5 Must-Read Books for REALTORS®

From a next-level prospecting guide to a book of deal-making tips from a former FBI hostage negotiator, here are five essential reads for Realtors.

By Josh Sherman | 2 minute read

Books have many benefits. Research shows reading can make you more empathetic, cultured, attractive, and even slow the rate of decline in dementia patients.

If you’re a Reatlor, here’s another benefit to reading: hitting the books can help you get better at your job, regardless of your skill level or experience. But with so much literature available on the subject of real estate and a finite number of hours in the day, where to begin? Well, consider the following five must-read books for Realtors.

1. Never Split the Difference: Negotiating As If Your Life Depended On It, by Chris Voss

Real estate is no doubt high stakes — a home will typically be the biggest purchase of your client’s life. Well, the author behind Never Split the Difference in no stranger to high-stakes scenarios. Chris Voss is a former FBI hostage negotiator, and with Never Split the Difference, he’s written an essential playbook for tough negotiations.  

2. The Millionaire Real Estate Agent, by Gary Keller 

Ask any real estate professional about the top books for Realtors, and they’ll probably mention The Millionaire Real Estate Agent. The book, written by the founder of Keller Williams Realty, provides a comprehensive blueprint for real estate success. The book covers everything from leads and listings to contracts and marketing. Perhaps more importantly, it’ll train you to get into the right mindset and effectively structure your business. Some have said the book lacks coverage on prospecting leads, though Keller touches on this in his follow-up SHIFT: How Top Real Estate Agents Tackle Tough Times.

3. Fanatical Prospecting: The Ultimate Guide to Opening Sales Conversations and Filling the Pipeline by Leveraging Social Selling, Telephone, Email, Text, and Cold Calling, by Jeb Blount 

With Fanatical Prospecting, Jeb Blount claims he’s written “the most comprehensive book ever written about sales prospecting.” Quite the claim. But with thousands of ratings and a 4.27 out of 5 rating on Goodreads, clearly many professionals across industries have found this book’s blend of motivational content and tactical advice an effective tool for prospecting leads. Don’t let the book’s somewhat dry title mislead you — it’s an engaging read for Realtors of all experience levels.

4. Ninja Selling: Subtle Skills. Big Results., by Larry Kendall 

Real estate brokerages have been known to use Ninja Selling in training modules. Winner of a 2018 Axiom Business Book Award, the book dismantles some out-of-date sales methods and demonstrates its underlying key principles with tangible examples and clear step-by-step instructions.  

5. Exactly What to Say: For Real Estate Agents, by Phil M Jones, Chris Smith, and Jimmy Mackin

Homebuyers today have access to more data than ever before, and that’s fundamentally changed the dynamic between Realtors and their clients. Exactly What to Say is meant to help Realtors navigate difficult and challenging conversations at a time when the real estate industry is facing constant disruption. It’s a crash course in clear communication, with lots of psychological insights.