Selling the Dream: A Podcast for Resort & 2nd Home Real Estate Agents
Ep. 141: December Mastermind Call Recap
Do you remember when we talked to Jay Otlewski? We talked to him in episode 119, where he shared one of his best resources: a book that he wrote himself!
Jay found that his target clientele lived outside the Phoenix, Arizona area, but were buying homes in Arizona.
How could he best serve them? He’d taken the time to get to know their desired communities, and the exact types of people who lived in those areas. But how could he make the connection from a distance?
That’s when Jay, a math guy, sat down and wrote a book. It wasn’t hard: one Sunday morning, coffee in hand and a dog in his lap, Jay just started writing down all the questions his clients had. He answered them, one by one.
Within hours, Jay had the first draft of his book.
When he published it, and began using that book as a marketing tool, he established himself as THE real estate expert in active adult communities in the Phoenix area, and his business has dramatically changed.
One little 6x9 book brought in hundreds of qualified leads who believed that Jay was THE real estate agent to help them find their dream home!
After I talked to Jay for his interview, I know that I had to bring him back to speak to our mastermind group. We asked him all the questions, and got all the details. If you’ve ever thought you couldn’t write a book in your business, well, I’ve got news for you: you can!
Don’t miss this episode, where Jay breaks down again just how he created one of the best lead generators in his business, and be inspired by how you can too!
Before we dive in: start your new year with an amazing network of the best second home agents. Make sure that you create 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 the December Mastermind call, and this month’s guest trainer, Jay Otlewski.
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Catch Jay’s interview on episode 119 of the podcast!
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Jay shares that he is on the call to tell about how he wrote a book, and it ended up being an incredible source of leads.
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When you pick a niche, you can get to know it and serve it WELL. That’s one of Jay’s keys to success!
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Jay took time to walk through all the communities that he wanted to serve, and get to know them, and the types of people who lived in each. It took him nearly a month to do that.
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Most of Jay’s buyers are from out of state: so how can he target them?
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He became the expert, and found ways to prove his expertise. One of the most important ways that he proved he knew the area was by publishing a book.
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Our clients and leads can tell if we truly know what we’re talking about!
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The cost to produce a book is miniscule to the value it will bring to your business.
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Not sure where to start? Just start with an outline, and figure out what you want the chapters to be.
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If you’re not feeling sure about your spelling and grammar, you can always reach out to your connections - you never know when you’ll find the right person for the job!
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Jay made his book 6x9, because it fit the size that he commonly read, and is easy to ship.
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You don’t have to fill all of the space - don’t just write fluff! Answer the questions that your ideal client is asking, so they are guided to the sale!
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Black and white print will be the most affordable option: color printing can double the price for your book. The exception for this will be the cover: make that in color if you can!
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Jay orders 250 copies of the printed book at a time: buying in bulk lowers the price.
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You can get an ISBN, and even put a price on the back of the book just for fun.
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Writing the book won’t take too long: just sit down and start answering questions. The more you answer, the more you will think of, and next thing you know, you’ll have a book! Jay spent the most time formatting.
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Create a personality in the book: Jay used a character, a guy named Steve, to help his ideal client be able to envision themselves in the process of buying a home.
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Jay also used Issuu (linked below) to have the book online for people to read.
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When you create, be focused! You can always expand later.
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Get your team involved in the creation process!
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You can send a PDF of the book to your leads, but they are more likely to read a physical book.
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Join us for the next mastermind on January 8th, where Jessica Forrester will be sharing how she works with her ISA’s!
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Make sure you subscribe to the Selling the Dream podcast so you don’t miss any new episodes: we’ve got great plans for 2020! Leave a review: you never know when it will be read on the show!
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:
Resources Mentioned:
Connect with me (Tom):
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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:
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!
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