Our spotlight series features the pros behind the process of preparing, selling, and buying a home.
In the fast-paced world of real estate, the journey from a signed contract to a successful closing is a complex path filled with critical deadlines, detailed paperwork, and high-stakes emotions. For many high-performing teams and agents, a transaction coordinator or manager is at the center of this crucial phase. They bring a unique blend of meticulous organization, deep industry knowledge, and a profound understanding of people.
At Bluetape, we love working with TCs/TMs. They’re the unsung heroes who keep deals on track—and when repairs are needed quickly and cleanly, they're often the ones pulling the right levers behind the scenes. We see you, and we’re here to make your job easier.
We had the pleasure of talking with Allison Sheff, the Transaction Manager for the Sky Group, a powerhouse in the D.C., Maryland, and Virginia area, to hear more about what it takes to thrive in one of the most vital roles in real estate.
You’re often the person holding everything together behind the scenes. What’s something most people don’t realize about the role of a great transaction manager?
Most people don’t know that I sold real estate for many years before I went behind the scenes. Great TCs are often former agents. The role requires understanding the amount of stress and pressure that a working real estate agent takes on to make a living is huge! You wake up every day unemployed and go to work. So I think that having a real understanding of that feeling is key to being a great transaction manager. I know what my agents feel when they’re working a deal. A lot of being a TC is anticipating—whether it be the deadline, the paperwork, the client's feelings, or just understanding the vibe of the deal.
The Sky Group is known for its high standards. How does your role ensure those standards are met in every transaction?
A great transaction manager needs to understand it’s not about the sale, the property, or the numbers—it is the people, and always the people. So yes, deadlines are crucial and excellent compliance is a must, but the number one thing is people. Not just the clients. It’s about the connections I have, the relationships with industry peers, and the mutual respect I give and receive. I like to think of myself as a white glove concierge who happens to have 20+ years of experience in real estate. With that, I try to treat every client the same way. I treat them as if they're our finest, most important client. Because they are.
What drew you to transaction coordination specifically?
My short answer is that, during my years as an agent, I always liked the behind the scenes work more than the deal-making. The more honest answer is that, at a crossroads in my personal life, I needed a job that provided stable health insurance for myself and my daughter. Transaction management gave me the opportunity to take my experience and parlay it to help great agents have the time to do what they do best: SELL.
What’s your secret weapon when it comes to keeping a deal on track—especially when things start to get chaotic?
Can I say tequila? KIDDING! I do a lot of deep breathing and mantras. I always try to remember that real estate is chaotic because, for most people, it's an emotional transaction. So I try to keep myself grounded to bring some order to the chaos. Speaking of order...SYSTEMS! I rely heavily on a transaction management system, calendar, and spreadsheets, as well as my team. While I am the only transaction coordinator in the group, I am far from alone.
Can you walk us through a recent deal that felt like a real win?
The deals that mean the most to me are the ones in which we help our clients gain a sense of peace and relief. And that's different each time. Recently, we had clients who got engaged and purchased a new home. Part of that process was selling their current place. It all went swimmingly, until a buyer's grant program delayed us by nearly two months.
It was incredibly frustrating for something outside our control to cause our clients to carry two mortgages, but we used the time to make necessary repairs and cross every "t" and dot every "i". That is where the white glove service part of my job is crucial. I take on as much of the stress as I can to keep the clients positive.
The sense of accomplishment we all felt when the property closed was tremendous. The clients were happy to fully start their next chapter. And we at the Sky Group felt we had made a stressful situation manageable.
Your background includes event management, sales, even group fitness instruction. How do those skills show up in your work with clients and agents?
Those skills show up everyday in a multitude of ways. Every transaction is itself an event full of people who are truly invested in every deadline and milestone. So, really, what I do is not just about real estate. I am managing people on the way to a finish line. The same can be said for group fitness and sales—there’s a goal and I am the person who takes the pieces and fits them into place. .
When you're juggling multiple timelines, clients, and vendors, how do you stay organized and calm? (Or at least make it look that way?)
Now can I say tequila? Okay, again, kidding. It is kind of like parenting. Sometimes you have to lock yourself in the bathroom and scream. Seriously, though, humility has a lot to do with it. When I feel like I might be spinning, I remind myself that perfection is unrealistic, that I can take my time. For me, I always want to be efficient. Sometimes that means slowing down and focusing on what needs to happen right now and in what order and then just work down the list. Lists and post-it notes forever!
Real estate is fast-paced and high-stakes. What keeps you grounded—and what keeps it fun?
A great question. What keeps me grounded is the conversations with clients and agents that make me remember we are all in this together, and how lucky I am to meet and talk to so many different people everyday. A client and I had a good laugh about being overwhelmed moms at the end of the school year (how many events can schools demand we attend in May anyway?!). Those conversations keep me level headed.
As for the fun... Have you seen our listings and buyers’ homes? They’re stunning! It's just the best watching our clients make their homes, developers create magic, and families move on to their next chapters. And, the team at the Sky Group isn’t too shabby either, they know how to keep it fun!
Vendors can make or break a deal timeline. What do you look for in partners like Bluetape who help keep things moving smoothly?
I look for people who have the same sense of urgency with regards to our clients as we do and I need people to do their own jobs really well. I look for companies who do what they do well, treat their own people well, and are available when we need them, not just 9-5, M-F. Real estate is a 24/7 job.
If you could give one piece of advice to an agent who wants to make their transaction manager’s life easier, what would it be?
To piggyback off my last answer, understand that your TC has a life too and try to provide as much detail and information as you can. The quickest way to do that is to copy your TC on every email you send! That is the biggest timesaver. It allows me to work when I have time!
From your perspective as someone who manages transactions, what makes a repair partner like Bluetape valuable during the contract-to-close phase?
One of the most difficult parts of a real estate contract (aside from lockboxes and keys, don’t get me started on that) is the inspection negotiation. Most laypeople and even real estate agents, do not have a good idea of what it costs to repair anything. We need experts for that! I've had to cobble together a roster of contractor contacts to try to solve that problem. But it's still not easy. Because of closing deadlines, I am constantly trying to get contractors, who often have other projects, to give estimates and do visits for clients in the shortest time frames. Bluetape is filling that void—I can send a report, get answers, receive a solid quote, then negotiate credits or have their team do the work.
What’s always on your desk or in your workspace that you swear by?
AirPods! And Post-its! And, as any proper elder millennial does, drinking coffee, electrolytes, and Fresca.
What’s your go-to stress relief after a hectic day of deadlines and paperwork?
Well, there is no real shut off time, but I always do an evening walk with my delicious dog, Georgia, and my daughter, Chloe. At the end of the day, Chloe is the reason I keep going—not only to support her but to show her a woman who works hard and enjoys it.
Favorite place to recharge in the DMV area?
Oof, this is a tough one. BUT, I am North Baltimore born and bred (3rd generation), so I have to give props to my hometown. Belvedere Square is my favorite place to end a summer day with a drink and fries. I run into neighbors, friends, former clients, and there is live music on Fridays. What could be better?!
What’s one tool, app, or hack you think every transaction manager should be using?
This is far from earth-shattering but always use two monitors. And get iMessage on your laptop—you’ll never look back!
Want to connect with Allison? Follow her on Instagram or email her.