Public Speaking Millionaire | Phil M. Jones Interview

About this video

Phil M. Jones, author of Exactly What to Say, tells Dan Martell he spoke from age 18 in retail sales leadership, built a formal personal-brand speaking business from around 2008, and says he had seven to nine revenue streams within about 15-16 months before a book. His first book Toolbox (2011) contained 247 ways to win business and mainly strengthened his bio for international speaking; a short Magic Words pamphlet became a giveaway and lead-capture tool. Exactly What to Say grew from audiences asking ‘what exactly do I say?’ and from reworking validated workshop material — a proven-method book, versus a big-idea book. Jones stresses serving the event’s moment, not just delivering a message, being better than your fee at each price level, and handling cuts, hecklers or tech problems without drama. He monetises via a pre-event question — ‘What’s your plan for books?’ — custom and certified-guide editions, certification, and partnerships where he acts as ‘hot sauce’ rather than the main event, guided by visibility, credibility, authenticity and availability.

Key takeaways

• Distinguish big-idea books from proven-method books: Exactly What to Say succeeded, he argues, because workshops had already validated the material audiences were trying to reteach others.
• A book’s first value is credibility: Toolbox (2011, 247 ideas) and Magic Words served mainly as bio/passport and lead capture, not direct sales engines.
• Professional speaking means serving the moment: do pre-work on agenda and audience, be always better than your fee, and adapt calmly when time, room or format changes.
• Ask on the pre-event planning call, ‘What’s your plan for books?’ — Jones claims 80-85% conversion to books for all attendees, opening bulk, custom-edition and sponsor opportunities.
• Build around one brand with visibility, credibility, authenticity, availability: keep working on your future bio toward a one-word bio, and extend one hit via certifications, licensed guides, collab editions (he cites about 75,000 units for the real estate edition) and partnerships.

Episode details: published April 10, 2023 · 51:57 long. Summary written by Self Growth Videos from the episode itself. Business results and any income figures mentioned are Dan Martell’s own claims, shared for education — they are not typical or guaranteed.

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