#18 Phil M. Jones | Magic Words and Buyers Representation Agreements

TOP DOGZ With Jerrod Zisser

An hour with Phil M. Jones is truly priceless. In this empowering episode of Top Dogz, we delve into the heart of real estate's changing landscape with the master of sales and psychology, Phil M. Jones. From the impact of the NAR settlement to the power of the right words at the right time, Phil provides invaluable advice for real estate professionals facing uncertainty and change. We cover his groundbreaking approach to sales, the psychology behind effective communication, and real-life stories demonstrating the transformative power of his methods. Whether you're a seasoned agent or new to the field, this episode is a treasure trove of strategies and insights to elevate your real estate game.
Key Discussion Points:
Influence of Language in Sales:
Phil M. Jones opens the conversation by sharing his journey into understanding the pivotal role language plays in sales and leadership. He recounts his early challenges in leading older sales teams and how he navigated skepticism by leveraging third-party examples and carefully chosen words to inspire action and change. This approach not only helped him overcome resistance but also laid the foundation for his "magic words" concept, emphasizing the importance of intentional communication.
Impact of the NAR Settlement:
The dialogue shifts to the recent NAR settlement, highlighting its disruptive impact on the real estate industry. Phil discusses how the settlement has spurred uncertainty and change, prompting agents to seek new strategies for adapting. He shares insights into the need for embracing change and leveraging it as an opportunity for growth, positioning it as a catalyst for innovation in real estate practices.
Real Estate Communication Strategies:
Phil delves into specific communication strategies that real estate agents can employ to enhance their interactions with clients. He introduces the concept of "rejection-free opening formulas" and explains how strategic language can significantly increase the effectiveness of sales pitches and client interactions. Through examples, Phil illustrates the power of language in overcoming objections, building rapport, and facilitating successful transactions.
Challenges of Buyer's Representation Agreements:
A significant portion of the conversation is dedicated to addressing the challenges posed by buyer's representation agreements in the wake of the NAR settlement. Phil discusses the importance of transparency and choosing the right moment to discuss compensation, emphasizing the need for real estate agents to clearly articulate their value proposition. He encourages agents to consider different service levels and to communicate openly about compensation structures, aligning their services with client needs and expectations.
"Exactly What to Say" Certification Course:
Towards the end of the podcast, Phil introduces his "Exactly What to Say" certification course, designed to equip professionals with advanced skills in effective communication. He outlines the course structure, which focuses on understanding the psychology behind communication, mastering specific word sequences, and applying these strategies in real-life scenarios. The course aims to elevate participants' communication skills, enabling them to navigate complex conversations and achieve better outcomes in sales and beyond.
Buy the books here: https://www.amazon.com/stores/Phil-M-Jones/author/B0097DKWP4?qid=1510658902&sr=8-1&ref=ap_rdr&isDramIntegrated=true&shoppingPortalEnabled=true