Real Estate Brokerage: A Management Guide

Front Cover
Provide your students with the tools they need to establish and manage a successful real estate brokerage with this practical business guide. "Real Estate Brokerage: A Management Guide" will help your students become more effective managers, leaders and communicators in today's constantly changing business climate. Highlights include:
* New Web Links Appendix encourages students to further explore key topics.
* Text based on the established "POSDC" ("Planning, Organizing, Staffing, Directing, and Controlling") "Management Model."
* How to approach gives students practice with policy manuals, marketing materials, forms, and loan proposals.
* Free Instructor Resource Guide includes lecture outlines, classroom resources, chapter quizzes, and final exams. "Real Estate Brokerage: A Management Guide Workbook," 6th Ed. Textbook with workbook edition
 

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Contents

THE CHALLENGE OF CHANGE
1
THE CHANGING CLIMATE
2
CHANGING ORGANIZATIONS
6
CHANGING OPERATIONS
12
A FINAL THOUGHT
17
DISCUSSION EXERCISES
18
THE MANAGER
19
LEADERSHIP
21
BUSINESS POLICIES AND PROCEDURES
217
BUSINESS ETHICS
220
POLICIES AND PROCEDURES
224
CONCLUSION
232
DISCUSSION EXERCISES
233
MARKETING AND ADVERTISING
235
MARKET IDENTITY
236
THE COMPANYS MARKETING PLAN
239

LEADERSHIP VERSUS MANAGEMENT
22
UNDERSTANDING YOURSELF
24
CHARACTER OF A LEADER
26
LEADERSHIP QUALITIES
29
SOCIAL AWARENESS
33
CONCLUSION
34
MANAGEMENT SKILLS
35
MANAGEMENT STYLES
36
MANAGING PEOPLE
39
ASSUMING THE POSITION
48
CONCLUSION
53
DISCUSSION EXERCISES
54
COMMUNICATIONS AND DECISION MAKING
55
THE INFORMATIONAL WORKPLACE
56
PICK YOUR FORUM
59
DECISION MAKING
66
CONCLUSION
70
IN CONCLUSION OF UNIT ONE
73
THE ANALYSIS
74
PLANNING THE ORGANIZATION
77
ANALYZING THE BUSINESS ENVIRONMENT
79
ECONOMIC FACTORS
80
POLITICAL FACTORS
83
SOCIOLOGICAL FACTORS
87
CONCLUSION
92
DISCUSSION EXERCISES
93
ANALYZING THE MARKET
95
ANALYZING BUSINESS OPPORTUNITIES
96
ANALYZING THE COMPETITION
110
ANALYZING YOUR ORGANIZATION
114
CONCLUSION
116
DEVELOPING A PLAN
117
PLANNING RATIONALE
118
YOUR BUSINESS PLAN
120
IMPLEMENTING A PLAN
130
CONCLUSION
132
IN CONCLUSION OF UNIT TWO
133
THE ANALYSIS
134
SUMMARY
135
ORGANIZING THE ORGANIZATION
137
STRUCTURING THE ORGANIZATION
139
LEGAL OWNERSHIP
141
MODE OF OPERATION
145
MERGERS AND ACQUISITIONS
150
INTERNAL STRUCTURE
155
CHAIN OF COMMAND
161
CONCLUSION
165
DISCUSSION EXERCISES
166
STRUCTURING BUSINESS SYSTEMS
167
YOUR OFFICE
168
COMMUNICATIONS AND INFORMATION SYSTEMS
180
FACILITIES MANAGEMENT
190
CONCLUSION
192
STRUCTURING THE FINANCES
193
THE FINANCIALS
194
FINANCIAL RESOURCES
198
GENERAL OPERATING BUDGET
203
ACCOUNTING
212
CONCLUSION
215
MARKETING PROPERTIES
254
PROTECTING THE COMPANYS IMAGE
261
CONCLUSION
263
DISCUSSION EXERCISES
264
IN CONCLUSION OF UNIT THREE
265
THE ANALYSIS
267
STAFFING AND DIRECTING
271
THE PRACTICAL AND LEGAL REALITIES OF STAFFING
273
PERSONNEL POSITIONS
274
COMPENSATION MANAGEMENT
283
LEGALITIES OF EMPLOYMENT
291
CONCLUSION
294
DISCUSSION EXERCISES
295
RECRUITING SELECTING AND HIRING THE STAFF
297
EMPLOYMENT PROCESS
298
RECRUITING SALESPEOPLE
307
SELECTING SALESPEOPLE
316
CONCLUSION
317
DISCUSSION EXERCISES
318
PROFESSIONAL COMPETENCY
325
ORIENTATION PROGRAMS
326
TRAINING PROGRAMS
329
BUSINESS MEETINGS
340
RETREATS
345
PERSONAL INTERACTION
346
ADDITIONAL OPPORTUNITIES
347
CONCLUSION
348
COACHING PERFORMANCE
349
MANAGING EMPLOYEES AND INDEPENDENT CONTRACTORS
350
PERFORMANCE MANAGEMENT
352
PERFORMANCE APPRAISALS
360
RETENTION
364
RESIGNATION AND TERMINATION
370
CONCLUSION
375
DISCUSSION EXERCISES
376
THE SCENARIO
377
THE ANALYSIS
378
THE SUMMARY
380
CONTROLLING THE ORGANIZATION
383
MONITORING OPERATIONS
385
MANAGEMENT OF INFORMATION
386
MANAGING WITH INFORMATION
390
MAXIMIZING INCOME
391
MINIMIZING EXPENSES
397
CONCLUSION
403
MANAGING RISK
405
PROTECTING THE INSTITUTION
406
RISK MANAGEMENT CULTURE
410
A Management Guide
412
DEFENSE IN RISK MANAGEMENT
417
CONCLUSION
421
THE SCENARIO
423
THE ANALYSIS
424
THE SUMMARY
426
BIBLIOGRAPHY
427
APPENDIX
431
GLOSSARY
439
INDEX
455
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