In Exactly What to Say: For Real Estate Agents, Phil M. Jones—alongside Chris Smith and Jimmy Mackin—delivers a sharp, practical guide to mastering the language of influence in real estate.

This book arms agents with 30 proven phrases, or “Magic Words,” designed to steer conversations, overcome objections, and build trust without sounding pushy. Whether it’s “Just imagine…” to spark vision or “What happens next is…” to guide decisions, each phrase is crafted to unlock client cooperation and confidence. The authors emphasize that success in sales hinges on asking the right questions and preparing for pivotal moments. With a focus on clarity, empathy, and strategic timing, Exactly What to Say helps agents turn everyday interactions into powerful opportunities to win business and deepen relationships.