Sales Manager for Growing Real Estate Team
3 days ago
The Sales Manager’s role is to oversee, support and train the buyer agents, listing agents and ISA’s within the company. You will be responsible for interacting with the agents on a daily basis while helping them build their sales skills, increase conversion rates and keep accountable to their goals (both team goals and personal goals). You will be actively recruiting both experienced agents as well as new agents on an on-going basis. Weekly & monthly reporting on conversion rates, profitability, and agent KPI’s will be required.
In addition to working directly with the agents and sales staff, you will interact with the CEO, COO, Training Manager and the Operations Manager to ensure that we’re hitting sales and profitability goals. You will play a critical role in creating & updating policies and procedures as needed.
Strong interpersonal skills and the ability to adapt to the needs of each individual agent is necessary. Effective oral and written communication skills, understanding of budgets and strong time management skills are also required. Most importantly, you will have a great sense of humour and will be able to continue building the team culture and a fun working environment.
This is a full time position. Office hours are 8:00am - 5:00pm M-F at a minimum. Additional office hours are expected if needed, but some work may be completed from a remote location. Compensation is a base salary plus bonus based upon meeting and exceeding goals.
**AGENT SUPPORT & TRAINING**:
**Daily**
- Host morning huddle
- 5 minute video conference with daily affirmation, acknowledgement of “wins” & quick run through of hot sheet.
- Scripting calls Monday and Wednesdays
- Daily scripting as need
- Meet with new agents to work on scripts, teach technology, talk about best practices.
- Check leads in our CRM to be sure that agents are touching leads per team policy
- Recruiting Calls
**Weekly**
- Co-Run Monday team meetings.
- Hold minimum of 3 “hours of power” in office. This should consist of at least 30-minute script work prior to 60 minutes on the phone where agent make calls using the specific skills that they just worked on. As the team grows, you can focus each session on a different branch (listing agents, buyer agents, ISA’s).
- Conduct minimum of 2 role playing session each week.
- Sit in on Level 3 Meetings
**Bi-Weekly**
- Schedule bi-weekly 1-on-1 meetings with each agent. 30 minutes to discuss current KPI’s, goals, 90-day Plans and current needs.
- Create lead rotation calendar (AOD Shifts) and ensure that all shifts are filled (either with an agent or by sending to the ISA).
- Attend video coaching call with Tom Ferry coach with sales team.
- Sit in on Level 2 Meetings
**Monthly**
- Plan one optional team building event like a Friday afternoon happy hour
- Hand out awards for: most closings, most signed contracts, etcwith small prize ($25 prize)
**Quarterly**
- Conduct one contest with prize for top agent(s). Should be based on production and/or KPI’s or some other metric ($100 prize).
**As Needed**
- Work with Admin to trouble shoot any issues that seem to be going on with transactions
- Attend industry events/trainings with agents as appropriate.
- Join weekly coaching call with team lead as needed.
- Shadow agents at open houses, showings, buyer consults, listing appts & seminars as needed.
**REPORTING**:
- Weekly report on speed to lead
- Weekly report on conversion rate
- Weekly production report with closings, accepted offers and fall out
- Weekly report on recruiting stats
- Monthly report on agent profitability
- Quarterly with team lead to assess ROI for all lead gen sources.
**RECRUITING**:
**Existing agents**
- Identify agents in production who would be a good fit for the team.
- Create and run social media campaigns to attract existing talent
**New agents**
- Consistently run ads to attract talent from other industries.
- Contact agents that would fit our Avatar and start nurturing them
- Run Bi-weekly Webinars
- Host monthly training at the office to attract new agents
- Stay in contact with local Realtor board for new agent orientation.
**ADDITIONAL TASKS**:
- Work with admin, team leader and agents to come up with policies and procedures for lead distribution, lead follow-up, open houses, etc
- Work with IT to create any reports or change technology to create and run social media campaigns to attract existing talent.
- Become active with local Realtor board to network with agents.
**Benefits**:
- Three week Vacation
Schedule:
- Monday to Friday
- Weekend availability
Supplemental pay types:
- Bonus pay
- On target bonus earnings will be 100k+
Ability to commute:
- Etobicoke, Ontario
**Experience**:
- Negotiation: 1 year (required)
- Time management: 3 years (required)
- Sales: 5 years (required)
- Conversion optimization: 1 year (required)
- Leadership: 3 years (required)
- Real Estate: 2 years (required)
License/Certification:
- Real Estate Licens
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