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Job Description for a Real Estate Sales Manager

Throughout the country, there are many real estate offices filled with agents going about their day selling homes. Although real estate agents are usually better known, most of them have to report to someone, especially if they work out of a broker's office. The real estate sales director is the person charged with running the team of sales agents and making sure they stay on task to do their job.

Experience and Salary

In order to become the sales director of a real estate office, you need to have spent some time as a real estate sales agent. Many companies require you to have had at least 5 years of real estate sales experience and at least a few years of management experience. Often an advanced degree, such as an MBA, is also required. This experience is rewarded handsomely with the median income for this type of position being more than $78,000 per year.

Managing Sales Agents

Managing the sales team is perhaps the largest portion of this position's duties. The sales director is responsible for recruiting and retaining sales staff. Once hired, they are tasked with ongoing training and leadership. They must coach and counsell team members should any issues arise with their performance.

Managing the Sales Office

The sales director is also responsible for the running of the sales office. This usually includes preparing and sticking to a yearly operations budget to make sure costs are kept in check. They need to schedule and conduct staff meetings to get information into their staff's hands quickly and be available to answer all questions. They should have a strong knowledge of any regulatory requirements to guide the sales team in the right direction.

Selling

There is a selling aspect to this position as well. Often, the sales director will have his own sales goal. In addition to selling his own properties, he must come up with selling incentives and training programs to keep his agents at the top of their game. Part of his job is to oversee the implementation of any program in order to keep attracting clients to the business.

Knowledge of Mortgage Lending

Finally, the sales director must be able to calculate mortgage rates and be able to provide insight to what the laws are regarding various types of mortgages. Although a bank is the provider of a loan, many buyers look to their real estate agents for help. The sales director should at least be able to answer simple questions about mortgages and lending and have a good relationship with a lender to get answers for more difficult questions.



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