Real Estate Brokerage: A Management GuideProvide 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 |
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 |
| 427 | |
APPENDIX | 431 |
GLOSSARY | 439 |
| 455 | |
Other editions - View all
Real Estate Brokerage: A Management Guide Laurel D. McAdams,John E. Cyr,Joan m. Sobeck Limited preview - 2004 |
Common terms and phrases
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