Phil M Jones: The Maestro of Words That Win
I had the privilege of hosting Phil M Jones, a true master in the sales field. Phil is not only an accomplished author of seven bestselling books, including the game-changing “Exactly What to Say,” but he’s also a seasoned expert in growing businesses. In fact, he played a pivotal role in catapulting an independent real estate venture to an astonishing revenue of over $240 million, all with a lean sales team of just five members.
Here’s a glimpse into the wisdom Phil shared during this enlightening episode:
1. The Power of Words Phil’s journey into the world of influence and persuasion began long before he penned his bestselling books. Even during his previous careers in retail, soccer clubs, and the property business, people noticed his knack for using “magic words” that left a lasting impact. His expertise lies in choosing the right words at the right moment, a skill he has honed throughout his professional life.
2. The Birth of “Exactly What to Say” The idea for “Exactly What to Say” sprouted from Phil’s desire to make his training and coaching more accessible. He believed in the power of words and their ability to transform interactions. The book emerged as a culmination of over a decade of training and personal development experience, offering practical advice for real estate agents and anyone in the business of helping people.
3. Shifting Perspectives in Real Estate One of the key takeaways from Phil’s discussion was a shift in perspective for real estate agents. Instead of focusing solely on buying and selling houses, he encouraged agents to embrace their role as helpers. People don’t want to buy or sell houses; they want to buy into a dream or let go of a burden. When you approach your job as a responsibility to help clients make the right choice for themselves, you’ll never feel like you’re selling.
4. Confidence Through Experience Confidence is essential for success, but confidence without experience can be detrimental. Phil cautioned against mistaking confidence for arrogance. To build confidence, agents should seek out past clients and ask them about their experiences. Learning from real-life situations and applying that knowledge is the key to developing genuine confidence.
5. The Art of Asking Questions Phil stressed the importance of asking questions to gain insight into a client’s needs and desires. By asking questions and actively listening to responses, agents can tailor their services to match individual preferences. This not only builds trust but also allows agents to provide a more personalized and valuable experience.
6. Overcoming Objections Objections are an inevitable part of the real estate process. Phil advised agents to embrace objections and use them as opportunities to educate and build trust. By responding with curiosity and understanding, agents can address concerns effectively and guide clients toward informed decisions.
7. Creating Your Unique Value Proposition For smaller real estate businesses competing against larger teams, Phil recommended focusing on your unique strengths. What sets you apart from the competition? Perhaps you can offer a level of personalization and attention that larger teams can’t match. Embrace your strengths and market them to potential clients.
8. The Courage to Walk Away In the high-stakes world of real estate, it’s essential to know your worth. Phil urged agents to have the courage to walk away from deals that don’t align with their goals or values. By maintaining integrity and staying true to your principles, you’ll attract clients who value your commitment to their best interests.
This was a masterclass in the art of persuasion and effective communication. His insights have the potential to revolutionize not only the way real estate professionals approach their work but also how we interact with others in our daily lives. Remember, it’s not just about what you say but how you say it that can make all the difference in the world.
In this episode talked about a lot but whether overtly or subtly, the conversation was about the agent staying in the game. Phil is an immense wealth of knowledge in the sales and persuasion field while keeping it ethical which drew me to his work. I hope you enjoy listening to this episode as much as I did recording it.
Find him on YouTube, LinkedIn, Instagram and Facebook.
00:00 – Phil M Jones Introduction
00:45 – How “Exactly What To Say” became a book
05:30 – Where is the line on helpful and “salesy”
07:10 – Being brilliant in a sales environment
08:25 – What we sell in real estate
11:45 – Standing out vs others agents
15:00 – Growing a real estate team to $250 million
17:50 – How the new agent gains confidence
21:10 – How to be more courageous
23:50 – Curiosity vs certainty
26:00 – Why the pushy people seem to win
28:10 – What comes before the confidence
29:55 – The value in being a new agent
32:00 – Roleplaying with questions
42:17 – Write all of the reasons they shouldn’t buy
44:20 – Cupcake Principle
49:50 – Have the courage to be honest
51:00 – Find Phil M Jones
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