There is a direct correlation between how many sales/business/human behavior/economic books you listen/read and the number of homes you sell.
The more I read the more I made.
Here are the top 10 must-read books for real estate agents
Over the past 14 years, I have read 322 business and sales books to improve as a real estate agent.
99% of them weren’t worth it.
Save yourself the time and just read or listen to these ten 👇
Book #1: Influence: Science and Practice – Robert Cialdini
Most agents misunderstand sales. They think sales require convincing someone to do something they don’t want to.
This book teaches you sales is all about influence and persuasion. You can only lead a horse to water; you can’t make them drink it. You can, however, influence them to make the journey to the trough.
Book #2: How To Win Friends and Influence People – Dale Carnegie
Most agents rely on their natural personalities to connect with people.
This book teaches you that there is an art and science to making friends and developing relationships with your clients. These are timeless principles that will change your life and career when implemented.
Book #3: To Sell Is Human – Daniel Pink
Selling is as natural as breathing air. This book teaches us how to sell to connect with the essence of being human. You will learn you already have sales experience because everything is sales.
Book #4: Never Split the Difference – Negotiating As If Your Life Depended On It – Chris Voss
It is shocking how poorly the average agent negotiates. The best agents have to write the fewest offers because they learn how to negotiate properly.
This book teaches you how to negotiate the right way. Most negotiation techniques are counterintuitive and must be learned. This book gives detailed examples that translate perfectly for real estate agents.
Book #5: The Little Red Book of Selling – Jeffrey Gitomer
Most agents think selling is hard because they don’t understand why people buy.
This book teaches you why people buy and the buying principles that drive sales.
Book #6: Grit: The Passion of Power and Perseverance – Angela Duckworth
Most agents think real estate should be like an episode of House Hunters on H&G Network. They are shocked to find out most buyers don’t buy and most homeowners don’t sell.
This book teaches you the mindset that all successful agents discover they must have to produce at a high level so, that they can have an abundant career.
Book #7: Mindset: The New Psychology of Success: Carol Dweck
Agents with a fixed mindset will reach their natural plateau and never progress personally and professionally. They will get discouraged and ultimately quit or fail out of the industry.
This book teaches you a growth mindset. After decades of research, world-renowned Stanford University psychologist Carol S. Dweck, Ph.D., discovered a simple but groundbreaking idea: the power of mindset.
Book #8: Fanatical Prospecting: The Ultimate Guide to Opening Sales Conversations and Filling the Pipeline by Leveraging Social Selling, Telephone, Email, Text, and Cold Calling – Jeb Blount
What most agents don’t understand is that if they are not on the phone or with a client they are not making any money.
This book is an eye-opening guide that clearly explains the why and how behind the most important activity in sales and business development—prospecting. The ultimate dollar productive activity.
Book #9: Getting to Yes: Negotiating Agreement Without Giving In – Roger Fisher & William Ury
Most agents think they have to win at negotiations therefore there are losers. The truth is much different. Agents don’t need to win anything, they need to reach agreements.
This book Getting to Yes offers a proven, step-by-step strategy for coming to mutually acceptable agreements in every sort of conflict.
Book #10: Zig Ziglar’s Secrets of Closing the Sale: For Anyone Who Must Get Others to Say Yes! – Zig Ziglar
The best advice I ever received in my real estate career is that you have to ask. You have to ask for a decision. Shockingly most agents fail to launch the most important moment of the sales process, the closing.
This book teaches you how to close a sale. Learn the secrets of persuasion and successful salesmanship.
Art of persuasion focuses on the most essential part of the sale—how to make them say “Yes, I will!”
• Over 100 successful closings for every kind of persuasion
• Over 700 questions that will open your eyes to new possibilities you may have overlooked
Instead of reading 322 books, read these 10:
• #1 – Influence: Science and Practice – Robert Cialdini
• #2 – How To Win Friends and Influence People – Dale Carnegie
• #3 – To Sell Is Human – Daniel Pink
• #4 – Never Split the Difference – Negotiating As If Your Life Depended On It – Chris Voss
• #5 – The Little Red Book of Selling – Jeffrey Gitomer
• #6 – Grit: The Passion of Power and Perseverance – Angela Duckworth
• #7 – Mindset: The New Psychology of Success: Carol Dweck
• #8 – Fanatical Prospecting: The Ultimate Guide to Opening Sales Conversations and Filling the Pipeline by Leveraging Social Selling, Telephone, Email, Text, and Cold Calling – Jeb Blount
• #9 – Getting to Yes: Negotiating Agreement Without Giving In – Roger Fisher & William Ury
• #10- Zig Ziglar’s Secrets of Closing the Sale: For Anyone Who Must Get Others to Say Yes! – Zig Ziglar
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Nick McLean
Nick McLean Real Estate Group
Real Estate Greatness
Cheplak Live Coach