Real Estate Success Series Part 2: Outside 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

Many real estate agents are confident on the phone but struggle to seal the deal in person. The initial call might earn you the appointment, but what happens in that face-to-face meeting determines whether you gain a client or lose them to another agent. This is why outside sales is the second pillar of real estate success and why mastering it can transform your career.

Why outside sales is critical. Outside sales is all about personal interaction. It’s when you meet a potential client for a listing appointment, a buyer consultation, or while showing a property. You’ve already built some trust over the phone, but now you have to confirm it in person. This is the moment where relationships are strengthened and deals are made. People do business with those they like and trust, and your in-person presence is the deciding factor.

The common mistakes agents make. Many agents lose opportunities during in-person meetings because of three key problems:

1. They focus only on delivering information instead of building a personal connection.
2. They fail to read the client’s personality and adapt their approach accordingly.
3. They appear distracted, rushed, or lacking confidence, which erodes trust.

How to excel in outside sales. To succeed in person, preparation is essential. Arrive on time, dress professionally, and know the client’s goals before you meet. Greet them with a genuine smile, make steady eye contact, and listen closely to what they say. Keep the conversation focused on them, avoiding controversial or polarizing topics.

Your goal is to make them feel comfortable, understood, and confident in your ability to help them. When clients sense that you are attentive and trustworthy, they are far more likely to choose you over the competition. This likability factor is what turns first meetings into long-term relationships.

The payoff for getting it right. When you master outside sales, you will close more deals, earn more referrals, and strengthen your reputation in the market. It becomes easier to convert prospects into loyal clients because they know you are the professional they can trust with one of the most critical decisions in their lives.

Your next step. Outside sales is pillar two in my three-part series on real estate success, following Inside sales and preceding Becoming a subject matter expert. Without this skill, the other pillars will not support your growth. If you want to sharpen your outside sales skills and close more business, I can help. Call me at 317-732-1045, email info@markdietel.com, or visit success.markdietel.com and markdietel.com to learn exactly how to win in person.