As an agent, you should always be looking to improve your skillset and knowledge in any way you can. From reading trade publications to attending seminars, it’s crucial that you’re always on the lookout for more information because this will both help you succeed and make your clients happier.
Having inner knowledge of the real estate field is one thing, but reading books will help you improve your communication and people skills, some of the most valuable things an agent can have. It is important to note that every individual is different, and what matters to one agent may not matter to another.
The books listed here are simply meant for inspiration and should be taken as a starting point for your own shopping list. Each book has a short blurb about why the agent might find it useful. This blog shares a list of the top 7 books every real estate agent should read.
1. The Millionaire Real Estate Agent by Gary Keller
Gary Keller is known for his “millionaire” approach to real estate that focuses on increasing your profits by cutting the traditional costs of real estate. Through his book, he teaches you how to cut costs like home staging and marketing and then reinvest that money into a better return.
It is also important to note that Keller focuses on the fact that his approach is meant for the “top 1%” of real estate agents who are already doing exceptionally well in their business. If you’re looking to improve your skillset as an agent, it would be beneficial to consider this book.
The book offers more than just Keller’s opinion on the subject. It also gives you a step-by-step approach and a series of lessons that will help you understand his methods better.
It’s important to understand how much money you need to invest in outdoing your competition, but it’s also about understanding the financial risks that come with those investments.
Keller does a good job at laying out and detailing these risks so that agents can feel more confident in what they’re doing. Furthermore, the book is essentially a blueprint for success as a real estate agent.
Keller’s strategy is quite simple, but it’s based on the fact that his clients are doing extremely well at the top of their class, so they have the ability to work around conventional business models like flipping properties and making a lot of money quickly.
The book is more than just about real estate and building an empire and having a legacy for yourself.
2. The High-Performing Real Estate Team by Brian Icenhower
Brian Icenhower’s The High-Performing Real Estate Team is a go-to guide for anyone who is looking to improve their team management skills. The book focuses on the relationship between agents and how they can work better together to achieve higher performance levels.
It’s important to note that this book is best meant for real estate agents who have a high level of experience and are looking to improve their team management skills. The book gives detailed and insightful insights on what they should do when they’re in charge of a team.
The book offers insights on recruiting, hiring and promoting a well-balanced team with different personalities. It also gives great insight into how to motivate and retain your employees. The book also includes detailed details on how to make all of this work.
It’s important for you to consider the advice in this book as you’re looking for a way to improve your team management skills and increase the productivity of the team you’ve put together.
This will help raise the performance levels and efficiency of your team, which means that you’ll be able to handle bigger deals and make more money for yourself and for your clients.
It is also important to note that the book is not meant to help you manage the team alone. It will only work if the rest of your staff are professionals and willing to work with you to achieve something great, so it’s important that you have a plan before starting this journey.
Additionally, the book is divided into different chapters that give you a holistic look at what you should be doing to increase your team’s performance.
3. The Conversion Code by Chris Smith
When it comes to building a relationship between an agent and their client, the best thing that you can do is to keep your communication open and genuine. This will help make all of the difference in whether they will stay with you.
Chris Smith’s The Conversion Code provides concrete insight into how you can communicate better and more effectively with your customer to feel more confident in their choice to buy your product.
It is important to note that this book is meant for “sales relationships. It is not strictly real estate related, but there are some great insights in here that will provide you with a better understanding of how to communicate with your potential customers and get them to trust you.
The main focus of this book is communication. However, it is more about how to communicate and less about what to say. Smith details everything from how you should look at someone while they’re talking (eye contact) to the gesture you should use when talking (hand gestures).
The main idea here is that you need to treat each and every one of your clients like a close friend. The book teaches agents how to do this in simple and creative ways.
It’s also important to note that Smith gives agent’s advice on how they can use the internet to their advantage, which is one of the most important things you should focus on when it comes to online marketing.
Further, the book also teaches agents how to use the internet to their advantage in terms of marketing. It teaches you how to set up your website properly (splash pages, blog, presence on social media, etc.) so that it helps your website get better organic traffic from search engines.
Marketing is just as important as any other aspect of business, and it’s important to remember that people’s first impression is based on their first impression of you.
4. The 7 Levels of Communication by Michael J. Maher
In order for you to be a better real estate agent, you have to know how your clients think and get them to communicate more effectively with you. This will make all of the difference in whether or not they’re going to buy your product.
Through his book, Maher offers concrete advice on how to speak with different types of people. He focuses on the fact that there are 7 different levels that people reach and talks about how we should use those levels when it comes to our communication skills.
The book also offers a system that Harrington uses to get his clients to commit to buying his product. He talks about the seven levels of commitment and how he uses these levels to get his clients to buy.
It’s important for you to pay attention each time you’re communicating with your customers. You need to give them the best advice and advice in the most genuine ways possible because if you do this, they’re most likely going to buy your product.
Additionally, you’ll also be able to get them to continue to buy your product in the future. This book provides an amazing system and approach to getting your clients to commit to buying your product and staying with you.
As an example, Harrington talks about how he used one of his clients as the center of a show when he was selling another product. He achieved this by showing how that client got into a car accident, which caused him to lose money on his investment.
5. Secrets of Closing the Sale by Zig Ziglar
When it comes to closing the sale on a potential client, Ziglar’s Secrets of Closing the Sale is a must-read. He provides great insights on how you can maximize your chance of making money when you’re trying to close the sale.
The main idea in this book is that you need to build trust with your buyer as quickly and authentically as possible. He gives examples of how he does this by giving clients advice and information about his products throughout his sales calls.
This is another book that is meant for “sales relationships.” However, some of the things that Ziglar teaches are applicable to real estate. He gives advice on how to make your clients feel better about what they’re buying and how to get them to trust you more so you can close the sale.
Regardless, it’s important for you to consider this book as part of your repertoire if you want to be a better agent and make more money.
6. Never Split the Difference by Chris Voss
As a realtor, it’s important for you to know how to negotiate and get a good result. Never Split the Difference by Chris Voss is one of the number one books that you should check out if you want to learn how to do this.
This book teaches you negotiation tactics that will help you get the results that your clients are looking for and make the process easier for everyone involved. It’s important to note that Voss does not let you give in too easily when negotiating with someone.
However, he also gives you advice on how to negotiate with them. This book will teach you how to get the most out of any negotiation so that you can come out on top in the end. In some cases, you may have to ignore your emotions when negotiating with someone.
However, it is important that you do not let yourself take advantage of a situation by being too aggressive. This can lead to unnecessary mistakes that you would be better off avoiding. Another interesting bit about the book is that it teaches you how to use empathy when negotiating with someone.
Another thing that Voss does is focuses on the psychology behind how other people will think and react toward you. The same applies for how you come across to your clients as well. He talks about the different ways in which people can respond and think when it comes to you.
In general, everyone has a need to be “right” when they negotiate with someone else. However, sometimes you’ll have to overlook your need to be right when negotiating with someone for their benefit.
The point that Voss is trying to make here is that you need to get the best deal possible for yourself or your clients and give them the best experience possible. Hence for one to become a millionaire real estate agent, he must read the book of Chris Voss.
7. Atomic Habits by James Clear
When it comes to being a better agent, it’s important for you to know how habits work. James Clear has a great book on how habits are created and maintained if you want to be a better agent. Atomic Habits will change the way that you look at creating and maintaining habits.
This book will show you how important it is for you to create good habits so that you can maintain them once they’re there. This book is about 75% about real estate and about 25% about general life improvement.
The reason for this is that Clear believes that most people have habits more focused on the things in their life that don’t directly relate to their jobs. As a result, an individual can become a real estate mogul if he or she focuses on having better habits.
Another thing to note is that habits are something that can be changed if you’re willing to put in the time and work. Thus, it’s important for you to read this book if you want to have habits to improve your real estate agent abilities.
What does this mean for you as an agent? It means that you need to think about all of the small things in your life. You need to think about how you eat, sleep, and breathe in order to stay consistent when it comes to closing the sale each time.
This book will show you how to do this with ease so that you can get great results. The above books provide amazing insights on how you can become a millionaire real estate agent.
One of the things that you need to do is think about your goal. You must really want it so that you can put in the effort needed to make your goal happen.
Conclusion
However, you don’t have to read all of these books at once. You may choose to read one book at a time depending on the time that you have available and what you’re trying to achieve.