Exactly what to say for real estate agents phil m jones epub download

Exactly What to Say. For Real Estate Agents Phil M Jones, Chris Smith, Jimmy Mackin

The real estate industry desperately needs new tools and ideas to stay relevant to the modern consumer. The modern consumer is more educated and has more choices than ever before. Counterintuitively, this has led to more confusion, doubt, and frustration in their real estate journey.

Therein the opportunity lies.

In Exactly What To Say for Real Estate Agents, Phil M. Jones, Chris Smith, and Jimmy Mackin provide 30 Magic Words to help with the most common, critical, and difficult conversations real estate agents have today. If you are open-minded to a better way of selling, this book is for you.

Imagine what it is going to feel like knowing exactly what to say when it matters the most.

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The real estate industry desperately needs new tools and ideas to stay relevant to the modern consumer. The modern consumer is more educated and has more choices than ever before. Counterintuitively, this has led to more confusion, doubt, and frustration in their real estate journey.

Therein the opportunity lies.

In Exactly What To Say for Real Estate Agents, Phil M. Jones, Chris Smith, and Jimmy Mackin provide 30 Magic Words to help with the most common, critical, and difficult conversations real estate agents have today. If you are open-minded to a better way of selling, this book is for you.

Imagine what it is going to feel like knowing exactly what to say when it matters the most.

Exactly What to Say: For Real Estate Agents

The real estate industry desperately needs new tools and ideas to stay relevant to the modern consumer. The modern consumer is more educated and has more choices than ever before. Counterintuitively, this has led to more confusion, doubt and frustration in their real estate journey. Therein the opportunity lies.

In ‘EXACTLY WHAT TO SAY: FOR REAL ESTATE AGENTS’, Phil M. Jone The real estate industry desperately needs new tools and ideas to stay relevant to the modern consumer. The modern consumer is more educated and has more choices than ever before. Counterintuitively, this has led to more confusion, doubt and frustration in their real estate journey. Therein the opportunity lies.

RUNNING TIME ⇒ 2hrs. and 14mins.

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This is a book to be used in battle since business is war without bullets. The more you practice the more you’ll know exactly what to say.

Things my 👂picked up ok and 🧠 collected:

Instead of asking are you working with an agent ask who is your realtor?

What is the best email address to reach you?

How important is it that the next time you list your property it actually sells for a price you’re happy with?

The good news is I have a simple cancellation policy with my agreement if you’re not happy This is a book to be used in battle since business is war without bullets. The more you practice the more you’ll know exactly what to say.

Things my 👂picked up ok and 🧠 collected:

Instead of asking are you working with an agent ask who is your realtor?

What is the best email address to reach you?

How important is it that the next time you list your property it actually sells for a price you’re happy with?

The good news is I have a simple cancellation policy with my agreement if you’re not happy with my services you can cancel the agreement

What’s your experience working with a full service agent?

just out of curiosity do you know why the average consumer sells theirown home for significantly less and when the represented by a professional real estate agent

Instead of saying do you have any questions for the two what questions do you have for me?

Just out of curiosity what is stopping you from moving forward with this right now?

Just out of curiosity what is it specifically you need some time to think about?

just out of curiosity what needs to happen for you to make a decision about this?

Just out of curiosity do you know where the average for sale by owner cells for significantly less then a home listed by a realtor?

Afterwards remain quiet after this questions silence becomes your friend

What happens next close them

What makes you say that?

Way to handle objections?

When an objection sounds like a stall or an excuse

Look the good news is we have learned that there is no deal to be done on this property and that you have not paid more than you needed to

Resisting changing from last agent.

You already know what working with them is like so what is the harm in trying this?

When someone complains to u

that’s great we are learning more about the market and where you may need to compromise

The good news is that we now know what the key reasons why buyers aren’t making an offer and we can address them head-on

Those people who lives with me sell over their asking price

Most people find that the first offer they receive is typically the best one
What most people would do with an inspection concern is make a contingency for the buyer

most people want to make a bunch of last-minute repairs to the home but that’s not always necessary

Don’t worry you’re bound to be nervous right now this is your home and you want to do the right thing

Don’t worry I know you don’t know what to do right now that’s what I’m here for I’m here to help you through this process and overcome all the hurdles as they crop up on the way

Don’t worry this happen sometimes and it’s one of the many reasons why you work with an experienced realtor let me make some calls and we can work out a plan for what to do next

Would it help if I could pick you up and drive you between the properties?

Would it help if you only pay a commission if we secure a buyer at or above the asking price?

Would it help if I introduced you to a local trusted lender who is familiar with the area?

Would it help if you could speak with some past clients and learn about their experience of working with us?

If you decide to work with me then I promise you won’t be disappointed

If you put your home on the market now then you could be closed before the end of the year

If you decide to list with them then you won’t have access to our marketing services

If you follow through with the staging and were likely to sell for more money and sell more quickly

if I can show you the top three reasons why your home didn’t sell then would you be willing to meet to discuss me representing you?

I bet you’re a bit like me when I’m selling something I want to get the best possible price with the least amount of effort

I bet you’re a bit like me you know the difference between price and value and make decisions looking at the bigger picture

I bet you’re a bit like me you’re always struggling to get things done and love it when you have someone who just takes care of things for you

I bet you’re a bit like me when I’m selling something I want to get the best possible price with the least amount of headaches and stress

I’m a professional my maker upper

I’m guessing you haven’t gotten around to looking over the documents yet?

I’m guessing you haven’t gotten around to making your decision yet?

I’m guessing you haven’t gotten around to making those repairs you wanted to do before listing your home?

Great when are we ready to get started?

Want to be a good time to get your home photographed?

When would be a good time for your home to be sold by?

When would be a good time to speak next?

We just sold a property down the street from your home when would be a good time to review your home’s new value?

Help me understand why you’re thinking of listing with the other agent?

Help me understand why you don’t want to make any of the upgrades before selling?

Help me understand what you’ve read that makes you think that?

Help me understand your thoughts about the current market conditions?

Help me understand the benefits of selling without an agent

help me understand what would cause you to want to sell your home within the next 90 days

Could it be possible that working with an experienced agent would be a more appropriate solution for your current circumstances?

Could it be possible that that’s spending a little time and money on the staging could save you thousands on the sale price?

Could it be possible that choosing us could be a better option for you?

Could it be possible that I could get you more money for your home with fewer headaches and less stress then if you were to do everything yourself?

Just imagine the memories will make in your new home

Just imagine how good your car will look in the driveway

How certain are you that they have the experience to get the best outcome for you?

How certain are you that this isn’t the best offer that you’ll receive in this market?

How certain are you that the effort in staging won’t be worth it?

How certain are you that you will get a high quantity of interest without progressive online marketing?

How certain are you that our lower cost option believe you with more money in your pocket overall?

How certain are you that selling your home without a realtor will save your money?

Just imagine how life will be when you’ve moved into your new place

just imagine losing out on this property to a higher bidder

just imagine the look on your kids faces when they see this backyard

just imagine this remaining on the market for another 6 months

Just imagine the girls having their own rooms

Just imagine what it’s going to feel like when a buyer walk walks in here and the house is impeccably staged

How would you feel if someone else be true to your dream?

How would you feel if your home didn’t sell quickly?

How would you feel if we created a bidding war?

how would you feel if we can make that happen for you?

How would you feel if you lost your buyer?

How would you feel 6 months from now your home is still on the market?

What do you understand about us
Our business and the way we do things differently?

What do you understand about the pitfalls of working with a part-time or inexperienced agent?

What you understand about the home buying and selling process?

What you understand about the ways we determine the price at which to market your home?

Either everybody wins or everybody loses

You soon learn what the essentials are and what they’re nice that haves are?

How important is it that you sell your home quickly?

How important is it that you have the extra bedroom?

How important is it that you achieve that price?

How important is it that you move before the holidays?

How important is it that we secure the specific property?

How important is it for you to find the perfect home for sale before you list your current?

What is your experience with buying a new home?

What is your experience with applying for a mortgage?

What is your experience with working with a professional realtor?

What is your experience with timing the market?

Hi this is Adam I’m calling from real estate is us you may not know me but I’ve sold a lot of properties in your area and I noticed you’re looking to sell is this property still available?

Hi its Adam calling from real estate is us I understand that you are thinking of selling your home and are interested in how we may be able to help. What is it that promoted you to contact us specifically.

Hi it’s Adam calling from real estate is us now that you have successfully moved into your new home I was hoping you may be in a position to help me out would you be open-minded to leaving a review online about your experience of working with me?

Would you be open-minded to reducing your asking price?

How open-minded are you till listing your home while the market is strong?
how open-minded are you to listing your property in the winter while there are fewer homes for sale but still a lot of serious buyers?

How open-minded would you be to working with an experienced local
Agent to help you sell your home?

open minded are you two looking at something that could be perfect but a little over your budget?

Would you be open-minded to consider some alternative neighborhoods?

How open-minded are you two working with the trusted local lender to get this approved?
Who do you know who is considering moving to the area?

Who do you know who may be looking for more or less space?

Who do you know who could be interested in a valuation of the current home?

Who do you know who has talked about potentially investing in real estate?

Who do you know who could be interested in this three-bedroom townhome?
The question is fueled and possibility not certainty

I’m not sure it’s for you but when the time is right I’d be delighted to help you get the best price for your home

Not sure if it’s for you but there’s a new listing coming up next week they could be a good fit

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On Friday, four days before the US presidential election, the United States recorded 100,000 new cases of Covid-19. This figure recorded the highest increase in cases of corona virus in a day worldwide.
In total, the United States has suffered 9 million cases of Covid-19 as of Friday, or nearly 3% of the population with nearly 229,000 deaths since the pandemic outbreak earlier this year, according to a Reuters report, October 31, 1996.

US health authorities on Friday confirmed that 100,233 people have tested positive for Covid-19 over the past 24 hours.
Friday’s tally set the highest daily Covid-19 record in the US for the fifth time in 10 days, surpassing the previous day’s highest daily spike of 91,248 new cases.
The report also represents the world’s highest national daily casualty toll during the pandemic, surpassing India’s record 24-hour spike in daily cases of 97,894 recorded in September.
On Friday dozens of states individually reported a record number of new daily cases.
Serious cases of Covid-19 are also on the rise, as hospitals in six states report having the most patients with the disease since the pandemic began. The number of Covid-19 patients hospitalized has increased by more than 50% in October to 46,000, the highest since mid-August.
Among the states hardest hit were the states most contested in the campaign between Republican President Donald Trump and Democrat Joe Biden, namely Michigan, North Carolina, Ohio, Pennsylvania and Wisconsin.
More than 1,000 people died from the virus on Thursday, the third time the daily death toll has exceeded that this month, and the death rate is expected to continue rising. Covid-19 claimed at least 926 more deaths as of Friday.
The University of Washington’s latest prediction model projects the death toll, which had held at a monthly pace of more than 22,000 for most of October, will start climbing next month towards a new record of more than 72,000 in January.
The Institute for Health Metrics and Evaluation’s January projection would surpass the nearly 61,000 deaths in April when the pandemic first exploded in the United States and flooded New York City hospitals.
Joe Biden and his Democrats in Congress have criticized President Trump for handling his health crisis.
In the US House of Representatives, Democrats released a report on Friday condemning the Trump administration’s pandemic response as “one of the worst leadership failures in American history”.
“At least 6 million Americans have fallen into poverty and millions more are unemployed,” the report said.
The 71-page interim report by Democrat staff from the House Election Subcommittee on the Coronavirus Crisis also said investigators identified more than 60 instances in which Trump administration officials rejected or overruled top scientist advice to advance the president’s political interests.
“The government’s response to this economic crisis has benefited large corporations and wealthy Americans, while leaving behind many disadvantaged communities and struggling small businesses,” the report said.
After being hospitalized for Covid-19 in early October, Trump continued a massive campaign that drew thousands of supporters who gathered and many were not wearing masks. The Trump campaign says rallies are safe and that masks and social distancing are respected.
A CNN investigation found that 14 of the 17 states surveyed showed an increase in the rate of Covid-19 cases only one month after hosting a Donald Trump campaign event.

Exactly What to Say: For Real Estate Agents BY Phil M. Jones

A reading list for a realtor. TOP 10 books about real estate

To make plenty of successful deals, a modern-day realtor must combine the qualities and knowledge of a realtor, a salesperson, a marketing specialist and a psychologist. Unfortunately, not many such specialists graduate from educational institutions. Therefore, it is crucial that realtors constantly engage in self-education. Despite the fact that there are many blogs and thematic platforms on the internet, systematized knowledge, tested on personal experience, can only be obtained from worthwhile books.

In this article, we share the TOP 10 books which, according to experienced real estate agents, should be read by every realtor who strives to become a professional.

Some of the publications are recommended to be read in the original language.

The ABCs of Real Estate Investing: The Secrets of Finding Hidden Profits Most

Ken McElroy

The book is perfect for those who are just starting out in the real estate sector. The author shares his tips and tricks on how to find the objects, how to evaluate them correctly, how to negotiate with clients and how to make successful deals.

Realtors state the book is quite easy to read. In a simple and clear manner, Ken McElroy describes all the subtleties and difficulties that a novice real estate agent may encounter. A great part of the book is about US legislation, which will be very useful for those investors who are planning to have a passive income from American real estate.

Exactly What to Say for Real Estate Agents

Phil M Jones

The real estate sector is in need of new tools and ideas that match modern-day customers. Today’s clients are educated and have a wider choice than they used to. Buying a property has become a more confusing and unpredictable process.

In their book, Phil M. Jones, Chris Smith, and Jimmy McKean give ’30 magic words’ that will come in handy in the most common conflict and difficult situations with real estate buyers. The book will be an excellent guide for realtors who want to make successful deals on a regular basis.

Trump: The Art of the Deal

Donald J. Trump

Despite being written back in 2010, it is still one of the most recommended books. The 45th President of the USA described how he had managed to build an empire and achieve success in the real estate sector. Unlike some other authors of similar books, Trump was able to earn millions working in the real estate sector. That’s why his advice inspires lots of beginners.

The book will be useful not only for real estate professionals, but also for those who want to learn how to think big and set ambitious, but attainable goals.

Billion Dollar Portfolio: How to Create a Real Estate Empire

Brent Sprenkle

According to real estate consultant Brent Sprenkle, building a significant portfolio requires a unique commitment to withstand any ’storm’ and keep moving forward.

In The Billion Dollar Portfolio, Sprenkle teaches how to purchase several investment properties maximizing your profits. You will find out how to find a good property, how to increase its value and how to sell or refinance it to generate revenue.

The Real Book of Real Estate: Real Experts. Real Stories. Real Life

Robert T. Kiyosaki

The book was written by the author of the world bestseller Rich Dad, Poor Dad. Together with a team of 22 real estate experts, Robert Kiyosaki, an American entrepreneur and investor, shares his personal experience of real estate investing. The author and his colleagues themselves put into practice all the recommendations mentioned in the book.

The book will work for those who want to learn how to find and evaluate promising real estate, how to rent out the property, how to get financing, how to protect your assets and minimize taxes, etc.

The Intelligent Investor: The Definitive Book on Value Investing. A Book of Practical Counsel

Benjamin Graham

In his book, Benjamin Graham, a renowned economist and investor, unveils his professional experience to many beginners. According to experts, if you follow all the tips suggested by the author, you are bound to notice positive results pretty soon. Graham thoroughly describes how to find a promising investment object, how to develop an optimal portfolio policy, how to calculate the risk of inflation and its impact on your profits, etc.

American billionaire Warren Buffett claims he read the first edition of the book when he was just starting to engage himself in entrepreneurial activity. It was Graham’s advice that made him a well-off man.

The Book on Rental Property Investing: How to Create Wealth With Intelligent Buy and Hold Real Estate Investing

Brandon Turner

The author of the book talks about how to use real estate investments to gain financial independence. The publication consists of 400 pages full of tips and recommendations. It also includes a strategy used by investors from all over the world.

Randon Turner is an active real estate investor, best-selling author, and co-host of the BiggerPockets podcast. The objective of the book is to help the investors who are just starting out to achieve success with the help of a well-thought-out plan, profitable deals, market analysis and other tools.

The Very Developer’s Book

The book should be read by everyone who wants to grow in the real estate sector: business owners, department managers, realtors, market experts, and even PR managers.

In his book, Igor Mann shares his marketing formula — «10×10». The strategy incorporates10 areas of work. The result of working on each of them should ideally be estimated at 10 points. The book will introduce readers to all the stages of work. It is most useful for developing companies and real estate agencies.

The Wealthy Gardener: Lessons on Prosperity Between Father and Son

John Soforic

A heart-warming series of stories and practical tips about entrepreneurship and wealth, written by a financially independent father for his ambitious son. Many years ago, John Soforic created his vineyard and took notice of an interesting fact: everyone wants money, but only a few can actually earn it. The reason is this: most people focus on the short-term benefits forgetting about the long-term prospects.

The Wealthy Gardener will inspire you to find your own noble goal and get rid of money anxieties once and for all. Regardless of the reader’s income level, skills, or social status, the lessons in this book will point the way forward. All you need is dedicated and hard work, the desire for success and the desire to learn.

Zero to One: Notes on Startups, or How to Build the Future

Peter Thiel

The book Zero to One is not about real estate, but it is a must-read for everyone who is about to start their own business. The book is based on the theses mentioned at Stanford University — you need to look at the world in a new way to notice the winning ideas that hasn’t been implemented yet.

You can also find an abundance of information on how to form a close-knit team to collaboratively achieve high results in the development of a startup.

Exactly What to Say

12min Team | Posted on February 20, 2019 |

The Magic Words for Influence and Impact

Scott Stratten, President of UnMarketing Inc., claims that this book is “the dictionary of business success language.”

Why should it not be?

When, instead of beating around the bush, Phil M. Jones is sharing with you no less than 23 magic words for influence and impact, and teaching you:

Who Should Read “Exactly What to Say”? And Why?

Ever since Dale Carnegie’s perennial classic How to Win Friends and Influence People was published almost a century ago, numerous books have tried delving deeper into the matter, uncovering (and sharing with the world) so many tips and tricks on how to influence others.

Among them, Robert Cialdini’s Influence is (perhaps justly) the most celebrated one, though Kurt Mortensen’s Maximum Influence and McKintosh & Luecke’s Increase Your Influence at Work have had their fair share of admirers as well.

Much more practical, Exactly What to Say is yet another book which falls in this category; and it’s worth every penny.

About Phil M. Jones

Phil M. Jones is a British sales expert and bestselling author.

Entering the world of business at the age of 14, just four years later, Jones became the youngest sales manager at fashion retailer Debenhams and went on to work with a number of Premier League teams afterward on sponsorship deals.

Since 2008, he’s entirely dedicated to demystifying the art and science of selling, having delivered over 2,000 presentations in 56 countries across 5 continents.

Winner of the “British Excellence in Sales and Marketing Award,” Phil M. Jones has authored five international bestsellers, three of which form the trademarked “Exactly” trilogy: Exactly Where to Start, Exactly What to Say, and Exactly How to Sell.

“Exactly What to Say PDF Summary”

“The worst time to think about the thing you are going to say is in the moment you are saying it,” writes Phil M. Jones in the epigraph to Exactly What to Say.

And he makes things clear straight away: “This book prepares you for nearly every known eventuality and provides you with a fair advantage in almost every conversation.”

How is that possible?

Through the power of magic words!

Don’t know what they are?

Here’s a definition taken straight from the book:

Magic Words are sets of words that talk straight to the subconscious brain. The subconscious brain is a powerful tool in decision-making because it is preprogrammed through our conditioning to make decisions without overanalyzing them. It works a little like a computer—it has only ‘yes’ and ‘no’ outputs and can never land on a ‘maybe.’ It is strong and decisive and moves quickly. Using words that talk straight to the part of the brain that is free from maybes and responds on reflex gives you a fair advantage in conversation and can result in you getting your own way more often.

So, in a nutshell:

• Call it subconscious or adaptive unconscious, there is undoubtedly some part in your skull which is inaccessible to consciousness and, which, nevertheless, influences your judgments, feelings, and behavior;
• This part is extremely powerful, guiding your routines, controlling your breathing while you sleep and even refocusing your attention whenever something akin to your name is mentioned;
• There are some words which communicate directly to this hidden – and governing – part of every human being;
• These are Jones’ magic words, “tried, tested and proven to deliver results when applied properly.”

But, enough with the theory.

Let’s see how this works in practice!

Key Lessons from “Exactly What to Say”

1. I’m Not Sure If It’s for You, But
2. Open-Minded
3. What Do You Know?
4. How Would You Feel If?
5. Just Imagine
6. When Would Be a Good Time?
7. I’m Guessing You Haven’t Got Around To
8. Simple Swaps
9. You Have Three Options
10. Two Types of People
11. I Bet You’re a Bit Like Me
12. If… Then
13. Don’t Worry
14. Most People
15. The Good News
16. What Happens Next
17. What Makes You Say That?
18. Before You Make Your Mind Up
19. If I Can, Will You?
20. Enough
21. Just One More Thing
22. A Favor
23. Just Out of Curiosity

I’m Not Sure If It’s for You, But

“I’m not sure if it’s for you, but…” is the best way to introduce any idea to anyone.

Because, at a subconscious level, the listener translates it to “There’s no pressure here… Why don’t you have a look at this.”

Examples
• I’m not sure if it’s for you, but this option is available for this week only, and I would hate for you to miss out.
• I’m not sure if it’s for you, but we have plans on Sunday, and, if you’d like, you’re welcome to join us.

(Here and elsewhere below, almost all of the examples are taken straight from the book – possibly with some minor changes here and there.)

Open-Minded

As we said above, your subconscious works only along the lines of a “yes” and “no;” and since there’s no “maybe,” if you ask a group of 1,000 people whether they consider themselves open-minded, at least 90% of them would answer in the affirmative.

Because the alternative – “closed-minded” – sounds very, very bad.

Use this to your benefit – if you start a sentence with “how open-minded” you’re shifting the odds of your listener agreeing with you from 50/50 to 90/10.

Examples
• How open-minded would you be about trying this as an alternative?
• Would you be open-minded about seeing if we could work together?

What Do You Know?

All people think they know best – that’s how we’re built to think. And if you want to steer a conversation in a certain direction, you have to have control over it.

A great way to achieve this is by moving the other person’s position “from one of certainty to one of doubt.”

Hence the “what do you know?” magic phrase. And now you see why Socrates was considered the smartest person in Ancient Greece.

Examples
• What do you know about everything that has changed since (insert event)?
• What do you know about how things really work here?

How Would You Feel If?

We know for sure that people work a lot harder to avoid potential losses than to achieve a potential gain; simply put, nothing motivates us more than losing what we already own.

To overcome this obstacle – or, even better, to use it to your benefit – paint for your listener a future scenario so that you can trigger in him the proper emotions.

Examples
• How would you feel if your competition passed you? (the “loss aversion” trigger)
• How would you feel if this decision led to your promotion? (the “if-success” trigger; “loss aversion” in absentia)

Just Imagine

For better or for worse, we are storytelling chimpanzees; consequently, storytelling will always have the power to inspire, influence, and persuade.

Because it creates pictures in the minds of others and because we are wired to just sit back and enjoy the view in situations such as these.

When you were a child, the magic words were “Once upon a time…;” the adult formula is “Just imagine.”

Examples
• Just imagine how things will be in six months’ time once you have implemented this.
• Just imagine the look on your kids’ faces when they see you achieve this.

When Would Be a Good Time?

One of the biggest challenges of the 21 st century is finding the time – you for the others, the others for you.

However, unless you inspire someone to make a room in his life for your ideas, you’ll never sell your idea, will you?

A good way to do this is by using the phrase “when would be a good time?”

This magic expression implies that there must be some good time and incites the listener to tell you when will that time be.

Examples
• When would be a good time for you to take a proper look at this?
• When would be a good time to get started?

I’m Guessing You Haven’t Got Around To

This has probably happened to everyone at least once: someone promises that he/she will do something and yet he/she hasn’t after a certain period of time.

You know full well that you may ruin things if you’re aggressive, and yet you want to give the person of interest a nudge.

How should you do it?

By pushing for the negative scenario!

It’s the other person’s turn to fix it.

Examples
• I’m guessing you haven’t got around to looking over the documents yet?
• I’m guessing you haven’t got around to making a decision yet?

Simple Swaps

Sometimes, just changing one or two words can make all the difference.

For example, swapping the slogan “I’m blind: would you give me some money?” with “It’s a sunny day, but I can’t see it…” has yielded more than positive results.

You do the same.

For example, instead of asking your audience “Do you have any questions?” ask them “What questions do you have for me?”

That way, you’re in control.

You Have Three Options

When it comes to decision making, we are notoriously susceptible to being fooled by both our emotions and our reason.

Also, we tend to suffer from something called analysis paralysis when we have to choose from a number of options.

A good way to take control over situations such as these is by offering only three options; afterward, just ask the other person “Of those three options, what’s going to be easier for you?”

That’s a magic word combo!

Two Types of People

If you want to prompt a near-instant decision, then frame the options within the “two types of people” narrative.

“The second someone hears, ‘There are two types of people in this world,’” writes Jones, “the little voice in their head immediately wonders which one they are, and they wait with bated breath to hear the choices.”

Examples
• There are two types of people in this world: those who leave their personal financial success in the hands of their employers and those who take full responsibility and build their own futures.
• There are two types of people in this world: those who resist change in favor of nostalgia and those who move with the times and create a better future.

I Bet You’re a Bit Like Me

The reason why you can’t convince strangers to do anything is that they are strangers: we are evolutionarily preprogrammed not to trust people who are unlike us.

Just say “I bet you’re a bit like me” whenever you want to furnish a closer connection to the other person.

Examples
• I bet you’re a bit like me: you enjoy working hard now, knowing that it will pay dividends in the future.
• I bet you’re a bit like me: you’re a busy person who’s always juggling to get everything done.

If… Then

You remember the “if… then” sandwich from your childhood:

“If you don’t tidy your room, then you’re going to be grounded for the weekend.”

Or, even more universal:

“If you don’t eat all your dinner, then you’re not going to get any dessert.”

It worked, didn’t it?

Well, now it’s your turn to act like your mother; ok, a bit like her.

Examples
• If you decide to give this a try, then I promise you won’t be disappointed.
• If you give me a chance in the role, then I am confident you will thank me later.

Don’t Worry

The best way to deal with a high-stress scenario?

Just convince the other person that nothing’s out of the order at the moment and that you have everything under control.

You need no more than two words to do this:

Examples
• Don’t worry. You’re bound to be nervous right now.
• Don’t worry. I felt just the way you feel right now before I started, and look at me now.

Most People

You know what most people are afraid of?

Being the outcasts, the recluses, the castaways; in a nutshell: being unlike most people.

That’s why you can get the attention of most people by simply telling them that what you need from them is precisely what most people would do.

Most people should follow.

Examples
• What most people do is complete the forms with me here today. You then receive your welcome pack, and we get you booked in for a launch.
• Most people in your circumstances would grab this opportunity with both hands, knowing that there is almost no risk.

The Good News

This one you know from practically every second film: even if the good news follows after the worst news, they always tend to bring some relief.

The formula is even more powerful if there is no bad news.

Everybody wants some positivity in his/her life, and “The good news is…” is the magic word to infuse it!

What Happens Next

Sometimes, no matter how hard you try, conversations may come to a halt due to the indecisiveness of your talking partner.

The thing to remember for situations such as this is simple: “the easier the question, the easier you gain your decision.”

So, make the next step by saying something along the lines of “What happens next is we’ll try to fill out your details; speaking of: In terms of registering your details, what is the best address for you?”

What Makes You Say That?

Sometimes – or, let’s face it: oftentimes – you’ll face not only indecisiveness but also objections and protests.

“I haven’t got the time now,” “I would, but I don’t have the money,” “I’m pretty sure your idea is great, but I’ve heard many better ideas,” etc.

The worst thing you could do in situations such as this is to respond with a counterargument; the best thing: be inquisitive.

Examples
• The customer says, “I need to speak to somebody else before I make a decision about this.” You say, “What makes you say that?”
• The customer says, “Really, I don’t have all the money right now.” You say, “What makes you say that?”

Before You Make Your Mind Up

Moving from a “no” to a “yes” is all but impossible; however, moving from a “no” to a “maybe” and from a “maybe” to a “yes” is conceivable.

The best way to make a step in the right direction concerning the first section of this two-part journey is by using the magic word “before you make your mind up.”

It inspires the other person to rethink his/her decision – and, in many cases, he/she will.

Examples
• Look, before you make your mind up, let’s make sure we’ve looked at all the facts.
• Before you make your mind up, wouldn’t it make sense to speak to a few more people about the difference this could make for you and your family?

If I Can, Will You?

Sometimes, the objections coming from the other side are a list of reasons why the thing you want to is unlikely to happen.

“You have the power in these situations,” says Jones, “to remove the barrier by responding with a powerful question that eliminates the other person’s argument.”

And that question is: “If I can… will you?”

Examples
• If I can pick you up and drop you off at home, then will you be able to be ready for seven pm?
• If I can match that price for you, then would you be happy to place the order with me today?

Enough

Influencing other people’s decision is all about making it easier for them to decide – of course, in a way which suits you best.

For example, if you are in a grocery store unable to choose between buying four or eight apples and the seller asks you “Would six apples be enough for you?” you’ll probably answer “yes” because of the presence of that enough.

Suddenly – four apples seem too few.

Just One More Thing

According to Phil M. Jones, the greatest negotiator he has ever met is the television detective Columbo, played by Peter Falk for many, many years.

Just at the moment his suspect was relieved and sure that he had gotten away, Columbo would turn back to them and say, “Oh, just one more thing.”

Now that his suspect was more vulnerable than ever, Columbo could ask him/her the question that really mattered to him.

Introduce a Columbo moment to your pitch by inviting your client to an event at the moment of the transaction or asking them to sample a product.

As we’ve learned from Columbo – it works every time!

A Favor

Just like Phil M. Jones, we are also pretty sure that there have been many situations in your life when someone could do just a little something for you and make your life immediately easier.

Have you ever tried saying to him/her something along the lines “perhaps you could do me a small favor?”

The worst possible answer to that question is a conditional “yes,” aka “Depends what it is.”

Just Out of Curiosity

Sometimes, people say “no” – and are adamant in not changing their minds.

Do you:
a. give up?
b. try another magic word?

The correct answer, of course, is b, and the magic word is “just out of curiosity.”

That phrase makes rude and obnoxious things sound soft and fluffy – and that’s exactly what you need if you want to become a professional mind-maker-upper.

Examples
• Just out of curiosity, what is it specifically you need some time to think about?
• Just out of curiosity, what is it that’s stopping you from moving forward with this right now?

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“Exactly What to Say Quotes”

Our Critical Review

According to Seth Price, bestselling author of The Road to Recognition, “Exactly What to Say is a masterclass in the art of influence, persuasion and generating top-producing business results,” “a must-read for anyone looking to be more persuasive in their business and personal lives.”He’s right on both accounts: great as an introduction for beginners, excellent as a constant reminder for the experts, Exactly What to Say is the book you’ve been looking for in the case, you know, you don’t know what to say.

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