Jan. 20, 2019
As many of my followers know, I am an avid (or possibly even rabid) book reader, devouring at least 50 books a year, but more often than not that number is much, much higher.
Not every book I read is great, or even good for that matter. Often times it's the same information retold from a different perspective. I still read nearly every non-fiction business and self-improvement book I can get my hands on.
One of the questions I get asked most often is "what are the best books for real estate agents to read?" There are lots of good ones, but to me there are 12 that stand above the rest. Some are real estate related, while others are about business or self-improvement in general.
This list of the 12 best books for real estate agents to read is what I would recommend any new agent read in their first year in business. They are not ranked in this list, I don't know that I could fairly do so since the content is so diverse. So, without further ado, here is the list.
1. Ninja Selling
This is, hands down, one of the best real estate books I've read. Unfortunately for me, I read it a few years after I had been in the business and didn't get a chance to "shortcut" my way through all of the valuable lessons I could have learned by just reading this book.
A lot of the values that I obtained as a newer agent prospecting my way through the business are featured here. The principals of solving problems rather than selling products were a large part of what made my career so successful.
Also, it is worth noting that Ninja Selling also has a website where you can sign up for free and paid training, webinars, and to download the resources that are mentioned in the book, which make it a big plus for me.
2. The Compound Effect
One of the things I've learned, sometimes through great failure, is that it isn't the big things that drive your success. On the contrary, it's small, consistent successes that lead you towards your goals.
If you look at a person whose life is largely lined with failure, it would be hard to find one or two things that caused this result. It is more often than not the result of consistent bad decisions that leads a person to that life.
The same is true of most people you see who have very successful lives. It's not often the big plays that led them to experiencing this success, but instead daily positive actions towards their goals. Think about it like baseball. Winning the game doesn't require home runs... you just need to consistently hit a single, and once the bases are loaded EVERY time at base is a score.
This book outlines how you can focus on small, measurable actions on a daily basis to lead you towards the amazing life you have always dreamed of.
3. The 10 X Rule
This is another one of the books that I would put on the shortlist of first books to read, and luckily for me it WAS one of the first books I read. This books was a game changer for me, not only in its simplistic message but also in it's one, undeniable truth: Results will take more effort than you think. Setting a massive goal and backing it with massive action with bring far better results than the "SMART" goals we're all taught to to set.
For all intents and purposes, this is mostly a mindset book, but it goes a long way to introduce tangible concepts to help you understand not only how, but why you're going to have to shoot for way higher targets to see the success you're after.
4. The Miracle Morning for Real Estate Agents
This is a book that I don't recommend brand new agents read, because they probably haven't felt the pain yet that this books addresses. This is more of a "month 8" type of book, but it's teachings can be used before the burn starts if you want to be proactive.
This book teaches it's lessons through a story of real people, which is one of my favorite ways to learn. The story is really geared towards someone who is burning out after several years in the business, but I find that this feeling hits a lot of newer agents as well.
It covers the exact steps a real estate agent should take to get their days, and their lives, under control. It's certainly another mindset book, like the "10 X Rule", but it provides a lot of practical information and exercises that can really help you set yourself up for success.
While you don't need to wait for things to get tough to read this book, if ever you're feeling let down and not sure that your efforts are amounting to much, pick it up and sit down for a weekend and finish it. You'll walk away a more spiritually sound individual with a strong mindset ready to dominate your market.
5. Mindset, Models, & Marketing
This is another one of my recommendations for early reads. There are a lot of books out there about making it in real estate, but Tom Ferry's approach in this book is more complete and wholistic than almost any other book on the market.
A lot of the books from self-proclaimed real estate gurus is total garbage. Either too soft, or too hardcore, or worse from time to time... incomplete. This books is neither of those things. Tom's teachings are something that almost anyone should be comfortable following, and they are extremely practical as well.
Another thing that I like about this book is that you can take and leave what you want and still walk away as a better agent. While I'd recommend that you follow <em>all</em> of his advice, even pieces of it will make you a far better agent than you were before.
6. Listing Boss
Like Tom Ferry's Book "Mindset, Models, & Marketing", this is another book with a wholistic approach to being an agent. It's a bit more aggressive, and I feel like you really need to have an open-mind to really benefit from this book.
Hoss Pratt says things that may be hard to digest in this book, but they're things I struggle teaching my agents every day. If you want to achieve success, you're going to have to make some decisions and take some actions that may put you out of your comfort zone.
If you're not <em>really</em> serious about diving deep and pushing yourself, you may want to hold off on this book. If you're ready to take some common sense advice on how to be a bolder, more successful real estate agent, this book is for you.
7. The One Thing
I started off at Keller Williams, and I'm glad that I did because I wouldn't have been introduced to this book otherwise. Love him or hate him, Gary Keller has strong opinions on what an agent should do to be successful, and his company track record suggests that he might know what he's talking about.
There's a lot to digest in this book, but I'll give you a brief synapses... there's probably really one thing that you need to focus on to actually grow your business. Sure, there are lots of things you need to do to run you business, but probably only a single item you need to be focused on to grow it.
This book talks about identifying your "one thing", which I have found can change from time to time. It also goes into details on how to time block to ensure maximum returns focusing on your one thing.
8. Never Split the Difference
There aren't a lot of books out there on negotiations, and fewer books that are any good. Of the ones that I've read, this was by far the best.
This book was written by a former FBI hostage negotiator turned corporate trainer, and it's full of both "war stories" and lessons that help you apply what he learned in the field towards your own sales negotiations.
I have used his teachings in everything in my life, both in business and in my personal life. I've closed 7 figure transactions with his teachings. I've also used them to negotiate significant discounts on cars, furniture, and jewelry. It's a tougher read than some books, but mandatory is you want to maximize your ability to negotiate in a transaction.
9. Fanatical Prospecting
What sets this book apart from others I've listed is that it is almost entirely centered around the principals of prospecting. It's more than just "where" you should be prospecting, but "how".
This book covers every detail of how to become a living, breathing, prospecting machine with being a walking brochure for real estate sales. Everything from networking, cold calling, and even the science behind leaving voicemails is covered here.
While there's less real estate information in here than some of the other books I've listed, the skills taught in the book are universal to sales and can turn you into a high-powered, high-profit salesperson.
10. The 5 Second Rule
Not everyone needs to read this book, but almost everyone should. If you've ever found yourself in a place of procrastination or avoidance, this book can propel you out of that hole and towards dominance.
Whether it be having a hard time getting out of bed in the morning or paralysis in the face of big decisions, this book will help you to make decisions faster, take action more quickly, and overcome the one thing that prevents more people from achieving success than anything else: a failure to move towards your goals.
11. Think and Grow Rich
Ok, so we're taking it back to the old school here, but this book is the OG of self-improvement books after nearly a century in publication.
If you can get past the bold talk of "secrets" and to the meat of the book, you'll find that the information in this book is more powerful than almost anything else you can ever read. Understanding that you can change your destiny by believing in your potential, and then creating a plan to achieve that potential, is one of the most powerful ways on the planet to manifest the future you want.
12. The HyperLocal HyperFast Real Estate Agent
This isn't one of the best books for real estate agents based on its quality alone. I found that the book was somewhat lacking in certain areas, the most of which was well-roundedness. But for the areas the book was unimpressive, there is a much greater quality I think agents should learn about.
The story of this agent is remarkable, and it tells us a lot about doing whatever it takes to get clients to sign up to work with you and getting getting deals to go through. Cutting commissions, knocking doors, and leaving fliers are just a small part of it.
This book is a tale of an agent who started with very little and turned it into a very successful career by being creative, flexible, and willing to sacrifice when the big picture required it.