How to Become a Real Estate Inside Sales Agent

Applying to become an inside sales agent is a great way to get your foot in the door of the sales industry. Read here to find out how!

What is a Real Estate Inside Sales Agent?

When you become an inside sales agent, you’ll be a real estate team member working remotely to generate and cultivate leads, typically via outbound calls. On the job, you’ll focus on developing new business opportunities, often by working with buyers who still need to be ready to work with a real estate agent. An inside sales agent can be an essential part of a real estate team by building relationships with potential clients and staying in touch with them until they’re ready to buy or sell.

3 Types of Inside Sales Agents 

  1. Outbound Inside Sales Agent. As an outbound real estate inside sales agent, you will be responsible for making outgoing calls to potential clients and providing them with information about available properties. You will need to build rapport quickly to close deals efficiently. 
  2. Inbound Sales Agent. Inbound real estate inside sales agents handle inbound calls and emails from potential customers interested in learning more about a property listing. In addition to providing information about the property, the agent will also answer any questions the customer has.  
  3. Both Outbound/Inbound Inside Sales Agent. These types of Inside Sales Agents will be responsible for performing a combination of the tasks of an outbound and inbound sales agent.

Your clients will rely on you for this when you become an inside sales agent. Don’t let them down! 

A real estate calling inbound leads.

1. Calling inbound leads 

If you’re considering becoming a real estate inside sales agent, one of your key responsibilities will be calling inbound leads. These leads typically come from sources such as online inquiries, referrals, and targeted marketing campaigns. Your job will be to contact these leads and determine their level of interest in working with a real estate agent. 

You’ll often be the first point of contact for potential clients, so you must build rapport quickly and establish trust. In addition to calling inbound leads, you’ll also be responsible for generating your leads through activities such as prospecting and networking. 

A real estate inside agent qualifying leads initially contacted.

2. Qualifying leads initially contacted

This process usually involves conducting a brief phone call or email exchange to gather more information about the lead and their needs. By taking the time to qualify leads, inside sales agents can help their clients save both time and money. In addition, qualifying leads helps to ensure that only quality leads are passed on to the client, which can help to build trust between the agent and the client. 

A real estate agent prospecting leads.

3. Prospecting leads

A real estate inside sales agent is responsible for generating new leads through prospecting. Although there are several ways to generate leads, cold calling is the most common method. Cold calling involves reaching out to potential customers who have yet to express interest in your product or service. This can be a challenging task, but it is essential to becoming an inside sales agent. To be successful, you must be persistent and be able to overcome objections. Additionally, having a solid script and understanding of your product or service is crucial. With these skills, you can generate new leads and grow your business.

A real estate agent nurturing leads.

4. Nurturing leads

Nurturing leads is the process of developing relationships with potential customers. In performing this role, it’s essential to build trust and credibility. When you nurture your leads, you’ll stay in touch with them regularly, providing valuable information and answering any questions they have. You’ll also keep them updated on new listings and changes in the market. By developing a relationship with your leads, you’ll increase the likelihood that they’ll do business with you when they’re ready to buy or sell.

A real estate agent managing and organizing leads

5. Managing and organizing leads

Managing and organizing leads involve keeping track of potential clients. It also encompasses ensuring that they are interested in purchasing or selling property and following up with them regularly.  

Skills of an Inside Sales Agent  

1. Communication skills

If you hope to become a real estate inside sales agent, you need to have strong communication skills. This is because much of your job will involve communicating with potential clients by phone or email. You’ll need to clearly explain the benefits of working with your company and why they should choose you over the competition. You’ll also need to be able to handle objections and answer any questions that prospects may have. 

2. Rapport-building skills

Inside sales agents work primarily by phone, email, and chat, so they must know how to build relationships and trust with potential clients without meeting them in person. There are a few key things you can do to build rapport with clients: 

First, make an effort to understand their needs and pain points. What are they looking for in a home? What are their budget constraints? What are their must-haves? The more you know about your client, the better equipped you’ll find them with the perfect property. 

Second, be responsive to their inquiries. If they reach out via phone or email, make sure to get back to them as soon as possible. Nothing kills a deal faster than a lack of communication. 

Third, be truthful and transparent. Don’t try to hide anything about a property – if there are any issues, make sure your client is aware of them before they make an offer. 

Building strong rapport with clients is essential for any successful inside sales agent. By getting to know your clients and always being honest and responsive, you’ll be well on your way to building lasting relationships with them.

3. Research skills 

Real estate is a fast-paced industry, and inside sales agents must quickly gather information on properties, buyers, and sellers. Strong research skills will help you excel when you become an inside sales agent. You’ll be able to quickly find the information your clients need and provide them with the relevant details they’re looking for. This will set you apart from other inside sales agents and help you build strong relationships with your clients.

4. Negotiation skills

Negotiation skills are a must when you become an inside sales agent. For you to excel in this role, you need to be able to negotiate with buyers and sellers regularly. This means finding common ground, compromise when necessary, and stand your ground when necessary.

5. Active listening skills


Active listening is a skill that is absolutely essential for anyone who wants to become an inside sales agent. This is because inside sales agents generally only communicate with their clients through phone calls or emails. This means they need to be extra careful to ensure they understand what their clients are saying. Active listening involves hearing what someone is saying and taking the time to process and understand the information. This can be difficult to do when you are on the phone, but providing your clients with the best possible service is essential. 

6. Prospecting skills 

In order to become an inside sales agent, it is essential to develop strong prospecting skills. This involves creating a list of potential customers and then reaching out to them via phone or email in order to generate leads. A successful inside sales agent can quickly build rapport with potential clients and identify their needs. 

We’re currently looking for an inside sales agent!  

If you’re confident that you have performed the above roles and have all the skills, then you’re the one! Click here to apply!