Being a real estate agent is no easy task. You’re constantly put in situations where you must know every aspect of the property before properly selling it. And with such an expansive field, it’s important to be as knowledgeable as possible. With that in mind, here are the top seven books every real estate agent should read.
The Millionaire Real Estate Agent by Gary Keller
The Millionaire Real Estate Agent is the first book in one of Keller’s “5-2-1” series. It was written in 2003 and lays out the basics of real estate in a practical manner. The book dives into topics such as the financial aspects of making a good deal, the basics of dealing with contractors and inspectors, and the types of investors to target.
Besides that, the book also lays out principles you can use as you enter your real estate career. One of the core principles is “Quality over Quantity,” and Keller explains how if you’re looking at a property that may be a bit outdated, you don’t want to go out and buy as many ranches in that area as possible.
In any case, you will benefit from these strong properties and have an incentive to sell them quickly. Another core principle is his “B.I.G.” method which stands for Budget, Income, and Goals.
There’s no chance of success if you don’t have control over those three things. After explaining all that, Keller ends the book with a testimonial section, where he explains how he came up with the 5-2-1 series and how it all came together to create a very successful real estate business.
It’s not one of Keller’s most advanced books, but it’s a great way to start if you’re new to the property development world.
The High-Performing Real Estate Team by Brian Icenhower
High-Performing Real Estate Team was written by Brian Icenhower, a real estate agent who spent 12 years creating a high-performing real estate team. The book lays out the group’s philosophy on getting more clients.
It goes over all the different investments you can make and which ones are better suited for which type of investor. The book also lays out a few different methods you can use to increase your overall profits, detailing how each strategy works and which times are most effective.
Lastly, the book explains some advanced techniques, such as getting a license to run your property management services for your clients. Building on that, Icenhower lays out the entire plan for setting up said operation.
This book is great for anyone trying to get started in the business. It won’t teach you much about land acquisition, but it will cover all the other topics you need to know.
The Conversion Code by Chris Smith
The Conversion Code is a how-to book on real estate. The book starts with a chapter on dealing with the apartment manager. It also covers some of the basics you should know about tenants and tenants’ rights, along with the various laws that govern the sale of apartments.
In the book you’ll also learn a bit about the types of contracts you’ll use with buyers and sellers. It explains why you should be using certain contracts and what they should look like, making selling your property easier. The book further goes into more detail on some of the different types of buying properties.
Things such as wholesaling, fix and flips, and pre-foreclosures are all covered in depth, giving you information on how to make money from them. This great book will teach you everything you need to know about real estate from start to finish.
The 7 Levels of Communication
Published by Michael J. Maher in 2010, the Seven Levels of Communication is a how-to book on improving your communication skills. In the book, Michael covers all communication basics, such as being more assertive and open about yourself.
But that’s only one side of it. The other side is easily one of the most important things you can do. It deals with how to improve your listening skills. The book also covers the different communication styles and how you can change your mind set to adapt well to those different ways of communicating.
This book is a must-read for anyone who isn’t happy with their real estate skills and wants a more rounded understanding. It will teach you all the basics you need but also show you how to use it as a tool for developing yourself further as an agent.
Secrets of Closing the Sale by Zig Ziglar
Zig Ziglar first wrote Secrets of Closing the Sale in 1982. It’s a self-help book that teaches you how to use your personality and communication skills to sell yourself. The book even covers other topics that can help you as an agent, such as how to read your client’s body language and what this tells you about their ultimate decision.
It also covers thinking positively, affirmations, personal responsibility, and more. It’s a great book on how to get your clients to buy from you, but it’s more important than that. It shows you how to be a better agent and how you can use your skills to help the people working with you.
The book was originally written in 1982, so there are some outdated parts here and there, but the core concepts are still relevant and can help you become a better real estate agent.
Never Split the Difference by Chris Voss
Never Split the Difference is a book by former FBI hostage negotiator Chris Voss. He describes how the same principles he used in his work can apply to almost any business, including real estate.
Don’t let the name fool you. This book isn’t about negotiating with your seller or client. Instead, it’s about negotiation with yourself. This book will help you become a better negotiator regardless of what you’re negotiating over.
If you’re an agent and you want more control over your deals, or if you’re a broker who wants their agents to make more money, this is the book for you.
Atomic Habits by James Clear
Atomic Habits is a self-help book written by James Clear. It contains a few excellent tips for improving yourself but doesn’t cover real estate specifically. Instead, it focuses on habits and how these habits can improve your life in general.
The book then goes over the different types of habits and shows how you can change these habits to make yourself better in several different areas. In addition to that, the book also goes over motivation, which is a very important thing to consider when it comes to sales. Finally, a few chapters cover different types of emotional responses and how you can deal with them.
Reading a book is one of the best ways to gain insight and improve yourself. However, there is no single book that is going to teach you everything you need to know. Start by reading the books on this list, and then find more books that deal with your specific goals and challenges.