The Dwayne Kerrigan Podcast

This episode is a re-release and features Phil M. Jones, a successful entrepreneur and speaker, who brings to light the significance of mastering pivotal conversational moments in sales and customer service for business success. Join us as we delve into strategies for overcoming and preventing customer objections, understanding decision-making processes, and enhancing customer journeys in diverse industries. We explore the necessity of identifying critical moments in a customer's journey, tailoring compensation to motivate sales teams, and the impact of mindset on professional growth. Phil provides practical advice on setting targets, using direct rewards, and resources for further learning in sales and business strategy.
An entrepreneurial success story and founder of 5 multimillion dollar companies, Phil M Jones is a strategic Advisor to pioneering leaders of the world’s biggest brands. The author of 7 best-selling books including the “Exactly” Book Series with over 2 million copies sold, he is the Producer of the “Most Listened To” Audiobook of all time and Innovator of the highly coveted “How to Persuade” audible production. To date, more than 800 different industries, across 59 countries and 5 continents, have benefited from his input. Phil recently joined a long list of global leaders who serve in residence at High Point University’s Access to Innovators Program. The program at HPU connects students with industry leaders for networking and mentorship opportunities. He joins Apple Co-Founder Steve Wozniak, Netflix Co-Founder Marc Randolph and many others.
For more info on Phil M. Jones; https://www.philmjones.com/ or https://exactlywhattosay.com/
Check Out Phil’s Books: https://www.amazon.com/stores/Phil-M-Jones/author/B0097DKWP4?qid=1510658902&sr=8-1&ref=ap_rdr&isDramIntegrated=true&shoppingPortalEnabled=true
Timestamps:
[00:00] Introduction
[00:38] Phil Jones Background
[05:02] "Exactly What to Say" Overview
[08:32] Mastering the Art of Asking
[13:41] Effective Communication Strategies
[18:01] Achieving Results vs. Being Right
[24:30] Traits of Successful Salespeople
[28:43] Enhancing Customer Experience
[31:45] Sales Training Fundamentals
[32:35] Mastering Product Knowledge
[37:15] Developing Sales Skills
[39:45] Cultivating the Right Attitude
[41:01] Ideal Sales Training Schedule
[49:15] Encapsulating Excellence in Sales
[51:30] Embracing Discomfort in Sales Training
[1:02:05] Critical Business Moments
[1:20:58] Preventing Sales Objections
[1:40:30] Connecting with Phil M Jones
[1:42:25] Outro
Connect with Dwayne Kerrigan
Linked In: https://www.linkedin.com/in/dwayne-kerrigan-998113281/
Facebook: https://www.facebook.com/businessofdoingbusinessdk
Instagram: https://www.instagram.com/thebusinessofdoingbusinessdk/
Disclaimer The views, information, or opinions expressed by guests during The Business of Doing Business are solely those of the individuals involved and do not necessarily represent those of Dwayne Kerrigan and his affiliates. Dwayne Kerrigan or The Business of Doing Business is not responsible for and does not verify the accuracy of any of the information contained in the podcast series. The primary purpose of this podcast is to educate and inform. Listeners are advised to consult with a qualified professional or specialist before making any decisions based on the content of this podcast.

Andrew Pancholi doesn't hedge his calls. In Part 2 of his conversation with Dwayne Kerrigan, the cycles analyst behind Market Timing Report lays out exactly where he thinks gold and oil are headed next — the kind of specific, put-your-name-on-it targets most analysts avoid — plus the one year already circled on his calendar for the next real market correction, and why the pullbacks along the way are buying opportunities, not warning signs. Using research that traces back nearly a century, Andy breaks down which years tend to run hot, which tend to break, and the one he's watching most closely right now. Dwayne and Andy also dig into digital currency, BRICS, and whether replacing the US dollar would really just be a way to wipe out national debt — and Andy shares how a historical pattern tied to the Dust Bowl era points toward a coming boom in grain and commodity markets.
Episode Time Stamps:
00:00 Cycles Love Or Hate
00:22 Welcome Back Andrew Pancholi
01:23 Digital Currency Questions
03:40 Crypto Value And BRICS
05:06 AI Bots and Cycle Speed
07:01 NFTs Bitcoin and Scrutiny
09:55 Debt Reset and History
11:41 Future Of Money Risks
14:50 Market Timing Report
18:28 Risk Management Trading Edge
24:00 Market Outlook and Year Cycles
31:10 Gold Oil and Commodity Boom
34:22 Mississippi Grain Crunch
36:08 Gold Cycles Explained
36:53 Why Cycles Matter
40:54 Gold Targets and Pullbacks
42:56 Cycles vs Technicals
45:45 AI and Modern Warfare
53:13 Using AI for Research
58:14 Upside of AI Progress
01:01:28 Detaching From Tech
01:02:46 Where to Find Andrew
01:04:21 Final Takeaways and Wrap
Guest bio: Andrew Pancholi is the founder and CEO of The Market Timing Report, a global macro research service used by professional investors and portfolio managers to identify risk windows and periods of asymmetric opportunity. For over 40 years, he has forecast turning points in markets including the S&P 500, gold, oil, and Bitcoin using time cycle analysis built on the methods of W.D. Gann, Edward Dewey, and Ralph Elliott. He is co-author of the bestselling book Zero Hour with Harry S. Dent Jr. and a board member of the Foundation for the Study of Cycles. Before market timing, Andrew spent decades as a senior pilot for a major flag carrier airline, including roles as Training Captain and Training Standards Captain.
Resources mentioned:
Find Andrew Pancholi's daily cycle updates and forecasts at www.markettimingreport.com or on YouTube at Market Timing Report https://www.youtube.com/@markettimingreport
https://www.linkedin.com/in/andrewpancholi/
https://www.facebook.com/markettimingcyclesanalysis/
Instagram @andrew.pancholi
Connect with Dwayne Kerrigan
Facebook
Instagram
Linked In
Website
Disclaimer: The views, information, or opinions expressed by guests during The Dwayne Kerrigan Podcast are solely those of the individuals involved and do not necessarily represent those of Dwayne Kerrigan and his affiliates. Dwayne Kerrigan or The Dwayne Kerrigan Podcast is not responsible for and does not verify the accuracy of any of the information contained in the podcast series. The primary purpose of this podcast is to educate and inform. Listeners are advised to consult with a qualified professional or specialist before making any decisions based on the content of this podcast.

In January 1981, American hostages were released from Iran within hours of Reagan's inauguration. Forty-five years later — to within 30 hours — Andrew Pancholi told his subscribers an Iran conflict was about to begin. He was right. This is not luck. It’s mathematics — and in this conversation with Dwayne Kerrigan, Andrew breaks down exactly how cycle analysis works, what it's telling us about real estate, geopolitics, and the global economy right now, and what business owners and investors should be doing with that information.
In Part 1 of this episode:
The 18.6-year real estate cycle: why we are currently at the same position in the cycle as 2007 — just before the Global Financial Crisis — and what the smart money did last time, and what to do now
The 100-year pandemic cycle — how Spanish flu, cholera, and COVID all followed the same pattern, and why Andrew saw COVID coming
The 90-year geopolitical cycle: how the polarization, rise of nationalism, anti-immigration sentiment, and challenges to global order we're seeing now mirror the 1930s decade almost exactly — including the economic conditions that led to the rise of fascism
The 250-year empire cycle — America at a tipping point, the petrodollar's quiet expiry, and China's strategic expansion while the West was distracted
Why Andrew predicted the Israel-Iran conflict to within 30 hours — the convergence of a 45-year cycle, a 90-year cycle, and a 36-year cycle, and why Netanyahu's personal history from the 1976 Entebbe raid has driven his policy decisions in Gaza and Lebanon
The AI boom through the lens of cycles — why every major boom is fueled by new technology, and whether the return on investment can justify what's going in.

Note: This conversation is for informational and educational purposes only and does not constitute investment advice. Please consult a qualified financial professional before making any investment decisions.
Episode Highlights:
00:00 - Hidden Patterns Teaser
00:30 - Podcast Intro Setup
01:03 - Meet Andrew Pancholi
04:39 - Why Cycles Matter
07:06 - Real Estate Cycle
08:44 - Big Cycles 2029 Risk
12:15 - What Should We Do
15:38 - Seven Year Life Cycles
19:43 - Forecasting Iran Conflict
24:25 - Pandemic Cycle Evidence
29:29 - Boom Signals And Technology
35:45 - Real Estate Action Steps
40:09 - Timing the Property Cycle
41:38 - Strategy Over FOMO
43:25 - Cycle Experts and Herd Signals
45:53 - Geopolitics in 90 Years
48:44 - The 250 Year Empire Shift
58:11 - Petrodollar and BRICS Challenge
01:06:21 - China’s Resource Playbook
01:11:38 - War Outlook Russia Ukraine Taiwan
01:15:31 - What to Watch Next
01:18:01 - Wrap Up and Disclaimers
Resources mentioned:
Zero Hour — book by Andrew Pancholi and Harry S. Dent Jr.
The Secret Life of Real Estate and Banking — book by Philip Anderson
The Secret Wealth Advantage — book by Akhil Patel
The Art of War — book by Sun Tzu
The Market Timing Report — markettimingreport.com

Quotes:
“The minute you start a conflict, a physical conflict, you have lost the war.” - Andrew Pancholi
“The markets are an indication of the psychology of the world. That's the way I've always been trained and always looked at it, is that it is gonna give you what the psychology of the world is looking at things from a economic standpoint.” - Dwayne Kerrigan
“ If you don't have to buy, keep saving, 'cause the chances are the house prices will come down, and then when we get to about 2031, 2032, that might be a good time to start looking.” - Andrew Pancholi
“ Religious texts, philosophical texts, they all hide mathematical patterns within them. There is something secret hidden away. I mean, it's an open secret if you go and study it, but there are some patterns and years, certain mathematical patterns that do repeat in the bigger picture.” - Andrew Pancholi
“ I put the, uh, message out on the Thursday evening to our subscribers saying, "This is gonna kick off, uh, I believe on tomorrow or, or Saturday," and it actually happened on Saturday. So depending on where you are in the world, it was maximum 30 hours out.” - Andrew Pancholi
Andrew Pancholi is the founder and CEO of The Market Timing Report, a global macro research service used by professional investors, portfolio managers, and family offices to identify risk windows and periods of asymmetric opportunity. For over 40 years, he has forecast turning points in markets including the S&P 500, gold, oil, and Bitcoin using time cycle analysis built on the methods of W.D. Gann, Edward Dewey, and Ralph Elliott. He is co-author of the bestselling book Zero Hour with Harry S. Dent Jr. and a board member of the Foundation for the Study of Cycles. Before market timing, Andrew spent decades as a senior pilot for a major flag carrier airline, including roles as Training Captain and Training Standards Captain.
Connect with Andrew Pancholi: https://andrewpancholi.com/
https://www.linkedin.com/in/andrewpancholi/
The Market Timing Report — markettimingreport.com
Connect with Dwayne Kerrigan
Facebook
Instagram
Linked In
Website
Disclaimer: The views, information, or opinions expressed by guests during The Dwayne Kerrigan Podcast are solely those of the individuals involved and do not necessarily represent those of Dwayne Kerrigan and his affiliates. Dwayne Kerrigan or The Dwayne Kerrigan Podcast is not responsible for and does not verify the accuracy of any of the information contained in the podcast series. The primary purpose of this podcast is to educate and inform. Listeners are advised to consult with a qualified professional or specialist before making any decisions based on the content of this podcast.

Most business owners think getting a call from private equity is the finish line. Brian Will says that's exactly when you're most at risk. In Part 2, Brian delivers the frameworks that took him three exits and decades of hard lessons to build — from the five keys to success (which are also the five keys to failure) to what private equity firms will do to your earn-out if you're not paying attention.
In this episode:
The five keys to success — and why every single one is also a key to failure
Why your business is not your product — it's the business inside the business: marketing, data, systems, and the ability to put any product through a machine that finds customers and converts them
The private equity playbook most sellers never see coming: how an $80 million deal became $60 million, why earn-out structures based on EBITDA are almost always a trap, and why you must never let a PE firm take over your accounting
Brian's AI workflow — three screens, three AI models (Gemini, ChatGPT, and Claude, which he calls Jake, Elwood, and Jeff), and the one prompt he uses to make sure they challenge him
Why you should stop chasing advice from billionaires — and find someone exactly ten steps ahead of you, fresh out of the game, who's made mistakes at your level recently enough to still remember what they felt like
Living Forever AI: Brian's current startup building interactive AI twins for personal legacy, professional use, and homeschooling — and why he's bootstrapping it while competitors have raised $20 million.

Episode Highlights:
00:00 - Escape the Commodity Trap
00:30 - Podcast Intro and Setup
01:30 - Five Keys to Success
01:50 - Key One Strong: Why
02:25 - Keys Two and Three
04:38 - Key Four: Check Ego
05:25 - Key Five: Master P&L
07:33 - KPIs and Pattern Forecasting
09:54 - Pricing and Testing
13:14 - Business Is a Data Game
14:59 - AI for Financial Analysis
16:49 - Living Forever AI Twins
20:37 - Experience Meets AI
23:56 - AI Jobs and Media Fear
29:36 - Why Start at 60
31:07 - Proving It Again
31:52 - Builder Not Manager
32:43 - Exit Strategy Reality
34:51 - Private Equity Earnouts
39:43 - How PE Rollups Work
44:02 - Structuring Safer Earnouts
45:44 - Post Acquisition Lessons
49:52 - Business Beyond Product
55:28 - Using AI As Advisors
57:52 - Stop Chasing Billionaires
01:00:49 - Final Advice And Wrap
Resources mentioned:
Dropout Multimillionaire, No: The Psychology of Sales and Negotiations, The Invisible Multimillionaire, I Give the Dumb Kids Hope — Brian Will's books
Living Forever AI — Brian Will's current company: https://livingforeverai.com/
brianwillmedia.com — Brian Will's website
ChatGPT, Gemini, and Claude — Brian's three AI models, running simultaneously for business planning and analysis
The 7 Habits of Highly Effective People — Stephen Covey

Quotes:
“ If you are a commodity business, the only way for you to win is to chase pricing down to the bottom until you can't make money.” - Brian Will
“ I did a company, literally 32 marketing channels, and when I did the analysis, nine of those channels were unprofitable. Nine. And they represented 20% of their spend, their marketing spend.” - Brian Will
“ And at some point, I started questioning me. I've been doing this consulting thing and telling people what to do for 20 years. I wonder if I actually know what I'm talking about.” - Brian Will
“ Wherever you feel, you know, some angst around something, and this could be anywhere in your life, I think it's really important that you lean into it and realize that that angst is, is not there for you to pull back from anything. It's actually for you to lean into something, and there's something that you don't yet know.” - Dwayne Kerrigan
“ Stop chasing the advice of billionaires, because they can't help you.” - Brian Will
About Brian Will:
Brian Will is a serial entrepreneur, two-time Wall Street Journal bestselling author, and business consultant who has founded or co-founded ten companies across four industries, with combined valuations exceeding half a billion dollars. He is a two-time TEDx speaker and the author of four books including Dropout Multimillionaire and No: The Psychology of Sales and Negotiations. Currently, Brian is the CEO of Living Forever AI and runs a coaching and consulting practice helping entrepreneurs master the core metrics, sales systems, and processes that drive sustainable growth.
Connect with Brian Will: https://brianwillmedia.com/
Connect with Dwayne Kerrigan
Facebook
Instagram
Linked In
Website
Disclaimer: The views, information, or opinions expressed by guests during The Dwayne Kerrigan Podcast are solely those of the individuals involved and do not necessarily represent those of Dwayne Kerrigan and his affiliates. Dwayne Kerrigan or The Dwayne Kerrigan Podcast is not responsible for and does not verify the accuracy of any of the information contained in the podcast series. The primary purpose of this podcast is to educate and inform. Listeners are advised to consult with a qualified professional or specialist before making any decisions based on the content of this podcast.

Brian Will has owned 10 companies across five industries, made three exits worth over $500 million, and written four books — including two Wall Street Journal bestsellers. None of it was handed to him and the odds were very much against him. In this conversation with Dwayne Kerrigan, Brian unpacks the frameworks behind his success: the personal filter, the success ladder, and the $80 million decision he almost said no to.
In this episode:
The "I'm in" moment: Brian's business partner Steve asked him to borrow $66,000 more after nine months of zero revenue and $500,000 in losses — Brian's accountant, CMO, and COO all quit before he finally said yes, and the company sold for $80 million just 18 months later
Why "failure leads to success" is a myth Brian calls out directly — it's learning from failure that leads to success, and most people skip that step entirely
The success ladder framework: Brian started at step zero with no education, no backing, and no mentors — and why the only two ways to climb are to learn every painful lesson yourself or find someone who's already done it
The personal filter concept: everything you've ever heard, read, and experienced creates a subconscious filter that accepts or rejects new information — and why people who seem to have the Midas touch aren't lucky, their brain just knows how to recognize success
How Brian's abusive childhood created what he calls the "anger box" — and how that same fuel, once controlled, became his most powerful sales and leadership tool
Why three years of counseling after his divorce was the moment he realized the only person he was still trying to prove anything to was himself

Episode Highlights:
00:00 - Keep Moving Forward
00:15 - Podcast Intro
00:47 - Meet Brian Will
02:53 - Dumb Kids Hope Story
04:40 - Military Discipline Lessons
08:30 - Abuse, Anger, and Trauma
12:28 - Anger Box Control
13:35 - Learning From Failure
17:04 - Mentorship Strategy
17:59 - Steve and the Big Bet
19:40 - All In Decision
20:38 - Breakthrough and Exit
22:36 - Ego Surrender and Trust
26:46 - Vulnerability and Divorce
32:20 - Drowning Mind in Books
34:30 - Who Steve Was
35:27 - Equity Swap Origin Story
39:23 - Email Marketing Gold Rush
41:10 - Success Filter Framework
46:05 - Wrap Up and Next Episode
Resources mentioned:
I Give the Dumb Kids Hope, Dropout Multimillionaire, No: The Psychology of Sales and Negotiations, and The Invisible Multimillionaire — Brian Will’s books
How to Win Friends and Influence People — Dale Carnegie book
Master Key to Riches — Napoleon Hill book
The E-Myth Revisited — Michael Gerber book
Blink — Malcolm Gladwell book
Rich Dad Poor Dad — Robert Kiyosaki book
Living Forever AI — Brian Will's current company: https://livingforeverai.com/

Quotes:
“ Failure does not lead to success, ever, never, ever, ever. Learning from failure leads to success, and that's the thing that a lot of people don't do, especially in business.” - Brian Will
“ In 60 days, we hit our first offer. We did $6 million, then 20, then 30, and then sold the company for $80 million 18 months later.” - Brian Will
“ The only person that still thinks, or in my case, still thought that I was that kid laying in the yard crying after I got beat up by my stepdad was me. I was the guy that I did, I had to prove something to.” - Brian Will
“ Failure will be inevitable at some point, and learning is optional." - Dwayne Kerrigan
“ It's your personal filter that will determine whether you succeed or fail in life.” - Brian Will
“ Most of the time, they quit right before they're about to make a breakthrough. That's just a fact.” - Brian Will
About Brian Will:
Brian Will is a serial entrepreneur, two-time Wall Street Journal bestselling author, and business consultant who has founded or co-founded ten companies across four industries, with combined valuations exceeding half a billion dollars. He is a two-time TEDx speaker and the author of four books including Dropout Multimillionaire and No: The Psychology of Sales and Negotiations. Currently, Brian is the CEO of Living Forever AI and runs a coaching and consulting practice helping entrepreneurs master the core metrics, sales systems, and processes that drive sustainable growth.
Connect with Brian Will: https://brianwillmedia.com/
Connect with Dwayne Kerrigan
Facebook
Instagram
Linked In
Website
Disclaimer: The views, information, or opinions expressed by guests during The Dwayne Kerrigan Podcast are solely those of the individuals involved and do not necessarily represent those of Dwayne Kerrigan and his affiliates. Dwayne Kerrigan or The Dwayne Kerrigan Podcast is not responsible for and does not verify the accuracy of any of the information contained in the podcast series. The primary purpose of this podcast is to educate and inform. Listeners are advised to consult with a qualified professional or specialist before making any decisions based on the content of this podcast.