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Top Advisor Podcast™
Ep. #84 – EXACTLY What to Say (And Ask) with Phil M. Jones, CSP, CPAE
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“My book is titled Exactly What to Say, but maybe I should have called it, Exactly What to Ask.”
In this enlightening episode of the Top Advisor Podcast, host Bill Cates sits down with Phil M. Jones, CSP, CPAE, the renowned expert and author of the bestselling book – Exactly What to Say: The Magic Words for Influence and Impact. Phil and Bill delve into the art and science of building an effective flow of questions that advisors can use to build trust, gain new clients, and serve those clients better.
While Phil is celebrated for his mastery of the precise language that can transform conversations, this discussion shifts the focus to the power of asking the right questions.
With financial advisors as the target audience, Phil emphasizes the importance of gaining a deep understanding of clients’ contexts before offering solutions, highlighting a strategy that invites dialogue and builds trust.
This interview of Phil is jampacked with practical techniques, such as the OFQ (Opening, Fact, Question) method, and reveals how asking better questions can lead to improved client relationships, increased referrals, and ultimately, better service.
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Bill Cates and Phil Jones discuss:
- The danger of giving advice without proper context and necessity of understanding a client’s full situation.
- The incredible power of curiosity-driven conversations.
- The technique of question stacking and creating sequences.
- How to use perspective-shifting questions.
- Overcoming inertia in clients to move them to take actions that are in their best interest.
- How slowing the process can help you achieve smoother and faster outcomes.
- The transformative power of intentional language in building rapport and trust.
- …And so much more!
Resources:
Sponsors:
- SHOW SPONSOR: ProudMouth
- EPISODE SPONSOR: IronClad Family | Holistic Advisor Guide
- EPISODE SPONSOR: Harbor Capital Advisors | LinkedIn: Harbor Capital Advisors
Connect with Phil M. Jones:
- Website: https://philmjones.com/
- LinkedIn: https://www.linkedin.com/in/philmjones/
- YouTube: https://www.youtube.com/@PhilMJonesU
- Instagram: https://www.instagram.com/philmjonesuk/?hl=en
Connect With Bill Cates:
About Our Guest
Best known for his international best-selling book, Exactly What to Say® – The Magic Words for Influence and Impact and his vast experience as a professional speaker at conferences and events, what is often overlooked is the strategic intellect Phil provides behind the scenes for some of the world’s biggest brands to understand their critical conversations and the success language required to maximize their effectiveness.
Phil thinks and acts differently. His precise insights around communication, added to a proven personal pedigree of peak performance and a richness of real-world experience mean that Phil is the kind of thought leader whose counsel is sought by other thought leaders.
He believes with passion that the answer to increased success, in every area of life, is to ask better questions, focus on QUALITY of conversation as well as quantity and that quite often, the difference between you, and all the others, is knowing exactly what to say, when to say it, and how to make more of your conversations count.
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About Your Host
Bill Cates, CSP, CPAE, works with established financial advisors to speed up their growth without increasing their marketing budget. Advisors tap into Bill’s proven process to multiply their best clients through introductions from advocates and Centers of Influence (such as CPAs and attorneys), communicate their value proposition more effectively, and create a reputation in a profitable target market. Bill helps advisors move from push prospecting to magnetic marketing – to attract more Right Fit Clients™.
Bill is the author of four best-selling books, Get More Referrals Now, Don’t Keep Me a Secret, Beyond Referrals, and Radical Relevance. Bill is a highly sought-after international speaker and coach, as well as the founder of The Cates Academy for Relationship Marketing™.
Do you know someone Bill should interview (including yourself)?
Do you have a topic you’d like to see covered?
Contact Bill Cates directly: BillCates@ReferralCoach.com
