Before we continue our discussion about the books I read, let me go over the four areas you should be looking to cover in your reading:
1. Your mindset
2. Salesmanship
3. Persuasion
4. Generally accepted success principles.
So far I have given you two recommendations: "Think and Grow Rich" by Napoleon Hill and "Psycho-Cybernetics" by Dr Maxwell Maltz
I hope you are already in the process of reading them. Both of these classics fall under categories Nos. 1 and 4 above.
So let's move on to No. 2, salesmanship. See, my feeling is that salesmanship is one of the two most important skills you can have once you have the correct mindset. (I will cover the other most important skill next week.)
There are so many books on this topic that it is just impossible to recommend one so let me tell you who and what to study, OK?
The type of marketing and sales you want to employ is emotional direct response marketing so any works on this topic will be useful. I cover it with samples and hours videos in the formula www.loanofficerformula.com/join
But here are some of the "masters" to learn from: Jay Abraham; John Caples; Joe Sugarman; Ted Nicholas; Claude Hopkins; and David Ogilvy.
I could go on and on - there are many more. But all show you the insider ways to effectively generate new business while making sure that every hard earned penny you invest is trackable and accountable.
Finally, here are two other people worth studying: P.T. Barnum and Houdini. There have recently been some great books written about these two men who are still famous many, many decades after their deaths. In fact P.T. Barnum wrote a book called "The Art Of Money Getting" that is worth reading. I have handed out copies of this book at all of my live events to the attendees.
These two men were shameless self-promoters who didn't have a lot of money when they started out but used promotion to make themselves very famous and very, very rich. I have employed and taught many of their techniques myself, and yes, they are applicable to all industries, including ours.
Next week we're going to tackle the last of my recommendations so stay tuned.
Dedicated To Having Buyers Chase You,
Brian Sacks
Brian Sacks is the CEO of
