Real Estate Office Management, 4th Edition

Product Details

Packed with essential, cutting-edge information, this perennial best-seller will help managers face and profit from the challenges of the 90's by showing them how to use the 7-S System to become a successful manager, prosper from dynamite recruiting and training programs for maximum agent retention, utilize and prosper from today's technology, successfully coach salespeople for increased motivation and sales, create competitive compensation and fringe benefit programs to recruit and retain the best agents.

This book will show managers how they can survive and prosper in today's ever-changing world of real estate.

Table of Contents

• Acknowledgments.
• Foreword.
• Chapter 1: Dimensions of Management: The 7-S Model.
• Chapter 2: Characteristics and Leadership Qualities Essential to Success.
• Chapter 3: Transition to Management.
• Chapter 4: Strategic Planning.
• Chapter 5: Recruiting Salespeople for Retention.
• Chapter 6: Selecting Salespeople and Office Personnel.
• Chapter 7: Written Instruments Between Broker and Salesperson.
• Chapter 8: Training the New Associate for Success.
• Chapter 9: Continual Training.
• Chapter 10: Coaching the Salesperson.
• Chapter 11: Retaining Salespeople.
• Chapter 12: Forms of Compensation and Fringe Benefits.
• Chapter 13: Financial Systems and Records.
• Chapter 14: Marketing and Statistical Controls.
• Chapter 15: Appraising and Analyzing the Patterns of Growth.
• Chapter 16: Market Analysis.
• Chapter 17: Growth of a Firm: Horizontal and Vertical Expansion.
• Chapter 18: Mergers and Acquisitions.
• Chapter 19: Opening a Real Estate Office.
• Chapter 20: Technology: The Office of the 21st Century.
• Chapter 21: Shared Values and Ethical Business Practices.
• Bibliography.
• Index.