Jay Thompson is a former brokerage owner with over six years at the Zillow Group. He retired in August 2018 but doesn’t seem to be able to leave the real estate industry behind. His weekly column Inman published every Wednesday.
Compiling any list of the “best of the best” is difficult, and list of the best books especially difficult. There is no shortage of books related to real estate and sales. Some of them are shiny, some are not very fast. How do you define “the best” when it comes to books?
If you’re looking for entertainment, you probably won’t find it in real estate or sales books. (Not to make the real estate book interesting, it’s just that most authors don’t.) If you think you’re going to read the book and double your transactions a week after you’re done, you’re setting yourself up for frustration. It just doesn’t work that way.
For me great book on real estate or sales makes me think. It forces me to delve deeper into my business methods and helps me analyze what I need to do to be more successful not only in business, but also in life.
A good book must be well written. The grammar in me just can’t cut through the lousy sentence structure and it’s the same with editing. It never ceases to amaze me how some books, usually self-published, like many real estate books, are riddled with typos. I’m the king of typos, but they drive me crazy anyway.
There is nothing wrong with self-publishing, but please pay someone to copy and edit your work before submitting it online.
Below are what I consider to be the best real estate and sales books. during all this time… Full disclosure, I have read most but not all of these books. I’ve included the ones I haven’t read, based on the recommendations of (several) industry professionals, people I know and trust.
This is not an exhaustive list and no “best of” will satisfy everyone.
As a real estate professional, entrepreneur, or small business owner, you must continually learn and hone your craft.
You are not alone in this. There are many authors willing to help you in your ongoing quest for knowledge. Reading is one of the best ways to learn.
If you think you don’t have time to read, I suggest a few things:
- Work on balance in life: Spending 24 hours a day on a career in real estate is harmful.
- Listen to audiobooks: I’m not a big fan of sound – it’s too easy for me to get distracted and prefer to focus on reading. But audiobooks are a great way to consume content if you’re pressed for time.
Best books on real estate and sales during all this timein my humble opinion
Without further ado, here is my list of the 10+ best books on real estate and sales:
It may seem strange to recommend a book that was first published in 1936, but there is a reason why 15 million copies of this book have been sold. It is more than just a sales book. This is the book of life.
When I asked for opinions for this column, Chris Sauersopf, CEO SafeWire, summed up How to win friends wonderful. “I read this in college and it completely changed the direction of my thinking and, more importantly, my life. It completely changed my understanding of people and their motivation. “
Keller, who has consistently ranked # 1 on any real estate book, has created what many consider to be a manual for real estate agents. Look, I may not be Gary Keller’s biggest fan, but there is no doubt that MREA has guided and changed many careers, including mine.
Truly brilliant. Larry Kendall is paving the way for the change nearly every agent needs – shifting your approach from chasing clients to attracting clients.
I know I know. No one in real estate is going to live anywhere, working four hours a week. But for the sake of your sanity and health, you necessary some balance in your life.
You maybe be successful and spend less time on routine work, understanding and focusing on income-generating activity and unloading busy work.
Real estate is all about influence and persuasion. Cialdini confirms this and backs it up with scientifically based and peer-reviewed scientific research. Science for the sake of victory.
By Katie Lance
Bonus tip: Connect to her monthly column right here on Inman…
Winner – Best Title (IMHO). While not technically a sales book, Manson writes (quite well, and yes, with some profanity) on how to improve your life. There are a lot of lessons and perspectives here.
By Chris smith
Take a look at any real estate Facebook group and you will see countless inquiries and discussions on how to attract leads.
Do you know what no one ever talks about? How convert these prospects are for clients. Most agents don’t fail at lead generation. They fail to address. Read this book.
By Joe Rand
This list should include Joe Rand’s book. I couldn’t decide which one, so you get two for the price of one. Rand is a great writer (and person) who is well versed in the real estate life.
Bonus tip: Listen to episodes of “Randing and Raving” on Real Estate Sessions Podcast… Rand and Bill Risser kill him with quick jokes and appropriate jokes.
Bonus tip 2: Listen all episodes of this podcast.
Posted by Jeb Blount
This is the only one of the books listed that I have not personally read (to be honest, probably because of the cold calling part of the title, which I personally am not a fan of). But it was recommended by too many people, whom I highly respect, to rule it out.
From Amazon description:
“The cruel fact is that the root cause of failure in sales is an empty pipe, and the root cause of an empty pipe is an inability to keep looking. Ignoring the search muscles, many otherwise competent salespeople and trade organizations are constantly falling behind. “
Blount is not wrong. Selling real estate is essentially a search business. You wake up every day with little or no work. An empty conveyor equals an empty running count.
There are over 10 books for you and some bonus tips. I want more? You should read the articles related to the book. Author Inman Brandon Doyle handles almost annually:
This is my last column in a month. In August, I will be sailing from Honolulu to the coral atoll of Palmyra (and vice versa). Two hundred miles south of Honolulu, Palmyra is literally in the middle of the Pacific Ocean. No cell phone, no internet, just sea, sun and fun. Look for my column again in September!
Jay Thompson is a real estate veteran and retiree who lives in the Texas coastal bend and turns the wheels in Now pondering… Follow him on Facebook, Instagram, and Twitter… He has an active broker license in Arizona on eXp Realty. “Retired, but not dead” Jay says around the world on many things about real estate.