Summer is the busiest time for real estate agents. So it is the perfect time to work on setting up your goals for the summer and getting all your ducks in a row so you can achieve them. Closed listings are not what create top producing real estate agents. The key to success lies in a large inventory of active listings, and the Listing Inventory Calculator will help you determine how many active listings you need at all times to achieve your objectives.
Why do you need active listings?
Active listings govern the entire real estate business:
- they generate leads
- they control a real estate agent’s ability to market him or herself
- they determine how many transactions he or she will be able to close overall.
If you are working mostly as a buyers’ agent, you will need to put a lot more time and effort into earning your commission. Between long hours showing multiple properties during the evenings and on the weekends, setting up and attending inspections, and dealing with the uncertainties of contingencies, finding time to promote your business and get more listings can be challenging.
With so little time on their hands, real estate agents that get most of their commission from the buyer’s side are limited to how many deals they can close in a month. That’s the reason why most successful real estate agents are often sellers’ agents.
By starting your quest for active listings early in the season, during the slow months of January and February, a real estate agent can hit the ground running when the buying frenzy of spring and summer arrive. However, a listing under contract is no reason to sit back and relax. To reach your goals, you must always have a reserve of other active listings to keep your business going.
As soon as you get a listing under contract, it is time to find one to replace it and keep the pipeline filled. This constant sense of urgency is what separates top producing real estate agents from low producers. By establishing new relationships with potential clients instead of relying on established clients, you can keep your inventory of active listings growing.
How many active listings do you need at all times to achieve your personal goals? That’s what the Listing Inventory Calculator will help you determine.
How to use the Listing Inventory Calculator?
This video has a detailed explanation, as do the instructions below.
The Listing Inventory Calculator helps determine how many active listings a real estate agent must always have in inventory to reach his or her desired income. The boxes highlighted in yellow on the grid are the ones that can be manipulated to match your situation.
Start by entering your yearly goal for the amount of gross commission income that you would like to earn in the Income I Want to Earn field and the Average Sale Price for a property in your market.
You can calculate the Average Commission Rate based on the total amount of your closings, both as a buyer and as a seller’s agent.
Based on your situation, you should be able to determine a realistic estimate of what percentage of your closings will be listings. Although the average is 50%, your number might be lower if you are just starting in the business for example.
Not all listings sell: some expire, some are withdrawn, some are just priced too high and sit on the market. Assume that 50% of your listings will sell for a conservative estimate.
The number of average days on the market for properties on your market can be found on the MLS.
Based on the numbers you entered, you will be able to calculate the number of listings you must carry at ALL times to make your goal. Don’t hesitate to play with the numbers to figure out what is a realistic objective for you.
Are you ready to find out how many active listings you must have to achieve your income goals for the new business year? You can find our Listing Inventory Calculator here!
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ICT Regional Summit in Phoenix, AZ
Join us at the ICT Regional Summit in Phoenix, AZ
Dates: October 7-8, 2026
Be a part of the highest level conversations in the real estate industry!
Venue:
TBD
Stay tuned for venue information & hotel recommendations.
What to expect
Unlock the secrets to scaling your brokerage, team, or organization with expert-led sessions on:
- Brokerage & Team Valuations
- Recruiting by Attraction
- Optimizing Your Sales Process
- Mergers & Acquisitions
- Using AI to Recruit, Market & Streamline Operations
- Plus, much more!
Seats are limited to 35 – register now!
-
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ICT Regional Summit in Kansas City, MO
Join us at the ICT Regional Summit in Kansas City, MO!
Dates: June 3-4, 2026
Be a part of the highest level conversations in the real estate industry!
Venue:
TBD
Stay tuned for venue information & hotel recommendations.
What to expect
Unlock the secrets to scaling your brokerage, team, or organization with expert-led sessions on:
- Brokerage & Team Valuations
- Recruiting by Attraction
- Optimizing Your Sales Process
- Mergers & Acquisitions
- Using AI to Recruit, Market & Streamline Operations
- Plus, much more!
Seats are limited to 35 – register now!
-
Quick View
ICT Regional Summit in Orlando, FL
Join us at the ICT Regional Summit in Orlando, FL!
Dates: January 28-29, 2026
Be a part of the highest level conversations in the real estate industry!
Venue:
TBD
Stay tuned for venue information & hotel recommendations.
What to expect
Unlock the secrets to scaling your brokerage, team, or organization with expert-led sessions on:
- Brokerage & Team Valuations
- Recruiting by Attraction
- Optimizing Your Sales Process
- Mergers & Acquisitions
- Using AI to Recruit, Market & Streamline Operations
- Plus, much more!
Seats are limited to 35 – register now!
-
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Real Estate Team Lead Management
ICT Online CourseReal Estate Team Lead Management
Unlock the systems, strategies, and leadership skills you need to scale your real estate team's lead conversion process. This comprehensive course walks team leaders and broker-owners through every stage of effective online lead management—from sourcing and routing leads to agent onboarding and performance tracking.
Build a Scalable Lead Conversion System
Implement proven processes for routing, tracking, and converting online leads with consistency.
Train Agents to Succeed from Day One
Set new hires up for long-term success with structured onboarding, clear expectations, and self-managed systems.
Lead with Data, Not Guesswork
Use dashboards and key performance indicators (KPIs) to coach your agents and grow your team with confidence.
Designed for all learning types
Video Training
In-depth video training walking you through each module of the course, explaining the strategies, tips, and best practices for using Canva for real estate agents.
Written Workbook
Detailed and downloadable written workbook that provides you with a bullet point outline, summarized text, action steps, key takeaways, as well as space for taking notes.
Instructor Materials
Teach this course at your organization with the help of our downloadable presentation notes, presentation files, and Instructor's Manual.
Mergers & Acquisitions
Click to watch more about this real estate training course
Program curriculum
Enrollment includes access to the following course materials for 90 days.
The Matching StandardHow Real Estate Teams Attract Top Producing Agents
Your Dashboard, Splits, & Introducing The Matching Standard
The Matching Standard
Audio: Your Dashboard, Splits, & Introducing The Matching Standard
Audio: How Real Estate Teams Attract Top Producing Agents
Audio:The Matching Standard
Workbook: The Matching Standard
Instructor’s Manual: The Matching Standard
Presentation Outline: The Matching Standard
Presentation: The Matching Standard
Flowchart: Is it a Team Lead or an Agent Lead?
- Online Lead Sources
- Audio: Sourcing Online Leads & Setting Expectations
- Workbook: Sourcing Online Leads & Setting Expectations
- Instructor’s Manual: Sourcing Online Leads & Setting Expectations
- Presentation Outline: Sourcing Online Leads & Setting Expectations
- Presentation: Sourcing Online Leads & Setting Expectations
- Online Lead Referral Services
- Module 2 Quiz
Making Initial Contact With Online Leads
Audio: Making Initial Contact with Online Leads
Workbook: Making Initial Contact With Online Leads
Instructor’s Manual: Making Initial Contact With Online Leads
Presentation Outline: Making Initial Contact With Online Leads
Presentation: Making Initial Contact With Online Leads
How to Set Up Your CRM
SOI Call & Text Contact Cycle
Two-Week Assault Plan & Scripts
Online Lead Follow-Up Plans
Audio: Online Lead Follow-Up Plans
Workbook: Online Lead Follow-Up Plans
Instructor’s Manual: Online Lead Follow-Up Plans
Presentation Outline: Online Lead Follow-Up Plans
Presentation: Online Lead Follow-Up Plans
Script: I’ll Do You One Better
Lead Follow-Up Campaign Categories
Two-Week Assault Plan & Scripts
- Tracking Online Lead Key Performance Indicators
- Audio: Tracking Online Lead Key Performance Indicators
- Workbook: Tracking Online Lead Key Performance Indicators
- Instructor’s Manual: Tracking Online Lead Key Performance Indicators
- Presentation Outline: Tracking Online Lead Key Performance Indicators
- Presentation: Tracking Online Lead Key Performance Indicators
- Drive Growth With A Dashboard Video
Audio: Drive Growth with a Dashboard
Workbook: Drive Growth with a Dashboard
- Instructor’s Manual: Drive Growth with a Dashboard
- Presentation Outline: Drive Growth with a Dashboard
- Presentation: Drive Growth with a Dashboard
- Sample Dashboard
- Sample Dashboard Graphic
- ICT Team Dashboard
- DISC Profiles
- DISC Behavioral Assessment
- DISC Style Identification
- ICT Broker Scoreboard
- Quiz: Drive Growth with a Dashboard
- Agent Onboarding Calendar
- Audio: Agent Onboarding Calendar
- Workbook: Team Onboarding
- Instructor’s Manual: Team Onboarding
- Presentation Outline: Team Onboarding
- Presentation: Team Onboarding
- Team Onboarding Calendar Weeks 1-8
About this course
- $450.00
- 7 modules; 66 lessons
- 90 days of access to course materials
Reviews
"I use ICC systems, the Online Learning Center, and the coaching program to coach and train my team of over 30 agents. I use the ICC dashboard systems to keep my entire team accountable for their activities and set proper expectations."
Jake Rockwell
Over 500 Units Sold Annually
"I have coached with ICC for over five years. ICC has helped me quadruple my luxury business through marketing strategies so that I receive listings and sales through lead generation and multiple pillars of income."
Dennis Adelpour
Luxury Agent - West Los Angeles
"When we started coaching with ICC we worked all the time with some degree of success. Now, seven years later, we have grown to have the #1 market share in our area, we more than tripled our income and production, while also improving our work-life balance to enjoy our personal life with family and friends."
Tammi Humphrey
#1 Market Share & 100 Million in Annual Sales Volume
I use ICC systems, the Online Learning Center, and the coaching program to coach and train my team of over 30 agents. I use the ICC dashboard systems to keep my entire team accountable for their activities and set proper expectations.
Jake Rockwell
Over 500 Units Sold Annually
I have coached with ICC for over five years. ICC has helped me quadruple my luxury business through marketing strategies so that I receive listings and sales through lead generation and multiple pillars of income.
Dennis Adelpour
Luxury Agent - West Los Angeles
When we started coaching with ICC we worked all the time with some degree of success. Now, seven years later, we have grown to have the #1 market share in our area, we more than tripled our income and production, while also improving our work-life balance to enjoy our personal life with family and friends.
Tammi Humphrey
#1 Market Share & 100 Million in Annual Sales Volume
InstructorBrian Icenhower.
Ready to turn more leads into closings? Enroll now and build a scalable lead management system that fuels your team’s success.
If you’re ready to stop leaving lead conversion to chance and start creating real, predictable growth for your real estate team, this course is for you. I’ll walk you step-by-step through the exact systems and leadership strategies we use with top-producing teams across the country.
Inside this course, you’ll learn how to:
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Set a clear Matching Standard to distribute leads fairly and effectively
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Evaluate your lead sources and manage your cost per lead
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Create contact expectations and follow-up systems that actually work
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Track the KPIs that matter most to your bottom line
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Use dashboards to keep your pipeline healthy and your agents accountable
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Build an onboarding experience that turns new agents into producers—fast
I’ve packed this course with frameworks, downloads, and practical strategies that will help you lead with confidence and scale your results. If you're ready to build a system that drives consistent conversion—and doesn’t depend on chasing agents or micromanaging—then let’s get started.
Sign up now and let’s take your team’s lead management to the next level.
Build a scalable lead management system that fuels your team’s success.
Build a Scalable Lead Conversion System
Implement proven processes for routing, tracking, and converting online leads with consistency.Train Agents to Succeed from Day One
Set new hires up for long-term success with structured onboarding, clear expectations, and self-managed systems.Lead with Data, Not Guesswork
Add to Cart
Use dashboards and key performance indicators (KPIs) to coach your agents and grow your team with confidence.Talk to a coach
If you've been considering hiring a coach, now's the time. Book a FREE coaching consultation session with your purchase of this course! Book Your Call
See all courses
Jake Rockwell
Over 500 Units Sold Annually
"I have coached with ICC for over five years. ICC has helped me quadruple my luxury business through marketing strategies so that I receive listings and sales through lead generation and multiple pillars of income."
Dennis Adelpour
Luxury Agent - West Los Angeles
"When we started coaching with ICC we worked all the time with some degree of success. Now, seven years later, we have grown to have the #1 market share in our area, we more than tripled our income and production, while also improving our work-life balance to enjoy our personal life with family and friends."
Tammi Humphrey
#1 Market Share & 100 Million in Annual Sales Volume
Related Links
How to Onboard & Training New Agents
SOI Referral Database Contact Plans
Phone Scripts for Contacting Internet Leads
Transaction Coordinator Capacity on Real Estate Teams
Lead Nurturing Scripts & Techniques
FSBO Scripts for Objections to Paying a Commission
The Seller Lead Sheet & How Agents Use One
Real Estate Team Organizational Structure
Pre-Listing Package Contents & Strategies
Listing Presentation Scripts & Dialogues
The Best Way to Contact your Sphere of Influence
Compensating & Training Inside Sales Agents – ISAs
Open House Guest Lists – Scripts to Get Them Filled Out
Realtor Vendor Databases: Scripts & Lists to Build Them
The One Page Real Estate Business Plan
How to Transfer Facebook Friends to your Client Database
A Real Estate Administrative Assistant’s Job Description
Open House Scripts to Generate New Listings
Scripts for Buyers: How to Show Less Homes
Just Listed & Just Sold Real Estate Scripts
