a little bit time to think, to think and to think of the quality of our thoughts.

Christine Schlonski [10:51]
Yeah, I love that. So the Why Me question is probably not the best one, but the How To question is much more empowering.

Bernardo Moya [11:02]
It is, and for me personally when I decided because I lost my money for the second time at 38 and I started into personal development after you know, a journey of real estate and I started all over again.

Bernardo Moya [11:13]
That was a question that I actually asked myself, why not me? And if not me, then who? And if not now then when? And just by simply asking myself those empowering questions where there isn’t anyone else because it is me. And I someone said, I think, I think it was, who was is, it will come to me. So going from Priceline, Jeff Hoffman, and I think he was saying about, they, there is no they, the challenge of the problem we have is that we tend to think that they will sort it out, there is no they, it’s you, it’s me, it’s us. And, and we need to take responsibility. And and and the first thing a lot of things I talk about in the book as well is about honesty, we tend to struggle with honesty. I don’t know why that is. But if we are, if we are permanently lying to ourselves, you know, if we are permanently lying to ourselves. What do we expect? If we had a friend that was lying to us from 9 you know, till 12 o’clock or 11 o’clock at night, every single day, non-stop, eventually we would have we would have to say to them, “Hey, why don’t you just go away?” And and when it comes to us, we lie to ourselves, we lie to ourselves about the decisions that we say we’re going to do or I’m going to go to the gym, oh, no, I’m not gonna go to the gym today, actually I’ll go tomorrow. You know, I’m going to stop eating, oh no your not, I’m gonna start tomorrow. So we’re permanently lying to us, so so we’re not honest. So honesty is, is a great thing apart from obviously asking yourself empowering questions to, to guide you to where you want to go.

Christine Schlonski [12:31]
So do you believe that somebody struggles with sales with making those offers, even though they know they have a great service or product, do you believe they’re lying to themselves as well?

Bernardo Moya [12:43]
Because people don’t buy or they don’t actually use their services, is that what you’re saying?

Christine Schlonski [12:47]
There are they, there are obstacles in the way for them to feel good when making that offer. So they must have some story they telling themselves?

Bernardo Moya [12:57]
Absolutely. And, and, and, and that’s kinda that’s the, the dichotomy of what’s happened, you know, so I’ve been sales and marketing, oh, I’ve done a lot of sales. But I’ve also done a lot of marketing. And then I’ve done a lot of entrepreneurship, and I’ve done a lot of promoting. So I’ve had many different hats on and what we need to do is we need to, we need to disassociate ourselves from ourselves sometimes because we will, you know, excuses says Dr. Schwartz from his great book Thinking Big, excuses is one of the big ones. And, and that is it is we tend to find the reasons which are excuses of why people do not buy. And ultimately the only reason should be is because either, you know, there’s obviously there’s three things, it’s either you like me, you like the products, and you know, the price works. But people yeah, they tend to struggle, and they don’t really focus on the reason why and they lie to themselves. But I have this with my sales team sometimes is that they start blaming the marketing. And and and then obviously, I’ll say, well, hold on, I’m now speaking as a marketing person, I know what I’m doing from a marketing point of view, so you know, you can’t tell me all the leads aren’t qualified. And people just need to understand that and listen again to their internal dialogue and see if they were honest with themselves about, you know, Was it me? Or was it wasn’t being able to put my point across?

Christine Schlonski [14:12]
Yeah, well, I learned when I started in sales, I learned that it’s always me, if somebody doesn’t buy, it’s me. It’s never the fault of the customer because I might not have explained something in the right way. I might not have figured out what the real pain point is. So it’s always good if the blame is on us, because then we have responsibility.

Bernardo Moya [14:37]
Being responsible. Absolutely. Yeah, no, I agree with you 100%, it’s always down to you or the person that hasn’t been able to. And again, I think disassociating yourself, you know, we just so immersed in what we do, that we believe it’s the best product in the world, it’s presented in the best way possible, that my webpage is amazing, my call to action is amazing. And if you disassociate yourself and you actually look at yourself as a potential customer, client, look at the experience that they’re having, how you connect how you say, Hello, you know, everything is your brand. And I think part of it is around,is around that. People don’t tend to understand the importance of a brand, a brand is everything. I have to be congruent with my message you see for me, part of what happened when I was writing the book was I started to ask myself questions, which then got me to say, well hold on a minute, am I being congruent with my own message? I can’t be talking about becoming the best you when I’m slightly overweight, or when I’m not exercising, or I can’t be the best you if my brand isn’t the best, I can’t be considering myself the best if I haven’t got the best speaker. So I’m always as critical as I can be with my brand, understanding what I’m doing wrong in order to improve it and to come across. So everything you do the email, the message, the phone, the way you answer the phone, the way you say hello, the way you connect the way, everything is part of your brand. And and yes, being honest with yourself is is one of the important things.

Christine Schlonski [15:58]
What is the best question to ask yourself when you get started on that path, and, you know, listeners might be a little bit overwhelmed right now, because you’ve achieved so much and you have a whole team in place. So somebody who maybe is a solo entrepreneur or has a couple like a virtual assistant and somebody helping them to put a funnel in place, where, where can they start? And what questions do they need to ask to take the first step into the right direction?

Bernardo Moya [16:30]
I think I think we, I think we just have to be prepared to learn, you know, I’ve I’ve I’ve had I’ve, if any? I don’t know, listen, I know, there’s a lot of entrepreneurs that have been successful, you know, they may be started poor, and then they done, you know, and now they have hundreds of thousand og employees. It’s not my case, okay, I’ve, I’ve lost my money several times, I’ve had to start all over again, I’ve, you know, I’ve hit I’ve done really well, then I haven’t done that well. The challenge that I’ve had with my brand in particular is, is that because it is already around personal professional growth, a lot of people were thinking especially, I’m not saying because listen, the UK is very proactive towards personal development. But what I’m saying is, is I think a lot of people didn’t really understand what we’re doing. So we’re a little bit ahead of our time. So financially, in all the decisions that I made, didn’t really make much sense. So a lot of the events cost me money. So I suppose you know, there were certain things that I could have done better. And I know that, but I put everything on the line because I believe that what I was doing was the right thing. So my my approach to to what I do, everything that I do is I go all in, and I don’t think I think if you’re an entrepreneur, you have to go all in, don’t hold back. And you have to be prepared to learn, okay, I’ve just started learning around Click Funnels four or five months ago, because I want to learn about it. I’ve started doing a course about copywriting. And I’ve been writing copy for on time. So I’m always on the on, on, on finding ways that I can carry on learning and improving. And I’m prepared to pull my sleeves up. And so and to get into it. We’ve all started there. So I’ve gone from 25 employees to 7 to 1. And I’ve gone from having 5 -6 people selling courses for me, for me on the phone selling, I’ve done that. So you know, we’ve got to be prepared to do whatever it takes. And then I think when I was at the expo, there was one of the first questions I would ask me says, what do you do on your days off? So and I remember, it was Paul Boris, I was on stage, and what did he say? I didn’t understand what he was saying. What was that days off? So I don’t know what days off mean. Listen, I have and I do take some holidays now and then. But if you’re an entrepreneur, I get up at six, seven in the morning, and I’m working to 0 – 11, I carry on working as long as I can Saturdays, Sundays, I work when I can. But I love what I do. So you know, go all in. Go all in, carry on learning and stop finding excuses. Just go for it. Just go for it. And if you fail, who cares? Start all over again. And if you fall again, who cares? Carry on learning. That’s what it’s all it’s all about. You’re getting feedback. You’re learning, you’re growing. I didn’t get here by chance. I started at 40 I started all again at 40, I’m just getting my book now. I’m just getting started. So I’m really excited. And I don’t care how old I am. I don’t care how old I am in 10 years time, I’m going to carry on going.

Christine Schlonski [19:12]
Yeah, I just love this attitude because life is about living right? So why would you need an excuse from something you love doing and take a vacation or a day off or something? When when I stopped, how do you say like not putting every, like my life in different departments like the?

Bernardo Moya [19:34]
Compartmentalizing!

Christine Schlonski [19:35]
That’s always a tongue breaker for me. When I stopped doing that, like I just saw something, I’m doing this passion, what I love, then you actually are on a vacation all the time. Because vacation time is for so many people something that they love doing. But when you found your passion, that’s your life. So you don’t need to put that somewhere in like a drawer. And then, okay, it’s a weekend, let’s open this. And now I have a two-week vacation, let’s go there. And then for the rest of my life, I carry on with a job I hate. So I found that really interesting once I started to stop thinking that way, that everything else clicked. And that now it’s really fun because I decide when ever I want to do something, I can just do it. And you know, you can write emails from a beach, if you feel like it, you can do it from your office, you can connect to people at any time. So I just think it’s so exciting once you get to that passion piece, and you’re really living it.

Bernardo Moya [20:51]
I absolutely agree. And I don’t know, I think for me, it’s funny because when, when I when this book has come out and and this, I’ve really come to these conclusions of why we do what we do. If and I’m not saying everyone is because every you know, you must have all sorts of kind of listeners. But if you’re in the personal professional growth industry where you’re you’re, you’re here to try and help others improve their lives, then the reason we do it is because I think ultimately we want to leave some kind of legacy, okay, we’re here to help, we want to be of service. That’s why we do it. And I think those that want to read the books, those are attend the courses, those are, you know, are in transition, or they’re they’re seeking ideas is, is they’re also trying to find a way to leave a legacy. But I really believe that it’s all down to the fact of, of my purpose, our purpose. I think the only way we can be fully fulfilled and happy in life is by us understanding what is my purpose, you know, what am I here for? And, and that’s kind of why the most important question that I asked is, what are you here for, you know, what is your what, what is your objective in life, and just think about that. Because the moment we start finding what our purpose is, then what happens is we start being fulfilled, I haven’t I haven’t seen anyone that is, you know, that is extremely successful, happy fulfilled, that hasn’t had a purpose, you know, inventors, you know, people that have explored and people that have created phenomenal things is because they have this purpose of doing something that has a meaning for them. Now, if you if you find that purpose, then what happens is you leave a legacy you then start focusing on, this is my legacy, then everything, everything is okay, everything starts falling into place. And you obviously do that from a place of passion. You know, you can’t you get you can’t get through living a fulfilled life without passion, you have to be passionate about what you’re doing. So finding out what your purposes, which will help you then leave your legacy. And doing all that with lots of love and passion. Is is I think, why? why we do what we do.

Christine Schlonski [22:59]
Yeah, totally agree. So how often when you ask this question, does a person have an answer?

Bernardo Moya [23:06]
A lot of times they don’t, a lot of the times they don’t that there’s many, many people that don’t. And and that’s kind of where, you know, I’ve come to the end now, where I’m starting at the beginning. So everything that I’ve done as an entrepreneur for 30 years, as a promoter for 10 years in personal development, building this brand is now to what I have created, which is called the legacy clubs. And the reason I’ve come to these legacy clubs because what it is, it’s a place where we meet on a monthly basis, and we discuss what our purpose is, and we really focus on legacy. Because we are so dictated, as I said before with the media, social media, and you know, the priorities of life, that we spend no time on focusing what we’re here for what our purpose is. So this is what we do, we turn the phone’s off, we leave he egos outside, we speak with love. And we speak honestly, and we just literally dig deep into what legacy means. And we bring speakers that are related to legacy charities causes things that are really inspiring to us. So then when we leave that room, at the end of the day, we are writing down, we are helping each other, we help each other, each other as a group, as a collective of business, we’re helping each other to help them find a legacy. And we’re giving each other skills to go out there. And to make a difference and people are buying into it. People love it. Because, well, some of the facts I found, if you 70 if you get up to 75 – 80 years of age, 25 years of your life, you’ll spend it sleeping, will spend 7 years 6 months watching TV, probably more now with Netflix. Okay, not you. But there’s a lot of people that’s the average, will spend 4 years, 2 months, 3 months on social media, we spent 1 year to 10 months doing our hair, nails and pampering. We spend a year two months socializing, which probably means family and friends. And I’m telling you, I haven’t done the stats because I haven’t had a statatist doing that, but I’m telling you, we probably spend only 2 months of our life ultimately, really looking and focusing on what our legacy is. We don’t, we don’t spend any time on it. So that’s what it is. Because we are all mortals by haven’t come across an immortal yet. We’re all mortals. And unless we start spending more time on ultimately what we’re here for. And if we do that, then what’s going to happen is everything’s going to start getting aligned. Because then you have clarity on who you are. You have a purpose in life, you live fulfilled. And then you know, you leave a legacy, a legacy. Sometimes people think, Oh my god, I can’t create a charity. Listen, just teaching your kids how to go and pick up plastic from the beaches, and teaching your kids about taking care of the elderly or people that have PTSD. That’s creating a legacy.

Bernardo Moya [25:28]
Legacy is every word and every action that you take as part of your legacy. Everything that you do and say in life that is positive that is empowering, that help others that is part of your legacy. Some people can do more, some people can do less, but everything counts.

Christine Schlonski [25:42]
Wonderful. Well, what a great final sentence, everything counts.

Bernardo Moya [25:47]
Thank you. It is, yes, it ended well.

Christine Schlonski [25:48]
Yeah, I hope that this wonderful, these wonderful interviews count for people that they get inspired to take action, to stop having excuses and to really go for what they desire in life and leave a legacy. So thank you so, so much for having been on Heart Sells! I really appreciate it. And yeah, have a wonderful day.

Bernardo Moya [26:11]
Thank you so much. And keep up with the great work. You’re doing some fantastic work. Thank you, Christine.

Christine Schlonski [26:15]
Thank you so much. Bye.

Bernardo Moya [26:17]
Bye.

Christine Schlonski [26:18]
I just loved the conversation was Bernardo so much, and I’m so excited that he is going to be back to teach at the Sales Mentality Makeover Masterclass 3, a whole segment all with Bernardo. And I hope that this podcast already has given you quite some tools and ideas, some inspiration and motivation. The show notes, the transcripts, the resources we talked about especially Barnardo’s book, and a link to the next expo is at christineschlonski.com, there in the menu, you find the tap Heart Sells! Podcast just click and you’re right there and can choose Bernardo’s episode with all the transcripts and everything you need to know also all the social media links. If you want to see Bernardo teach in a class, I have a free online event coming up just for May called the Sales Mentality Makeover Masterclass number 3. These are actually video classes, so you can tune in and learn even more of Barnardo’s teachings. It’s also at christineschlonski.com in the tab Sales Mentality Makeover Masterclass 3. So hop on over sign up, and looking forward to see you for the next episode. I’m so excited you are here. And right now I’m just wishing you a wonderful, wonderful day, wherever you are in the world. And make sure you subscribe so you don’t miss out on all these amazing experts. Thank you so much and bye for now.