Real Estate Success Series Part 1: Inside Sales

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

Most agents believe success comes from knowing the market or having the best listings, but the real difference lies in something far simpler: the ability to have meaningful conversations.

For the first part of our three-part real estate success series, I’m going to tell you all about inside sales and why you need to pick up the phone to master it. Because here’s the truth: If you’ve ever wondered why your growth feels stagnant despite your effort, the answer isn’t in your knowledge or drive - it’s in how often you’re willing to pick up the phone.

Inside sales isn’t just about making calls; it’s about creating connections that turn into clients. Once you master this, your entire business shifts.

Why hesitation costs you more than you realize. The biggest hurdle for many agents isn’t competition or market conditions but their own reluctance to reach out. Fear of rejection, uncertainty about what to say, or the worry of seeming too salesy keeps them from taking action.

But without consistent conversations, your pipeline dries up. Real estate isn’t just about properties; it’s about people. If you’re not engaging with them regularly, you’re leaving opportunities behind without even realizing it.

Inside sales is about trust, not pressure. This isn’t cold calling in the traditional sense. Inside sales means initiating contact with a purpose like starting a dialogue, not a pitch. The goal isn’t to close a deal on the first call but to build a relationship that leads to business over time.

With the right approach, even a brief conversation can lay the groundwork for future success. People respond to authenticity, not scripts. When you focus on listening rather than selling, the rest falls into place.

How to start today. The first step is simple: pick up the phone. Use a basic script to stay on track, but let the conversation flow naturally. Pay attention to your tone, confidence, and warmth. Treat every call as an opportunity to learn about the person on the other end, not just a chance to make a sale. Consistency is key. The more you practice, the easier it becomes.

We’ve helped countless agents transform their businesses by focusing on this foundational skill. If you’re ready to move past hesitation and start seeing real results, the solution is closer than you think.

For more information, call 317-732-1045, email info@markdietel.com, or visit success.markdietel.com. Always remember that the difference between staying stuck and breaking through comes down to one decision: make the call.

Watch out for part two!