CRE Helpful Reads
Hey Guys! I am a prospective Commercial Real Estate Intern looking for some good reads for the industry. If I get this Internship I was told to be ready to make 100-150 cold calls a day so that's why a majority of the book are influence/negotiating techniques. I am out of college in December so all I know are RE textbooks and Rich Dad Poor Dad lol. 

I've researched some books on a few other subreddits and this is what I've found. Feel free to comment opinions or other suggestions as you wish. Thank you again for your time. Cheers!


Never Split the Difference: Negotiating as if Your Life Depended on It - Chris Voss

Getting to Yes: Negotiating Agreement Without Giving In - Roger Fisher

How to Win Friends &amp; Influence People - Dale Carnegie

Cold Calling Techniques (That Really Work!) - Stephen Schiffman

Multi-Family Millions: How Anyone Can Reposition Apartments for Big Profits - David Lindahl

The Real Estate Game - William Poorvu

The Millionaire Real Estate Agent - Gary Keller

How to Succeed In Commercial Real Estate - John L. Bowman
[{"id": "f1vimnf", "text": "Are you interning with a broker? I can't imagine a good reason for having an intern make cold calls, ever, let alone 100+ per day.", "replies": [{"id": "f1vltam", "text": "Why not? I've heard of it. They give the intern property info, they get experience on the phone and basically ask \"are you looking to buy/sell\" and pass it along... or the intern has to look up property info on their own. What else are they going to do for 2-3 months?", "replies": [], "depth": 2}, {"id": "f206jvj", "text": "Yes, if all goes well I will be interning with a brokerage. As for 100+ a day, I guess it\u2019s just to gain some experience on the phone? Just relaying what they told me...", "replies": [{"id": "f209ui0", "text": "I gotcha.   \n\n\nThis is the way I started in leasing brokerage it is 100% the reason why I burned out within two years and went to the landlord side. If you're super extroverted, you may not hate it.   \n\n\nThe reason I think it's a bad idea to have an intern banging out cold calls is because business owners (i.e. the people you're calling) are focused on running their companies and don't like being distracted from that. They get tons of cold calls every day, and if you are going to ask that they divert their time and attention to you, even if it's just for a few minutes on the phone, you should have something to say that is useful to them. An intern is unlikely to have the information and the context to pull that off. If all you do is ask them for information, you're going to get hung up on 99.9% of the time.  \n\n\nYou also don't learn much about real estate if all you're doing is cold calling, which you will have to do if you want to make 100+ per day. If you ask me, it's an ass backwards way to start a career. I say, gain knowledge and deal experience first, then go out and win business.", "replies": [], "depth": 3}], "depth": 2}], "depth": 1}, {"id": "f1vss85", "text": "Some of these are great books (Voss, Poorvu) but if you\u2019re making 150 calls a day you should just read a book / watch videos on motivation. If you actually talk to 10% of those dials, and get 1 meeting, you then just pass that on to the senior broker. It can get pretty demoralising, so you have to stay pumped up about it. You won\u2019t be doing any negotiating (unless your MD said would). Not familiar with the Schiffman book, but seems like the only relevant one at the moment. Just my $0.02.", "replies": [{"id": "f207dn6", "text": "I like that, staying excited might be a little hard at first knowing that I will be giving all my hits away but it is what it is. Onwards and upwards! Its all part of the game. Thank you, cheers!", "replies": [], "depth": 2}], "depth": 1}, {"id": "f1wnz4k", "text": "You\u2019ve got quite list up here and I\u2019ve read most of them. I\u2019m a 17 year veteran in the business, started out on the phone and knocking doors. Stayed with it &amp; Started my own firm in 7 years, our team is now up to 10 brokers. \n\nI tell you this to stress the importance of the lessons I learned in those books. We barely had internet/ email marketing when I started, this is the foundation of a successful business. \n\nTo this day I still make 25 calls daily, and have taught my team the same. Find a way to make it fun, and stick with it, especially once you get busy. Book appointments to make deals. This is the business you\u2019ve chosen.  \n\nHave fun and get it done!", "replies": [{"id": "f206tun", "text": "Thank you, I wanted to do some research before making this post. Appreciate the comments, cheers to you!", "replies": [], "depth": 2}], "depth": 1}, {"id": "f1wuoq0", "text": "Peter Linneman\u2019s Real Estate Finance and Investments: Risks and Opportunities", "replies": [], "depth": 1}, {"id": "f1xnoz9", "text": "Fanatical Prospecting by Jeb Blount. Best book I\u2019ve read so far after 7 years in CRE.", "replies": [], "depth": 1}, {"id": "f20hpk4", "text": "Some of my favorite books:\n\n\n1. Real Estate Finance &amp; Investments: Risks and Opportunities - Can be a little theoretical. \n\n2. Other People's Money: Inside the Housing Crisis and the Demise of the Greatest Real Estate Deal Ever Made is a fantastic read, but real estate people are definitely the \"bad guys\" in the story. I was rooting for the \"villain\" the whole way.\n\n3. Hines: A legacy of Quality in the Built Environment. Tells the story of how Gerald Hines build one of the largest real estate firms in the world.\n\n4. Trammell Crow, Master Builder: The Story of America's Largest Real Estate Empire\n\n5. Poorvu's The Real Estate Game. Please read this one. It's a very easy read, and doesn't require prior real estate knowledge. It's very high level, back of the envelope way of looking at real estate and shares what's proven to be a very effective approach to small-time commercial real estate investing.", "replies": [], "depth": 1}, {"id": "f25hlur", "text": "Read The Conversion Code for cold calling techniques and as an intern, I think you\u2019ll find The Real Estate Investor\u2019s Pocket Calculator by Michael C. Thomsett useful. This book provides a comprehensive yet simple rundown of real estate finance.", "replies": [], "depth": 1}, {"id": "f2fq5w9", "text": "Watch our videos on how to cold call and generate more leads on our YouTube channel: [https://www.youtube.com/channel/UC35yaCB70N9D9K0zB1yGzmw](https://www.youtube.com/channel/UC35yaCB70N9D9K0zB1yGzmw)\n\n&amp;#x200B;\n\nBTW, there's a good podcast with Gary Keller called, \"Think like a CEO\".\n\n&amp;#x200B;\n\nIf you're gonna be into cold calling listen to the following postcasts:\n\n* Sales Success Stories (top 1% salespeople share their techniques) \u2014 top1.fm\n* The Sales Hacker Podcast with Sam Jacobs\n* The Salesman Podcast\n\nI personally listen to all those podcasts and they are pure fucking gold.", "replies": [], "depth": 1}]