How much knowledge do you have in your brain?

You know the ins and outs of your market. You know the exact questions that your leads are asking.

Have you ever thought about writing down all of that information, and publishing a book?

Creating a book is a great freebie item that you can send to any potential leads. This helps establish your authority (especially if you are serving a niche market that can take longer to convert to a sale).

But it sounds intimidating ...publishing a book? Isn’t that a lot of work?

Jay Otlewski, from Phoenix, Arizona, is here to share how he wrote a book that serves his niche perfectly, and acts as a lead magnet to bring in new business. Not only has Jay capitalized on his knowledge acquired over years of serving as a real estate agent, but he’s figured out how to turn that book into a lead-generating machine.

Best of all - Jay didn’t study writing. In fact, he’s a math guy. But when he sat down with a cup of coffee and a notepad, and made a list of all the questions he could answer, it wasn’t long until he had finished writing the definitive 100 page guide to buying a home in an active adult community in the Phoenix area.

If Jay can do it, you can too! Make sure you listen to this episode of the Selling the Dream podcast to get inspired on how you can use an eBook to attract even more qualified leads to your business.

But before we dive in: have you created your free profile on the Second Home Agents website? Go over and get started: it’s FREE to join. Click here to register, fill out your profile and get listed today.

Highlights of this episode:

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  Tom introduces Jay Otlewski, and his business in Phoenix, Arizona.

  
  
  
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  When Jay moved to Phoenix, he decided to niche down and learn everything he could about “active adult communities.” He wasn’t even old enough to join one, but he focused on learning everything about them.

  
  
  
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  Reminder: you don’t have to live a niche to serve it effectively. You can serve second home buyers and not own a second home. You can serve luxury real estate and not own a luxury home. It’s all about being educated.

  
  
  
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  In the beginning, Jay was going to sell to EVERYONE - but then he niched down deep.

  
  
  
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  When you know what motivates buyers and sellers, your job becomes easier.

  
  
  
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  To serve his niche, Jay wrote and published a book!

  
  
  
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  To write the book, Jay thought of all the questions he’d ever been asked, and just started writing down the answers. The result was a 100 page book!

  
  
  
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  “Writing it was a lot easier than I thought; it was a matter of knowing the answers to questions and then writing them out.”

  
  
  
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  Need an idea for a book? What are the questions that you answer over and over again?

  
  
  
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  Jay uses the book as a lead magnet. The cost per copy (including shipping) is about $7. Not bad when it can convert to a potential sale!

  
  
  
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  A book offers knowledge and expertise.

  
  
  
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  Don’t be afraid to niche. Doctors have specialties, and know the ins and outs of one particular area.

  
  
  
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  You aren’t trapped in your niche: it doesn’t mean you can’t serve anyone else. It just helps you determine which business you are going to focus on and pursue.

  
  
  
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  Make sure that your book serves your niche. Jay’s book serves those looking to purchase in active adult communities. It does not cover first time homebuyers.

  
  
  
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  If you’re a new agent, Jay has some advice. Pick a niche that you love, and dig deep into it. Get to know everything about it, and how you can best serve that niche. Get a coach or mentor to help you as you’re digging into your business.

  
  
  

Hey everybody, thank you so much for spending time with us today: would you do me a giant favor and share this podcast with fellow realtors, and leave a review. Your reviews help this podcast get shared with more people.

Connect with Jay Otlewski:

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  Website

  
  
  
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  LinkedIn

  
  
  

Connect with me (Tom):

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  2nd Home Agents website

  
  
  
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  Facebook

  
  
  
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  Instagram

  
  
  
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  YouTube

  
  
  

Subscribe to the Show

Don’t miss a single episode of the podcast. You can search for “Selling the Dream” on any of your favorite listening platforms, or follow the links below:

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  iTunes

  
  
  
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Have you made your free profile on the Second Home Agents website? Go over and get started: it’s FREE. Click here to register, make your profile and get listed today.

As always, thanks for listening. Don’t forget, you’re not selling a home: you’re selling the dream.

See you next time!