As a mortgage broker, you can either work everything out yourself… or you can stand on the shoulders of giants who have already made the mistakes, learned the lessons, and provided a roadmap for you to follow.
And the good news is that applying these best practices doesn’t have to cost a fortune. Here are the top 20 business books we recommend as being highly relevant to mortgage brokers.
We’ve organised the books into 10 categories so you can prioritise those that best align with your current situation, challenges, and goals.
Table of Contents
Section 1: Business Operating Systems
“Scaling Up” by Verne Harnish
In a Nutshell: Growth is hard. Don’t make it harder than it has to be.
This award-winning classic is essential reading for mortgage brokers who want to grow beyond a small team. Packed with practical techniques, templates and case studies, it helps you get important decisions right regarding:
- People
- Strategy
- Execution
- Cash
With 961+ 5-star Amazon reviews, we’re not the only ones who think this book is worth your time.
When to Read: If you want to grow your team and stay aligned in pursuit of big goals.
“Traction” by Gino Wickman
In a Nutshell: Hard work and passion does not guarantee success.
Essential reading for aspiring brokers and established firms alike. Wickman’s Entrepreneurial Operating System (EOS) offers a practical approach for achieving focus, growth, and enjoyment. The book focuses on strengthening six key business components:
- Vision
- People
- Data
- Issues
- Process
- Traction
‘Traction‘ provides actionable strategies and tools, backed by supplementary online training and resources to help leaders gain control and propel their firm forward.
When to Read: If you’re experiencing growing pains or day-to-day chaos.
Section 2: Leadership & Management
“Radical Candour” by Kim Scott
In a Nutshell: Open and honest leadership (without being a jerk).
Kim Scott’s ‘Radical Candour‘ provides a unique approach to leadership and communication, advocating for a mix of Challenging Directly and Caring Personally. Drawing on Scott’s experiences at Google and Apple, the book focuses on:
- Effective feedback delivery
- Handling tough conversations
- Promoting growth
These insights are equally applicable in smaller work environments, providing actionable tips for leaders struggling with how to deliver feedback, manage difficult discussions, and support team development. ‘Radical Candour‘ is an essential guide for anyone looking to foster a culture of honesty, compassion, and mutual respect in their firm.
When to Read: If you want to build a more accountable, more motivated and more successful team.
“Managing For The First Time” by David C Baker
In a Nutshell: Leadership tips you wish someone told you earlier.
This serves as an indispensable guide not only for new managers but also for seasoned leaders seeking insights that fall under the category of ‘I wish someone had told me this earlier.’ The book delves into crucial management skills and strategies, including:
- Leadership essentials
- Effective onboarding
- Essential communication
- Decision-making processes
Baker provides practical advice and examples for overcoming common management challenges, making it a valuable resource for building confidence, enhancing team collaboration, and improving performance.
When to Read: If you’re transitioning into a leadership role, expanding your firm, or managing dysfunctional team members.
Section 3: Marketing
“Traction” by Gabriel Weinberg and Justin Mares
In a Nutshell: Find out what works… then do more of that.
While sharing a title with a previous recommendation, Gabriel Weinberg and Justin Mares’ book dives deep into the concept of ‘traction’ — a key measure of success in drawing and keeping a customer base. The authors explore nineteen different growth channels, including:
- Content marketing
- SEO
- Social media
- Email marketing
- Public relations
They advocate a methodical approach to experimentation and leveraging data to identify the most effective growth strategies for your firm.
When to Read: If you’re looking to ramp up lead flow to bring on more new clients.
(You might also like to check out our Free Mortgage Broker Marketing Scorecard.)
“The 1 Page Marketing Plan” by Allan Dib
In a Nutshell: Marketing doesn’t need to be complicated.
Want a proven way to generate more leads, convert more sales, and grow your business?
Alan Dib shows you how to stop doing random acts of marketing and instead, create a simple, 1-page plan for rapid business growth. It takes just 9 squares on a single page and you’re done.
BONUS: If you’re looking for a marketing resource that is even more mortgage broker specific, download our free Ultimate Mortgage Broker Marketing Plan.
When to Read: If you want a straight forward way to generate more leads without overcomplicating things.
Section 4: Sales
“SPIN Selling” by Neil Rackham
In a Nutshell: Sales is a process, not an outcome.
Want to win more customers without resorting to tactics that make you look and feel sleazy? The customer-centric, consultative approach outlined in SPIN Selling is especially effective for brokers because it provides a proven framework to position you as a trusted advisor.
As you apply the SPIN system (Situation, Problem, Implication, Need-payoff) you’ll find your clients more eager to respect and accept your advice, causing your confidence (and sales) to soar.
When to Read: If you’re not closing as many deals as you would like to. Or you feel like you would benefit from more structure during your sales and discovery process.
“The Sales Acceleration Formula” by Mark Roberge
In a Nutshell: Build business development into a competitive advantage.
Mark Roberge outlines a process for scaling client acquisition in your firm. Roberge, leveraging his experience as HubSpot’s SVP of Worldwide Sales and Services, presents a data-driven method to accelerate sales growth. The book outlines a formula that focuses on:
- Hiring salespeople based on specific criteria
- Training for consistent success
- Managing sales performance with a data-oriented approach
- Generating demand through inbound marketing
Like our own “Ideal” Mortgage Broker Sales Process, Roberge’s strategies seek to transform sales from an art to a science. This book is a treasure trove for firms looking to implement a framework that aligns your sales and marketing efforts for maximum impact.
When to Read: If you’re looking to build a high performance sales culture across multiple team members.
Section 5: Execution
“4 Disciplines of Execution (4DX)” by Chris McChesney, Sean Covey, and Jim Huling
In a Nutshell: Strategy without execution is futile. A proven method to execute as a team.
4DX provides a practical framework to keep your team aligned and on track amid the day-to-day whirlwind by:
- Focusing on the Wildly Important
- Acting on Lead Measures
- Keeping a Compelling Scoreboard
- Creating a Cadence of Accountability
By following the 4 Disciplines, broking teams have found they can execute on their strategic goals while still getting through their day-to-day workload.
When to Read: If you feel like you’re spinning your wheels or jumping from one idea to the next, without anything to show for it.
“Work The System” by Sam Carpenter
In a Nutshell: Better systems = better business.
Want to grow your business while working less? Twenty-five years ago Sam Carpenter had the same dream. His book reveals the exact steps he took to slash his 80-hour workweek, while multiplying his net income by a factor of 100. This book reveals his step-by-step method to:
- Create and manage linear systems that produce results, while maintaining calm control
- Stop fighting fires and become a fire-prevention specialist
- Design the business (and life) you want
You may also wish to check out our article on how to build a mortgage brokerage that runs without you.
When to Read: If you feel like you’re regularly starting routine tasks from scratch and your day-to-day processes are more “art” than “science”.
Section 6: Customer Experience
“Never Lose A Customer Again” by Joey Coleman
In a Nutshell: It’s easier and cheaper to keep customers than win new ones.
Joey Coleman uses research and case studies to demonstrate how quickly clients move from positive feelings of excitement, to negative feelings of doubt, fear, and even remorse. And as a result, never do business with you again.
Then he maps out how to reverse this tendency using the 8 emotional phases a client goes through in the first 100 days of a transaction. (If this resonates, check out “7 Practical Ways To Drive More Repeat And Referral Business Through Superior Client Experience“.)
This book gives you a practical framework for “baking in” customer satisfaction into the way you do business.
When to Read: If you who want to do more to protect your patch and create life-long clients.
“Uncommon Service” by Frances Frei and Anne Morriss
In a Nutshell: It’s quite easy (and profitable) to ‘wow’ clients.
A unique perspective on customer service, arguing that businesses cannot excel in every aspect simultaneously. Instead, they should excel in areas most valued by their customers and strategically underperform in less critical areas. The book outlines how to:
- Identify what customers truly value
- Make intentional trade-offs to focus on those areas
- Align operations and culture to support these choices
The authors use case studies to show how this approach can create a competitive advantage. “Uncommon Service” is essential for brokers looking to define their unique value proposition and explore innovative service models.
When to Read: If you want to generate happier, life-long clients who are easier to work with, refer more, post glowing reviews, and do more business with you.
Section 7: Productivity
“Building A Second Brain” by Tiago Forte
In a Nutshell: Go from full plate to first place.
An innovative approach to productivity and creativity through effective digital note-taking. Forte introduces the concept of a “Second Brain”—a system to organise knowledge and information digitally, aiding in better decision-making and project management. Key aspects include:
- Efficient information capture and organisation
- Task and idea prioritisation
- Technology utilisation for workflow automation
- Developing a personal knowledge management system
Forte’s method, drawing on information science and cognitive psychology, shows how digital tools can increase creativity and achieve goals.
When to Read: If you feel like you’re drowning in information and “inputs”, with no effective system to convert information into high-quality work product.
“Getting Things Done (GTD)” by David Allen
In A Nutshell: Known as “The Bible of Productivity” for a reason.
A powerful productivity system designed to help manage tasks and commitments efficiently. The GTD method emphasises externalising tasks to focus on actionable items, organised by priority and context.
Key steps include capturing tasks, clarifying actions, organising priorities, regular reviews, and effective engagement. This approach aims to reduce stress and boost productivity, making it essential for anyone looking to improve their organisational skills and workflow efficiency.
When to Read: If you feel like every task is important and urgent, yet you never seem to make any progress on your to-do list.
Section 8: Team & Recruitment
“WHO” by Geoff Smart and Randy Street
In a Nutshell: Take the guesswork out of finding A-players.
Ask any Mortgage Broker to name their greatest frustration and many will answer, “finding good people”. The right team members enable you to grow your business while working less. But the wrong hiring choice can easily derail your plans.
Based on over 1,300 hours of interviews with 300+ CEOs, this book presents a detailed method for:
- Attracting “A players” into your hiring process
- Interviewing and selecting the best people, while weeding out poor performers
- Putting the right people in place for optimal success
When to Read: If you’re expanding your team and you don’t have a formal hiring process.
“Who Not How” by Dan Sullivan and Dr. Benjamin Hardy
In a Nutshell: Design a team with the skills you need to build your ideal firm.
When you want to embark on a new initiative, it’s tempting to ask “HOW” you’ll acquire the skills required to reach your goals. The problem with this approach is that you become overwhelmed with an ever-growing list of responsibilities, projects and “To Dos”.
This influential book proposes a better question: WHO not HOW. Who Not How takes you from ‘doing’ to ‘getting things done’, so you can build a business that’s bigger than yourself. This book is as practical as it is inspirational.
When to Read: If you’re already busy but often find yourself trying to personally solve problems that could be better dealt with by someone else.
Section 9: Vision & Inspiration
“10X Is Easier Than 2X” by Benjamin Hardy and Dan Sullivan
In a Nutshell: When planning growth, swing for the fences.
Sullivan, a renowned entrepreneur and co-founder of Strategic Coach, posits that aiming for a tenfold increase in goals is not only more exciting but also easier than striving for a mere 2X. The book delves into:
- The mindset shifts required for 10X thinking
- Strategies for overcoming the psychological barriers that limit growth
- Practical steps to implement the 10X approach in business and personal life
Sullivan’s perspective encourages readers to break free from traditional incremental growth models, arguing that radical goals can lead to innovative solutions and breakthroughs.
When to Read: If things are going well and incremental growth would suffice… this might challenge your thinking.
“Can’t Hurt Me” by David Goggins
In a Nutshell: Most people give up at 40%. Do this instead.
A compelling memoir that showcases the extraordinary life and mindset of one of the toughest men alive. Goggins transforms his life through sheer willpower, from a childhood marred by poverty and abuse to achieving unparalleled feats in endurance sports and becoming a Navy SEAL. The book highlights:
- The power of self-discipline, mental toughness, and perseverance
- Goggins’ unique method of facing and overcoming personal limitations
- His journey of self-discovery and transformation
Goggins challenges readers to push beyond their perceived limits, embrace discomfort, and achieve their fullest potential.
When to Read: If you feel like you’re cruising through life and need a kick up the butt 😉
Section 10: Finance
“Profit First” by Mike Michalowicz
In a Nutshell: Revenue is vanity, profit is sanity.
A revolutionary approach to managing finances for small businesses. Michalowicz challenges the traditional accounting formula of Sales minus Expenses = Profit, proposing instead to prioritise profit from every deal. The core principles include:
- Immediately allocating a percentage of income to profit
- Covering operating expenses with the remaining funds
- Simplifying financial management through multiple bank account “buckets” for different purposes
This method ensures that businesses achieve profitability early and sustainably. Michalowicz uses clear, actionable steps and real-life examples to guide readers through implementing the Profit First system.
When to Read: If you’re growing your top line, but don’t have as much to show for it as you’d like.
“Simple Numbers 2.0” by Greg Crabtree
In a Nutshell: The gold hidden in your balance sheet.
Simple Numbers 2.0 simplifies key financial metrics and decision-making, focusing on:
- Prioritising profit over revenue
- Effective cash flow and labour management
- Strategic use of financial data for business expansion
Crabtree demystifies complex financial concepts, making them accessible for entrepreneurs and business owners aiming to enhance profitability and make informed decisions. This book is a guide to understanding and applying financial insights to achieve business success.
When to Read: If you’re growing well, but want to apply deeper financial smarts to fine-tune your business for efficiency and profit.
Conclusion and Next Steps
If you believe in learning and applying best practices, these 20 business books will help shortcut your journey to success.
We’ve also applied many of the principles and tips in these books to the features and workflows contained in BrokerEngine software. Check out our latest demo here so you can see how broking teams are slashing 5 to 10 hours off every deal, while delivering a 5-star customer experience.
