Episode Details

Waiting to “feel ready” is one of the cleanest ways to stay stuck.

Angela Shurina sits down with sales coach and author Charles Hsuan to unpack the real reason people don’t change, and it has less to do with willpower than with decision mechanics. 

Charles shares how he left banking, stumbled into sales, and then spent years distilling what makes someone commit. 

Charles Hsuan never planned to end up in sales — or coaching. He studied financial management, spent years hating a banking job so much he'd wish for his car to break down so he'd have an excuse not to go in. A friend's tip led him into sales almost by accident, and a knack he didn't know he had turned into a 20+ year career, and eventually a very successful business built on one simple idea.

In this episode, Charles and Angela dig into what actually drives a "yes" — and what actually makes people change instead of just thinking about it.

Charles shares the 3-part formula behind every purchasing decision, the 15-minute rule that makes "1% better" concrete instead of vague, and the story of a Viking king who never knew when a ship was "good enough" to launch.

What we cover:

• Why Charles spent his first 3 years in business "storytelling" instead of selling — and the one conversation that changed everything
• The decision formula to make anyone to finally change instead of thinking about changing
• The "1 to 10" urgency question Charles asks every prospect, and why anything under an 8 is a soft no
• 1,440 minutes in a day — how Charles turned "1% improvement" into something doable every day instead of drowning in vague self-development tools
• GMO (Good enough to move on) — and the cautionary tale of the ship that sank because nobody knew when to stop building
• Growing up with ADHD, repeating two grades, and how sport and community rebuilt his confidence
• Gain vs. gap: why measuring how far you've come beats measuring how far you have to go
• The shift from chasing success to chasing significance — and why his book is really a letter to his son

About Charles Hsuan

Charles Hsuan knows what it's like to start with challenges and turn them into growth.

Growing up with ADHD, he struggled with school but quickly discovered the power of words. During his studies in Financial Management, he realised that clear communication could influence outcomes — and it shaped his career. Today, through his Story-Selling coaching at Flying Kite, Charles helps industry experts make complicated ideas simple, so that clients instantly understand their value. More than 60% of his clients have doubled their sales, proving that even if you start off struggling, you can learn to excel — and help others see your unique selling point.

Connect with Charles:

• Book a call: https://www.flyingkite.co.za/contact
• Get The Alphabet Soup of Selling: https://www.flyingkite.co.za/thealphabetsoupofselling
• Connect on LinkedIn: https://www.linkedin.com/in/charleshsuan

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Brought to you by Angela Shurina  

Certified Health, Sleep, Performance & Executive Coach 360 with 18 years of experience helping people change to feel, be and do their best.