Real Estate Brokerage: A Management Guide


Guide, 8-1/2″ x 11″, softcover, 492 pages.

Workbook, 8-1/2″ x 11″, softcover, 96 pages.

SKU: EREBAMG Category:


This newly revised 9th 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 agency management.

The most comprehensive publication available, it will help you analyze situations and make decisions that suit your company, your management philosophy, your marketplace, and the laws that apply in your circumstances.

This new edition reflects current technology and the influence of generational diversity in contemporary business practices.

The guide also highlights new trends in professional development, including formal mentoring and cross-training programs, and developments in civil procedures, including RESPA, antitrust, and employment law issues.

Sample documents are used extensively to supplement the text, and each chapter includes real-world examples and practical advice.

When used with the workbook, the package is a complete “how-to” for starting and growing a real estate brokerage.

Table of Contents

  1. The Challenge of Change
  2. Leadership
  3. Management Skills
  4. Communications and Decision Making
  5. Analyzing the Business Environment
  6. Analyzing the Market
  7. Developing a Plan
  8. Structuring the Organization
  9. Structuring Business Systems
  10. Structuring Finances
  11. Business Policies and Procedures
  12. Marketing and Advertising
  13. The Practical and Legal Realities of Staffing
  14. Recruiting, Selecting, and Hiring Staff
  15. Professional Development
  16. Coaching Performance
  17. Critiquing Operations
  18. Managing Risk


Read Chapter One

About the Authors

Joan M. Sobeck, GRI, CRS, has owned and managed her own brokerage company 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 has taught brokerage and office management courses, and has done management and training consulting. She is also the coauthor of Pennsylvania Continuing Education for Real Estate Salespersons & Brokers and consulting editor for Modern Real Estate Practice in Pennsylvania.


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