3 Proven Ways New Agents Start Closing Deals

By Mark Dietel

Mark is a lifelong resident of Indianapolis’ Southside with over 20 years of experience in commercial and residential real estate. This gives him a level of market expertise that indirectly creates a competitive advantage in leading the Mark Dietel Realty team

Getting your real estate license feels like a big win. Then reality sets in. You’re licensed, motivated, and ready to work, but you’re asking yourself the same question most new agents do. Where do I start?

When I got into real estate at the end of 2012 and the beginning of 2013, I was a solo agent at a large brokerage. I didn’t have a built-in system or a clear roadmap. I had to decide how to build momentum from scratch. Looking back, there were three simple things I focused on that helped me start working with real clients and build transaction volume. They worked then, and they still work today.

Here are the three foundational habits to focus on when starting over:

Tip 1: Let your friends, family, and sphere know what you’re doing. This sounds obvious, but many new agents skip it. You don’t need to ask anyone for business. You simply need to let people know you’re in real estate. A phone call is often the most effective way to do this. If that feels uncomfortable, a card or letter works too. People appreciate being informed, and you’ll be surprised how many opportunities come from simply keeping your sphere in the loop.

Tip 2: Write handwritten notes consistently. Early on, I heard this advice from a successful agent named David Brenton, and I took it seriously. Anytime I had a conversation with someone, whether at dinner, an event, or even a quick interaction, I made a mental note to follow up with a handwritten card. Use blue ink, write at a slight angle, and include a short personal note or a brief PS. If you’re committed, aim for five cards a day, five days a week. It’s simple, personal, and incredibly effective.

Tip 3: Focus heavily on open houses. Open houses are still among the fastest-converting leads in our business. When I was new, I went door to door in my office asking agents if I could host their listings. I focused on open houses near where I lived and in the same school district as my kids because it made it easier to connect with people. Open houses help you meet buyers, sellers, and neighbors, all while building confidence through repetition.

Beyond those three habits, there are two additional things I want every new agent to keep in mind.

First, be professional in how you present yourself. How you speak, dress, and show up matters more than most people realize. Treat this like a real business from day one.

Second, if you have the option, consider joining a team. A good team can provide structure, in-house listings, and lead opportunities that help you build your pipeline faster. It’s often the most practical way to get experience and momentum early on.

If you’re newly licensed or feel stuck and want to talk through your next steps, I’m always happy to share what I’ve learned. You can call or text me at 317-441-7887, email me at mark.dietel@markdietel.com, or visit markdietel.com. I’m an open book and glad to help however I can.