# Exactly What to Say

> Change your words. Change your world.


## Posts

- [The Business of You: How High-Performance Behaviour Builds a Professional Real Estate Brand, One Conversation at a Time](https://exactlywhattosay.com/the-business-of-you-how-high-performance-behaviour-builds-a-professional-real-estate-brand-one-conversation-at-a-time/): Every successful real estate career is powered by something far quieter and more deliberate than most people realise. Before the listings, before the referrals, before the reputation that attracts opportunity, there is a professional doing the work of building themselves. Not through marketing slogans, not through polished content, but through the discipline of how they behave, communicate and perform in the moments where trust is either earned or lost. This is the foundation of what we in EWTS call The Business of You. It is not a personal branding exercise. It is not visibility for its own sake. It is […]
- [The Science of Generosity: What Donor Decision-Making Teaches Us About Exactly What to Say](https://exactlywhattosay.com/the-science-of-generosity-what-donor-decision-making-teaches-us-about-exactly-what-to-say/): Why Words Matter More Than We Think Every fundraiser knows the moment:You’re sitting across from a donor, the relationship is strong, the mission is clear… and then the conversation turns toward commitment. Suddenly, language becomes the determining factor. Not pressure. Not persuasion. Just words, the right words, delivered with intention. This isn’t guessing.It’s neuroscience. For the past several years, through my work as a Certified Guide and in Neurogiving, I’ve dug deep into the research on how humans make decisions about generosity. What I found is that donors don’t give because we craft perfect arguments. They give because something in […]
- [Engage, Educate, Empower: The Complete Guide to Running Effective Workshops](https://exactlywhattosay.com/engage-educate-empower-the-complete-guide-to-running-effective-workshops/): Workshops have the power to transform thinking, inspire action, and drive meaningful results, but only if they’re designed with intention. Whether you’re running a session in person or virtually, success depends on thoughtful planning, engaging delivery, and clear outcomes. As the Head of Learning & Development for Exactly What to Say, I play a pivotal role in equipping professionals with the tools and techniques to communicate more effectively. I work closely with Certified Guides, providing training, coaching, and accountability to help them deliver impactful workshops and events.. Beyond supporting our Guides, I am deeply committed to helping individuals and organizations […]
- [Confusion Kills Deals. Clarity Closes Them.](https://exactlywhattosay.com/confusion-kills-deals-clarity-closes-them/): I’ve been selling real estate for more than 31 years. I’ve seen the market high, low, and everything in between. One thing has always been true: buying or selling a home is one of the biggest decisions people make in their lives. And when people are facing a big decision, they want clarity. But here’s the trap I’ve seen many Realtors fall into; and I fell into it myself more than once. When a client hesitates, we start talking more. We give them more data. More reasons. More “proof” that they should move forward. We explain and explain, hoping that […]
- [How to Lead Successful Open Enrollment Events: A Guide to Building Trust, Relevance, and Impact](https://exactlywhattosay.com/how-to-lead-successful-open-enrollment-events-a-guide-to-building-trust-relevance-and-impact/): Open enrollment events can be a powerful way to engage with your target audience, but attracting the right people requires more than just flashy ads. It takes strategy, empathy, and intentional positioning. Instead of relying on social media hype or pushing generic offers, focus on understanding your audience’s challenges and offering real, tangible solutions. In my role as the Head of Learning and Development for Exactly What to Say®, I’ve spent the last two years supporting speakers, trainers, writers and coaches in making their message land in the most effective way possible. Whether it’s through onboarding new Guides, creating engaging […]
- [The Power of Clarity: How Knowing Who You Serve Expands Your Influence](https://exactlywhattosay.com/the-power-of-clarity-how-knowing-who-you-serve-expands-your-influence/): In a world filled with noise, attention has become the most valuable currency we have. Every professional, entrepreneur, or leader is competing for it – through social media, marketing, or conversation. Yet despite all the strategies and technology available, the most overlooked advantage remains the simplest one: clarity. Clarity isn’t about clever marketing or the perfect elevator pitch. It’s about understanding who you are, who you serve, and how to communicate in a way that moves people to action. And in the language of Exactly What to Say®, clarity isn’t a luxury – it’s influence in motion. Confusion Creates Hesitation Every decision begins with a […]
- [From Commodity to Collaboration: Rewriting the Mortgage–Real Estate Relationship](https://exactlywhattosay.com/from-commodity-to-collaboration-rewriting-the-mortgage-real-estate-relationship/): Partnerships thrive when we stop competing for credit and start cheering for each other’s success. Great partnerships aren’t built on paperwork; they’re built on people who care. Cheryl Braunschweiger The Reality Check In our industry, it can sometimes feel like mortgage professionals and real estate agents are running parallel races instead of being on the same team. Each side has its own goals, language, and daily tasks to attend to. Yet, we’re serving the same client, chasing the same outcome, and celebrating the same closing.   This isn’t about blame or frustration. It’s about possibility. Because when lenders and Realtors operate […]
- [From Oops to Opportunity: How EWTS Turned a Big Mistake Into a Big Win](https://exactlywhattosay.com/from-oops-to-opportunity-how-ewts-turned-a-big-mistake-into-a-big-win/): We’ve all had moments at work when time freezes and we have to live in the mess we created. Mine came the day we mailed our organization’s newsletter—complete with a list of donor names—to our entire community. I produced the piece and was proud of it—until I got a call pointing out what I had missed: the name of our largest donor was left off. Cue the panic. And the ache in the pit of my stomach. This donor’s information was handled separately and didn’t live in our primary database. It was an honest mistake, but the kind that can damage trust […]
- [Human-First AI: How to Reclaim Time and Elevate Influence](https://exactlywhattosay.com/human-first-ai-how-to-reclaim-time-and-elevate-influence/): Introduction: The Overwhelm of AI If you’re in sales, or a small business owner, you’ve likely heard it a hundred times: “You need to be using AI.” It’s the headline everywhere—on podcasts, in workshops, on LinkedIn feeds. But here’s the reality: most of the advice is overwhelming, tool-heavy, and built for enterprise leaders with big teams and big budgets. Meanwhile, you’re wearing every hat in the business—leader, salesperson, operator—and the message leaves you feeling even more behind. That’s why so many business owners tell me they’re stuck. They know AI has potential, but they don’t have the time or clarity to […]
- [Curiosity for the Un-Curious: A Guide to Curiosity When Curiosity Doesn’t Come Naturally](https://exactlywhattosay.com/curiosity-for-the-un-curious-a-guide-to-curiosity-when-curiosity-doesnt-come-naturally/): As I coach leaders in communication, I keep hearing the same confession: “Marc, I know I should be curious about other people, but honestly? I’m not. I just want to get through the meeting and move on to the next thing.” Curiosity is the best tool when engaging others, so what do you do when you’re told, “Just be curious”? The Problem with “Just Be Curious” Leadership involves being genuinely interested in people. Curiosity leads to asking better questions. And to showing up authentically. So what do you do when you’re sitting across from someone and you’re genuinely not curious […]
- [Progress Over Perfection: A Smarter Way to Reflect and Improve](https://exactlywhattosay.com/progress-over-perfection-a-smarter-way-to-reflect-and-improve/): In my role as Head of Learning & Development at Exactly What to Say, I support a growing community of Certified Guides, trainers, speakers, coaches, and facilitators who use the power of intentional language to create meaningful change. Every week, I connect with these professionals through training, coaching, onboarding, and office hours sessions. One thing they all have in common? A desire to get better at what they do and not just when something goes wrong, but even when things go really well. The secret? Knowing how to review your work in a way that’s constructive, encouraging, and focused on […]
- [Go Where You Get](https://exactlywhattosay.com/go-where-you-get/): “Go where you get.” At first, those words didn’t land the way you might expect. They almost sounded dismissive, maybe even selfish. Go where you get? What does that even mean? The first time I heard it, I wasn’t sure what to think. But the person saying it wasn’t flippant or careless. He’s one of my closest friends – someone who has stood beside me for years through one of the rockiest journeys of my life. He’s well-known for his kindness, his grounded perspective, and his ability to support without trying to fix. When he said it, I knew there had to […]
- [Exactly How to Host Events that Make an Impact: A Step-by-Step Guide for In-Person and Virtual Events](https://exactlywhattosay.com/exactly-how-to-host-events-that-make-an-impact-a-step-by-step-guide-for-in-person-and-virtual-events/): Planning an event, whether in-person or virtual, can feel overwhelming, but it doesn’t have to be. When you break it down into manageable steps, you can host an event that’s impactful and memorable. As someone who’s worked closely with our Exactly What to Say® Certified Guides, I’ve learned firsthand how important it is to have a clear, actionable plan. That’s why I’m sharing this guide, it’s packed with practical advice, plus insights that I use when I coach and support Guides through their own event planning. Whether you’re hosting a 30-minute Power-Up session or a multi-day event, let’s make sure […]
- [What Workplace Conversations Reveal About Culture](https://exactlywhattosay.com/what-workplace-conversations-reveal-about-culture/): More than half of working Americans say a misunderstood conversation has cost them valuable time and robbed them of productivity. This points to a deeper issue, an unseen connection between the way we communicate and how we can achieve the goal we brought into a conversation. Communication breakdowns often reveal cracks in trust, clarity and alignment. But what if you had all the answers? Exactly What to Say dug into this further. You can now learn Critical Conversational insights from the National Critical Conversations in the Workplace Study, gathering from over 750 professionals across a wide range of industries, roles […]
- [The Power of Deciding: Why I Stopped Choosing and Started Moving Forward](https://exactlywhattosay.com/the-power-of-deciding-why-i-stopped-choosing-and-started-moving-forward/): We’re faced with countless choices every day—some small, like what to eat for lunch; others bigger, like how to spend our time, energy, and attention. For a long time, I told myself I was making intentional choices. “I choose to work out today.”“I choose to stay focused.”“I choose to let that go.” But a recent conversation with a mentor reframed everything for me. He used a simple metaphor: imagine you’re at a restaurant. You sit down, open the menu, and begin reviewing your options. You look at what sounds good, what aligns with your goals, what fits your appetite. That’s […]
- [From Tension to Trust: Using Curiosity and the Right Words to Strengthen Friendships After Difficult Moments](https://exactlywhattosay.com/from-tension-to-trust-using-curiosity-and-the-right-words-to-strengthen-friendships-after-difficult-moments/): Friendship isn’t just about shared laughs, inside jokes, or favorite memories—it’s also about how we navigate the awkward, uncomfortable, and downright difficult moments. Because let’s be honest: sooner or later, even the best friendships hit a bump. When those moments come, we have three options: Ignore it and hope it goes away. Go passive-aggressive and drop subtle hints, sarcasm, or silence. Address it directly, kindly, and constructively so trust can actually grow. Most people default to the first two because they feel safer in the moment. But avoidance slowly erodes connection, and passive-aggression often does more damage than the original problem. That’s where […]
- [Who’s Holding You to Your Word? The Power of Accountability](https://exactlywhattosay.com/whos-holding-you-to-your-word-the-power-of-accountability/): Big goals often start with great intentions, but without accountability, they can quickly lose momentum. Whether you’re working on personal growth, career advancement, or a new habit, having someone to keep you on track can make all the difference. An accountability partner isn’t just a person who checks in on you. They’re a motivator, a challenger, and a support system that helps turn your intentions into real results. If you’re serious about making progress, it’s time to consider: Who’s holding you to your word? Why Accountability Works 1. Boosts Motivation and Encouragement There will inevitably be times when your enthusiasm […]
- [Leading the Brand from the Inside Out](https://exactlywhattosay.com/leading-the-brand-from-the-inside-out/): A leadership approach for real estate teams who want to build trust, culture, and long-term loyalty In real estate, branding advice tends to focus on what the outside world sees—your content, your logo, your tone on social media. But when you lead a team, your brand isn’t just external. It’s internal. It’s cultural. And whether you’re intentional about it or not, it’s being shaped every day. How you show up in meetings. How you communicate during busy seasons. How you celebrate wins, or don’t. These small signals carry more weight than any polished marketing campaign. And over time, they become […]
- [How Open-Minded Are You? The Simple Language Shifts That Can Transform Leadership Conversations](https://exactlywhattosay.com/how-open-minded-are-you-the-simple-language-shifts-that-can-transform-leadership-conversations/): If you’re a rainmaker leading a real estate team or a team leader focused on growth, you’re likely carrying a unique set of challenges. You’re tasked with attracting the right agents—people who are both productive and culturally aligned. You’re responsible for retaining top performers who could easily be recruited elsewhere. You’re working to increase productivity without burning people out. And through it all, you’re trying to protect your own quality of life. It’s a lot.And most leaders in your position are searching for better strategies, stronger systems, and smarter tools to ease the pressure. But what if one of the […]
- [The Power of 9 Box Goal Setting: A Smarter Way to Set and Achieve Goals](https://exactlywhattosay.com/the-power-of-9-box-goal-setting-a-smarter-way-to-set-and-achieve-goals/): Goal setting is more than just writing down what you want to achieve. It’s about creating a clear, actionable roadmap that leads to measurable success. As someone focused on learning, development, and the power of precise language, I know that the way we articulate and structure our goals directly impacts our ability to achieve them. The 9 Box Goal Setting Task, inspired by the Exactly What to Say methodology, provides a structured yet flexible approach to goal setting. It helps individuals and teams gain clarity, stay accountable, and maintain momentum—ensuring that progress is always being made, no matter how ambitious […]
- [Why Coaching Is More Important Than Ever](https://exactlywhattosay.com/why-coaching-is-more-important-than-ever/): The world moves at an ever-increasing pace. The demands on leaders, communicators, and entrepreneurs continue to grow. Coaching, once seen as a luxury, is becoming essential for those navigating more responsibility, visibility, and opportunity. Leadership Has Evolved The old leadership model was built on authority. It rewarded control, hierarchy, and having all the answers. Today’s leadership requires: Listening more than talking Asking more than telling Leading through influence, not just instruction Coaching helps you develop this kind of leadership, sharpening your ability to show up with presence, clarity, and trustworthiness. Communication Has Never Been More Critical In a time where […]
- [The Disappearing Reply: Why We’ve Stopped Responding – and Why It Matters More Than Ever](https://exactlywhattosay.com/the-disappearing-reply-why-weve-stopped-responding-and-why-it-matters-more-than-ever/): A close friend and colleague recently shared a video clip of Mel Robbins discussing “three things you need to accept for what they are.” One of those three? “No response is a response.” That phrase struck a chord. Because somewhere along the way, silence has become the new response – and it’s quietly damaging relationships, both personal and professional. A few months ago, someone I trusted and respected offered to support my new business. After some thought, I decided I was interested and followed up. Twice. No reply. It wasn’t the first time, but it was the moment I chose […]
- [What are the Benefits of Professional Coaching?](https://exactlywhattosay.com/what-are-the-benefits-of-professional-coaching/): Professional coaching creates real, measurable change—not just in how you feel, but in how you think, lead, work, and live. While the coaching experience is highly personalized, research consistently shows powerful benefits across diverse coaching engagements. According to comprehensive research conducted by the International Coaching Federation, the impact of professional coaching is remarkably consistent: 99% of coaching clients reported satisfaction with the coaching experience, and an impressive 96% said they would repeat the coaching process if given the opportunity. These aren’t just feel-good metrics—they reflect tangible improvements in performance, wellbeing, and effectiveness. Let’s explore the most significant benefits that coaching […]
- [Gratitude in the Moment OR at the End of the Day? Why I’ve Stopped Choosing One](https://exactlywhattosay.com/gratitude-in-the-moment-or-at-the-end-of-the-day-why-ive-stopped-choosing-one/): For years, I believed that gratitude had to be structured—something I did with a pen in hand at the end of the day. The idea of spontaneous gratitude seemed… well, a bit too loose. If it wasn’t written down, did it even count? Then something shifted. After reading more research and observing patterns in both my clients and myself, I started wondering: What if it doesn’t have to be either/or? What if the real power comes from combining both? Over the past two weeks, I’ve done exactly that—expressing gratitude in the moment and capturing it in a journal at the end of the […]
- [Exactly How to Transform Your Conversations with EWTS Coaching](https://exactlywhattosay.com/exactly-how-to-transform-your-conversations-with-ewts-coaching-2/): Conversations shape your world. They open doors, build relationships, create opportunities, and lead to actions. Yet, most people go through life without ever truly mastering this critical skill. What if you had the one-to-one help that gave you the ability to know exactly what to say, when to say it, and how to make it count? That’s where EWTS Coaching comes in. Phil M Jones has spent over 2 decades perfecting the art of spoken communication, helping people use Magic Words to influence and impact others with integrity. Now, through an exciting partnership between ICF accredited coaches Marc and Emily […]
- [What Is Coaching?](https://exactlywhattosay.com/what-is-coaching/): You’ve probably heard the word “coaching” used in a dozen different contexts across your personal and professional life. Sometimes it refers to athletic training. Sometimes it sounds like therapy or counseling. Sometimes it resembles consulting or mentorship. With so many interpretations floating around, it can be challenging to understand what professional coaching truly entails and how it might benefit you. Professional coaching, however, is distinctly different from these other supportive relationships. According to the International Coaching Federation (ICF), the global gold standard for coaching excellence, coaching is defined as: “Partnering with clients in a thought-provoking and creative process that inspires […]
- [Curiosity Over Criticism: How Understanding Leads to Influence, Connection, and Forgiveness](https://exactlywhattosay.com/curiosity-over-criticism-how-understanding-leads-to-influence-connection-and-forgiveness/): Blaise Pascal, the 17th-century philosopher and mathematician, is best known for Pascal’s Wager, but one of his most profound insights is: “To understand is to forgive.” For managers leading teams—whether five people or five hundred—this presents a challenge: 🔶 What happens when understanding feels like an excuse?🔶 What if forgiveness looks like weakness?🔶 What if curiosity leads to complexity instead of clarity? In leadership, we often face resistance—team members who push back, employees who disengage, or executives who seem disconnected. Our default response? Criticism. 🚫 “They don’t get it.”🚫 “They aren’t committed.”🚫 “They’re making excuses.” But what if the real […]
- [Are You Leading Workplace Culture - Or Just Letting It Happen? (And Whose Job Is It Anyway?)](https://exactlywhattosay.com/are-you-leading-workplace-culture-or-just-letting-it-happen-and-whose-job-is-it-anyway/): Why Leaders Must Shift from Strategy to Cultivation Peter Drucker famously said, “Culture eats strategy for breakfast.” But in reality, culture isn’t just about what we intend to do—it’s about what we actually do and, just as importantly, what we allow to be done​. If you’re leading a team, managing a department, or striving to improve workplace dynamics, your culture is either your greatest asset or your biggest liability. It influences retention, performance, and engagement—whether you measure it or not. The good news? You have more control over it than you think. With the right approach, you can cultivate a […]
- [You're Not the Only One: 5 Coaching Solutions for the Isolated Leader](https://exactlywhattosay.com/youre-not-the-only-one-5-coaching-solutions-for-the-isolated-leader/): In the corner office sits a leader staring out the window, appearing confident and composed to anyone passing by. That leader might be you. But behind that assured exterior lies a truth rarely discussed: leadership can be profoundly lonely. While leadership books celebrate vision, strategy, and execution, they often overlook the emotional weight that comes with the leadership role – the isolation that you experience daily but rarely feel safe to acknowledge. The Silent Burden of Leadership “I thought it was just me.” Does this sound familiar? This sentiment echoes across boardrooms, management teams, and leadership positions at every level. […]
- [What Is Your Current Culture of Recognition Costing Your Organization?](https://exactlywhattosay.com/what-is-your-current-culture-of-recognition-costing-your-organization/): What is your experience following a leader whose leadership didn’t match their message? How certain are you that your leadership team’s actions align with the mission and values of your organization? What do you understand about how what leaders recognize and reward affects team performance and morale? What is your experience working under a leader who said one thing but recognized and rewarded something different? How did that make you feel? Most leaders want to believe they are reinforcing the right behaviors. But could it be possible that what you’re actually recognizing and rewarding is not what you say you […]
- [Income Goals vs. Impact Goals: The Shift That Changes Everything](https://exactlywhattosay.com/income-goals-vs-impact-goals-the-shift-that-changes-everything/): Have you ever hit a financial milestone only to realize it didn’t bring the fulfillment you expected? You’re not alone. As an Exactly What to Say® Certified Guide, NLP Master Practitioner, and a coach with 30 years of experience in real estate, leadership, and business growth, I’ve seen this firsthand. Entrepreneurs chase six- and seven-figure goals, only to feel stuck, burned out, and questioning, “Is this really it?” But here’s the game-changer: What if you shifted from setting income goals to setting impact goals? What if your focus wasn’t just on how much you earn, but on who you serve […]
- [The Paralympic Approach to Prospecting: Finding Your Missing People](https://exactlywhattosay.com/the-paralympic-approach-to-prospecting-finding-your-missing-people/): When we’re kids, many of us dream of seeing ourselves on a sports poster—larger than life, captured in a moment of victory. We imagine our name in bold letters, our accomplishments on display, and people looking up to us as an example of success. But while few of us ever make it onto that kind of poster, what if the real key to success isn’t being on the poster—but creating the right posters in the first place? On September 2, 2024, I competed in my second Paralympic Games, racing through the iconic streets of Paris. As a totally blind triathlete, […]
- [From Executing to Vision-Setting: 5 Steps to Becoming an Effective Leader After a Promotion](https://exactlywhattosay.com/from-executing-to-vision-setting-5-steps-to-becoming-an-effective-leader-after-a-promotion/): The transition hits most new leaders like a ton of bricks. One day you’re excelling at executing tasks, meeting deadlines, and delivering results. The next, you’re expected to set the vision and direction for your entire team. You’ve grown used to being praised for getting things done yourself. But now, you have to shift to getting things done through others. This shift is one of the most challenging aspects of stepping into leadership – and it’s completely normal to feel overwhelmed. Here are some ways to start making this shift: 1 Schedule regular time to think strategically Even 30 minutes […]
- [Fear: The Fertilizer of Growth](https://exactlywhattosay.com/fear-the-fertilizer-of-growth/): Rethinking Fear You’ve probably heard the phrase “Fear isn’t real.” Maybe you’ve seen a corporate speaker or a TikTok influencer confidently scrawl the acronym F.E.A.R. on a flip chart—“False Evidence Appearing Real.” It sounds profound. But has it ever actually helped? Imagine standing on the edge of a major life decision, feeling that tightness in your chest, the uncertainty creeping in. And then someone tells you, “Oh, don’t worry! Fear is just false evidence appearing real.” Does that make it go away? Does it make the decision any easier? Of course not. Because fear isn’t just a trick of the […]
- [How Exactly What to Say® Adds Value to My Real Estate Sales and Leadership Coaching](https://exactlywhattosay.com/how-exactly-what-to-say-adds-value-to-my-real-estate-sales-and-leadership-coaching/): Lately, people have been asking what being an Exactly What to Say® Certified Guide brings to the coaching work I do with real estate sales professionals and leaders. It’s a great question, and the answer lies in the power of intentional language. In real estate, every conversation can affect a sale, a client relationship, or team morale, so having the right language tools makes a meaningful impact. Exactly What to Say®, developed by Phil M. Jones, is more than just learning specific phrases. It’s about creating clear, focused communication that guides conversations toward productive outcomes. For those in real estate […]
- [A Foundational Choice](https://exactlywhattosay.com/a-foundational-choice/): https://www.youtube.com/watch?v=OwY2AL2RVbY&ab_channel=CoachJohnVG In my experience working with successful businesses, organizations, and high-performing individuals, I’ve noticed that there are generally two types of people: those who demonstrate a growth mindset and those who demonstrate a fixed mindset. Roughly defined, the growth mindset characterizes people who are constantly learning, improving, and looking for ways to gain a greater edge on their approach to life and business. They have deeply internalized that there is always something to improve and really mean it when they say that they are not perfect. Their attitude towards growth sees deficits as opportunities, which fosters a deep humility and […]
- [Your Brand Lives in the Words People Repeat](https://exactlywhattosay.com/your-brand-lives-in-the-words-people-repeat/): A brand’s true strength doesn’t come from what it declares about itself. It comes from what people repeat. The words that customers, employees, and stakeholders use when describing your brand—those are the words that shape perception, build reputation, and ultimately determine success. If your message isn’t being echoed beyond your direct communication channels, then it isn’t truly landing. The Illusion of More When brands struggle with clarity or influence, the instinctive response is often to increase output: More marketing campaigns. More social media content. More revised mission statements. More branding exercises that seldom translate into meaningful conversations. The underlying assumption […]
- [Mastering the Art of Starting and Sustaining Social Conversations](https://exactlywhattosay.com/mastering-the-art-of-starting-and-sustaining-social-conversations/): Ever found yourself staring at a blank message box, hesitating at a networking event, or fumbling through small talk, wondering, What exactly do I say here? You’re not alone. Conversations—starting them, keeping them going, and knowing what to say—trip people up more than they realize. And the real struggle? It’s rarely about having nothing to say. It’s about knowing the right words to move the conversation forward with confidence and impact. After digging through countless real-time conversations on X—where people openly share their struggles with social interactions—it’s clear that many of the same patterns emerge. People hesitate, overthink, and second-guess […]
- [Stop Chasing, Start Attracting: How the Right Words Turn Conversations into Clients](https://exactlywhattosay.com/stop-chasing-start-attracting-how-the-right-words-turn-conversations-into-clients/): In a world filled with noise, competition for your attention, endless options, the real secret to growing your business isn’t found in the latest tech platform, the flashiest social media campaign, or even the most aggressive sales strategy. It’s found in how you show up and more importantly your words—the way you connect and engage with others using your words. The truth is success in sales isn’t about chasing leads or convincing people to work with you. It’s about being more of yourself, attracting the right clients, and showing up to serve—not sell. When you use the right words at […]
- [Exactly How to Transform Your Conversations with EWTS Coaching](https://exactlywhattosay.com/exactly-how-to-transform-your-conversations-with-ewts-coaching/): Conversations shape your world. They open doors, build relationships, create opportunities, and lead to actions. Yet, most people go through life without ever truly mastering this critical skill. What if you had the one-to-one help that gave you the ability to know exactly what to say, when to say it, and how to make it count? That’s where EWTS Coaching comes in. Phil M Jones has spent over 2 decades perfecting the art of spoken communication, helping people use Magic Words to influence and impact others with integrity. Now, through an exciting partnership between ICF accredited coaches Marc and Emily […]
- [What Do Mickey Mouse and Negotiation Have in Common? More Than You Think!](https://exactlywhattosay.com/what-do-mickey-mouse-and-negotiation-have-in-common-more-than-you-think/): When you think of Disney, you might immediately picture fairy tales, enchanted castles, or iconic animated characters like Mickey Mouse. But Disney’s magic goes far beyond that, especially when it comes to communication and sales. The lessons I’ve learned from Mickey Mouse have profoundly influenced how I approach sales and leadership, particularly in negotiation. Let’s explore how Mickey Mouse shaped my communication style, and how you can apply these lessons to enhance your own negotiation skills. 1 Mickey Mouse’s Leadership: The Power of Teamwork and Confidence Mickey Mouse is Disney’s figurehead—a symbol of joy, optimism, and leadership. But Mickey’s true […]
- [Phil M Jones at High Point University: A Masterclass in Persuasion and Influence](https://exactlywhattosay.com/phil-m-jones-at-high-point-university-a-masterclass-in-persuasion-and-influence/): High Point University (HPU) is known as the Premier Life Skills University – a place where students gain real-world knowledge alongside academic excellence. Among the key figures who contribute to this vision is world-renowned Speaker, Author, and Creator of Exactly What to Say, Phil M Jones. As the university’s Persuasion Expert in Residence, Phil plays a vital role in equipping students, faculty, and families with the critical skills needed to communicate effectively, influence ethically, and thrive in any industry. Phil’s most recent visit to HPU was nothing short of extraordinary, packed with Critical Conversations, meaningful mentorship, and high-impact events that […]
- [How to Paws… and Shift Perspective](https://exactlywhattosay.com/how-to-paws-and-shift-perspective/): Navigating a New World with Technology I was an early adopter of ride-share apps. When I got my first iPhone in 2014, there was a steep learning curve, but it was worth navigating because it opened up a world of new possibilities. This little device in my hand allowed me to explore the internet, stay connected with friends and family, and, yes, summon a ride with just a few taps. The Unexpected Challenge of Ride-Share with a Guide Dog However, there was one recurring challenge. I’d be standing curbside, waiting for my ride. The app would notify me that my […]
- [Making Every Conversation Count: How to Show Up When It Matters Most](https://exactlywhattosay.com/making-every-conversation-count-how-to-show-up-when-it-matters-most/): When someone is going through a tough time, the way you show up for them can make all the difference. But how often do we miss those moments, jumping straight into problem-solving mode instead of actually being present? Dr. Robyne Hanley-Dafoe and Kim Zuroff recently joined Phil M Jones in a conversation about showing up for others-especially in moments of distress. The insights they shared are a game-changer for anyone looking to strengthen their personal or professional relationships. Because in the end, it’s not just about the words you use, but how you make people feel. https://vimeo.com/1060201434 What It Really […]
- [The Business of You: How to Build a Personal Brand That Drives Influence and Opportunity](https://exactlywhattosay.com/the-business-of-you-how-to-build-a-personal-brand-that-drives-influence-and-opportunity/): In today’s world, people don’t just buy products or services—they buy into people. Whether you’re a CEO, a rising executive, or an expert building your business, your personal brand is shaping opportunities long before you step into the room. But here’s the challenge: Many ambitious professionals believe they need to be everywhere, post constantly, or craft a “perfect” online persona. That’s exhausting. And worse, it often leads to a brand that feels inauthentic or inconsistent. The truth? Building a personal brand isn’t about vanity metrics or visibility for visibility’s sake. It’s about influence. When done right, your brand should create […]
- [Exactly What to Say to Secure a Raise from Your Employer](https://exactlywhattosay.com/exactly-what-to-say-to-secure-a-raise-from-your-employer/): Securing a raise from your employer can feel daunting, but with the right words and approach, you can navigate this critical conversation with confidence. The principles from Exactly What to Say provide a roadmap to structure your request effectively, turning a nerve-wracking discussion into a productive dialogue. This article explores how to apply Phil’s “Magic Words” to make your case for a raise compelling, professional, and mutually beneficial. 1. Preparation is Key The worst time to think about what to say is in the moment you’re saying it. Preparation allows you to enter the conversation confidently, armed with evidence and a clear […]
- [How To Have Difficult Conversations Effortlessly](https://exactlywhattosay.com/how-to-have-difficult-conversations-effortlessly/): Exactly What to Say is a means of delivering sales training skills to people who don’t see themselves as salespeople. Most people don’t want to be viewed as a stereotypical salesperson, but selling is essential to run a successful business. This juxtaposition can be confusing! Using the EWTS methodology will help you effortlessly engage in difficult conversations, disguising sales skills in a more palatable way. But for these skills to work at their best, you need to practice them to ensure that you have more intentionality around your sales language choice. To Influence or To Manipulate? The difference between influence […]
- [The Importance Of Wellness](https://exactlywhattosay.com/the-importance-of-wellness/): Wellness is defined as practising healthy habits daily to attain better physical and mental health outcomes. Practising healthy habits means that instead of merely surviving, you are able to thrive. At first glance, you might think that someone is thriving, but appearances can often be quite deceiving. Some people, despite their professional success, can be experiencing genuine suffering. It could be relationships, parenting or even physical health. Just because a bank account is healthy doesn’t mean that everything else is perfect. Achieving Balance EWTS Certified Guide, Jessica Woodbeck, understands the importance of wellness in the world of business and brings […]
- [Achieving Better Communication With Your Kids?](https://exactlywhattosay.com/achieving-better-communication-with-your-kids/): Dr. Jen Forristal is a naturopathic doctor, author, speaker, and CEO of the Umbrella Project. This project specializes in supporting the next generation of kids to grow into strong, adaptable people connected through parenting. Through her work, she has discovered that communication is the foundation of parenting, and becoming an EWTS Certified Guide has enabled her to adapt the methodology to help expand and improve communication techniques with children. In this blog, Dr Jen shares practical ways to use EWTS to help your family. Making Communication Easier With EWTS If you’ve been following the EWTS methodology, you’ll know just how […]
- [The Power Of Intentional Language ](https://exactlywhattosay.com/the-power-of-intentional-language/): What’s the secret to influencing people? Influencing should never be about telling people what to do. People do things for their reasons, not yours, so you have to cage the advice-giving monster. The most successful influencers understand the power of intentional language. They consistently use the right words at the right time, and the people who get it right know exactly what to say and when to say it. Everything that leaves your mouth is either helpful or hurtful. Intentional language limits the hurtful and increases the helpfulness. Exactly What to Say shares 23 principles around influence and persuasion, and […]
- [How To Use EWTS To Your Advantage](https://exactlywhattosay.com/how-to-use-ewts-to-your-advantage/): If you change your words, then you can change your world. This tagline has been used since the earliest days of Exactly What to Say. The motto has helped thousands of people improve their business communications and enhanced the careers of the many successful Certified Guides associated with EWTS. EWTS is about engineering conversations and being a masterful communicator. It’s a workbook that is meant to be used every day. It’s designed to be picked up right before you make an important call or before you reply to an essential email. You can easily thumb through the chapters, carry it […]
- [ Exactly How To Start Your Speaking Career With Jodi Orgill Brown](https://exactlywhattosay.com/exactly-how-to-start-your-speaking-career-with-jodi-orgill-brown/): Jodi Orgill Brown is an expert in anti-fragility, resilience, and interactional leadership. As a brain tumor survivor, she has become an award-winning author and national speaker, and is now a proud EWTS Certified Guide. She’s on a mission to help leaders and teams make a greater impact through their interactions, become more resilient, and grow through change. In this blog, she shares her advice on exactly how to start your speaking career, sharing ideas such as topics to talk about, how to craft your keynote, and how to identify the right stages for your expertise. When Should You Start? Becoming […]
- [Exactly How To Unleash The Power Of LinkedIn](https://exactlywhattosay.com/exactly-how-to-unleash-the-power-of-linkedin/): EWTS Certified Guide Beth Granger knows the world of LinkedIn inside and out. Her business focuses on teaching others about every aspect of using the platform as a networking tool, from individual training to group training to going into organizations. Reaching out and saying the right thing on a networking site is essential in today’s market, but only some know exactly how to do this, and this is where Beth can help. Read this blog to learn exactly how to unleash the power of LinkedIn and take your offline conversations online. Three Key Features The LinkedIn landscape is constantly changing […]
- [Navigating Conversational Excellence in Real Estate Through the Lens of the Enneagram](https://exactlywhattosay.com/navigating-conversational-excellence-in-real-estate-through-the-lens-of-the-enneagram/): When you are trying to work on improving your conversations the Exactly What to Say Framework provides the 4 cornerstones of Conversational Excellence. These foundational principles are key to understanding how to have better conversations and ones with more impact and intent. As an Enneagram coach, something that I also find very important is making sure to acknowledge our hard wiring when we do any sort of improvements. The Enneagram is a complex personality trait system that goes to a person’s core fear and motivation. When you take the time to be self-aware and understand you can optimize all your […]
- [Building a Successful YouTube Channel for Realtors](https://exactlywhattosay.com/building-a-successful-youtube-channel-for-realtors/): YouTube has emerged as a powerful platform for Realtors to showcase their expertise, connect with potential clients, and generate business. Drawing from my experience running a successful YouTube channel, here are five key considerations for Realtors looking to establish a strong presence on the platform: 1 Audience Focus Identify a niche audience segment and tailor your content to address their specific needs and interests. By creating targeted videos that resonate with your audience, you can establish yourself as a trusted authority in your field and attract viewers who are genuinely interested in your offerings. Your audience needs to relate to […]
- [Help is a 4-Letter Word](https://exactlywhattosay.com/help-is-a-4-letter-word/): When my nephew Charlie was about 4 years old, I remember saying something and he looked at me, pointed his finger and authoritatively said, “Auntie we don’t say that.  It’s a bad word.”  I’m fairly sure I chuckled and respected his parents and shook my head because to me it wasn’t.  His perception was one of negativity, and mine, well it was just a word used to describe the passing of gas. I recently had a run-in with another 4-letter word and this one stopped me in my tracks.  I had been struggling with where to start on a project, […]
- [Exactly How to Manage Change More Effectively](https://exactlywhattosay.com/exactly-how-to-manage-change-more-effectively/): The way that we communicate has changed demonstrably. The business world operates in new exciting ways that just keep expanding and evolving. It is likely that your industry, like many others, is experiencing huge amounts of change right now. And what’s more, your customers are experiencing change as well. But here’s a question for you. Does anybody actually like change? Change, at best, is uncomfortable and your role whether as a leader, partner, or service provider, is to help other people navigate change.    Change is inevitable.  Does your business depend on the fact that other people’s circumstances are continuing to […]
- [The Power of Roleplay in Real Estate](https://exactlywhattosay.com/the-power-of-roleplay-in-real-estate/): In the dynamic world of Real Estate, mastering the art of communication is so important. As a Certified Guide specializing in training Real Estate teams, I’ve found that incorporating roleplay into training sessions can significantly elevate the effectiveness of conversations. The act of Roleplaying also allows you to solidify the concepts we all know we should practice so that we don’t practice on our clients. You have the safety of being messy with your team before it becomes beautiful with your actual client interactions. Here are five compelling reasons why every Real Estate team should embrace Roleplay and integrate the […]
- [How Your Words Can Create A Thousand Pictures](https://exactlywhattosay.com/how-your-words-can-create-a-thousand-pictures/): Most people know the value of a picture, whether that is a photo, painting, hieroglyphic, or a video. Images are extremely powerful. It’s why they dominate our everyday lives from advertising to social media, to television and other forms of media. However, while a picture might be worth a thousand words, we also have the power to create thousands more pictures with our words. After all, isn’t that why we developed language? Why we went from simply drawing pictures on cave walls and clay tablets, to writing scrolls, books, and speaking using letters, words, phrases, sentences, etc.? Isn’t that why […]
- [Exactly How to Implement EWTS](https://exactlywhattosay.com/exactly-how-to-implement-ewts/): What does EWTS mean to you? Once you’ve discovered how powerful changing your words can be, it’s hard not to shout about it to everyone you meet.  The EWTS community is always generous, sharing their time and knowledge as they understand that once you start implementing the methodology, it has the potential to totally change your life.  The Magic Words in this best-selling book are incredibly impactful, but do you know exactly how to implement them? How are you bringing them into your everyday life? What Exactly Is Exactly What to Say? EWTS is fundamentally a guide to mastering these […]
- [Selling Without The Sleaze](https://exactlywhattosay.com/selling-without-the-sleaze/): What’s the secret to successful selling?  There are two types of sales personnel: those who think they can sell fire to a dragon, and those who just want to help their prospects. Which one you are will determine your success rate. In this blog, you will discover how to sell without the sleaze and how to become a trusted advisor to your customers instead of an overbearing stereotype. Is Knowledge Power? Ever been told that knowledge is power? What if someone told you this is actually utter nonsense? If you know there is something you should be doing to better […]
- [Are You A Sales Dreamer Or A Sales Doer?](https://exactlywhattosay.com/are-you-a-sales-dreamer-or-a-sales-doer/): Salespeople get a very bad rep, and unfairly or not, when most people think of sales, they associate it with a big helping of sleaze.  Salespeople should be avoided at all costs. They are gregarious and overbearing, right? While there might be salespeople like this, they certainly don’t make the most sales. How can you be the very best salesperson? What does it take to sell successfully? And how do you avoid being sleazy? This blog will help you stand out from the crowd for all the right reasons and give you some helpful tips on Exactly How to Sell. […]
- [In Conversation With: Ryan Serhant](https://exactlywhattosay.com/in-conversation-with-ryan-serhant/): Ryan Serhant is an American real estate broker, author, and reality television actor. He currently stars on Bravo’s television series Million Dollar Listing New York and its spin-off Sell it Like Serhant. He also runs his own successful New York real estate firm. He recently joined EWTS Founder Phil M. Jones and the pair discussed the secret to staying relevant in an ever-evolving industry and how to maintain a solid brand with staying power. Becoming A Snowball There has never been a better time to start your own business. A recent study found that the share of self-employed Americans has […]
- [The Journey from Novice to Maestro: Learning the Art of Professional Speaking](https://exactlywhattosay.com/the-art-of-professional-speaking/): In the world of professional speaking, I have learned that success often hinges on meticulous preparation, a profound understanding of the audience, and the ability to seamlessly blend professionalism with authenticity. In a recent presentation, supporting an event called “Conquering The Market of NOW” the goal was to help the audience with articulating their value proposition, how to handle current market objections and closing the gap on critical conversations as well as how to build relationships faster and deepen the ones that we currently have with our network. Let’s dive into the moments that made this presentation a great learning […]
- [What’s The Secret To Building A Successful Speaking Career?](https://exactlywhattosay.com/the-secret-to-buiding-a-successful-speaking-career/): Are you dreaming of getting onstage and sharing your knowledge as a professional speaker? Many dream of being a speaker, but starting out can feel incredibly daunting.  We met with Karen Harris, the founder and CEO of CMI Speaker Management. She represents an international roster of carefully selected speakers who positively impact millions of people through their keynote speeches, books, and thought leadership. Are you dreaming of getting onstage and sharing your knowledge as a professional speaker? Tweet She also represents EWTS founder Phil M. Jones, and together, they share their experience and advice for becoming a professional speaker. Many […]
- [How To Use The Relationship Between Imagery And Conversations To Explore Opportunity](https://exactlywhattosay.com/relationship-between-imagery-and-conversations/): Are you tired of following the same old, tired sales strategy? Imagine if you could use more creativity when communicating with your clients.  Bryan is a Certified Guide, Keynote Speaker, and Professional Photographer. He can break an audience free of self-limiting beliefs through his creativity in empowering them to create entirely new perspectives on what is possible in their pursuits.  It’s no surprise that with a background as a world-class professional photographer, he is drawn to the power of vivid storytelling.  In this blog, you will discover: How learning to recognize and “see” the unknown can lead to important breakthroughs […]
- [How to Sell On Value & Not On Price](https://exactlywhattosay.com/how-to-sell-on-value-not-on-price/): Carlos Garcia is an EWTS Certified Guide sales coach for financial professionals, training and teaching financial professionals to be more effective communicators. He specializes in helping accountants and bankers in the finance space elevate their Critical Conversations. During his recent Critical Conversations webinar, Carlos shared his advice on how to lead a negotiation with the value you can provide rather than your prices.  The Price vs. Value Dilemma How can you convey your value without fixating on price with your clients? This notion is very difficult to communicate and takes a lot of practice to get the balance just right.  […]
- [How To Win By Noon](https://exactlywhattosay.com/how-to-win-by-noon/): Did you know that the most common professional struggles are time management, consistency, procrastination, call reluctance, staying on track, and dips in confidence due to a lack of productivity? Can you relate to any of these struggles?  Just imagine if you had the tools to help manage them. Our EWTS Certified Guide, Todd Bookspan, is on a mission to teach you how to face and overcome these common challenges – all before noon! Todd is the founder of Win By Noon, a company focused on helping people in sales be more productive in less time. In addition to this, he […]
- [How to Educate Your Customers On The Value of Your Services When You Are Not The Cheapest](https://exactlywhattosay.com/how-to-educate-your-customers-on-the-value-of-your-services/): One thing that the last few years have taught us is that consumers are looking for more value from the money they spend. And it isn’t hard to see why. Prices are at record highs, and day-to-day living post-Covid is far more expensive than pre-Covid. If consumers are going to spend their hard-earned money, then it better be worth it! It doesn’t matter what sector you work in; whether you’re an attorney, a real estate agent, or a health professional, consumers want to make sure that they’re getting the best bang for their buck. Have you found that your prospects […]
- [How to Prepare For Your Next Event to Make Every Conversation Count](https://exactlywhattosay.com/how-to-prepare-for-your-next-event/): Carolyn Strauss is an expert at team building and communication. She works with businesses to get work done in real-time while supporting and appreciating all the people involved.  She brings energy and insights to events worldwide through keynotes, workshops, and as a professional emcee. Recently, Carolyn hosted one of the popular Critical Conversation workshops as an EWTS Certified Guide. The focus was on planning the perfect event to facilitate more Critical Conversations. Carolyn is no stranger to planning events, having planned several hundred during her professional career. And as a professional MC, she is comfortable being the host as well […]
- [How To Speak To New Team Members To Create Instant Buy-In](https://exactlywhattosay.com/how-to-speak-to-new-team-members/): EWTS Certified Guide, Kricket Harrison, works with leaders and managers of teams where change is constant. This level of changeability can be incredibly draining on team members and team leaders so her goal is to help leaders work alongside their teams to keep them motivated and performing at high levels. In this blog, she will show you how to create an instant buy-in with new team members. Changing Faces Do you work in an industry that has a high level of changeability?  Teams that change regularly can happen in many industries, such as education, healthcare, hospitality, and travel. Kricket’s background […]
- [Exactly What to Say To Be A Better Parent](https://exactlywhattosay.com/exactly-what-to-say-to-be-a-better-parent/): EWTS Certified Guide, Dr. Jen Forristal is a Naturopathic Doctor primarily focusing on paediatric mental health. She works extensively with schools, researchers, and organizations to develop mental wellness strategies for families facing social, emotional, and mental health challenges. She is also a parent to three children, so Critical Conversations are her world, both professionally and personally. As a Published Author, Dr. Jen’s ideas and parenting style are now even being featured as a curriculum currently running in schools. The main concept is teaching kids that they’re not getting out of life without some challenges. She believes that one of the […]
- [Exactly What to Say (To Yourself)](https://exactlywhattosay.com/exactly-what-to-say-to-yourself/): EWTS Founder, Phil M Jones, has said that “Conversation with self is probably the most critical conversation that any one of us can have.” Knowing the best way to prompt your internal dialogue can only benefit how your external dialogue goes. My approach to this work from a self-talk perspective offers a simple and effective way to prompt more positive mindsets and internal conversation. The Four Cornerstones Of Effective Self Talk When encountering the Exactly What to Say® communication framework, it is important to remember that it takes time to weave the magic words and phrases into the interactions and […]
- [How to Maximize Every Customer Interaction to Strengthen Relationships and Win More Business](https://exactlywhattosay.com/maximize-every-customer-interaction-to-strengthen-relationships/): In your quest to provide the best customer service, what techniques do you adopt? Have your techniques managed to create lasting relationships with clients? As part of the EWTS Critical Conversations Webinars, Certified Guide, Emily Hill talked about making the most out of every customer interaction to strengthen relationships and win more business. She shared her insights into achieving elite customer care guaranteed to win more business and improve your organization. Emily is an expert in hearing health care, working directly with private practice owners to develop onboarding training and curriculum for their front office staff. Her expertise is in […]
- [One Performance Through The Eyes Of Many - The Lessons Learned From The Rockettes](https://exactlywhattosay.com/one-performance-through-the-eyes-of-many-the-lessons-learned-from-the-rockettes/): After a lengthy delayed travelling experience, the comfort of my hotel bed was calling to me , but after a good dose of Christmas spirit injected into me from my friends, we were on our way to spend our evening watching the legendary Rockettes!   With incredibly jet lagged eyes, I was a little worried that my tiredness would soon transport me to my own personal dreamland. My fears were quickly removed because as soon as you step inside the beautiful theatre at Radio City Music Hall, you are transported into a world of fantasy, imagination and creativity.  The show […]
- [How To Be More Persuasive With Every Email That You Craft](https://exactlywhattosay.com/how-to-be-more-persuasive-with-every-email/): Have you ever wanted to improve your email connections? With email being such an important method of communication, it’s essential that you get it just right.  EWTS Certified Guide, Teri Quimby, hosted one of the EWTS Critical Conversations workshops discussing just this, covering how to effectively communicate through your emails. Could it be possible that with the right approach, you could craft better and more persuasive emails?  This blog will examine the illusion of communication, how you can provide your readers with a better experience, and identify techniques that you could use to be more persuasive and create more curiosity. […]
- [How To Choose Better Email Subject Lines To Increase Your Open Rates](https://exactlywhattosay.com/increase-your-open-rates/): How much thought do you put into the subject lines of your emails? It’s amazing how a tiny piece of text can make such a huge difference in the results that you get. The subject line of your email could be the single biggest reason why someone decides to either open your email or delete it, so it’s incredibly important that you get it right! In a time when attention spans are small and people’s time is limited, you need to ensure that what you send stands out and grabs that small amount of attention on offer. Nathan Littleton, an […]
- [How To Identify The Most Important Conversations In Your Life And Make Them Count](https://exactlywhattosay.com/most-important-conversations/): Conversations are often the bridges that connect, drive decisions, and shape futures. But how do you recognize pivotal dialogues that could transform your careers and relationships? EWTS Certified Guide, Laurie Savino, hosted one of the EWTS Critical Conversations webinars focusing on the powerful conversations that happen in your life and how you can identify them. Laurie is an associate broker who sells in both New York and New Jersey. She has sold over $40 million in real estate. Her family started in commercial real estate, so retailing has always been in her blood. Over the years, she has come to […]
- [How To Leverage Your Core Values While Impacting Others To Discover Purpose & Possibilities](https://exactlywhattosay.com/leverage-your-core-values-while-impacting-others-to-discover-purpose-possibilities/): Core values are foundational beliefs held by an individual or an organization. They are often the guiding perspective that forms how people behave around others. With core values being so integral, have you ever considered that by leveraging your core values, you could actually impact others to discover their purpose and possibilities?   With this question in mind, this blog has been taken from one of the EWTS Critical Conversations webinars hosted by Certified Guide Tricia Brouwers. She covered how exactly you could do this during a recent webinar. People’s reasons for attending the EWTS webinars are varied; it might be […]
- [How to Manage Expectations & Anticipate Levels of Success Using Effective & Positive Self-Talk](https://exactlywhattosay.com/level-of-success/): Throughout the EWTS Critical Conversations webinar series, we have heard from several Certified Guides about how to apply the teachings and EWTS ethos to improve your Critical Conversations both personally and professionally. But for Kevin Boyle’s second webinar, he wanted to discuss how you could use the book on yourself. During his webinar, he flipped the perspective and started to look at how the book could help guide the Critical Conversations that you should be having with yourself. Kevin, like most people, has found that over the years, the EWTS material has helped him in many different ways, but one […]
- [Narrow Your Aim To Get Demonstrably Better Results](https://exactlywhattosay.com/narrow-your-aim-to-get-demonstrably-better-results/): If your aim is on everyone, you’re going to miss. It’s easy to get carried away if someone shows an interest or they’re been recommended to you. Everyone wants to be liked and for their product to be liked. Everyone wants to be chosen. However, to be truly successful, you must narrow your focus. Aim For The Bullseye Imagine you’re aiming for the bullseye of a dartboard. There’s a high probability that your aim will be off, but you can keep practising and every now and then, you’ll hit it. You have somewhere to aim for and eventually you’ll get […]
- [Exactly What To Say To Gain Trust Using The 6 Ps](https://exactlywhattosay.com/exactly-what-to-say-to-gain-trust-using-the-6-ps/): A Simple Framework For Winning Trust Trust comes from all walks of life. You trust the brands you know. You trust that your mechanic will fix your car. You trust that your new waterproof watch will withstand a shower of rain. But trust is a funny thing – sometimes it’s easy to gain and others you have to put the work in.  If it’s the trust of a prospective client that you want, did you know that there’s a simple and easy framework that you can follow? This framework can be used in practically any scenario where you have a […]
- [How To Elevate Your Personal Mindset To Achieve More Of Your Personal Potential](https://exactlywhattosay.com/how-to-elevate-your-personal-mindset/): Leigh Howes is an Exactly What to Say Certified Guide, executive coach, and leadership consultant. She loves helping leaders and humans achieve more of their potential. Leigh recently hosted an EWTS Critical Conversations Webinar entitled: How To Elevate Your Personal Mindset To Achieve More Of Your Personal Potential. Attendees were treated with a masterclass on exactly how to hit their potential and improve their mindset. This blog features just some of the highlights. Are Your Limiting Beliefs Holding You Back? Could it be possible that you are preventing yourself from moving forward?  Is there potential that you might not have […]
- [5 Ways To Build Your Brand On Social Media](https://exactlywhattosay.com/5-ways-to-build-your-brand-on-social-media/): Joe Herrera is an EWTS Certified Guide, Associate Broker at Real Broker, and Co-Founder of the Joe Taylor Group. This organization is a national real estate team that helps other real estate professionals. Having created his own company, he is no stranger to building a brand and how important it is to get it right.  Over the years, he has efficiently leveraged social media so that it can provide for the people that matter most to him: his family and employees. He understands the power that social media can have to make or break a brand, but he also struggles […]
- [How To Overcome The Fear Of Public Speaking And Grow Your Confidence Before Your Next Presentation](https://exactlywhattosay.com/how-to-overcome-the-fear-of-public-speaking-and-grow-your-confidence-before-your-next-presentation/): Tanis Roeder is a communication expert, professional coach, and EWTS Guide. She works with corporate teams and leaders to improve speaking and communication skills. She recently hosted one of the EWTS Critical Conversations webinars, where she discussed practical ways to overcome the fear of public speaking. Around 75% of people are scared of speaking in public, making it one of the most common fears that people can suffer from. Tanis is on a mission to help you overcome this fear so that it won’t stop you from delivering a great presentation, and this blog features some of the highlights from […]
- [How To Help Others Make Challenging Decisions](https://exactlywhattosay.com/how-to-help-others-make-challenging-decisions-2/): Nick Pitt is a third-generation Hearing Specialist, Coach, and EWTS Certified Guide. He has a background in education and experiential learning and likes to create an atmosphere that welcomes collective conversation and decision-making.  You have to make decisions every single day, but occasionally, these choices can become challenging, and it’s difficult to know which direction you should move in. You might even need to help others make difficult decisions, whether that be for your job or your personal life. There’s nothing worse than being stuck in indecision, but how can you be more decisive or help those around you be […]
- [Destroying The Option Of ‘No’](https://exactlywhattosay.com/destroying-the-option-of-no/): It’s tough getting a ‘no.’  Sometimes you know when it’s about to happen, you’ll sense the shift. The conversation becomes an uphill struggle. Instead of complaining, remember one thing – this is your job.  This is how you make money. This is how you will better your business, your working environment, and your personal life. Be grateful for the problems, be thankful for the difficulties. Your ability to overcome will enable you to succeed. Really Listen If you feel yourself jumping to a conclusion because you’ve heard a similar objection before, please stop! It’s a mistake. How you analyze this […]
- [How To Start A Conversation In A Room Full Of Strangers To Grow Visibility And Start Earning Trust](https://exactlywhattosay.com/how-to-start-a-conversation-in-a-room-full-of-strangers/): EWTS Certified Guide Tricia Brouwers is used to speaking to a room full of strangers. She has worked in the mortgage industry for over 29 years and is a seasoned professional at talking to new people. Tricia loves nothing more than helping someone achieve the dream of homeownership, but getting it right requires time and effort. She needs to understand absolutely what her team and their clients need, and they in turn, need to trust her to get it right. The secret for Tricia is strategic communication, which means entering a room full of strangers and earning their trust. If […]
- [How To Talk To Yourself To Overcome Limiting Beliefs](https://exactlywhattosay.com/how-to-talk-to-yourself-to-overcome-limiting-beliefs/): EWTS Certified Guide Jodi Orgill Brown is no stranger to overcoming adversity. As a brain tumor survivor, she has undergone 15 related surgeries, with more scheduled in the future. Jodi recently hosted one of the EWTS Critical Conversations Webinars to talk about overcoming limiting beliefs. Drawing on aspects from her real life, she put together an inspiring session with practical examples of how to talk yourself into positive action. Here are the highlights. Losing Your Identity? When Jodi was diagnosed with a brain tumor, she felt like she had lost her entire identity. Going from feeling confident and unstoppable, she […]
- [7 Strategies For When Someone Asks For A Discount](https://exactlywhattosay.com/exactly-what-to-say-when-someone-asks-for-a-discount/): How do you manage someone saying they’ve been offered a better deal elsewhere? Most consumers shop around for the best deals, so if you’ve got competitors, chances are your clients might find a cheaper offer out there.  If this is inevitable for you, you’ve got to be prepared to handle this conversation.  1 Talk It Through When someone comes to you and says they’ve been given a better offer, don’t stress. Just talk about it. If they’re telling you then one thing is for certain: they want you to know.  They haven’t decided to go with someone else yet, they […]
- [How To Professionally Avoid Walking Into Your Most Common Objections](https://exactlywhattosay.com/how-to-professionally-avoid-walking-into-your-most-common-objections/): Marc Pitman is a leadership expert, fundraising coach, and EWTS Guide. He can teach you to effectively lead a team with much less stress. Recently, he hosted one of the Critical Conversations Webinars called How To Professionally Avoid Walking Into Your Most Common Objections. During the webinar, he discussed; How to professionally answer objections before they come up How to identify the most common objections that come up in your conversations Why simply answering objections might be harming your goals How questions help you work with any objection given in the moment Two strategic questions that will help you when […]
- [How To Empower Others To Let Go Of Fear](https://exactlywhattosay.com/how-to-empower-others-to-let-go-of-fear/): Rob Ferre is a professional DJ, master of ceremonies, and all-round entertainer, weaving the electricity of recognition and training into the rhythm of laughter and movement. He recently held one of the EWTS Critical Conversations Webinars focusing on how to let go of fear. Whether that fear is manifested in sales, leadership, or your interactions, this blog will teach you how to reverse it and pave the way toward success. Take A Leap Of Faith Fears can hold you back, but sometimes, all that’s needed is a leap of faith. After graduating college, Rob didn’t have a job opportunity. Anyone […]
- [Exactly How To Tell Powerful Visual Stories Through Photos](https://exactlywhattosay.com/exactly-how-to-tell-powerful-visual-stories-through-photos/): John DeMato is a branded lifestyle portrait, virtual, and live event photographer. He collaborates with speakers, trainers, consultants, and other expert-based business owners to create an emotional connection with their audiences through persuasive visual storytelling. John thinks like a marketer, and he sets his clients up for success way beyond the photo sessions by educating them on how to best leverage their image content across their entire online presence. John has been working behind the lens for Exactly What to Say, capturing important moments for all of our EWTS Certified Guides. These images have then been used to help elevate […]
- [How To Build Your Personal Brand To Become a Locally Known Expert](https://exactlywhattosay.com/how-to-build-your-personal-brand-to-become-a-locally-known-expert/): EWTS Certified Guide, Mindy Jones owns the Amy Jones Group, an all-female owned and operated residential real estate team in Arizona. She also founded Community on Purpose, a non-profit organization serving women and families through volunteerism and community giving. She recently hosted one of the EWTS Critical Conversations Webinars entitled How To Build Your Personal Brand To Become a Locally Known Expert.  You might already have a presence and reputation in your community with your brand, or you might be looking to increase your reach, and your Critical Conversations are integral to this. Can you identify when these moments happen?   […]
- [Simple Swaps: Intentional Language](https://exactlywhattosay.com/simple-swaps-intentional-language/): https://www.youtube.com/watch?v=wrYNGjbGHgw Could it be possible that instead of embracing a pause, you’re actually using unnecessary fluff words such as ‘like’, ‘you know’, ‘kinda’, and ‘so?’ Would you like to become more intentional with your word choices during your Critical Conversations? Rob Ferre has an effective Simple Swap that will banish those dreaded filler words and propel you toward conversational excellence.
- [Exactly How to Enhance Your Parent-Teen Communication Skills](https://exactlywhattosay.com/exactly-how-to-enhance-your-parent-teen-communication-skills/): Effective communication is the cornerstone of any healthy relationship, and when it comes to parenting teenagers, it’s paramount. Teenagers are navigating a transformative period in their lives, marked by newfound independence, complex emotions, and evolving identities. As parents, our ability to communicate effectively can significantly impact our relationship with our teenagers. One book that offers valuable insights into the art of effective communication, which can be particularly helpful in the context of parenting teenagers, is ‘Exactly What to Say’ by Phil M. Jones. The Power of ‘Exactly What to Say’ ‘Exactly What to Say’ is not your typical parenting book. […]
- [How To Make Phone Calls To Win More Business](https://exactlywhattosay.com/how-to-make-phone-calls-to-win-more-business/): Do you want to know the secret to overcoming caller avoidance to make phone calls that will win you more business? Andrea Ferry will show you how to do this. 
- [The Real Secret To Success](https://exactlywhattosay.com/the-real-secret-to-success/): Just imagine for a moment that you’re 14 years old and you’re desperate to buy the latest pair of sneakers. You love them so much, but they’re $40 and that’s $40 more than you have.  You’ll probably do what most 14-year-olds do and ask the bank of mom and dad to buy you the shoes. Some parents would say yes no problem, others would say it’s a flat-out no. However, your parents are a little different and they can see you really want the sneakers, so they decide on a different approach. Your dad allows you to work with him […]
- [How To Re-Approach Existing Contacts On LinkedIn To Create New Opportunities](https://exactlywhattosay.com/how-to-re-approach-existing-contacts-on-linkedin-to-create-new-opportunities/): How many connections do you have on LinkedIn? Is it in the tens, the hundreds, or possibly even the thousands?  Are your connections people you don’t know, people you don’t know well, or people that you’ve lost touch with? It doesn’t really matter what category they fall into; they could be prospects, referral partners, or collaboration partners. LinkedIn is a place of endless possibilities, and you have the opportunity to network effortlessly to create new opportunities at any time.  But how can you make the most out of this platform?  Beth Granger is a LinkedIn oracle who works with organizations […]
- [How To Discover The Truth From Your Prospects On Initial Sales Calls](https://exactlywhattosay.com/how-to-discover-the-truth-from-your-prospects-on-initial-sales-calls/): Nicole Cramer is the CEO of Nicole Cramer Coaching, creator of The Next Level Sales Method, professional sales coach, and conversation specialist. She is also an Exactly What to Say Certified Guide. When Nicole first started in sales, she thought there was a ton of stuff she needed to improve on. But she learned very quickly that selling was about building relationships and caring enough about people that you want to help them with their problems. Nicole recently hosted one of the Critical Conversations Webinars focusing on how to discover the truth from your prospects on initial calls. This blog […]

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- [Business Development Days - December 2026](https://exactlywhattosay.com/business-development-days-december-2026/): Business Development Days December 2026 • Hudson, NY Complete the form below to let us know you’ll be joining us on December 9 & 10 2026 in Hudson, New York. More details and an itinerary will follow soon. Your ticket also gets you 100 copies of Exactly What to Say and 20 of our soon-to-be-created EWTS Facilitation soccer balls. Books and balls will be shipped once the soccer balls have been created.
- [Exactly Academy](https://exactlywhattosay.com/exactly-academy/): The Academy for Real Estate Professionals Who Want Every Conversation to Count If you want to elevate your communication, strengthen your confidence and guide clients with more clarity in every interaction, this is your moment to step in. Unlimited Access – Just $995 per year Secure your place What is… Exactly Academy is a membership created to help real estate professionals strengthen every conversation they have with clients. It brings together practical training, daily-use tools, AI support and live coaching, all designed to make you more confident, more prepared and more effective in the moments that matter most. Inside the […]
- [Exactly What to Say in the Holidays (Recording)](https://exactlywhattosay.com/exactly-what-to-say-in-the-holidays-recording/): Exactly What to Say in the Holidays Hosted live on 20th November 2025 Watch the full recording until 28th November here This recording has now expired Ready for the next step? Find out more about EWTS Coaching Find out more Join the 3-day Certification experience New York City Hudson, NY Get your limited edition EXACTLY hoodie Get yours Buy Exactly What to Roleplay cards Buy now
- [Exactly on Brand - Thank You](https://exactlywhattosay.com/exactly-on-brand-thank-you/): Thank you for booking Exactly On Brand: Personal Brand Building for Real Estate Professionals. Your payment has been received. Our team will be in touch to confirm your session date and details. For any questions, contact: kellie@exactlywhattosay.com.
- [Watch Exactly How to be a Brand Advocate, Not Just a Guide](https://exactlywhattosay.com/knowledge-hub/watch-exactly-how-to-be-a-brand-advocate-not-just-a-guide/)
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- [Exactly on Brand - Virtual Workshop](https://exactlywhattosay.com/exactly-on-brand-virtual-workshop/): Personal Brand Building forReal Estate Professionals Book your 90-minute virtual workshop with Claire Dowdall, Director of Brand for Exactly What to Say. What you’ll learn… In this interactive session, your team will learn how to build a personal brand that works every day, online, in conversation, and with every client you serve. Through practical examples and reflection exercises, Claire will guide participants to be seen, trusted, real, and ready, creating more trust, connection, and opportunity without the need for constant self-promotion. Your investment for this exclusive workshop is just $1,500 USD Once payment is received, our team will contact you […]
- [3-Day Certification Event (Hudson)](https://exactlywhattosay.com/certification-hudson/): Next-Level Communication Skills for a Changing World A 3-day immersive certification event for professionals who want to lead stronger conversations, influence outcomes, and stay human in an AI-powered environment. Secure your seat 27-29 May 2026 9-11 September 2026 4-6 November 2026 $5500 per person Cannonball Factory359 Columbia St,Hudson, NY 12534 Why Now? Conversations are happening every day across your business, your industry, and with the people you serve. The difference between moving forward and missing out often comes down to one thing: knowing what to say when it matters most. Right now, we’re all navigating more complexity, more uncertainty, and […]
- [PMJ Webinars](https://exactlywhattosay.com/knowledge-hub/pmj-webinars/): Elevating Real Estate Conversations with AI 29th October 2025 https://vimeo.com/1123891261?share=copy Going Beyond the Book: Putting the Words to Work Where it Matters Most 1st October 2025 https://vimeo.com/1098650311?share=copy#t=0 Results of the First Ever National Study on Conversations in the Workplace 3rd July 2025 https://vimeo.com/1093085192?share=copy#t=0 EWTS x ChatGPT 12th June 2025
- [Elevating Real Estate Conversations With AI (Recording)](https://exactlywhattosay.com/elevating-real-estate-conversations-with-ai-recording/): Elevating Real Estate Conversations With AI Hosted live on 29th October 2025 Watch the full recording until 6th November here This recording has now expired Ready for the next step? Join the Exactly Academy waitlist I’m ready
- [Books - Thank You](https://exactlywhattosay.com/books-thank-you/): Thank you so much for your order. I am excited to learn more about how you plan to use the books! My team will soon let you know when your order is on its way. Once you have received everything, please consider grabbing some photos and sharing with us on social media. You can connect with Exactly What to Say on Instagram and LinkedIn. Should you choose to tag us in any of your pictures, you just may end up receiving a video message from me! Instagram Linkedin-in Keep being brilliant,
- [Luxury Agents Book Bundle](https://exactlywhattosay.com/luxury-bundle/): Exactly the Right Books for Luxury Agents Who Want to Prove It A Personal Message from Phil M Jones When you work in luxury real estate, you already know – it’s not just about saying the right things. It’s about proving every day that you’re the trusted choice. That’s why I’ve teamed up with my good friend, Melanie Deziel, to bring you something special. Together, we’ve created the perfect pairing for agents who want to raise the bar in how they communicate and how they demonstrate their value. You’ll get the Premium Workbook Edition of Exactly What to Say: For […]
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- [Roleplay New](https://exactlywhattosay.com/roleplay-new/): Professionals PracticeAmateurs Practice on Their Prospects Prepare for every client conversation with the training tool trusted by thousands of agents and teams worldwide. Buy now The Words You Use Decide What Happens Next In real estate, your income is tied to conversations. One wrong word and you risk: Losing a listing to another agent. Watching a motivated buyer slip away. Discounting your commission just to keep the client. Walking out of an appointment knowing you could have done better. These are high-stakes moments – and they happen every day. If you hesitate, you lose ground. But if you’re prepared with […]
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- [Going Beyond the Book (Recording)](https://exactlywhattosay.com/going-beyond-the-book-recording/): Going Beyond the Book: Putting the Words to Work Where it Matters Most Hosted live on 1st October 2025 Watch the full recording for a limited time here Ready for the next step? I’m ready
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- [Exactly Academy (Real Estate) - Waitlist - Step 2](https://exactlywhattosay.com/exactly-academy-real-estate-waitlist-step-2/): Just One More Thing! Thanks for joining the waitlist. Before you go, a few quick questions to help us understand how to make this most useful for you. 7 simple questions This field is hidden when viewing the formNameThis field is hidden when viewing the formEmail What’s your role in real estate? Agent Team Leader Broker/Owner Support/Operations Other How many years have you been in the industry? 0–2 years 3–5 years 6–10 years 10+ years What’s the biggest challenge you face when it comes to conversations at work? Where do you most want to improve your communication right now? Turning […]
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- [Bulk Orders - Hoodie Offer](https://exactlywhattosay.com/hoodie/): Limited Edition Exactly What to Wear and Read With the purchase of 25+ copies of Exactly What to Say, receive a custom designed, limited edition Exactly hoodie For a short time and a limited amount of orders, we are excited to make available our brand new custom designed hoodie – but there’s a catch. It’s not for sale! We have reserved it exclusively as a gift for those who invest in helping others grow. With any purchase of 25 or more copies of Exactly What to Say or Exactly What to Say for Real Estate books, you will receive one […]
- [National Study Toolkit](https://exactlywhattosay.com/knowledge-hub/national-study-toolkit/): National Study Toolkit This is a guide on how to use the National Study to spark conversations, strengthen credibility, and open strategic opportunities. Why This Study Changes the Conversation This national research gives you an independent, data-backed view of the real communication challenges your clients are navigating today. It moves the conversation from concept to credibility. Each element of the study helps you: Show up with fresh and relevant insight on leadership, performance, and culture Start conversations rooted in real data, not just opinion Position your work within a broader national narrative that increases perceived value This is a strategic […]
- [The Conversational Edge - Thank You](https://exactlywhattosay.com/study-whitepaper-thank-you/): Results of the First Ever National Study on Conversations in the Workplace Step 1 Watch this exclusive presentation from Phil as he walks through the key findings and what they mean for you and your team. https://vimeo.com/1098650311?share=copy#t=0 Step 2 Download the whitepaper to dig deeper into the findings of the study. Download now Step 3 Take the assessment to see where your conversational competence sits right now. Start now Step 4 Take a look at the upcoming certification events to go deep, level up your competence and achieve conversational excellence. Find out more
- [The Conversational Edge](https://exactlywhattosay.com/the-conversational-edge/): Results of the First Ever National Study on Conversations in the Workplace Access an exclusive 1-hour training from Phil, the full whitepaper and other resources to help you to achieve a Conversational Edge See how it impacts you, your career and your team. As a professional and as a leader. Name First Last Email address(Required)
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- [Results of the First Ever National Study on Conversations in the Workplace](https://exactlywhattosay.com/national-conversations-study/): Results of the First Ever National Study on Conversations in the Workplace 3rd July 2025, 11am EST In this exclusive 1-hour session, Phil introduces the results of the first ever national study on conversations in the workplace. For the first time ever, you can find out how it impacts you, your career and your team. As a professional and as a leader. See the results and learn how they affect you. What if the real performance killer isn’t deadlines, but dialogue? It’s easy to blame missed goals on timelines, tools, or task lists. But new research shows there’s a deeper […]
- [Exactly Academy Live - Session 1 Recording](https://exactlywhattosay.com/ea-live-1-1v786x8cvb67ab87/): Session 1 Recording Resources What Happens Next? Download Action Sheet Download 9 steps to negotiate effectively and improve confidence Download
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- [Become a Certified Guide - eBook Download](https://exactlywhattosay.com/become-a-certified-guide-ebook-download/): Download now How was it for you? If the information in the eBook has you ready to go – even if you have a couple of questions to ask – then the next step is to submit a full inquiry below. We look forward to hearing from you! “Since you are looking at this I’m guessing you are a bit like me and have a desire to continue growing personally while you help those around you. Taking the leap and going through the Exactly What to Say certification process was the best decision I have made in a long time […]
- [Tara Black](https://exactlywhattosay.com/team/tara-black/): Meet the Team Connect with Tara: Linkedin Tara Black Director of Operations Location 🇨🇦 Calgary, Alberta What is your role in EWTS? Working closely with Phil, I oversee the operation of a broad range of business functions including finance, human resources, event logistics, certifications, product sales and customer relationship management. Additionally, I manage the contracting, logistics, finance, and client relationships for consulting projects, certification events, speaking engagements not handled by cmi, and events in New York City, traveling to New York regularly to ensure smooth operations and an exceptional customer experience. I support Phil’s world behind the scenes, allowing him […]
- [WTF (Where's The Focus) Day Planner - Course Access](https://exactlywhattosay.com/wtf-wheres-the-focus-day-planner/): WTF (Where’s The Focus) Day Planner Please enter your password to access this content:
- [Nathan Littleton](https://exactlywhattosay.com/team/nathan-littleton/): Meet the Team Connect with Nathan: Linkedin View Speaker Profile Nathan Littleton Technical Director Location 🇬🇧 Birmingham, England What is your role in EWTS? I make sure everything technical runs smoothly for the EWTS team and Certified Guides, including our websites, email communications and learning platforms. What do you like most about your role? I get so much joy from how the movement spreads across every corner of the globe and seeing how people are applying it not just to the conversations you’d expect – in work and in business – but in everyday conversations with friends and loved ones. […]
- [Bethany Peterson](https://exactlywhattosay.com/team/bethany-peterson/): Meet the Team Bethany Peterson Executive Experience Coordinator Location 🇺🇸 Hudson, NY What is your role in EWTS? I have the privilege of contributing to the impact of EWTS by providing support in executive event coordination, strategic event management, media production, and brand expansion through merchandise and apparel creation and design. We adore the people we get to serve through the work of EWTS and are always ideating around how we can create more value through the various outlets of the company. What do you like most about your role? I love the combination of creativity and logistical planning. It […]
- [Darby Harmon](https://exactlywhattosay.com/team/darby-harmon/): Meet the Team Connect with Darby: Linkedin Darby Harmon Studio Manager Location 🇺🇸 Hudson, NY What is your role in EWTS? I manage content organization and distribution for internal use and social media platforms, produce The Exactly Show, designing and maintaining the studio. Additionally, I oversee operations at the Hudson offices, organize local events, and ensure a welcoming and comfortable experience for visiting guests. What do you like most about your role? What I enjoy most about my role is meeting high-achieving people and learning from their experiences. Every conversation offers new insights and perspectives that help me grow both […]
- [Bonnie Zitkus](https://exactlywhattosay.com/team/bonnie-zitkus/): Meet the Team Connect with Bonnie: Linkedin Bonnie Zitkus Executive Administrator Location 🇺🇸 Chattanooga, TN What is your role in EWTS? My role at EWTS is to support backend business operations by processing invoices, managing insurance renewals, taking care of corporate filings, and managing our Dropbox. I handle all aspects of international book translations, and I also provide support to Phil personally, when needed. What do you like most about your role? No matter what career I have undertaken or role I have been in, for me, the common denominator has always been about people. Whether it’s people I work […]
- [Elyse Fortier](https://exactlywhattosay.com/team/elyse-fortier/): Meet the Team Elyse Fortier Executive Assistant Location 🇨🇦 Calgary, AB What is your role in EWTS? In my role with EWTS, I perform an array of key functions including process development & improvement, customer experience, order distribution, data management & analysis, research, and administrative support. What do you like most about your role? I am most fulfilled in my role when I’m able to create elevated interactions and experiences for both our clients and my team members. What are your favorite magic words and why? My favourite magic words are “I bet you’re a bit like me..” because it […]
- [Claire Dowdall](https://exactlywhattosay.com/team/claire-dowdall/): Meet the Team Connect with Claire: Linkedin View Speaker Profile Claire Dowdall Director of Brand Location 🇬🇧 Shropshire, England What is your role in EWTS? As Director of Brand at Exactly What to Say, I ensure that everything we create—our messaging, experiences, and community—aligns with the power of words to influence, inspire, and build movements. I lead brand strategy, content, and community engagement, ensuring that our Certified Guides, partners, and audience experience the magic of Exactly What to Say at every touchpoint.  Whether shaping how we show up in the world or supporting our growing network of guides, my role […]
- [Chris Jones](https://exactlywhattosay.com/team/chris-jones/): Meet the Team Connect with Chris: Linkedin Chris Jones Head of Learning & Development Location 🇬🇧 Buckinghamshire, England What is your role in EWTS? My goal is to make sure you get the most out of being part of the Exactly What to Say Guides program. I’m here to ensure you have access to our ever-evolving curriculum, valuable learning opportunities, and the coaching and accountability needed to support your growth. From onboarding to Master Practitioner or Partnership phase, I provide the tools, insights, and resources to help you confidently apply this work. Whether through training, personalized support, or engaging content, […]
- [Certified Guides Opportunity - Exclusive Webinar - Thank You](https://exactlywhattosay.com/certified-guides-opportunity-exclusive-webinar-thank-you/): 🎉 You’re registered! 🎉 Please check your inbox for confirmation and a link to the Zoom webinar. An Exclusive 90-Minute Webinar with Phil M Jones 📅  Date: April 17th⏰  Time: 11 AM EST (Find your time zone)📍  Where: Live on Zoom
- [Certified Guides Opportunity - Exclusive Webinar](https://exactlywhattosay.com/guides-webinar/): Grow YourBusiness & Influence with An Exclusive 90-Minute Webinar with Phil M Jones April 17th, 11 AM EST Live on Zoom You’ve seen the power of Exactly What to Say® in action. Now, discover how to professionally integrate it into your work, business, or team – helping you scale your impact, elevate your expertise, and open new opportunities. Register now Watch this 9-minute video where Phil breaks down exactly what it means to be an EWTS Certified Guide – how it works, why it’s different, and how it could fit into your world. https://vimeo.com/1041581339?share=copy#t=0If it resonates, register now to join Phil live on April 17th for […]
- [Thanks - Share Your Success Story](https://exactlywhattosay.com/knowledge-hub/thanks-share-your-success-story/): Thank you for sharing! Your insights help shape the EWTS movement and inspire others to think differently about how they use strategic language. We may reach out if we’d love to highlight your story further. Keep being brilliant!
- [Share Your Impact Story](https://exactlywhattosay.com/knowledge-hub/share-your-success-story/): Download The Impact Story Gathering Guide Here
- [ExactlyGPT](https://exactlywhattosay.com/knowledge-hub/exactlygpt/): Exactly GPT is a custom chatbot as part of OpenAI’s ChatGPT that has been trained on EWTS content and writing styles. You can use it to create blog posts, query the material and act out coaching scenarios around the content. In fact, the possibilities for how you can use it are limited only by your creativity! Try it for yourself Click the link above to use it. If you’re already logged into ChatGPT, you’ll be taken directly to it. If not, you’ll be prompted to sign up or log in. In most countries, you can access it with a free ChatGPT […]
- [Meet the Team](https://exactlywhattosay.com/team/): Meet the Team Behind the scenes, our talented team works tirelessly to keep everything running smoothly. From operations to creative content, our team is dedicated to supporting the mission of empowering people everywhere with the right words at the right time. Phil M Jones Founder  Meet Phil Chris Jones Head of Learning & Development Meet Chris Claire Dowdall Director of Brand  Meet Claire Tara Black Director of Operations  Meet Tara Nathan Littleton Technical Director  Meet Nathan Darby Harmon Studio Manager  Meet Darby Bethany Peterson Executive Experience Coordinator Meet Bethany Elyse Fortier Executive Assistant  Meet Elyse Bonnie Zitkus Executive Administrator Meet […]
- [Thank You - Brand Strategy Sessions with Claire Dowdall](https://exactlywhattosay.com/brand-strategy-sessions-with-claire-dowdall/brand-sessions-thanks/): Brand Strategy Sessions With EWTS Director of Brand,Claire Dowdall Thanks – your order has been received. I’ll be in touch to schedule the first call soon.
- [Brand Strategy Sessions with Claire Dowdall](https://exactlywhattosay.com/brand-strategy-sessions-with-claire-dowdall/): Brand Strategy Sessions With EWTS Director of Brand,Claire Dowdall To book a block of 3 brand strategy calls with EWTS Director of Brand, Claire Dowdall, please complete the form below. Upon receipt of full payment, Claire will be in touch to schedule your first session. Please note that all 3 sessions are to be taken within 90 days of submission of payment.
- [Keller Williams NF - Personal Certification Mastermind 2025 - Inside North Florida](https://exactlywhattosay.com/kwnf-certification-2025/): North Florida region Personal Certification Mastermind An immersive and rigorous experience led personally by Phil M Jones to help elite professionals master the power of their words in many of life’s critical conversations. 26-27 June 2025 Orlando Regional REALTOR® Association 5421 Diplomat Circle Orlando, FL 32810 United States KW North Florida Region $899 Register Included in your registration fee: Expert guided program giving a deeper dive into the science and application of Magic Words and how to use them with integrity to influence Role play and mastermind with the Master Mind of word craft to gain a fair advantage in […]
- [Team Profile Submission](https://exactlywhattosay.com/team-profile-submission/): Team Profile Submission We’re excited to announce that we’re building a brand new team page for the EWTS website, and we want to showcase the incredible individuals who make up our team! This is your chance to shine and let visitors get to know the person behind the role. To create your profile, please take a moment to complete the form below by Friday 4th April 2025. Please give as much information as you can and write in full sentences. Thank you for helping us create a page that celebrates our team and the amazing work we do together.
- [Certified Guides - Renewal 5 C](https://exactlywhattosay.com/certified-guides-renewal-5c/): Certified Guides Renewal
- [Guides Opportunity - Fireside Chat - Thank You](https://exactlywhattosay.com/guides-opportunity-fireside-chat-thank-you/): Certified Guides Opportunity Fireside Chat with Phil M Jones Thank you! Your registration was successful. We look forward to seeing you on Wednesday February 12th at 11am EST (Find your time zone). Please check your inbox for confirmation and a link to the Zoom meeting.
- [Guides Opportunity - Fireside Chat](https://exactlywhattosay.com/guides-opportunity-fireside-chat/): Certified Guides Opportunity Fireside Chat with Phil M Jones When? Wednesday February 12th at 11am EST (Find your time zone) Where? Live on Zoom Name(Required)Email address(Required)
- [Form Test](https://exactlywhattosay.com/form-test-3/): Your name*Email address* LinkedIn profile URL Please provide the full web address. It should look something like this: https://www.linkedin.com/in/philmjones/ Your Webinar Webinar Title*Webinar Description*A short paragraph introducing your webinar plus 3-5 takeaways/”You will learn”3-5 Questions*Think about what questions people might have after the webinar. Examples: How can I apply this to a situation I am currently facing? What is your advice for implementing what I’ve learned if I am just starting out? How can I work more closely with you to help my team to do better here?Vertical Video*Max. file size: 2 GB.This must be a vertical video with good […]
- [WTF Planner](https://exactlywhattosay.com/knowledge-hub/wtf-planner/): Download the WTF Planner Here https://vimeo.com/1041585502?share=copy#t=0 Chris Jones – WTF Planner Training
- [Personal Certification Mastermind - Epic Community](https://exactlywhattosay.com/certification-epic/): Personal Certification Mastermind An immersive and rigorous experience led personally by Phil M Jones to help elite professionals master the power of their words in many of life’s critical conversations. Exclusive event for members of the EPIC community 1-2 May 2025 Columbus Circle, New York City Book your place now Limited to just 16 people Included in your registration fee: Expert guided program giving a deeper dive into the science and application of Magic Words and how to use them with integrity to influence Role play and mastermind with the Master Mind of word craft to gain a fair advantage […]
- [Guide Event Recordings](https://exactlywhattosay.com/knowledge-hub/guide-event-recordings/): 2025 EWTS Guide Theme https://vimeo.com/1040449845?share=copy#t=0 Phil M Jones – 2025 EWTS Guide Theme – Empower & Grow Models of Excellence https://vimeo.com/1039119088 Andrea Daniels – How to Create Rapid Business Growth https://vimeo.com/1039119315?share=copy#t=0 Todd Bookspan – How to Stand Infront of the Brand https://vimeo.com/1039119240?share=copy#t=0 Carlos Garcia – 9 Keys to Planning a Successful Self-Hosted Event Keynote Presentations https://vimeo.com/1039120607 Dr. Greg Wells – Healthy High Performance https://vimeo.com/1039120335?share=copy#t=0 Dr. Greg Wells Fireside Chat https://vimeo.com/1040447815?share=copy#t=0 Chris Jones – Accelerating Your Career Path with EWTS https://vimeo.com/1040449895 Phil M Jones – Reflections from Carlos Garcia & Todd Bookspan’s presentations https://vimeo.com/1040450016 Phil M Jones – What Was Learnt […]
- [Exactly How to Help Others Achieve More](https://exactlywhattosay.com/knowledge-hub/exactly-academy/exactly-how-to-help-others-achieve-more/): Train the Trainer Demonstration with Phil M Jones Resources Slide Deck Download Action Sheet Download Facilitator Guide Download What Happens Next Download
- [Personal Certification Mastermind - May 5-6 2025](https://exactlywhattosay.com/personal-certification-may2025/): Personal Certification Mastermind An immersive and rigorous experience led personally by Phil M Jones to help elite professionals master the power of their words in many of life’s critical conversations. 5-6 May 2025 Columbus Circle, New York City Book your place now Limited to just 16 people Included in your registration fee: Expert guided program giving a deeper dive into the science and application of Magic Words and how to use them with integrity to influence Role play and mastermind with the Master Mind of word craft to gain a fair advantage in your industry Collaborate with other elite professionals […]
- [EWTS Coaching](https://exactlywhattosay.com/ewts-coaching/): Transform Your ConversationsTransform Your Life Words shape the way people see you, the opportunities you attract, and the results you achieve. That’s why mastering the right words at the right time can change everything. EWTS Coaching is designed to help you elevate your influence, refine your communication, and unlock new possibilities in your personal and professional life. For the first time ever, we are opening the doors to an exclusive one-to-one coaching experience. This is your opportunity to work closely with an EWTS Coach and gain the skills, strategies, and confidence to navigate critical conversations with ease. Apply now Marc […]
- [Exactly How to Master Objection Handling](https://exactlywhattosay.com/knowledge-hub/exactly-academy/exactly-how-to-master-objection-handling/): Train the Trainer Demonstration with Phil M Jones Resources Slide Deck Download Action Sheet Download Facilitator Guide Download What Happens Next Download
- [Renee Funk & Cheryl Braunschweiger - Certification Workshop](https://exactlywhattosay.com/renee-cheryl-certification-workshop/): Renee Funk & Cheryl Braunschweiger CERTIFIED GUIDES Exactly What to Say® Certification Workshop 10-11 April 2025 Denver, Colorado | Regency Plaza Limited to just 16 people https://vimeo.com/895931576?share=copy COMING TO DENVER, COLORADO! Exactly What to Say® Certification in Denver, CO through an immersive workshop designed specifically for Real Estate Professionals and Business Leaders. Co-Hosted by EWTS Certified Guides, Renee Funk & Cheryl Braunschweiger, this 2-day certification workshop equips elite professionals with essential communication tools to excel in crucial conversations. Gain mastery over the art of persuasive language, effectively navigating important discussions in both personal and professional spheres. What will YOU receive? […]
- [Exactly How to Master The Art of Prospecting](https://exactlywhattosay.com/knowledge-hub/exactly-academy/exactly-how-to-master-the-art-of-prospecting/): Train the Trainer Demonstration with Phil M Jones Resources Slide Deck Download Action Sheet Download Facilitator Guide Download What Happens Next Download
- [Event Registration - Thank You](https://exactlywhattosay.com/event-registration-thank-you/): Thanks a million Your registration has been received – we’re looking forward to getting started! Thanks a million, Thank you! Your registration has been received – we’re looking forward to getting started! Thanks a million,
- [The Language of Leadership](https://exactlywhattosay.com/the-language-of-leadership/): The Language of Leadership A 2 day immersive mastermind event experience to help elite professionals master the power of their words in all of the most critical conversations in leadership today March 19/20 2025 Convene, 75 Rockefellar Plaza,New York City This private experience is for OPs, Team Leaders and Dynamic Agents looking to amplify their own success through the success of others: Laser focused examples and application of Exactly What to Say curriculum Time for exploration, roleplay and practical application of new skills Ability to network and learn from other experienced practitioners with Phil M Jones and Kim Zuroff The […]
- [A Special Event](https://exactlywhattosay.com/a-special-event/): Wednesday August 28th 1pm ET Exactly What to Say to Demonstrate Your Value to Buyers and Get Paid What You Are Worth https://vimeo.com/999682920?share=copyJoin me to: Discover how to craft questions to learn what buyers truly value. Learn how to package your support so they see it as more than worth it. Utilize magic words to position yourself as the best choice. Help others understand the consequences of not working with you. For registration please add this calendar link to your calendar. By doing so, you will always be reminded of the upcoming exclusive roleplay sessions for our Facebook group members. Alternatively you can choose […]
- [Business Development Days - November 2024](https://exactlywhattosay.com/knowledge-hub/business-development-day-november-2024/): Complete the form below to let us know you’ll be joining us on 19-20 November in New York. More details and an itinerary will follow soon.
- [Workshop Planning Guide](https://exactlywhattosay.com/knowledge-hub/workshop-planning-guide/): Workshop Planning Guide The following guide is designed as an aid to help you to plan a successful format for an in-person or virtual workshop.  The suggestions will help you plan the order and flow of content as well as making sure your intended objectives and outcomes are achieved. If you require any support with creating a workshop, please do not hesitate to contact Chris as he will be happy to help you! Workshop Title Consider who are the people you are looking to serve and what challenges are you looking to solve for them? Package an event around the […]
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- [Order Confirmation (WTF Day Planner)](https://exactlywhattosay.com/order-confirmation-wtf-day-planner/): Thank you! Your order is confirmed. Please keep an eye on your inbox for when it goes live on 1st August.
- [(Where’s The Focus) Day Planner - Instant Access](https://exactlywhattosay.com/planner/): When was the last time you started a day and thought WTF? I am obviously meaning “Where to focus!” Too many days lose their potential because your effort is diluted and your direction is scattered. I don’t know about you, but am tired of the lazy advice of “make X number of contacts a day” or “Just talk to people” as the direction towards to success. This frustration has led to the creation of a brand new, low-tech tool to help you and your teams to understand precisely how to STOP just counting your conversations and to START making more […]


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