Title:
Real estate office management : a guide to success
Personal Author:
Publication Information:
Mason, Ohio : Thomson/South-Western, 2003
ISBN:
9780324184846
Available:*
Library | Item Barcode | Call Number | Material Type | Item Category 1 | Status |
|---|---|---|---|---|---|
Searching... | 30000010049472 | HD1375 H47 2003 | Open Access Book | Book | Searching... |
Searching... | 30000010050744 | HD1375 H47 2003 | Open Access Book | Book | Searching... |
On Order
Summary
Summary
REAL ESTATE OFFICE MANAGEMENT: A GUIDE TO SUCCESS takes a concise look at contemporary real estate office management covering the essential day-to-day knowledge needed to successfully operate the office.+ It exclusively focuses on the highly essential operational issues that a person would encounter from the initial planning stages through the eventual sale of the office.+ The content uses numerous real world examples, from the author's experience, to demonstrate how to best handle making critical decisions.
Author Notes
Robert L. Herd, CRB, CRS, GRI is currently a branch manager for Long Realty Company in Tucson, Arizona
Table of Contents
| Prologue | p. vii |
| Chapter 1 Conversion from Sales to Management: Should You, or Shouldn't You? | p. 1 |
| The Selling Manager | p. 1 |
| The Non-Selling Manager | p. 2 |
| The Top-Performer as a Manager | p. 4 |
| Your Personality Type and Style | p. 5 |
| Chapter 2 Managing for Another Company | p. 7 |
| Size, Location, and "State" of the Office that You Are to Manage | p. 7 |
| Company's Philosophy Versus Yours | p. 8 |
| Methods of Compensation and Benefits | p. 9 |
| Chances for Advancement | p. 10 |
| "At-Will" Management Contracts | p. 11 |
| What About Your Existing Clients and Customers? | p. 12 |
| Chapter 3 Opening Your Own Firm | p. 13 |
| Check the Demographics (Know Your Competition)! | p. 13 |
| How Much Money Will You Need (the Business Plan)? | p. 15 |
| Should You Buy a Franchise? | p. 16 |
| Partnerships and Ownership Types | p. 16 |
| Chapter 4 Getting Started | p. 19 |
| Obtaining Office Space | p. 19 |
| Furniture, Equipment, and Supplies | p. 20 |
| Errors & Omissions Insurance | p. 22 |
| Hiring the Administrative Staff | p. 23 |
| Pre-opening Promotional Advertising and Events | p. 26 |
| Selecting and Hiring a Branch Manager, Sales Manager, or Contracts Administrator | p. 28 |
| Chapter 5 Recruiting | p. 33 |
| New Agents | p. 33 |
| Experienced Agents | p. 36 |
| Real Estate Association and Community Activities | p. 41 |
| Chapter 6 Training | p. 43 |
| In-House Group Training | p. 43 |
| Peer Group Training | p. 44 |
| Field Trainer | p. 47 |
| Role Playing | p. 50 |
| Top-Performer Panels | p. 51 |
| Seminars | p. 52 |
| Professional Designations | p. 53 |
| Chapter 7 Marketing, Advertising, and Promotion | p. 55 |
| Newspapers | p. 55 |
| Mass Mailings | p. 57 |
| The Internet | p. 59 |
| Chambers of Commerce | p. 60 |
| Regular Mailings to Other Professionals | p. 60 |
| Top 100 Mailing List | p. 61 |
| Brochures | p. 63 |
| Chapter 8 Office Meetings | p. 65 |
| Start on Time, Every Time | p. 65 |
| Written Agenda | p. 66 |
| Motivational Quote | p. 66 |
| Guest Speaker | p. 66 |
| Tour of Office Listings | p. 67 |
| Floor Schedule Sign-Up | p. 68 |
| Agent Recognition/Annual Awards | p. 68 |
| Chapter 9 Day-To-Day Operations | p. 71 |
| Agent Dispute Resolution | p. 72 |
| Praise in Public, Criticize in Private | p. 73 |
| Handling the High-Producing Troublemaker | p. 76 |
| Get Out of Your Office or Management By Walking Around (MBWA) | p. 77 |
| Administrative and Sales Staff Reviews | p. 78 |
| Policies and Procedures Manual | p. 80 |
| Sign the Voluntary Affirmative Marketing Agreement (VAMA) | p. 81 |
| Do the Most Unpleasant Tasks First Every Day | p. 81 |
| Maintain Control, No Matter What the Cost | p. 81 |
| Stay Healthy--Take Time for Yourself | p. 82 |
| The Golden Parachute Desk | p. 83 |
| Maintain a Reasonable Financial Reserve | p. 84 |
| Plan for Your Retirement | p. 86 |
| Selling Your Company | p. 87 |
| Chapter 10 Transitioning Your Branch Office through an Acquisition by Another Company | p. 89 |
| Investigate | p. 89 |
| Communication | p. 90 |
| Attitude | p. 91 |
| Rumors | p. 92 |
| Changes | p. 92 |
| Planning | p. 93 |
| Keep the Agents Focused on Production | p. 94 |
| Recruiting by Other Brokers | p. 95 |
| Chapter 11 Additional Revenue Sources | p. 97 |
| History | p. 97 |
| Sources of Revenue | p. 98 |
| Implementation | p. 98 |
| RESPA Issues | p. 100 |
| Appendix A Herd Realty Corporation Narrative Business Plan | p. 102 |
| Herd Realty Corporation Income and Expense Statement | p. 103 |
| First-Year Operating Statement | p. 105 |
| Appendix B Sample Agent Five-Year Business Plan | p. 107 |
| Additional Readings | p. 116 |
| About the Author | p. 117 |
| Index | p. 118 |
