3 Unbreakable Rules for Successful Real Estate Selling in Indiana

By David Brough

From a young age, real estate captured David's interest, and that passion has remained throughout his life. Over the past 15 years as a Realtor.

Strong sales skills are directly linked to long-term success, especially in Indiana’s competitive housing market. In real estate, your ability to sell will influence every stage of your career. The good news is that this skill can be developed with practice and commitment. There is no shortage of free resources and practical tools to help you grow. What matters most is how you apply them every day. Here’s everything you need to know:

1. Ask great questions. The quality of your sales presentation depends on the questions you ask. Many sales professionals, especially in real estate, tend to talk too much and ask too little. When you let clients do most of the talking, they feel heard, respected, and more connected to you. Great questions help uncover their true motivations, making your presentation more relevant and persuasive.

2. Listen intentionally. Listening goes beyond staying quiet. It requires full focus on the person speaking rather than thinking about what you’ll say next. People notice when they are genuinely being listened to. Intentional listening builds trust and allows you to respond with clarity and purpose. Avoid interrupting or reacting too quickly—let the client guide the conversation.

3. Ask deeper questions. Once you ask an initial question, go deeper. I use a “go three deep” approach, which means asking at least three follow-up questions. If someone says they want to move to a certain area, follow up by asking why, how they chose that location, and what they would do if that option were unavailable. Deeper questions reveal what matters most to the client and show that you are invested in understanding their goals.

Strong sales skills are built on asking great questions, listening carefully, and digging deeper to understand the client’s perspective. If you focus on these three areas, selling will feel more natural and conversations will become more productive. Mastering these fundamentals can transform your results and open the door to greater long-term success. If you have questions or need guidance, please reach out. You can call me at 260-308-4335 or send an email to david@anthonyrealtors.com. I look forward to hearing from you.