July 2018 - Smart Sales Coaching

If you’re developing your real estate sales force, you know that that can be a daunting task. Especially if you’re just starting out, the jump from zero to a successful real estate sales force can sometimes seem out of reach.

But don’t worry! There are several simple, common sense tips you can follow to help you develop the best real estate sales force for your company.

Hire the “Teachable”

As you carefully choose your sales force, the most important thing to consider is whether the person you’re considering hiring is teachable and willing to learn.

If the person you’re interviewing seems too arrogant or stubborn to listen and learn from your training process, don’t hire them — no matter how good of a sales rep they seem to be.

The same goes from your current employees. As a team leader you must motivate your current employees to continue learning and innovating (regardless of how well they are performing).

Train, Train, Train

The people you hire probably have a lot of talent and maybe even a lot of experience. However, never underestimate the importance of proper training.

Unless your sales force gets regular and understandable coaching, you can’t reasonably expect them to follow your specific company sales processes.

The right training methods will help your team understand your processes inside and out while evolving with the market, making them amazing additions to your team!

Cultivate a Culture of Collaboration

After you’ve hired and trained the right people, your next step is to create the perfect company culture to inspire the best teamwork possible.

If your sales reps don’t feel like they’re members of a unified team, that will most likely reflect in your company numbers. Instead of leaving your sales force to their own team building, try to actively encourage teamwork through goal setting and reward setting.

Goal Setting

Besides cultivating a culture of teamwork by giving your team something to strive for, smart goal setting also gives your sales force the focus they need to work toward an objective.

If you want to have a certain number of leads closed by the end of the fiscal year (or even just by the end of the month), let your sales force know! If your team has a time-sensitive goal with KPIs (key performance indicators) in place to keep them accountable, it is less likely that anyone will waste time.


Remember, your sales force is made up of people who have their own lives, interests, and desires outside of work. Some might be motivated to do the best they can all the time, but others might not even know their limits because they’ve never had incentive to push themselves.

Creating a rewards system will help your real estate sales force stay motivated and even excited to reach goals and work hard!

Ask for Advice If You Need It

Finally, if all that sounds great, but you’re too busy to create a strong development strategy from the ground up, we have a solution for you!

I am now offering a free lead conversion training in which you’ll learn exactly how you can create an amazing real estate sales team by utilizing our sales force development resources!