25 Real Estate Sales Manager Interview Questions and Answers

Real estate sales managers are responsible for the recruitment, training, and supervision of real estate agents. They also work with clients to help them buy or sell properties. If you’re looking for a job as a real estate sales manager, you’ll need to be able to answer a variety of interview questions about your experience, skills, and qualifications.

To help you prepare, we’ve compiled a list of sample real estate sales manager interview questions and answers. We also include tips on what to wear to a real estate interview and how to follow up after an interview.

1. Are you familiar with the area in which you’re applying for the real estate sales manager position?

The interviewer may ask this question to see if you have a personal connection with the area. If you are applying for a position in an area that you’re not familiar with, it’s important to show your willingness to learn about the community and its residents.

Example: “Yes, I am very familiar with the area in which I’m applying for the real estate sales manager position. I have been working in this area for over five years and have a deep understanding of the local market. I know all of the neighborhoods, schools, businesses, and attractions that make this area so desirable to potential buyers.

I also have an extensive network of contacts in the industry who can provide valuable insights into current trends and opportunities. This knowledge has enabled me to successfully close deals and build relationships with clients. My experience as a real estate sales manager has given me the skills necessary to effectively manage a team of agents, develop marketing strategies, and ensure that our listings are seen by the right people.”

2. What are some of the qualities that make a great real estate sales manager?

This question can help the interviewer determine if you have the qualities they’re looking for in a sales manager. Use your answer to highlight some of the skills and abilities that helped you succeed as a real estate sales manager.

Example: “A great real estate sales manager is someone who has a passion for the industry and an eye for detail. They must be able to think strategically, while also having excellent communication skills. They should have strong organizational abilities and be able to manage multiple projects at once.

In addition, they need to be knowledgeable about the local market and understand how to best position properties in order to maximize their value. A great real estate sales manager will also possess exceptional customer service skills, as they are often the first point of contact with potential buyers or sellers. Finally, they should have a good understanding of the legal aspects of real estate transactions, such as contracts and title transfers.

I believe I am well-suited for this role because I have all of these qualities. With over 10 years of experience in the industry, I have a deep knowledge of the local market and can effectively position properties to maximize their value. I am highly organized and have no problem managing multiple projects simultaneously. My communication skills are top-notch, allowing me to easily build relationships with clients and colleagues alike. Finally, I have a thorough understanding of the legal aspects of real estate transactions, which allows me to ensure that everything runs smoothly.”

3. How would you handle a situation in which one of your agents was not meeting their quotas?

This question can help the interviewer assess your management skills and how you would handle a challenging situation. In your answer, try to show that you are willing to hold your agents accountable for their performance while also encouraging them to improve.

Example: “If one of my agents was not meeting their quotas, the first thing I would do is sit down with them and discuss what challenges they are facing. It could be that they don’t have enough leads or that they need more training on how to close deals. Once we identify the issue, I would work with them to create a plan of action to help them reach their goals. This plan may include additional training, increased lead generation activities, or even setting smaller goals for them to achieve in order to build up to their larger quota.

I also believe in providing support and encouragement to my team members. This means regular check-ins to see how they are doing and offering words of motivation when needed. Finally, I would ensure that all resources necessary are available to them so that they can succeed.”

4. What is your process for qualifying potential clients?

This question can help the interviewer understand how you use your sales skills to find clients and determine which ones are a good fit for your team. Use examples from past experiences where you used your communication, problem-solving or negotiation skills to qualify potential clients.

Example: “When it comes to qualifying potential clients, I believe in taking a comprehensive approach. First, I like to get an understanding of their needs and goals by asking questions about what they are looking for in a property. This helps me determine if the client is a good fit for our services. Next, I assess their financial situation to ensure that they can afford the properties we have available. Finally, I review any relevant documents such as credit reports or bank statements to make sure everything checks out. By taking this multi-step approach, I’m able to identify qualified leads quickly and accurately.”

5. Provide an example of a time when you provided leadership and guidance to a team of real estate agents.

As a real estate sales manager, you’ll need to be able to provide guidance and support to your team of agents. Employers ask this question to learn more about your leadership skills and how you’ve used them in the past. When preparing for your answer, think of a time when you were working with a group of people on a project or goal. Explain what steps you took to ensure that everyone was motivated and productive.

Example: “I have extensive experience in leading and managing teams of real estate agents. One example that stands out to me is when I was the Sales Manager for a large real estate firm. My team consisted of twenty-five agents, all with different levels of experience and expertise.

My first priority was to ensure that each agent had the necessary tools and resources to succeed. To do this, I created an onboarding program which included training sessions on key topics such as marketing strategies, customer service techniques, and negotiation tactics. In addition, I held weekly meetings where we discussed best practices and brainstormed new ideas.

To motivate my team, I implemented a rewards system that rewarded agents for meeting their goals. This helped create a sense of competition among the agents and encouraged them to strive for excellence. Finally, I provided ongoing support and guidance to each agent, helping them develop their skills and reach their full potential.”

6. If a property was overpriced, how would you convince a seller to lower the price?

This question can help an interviewer determine how you would handle a challenging situation. In your answer, try to show that you are willing to speak up and provide honest feedback when necessary.

Example: “When it comes to convincing a seller to lower the price of an overpriced property, I believe in taking a collaborative approach. First, I would discuss with the seller why they chose that particular price point and what their goals are for selling the property. This helps me gain insight into their mindset and understand how I can best help them achieve their desired outcome.

Once I have this understanding, I would then explain to the seller why their current asking price may not be realistic given the market conditions and provide data-backed evidence to support my assessment. By presenting facts and figures, I can demonstrate to the seller why lowering the price is likely to result in more offers and ultimately a quicker sale.

I also like to offer alternative solutions such as offering incentives or making improvements to the property to make it more attractive to buyers. Ultimately, my goal is to work together with the seller to come up with a pricing strategy that meets both our needs.”

7. What would you do if one of your agents was representing a property that you were also trying to sell?

This question can help the interviewer determine how you would handle conflicts with your agents. Your answer should show that you are willing to put the needs of the client first and will not allow any conflict between yourself and your agents to affect your ability to perform your job duties.

Example: “If one of my agents was representing a property that I was also trying to sell, I would handle the situation with professionalism and integrity. First, I would ensure that both parties involved are aware of the conflict of interest. Then, I would work with my agent to come up with a plan that is mutually beneficial for all parties involved. This could include having the agent refer the potential buyer to me or vice versa. Ultimately, it is important to make sure that everyone’s best interests are taken into account while still maintaining a positive relationship between myself and the agent.”

8. How well do you understand the legal aspects of real estate?

The interviewer may ask this question to assess your knowledge of the legal aspects of real estate. This is because it’s important for a sales manager to ensure their team members are following all relevant laws and regulations when selling property. Your answer should show that you understand the importance of adhering to these rules and can help your team do so as well.

Example: “I have a deep understanding of the legal aspects of real estate. I have been in the industry for over 10 years and have gained extensive knowledge through my experience. I understand all the laws, regulations, and procedures that are involved in buying and selling properties. I am also familiar with contracts, title searches, zoning regulations, and other related paperwork.

I stay up to date on any changes or updates to state and local laws regarding real estate transactions. I make sure to review all documents thoroughly before signing them and advise clients on their rights and responsibilities when it comes to purchasing or selling property. I also ensure that all transactions are compliant with applicable laws and regulations.”

9. Do you have experience using CRM software to organize your team’s activities?

This question can help the interviewer determine if you have experience using a specific software program to manage your team’s activities. If you do, they may ask you to describe how you used it and what benefits you gained from its use. If you don’t have experience with CRM software, you can talk about other organizational tools that you have used in the past.

Example: “Yes, I have extensive experience using CRM software to organize my team’s activities. In my current role as a Real Estate Sales Manager, I use the software on a daily basis to track leads, manage sales pipelines, and monitor progress. It has been an invaluable tool for keeping our team organized and efficient. I am also familiar with other popular CRM systems such as Salesforce and HubSpot, so I am confident that I can quickly learn any new system that is used in this position.”

10. When is it appropriate to offer a potential buyer a mortgage?

This question can help the interviewer determine your knowledge of mortgage processes and how you might use that information to benefit a client. Use examples from past experiences where you helped clients find mortgages or other financial services, such as insurance or investment advice.

Example: “When it comes to offering a potential buyer a mortgage, it is important to assess the situation and make sure that it is an appropriate time. Generally, I believe it is best to wait until after the initial conversation with the buyer has taken place. During this conversation, I would ask questions about their financial background and what type of loan they are looking for in order to determine if they are a good fit for a mortgage. If the buyer meets all the criteria and appears to be financially stable, then I would suggest discussing the details of a mortgage and how it could benefit them. It is also important to ensure that the buyer understands the terms and conditions of the loan before proceeding. Ultimately, my goal is to provide buyers with the right information so they can make an informed decision on whether or not a mortgage is the right choice for them.”

11. We want to increase our online presence. What would you do to increase our social media presence and attract new clients?

Social media is an important tool for real estate agents to attract new clients. An employer may ask this question to see if you have experience with social media and how you would use it to benefit their company. In your answer, explain what steps you would take to increase the company’s online presence.

Example: “I understand the importance of having a strong online presence in today’s competitive real estate market. To increase our social media presence and attract new clients, I would focus on creating content that is relevant to our target audience. This could include blog posts about local events or news related to real estate, as well as videos showcasing properties we have listed.

Additionally, I would create an effective social media advertising strategy by leveraging platforms like Facebook Ads and Google Adwords to reach potential customers. Finally, I would use analytics tools to track performance and measure results so that we can adjust our strategies accordingly. With my experience in digital marketing and sales management, I am confident that I can help your company achieve its goals for increasing its online presence.”

12. Describe your process for ensuring that each of your agents is following company policies and procedures.

The interviewer may ask this question to assess your leadership skills and how you manage a team. Your answer should include an example of how you helped one or more agents understand company policies and procedures.

Example: “I believe that it is essential to ensure that all of my agents are following company policies and procedures. To do this, I have a few steps in place.

Firstly, I make sure that each agent has access to the most up-to-date version of our company’s policies and procedures. This includes providing them with printed copies as well as making sure they can easily find information online.

Secondly, I regularly hold team meetings where we discuss any changes or updates to the policies and procedures. During these meetings, I also provide guidance on how to properly follow the rules and regulations set by the company.

Thirdly, I take the time to review each agent’s work periodically to ensure that they are adhering to the guidelines. If there are any discrepancies, I address them immediately and provide feedback on how to improve their performance.”

13. What makes you stand out from other candidates for this position?

Employers ask this question to learn more about your qualifications and how you can contribute to their team. When answering, it can be helpful to highlight a skill or experience that makes you unique from other candidates. You may also want to mention any skills you have that will help you succeed in the role.

Example: “I believe I am the ideal candidate for this position due to my extensive experience in real estate sales management. I have been working in this field for over 10 years, and during that time I have developed an impressive track record of success. My clients are consistently satisfied with the results I deliver, and I take pride in providing them with exceptional service.

In addition to my experience, I also bring a wealth of knowledge about the industry. I stay up-to-date on all the latest trends and regulations so that I can provide the best advice and guidance to my clients. I’m also highly organized and able to manage multiple projects at once while still delivering high-quality work. Finally, I possess excellent communication and interpersonal skills which allow me to build strong relationships with both colleagues and customers alike.”

14. Which real estate software programs are you familiar with?

The interviewer may ask this question to determine your level of experience with real estate software programs. If you have previous experience using these types of programs, share what you know about them and how they can help a sales team succeed.

Example: “I am familiar with a variety of real estate software programs. I have extensive experience using the most popular CRM systems, such as Salesforce and Zillow Premier Agent. I also have experience working with MLS listing services, such as BrightMLS and CoreLogic Matrix. In addition to these, I am proficient in utilizing marketing automation platforms like MailChimp and Constant Contact for email campaigns. Finally, I have used various other tools such as DocuSign, Google Analytics, and QuickBooks for financial management.”

15. What do you think is the most important aspect of customer service?

This question can help the interviewer determine how you prioritize customer service in your role as a real estate sales manager. Your answer should demonstrate that you value and understand what customers want from their experience with your company.

Example: “I believe that the most important aspect of customer service is building trust and rapport with clients. As a Real Estate Sales Manager, it’s my responsibility to ensure that customers feel comfortable and confident in their decisions when working with me. To do this, I strive to provide an open and honest dialogue with each client so that they can make informed decisions about their real estate investments. This includes providing them with accurate information on market trends, pricing, and other relevant topics. Furthermore, I always take the time to listen to their needs and concerns, and work hard to find solutions that meet their individual goals. By doing this, I’m able to build strong relationships with clients which helps to create loyalty and repeat business.”

16. How often should you update a property listing?

This question can help the interviewer determine how you prioritize your work and manage time. Your answer should show that you understand how to balance multiple tasks at once while still maintaining quality in your work.

Example: “When it comes to updating a property listing, I believe that frequency is key. It’s important to keep the listing up-to-date so potential buyers can get an accurate and current picture of what they are considering purchasing.

I typically recommend updating listings at least once every two weeks. This ensures that any changes in pricing or other details are reflected quickly and accurately. In addition, regular updates help to keep the listing fresh and engaging for potential buyers.

Furthermore, I also suggest making sure to update the listing when there is a change in status such as when a property goes under contract or closes. Keeping the listing updated with this information helps to ensure that buyers have access to the most accurate information available.”

17. There is a discrepancy between the property’s measurements and what the client expected. How do you handle it?

This question is designed to test your problem-solving skills and ability to communicate with clients. Your answer should show that you can be honest, empathetic and tactful when dealing with a client who may be upset or disappointed.

Example: “When dealing with a discrepancy between the property’s measurements and what the client expected, I believe it is important to remain professional and provide clear communication. First, I would take the time to understand the issue from both sides. This includes gathering all relevant information such as the original listing details, any surveys or appraisals that were done, and talking to the client directly to get their perspective.

Once I have gathered all of the necessary information, I will then work to come up with an appropriate resolution for both parties. Depending on the situation, this could involve renegotiating the terms of the sale or offering some form of compensation to the buyer. No matter what solution is chosen, I always strive to ensure that the client feels heard and respected throughout the process.”

18. How do you ensure that your agents are up to date on the latest market trends?

This question can help the interviewer understand how you keep your team motivated and engaged. Showcase your ability to motivate your agents by providing examples of how you encourage them to attend industry events, read trade publications or take other actions that help them learn about new trends in real estate.

Example: “I believe that staying up to date on the latest market trends is essential for success in real estate sales. To ensure my agents are well-informed, I make it a priority to stay abreast of industry news and developments. I also hold regular meetings with my team to discuss current market conditions and any changes that may affect our business. During these meetings, we review recent transactions and analyze data from local MLS listings to identify potential opportunities. This helps us develop strategies to target specific buyers or sellers in order to maximize our success. Finally, I encourage my agents to attend conferences and seminars related to real estate so they can gain additional knowledge and insights into the industry.”

19. What strategies would you use to increase sales revenue for our business?

This question can help the interviewer determine how you plan to increase sales and revenue for their company. Use examples from your previous experience or discuss strategies you would use if you haven’t had a chance to implement them in your career yet.

Example: “I believe that the key to increasing sales revenue is to focus on customer satisfaction. By providing excellent customer service, I can build relationships with clients and ensure they are happy with their purchase. This will lead to increased referrals and repeat business which will ultimately result in higher sales revenue.

In addition, I would use a variety of marketing strategies to reach new customers and increase brand awareness. This could include creating engaging content for social media platforms, running targeted ads, or utilizing email campaigns. All of these tactics can help drive more leads to our business and create more opportunities for sales.

Lastly, I think it’s important to stay up-to-date on industry trends and technology. Knowing what’s happening in the real estate market can help us identify potential buyers and make sure we’re offering competitive prices. Utilizing the latest technologies can also streamline processes and improve efficiency, allowing us to close deals faster and maximize profits.”

20. Describe a time when you had to handle an issue with a client in an ethical manner.

An interviewer may ask this question to learn more about your ethics and how you handle conflict. This can be an important part of the job, as real estate sales managers often work with clients who are looking for homes that fit their needs. When answering this question, it can be helpful to mention a specific situation where you handled a conflict in a positive way.

Example: “I recently had a situation where I was working with a client who wanted to purchase a property that I knew had some underlying issues. After doing my due diligence, I determined that the potential risks of purchasing this property were too great for the client and advised them against it.

The client was very unhappy with my decision and wanted to move forward with the purchase anyway. In order to handle the situation ethically, I took the time to explain to the client why I thought it would be in their best interest not to buy the property. I provided them with all the information they needed to make an informed decision, including details about the potential risks associated with the purchase.

Ultimately, the client decided to take my advice and not go through with the purchase. This experience taught me the importance of being honest and transparent when dealing with clients and making sure that their interests are always put first.”

21. If a buyer was not satisfied with their purchase, what steps would you take to resolve the situation?

This question can help the interviewer determine how you handle conflict and whether you have experience resolving customer complaints. Use your answer to highlight your problem-solving skills, ability to communicate effectively with customers and willingness to take responsibility for any errors that occur during a sale.

Example: “If a buyer was not satisfied with their purchase, I would take the necessary steps to ensure that they are completely satisfied. First, I would listen carefully to understand why they were unhappy and what needs to be done to resolve the situation. Then, I would work with them to develop an action plan to address their concerns. This could include offering additional services or discounts, providing more information about the property, or finding alternate solutions. Finally, I would follow up regularly to make sure that the buyer is happy with the outcome.

I believe in building strong relationships with my clients and making sure that they have a positive experience when working with me. My goal is always to provide excellent customer service and find ways to exceed expectations.”

22. Do you have experience managing a budget and creating financial reports?

This question can help the interviewer determine your experience with budgeting and financial reports. Use examples from past experiences to highlight your skills in this area.

Example: “Yes, I do have experience managing a budget and creating financial reports. In my current role as Real Estate Sales Manager, I am responsible for overseeing the sales team’s budgets and ensuring that our spending is within allocated limits. On a monthly basis, I create detailed financial reports to track progress against goals and present them to senior management. My reports include an analysis of performance metrics such as revenue, cost savings, and customer satisfaction. I also use these reports to identify areas where we can improve efficiency and make better decisions about how to allocate resources.”

23. As a real estate sales manager, how do you stay organized?

This question can help the interviewer understand how you plan your day and manage your time. Your answer should show that you have a system for organizing tasks, managing projects and communicating with clients.

Example: “Staying organized is essential to being a successful real estate sales manager. I have developed an effective system for staying organized that has helped me succeed in my previous roles.

I start by creating a daily task list, which helps me prioritize tasks and ensure nothing falls through the cracks. I also use a project management software to keep track of all ongoing projects so I can easily access information when needed. This allows me to quickly assess progress on any given project and make adjustments as necessary.

Additionally, I always maintain accurate records of all transactions and communications with clients. This ensures that all parties involved are kept up-to-date and that no important details are missed. Finally, I stay in regular communication with my team members to ensure everyone is on the same page and working towards our shared goals.”

24. Are there any specific marketing techniques that you think could be beneficial to our company?

This question is an opportunity to show your interviewer that you have a strong understanding of the real estate industry and how it works. It also allows you to showcase any skills or knowledge you may have in marketing, advertising or social media.

Example: “Yes, I believe there are several marketing techniques that could be beneficial to your company. First and foremost, I think it’s important to focus on digital marketing strategies such as SEO optimization, social media campaigns, and email marketing. These methods can help you reach a larger audience and generate more leads for your business.

In addition, I also think it would be beneficial to explore traditional marketing tactics such as print ads, radio spots, and direct mail campaigns. These methods can help you target specific demographics and create brand recognition in the local market.”

25. Describe a situation in which you successfully negotiated a deal between two parties.

This question can help the interviewer determine your negotiation skills and how you might use them to benefit their company. Use examples from previous work experience or describe a time when you helped two people come to an agreement on something important to them.

Example: “I recently successfully negotiated a deal between two parties that had been in dispute for some time. The parties were both clients of mine, and they had conflicting interests regarding the sale of a property. I was able to bring them together by listening to each one’s needs and concerns and finding common ground.

I started by outlining the facts of the case and then asked each party what their ideal outcome would be. After understanding their goals, I was able to come up with a solution that satisfied both parties. This included a compromise on price, terms of payment, and other details. Both parties agreed to the proposed solution and the sale went through without any further issues.”