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(Published 2004) This book will show managers how they can survive and prosper in today's ever-changing world of real estate. Topics covered include: Dimensions of Management: The 7-S Model, Characteristics and Leadership Qualities Essential to Success, Transition to Management, Strategic Planning, Recruiting Salespeople for Retention, Selecting Salespeople and Office Personnel, Written Instruments Between Broker and Salesperson, Training the New Associate for Success, Continual Training, Coaching the Salesperson, Retaining Salespeople, Forms of Compensation and Fringe Benefits, Financial Systems and Records, Marketing and Statistical Controls, Appraising and Analyzing the Patterns of Growth, Market Analysis, Growth of a Firm: Horizontal and Vertical Expansion, Mergers and Acquisitions, Opening a Real Estate Office, Technology: The Office of the 21st Century, and Shared Values and Ethical Business Practices.
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.
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