Sales Manager

ABOUT BETTER HOMES AND GARDENS REAL ESTATE GARY GREENE

Better Homes and Gardens Real Estate Gary Greene is a Greater Houston residential real estate brokerage with over $60B in sales and over 200,000 clients served.

Locally owned since 1963, the Gary Greene name has been a part of the Greater Houston real estate landscape and consistently provides high-quality representation and outstanding service to generations of home buyers and sellers. Aligning with our long-standing principles, Gary Greene also incites meaningful change through the Gary Greene Realtors Foundation, which has given back over $4 million to our communities.

As we look towards Gary Greene’s leadership of the future, we select candidates who embody the characteristics upon which we have built our business. We look for individuals with a growth mindset, a humble nature, and a passionate work ethic.

At Gary Greene, we are committed to partnering with our team to create rewarding lives and businesses.

From our earliest days in Houston, we have remained leaders in the real estate industry by developing relationships with our clients and our communities. We invest in the very best technology, high-level coaching, and a talented, award-winning marketing team. These investments in the best business building resources create an environment which allows our team to thrive and reach new levels of success.

ABOUT THE ROLE

We are seeking a Sales Manager who is passionate about partnering with our agents to create rewarding businesses and lives. The Sales Manager’s primary responsibilities are talent attraction, coaching, and agent support for their local office. As the face of our company in a specific locale, Sales Managers are directly responsible for driving new revenue by hiring productive agents through selling the company’s unique value proposition. Within the company, the Sales Manager role is the critical point of delivery for the company’s value proposition – they must work closely and collaborate with the central team.

Every Sales Manager will coach agents at various production levels and career stages. It is important that the Sales Manager adapt their coaching approach and recommendations to the agent’s experience, struggles, or opportunities. In alignment with company recommendations, they will be responsible for developing business plans, providing sales strategy, leveraging company systems and resources, and performing individualized, recurring coaching sessions with agents.

As supervisor of their sales office, the Sales Manager provides comprehensive agent support while maintaining the standards and integrity of Gary Greene. Individuals suited for this role have an extensive working knowledge of real estate contracts and the entire real estate transactional process. They also must consider themselves approachable, energetic, solutions-oriented, pragmatic, goal-oriented, and driven to help others succeed.

LOCATION

Onsite - The Woodlands, TX

RESPONSIBILITIES

Talent Attraction

• Build and maintain a strong talent pipeline of passive and active candidates for current and future hiring needs, aligned with office growth strategy.
• Develop and promote the organization's brand to attract top talent.
• Deliver and support the company’s message and branding across all talent attraction efforts.
• Provide a positive candidate experience throughout the recruitment process with consistent communication, follow-up, thorough preparation, and successful onboarding
• Use data analytics and reporting tools to track and analyze talent attraction metrics and adjust strategies as needed.
• Make recommendations for process improvements and innovative recruitment strategies.
• Comprehensively document activities in our CRM

Coaching

Conduct and document one-on-one coaching sessions with agents

• Assess their strengths and weaknesses, identify their business goals and work together to create customized business plans
• Provide personalized guidance and support to agents to build systems, help them develop effective sales techniques, negotiation skills, and client relationship management strategies
• Review, analyze, and provide recommendations for improving agent performance, including tracking key performance indicators (KPIs) including but not limited to - pipeline benchmarks, conversion rates, client satisfaction, average sale price, and listing-to-sale ratios
• Support agents in building their sales presentations, listing strategies, and client interactions through role play and instructional workshops
• Motivate and inspire agents to overcome challenges and stay in a pattern of consistent execution
• Help agents enhance their prospecting and lead generation methods, by leveraging the company resources in marketing, technology, and office/central training
• Review and provide feedback on agents' marketing materials, including property listings, brochures, and websites, to ensure they effectively showcase their services and properties
• Reengage team members that have become disconnected or discouraged and revitalize a plan and path for their success
• Document all activities, coaching sessions, progress, and outcomes within our CRM, for performance evaluation and continuous improvement, maintaining flawless data management

Other coaching responsibilities:

• Conduct regularly scheduled performance evaluations to track agents' progress toward their business goals and provide ongoing coaching and support
• Conduct training sessions, workshops, and group coaching sessions to educate agents on various real estate topics, market trends, and best practices in alignment with company coaching recommendations
• Support company coaching initiatives including but not limited to centralized coaching offerings, companywide accountability initiatives, and annual business planning events

Agent Support

• Provide transactional support around problematic clients or agents, challenging negotiations, and support the successful completion of pending sales
• Provide strategy to secure, convert, and position listings
• Provide, as needed, support on pricing, positioning, and market analysis
• Help agents prepare for presentations
• Support agents in troubleshooting technology and use of company resources
• Work with agents on the right dialogue to negotiate in a variety of situations and circumstances

General

• Delivering the company’s value proposition to each producer in the office
• Achieve office production targets
• Support team members from ancillary services in their work to build and maintain relationships that result in better client experiences through an integrated real estate traction
• Guide staff on coaching session follow-ups that have been recommended
• Assist central recruiting effort as part of the closing process, including interviews
• Assess local market conditions and identify current and prospective sales opportunities
• Stay current on industry developments, market trends, compliance, and regulatory requirements pertaining to real estate sales, and share relevant information with agents
• Prepare and deliver weekly office sales meetings
• Facilitate a connected, team-focused environment for all internal and external staff providing support to the office

QUALIFICATIONS

• 5+ years of proven experience as a successful real estate agent or broker in the State of Texas.
• Bachelor's degree preferred (long tenure in a relevant position(s) can offset)
• 3-5 years of management or similar experience preferred
• Relevant coaching certifications or qualifications focused on business building or entrepreneurship are a plus
• Texas Real Estate license required
• Strong coaching and mentoring skills, with a passion to inspire and motivate others
• Leadership and human resources management skills, including training and inspiring teams
• Self-motivated and entrepreneurial, aware of current technology and willing to seek out and embrace new and emerging technology to drive growth
• Technology proficient, including Microsoft Office, social media sites, and web portals
• In-depth knowledge of real estate sales techniques, market trends and dynamics, lead generation strategies, marketing techniques, and industry best practices
• You embrace and have current knowledge of CRM systems, real estate technology tools, digital marketing platforms, and social media strategies for business development purposes
• Analytical mindset with the ability to assess agent performance, draw insights from business metrics, identify areas for improvement, and develop actionable strategies
• Strong active listening skills that allow you to understand at a deeper level, build rapport, illicit commitment, and foster a collaborative learning environment
• Champion the company reputation and value proposition by embracing a holistic team-minded approach toward solving problems and addressing concerns with agents
• Self-starter attitude and ability to exercise judgment and solve difficult problems without direct supervision
• High level of professionalism, integrity, and business acumen
• Strong organizational and time management skills
• Strong interpersonal, verbal, and written skills