The real estate game is constantly evolving, and that means new real estate agents will need to do some reading to catch up. Much of the base of entrepreneurial knowledge that I’ve built over the years is contained in these 10 best real estate books, and these tips are currently being used by the best real estate agents across the country. Whether you skim or scour the pages, the contents of these books will change the nature of your brokerage game – just like they changed mine back when I was new to the business.
| Book Title | Topic |
|---|---|
| Rich Dad Poor Dad | Mindset |
| Think and Grow Rich | Mindset |
| The One Thing | Mindset |
| 7 Habits of Highly Effective People | Mindset |
| How to Win Friends & Influence People | Sales |
| Fanatical Prospecting | Sales |
| Never Split the Difference | Negotiations |
| Grit | Mindset |
| The Millionaire Real Estate Agent | Real Estate |
| Brokers Who Dominate | Real Estate |
1) Rich Dad Poor Dad by Robert Kiyosaki
“Rich Dad Poor Dad” is an exploration of the philosophies of the rich and the poor as taught through the lens of fatherhood. Through this narrative, the author suggests that poverty is merely a mindset and that the right parental advice could set you on the path to success.
You don’t need to be a child to read the wisdom of Robert Kiyosaki’s fictional fathers. The rich dad plays to win, while the poor dad plays simply not to lose. As long as the protagonist listens to the right set of advice, he’s sure to achieve the wealth and stability that every entrepreneur is looking for.
My advice is to get your mindset in the right place prior to diving into the other sales or real estate books. The real estate industry is a component of a larger financial system and “Rich Dad Poor Dad” will teach you how the monetary game works so you don’t get played like the masses do.
2) Think and Grow Rich by Napoleon Hill
“Think and Grow Rich” is the classic self-help book for the ambitious and a must for new real estate agents. This motivational essential from 1937 is responsible for establishing most of modern entrepreneurial culture. If you read this one first, you’ll have an easier time digesting the many other motivational pieces on the market.
Napoleon Hill believed firmly that thoughts have power over your life. He places a strong focus on faith and desire, and his prose carried a strong call to action. From maintaining a positive mindset to learning how to redirect your energy, “Think and Grow Rich” will teach you the mental skills needed to live your dreams.
You will thank me later in your career when you are juggling several deals at once and going down the mental roller coaster that the real estate industry will put you through. And then you will remember the “burning desire” and “deadline” that you created for yourself after reading “Think and Grow Rich” to persevere through it all.
3) The One Thing by Gary Keller
What if, by completing just one task, you could make the rest of your work completely unnecessary? “The One Thing” is an exploration of this concept accompanied by a new working mentality that has taken the business world by storm.
According to popular philosophy, 80% of the results come from 20% of the work. Gary Keller suggests that this ratio isn’t just a fluke and that most people are wasting 80% of their workday. Keller’s belief is that if you only focus on the single most important task on your list, the others will suddenly seem less necessary. With a strong emphasis on scheduling and focus, “That One Thing” can help you completely reorient your workday.
Since most real estate agents start on a pure commission pay structure, you will quickly realize that time is your biggest asset. It is essential that you prioritize certain business practices or else you will be spending countless hours while still wondering why you aren’t earning more money.
4) 7 Habits of Highly Effective People by Stephen Covey
Reading “7 Habits of Highly Effective People” is like taking a trip straight back to 1989. This iconic piece presents the idea of a successful work ethic as a simple mathematical equation. By calculating how much time you spend working and how much time you spend caring, the author believes that you can turn yourself into a well-oiled career machine.
The 7 habits that Stephen Covey chooses to discuss are all related to mindset. His advice spans from importance-based activity ranking to synergizing with team members. As long as you maintain a practical and proactive mentality, Covey suggests that you can solve every problem and launch yourself towards success.
I implore you to surround yourself with the “rain makers” and “closers” of your real estate office so you can take notice. I can almost guarantee you that the most successful real estate agents in the industry have mastered these 7 habits.
5) How to Win Friends & Influence People by Dale Carnegie
No real estate reading course would be comprehensive without mentioning “How to Win Friends & Influence People.” This book has been setting the standard for social interaction for nearly 80 years. Most people have read the revised edition, which was published in 1981.
Dale Carnegie uses this book to lay down rules for getting people to like you. It’s a philosophy of quick agreements and simple niceties that leaves the reader feeling like they can gain control of most social situations. The impact that this book has had on modern business culture is obvious and sweeping; even if you don’t follow its tenets, you should still be aware that they exist.
If I could go back to when I first started, I wish I would have focused more on the principle of “putting yourself in someone else’s shoes.” The ability to communicate with different personality types and being able to figure out their perspective on things will go a long way in this industry. The sooner you master this skill, the better it will be for all aspects of your craft.
6) Fanatical Prospecting by Jeb Blount
Is your pipeline empty? “Fanatical Prospecting” is a book that explains how to keep the clients and money flowing while you build up your ambitions. This book is a must for members of the real estate industry who are in steady competition for the same set of buyers and sellers. The clients exist, the work needs to be done – you just need to know how to find those profitable opportunities.
Jeb Blount has published a comprehensive set of sales resources that can help you turn into a master prospector and negotiator. “Fanatical Prospecting” establishes his philosophy and sets the tone for an entire line of books on business and success.
When I first started at my first commercial real estate firm, I was expected to make at least 250 dials a week for the first 2-3 years of my career. During that time, I absolutely hated it as I held onto the belief of “quality over quantity.” However, as I trusted the process, I would later realize how far and ahead I was of my competitors because of this practice. Trust me, you will find that the “quality is in the quantity.”
7) Never Split the Difference by Chris Voss
Life is a series of negotiations – or at least, that’s the philosophy put down by the incredibly popular “Never Split the Difference.” If you know those negotiations are coming, you can be emotionally prepared for them, allowing you to actually get the results you need.
Chris Voss is a former police officer and FBI agent. Most of his negotiating experience comes from hostage situations; when there are lives on the line, you truly cannot afford to lose. His book contains nine principles of negotiation that will help you find success in all of your real estate endeavors.
One day soon, you will be negotiating 6,7, maybe even 8-figure real estate deals. There is a lot of money on the line for your clients, so you should prepare for the negotiations as if your life depended on it. In return, you will be rewarded with very nice commission checks because you kept your cool.
8) Grit by Angela Duckworth
“Grit” is that one special thing that every successful person seems to have. This book breaks down where success comes on a psychological level. “Grit” tells you exactly what it is that separates the winners from the losers and how you can change to have those mental traits.
Angela Duckworth is a psychologist, teacher, and business consultant. As the daughter of a scientist, she has a unique insight into the way that the educated and wealthy think and live. “Grit” is her dissertation on the idea that genius isn’t actually necessary if you have the other ingredients for greatness.
At this point, you are probably in the “honeymoon” phase of your career with uncontrollable excitement to jump right in. However, you should keep in mind that most real estate agents will wash out within the first 18 months of their career. This book will give you the exact qualities and mindset you should have in order to get through the dreaded “trough of sorrow.”
9) The Millionaire Real Estate Agent by Gary Keller
Let’s face it, you probably got into real estate for the monetary prospects. But according to “The Millionaire Real Estate Agent,” the money isn’t actually what it’s all about. This motivational handbook is a road map to the excellence and prosperity that you’ve been looking for since you got into this business.
Even though it preaches a money-second mindset, Gary Keller’s masterpiece still provides a complete framework for earning a million dollars. Keller believes that a focus on excellence will always net you a profit, and that’s why you have to start with your mindset. If you do well at your job and seek excellence in your life, the rest will naturally fall into place.
Once you have your mindset in order, you will have a much easier time diving into the real estate best practices provided in this book. Gary Keller is a legend in the industry and this book is a wealth of knowledge for both residential and commercial real estate agents.
10) Brokers Who Dominate by Rod Santomassimo
“Brokers Who Dominate” is a breakdown of the traits that make some sellers simply rise above the rest. As one of the best real estate books on the market, this text reviews the different kinds of dominance at all levels of the game; no matter where you are along your path, you can be among these successful ranks.
Rod Santomassimo’s three groups of dominant brokers include the Young Guns, the Dominators, and the Game Changers. The book draws from the real experiences of featured brokers from each of these three categories, allowing them to share the secrets for their success. A truly savvy broker has traits from all three of these character profiles, giving them an advantage at every stage of the game.
When I was a young agent starting out the Monday after my college graduation, I had zero life skills, zero sales skills, and zero real estate skills. I give a lot of credit to this book for interviewing so many successful real estate brokers and providing me a firm understanding of what it takes to be successful in this highly competitive industry.
Conclusion
Together, these ten books represent a reading list that will change your entrepreneurial mindset. You will learn how to talk to people in the professional world, create an effective and productive work schedule, and develop the ambitious attitude needed for real success. I had to learn all of these lessons too, and that’s why all of these books have passed by my bedside table (also in my Audible and Kindle nowadays lol). By the time you’re done with these books and have applied the knowledge, there will be nothing standing between you and the real estate success you seek.
Before you go, check out my other list sharing the 7 Essential Books for Real Estate Investors