Phil M. Jones: Started Washing Cars at 14, Built a $240 Million Company With 5 Salespeople

Phil M. Jones: Started Washing Cars at 14, Built a $240 Million Company With 5 Salespeople

➡️ Access ALL FREE business resources, episode blueprints, and exclusive content from past episodes: https://stan.store/leopareja Phil Jones was making more money than his school teachers at 15 running a car washing operation staffed by kids a year younger than him. He went on to build a $240 million real estate investment business with only five salespeople, converting at 95 to 100% through a referral network where he never had to cold call anyone. Leo sits down with the author of Exactly What to Say, one of the most listened-to nonfiction audiobooks of all time, to unpack why "always be closing" is backwards, how two words can direct someone's decision without them feeling told what to do, and why most agents are destroying their future business with every follow-up call they make. Phil also breaks down why your experience might be your most expensive liability, the framework that replaces beating yourself up with compounding improvement, and why the next decade belongs to people who master when and how they communicate, not just what they say. ➡️ Timestamps 00:00 Washing Cars at 14 and Out-Earning Teachers by 15 02:02 The Lesson That Shaped Everything Was Just Learning How to Ask 03:00 Leo Was Outselling Everyone at Outback Steakhouse Before He Knew Why 03:56 Why Always Be Closing Is Backwards and Curiosity Wins More Business 05:29 People Say the Wrong Thing Even When They Know Better and Here's Why 06:46 Commission Breath and the Only Safe Way to Enter Any Negotiation 07:41 Confidence Without Experience Isn't Confidence It's Arrogance 08:36 Every Human Being on the Planet Is a Lead If You Extend the Timeline 09:20 Most Follow-Up Calls Don't Add Value They Destroy the Relationship 10:34 Phil Demonstrates a Magic Word Live and Shows How Two Words Direct Decisions 13:07 Managing People Older Than You Taught Him You Never Get Respect From a Title 14:37 How He Built a $240 Million Business With Five Salespeople and 95% Conversion 16:26 The Number One Mistake He Sees Across 800 Industries and It's Not What You Think 17:35 The Line Between Persuasion and Manipulation and How to Know Which Side You're On 19:31 Words Are Not Descriptive They're Generative and Most People Are Brutal to Themselves 22:55 The LBs and NTs Framework That Replaces Right vs Wrong With Compounding Growth 24:46 His 72-Minute Audiobook Averages Seven Listens Per User and the Industry Average Is 0.25 26:25 The Conversations He Lost That Taught Him More Than the Ones He Won 28:20 Buyers Show Up Further in the Decision Now and Information Isn't the Edge Anymore 31:19 AI Is Making Average People Look Average Faster and Human Experience Is About to Be Premium 34:49 Moment Modality Message and Why Agents Are Making Calls Nobody Wants to Answer 38:22 Turn Off Your Smart Plans Because Most of Them Are Dumb ➡️ Connect With Phil M. Jones Instagram: https://instagram.com/philmjonesuk LinkedIn: https://linkedin.com/in/philmjones YouTube: https://youtube.com/@philmjones Website: https://philmjones.com

Your Best Marketing Strategy Is Giving Everything Away for Free

➡️ Access ALL FREE business resources, episode blueprints, and exclusive content from past episodes: https://stan.store/leopareja Leo breaks down why everyone's BS meter is higher than ever and why generic marketing is dead on arrival — most people literally open their mail over the trash can. He explains why he open sourced all of eXp's forms during one of the most confusing moments in real estate history, the goodwill it generated 12 to 24 months later, and why your best strategy as a business owner is to take your best stuff and give it away with no paywall and no gatekeeping. He gets into why the trust-building cycle starts months or years before someone is ready to buy, the moment people started showing up on his calendar talking like they'd known him for years, and why he used to tell customers they should not buy a house — and how those people became his most rabid advocates. ➡️ Timestamps 00:00 Everyone's BS Meter Is Higher Than Ever 01:41 Most People Open Their Mail Over the Trash Can 02:13 I Follow Dentists and Chiropractors Now — Here's Why 02:59 "That's My Person" — How Content Replaces the Sales Pitch 03:41 The Only Marketing Question You Should Be Asking Yourself 05:00 The Trust Cycle Starts Months Before Anyone Is Ready to Buy 05:35 They Get on My Calendar and Talk Like We've Known Each Other for Years 06:17 If They Don't Like You They'll Never Be on Your Calendar 06:43 "If I Give It All Away for Free Why Would Anyone Pay Me?" 07:44 We Open Sourced Our Forms and It Changed Everything 09:16 Imagine a Dentist Charging You $495 Before Looking at Your Mouth 10:30 Chewy's Sends a Memorial When Your Dog Dies — That's the Standard 10:53 You Don't Realize How Much of an Expert You Already Are 12:32 "You Should Not Buy This House" — The Line That Built My Business ➡️ Connect With Leo Pareja LinkedIn: https://linkedin.com/in/leopareja/ Instagram: https://instagram.com/leopareja/ Podcast: https://www.youtube.com/@leo.pareja

Barbara Corcoran: Couldn't Read Until 7th Grade, Became the Queen of New York Real Estate

➡️ Access ALL FREE business resources, episode blueprints, and exclusive content from past episodes: https://stan.store/leopareja Barbara Corcoran borrowed $1,000 from her boyfriend to start a real estate company. He owned 51% of it. Seven years later, he left her to marry her secretary. She was 30, broke, and convinced she'd never make it without him. Leo sits down with the woman who turned that wreckage into one of the most recognized real estate brands in America to unpack how she fired four out of every five agents she hired on purpose, why she lost $2 million on Shark Tank before realizing she was shopping for the wrong thing, and the email she wrote after getting rejected from the show that changed her entire second career. Barbara also gets into why she bought every building during markets nobody else would touch, the moment she realized she wasn't the owner of a golden goose but the golden goose herself, and why the best entrepreneurs she's ever backed have no degree at all. ➡️ Timestamps 00:00 Her Boyfriend Became Her Business Partner Then Left Her for Her Secretary 02:53 Being 30 and Convinced She'd Never Survive Without Him 03:36 Ten Kids in a Two-Bedroom House and the Mother Who Made It Feel Like Winning 05:13 Labeled the Dumb Kid Until 3:15 PM When Everything Changed 06:24 The Only Leadership Style That Scaled From One Agent to a Thousand 06:40 Sell One Apartment in Two Months or You Can't Stay Here 08:42 What Nobody Tells You About Selling Your Company and Losing Your Name 10:20 She Thought She Sold Her Golden Goose Until She Realized She Was the Golden Goose 10:57 Shark Tank Rejected Her So She Wrote an Email Listing Every Failure That Made Her 12:35 Leo Raised $48 Million Feeling Like a Realtor in a Room Full of Stanford MBAs 13:39 The First Two Years on Shark Tank She Lost All Her Money Shopping for the Wrong Thing 14:52 Most Businesses Don't Fail the Founders Quit 16:53 Cold Feet on a Studio at 24 and It Took Four Years to Get Back In 17:56 Every Building She Bought Was in a Market Nobody Else Would Touch 20:10 Leo Made $300K in College Then Lost Everything by 23 24:22 Leo's Mom Refused to Bail Him Out and It Was the Best Advice He Ever Got 25:07 The Daydream About Being Queen of New York Real Estate That Became Her Business Plan 25:53 Why AI Won't Replace Humans It'll Make the Human Touch the Only Thing That Matters 27:20 The Advice She'd Give Gen Z That Their Parents Would Hate ➡️ Connect With Barbara Corcoran Instagram: https://instagram.com/barbaracorcoran TikTok: https://tiktok.com/@barbaracorcoran LinkedIn: https://linkedin.com/in/barbaracorcoran YouTube: https://youtube.com/@BarbaraCorcoran

You Only Get One Life: Stop Wasting It on Things That Don't Matter

➡️ Access ALL FREE business resources, episode blueprints, and exclusive content from past episodes: https://stan.store/leopareja Most people say they know life is short, but they live like they have unlimited time. Leo gets personal about the moments he traded for work and can't get back, the stat that changed how he parents (90-95% of the time you spend with your kids happens before they turn 18), and why he moved his 82-year-old father down the street after doing the math on how many visits he had left. He also breaks down why your brain is wired to trick you into doing the wrong work, how he tracked his way to only missing 3.3 bedtimes a month, and the conversation every entrepreneur needs to have with their partner before the grind destroys the relationship. ➡️ Timestamps 00:00 You Have a 100% Chance of Not Getting Out Alive 01:21 Nobody Was Ever Watching You, They Were Worried About Themselves 02:36 The Scariest Thing From Your 20s Means Nothing Now 03:09 One Less Day, Not One More Day 03:32 The Tiny Window You Get With Your Kids as Kids 04:20 Failure Taught Me More Than My Early Success Ever Did 04:47 I Don't Remember the Meeting, I Remember the Dance 05:38 Treat Your Priorities Like a Math Problem 06:56 Tracking My Time Hurt My Own Feelings 07:14 The Stat That Hit Like a Ton of Bricks: 90-95% Before 18 08:47 "He Doesn't Understand Where I'm At" — Yes I Do 09:43 Your Brain Wants You to Do the Wrong Work First 10:27 Do the One Thing That Generates Revenue, Ignore Everything Else 11:04 The Hard Conversation Every Entrepreneur Avoids Having ➡️ Connect With Leo Pareja LinkedIn: https://linkedin.com/in/leopareja/ Instagram: https://instagram.com/leopareja/ Podcast: https://www.youtube.com/@leo.pareja

Glennda Baker: Embrace What Makes You Different and Build From There

➡️ Access ALL FREE business resources, episode blueprints, and exclusive content from past episodes: https://stan.store/leopareja Glennda Baker didn't become the most recognized face in real estate by following the playbook. She barely graduated high school, never went to college, and started her career parked outside the top agent's office just to eavesdrop on how deals got done. Leo sits down with the woman who built a 1M+ following and a powerhouse Atlanta real estate brand to unpack why she bought her dead mother's dream house in the middle of a divorce, how getting bullied as a kid became the foundation of a brand worth millions, and the content strategy behind 6,000+ videos without a single call to action. Glennda also gets into why virality is a trap most agents fall for, the sobriety decision that changed her leadership, and the one thing her mom told her that still runs every decision she makes. ➡️ Timestamps 00:00 The Dream House on the Hill Her Mom Pointed To From a Car With No AC 01:58 Buying That Exact House During a Divorce 30 Years Later 04:45 What Happens When a Goal You Set as a Poor Kid Actually Comes True 06:22 Why the Stars Aren't a Gimmick and What Her Mom Really Meant by "Dress Like One" 07:40 Getting Bullied Relentlessly Until She Stopped Trying to Fit In 08:20 The Four Words That Filter Every Brand Decision Glennda Makes 09:14 The Difference Between Confidence and Arrogance Is a Resume 11:32 What To Do When You Have 20,000 Followers and Zero Listings 12:30 The Elementary Content Nobody Makes Because They Assume People Already Know 13:19 Don't Go Wide, Go Deep: The Three Mile Zone Strategy 15:03 Reddit Is Where the Pain Points Are and LLMs Are Pulling From It 16:13 Why Glennda Calls Herself the Dear Abby of Real Estate 17:33 Shooting 30 to 50 Videos in One Day With a Google Form and a Laptop Camera 20:49 The Mortgage Guy Who Went Viral Talking About Chicken Nuggets and Got Zero Leads 22:35 6,093 Videos and Never Once a Call to Action 23:23 The YouTube Attempt That Failed So Badly the Videos Are Still Up 24:53 Why Leo Banned Alcohol at Every Corporate Event He Pays For 26:06 "I Am the Michael Jordan of Real Estate" and Why That Requires Sobriety 28:13 The Tony Robbins Hug That Rewired How Glennda Thinks About Time 29:38 The One Thing Her Mom Said That Still Runs Every Decision Today ➡️ Connect With Glennda Baker Instagram: https://instagram.com/glenndabaker/ TikTok: https://tiktok.com/@glenndabaker LinkedIn: https://linkedin.com/in/glenndabaker/ YouTube: https://youtube.com/@glenndabakeratl Podcast: Glitter and Gay (with Tyler Whitman)