Career Development

What Does a Real Estate Sales Manager Do?

Find out what a real estate sales manager does, how to get this job, and what it takes to succeed as a real estate sales manager.

Real estate sales managers are responsible for overseeing all aspects of the sale of real property. They commonly work with a team of agents to ensure that each one is performing their job effectively and in accordance with company standards.

Real estate sales managers may also be tasked with developing new business opportunities, managing client relationships, and providing leadership and guidance to other members of the organization.

Real Estate Sales Manager Job Duties

A real estate sales manager typically has a wide range of responsibilities, which can include:

  • Meeting regularly with clients to discuss their needs and concerns in order to identify new opportunities for sales growth
  • Establishing and maintaining relationships with brokers and agents in order to develop new business opportunities
  • Negotiating contracts with sellers to ensure that all parties are satisfied with the terms of the agreement
  • Identifying opportunities in the market to increase sales volume or profit margins through new marketing strategies or product offerings
  • Coordinating with other members of the team to prepare for events such as open houses or new home launches
  • Presenting offers to sellers on behalf of clients in order to facilitate negotiation of price and terms of sale
  • Reviewing market conditions and identifying trends that could impact prices or interest in a particular neighborhood or area
  • Meeting regularly with clients to discuss their needs and concerns in order to identify new opportunities for sales growth
  • Managing a team of real estate agents to ensure that they are meeting their goals and providing quality service to clients

Real Estate Sales Manager Salary & Outlook

Real estate sales managers’ salaries vary depending on their level of education, years of experience, and the size and location of the company. They may also earn additional compensation in the form of commissions and bonuses.

  • Median Annual Salary: $92,500 ($44.47/hour)
  • Top 10% Annual Salary: $165,000 ($79.33/hour)

The employment of real estate sales managers is expected to grow slower than average over the next decade.

The need to find new ways to attract and retain customers will likely result in continued employment growth for real estate sales managers. However, automation may limit the number of jobs for real estate sales managers because some tasks traditionally performed by these workers can be done more efficiently through technology.

Real Estate Sales Manager Job Requirements

A real estate sales manager typically needs to have the following:

Education: A real estate sales manager position typically requires a minimum of a high school diploma or GED. Some employers prefer a bachelor’s degree in real estate or a related field. Relevant coursework includes real estate principles, finance, business law, economics and accounting.

Training & Experience: Real estate sales managers typically receive on-the-job training in the form of an apprenticeship or internship. During these periods, they learn the basics of the real estate industry and the skills necessary to become a successful sales manager. They often work closely with a senior sales manager to learn the specific skills necessary to succeed in their role.

Certifications & Licenses: While certifications are not always required for real estate sales manager positions, they can help you stand out from other candidates and demonstrate your commitment to the industry.

Real Estate Sales Manager Skills

Real estate sales managers need the following skills in order to be successful:

Communication skills: Communication skills are essential for real estate sales managers. They use these skills to communicate with clients, colleagues and other real estate professionals. They also use these skills to convey information about real estate transactions and to explain complex real estate concepts to clients.

Negotiation skills: Negotiation skills are a crucial skill for real estate sales managers. They use their negotiation skills to help clients buy or sell real estate. They also use negotiation skills to help their team members sell more real estate.

Time management skills: Time management skills allow real estate sales managers to prioritize their tasks and complete them within deadlines. This is important for real estate sales managers as they often have many tasks to complete each day, including making calls, sending emails, updating their CRM and meeting with clients.

Leadership skills: A real estate sales manager is a manager of a team of real estate agents. This means that they are responsible for the overall success of the team. Leadership skills are important for a real estate sales manager as they are responsible for motivating and directing their team to achieve their goals.

Marketing skills: A real estate sales manager can use their marketing skills to help their team create effective marketing campaigns. They can also use their marketing skills to help their team create a strong social media presence and develop a website that attracts potential clients.

Real Estate Sales Manager Work Environment

Real estate sales managers work in a variety of settings, including offices, shopping malls, and residential neighborhoods. They typically work long hours, including evenings and weekends, to accommodate the schedules of their clients. Some real estate sales managers may travel to attend conferences or to visit properties that are for sale. The work can be stressful, and real estate sales managers must be able to handle rejection and deal with difficult clients. However, most real estate sales managers find the work to be exciting and challenging, and they enjoy the autonomy and independence that the job offers.

Real Estate Sales Manager Trends

Here are three trends influencing how real estate sales managers work. Real estate sales managers will need to stay up-to-date on these developments to keep their skills relevant and maintain a competitive advantage in the workplace.

The Rise of the Real Estate Broker

The real estate industry is changing rapidly, and one of the most significant changes is the rise of the real estate broker.

As more and more people buy and sell homes online, the need for a traditional real estate sales manager is decreasing. In its place, brokers are emerging as the go-to professionals for home buyers and sellers.

Real estate sales managers can capitalize on this trend by becoming certified in online marketing techniques and developing strong relationships with potential clients. They should also be prepared to work with a wide range of clients, from first-time home buyers to experienced investors.

More Focus on Customer Experience

The real estate industry is shifting towards a focus on customer experience. This means that real estate sales managers will need to develop skills in customer service and relationship building.

By focusing on the needs of their customers, real estate sales managers can create a positive experience for everyone involved in a transaction. This includes not only the buyer and seller, but also the agents and other professionals who are involved in the process.

A Greater Emphasis on Technology

Technology is playing an increasingly important role in the real estate industry. This is evident in the increasing use of technology in the sale process, such as virtual tours and video listings.

Real estate sales managers need to be familiar with these technologies in order to effectively market properties to potential buyers. Additionally, they need to be able to manage and support these systems after they have been implemented.

How to Become a Real Estate Sales Manager

A real estate sales manager career can be a great way to enter the real estate industry. As a real estate sales manager, you’ll have the opportunity to work with a variety of people and help them achieve their goals. You’ll also learn about different areas of real estate and how they work.

To become a real estate sales manager, you’ll need to have experience in real estate and sales. You should also be able to manage people effectively and have strong communication skills.

Related: How to Write a Real Estate Sales Manager Resume

Advancement Prospects

Advancement in a real estate sales career usually comes in the form of increased responsibility and income. As sales managers, real estate professionals may oversee a team of agents, be in charge of marketing initiatives, or handle the finances for a real estate office. In addition, real estate sales managers may also be responsible for training new agents and helping them grow their business. Some real estate sales managers eventually open their own brokerage.

Real Estate Sales Manager Job Description Example

At [CompanyX], we’re looking for an experienced real estate sales manager to lead and inspire our sales team. The ideal candidate will have a proven track record of success in real estate sales, as well as the ability to motivate and coach a team of sales agents. They will be responsible for setting and achieving sales targets, developing and implementing sales strategies, and managing the day-to-day operations of the sales team. If you’re a driven, passionate, and experienced real estate sales manager, we want you on our team!

Duties & Responsibilities

  • Achieve or exceed monthly sales targets by developing and executing a strategic plan that includes prospecting, networking, lead generation, and closing
  • Recruit, interview, hire, train, and coach new and experienced real estate agents to build a high-performing team
  • Monitor agent performance against key metrics and provide feedback, coaching, and mentorship to help them improve their skills and close more deals
  • Stay up-to-date on industry trends, local market conditions, and changes in the real estate landscape to better advise clients and agents
  • Develop relationships with key partners and referral sources, such as mortgage brokers, home inspectors, and title companies
  • Negotiate contracts with vendors and service providers, such as lawn care, home staging, and photography, to get the best possible rates
  • Manage advertising spend and track results to ensure that marketing efforts are effective and efficient
  • Prepare reports on sales activity, pipeline, and forecast data to share with upper management
  • Handle customer complaints and concerns in a professional and timely manner
  • Maintain a working knowledge of all real estate laws and regulations
  • Attend local events and functions to network with potential clients and referral sources
  • Serve as a positive role model for agents, demonstrating ethical and professional conduct at all times

Required Skills and Qualifications

  • Bachelor’s degree in business, real estate, or related field
  • 5+ years experience in a sales management role, with a proven track record of success
  • 10+ years experience in the real estate industry
  • Excellent communication, negotiation, and presentation skills
  • Strong organizational and time-management skills
  • Proven ability to work independently and take initiative

Preferred Skills and Qualifications

  • Master’s degree in business, real estate, or related field
  • 7+ years experience in a sales management role
  • 15+ years experience in the real estate industry
  • Working knowledge of real estate software programs, including MLS, Salesforce, and QuickBooks
  • Familiarity with real estate law and regulations

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