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Real Estate Brokerage:
A Management Guide

This newly revised 6th edition of Real Estate Brokerage: A Management Guide was designed to offer both the experienced broker/owner and the novice a thorough and complete resource covering all aspects of modern real estate agency management. Sample documents are used extensively to supplement the text, and each chapter includes real-world examples and practical advice.

Highlights of this two-book set include:

  • Everything you need to master the five key steps to establishing a successful brokerage and staying on course: planning, organizing, staffing, directing, and controlling.
  • One-of-a-kind guidance on your personal development as an effective leader, coach, and communicator.
  • Real-world case studies from actual brokerage offices.
  • Strategies for profiting from the rapid changes brought about by the Internet, pagers, cell phones, electronic data management systems, and other technological developments.
  • A companion workbook that highlights and reinforces all of the key points in the management guide.

Table of Contents


  1. The challenge of change
    • The changing climate
    • Changing organizations
    • Changing operations
    • A final thought

Part 1: The manager

  1. Leadership
    • Leadership versus management
    • Understanding yourself
    • Character of a leader
    • Leadership qualities
    • Social awareness
  2. Management skills
    • Management styles
    • Managing people
  3. Communications and decision making
    • The informational workplace
    • Pick your forum
    • Decision making

Part 2: Planning the organization

  1. Analyzing the business environment
    • Economic factors
    • Political factors
    • Sociological factors
  2. Analyzing the market
    • Analyzing business opportunities
    • Analyzing the competition
    • Analyzing your organization
  3. Developing a plan
    • Planning rationale
    • Your business plan
    • Implementing a plan

Part 3: Organizing the organization

  1. Structuring the organization
    • Legal ownership
    • Mode of operation
    • Mergers and acquisitions
    • Internal structure
    • Chain of command
  2. Structuring business systems
    • Your office
    • Communications and information systems
    • Facilities management
  3. Structuring the finances
    • The financials
    • Financial resources
    • General operating budget
    • Accounting
  4. Business policies and procedures
    • Business ethics
    • Policies and procedures
  5. Marketing and advertising
    • Market identity
    • The company’s marketing plan
    • Marketing properties
    • Protecting the company’s image

Part 4: Staffing and directing

  1. The practical and legal realities of staffing
    • Personnel positions
    • Compensation management
    • Legalities of employment
  2. Recruiting, selecting, and hiring the staff
    • Employment practices
    • Recruiting salespeople
    • Selecting salespeople
  3. Professional competency
    • Orientation programs
    • Training programs
    • Business meetings
    • Retreats
    • Personal interaction
    • Additional opportunities
  4. Coaching performance
    • Managing employees and independent contractors
    • Performance management
    • Performance appraisals
    • Retention
    • Resignation and termination

Part 5: Controlling the organization

  1. Monitoring operations
    • Management information
    • Managing with information
    • Maximizing income
    • Minimizing expenses
    • Looking into the future
  2. Managing risk
    • Protecting the institution
    • Risk management culture
    • Defense in risk management





About the Authors

John E. Cyr, GRI, ALC, has been broker-owner of John Cyr Realtors Inc., in Stockton, California since 1959. In addition to his extensive teaching experience, he writes a weekly newspaper column on real estate issues and is an honorary life director of the California Association of REALTORS.

Joan M. Sobeck, GRI, CRS, has owned and managed her own brokerage company in Bergen County, New Jersey, since 1968. She was director to the National Association of REALTORS for 13 years, and has been past president of the New Jersey Association of REALTORS. She is coauthor of Essentials of New Jersey Real Estate.

Laurel D. McAdams, GRI, provides strategic planning services and is an advisor in organization development and human resource management. A licensed broker, she’s taught brokerage and office management courses, and has done management and training consulting. She’s also the coauthor of Pennsylvania Continuing Education for Real Estate Salespersons & Brokers and consulting editor for Modern Real Estate Practice in Pennsylvania.

Your Guarantee of Satisfaction

If for any reason you are not totally satisfied with Real Estate Brokerage: A Management Guide, simply return your books within 30 days for a complete refund.


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“While basic management functions do not change, the environment certainly does. This revised edition continues to serve as your tour guide through emerging trends impacting the activities and operation of today’s real estate office!”

— Bob Hogue School of Real Estate