Stop “Just Checking In” Phil Jones’ Formula for Winning Conversations

Ever hung up the phone after a “follow-up” call and thought, well.. that went nowhere?

We all have.

This week’s lesson is inspired by Phil Jones, the master of influence behind Exactly What to Say, who recently spoke on Fello about how to speak to win critical conversations in real estate.

If you’ve ever struggled with what to say after the first contact, this is for you.

A quick story… right after watching the session I called a prospect I had not spoken with in over a year. I opened with: Hi Jeffrey, it’s Magali Pattison at Envision VA Home. I am not sure if you remember me. Jeffrey STOPPED me in my tracks, he laughed and said: of course, Magali, I remember you!

I used OFQ on the spot. Past, present, future.

(you’ll learn this below)

Results: He and his wife are visiting soon and ready to purchase. One great follow up call with easy follow up steps.

The Heart of Every Follow-Up: Curiosity, Empathy, Courage

Phil says the most influential agents don’t have better scripts.

They have better timing and better questions.

Here’s his 3-step formula:

1. Curiosity earns you context.
   Stop leading with market stats or your pitch.
   Instead, earn the right to share advice by asking questions that create curiosity gaps.
   Example:
   Instead of “How’s the market?” — try:
   “It’s been interesting. What’s got you curious about it?”

2. Empathy builds trust.
   People don’t want to buy or sell. They want what comes because of it.
   Tap into their “because.”
   “Because of what you said about wanting more space for your kids…”
   “Because you mentioned your commute’s been draining…”
   That phrase changes everything.

3. Courage creates movement.
   Success is tied to the quantity of quality asks you make.
   Don’t “check in/just following up”
   Ask something specific and purposeful.
   

   Which brings us to this must use tool.

The OFQ Framework

Replace “just following up” forever with this:

O – Opening:
“Hi [Name], it’s [You] from [Team]. You probably don’t remember me, but I helped you purchase your home on [Street]. Are you still living there?”

“Hi [Name], it’s [You] from [Team]. You probably don’t remember me, but we spoke/were in touch [date] about [motivation]. Are you still living in [area] and considering a move to [area]?

F – Facts (Past, Present, Future):
“What’s changed for you since then?”
“How’s the home working for you right now?”
“What are your plans from here?”

Q – Qualify Next Step:
“When was the last time someone gave you an updated idea of your home’s value?”
“When was the last time someone went over what it takes to purchase a home in today’s market?”
“Would it help if I dropped by for a quick look and gave you a fresh perspective?”
“When would be a good time?”

You’ve just gone from chasing to leading.

Your Challenge

This week, review your last 5 follow-up calls or texts.

Ask yourself honestly:

• Was I curious enough to earn context?

• Did I show empathy, or was I focused on my goals?

• Did I have the courage to ask for the next step?

Then, rewrite one of those follow-ups using the OFQ method.

Say it out loud. Feel the difference.

Watch Phil’s full session on Fello

Exactly What to Say: Speak to Win Critical Conversations in Real Estate

Watch the Replay →

Make every day count 🚀

Magali

PS: Interested in learning more about Fello? Check it out here. The #1 AI platform that turns your database into listings. Find out every prospect who’s closing in your CRM..even if not with you and get a chance at improving your missed opportunities.

Magali Pattison
Envision VA Home, eXp Realty
Virginia | Nationwide
https://envisioneers.us/careers