Interview with Phil M. Jones

Guest and Context

• Guest: Phil M. Jones, author of the book "Exactly What to Say"
• Main Topics:
  1. The power of magic words to transform communication with clients
  2. Importance of timing in referrals
  3. How to package your requests to get a yes
• Key Point: Change the way you communicate with your clients, whether you're a designer, entrepreneur, or creative.

Phil M. Jones Biography

• Started his first business at age 14 washing cars.
• Has held leadership positions in sales and founded companies in real estate and football clubs.
• In 2008, founded a sales training company for people who didn't see themselves as salespeople.
• Has written 11 books, spoken in 59 countries, and delivered 3500 paid presentations.

Key Concepts from "Exactly What to Say"

Power of Magic Words

• What they are: Sequences of words that influence the subconscious.
• Importance: Help people make decisions faster, which increases action and, eventually, transactions.

Examples of Magic Words

• Magic Phrase: "Any chance you could do me a small favor?"
  • Usage Context: Asking for referrals when a client says "thank you."
  • Structure:
    1. Ask for a small favor first (when someone says "thank you" they feel indebted).
    2. "You wouldn't happen to know maybe just one person…"
    3. Provide a specific example of the help you provided.

Rewriting Biography Every Six Months

• Why? To reflect continuous growth and career advancement.
• Ultimate Goal: To have a reputation so strong that you only need one word to identify yourself, like "Beyonce."

Strategies for Public Speaking

• Approach: It's not a speech to an audience, but a one-on-one conversation with many people at once.
• Importance: Recognize the responsibility of using other people's valuable productive time.
• Techniques:
  • Stand up and move around, make eye contact.
  • Include specific humor and relevant event references.
  • Open and close strongly.
  • Alternate between stories and points to keep interest.

How to Improve Your Communication Skills

• Commitment to continuous practice: You can't master it, only practice.
• Efficient debriefing: LBs and NTS model (Like Best and Next Time).
• Repetition with intention: Practice intentionally at every opportunity.

Conclusion and Recommendations

• Acquire and read "Exactly What to Say" repeatedly to internalize and apply the concepts.
• Connect with Phil M. Jones on Instagram and explore more of his work and the various editions of his book.