➡️ Access ALL FREE business resources, episode blueprints, and exclusive content from past episodes: https://stan.store/leopareja
Phil Jones was making more money than his school teachers at 15 running a car washing operation staffed by kids a year younger than him. He went on to build a $240 million real estate investment business with only five salespeople, converting at 95 to 100% through a referral network where he never had to cold call anyone. Leo sits down with the author of Exactly What to Say, one of the most listened-to nonfiction audiobooks of all time, to unpack why "always be closing" is backwards, how two words can direct someone's decision without them feeling told what to do, and why most agents are destroying their future business with every follow-up call they make. Phil also breaks down why your experience might be your most expensive liability, the framework that replaces beating yourself up with compounding improvement, and why the next decade belongs to people who master when and how they communicate, not just what they say.
➡️ Timestamps
00:00 Washing Cars at 14 and Out-Earning Teachers by 15
02:02 The Lesson That Shaped Everything Was Just Learning How to Ask
03:00 Leo Was Outselling Everyone at Outback Steakhouse Before He Knew Why
03:56 Why Always Be Closing Is Backwards and Curiosity Wins More Business
05:29 People Say the Wrong Thing Even When They Know Better and Here's Why
06:46 Commission Breath and the Only Safe Way to Enter Any Negotiation
07:41 Confidence Without Experience Isn't Confidence It's Arrogance
08:36 Every Human Being on the Planet Is a Lead If You Extend the Timeline
09:20 Most Follow-Up Calls Don't Add Value They Destroy the Relationship
10:34 Phil Demonstrates a Magic Word Live and Shows How Two Words Direct Decisions
13:07 Managing People Older Than You Taught Him You Never Get Respect From a Title
14:37 How He Built a $240 Million Business With Five Salespeople and 95% Conversion
16:26 The Number One Mistake He Sees Across 800 Industries and It's Not What You Think
17:35 The Line Between Persuasion and Manipulation and How to Know Which Side You're On
19:31 Words Are Not Descriptive They're Generative and Most People Are Brutal to Themselves
22:55 The LBs and NTs Framework That Replaces Right vs Wrong With Compounding Growth
24:46 His 72-Minute Audiobook Averages Seven Listens Per User and the Industry Average Is 0.25
26:25 The Conversations He Lost That Taught Him More Than the Ones He Won
28:20 Buyers Show Up Further in the Decision Now and Information Isn't the Edge Anymore
31:19 AI Is Making Average People Look Average Faster and Human Experience Is About to Be Premium
34:49 Moment Modality Message and Why Agents Are Making Calls Nobody Wants to Answer
38:22 Turn Off Your Smart Plans Because Most of Them Are Dumb
➡️ Connect With Phil M. Jones
Instagram: https://instagram.com/philmjonesuk
LinkedIn: https://linkedin.com/in/philmjones
YouTube: https://youtube.com/@philmjones
Website: https://philmjones.com