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Publisher's Summary

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... 

©2019 Phil Jones (P)2019 Phil Jones

What listeners say about Exactly What to Say: For Real Estate Agents

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FYI, We give it every agent -AHS Realty PROS

Even though we only charge a flat fee per transaction, we provide AHS Realty Pros agent a copy of this book. Yes, it's that good. I also recommend reading "100% Commission Brokerage and Death of the Big Box Realty"

So we just opened a 100 real estate commission brokerage in Concord California at 3.5 months ago and are blessed with 15 agents so far. I just read this book and am amazed at the great information within the 2-hour read. . I would give this book an A++, the only thing the author missed in my experience is to have a dedicated agent recruitment site (not just a land page) and be transparent about what you offer. If you are an agent in northern California around Concord, Pleasant Hill, Martinez, look us up.

Before opening the brokerage I did work at another 100% commission brokerage (Homesmart, they charged monthly fees, lacked technology, slow to innovate, the broker avoided providing real support, and junk fees like printing which was sometimes over $300 per month, we had to pay for our own Christmas Party, no real training) and a big box realty company (KW, never again, KW =Kill Wealth, the Kelle app didn't work, why should agents have buy a KW t-shirts for $35 to wear on Red Day (we give every agent 4 t-shirts for free)? why are they sooo many systems that talk to one another, why do agents have to pay to get real version of the market leader website, Why does an agent have to pay to have a real CRM system like brevity?, why is KW family reunion not free for KW agents?) and honestly between the fees and being pulled every direction, it was exhausting. I also interviewed with Re/Max, c21, Grupe, Pmz, and other brokerages but it was all smoking mirrors, The agent is the star of the show not the rokerage, the broker's only role is to support the agent, not milk them!!!

The 100% real estate commission platform with no monthly fees brokerage is the future, especially if the brokerage offers a free best in class CRM / IDX website / Includes marketing business cards, magnets, x-banners, name badges etc... The key to getting great agents is to handle the initial setup for the agent, like the website, mobile app, etc. The brokerage should be saving the agent other monthly fees by building everything into backend for the agent. If want to know what systems we use, I will be happy to share it with anyone, just reach out to me on at URL above. _Adam Barakzai

Final thoughts, If you want to open a brokerage you have to love helping people, this is the only requirement. You gotta be willing to answer the calls, give them great advice, and something just be a friend. I honestly didn't see any benefit to the big box reality platforms except for KW bold (you don't have to join KW to go bold, but the cost is about $800, worthly every penny), management was always behind closed doors, the focused on the season stars which is really dissatisfying to the rest of agents. About 70% of our agents are KW (easy to convert, because usually after 6 months @ Keller Willaims they saw there is no value in staying) agents but we plan on going our Compass agent base (FYI, all parties end, you can't give away money forever like compass is doing) + Focusing on recruitment of the top 400 agents in our market place. I wish everyone the best and I'm here to help if you need it.

I've read this book 3 + times and it's a must-read

11 people found this helpful

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excellent read for Realtors

easy read with great scripts. buy it, it's worth every penny and I'll listen to it more than once

5 people found this helpful

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resources galore

Having listened to other books on influencing and sales (such as Dale Carnagie's "how to win friends and influence people") I expected to hear a lot of familiar phrasing but I was pleasantly surprised at how refreshing this book was. I just finished it And have already hit play on listening to it again. I purchased the paper back as well so I can refer back to the "field guide". what else can I say? I'm a fan!

3 people found this helpful

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Winner winner chicken dinner!

This is great for all real estate agents to get extra thoughts on what to say when to say it and especially questions to ask to create thought-provoking answers from buyers and sellers in the real estate market.

A quick read but I can see myself listening to this several times to help me remember some of these awesome thought-provoking questions!

3 people found this helpful

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Optional web page not load.

Loved the story and back and forth with information and application. Have yet to practice and apply the knowledge provided. Ordered 2 paper copies of the book. (field references...one for me one for my wife) gave a 4 on performance as with multiple tries the web site mentioned won't load. Tried from my phone and laptop. No supporting found. Loved the audio book.

2 people found this helpful

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Essential for your Real Estate Business

I'm re-entering the real estate market after three years of a break. I wanted to brush up on my marketing techniques and refresh myself in lead generation. This book gives pointers as well as real world examples. What questions to ask to reverse the conversation. How to approach a negative prospective client and much more. I was impressed with the chapter on "Understanding how people are motivated" this chapter was very insightful. I was very pleased with how clear and easy the information was conveyed. This book gives you templets to use in your real estate business. I found this book to be essential in building and sustaining a strong real estate business.

2 people found this helpful

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    2 out of 5 stars

website doesn't work

it is a basic book. but wanted to see the templates he referred to on the website curator. com and the page is mostly blank. Nothing is there except a couple words.

1 person found this helpful

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Just get the original

the parts read by Chris Smith were unbelievably painful to listen to. for a book about scripts and polish you would think he wouldn't have to read off a script for his own words.

1 person found this helpful

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Great Book

Great book. Would have given it 5 stars but website for email templates is non existent.

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This book was quick direct and to the point

having listened to dozens of self-help books, educational books, and nonfiction aimed at strengthening my business, my skills, and my income it's so extremely refreshing to see a book where the entire thing is nothing but straight advice. there's no fluff, no memoir, no 20 pages of build up on why you should listen to the actual advice sprinkled out throughout the book. It's just boom boom boom fact fact fact lesson lesson lesson

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  • Anonymous User
  • 02-11-21

AMAZING AMAZING AMAZING!

As a forever learning agent, I couldn’t have soaked in more information to further strengthen my sales pitch.

For anyone new or experienced, this book has the worlds scenarios and provides EXACTLY what to say for atleast 100 unique and common question I receive on the daily as anyone in the industry can expect.

10/10, I finished in a day, 6 hours exactly with extensive note taking. Don’t look past this if you’re looking for a real estate guide.

2 people found this helpful