Exactly What to Say: For Real Estate Agents

This book was recommended by my broker for his book club, and I’m really glad that I took the time to read it. It delivers no-fluff language shifts that help move conversations forward without sounding aggressively pushy. As a realtor, I found some phrases really useful for handling hesitation and objections. I also like how simple the book is, and how small wording changes can calm nerves, and build trust. This book is specially valuable in competitive markets where emotions run high and timing is everything. There are examples on how certain words can be used to help clients feel confident in their decision. I found the section on using the phrase ‘ before you make up your mind’ particularly useful. At just 221 pages, it’s a manageable read, and a great resource for newer agents and seasoned realtors. Definitely a book l’d keep on hand rather than read once and forget.

Excellent information for new realtors and a good refresher for seasoned ones!

This book is great to just open up, pick a random page, read a few lines to take with you on your next appointment. These are incredible phrases, lines of conversation and sentences to arm yourself with to lead your client engagements toward the outcomes you desire. Not only that, they will help you come across as a very thoughtful, considerate and intelligent real estate agent who can help people achieve their goals. Highly recommend for all sales agents.

I found this book to be both interesting and informative, and it was an easy read throughout. I especially appreciated how the sections were organized—it made it simple to reference back to specific topics when needed. The only downside was that the accompanying website didn’t have the materials it referenced, which was a bit disappointing. Overall, though, I still found the book very valuable and enjoyable.

5 STAR REVIEWS for new items on Amazon. As a consumer, it’s so difficult to find out which ones are real and which ones are fake. Unfortunately most of them are fake. This review is 100% REAL! I’ve been selling luxury real estate since January 2004 and have spent thousands and thousands of dollars on coaching, conferences, and pretty much everything else. Unfortunately, today’s coaches teach agents EXACTLY the same objection handlers as they did twenty years ago. Because they are so old, buyers and sellers have their own scripts on how to overcome the scripts that are taught today. This book is amazing because it is so different. It shows you how to respond to the most difficult situations in a much better way than you think you know. The best part is that it is in a very caring way. The tone of the agent is always coming from contribution. Never pressuring the buyer or seller. Before I read the book, bought the online course, and attended an Exactly What to Say workshop, I thought I knew it all and didn’t need any help. I’m the one that other agents call regularly asking me what I would say in difficult situations. After digesting all the material from the authors, two things happened. One, my ego was bruised a bit because I realized I totally wasn’t as good as I thought I was. And two, I was so EXCITED for the future because I knew that my income would go up exponentially because I would now know exactly what to say.

Good read. Lots of reliable information. I have been in the industry for years and this is a trusted source. Anyone looking to up there game would gain from reading it

This little book has helped me close more real estate than some trainers I paid a lot of money for.

Even with my 20+ years of experience, this comes in handy. I usually hand off real estate books to new agents, but they aren't getting this one away from me.

Esperaba un manual práctico con frases claras y útiles para vender mejor en el sector inmobiliario, pero me pareció demasiado básico y repetitivo. Muchas de las “30 palabras mágicas” son frases genéricas que no aportan nada nuevo ni especial a conversaciones reales con clientes. Además, el libro es corto y se siente más como un resumen de consejos comunes que como una guía profunda. Para el precio y las expectativas que genera, me quedé bastante decepcionado. No recomendaría este libro si buscas herramientas realmente innovadoras.

There is a lot of books on the market about this. If you are like me and are new in the industry, this book is for you. It make you understand some situations and I created myself some objections in my head that I may have If I was a client and all the answers to those objections are in this book. Easy read and loads of examples. I feel definitely more confident now.

This might be working in US but no in others countries questions are so arrogant

Must read book for real estate agents

I picked up Exactly What to Say for Real Estate Agents by Phil M Jones, and it’s been such a helpful resource in my day-to-day business. The wording examples are simple, natural, and incredibly practical. No cheesy sales lines, just real phrases you can use with buyers, sellers, and referrals to move conversations forward confidently. As a realtor and mortgage agent, I love having quick go-to scripts for objections, follow-ups, and client communication. Easy to read, straight to the point, and packed with value. I’ve already used several of the phrases in real conversations. Highly recommend for anyone in real estate who wants to communicate better and close more deals.