Real estate brokerage: a success guide

Front Cover
Real Estate Education Co., Jan 1, 1982 - Business & Economics - 336 pages

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Contents

REQUIREMENTS FOR SUCCESS
17
THE AGENCY RELATIONSHIP AND THE LAW
35
ESTABLISHING AN OPERATING PHILOSOPHY
49
ORGANIZING AND OPENING THE OFFICE
71
NONONSENSE SALES MANAGEMENT
97
RECRUITING AND SELECTING SALES ASSOCIATES
119
TRAINING SALES ASSOCIATES
133
ACCUMULATION AND CONTROL OF INVENTORY
153
TURNING PROSPECTS INTO BUYERS
203
FINANCING STRATEGIES
221
A BLUEPRINT FOR CLOSING
237
THE PUBLIC SECTORS IMPACT ON REAL ESTATE
257
BIBLIOGRAPHY
259
BEYOND RESIDENTIAL BROKERAGE
277
INDEX
329
Copyright

ADVERTISING AND PROMOTION
185

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