How to sell to Heads of Sales at Real estate companies
Heads of Sales in real estate are primarily measured on their team's revenue growth. They respond positively to outreach that showcases an understanding of market fluctuations and sales cycle challenges specific to property management and brokerage. Demonstrating knowledge of their current sales strategies and how external factors impact their performance will capture their attention.
Written and maintained by the SoloRiff team, who build outbound software and run outbound with it. The figures below are our own: we measured 562 real estate company domains over public DNS on 2026-09-03. Last updated 2026-09-03.
What actually hurts
- high sales team turnover
- inefficient lead conversion
- market fluctuation impacts
- lengthy sales cycles
The playbook
- 01
Identify recent market shifts
Research recent trends in the real estate market, such as rising interest rates or changes in buyer behavior. Use sources like Zillow or local market reports to gather insights. Tailor your messaging to address how these shifts impact sales strategies and revenue generation.
- 02
Target teams with high turnover
Filter your list for real estate companies with recent high turnover in sales staff. Use LinkedIn to identify these changes. Highlight in your outreach how your solution can stabilize their sales teams and improve retention, addressing a pain point they might be experiencing.
- 03
Leverage industry events
Identify upcoming real estate conferences or webinars where these leaders will be present. Use this as a trigger to reach out, referencing the event and suggesting a brief chat to discuss insights and challenges faced in the current market. This connection can create urgency and relevance.
- 04
Address common objections directly
Prepare to address objections such as 'we're already using a solution' by gathering competitive insights. In your outreach, acknowledge this and ask if they are fully satisfied with their current vendor. Position your offering as a complementary solution that can enhance their existing processes.
- 05
Follow up after major sales events
Set a reminder to follow up with leads shortly after significant events, like quarterly earnings reports or major product launches. Reference these events in your outreach to demonstrate awareness of their business cycle and how your solution can help in the next phase of their strategy.
Can real estate companies even receive your mail?
We measured the DNS of 562 real estate companies, sampled evenly across company sizes, to see how many authenticate their own email. It matters in both directions: a domain that does not authenticate is a domain whose team is used to mail going missing — and if your own domain is in the gap, yours is the mail going missing.
Publishes a DMARC policy of quarantine or reject — the domain actually asks receivers to act on failures.
The gap is the finding: 25.2% of 1–10-person companies against 83.6% of the largest — 58 points apart. Small companies are where the unauthenticated domains are, and small companies are who most cold outreach is aimed at.
Where does your domain sit?
Same three lookups, run live against your domain. Nothing is stored and nothing is emailed to you.
How this was measured
Company domains were sampled within employee-count bands, then queried over public DNS for SPF (TXT at the apex), DMARC (TXT at _dmarc.) and MX. One domain per company, deduplicated. Anyone can reproduce any single row of this with dig.
DKIM is deliberately absent. A DKIM key lives under a selector that cannot be enumerated from outside the domain, so a company with flawless DKIM under a name we did not guess would be counted as having none. That would measure our guess list, not the industry.
Domains with no MX record are excluded rather than counted as failures — parked and redirect-only domains would otherwise drag every figure down and make the result an artefact of the sample.
Sampled within bands, so this describes the population of companies, not of employees: a 10-person company counts once, as does a 10,000-person one. Each band is at least 60 domains; bands below that are not published. Figures are percentages of the sample, not of the whole industry, and we publish no company names — only counts.
Measured 2026-09-03. Re-measured monthly.
The full census across every industry — sortable, with sample sizes, free to reuse under CC BY 4.0.
Subject lines that fit
- Navigating market changes
- Improving sales team stability
- Boosting lead conversion rates
Questions
- Why do Heads of Sales in real estate ignore cold outreach?
- Heads of Sales often receive numerous outreach attempts that lack relevance or understanding of their unique challenges. If the message doesn't directly address their specific market conditions or team dynamics, it is likely to be overlooked. Tailoring your approach to highlight solutions to their pressing issues is crucial.
- What challenges do Heads of Sales face in real estate?
- Heads of Sales in real estate frequently deal with high turnover rates and the need for continuous recruitment and training. They also struggle with fluctuating market conditions that can impact sales cycles, making it essential to adapt strategies quickly. Understanding these challenges can help in crafting more effective outreach.
- How can I make my outreach stand out to real estate sales leaders?
- To stand out, your outreach should be highly personalized, reflecting an understanding of their current market environment. Reference specific challenges they face, such as changes in buyer behavior or local market trends, and suggest actionable insights that align with their goals for revenue growth.
- What role does technology play in a real estate sales strategy?
- Technology is pivotal in optimizing sales processes in real estate. It helps in tracking leads, managing client relationships, and analyzing market data. Heads of Sales are keen on solutions that can integrate seamlessly with their existing tools, improve efficiency, and ultimately drive revenue.
Or have it run itself
SoloRiff does every step above on its own — finds the companies, finds the people, writes each of them individually, and handles the replies. Drop your URL and watch it work before you sign up for anything.
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