Real Estate Brokerage : A Management Guide

by McAdams, Laurel D.; Cyr, John E.; Sobeck, Joan M.

• ISBN13: 9780793167852
• ISBN10: 079316785X
• Edition: 6th
• Format: Paperback
• Copyright: 2003-10-28
• Publisher: Kaplan

Summary

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

Table of Contents

Preface	vii
Acknowledgments	xi
The Challenge of Change	1	(20)
The Changing Climate	2	(4)
Changing Organizations	6	(6)
Changing Operations	12	(5)
A Final Thought	17	(1)
Conclusion	17	(1)
Discussion Exercises	18	(3)
UNIT ONE THE MANAGER
Leadership	21	(14)
Leadership versus Management	22	(2)
Understanding Yourself	24	(2)
Character of a Leader	26	(3)
Leadership Qualities	29	(4)
Social Awareness	33	(1)
Conclusion	34	(1)
Discussion Exercises	34	(1)
Management Skills	35	(20)
Management Styles	36	(3)
Managing People	39	(9)
Assuming the Position	48	(5)
Conclusion	53	(1)
Discussion Exercises	54	(1)
Communications and Decision Making	55	(24)
The Informational Workplace	56	(3)
Pick Your Forum	59	(7)
Decision Making	66	(4)
Conclusion	70	(1)
Discussion Exercises	70	(3)
In Conclusion of Unit One
The Scenario	73	(1)
The Analysis	74	(5)
UNIT TWO PLANNING THE ORGANIZATION
Analyzing the Business Environment	79	(16)
Economic Factors	80	(3)
Political Factors	83	(4)
Sociological Factors	87	(5)
Conclusion	92	(1)
Discussion Exercises	93	(2)
Analyzing the Market	95	(22)
Analyzing Business Opportunities	96	(14)
Analyzing the Competition	110	(4)
Analyzing Your Organization	114	(2)
Conclusion	116	(1)
Discussion Exercises	116	(1)
Developing a Plan	117	(22)
Planning Rationale	118	(2)
Your Business Plan	120	(10)
Implementing a Plan	130	(2)
Conclusion	132	(1)
Discussion Exercises	132	(1)
In Conclusion of Unit Two
The Scenario	133	(1)
The Analysis	134	(5)
UNIT THREE ORGANIZING THE ORGANIZATION
Structuring the Organization	139	(28)
Legal Ownership	141	(4)
Mode of Operation	145	(5)
Mergers and Acquisitions	150	(5)
Internal Structure	155	(6)
Chain of Command	161	(4)
Conclusion	165	(1)
Discussion Exercises	166	(1)
Structuring Business Systems	167	(26)
Your Office	168	(12)
Communications and Information Systems	180	(10)
Facilities Management	190	(2)
Conclusion	192	(1)
Discussion Exercises	192	(1)
Structuring the Finances	193	(24)
The Financials	194	(4)
Financial Resources	198	(5)
General Operating Budget	203	(9)
Accounting	212	(3)
Conclusion	215	(1)
Discussion Exercises	215	(2)
Business Policies and Procedures	217	(18)
Business Ethics	220	(4)
Policies and Procedures	224	(8)
Conclusion	232	(1)
Discussion Exercises	233	(2)
Marketing and Advertising	235	(38)
Market Identity	236	(3)
The Company's Marketing Plan	239	(15)
Marketing Properties	254	(7)
Protecting the Company's Image	261	(2)
Conclusion	263	(1)
Discussion Exercises	264	(1)
In Conclusion of Unit Three
The Scenario	265	(2)
The Analysis	267	(6)
UNIT FOUR STAFFING AND DIRECTING
The Practical and Legal Realities of Staffing	273	(24)
Personnel Positions	274	(9)
Compensation Management	283	(8)
Legalities of Employment	291	(3)
Conclusion	294	(1)
Discussion Exercises	295	(2)
Recruiting, Selecting, and Hiring the Staff	297	(28)
Employment Process	298	(9)
Recruiting Salespeople	307	(9)
Selecting Salespeople	316	(1)
Conclusion	317	(1)
Discussion Exercises	318	(7)
Professional Competency	325	(24)
Orientation Programs	326	(3)
Training Programs	329	(11)
Business Meetings	340	(5)
Retreats	345	(1)
Personal Interaction	346	(1)
Additional Opportunities	347	(1)
Conclusion	348	(1)
Discussion Exercises	348	(1)
Coaching Performance	349	(36)
Managing Employees and Independent Contractors	350	(2)
Performance Management	352	(8)
Performance Appraisals	360	(4)
Retention	364	(6)
Resignation and Termination	370	(5)
Conclusion	375	(1)
Discussion Exercises	376	(1)
In Conclusion of Unit Four
The Scenario	377	(1)
The Analysis	378	(7)
UNIT FIVE CONTROLLING THE ORGANIZATION
Monitoring Operations	385	(20)
Management of Information	386	(4)
Managing with Information	390	(1)
Maximizing Income	391	(6)
Minimizing Expenses	397	(5)
Looking Into the Future	402	(1)
Conclusion	403	(1)
Discussion Exercises	403	(2)
Managing Risk	405	(22)
Protecting the Institution	406	(4)
Risk Management Culture	410	(7)
Defense in Risk Management	417	(4)
Conclusion	421	(1)
Discussion Exercises	421	(2)
In Conclusion of This Unit
The Scenario	423	(1)
The Analysis	424	(3)
Bibliography	427	(4)
Appendix	431	(8)
Glossary	439	(16)
Index	455