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Suggested Reading*

The classics

How to Win Friends and Influence People By Dale Carnegie (Pocket, 1990)
"It's easy to read and filled with suggestions and anecdotes to help you become a better salesperson and a better human."

Think & Grow Rich By Napoleon Hill (Ballantine Books, 1987)
"It's a constant reminder to me that character counts and determination works."

The Greatest Salesman in the World The Greatest Salesman in the World
"As small and compact as it may be, this book has the greatest message of any sales book—I will persist until I succeed."

Secrets of Closing the Sale By Zig Ziglar (Fleming H. Revell Co., 2003)
"Ziglar clarifies that it's not only OK to be a salesperson but imperative that we do sell."

And from the Animal Kingdom

Sell Little Red Hen! Sell! By Jeffrey Hansler (Advantage Publishing, 2002)
"I enjoyed the lighter approach to understanding people and salesmanship."

The Dolphin Dynamic: How to Make a Splash in Today's Shark-Infested Business Waters By Laura L. Laaman, with contribution from Lillet Walters (Career Press Inc., 1996)
"This book reveals the unique characteristics of dolphins that, when adopted by humans, will make anyone more successful in any environment."

Sales Dogs: You Do Not Have to Be an Attack Dog to Be Successful in Sales Rich Dad's Advisers series. By Blair Singer, with introduction by Robert T. Kiyosaki (Warner Business Books, 2001)
"Blair's approach of using different breeds of dogs to define different sales styles helped me define the type of salesperson I am."

Eat That Frog! 21 Great Ways to Stop Procrastinating and Get More Done in Less Time By Brian Tracy (Berrett-Koehler Publishers, 2001)
"Great for getting yourself beyond the 'blocks.'"

Other favorites

How to Develop a Six-Figure Income in Real Estate: Superstar Selling the Mike Ferry Way By Mike Ferry (Real Estate Educators Association, 1992)
"This book lays it all out for you, whether you want to make it big right away or take your time."

The Millionaire Real Estate Agent By Gary Keller, Dave Jenks, and Jay Papasan (McGraw-Hill, 2004)
"The book treats our profession like a profession, with step-by-step ways to get you to the top."

How to List and Sell Real Estate: Executing New Basics for Higher Profits By Danielle Kennedy, with Warren Jamison (Thomson South-Western, 2003)
"This book can spark fresh excitement in the seasoned, coach the new, and encourage those who are bringing diversity to this field."

You Can't Teach a Kid to Ride a Bike at a Seminar: The Sandler Sales Institute's 7-Step System for Successful Selling By David H. Sandler (Bay Head Publishing, 2000)
"This book was a great turning point for my career. It taught me that you have to find people's true motivation (which Sandler calls pain) in order for them to let down their guard when talking to a salesperson."

Alexander Botts: Great Stories from the Saturday Evening Post By William Hazlett Upson (Curtis Publishing Co., 1978)
"The book's lesson is that you never know where your next sale will come from, so if things seem slow, don't despair."

All of these are available at any bookstore or you can go directly to amazon.com

*reading list from Realtor Magazine 2005, check back soon for more updates

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