Back in 1947 Frank Bettger's classic "How I Raised Myself From Failure to Success in Selling" was first published. Not long after I got my real estate license in the late '70 an associate gave me a copy. What a great book! While there are so many books available today on selling, this is one I have treasured and read over and over again.
It is an easy read and every chapter is inspiring. Frank was not a Realtor, he was a major league baseball player whose career was shortened by an injury. From there he went into insurance sales and his book takes you through his journey from a sales failure to sales success and all along the way he takes you back to the basics of selling and keeps you focused on what you need to do to be successful.
From his chapters on The Power of Enthusiasm to How to Conquer Fear to The Quickest Way to Win Confidence and The Seven Golden Rules for Closing the Sale, this book is filled with golden nuggets.
Even Dr. Norman Vincent Peale has said this book has helped him immeasurably, and anyone who wants to be a successful person should read it.
Shortly after going into insurance sales Frank Bettger was asked to quit because of his poor performance. While packing his desk he overheard his boss speaking to a group of salespeople. What he heard that day caused him to change so dramatically that, by using the principles in this book, he not only achieved legendary status in the insurance industry, but he was able to retire at the age of 42.
Pick up a copy, I think you'll be glad you did.