Re broker-5e

1. Unit 9: Management Style & Structure

2.  Leadership: ability to affect human behavior
so as to willingly accomplish a mission
designated by the leader
• Traits of a Successful Leader
• Envisions the future and its possibilities
• Commits to the success of the enterprise
• Seeks opportunities, innovation, and change
• Is ethical and trustworthy
• Has an open-mind and is flexible
• Listens to team members
• Empowers others to be successful

3.  Leadership (continued)
• Your Temperament Effects Leadership
o Temperament is the characteristic frame of mind or disposition by
which you are known.
o A personality trait is a significant and relatively stable factor of the
personality.
o Galen’s 4 Personality Traits
 Sanguine
• Positive: Light-hearted, fun-loving, spontaneous, confident
• Negative: Arrogant, cocky, indulgent, impulsive
 Choleric
• Positive: Doer, leader, ambitious, energetic, passionate
• Negative: Easily angered or bad-tempered
 Melancholic
• Positive: Thoughtful, kind, considerate, creative
• Negative: Overly sensitive, perfectionist, depressed
 Phlegmatic
• Positive: Calm, consistent, kind, rational, curious
• Negative: Lazy, resistant to change

4.  Leadership (continued)
• Your Temperament Effects Leadership
o The Keirsey Model
 Artisans = Communication is in a concrete manner and
actions are utilitarian.
 Idealists = Communication is in an abstract manner and
actions are cooperative.
 Guardians = Communication is in a concrete manner and
actions are cooperative.
 Rationals = Communication is in an abstract manner and
actions are utilitarian.

5.  Leadership (continued)
• Your Temperament Effects Leadership
o The Adizes Model
 Producer = Many producers are attracted to sales. If you
can harness their personality and keep it pointed in the
right direction, they might just be your star sales
associates.
 Entrepreneur = This is an ideas person. He or she leads
others to ideas that they would not pursue on their own.
 Integrator = Integrators are people-oriented and strive for
teamwork. Pleasant and amiable, they are the first to
cooperate in helping with tasks or problems.
 Administrator = Solution focused administrators create
methods and procedures to make sure things are done
correctly.

6.  Management Styles
• A management style is an overall method of
leadership used by a manager.
• Types of Management Styles
o Autocratic (Authoritative): when brokers make
decisions without consulting others
o Democratic: people bring out their best work
performance when they are allowed to express
themselves and to participate in the decision-making
process of the organization
o Laissez-Faire: workers are free to make their own
decisions and bear their own consequences

7.  Management Styles (continued)
• Which Management Style of Use
• The aim of any management style is to motivate
employees to produce their best work.
• Some experts suggest that the most effective
management styles are those that incorporate a
mixture of both the autocratic and democratic
management styles.
• Regardless of what managerial style you employ, an
effective flow of communication between all levels of
the organization is necessary.

8.  Management Structure
• Your management style sets the tone and the
environment of the office.
• Your main goal as the broker-owner is to maximize the
productivity of the brokerage.
o This is accomplished by implementing various management
functions—organizing, planning, developing financial goals,
staffing, directing sales efforts, and communicating with
sales associates and clients.
o The sales manager is concerned primarily with the sales
associates—staffing, training, controlling, and motivating.
o The office manager is responsible for the smooth running of
the office.

9.  Managing People
◦ Tips for Successful People Management
 Hire great people
 Share your vision for the brokerage
 Provide clear direction and expectations, then get out
of the way so the sales associates can do their best
work
 Be available to support each agent but encourage
autonomy and creativity
◦ Hire Slowly and Fire Quickly
◦ Identify Sales Goals
◦ Be Visible and Keep Good Sense of Humor