ICT Online Course

Broker Operations

Build a more profitable, scalable brokerage with the systems top broker owners use to grow.

• Analyze your brokerage from top to bottom and pinpoint where profit is leaking
• Build a production-centric culture that attracts and keeps top agents
• Master brokerage financials, KPI dashboards, and profit benchmarks
• Grow through mergers and acquisitions without a massive cash outlay
• Scale lead generation, tech, and operations as your agent count grows
• Includes workbooks, instructor materials, dashboards, and worksheets for every module

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Know Your Numbers

Diagnose your brokerage's financial and operational health so every decision is backed by data.

Build Your Growth Engine

Install proven systems for recruiting, retention, agent productivity, and lead generation.

Scale With Confidence

Expand through acquisitions, new leadership roles, and ancillary services while protecting your margins.

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.

Agent AI Advantage

Click to watch more about this real estate training course

Program curriculum

Enrollment includes access to the following course materials for 6 months.

Module 1: Business Deep Dive & Analysis

• VIDEO: Business Deep Dive & Analysis
• Workbook: Business Deep Dive & Analysis
• Instructor’s Manual: Business Deep Dive & Analysis
• Presentation Outline: Business Deep Dive & Analysis
• Presentation PDF: Business Deep Dive & Analysis
• Business Deep Dive Analysis
• ICT Broker Self-Assessment Scorecard (fillable)
• SWOT Competitive Analysis (fillable)
• Recommended Reading: Traction by Gino Wickman

Module 2: Organizational Structure & Culture

• VIDEO: Organizational Structure & Culture
• Workbook: Organizational Structure & Culture
• Instructor’s Manual: Organizational Structure & Culture
• Presentation Outline: Organizational Structure & Culture
• Presentation PDF: Organizational Structure & Culture
• Culture Tree (fillable)
• Strategic Planning Worksheet (fillable)
• Recommended Reading: What the Heck Is EOS? by Gino Wickman & Tom Bouwens

Module 3: Recruiting & Retention Engine

• VIDEO: Recruiting & Retention Engine
• Workbook: Recruiting & Retention Engine
• Instructor’s Manual: Recruiting & Retention Engine
• Presentation Outline: Recruiting & Retention Engine
• Presentation PDF: Recruiting & Retention Engine
• Recruiter Pipeline
• Broker Manager Dashboard
• Recommended Reading: The 4 Disciplines of Execution by Sean Covey

Module 4: Agent Productivity Systems

• VIDEO: Agent Productivity Systems
• Workbook: Agent Productivity Systems
• Instructor’s Manual: Agent Productivity Systems
• Presentation Outline: Agent Productivity Systems
• Presentation PDF: Agent Productivity Systems
• Business Planning Guide
• AMP Coaching Prescription Guide
• ICT Business Tracker
• Annual Business Review (fillable)
• Agent Onboarding Calendar: Weeks 1-8
• Office Training Calendar

Module 5: Financial Mastery

• VIDEO: Financial Mastery
• Workbook: Financial Mastery
• Instructor’s Manual: Financial Mastery
• Presentation Outline: Financial Mastery
• Presentation PDF: Financial Mastery
• Brokerage Financials
• Brokerage Financial Benchmarks
• Brokerage Chart of Accounts
• Profit & Loss Sample
• KPI Dashboard: Weekly
• Systems & Marketing Dashboard
• VIDEO: Mergers & Acquisitions Part 1
• VIDEO: Mergers & Acquisitions Part 2
• Workbook: Mergers & Acquisitions
• Presentation Outline: Mergers & Acquisitions
• Presentation PDF: Mergers & Acquisitions
• The M&A Process Overview
• Discovery Questionnaire
• Sample NDA
• Owner Information Request
• Example Pro Forma
• EBITDA Approach Example
• EBITDA Approach Worksheet
• Earnout Formulas
• Sample Letter of Intent
• Sample Purchase Agreement
• Sample Pre-Closing Checklist
• Sample Launch Day Agenda
• Launch Day Checklist
•  

Module 6: Mergers & Acquisitions

• VIDEO: Mergers & Acquisitions Part 1
• VIDEO: Mergers & Acquisitions Part 2
• Workbook: Mergers & Acquisitions
• Presentation Outline: Mergers & Acquisitions
• Presentation PDF: Mergers & Acquisitions
• The M&A Process Overview
• Discovery Questionnaire
• Sample NDA
• Owner Information Request
• Example Pro Forma
• EBITDA Approach Example
• EBITDA Approach Worksheet
• Earnout Formulas
• Sample Letter of Intent
• Sample Purchase Agreement
• Sample Pre-Closing Checklist
• Sample Launch Day Agenda
• Launch Day Checklist

Module 7: Lead Generation by Scale

• VIDEO: Lead Generation by Scale
• Workbook: Lead Generation by Scale
• Instructor’s Manual: Lead Generation by Scale
• Presentation Outline: Lead Generation by Scale
• Presentation PDF: Lead Generation by Scale
• Lead Source Tracker
• Online Lead Source Funnel
• Online Lead Referral Services
• Sample Team Dashboard
• Realtor Group Call Session: The Complete Guide

Module 8: Tech Stack Optimization

• VIDEO: Tech Stack Optimization
• Workbook: Tech Stack Optimization
• Instructor’s Manual: Tech Stack Optimization
• Presentation Outline: Tech Stack Optimization
• Presentation PDF: Tech Stack Optimization
• Technology Inventory List
• Business Deep Dive Analysis

Module 9: Operational Excellence

• VIDEO: Operational Excellence
• Workbook: Operational Excellence
• Instructor’s Manual: Operational Excellence
• Presentation Outline: Operational Excellence
• Presentation PDF: Operational Excellence
• Sample Policies & Procedures Manual

Module 10: Manager & Team Leader Development

• VIDEO: Manager & Team Leader Development
• Workbook: Manager & Team Leader Development
• Instructor’s Manual: Manager & Team Leader Development
• Presentation Outline: Manager & Team Leader Development
• Presentation PDF: Manager & Team Leader Development
• Sales Manager Job Description
• Managing Broker Job Description
• Operations Manager Job Description
• Office Manager Job Description
• New Hire First Quarter Checkmark
• Leverage Training Curve
• DISC Profiles
• Broker Manager Dashboard

Module 11: Market Adaptation Strategies

• VIDEO: Market Adaptation Strategies
• Workbook: Market Adaptation Strategies
• Instructor’s Manual: Market Adaptation Strategies
• Presentation Outline: Market Adaptation Strategies
• Presentation PDF: Market Adaptation Strategies

Module 12: Future Growth & Ancillary Services

• VIDEO: Future Growth & Ancillary Services
• Workbook: Future Growth & Ancillary Services
• Instructor’s Manual: Future Growth & Ancillary Services
• Presentation Outline: Future Growth & Ancillary Services
• Presentation PDF: Future Growth & Ancillary Services
• Path to Ownership: Brokerage
• Path to Ownership: Property Management
• 3 Types of Integrated Services Relationships
• Cashflow Quadrant

About this course

• $750.00
• 12 robust modules; 8.5 hours of video content
• 6 months of access to course materials

Add to Cart

Reviews

"I use ICT systems, the Icenhower Institute, and the coaching program to coach and train my team of over 30 agents. I use the ICT 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 ICT for over five years. ICT 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 ICT 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

Instructors

Brian ​Icenhower & Mike Allen.

We built Broker Operations because most broker owners are running a business nobody ever trained them to run.

Most brokers got here by being great agents. Then one day you're responsible for recruiting, culture, financials, technology, leadership, and a P&L that looks nothing like the one you had in production.

That's a different job. And it deserves its own training.

In this course, I'm joined by ICT coach Mike Allen, who runs his own brokerage today. Between us, you get the frameworks we've used coaching brokerages across the country and the real-world view of someone making these calls every week.

We'll walk you through all 12 modules, from diagnosing your business to recruiting, financials, M&A, lead gen, tech, operations, and leadership development. By the end, you'll know exactly where your brokerage stands and what to do next to grow it.

"We keep adding agents, but the profit isn't following."

We hear this from broker owners all the time. More agents means more overhead, more complexity, and more of your time, but not always more money.

It's time to run your brokerage like the business it is. Get the systems, dashboards, and leadership structure to grow profitably and stop being the bottleneck in your own company.

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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

ICT Online Course

Agent AI Advantage

Unlock the full power of AI tailored specifically for real estate professionals. In this course, Rick Fuller guides you through the essential tools and techniques — from marketing to negotiations — so that AI becomes a high-performing asset in your daily business workflow.

What you'll gain:

• Hands-on mastery of ChatGPT, Google Gemini, Perplexity AI, and niche GPTs for real estate

• Next-level content creation skills: blog posts, ads, videos, listing descriptions, and social media

• Effective strategies for networking, negotiating, and publishing ebooks using AI

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Hands-on mastery

ChatGPT, Google Gemini, Perplexity AI, and niche GPTs for real estate

Next-level content creation

Blog posts, ads, videos, listing descriptions, and social media

Effective strategies

For networking, negotiating, and publishing ebooks using AI

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.  

Agent AI Advantage

Click to watch more about this real estate training course

Program curriculum

Enrollment includes access to the following course materials for 6 months.

Welcome to Agent AI Advantage

• Welcome to Agent AI Advantage! A message from your Instructor, Rick Fuller
• Schedule a Coaching Call
• Stay Connected via our REAL ESTATE AGENT ROUND TABLE Facebook Group

Module 1: Mastering AI Basics: Introduction, Prompts, & Customizations

• VIDEO: Mastering AI Basics Introduction, Prompts, and Customizations
• WORKBOOK: Module 1: Mastering AI Basics Introduction, Prompts, & Customizations
• 5 ChatGPT Prompts Every Agent Must Use
• Plain text: 5 ChatGPT Prompts Every Agent Must Use

Module 2: Expanding Your Network: Growing Your SOI & Marketing with ChatGPT

• VIDEO: Expanding Your Network Growing Your SOI and Marketing with Chat GPT
• WORKBOOK: Module 2: Expanding Your Network: Growing Your SOI & Marketing with ChatGPT
• SOI by Brian Icenhower
• Behavior by Brian Icenhower

Module 3: Engaging Content Creation: Making Videos & Social Posts with ChatGPT

• VIDEO: Engaging Content Creation Making Videos and Social Posts with Chat GPT
• WORKBOOK: Module 3: Engaging Content Creation: Making Videos & Social Posts with ChatGPT
• NAR Survey Of Home Buyer & Sellers
• NAR 179 Ways Agent Earn Every Penny
• Best ChatGPT Prompts for Blogging, Facebook Ads and Video Creation
• Plain text: Best ChatGPT Prompts for Blogging, Facebook Ads and Video Creation
• SEO Blogging with AI and ChatGPT
• Create Videos with AI for Realtors
• Adding Value with ChatGPT for Realtors

Module 4: Strategic Networking: Leveraging ChatGPT for Building Connections

• VIDEO: Strategic Networking Leveraging Chat GPT for Building Connections
• WORKBOOK: Module 4: Strategic Networking: Leveraging Chat GPT for Building Connections

Module 5: Crafting Perfect Listings: Descriptions & Translations with Google Gemini

• VIDEO: Crafting Perfect Listings Descriptions and Translations with Google Gemini
• WORKBOOK: Module 5: Crafting Perfect Listings: Descriptions & Translations with Google Gemini

Module 6: Real-Time Insights: Delivering Market Updates with Perplexity AI

• VIDEO: Real-Time Insights Delivering Market Updates with Perplexity AI
• WORKBOOK: Module 6: Real-Time Insights: Delivering Market Updates with Perplexity AI

Module 7: Closing Deals: Mastering Negotiations with GPT Negotiator

• VIDEO: Closing Deals Mastering Negotiations with GPT Negotiator
• WORKBOOK: Module 7: Closing Deals: Mastering Negotiations with GPT Negotiator

Module 8: Authoring Success: Creating Ebooks with Ebook CreatorGPT & Designrr

• VIDEO: Authoring Success Creating Ebooks with Ebook Creator GPT & Designrr
• WORKBOOK: Module 8: Authoring Success: Creating Ebooks with Ebook CreatorGPT & Designrr
• NAR Survey Of Home Buyer & Sellers
• NAR 179 Ways Agent Earn Every Penny
• Rick’s Market Update

About this course

• $750.00
• 33 lessons; 3 hours of video content
• 6 months of access to course materials

Add to Cart

Reviews

"I use ICT systems, the Icenhower Institute, and the coaching program to coach and train my team of over 30 agents. I use the ICT 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 ICT for over five years. ICT 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 ICT 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 Instructor Rick ​Fuller.

Learn how to use AI to your advantage as a real estate professional.

I am so excited about this course, Agent AI Advantage.

This course will take your AI skills to the next level as you learn more about how to use AI as a real estate professional. I've said it before and I'll say it again: AI is not going to replace the real estate agent. We must learn how to use the AI tools at our disposal to create more value for our clients. We can use AI to our advantage.

I have produced this course to include 8 dynamic short video modules, module summaries, module resources, workbook materials, prewritten AI prompts, and more.  The course feeds from the expansive ICT Institute library of resources, books, podcasts, etc.

The Agent AI Advantage course covers marketing, blogging, facebook ads, video and image creation, networking events, negotiations, listing descriptions, ebooks and more using ChatGPT, Gemini AI, Perplexity AI, and various specialized GPTs.

Learn how to use AI to your advantage as a real estate professional.

This course covers marketing, blogging, facebook ads, video and image creation, networking events, negotiations, listing descriptions, ebooks and more using ChatGPT, Gemini AI, Perplexity AI, and various specialized GPTs. Add to Cart

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

ICT Online Course

Time Management

Take control of your schedule, increase productivity, and create more balance with time management systems designed specifically for real estate agents.

• Learn how to time-block effectively to focus on lead generation, client care, and personal growth

• Discover the daily habits and routines that top producers use to stay consistent

• Gain strategies for prioritizing tasks, minimizing distractions, and working efficiently

• Build a weekly schedule that aligns with your goals and supports sustainable success

• Understand how to track progress, measure performance, and stay accountable

• Includes daily planner templates, time-blocking calendars, and productivity checklists

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Own Your Schedule

Learn proven time management strategies that maximize focus and minimize burnout.

Work Smarter, Not Harder

Structure your day around high-impact activities that drive business growth.

Create Balance

Build routines that support productivity, profitability, and personal well-being.

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.

Course curriculum

Enrollment includes access to the following course materials for 6 months

Course materials

• Time Management for Agents
• Video: Time Management for Agents
• Resource: Goal & Milestone Exercise (Fillable)
• Resource: Goal & Milestone Tracker (Fillable)
• Resource: Daily SOI Contact Form (Fillable)
• Resource: 4-Week Schedule (Printable)
• Resource: End-of-Week Debrief (Fillable)
• Resource: One Day, 20 Contacts (Fillable)
• Resource: Ways to Make Habits Stick
• Resource: Lead-Tracking Sheet (Printable)
• Resource: Personalized Schedule (Printable)
• Resource: Prospecting Accountability Chart (Printable)
• Resource: Sample ICC Year-to-Date Check-Up Form
• Resource: Sample Weekly Calendar

About this course

• $149
• 17 lessons
• .5 hours of video content

Add to Cart

Reviews

"I use ICT systems, the Icenhower Institute, and the coaching program to coach and train my team of over 30 agents. I use the ICT 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 ICT for over five years. ICT 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 ICT 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 Instructor Brian ​Icenhower.

Founder & CEO of Icenhower Coaching & Consulting Founder/CEO of one of the world's largest real estate coaching, training, and education companies. ICC is also a leader in online training courses, systems, and company-branded websites for agent and brokerage training and onboarding.

Take control of your time and transform your productivity.

Enroll in Time Management for Real Estate Agents (ICT) to master scheduling, time-blocking, and accountability systems that help you work efficiently and achieve your goals. Build the structure and consistency that top agents rely on for lasting success.
Start mastering your time today.

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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

ICT Online Course

Team Onboarding

Create a seamless onboarding process that helps new agents and staff integrate quickly, perform confidently, and stay long-term.

• Step-by-step training to design and implement a professional onboarding experience

• Learn how to communicate expectations, systems, and culture from day one

• Discover how to structure orientation, training, and mentorship for new hires

• Gain templates for welcome packets, checklists, and performance tracking tools

• Build a replicable onboarding system that saves time and ensures consistency

• Includes customizable onboarding forms, communication templates, and role outlines

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Streamline the Process

Implement a structured onboarding system that saves time and boosts retention.

Set Clear Expectations

Train new team members to understand your systems, culture, and performance standards.

Build for Longevity

Create a welcoming environment that accelerates productivity and strengthens loyalty.

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.

Course curriculum

Enrollment includes access to the following course materials for 6 months

Module 1: Create Your Sphere of Influence Database

• VIDEO: How to Create a Real Estate Sphere of Influence List – PART 1
• VIDEO: How to Create a Real Estate Sphere of Influence List – PART 2
• AUDIO: How to Create a Sphere of Influence List – PART 1
• AUDIO: How to Create a Sphere of Influence List – PART 2
• WORKBOOK: How to Create a Real Estate Sphere of Influence List
• VIDEO: How to Set Up Your CRM
• Script: Update Database
• SOI Member Contact Form (fillable)
• Daily SOI Contact Form (fillable)
• Script: Update Database & Direct Message

Module 2: Who to Put in Your SOI

• VIDEO: Who Do You Know
• AUDIO: Who Do You Know?
• Workbook: Who to Put in Your SOI
• Who Do I Know From These Industries? (fillable)
• SOI Call & Text Contact Cycle
• QUIZ: Module 2 Part 1
• QUIZ: Module 2 Part 2
• Module 2 Action Steps

Module 3: How to Contact Your SOI

• VIDEO: How to Contact Your SOI
• AUDIO: How to Contact Your SOI
• Workbook: How to Contact Your SOI

Module 4: Create Your SOI Contact Plan

• VIDEO: Create Your SOI Contact Plan
• AUDIO: Create Your SOI Contact Plan
• Workbook: Create Your SOI Contact Plan
• Sample Contact Plans
• Sample Plan #1: The Basic
• Sample Plan #2: Giving to Get
• Sample Plan #3: Social Butterfly
• Monthly Mailer Topics
• QUIZ: Module 4
• Module 4 Action Steps

Module 5: Get Uncomfortable

• VIDEO: Get Uncomfortable
• AUDIO: Get Uncomfortable
• Workbook: Get Uncomfortable
• The Comfort Zone PDF
• Action Steps

Module 6: How to Grow Your SOI

• VIDEO: How to Grow Your SOI
• AUDIO: How to Grow Your SOI
• Workbook: How to Grow Your SOI

Module 7: Build Your Vendor Database

• VIDEO: Build Your Vendor Database
• AUDIO: Build Your Vendor Database
• Workbook: Build Your Vendor Database
• Script: Asking for Referrals
• Script: Update Database & Ask for Referral
• QUIZ: Module 6 Part 1
• QUIZ: Module 6 Part 2
• Module 6 Action Steps

Module 8: Develop Referral Networks

• VIDEO: Developing Referral Networks
• AUDIO: Developing Referral Networks
• Workbook: Developing Referral Networks
• Who Do I Know From These Industries Worksheet
• Who Do I Know From These Industries Spreadsheet

Module 9: Growing Vendor Relationships

• VIDEO: Growing Vendor Relationships
• AUDIO: Growing Vendor Relationships
• Workbook: Growing Vendor Relationships
• Script: Referral Business Partnership I
• Script: Referral Business Partnership II
• Script: Follow Up After Referring a Client to a Vendor
• Script: To Contact SOI to Grow Vendor List
• QUIZ: Module 12
• Module 12 Action Steps

Module 10: Rights & Responsibilities

• VIDEO: Rights vs. Responsibilities
• AUDIO: Rights vs. Responsibilities
• Workbook: Rights vs. Responsibilities
• Rights vs. Responsibilities PDF
• Action Steps

Module 11: Social Media Basics

• VIDEO: Social Media Basics
• AUDIO: Social Media Basics
• Workbook: Social Media Basics

Module 12: Social Media Strategy

• VIDEO: Social Media Strategy – PART 1
• VIDEO: Social Media Strategy – PART 2
• AUDIO: Social Media Strategy – PART 1
• AUDIO: Social Media Strategy – PART 2
• Workbook: Social Media Strategy
• Social Media Calendar STAY Strategy for Content
• Script: Personal Facebook Direct Message
• 12-Month SOI Video Touch System
• QUIZ: Module 8
• Module 8 Action Steps

Module 13: Scarcity Vs. Abundance

• VIDEO: Scarcity vs. Abundance
• AUDIO: Scarcity vs. Abundance
• Workbook: Scarcity vs. Abundance
• 5 Steps to Mastery PDF – full page version
• 5 Steps to Mastery PDF
• 5 Steps to Mastery – Social Media Post
• Scarcity Vs. Abundance Chart
• Action Steps

Module 14: Real Estate Video Texting

• VIDEO: Real Estate Video Texting
• AUDIO: Real Estate Video Texting
• Workbook: Real Estate Video Texting
• Video Texting Example #1
• Video Texting Example #2
• Module 9 Action Steps

Module 15: Setting Up Your Facebook Business Page

• VIDEO: Facebook Business Page
• Workbook: Setting Up Your Facebook Business Page
• BONUS HELP: Creating a Facebook Page for Your Business
• BONUS HELP: Adding Essential Information to Your Facebook Page
• Facebook Description Examples
• BONUS HELP: Creating a Professional Cover Image for Your Facebook Page – PART 1
• BONUS HELP: Creating a Professional Cover Image for Your Facebook Page – PART 2
• BONUS HELP: How to Use Canva Tutorial
• BONUS HELP: How to Find Royalty Free Images
• BONUS HELP: Stock Photo Download
• Facebook Cover Templates
• Keyword Research Toolkit
• Successful Facebook Ad Examples

Module 16: Thoughts Control Actions

• VIDEO: Thoughts Control Actions
• AUDIO: Thoughts Control Actions
• Workbook: Thoughts Control Actions
• The Gandhi Circle PDF
• 6 Rules for Controlling Your Words PDF
• Action Steps for Module 16

Module 17: Open Houses

• VIDEO: Open Houses
• Workbook: Open Houses
• Resource: Open House Prospecting Activities
• Resource: Open House Feedback Form (Printable)
• Resource: Positive Need Affirmation Sandwich (Fillable)
• Graphic: Open House Timeline
• Open House System Checklist (fillable)
• Open House System Checklist (editable)

Module 18: Listing E-Alert Updates

• VIDEO: Listing E-Alert Updates – PART 1
• VIDEO: Listing E-Alert Updates – PART 2
• VIDEO: Listing E-Alert Updates – PART 3
• AUDIO: Listing E-Alert Updates – PART 1
• AUDIO: Listing E-Alert Updates – PART 2
• AUDIO: Listing E-Alert Updates – PART 3
• Workbook: Listing E-Alert Updates
• Listing E-Alert Campaign Promotional Ad (fillable)
• Script: Neighborhood Listing E-Alert Email Drip
• Script: Geographic Farming Listing E-Alert Email Drip
• Script: Seller Lead Listing E-Alert Email Drip
• Script: Buyer Lead Listing E-Alert Email Drip
• QUIZ: Module 14
• Module 14 Action Steps

Module 19: Embrace Routines & Rituals

• VIDEO: Embrace Routines & Rituals
• AUDIO: Embrace Routines & Rituals
• Workbook: Embrace Routines & Rituals
• Listing & Closing Checklists
• Action Steps for Module 19

Module 20: Time Management & Tracking

• VIDEO: Time Management & Tracking
• AUDIO: Time Management & Tracking
• Workbook: Time Management & Tracking
• Daily SOI Contact Form (fillable)
• Lead Tracking (fillable)
• SOI Member Contact Form (fillable)
• Eisenhower Decision Matrix

Module 21: Daily Schedule & Time Blocking

• VIDEO: Daily Schedule & Time Blocking
• AUDIO: Daily Schedule & Time Blocking
• Workbook: Daily Schedule & Time Blocking
• Sample Weekly Calendar
• Daily Schedule for Realtors
• The Erase and Replace Rule

Module 22: Activities Over Results

• VIDEO: Activities Over Results
• AUDIO: Activities Over Results
• Workbook: Activities Over Results
• Action Steps for Module 7

Module 23: Tracking with a Dashboard

• VIDEO: Tracking with a Dashboard
• AUDIO: Tracking with a Dashboard
• Workbook: Tracking with a Dashboard
• ICC Team Dashboard – Excel Spreadsheet
• QUIZ: Module 19 Part 1
• QUIZ: Module 19 Part 2
• Module 19 Action Steps

Module 24: Making Initial Contact with Online Leads

• VIDEO: 2 Week Assault Plan Explained
• Workbook: Making Initial Contact with Online Leads
• Mastering Lead Follow Up – Infographic
• The Sales Process – Infographic
• Should I Keep Trying – Infographic
• They Didn’t Answer – Infographic
• Converting a Prospect to a Client – Infographic
• 2-WEEK ASSAULT PLAN For Making Initial Contact with Online Leads
• 2-Week Assault Plan Phone Call Scripts
• 2-Week Assault Plan Text Scripts
• 2-Week Assault Plan Email Template Scripts
• 2-Week Assault Plan Video Email Scripts
• 2-Week Assault Plan Facebook and Social Media Scripts

Module 25: Online Lead Follow Up Plans

• VIDEO: Online Lead Follow Up Plans
• “I’ll Do You One Better”

Module 26: How to Be a Professional

• VIDEO: How to Be a Professional
• AUDIO: How to Be a Professional
• Workbook: How to Be a Professional
• Keep Emotions Between the Lines PDF
• DISC Behavioral Assessment Image
• Action Steps for Module 26

Module 27: Buyer Lead Conversion & Consultation Process

• Part One: Buyers don’t know what they don’t know
• Part Two: From contact to appointment
• Part Three: Buyer and lender consultations
• Part Four: Making things official
• Workbook: Buyer Lead Conversion & Consultation Process
• Buyer Questionnaire & Lead Sheet
• Pre-Buyer Consult Video #1 Script
• Buyer Consultation Video Script
• Scripts: Presenting the Exclusive Buyer Agency Agreement
• Scripts: Handling Objections to Signing the Buyer Agency Agreement
• Script: MLS Auto-Prospecting

Module 28: Seller Lead Conversion & Listing Consultation Process

• Part One: Overcoming common objections
• Part Two: Getting answers
• Part Three: The pre-listing packet
• Part Four: The kitchen table consultation
• Workbook: Seller Lead Conversion & Listing Presentation Process
• Seller Lead Sheet
• Price Reduction Graphic
• Listing Consultation
• Pre-Listing Consultation Video Scripts
• Pre-Listing Video #1 Script
• Pre-Listing Video #2 Script
• Pre-Listing Video #3 Script
• Pre-Listing Video #4 Script
• Pre-Listing Video #5 Script
• Virtual Listing Presentation – Luxury Theme
• Virtual Listing Presentation – Classic Theme
• Listing and Closing Checklists
• The Listing Consultation Script
• Objections about Finding a Home to Buy Before Listing
• Scripts for Listing Consultation Objections about Price
• Urgency Objections
• Overcoming Objections about Paying a Commission

Module 29: Fail Forward

• VIDEO: Fail Forward
• AUDIO: Fail Forward
• Workbook: Fail Forward
• Action Steps for Module 29

Module 30: Understanding the Needs Analysis

• VIDEO: Understanding the Needs Analysis
• AUDIO: Understanding the Needs Analysis
• Workbook: Understanding the Needs Analysis
• The Feelings Wheel
• Real Estate Trainer Podcast: Episode 196 – Real Estate Recruiting Scripts: Conducting the Appointment
• Action Steps for Module 30

Module 31: Negotiating with a Needs Analysis

• VIDEO: Negotiating With a Needs Analysis
• AUDIO: Negotiating With a Needs Analysis
• Workbook: Negotiating With a Needs Analysis
• Buyer Lead Sheet (fillable)
• Seller Lead Sheet (fillable)
• Action Steps for Module 31

Module 32: The Mirroring Technique

• VIDEO: The Mirroring Technique
• AUDIO: The Mirroring Technique
• Workbook: The Mirroring Technique
• Real Estate Trainer Podcast: Episode 184 – NLP Real Estate Scripts for Realtors
• Action Step for Module 32

Module 33: Mirroring & Matching

• VIDEO: Mirroring & Matching
• AUDIO: Mirroring & Matching
• Workbook: Mirroring & Matching
• Mirror & Matching – Real Estate Negotiation Strategies
• Action Steps for Module 33

Module 34: The Negotiation Blueprint

• VIDEO: The Negotiation Blueprint
• AUDIO: The Negotiation Blueprint
• Workbook: The Negotiation Blueprint
• Meet in the Middle Negotiation Model Graphic
• The Icenhower Method Negotiation Model Graphic
• Action Steps for Module 34

About this course

• $349.00
• 252 lessons
• 15.5 hours of video content

Add to Cart

Reviews

"I use ICT systems, the Icenhower Institute, and the coaching program to coach and train my team of over 30 agents. I use the ICT 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 ICT for over five years. ICT 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 ICT 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 Instructor Brian ​Icenhower.

I designed Team Onboarding to get new agents joining a team up into production quickly. In this course, we do it two ways.

First, you will learn how to generate and convert leads from potential customers looking to buy or sell a home that you don't know. You'll learn all the top methods with the highest conversion rates so you can generate business right off the bat. Second, you will learn how to generate business from your own personal sphere of influence (SOI). These are the people you already know. You will learn how to build your book of business, and as it grows over time, so you will find more and more business coming to you as you progress year by year. This course, which is over 30 modules long, will help you develop your business in those two healthy ways at the same time, so your own book of business is diversified. Along the way, you'll receive training on other essential topics, like time management, buyer and seller lead conversion, negotiations training, and mindset training. You'll learn all of these skills and tools (and more) that a new agent should learn to get them into production and selling real estate extremely quickly.

Turn onboarding into your team’s competitive advantage.

Enroll in Team Onboarding (ICT) to build a structured, scalable system that brings new hires up to speed fast. Learn how to communicate expectations, instill culture, and increase retention — all while saving valuable time.
Start streamlining your onboarding process today. Add to Cart

Team Onboarding

More about this real estate training course

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

ICT Online Course

Seller Lead Conversion

Learn how to turn every listing opportunity into a signed agreement with proven seller conversion systems, scripts, and strategies.

• Step-by-step training to convert listing leads from online sources, referrals, and open houses

• Discover how to prequalify sellers and conduct powerful listing consultations

• Master scripts and dialogues to handle pricing objections and commission conversations

• Build trust quickly with communication strategies that position you as the expert

• Implement follow-up systems to stay top of mind with seller prospects over time

• Includes listing presentation templates, pre-listing checklists, and objection-handling scripts

Click here

Convert More Listings

Use proven scripts and systems to turn seller leads into signed listing agreements.

Build Trust & Confidence

Guide homeowners through the listing process with professionalism and clarity.

Stay Top of Mind

Follow up strategically to maintain relationships and win future listings.

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.

Course curriculum

Enrollment includes access to the following course materials for 6 months

Course materials

• The Seller Lead Conversion process
• Video Part One: Overcoming common objections
• Video Part Two: Getting answers
• Video Part Three: The pre-listing packet
• Video Part Four: The kitchen table consultation
• Seller Lead Sheet
• Quiz
• Action Steps

Seller Lead Conversion role play videos

• The Listing Consultation Script
• Scripts for Listing Consultation Objections about Price
• Objections about Finding a Home to Buy Before Listing
• Urgency Objections
• Overcoming Objections about Paying a Commission

Listing Presentation bonus

• Price Reduction Graphic
• Listing Consultation

Pre-Listing Consultation video scripts & examples

• Pre-Listing Consultation Video Scripts
• Pre-Listing Video #1 Script
• Pre-Listing Video #2 Script
• Pre-Listing Video #3 Script
• Pre-Listing Video #4 Script
• Pre-Listing Video #5

About this course

• $149
• 23 lessons
• 2 hours of video content

Click here

Certification & Designation Upon Completion

In this ICT online course, you will receive an official designation of "Certified Listing Specialist" or CLS upon completion, as well as a downloadable (and printable) Certificate of Completion. Add your designation seal, as well as your designation letters, to your email signature to bolster your reputation and show off your expertise to clients and colleagues alike.

Reviews

"I use ICT systems, the Icenhower Institute, and the coaching program to coach and train my team of over 30 agents. I use the ICT 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 ICT for over five years. ICT 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 ICT 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 Instructor

Brian ​Icenhower.

Are you ready to revolutionize how you think about closing, and get more listings than ever?

This condensed course gives you the tools and techniques you need to leverage your sphere of influence in all the right ways, focusing in on how you can convert leads into listings without getting stuck or getting ahead of yourself. With ICC's tried and tested scripts and systems, you'll have everything you need at your disposal to make the most of your networks and take full advantage of every opportunity to close on a seller lead.

Turn every seller lead into a listing opportunity.

Enroll in Seller Lead Conversion Process (ICT) to master the conversations, scripts, and systems that help top agents secure more listings and serve clients with confidence. Build consistency, trust, and long-term success in your listing business.
Start converting seller leads today.

Click here

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

ICT Online Course

Recruit

Recruiting Real Estate Agents

Master the systems and strategies top brokers and team leaders use to consistently attract, recruit, and retain great agents.

• Learn how to build and manage a recruiting pipeline with proven follow-up systems

• Discover how to identify top talent and match agents to your team culture and value proposition

• Gain access to scripts, dialogues, and presentations that turn interest into commitment

• Implement marketing strategies to position your team or brokerage as the place top agents want to work

• Understand how to onboard, train, and retain agents for long-term success

• Includes recruiting dashboards, tracking sheets, and customizable scripts

Add to Cart

Attract Top Talent

Learn how to position your team or brokerage as the clear choice for high-performing agents.

Recruit With Confidence

Use proven scripts and systems to identify, connect with, and convert top prospects.

Retain for Growth

Build a strong culture and onboarding process that keeps agents engaged and productive.

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.

Course curriculum

Enrollment includes access to the following course materials for 6 months

Module 1: Your Unique Value Proposition & Recruiting Targets

• Workbook: Your Unique Value Proposition & Recruiting Targets
• Video: Your Unique Value Proposition
• Graphic: DISC Behavioral Assessment
• Graphic: DISC Profiles
• Commission Comparison Chart Template

Module 2: The Recruiting Scoreboard

• Workbook: The Recruiting Scoreboard
• Video: The Recruiting Scoreboard
• Graphic: The Big 3
• Resource: Sample Weekly Calendar
• Resource: Sample Recruiter Dashboard
• Resource: Recruiting Tools

Module 3: Recruiting with Technology

• Workbook: Recruiting with Technology
• Video: Recruiting with Technology
• Graphic: 10-10-5 Daily Plan

Module 4: Recruiting Sources

• Workbook: Recruiting Sources
• Video: Recruiting Sources
• Script: Congratulations & Production Report
• Script: Congratulations on Production
• Script: Expanding into Your Area
• Script: New Listing
• Script: Thank You for Cooperating on Buyer Side
• Script: Thank You for Cooperating on Listing Side
• Script: Real Estate School and New Licensees

Module 5: Setting Recruiting Appointments

• Workbook: Setting Recruiting Appointments
• Video: Setting Appointments
• Script: Let’s Talk About Your Production
• Script: Provide a Production Report
• Script: After Closed Transactions #1
• Script: After Closed Transactions #2
• Script: When Recruit is Referred by One of Your Own Agents
• Script: When Recruit is Referred to the Recruiter
• Script: For a New Brokerage or New Recruiter
• Script: Looking to Build Relationships
• Script: Referred by Agent After Transaction
• Script: Students from Real Estate Licensing School
• Script: For Rookie Agents in Their First Year
• Script: For Up-and-Coming Agents
• Script: Increased Market Presence
• Script: Invitation to Class or Training Event
• Script: Invitation to Participate on Agent Panel
• Script: Confirming Recruiting Appointments
• Script: Objection Handler – Not interested in moving companies
• Script: Objection Handlers – I’m too busy #1
• Script: Objection Handlers – I’m too busy #2
• Script: Objection Handlers – Happy with current company
• Script: Objection Handlers – I need to wait until my transactions close
• Script: Objection Handlers – Let me think about it
• Recruiting: Scripts E-book

Module 6: Conducting Recruiting Appointments

• Workbook: Conducting Recruiting Appointments
• Podcast Episode 196: Real Estate Recruiting Scripts – Conducting the Appointment
• Video: Conducting Appointments
• Script: The Recruiting Process

Module 7: Setting Follow-Up Appointments

• Workbook: Setting Follow-Up Appointments
• Video: Setting Follow-Up Appointments
• Natural DISC Profile Business Generation Tendencies
• Script: Attend a Class or Training Event
• Script: Behavioral Assessment
• Script: Set a Coaching Appointment
• Script: Create a Business Plan

Module 8: Closing Recruits

• Workbook: Closing recruits
• Video: Closing Recruits
• Agent Intake Pipeline
• Scripts: Closing and Objection-Handling
• Script: When, Not If
• Script: They Can’t Say No to Their Own Goals
• Script: Delay Causes Resentment
• Script: Commission Split
• Script: You Need Our Systems
• Script: Start Transitioning Ahead of Time
• Script: Can Your Broker Help?
• Script: Prepping the Broker Conversation
• Script: Transferring Current Business

Module 9: Creating a Growth Environment for Recruiting

• Workbook: Creating a Growth Environment for Recruiting
• Video: Creating a Growth Environment for Recruiting
• Graphic: Characteristics of a Growth Environment
• Graphic: DISC style identification
• Graphic: SWOT
• Real Estate Office Brokerage Training Monthly Calendar

About this course

• $299
• 82 lessons
• 5 hours of video content

Add to Cart

Immediate Takeaways

Here is what you can expect to gain from taking this online course.

• SCRIPTS for recruiting. Congratulations & Production Report Script, Expanding into Your Area Script, New Listing Script, Thank You for Cooperating on Buyer Side Script, Thank You for Cooperating on Listing Side Script, Real Estate School and New Licensees Script, Objection Handlers, and many more
• RESOURCES to help you recruit effectively. Sample Weekly Calendar, Sample Recruiter Dashboard, Recruiting Tools, Recruiting Scoreboard, Agent Intake Pipeline
• HELPFUL GRAPHICS to illustrate takeaway points and reinforce learning. DISC Behavioral Assessment, DISC Profiles, The Big 5, 10-10-5 Daily Plan, DISC Style Identification, Characteristics of a Growth Environment, SWOT
• OPTIONS for how you learn best. Each module provides a downloadable PDF chapter as well as a featured video of Brian Icenhower, teaching the topic at hand. At the beginning of the course, you are also provided with a full audiobook to listen to. So however you learn best -- we have an option for you!

Certification & Designation Upon Completion

In this ICT online course, you will receive an official designation of "Certified Recruiting Director" or CRD upon completion, as well as a downloadable (and printable) Certificate of Completion. Add your designation seal, as well as your designation letters, to your email signature to bolster your reputation and show off your expertise to clients and colleagues alike.

Reviews

"I use ICT systems, the Icenhower Institute, and the coaching program to coach and train my team of over 30 agents. I use the ICT 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 ICT for over five years. ICT 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 ICT 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 Instructor

Brian ​Icenhower.

If your business isn't growing then it's dying.

To attract agents to your real estate team or brokerage, you must evidence your ability to increase their productivity and help them sell more real estate.

In his most important work to date, veteran coach and real estate consultant, Brian Icenhower, shares the systems and strategies he used to build some of the fastest growing real estate companies in the United States.

Recruiting is the single most valuable skillset in real estate and the linchpin of all successful real estate businesses. To exponentially and sustainably increase the net profit of your real estate business, it is essential that you operate a committed and systematic recruitment practice.

From sourcing recruits and recruiting with technology to setting, conducting, and closing recruiting appointments, this exhaustive course provides invaluable insights and practical instruction for creating a production-centric growth environment that attracts agents to your real estate team or brokerage.

With our consultative approach, recruits guide agents to a place where they self-discover that the best way to sell more real estate, become more successful, and increase their net income is by joining your team or company.

We know not everyone learns the same way. For that reason, this course has videos, text modules, and a full audiobook. In addition, the text and audiobook are downloadable so you can keep this information for life, and take it with you wherever you go.

Build a recruiting system that drives long-term growth for your team or brokerage.

Enroll in Recruit: Recruiting Real Estate Agents (ICT) to master the models, dialogues, and systems top leaders use to attract and retain exceptional talent. Learn how to fill your pipeline with qualified prospects and grow your organization strategically.
Start building your recruiting pipeline today. Add to Cart

Recruiting for Real Estate Agents

More about this real estate training course

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

ICT Online Course

Prospect

The Real Estate Lead Generation Manual

Master the proven prospecting systems that top real estate agents use to generate consistent, high-quality leads.

• Learn daily prospecting routines and time-blocking strategies to build momentum

• Gain scripts and dialogues for calls, texts, and in-person conversations that convert

• Discover how to generate listings and buyers through expireds, FSBOs, and circle prospecting

• Understand how to track activity, measure results, and hold yourself accountable

• Build a long-term lead pipeline that keeps your business growing year after year

• Includes downloadable workbooks, tracking sheets, and lead generation templates

Add to Cart

Fill Your Pipeline

Learn daily prospecting systems that generate consistent leads in any market.

Master the Scripts

Use proven dialogues and conversation techniques that turn contacts into clients.

Stay Accountable

Track your activity and results with clear metrics and actionable systems.

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.

Course curriculum

Enrollment includes access to the following course materials for 6 months

Module 1: The Only Prospecting Plan You'll Ever Need

• Workbook: The only prospecting plan you’ll ever need
• Video: Prospecting Principles
• Sample Proposed Work Schedule
• Proposed Work Schedule (Fillable)
• Graphic: The Big 3 of Prospecting Success
• Graphic: Meeting of the Minds
• Graphic: Organized Sales Process Flowchart
• Graphic: Ready? Willing? Able?
• Graphic: 6 Things “No” Means
• Graphic: 10 Habits to Improve Positive Energy
• Quiz: Attitudinal Energy Levels

Module 2: Making Presentations with Scripts

• Workbook: Making Presentations with Scripts
• Video: Prospecting Scripts
• Script: Asking for Referrals
• Script: Expired Listings – Phone & Voicemail
• Script: Expired Listings – Objection Handlers
• Script: FSBOs – 3 Questions
• Script: Circle Prospecting – Just Listed
• Script: Circle Prospecting – Just Sold
• Script: Objection Handlers
• Notice of Default Prospecting Script
• Seller Questionnaire & Lead Form (Fillable)
• Buyer Questionnaire & Lead Sheet (Fillable)
• Graphic: Organized Sales Process Flowchart

Module 3: Your Sphere of Influence

• Workbook: Your Sphere of Influence
• Video: Prospecting for SOI
• Who Do You Know?
• Follow-Up Script Pattern
• The Rule of 7 Touches
• SOI Contact Schedule (Fillable)
• Script: Asking Existing Clients for Referrals
• Script: We Need Listings in a Hot Market
• Script: Update Database
• Script: Update Database & Ask for Referral
• Script: Past Client Follow-Up
• Script: Contacting Neglected Past Clients
• Script: Neighborhood Auto Email Drip

Module 4: Expired Listings

• Workbook: Expired Listings
• Video: Prospecting for Expired & Cancelled Listings
• Expired Listing Call Log (Fillable)
• Daily Contact Log (Fillable)
• Objection Handling & Validation
• Sample Weekly Calendar
• Graphic: Organized Sales Process Flowchart
• Script: Pre-Qualification
• Script: Expired Listings – Phone & Voicemail
• Script: Expired Listings 1
• Script: Expired Listings 2
• Script: Expired Listings – Objection Handlers
• Expired Follow-Up Plan

Module 5: Prospecting Through Open Houses

• Workbook: Prospecting Through Open Houses
• Video: Prospecting for Open Houses
• Next-Level Contact Plan
• Open House Prospecting Activities
• Open House Feedback Form (Printable)
• Positive Need Affirmation Sandwich (Fillable)
• Script: Buyer MLS Listing Alert
• Script: Seller Lead Auto Email Drip
• Script: Open House Neighbor Invitation
• Script: Open House Pre-Listing Appointment
• Script: Open House Circle Prospecting
• Script: Scheduling an Open House
• Script: Open House Guest List
• Script: Follow-Up for Neighbors/Leads
• Graphic: Open House Timeline
• Luxury Open House Ideas

Module 6: Property Previews

• Workbook: Property Previews
• Video: Prospecting By Previewing
• Graphic: 4-Step Property Preview Strategy
• Sample Property Preview Checklist
• Door-Knocking Note Log (Fillable)
• Lead-Tracking Sheet (Fillable)
• Script: Property Preview – Door-Knocking
• Script: Turnover Rate

Module 7: Time Management

• Workbook: Time Management
• Video: Prospecting Planning
• Goal & Milestone Exercise (Fillable)
• Goal & Milestone Tracker (Fillable)
• Daily SOI Contact Form (Fillable)
• 4-Week Schedule (Printable)
• End-of-Week Debrief (Fillable)
• One Day, 20 Contacts (Fillable)
• Ways to Make Habits Stick
• Lead-Tracking Sheet (Printable)
• Personalized Schedule (Printable)
• Prospecting Accountability Chart (Printable)
• Sample ICC Year-to-Date Check-Up Form
• Graphic: The Eisenhower Decision Matrix
• Sample Weekly Calendar

Module 8: Securing the FSBO Listing

• Workbook: Securing the FSBO Listing
• Video: Prospecting for FSBOs
• FSBO Contact Sheet
• Script: 3 FSBO Questions
• Script: FSBO Phone Questions
• Script: FSBO Prospecting
• Script: Increased Net Profit
• Script: The Rolex Analogy
• FSBO Seller Guide Template
• FSBO Infographic – For Sale By Owner Social Media Graphic
• FSBO Infographic – For Sale By Owner Social Media Graphic – JPG version

Module 9: Circle Prospecting

• Workbook: Circle Prospecting
• Video: Prospecting by Radius
• Daily SOI Contact Form (Fillable)
• Script: Circle Prospecting – Just Listed
• Script: Circle Prospecting – Just Sold
• Script: Circle Prospecting – Hot Real Estate Market
• Script: Circle Prospecting – Open House

Module 10: Your Prospecting Arena

• Workbook: Your Prospecting Arena
• Video: Prospecting Arena (or Area)

Module 11: Mindset

• Workbook: Mindset
• Video: Prospecting with a Positive Perspective
• Graphic: SWOT
• Graphic: The Gandhi Circle
• SWOT Companion Worksheet (Fillable)
• SMART Action Plan (Fillable)

Module 12: The Art of Closing

• Workbook: The Art of Closing
• Video: Prospecting & Closing
• Graphic: Organized Sales Process Flowchart
• Graphic: Always Be Closing
• Script: Exclusive Buyer Agency Agreement
• Script: MLS Conversion
• Script: Lender Appointment
• Which closer are you?
• Closing Scenarios Worksheet (Fillable)
• Closing Style Gallery
• Clarify, Qualify, Close

Module 13: Tracking Truth in Numbers

• Workbook: Tracking Truth in Numbers
• Video: Prospecting Tracking Tools
• Daily SOI Contact Form (Printable)
• One Day, 20 Contacts (Printable)
• Lead Tracking Sheet (Printable)
• Buyer Questionnaire & Lead Form (Printable)
• Seller Questionnaire & Lead Form (Printable)
• Sample Buyer Inventory
• Sample Listing Inventory
• Sample Pending Inventory Pipeline
• WIG: Wildly Important Goals (Fillable)
• Production Ratio Planner (Fillable)

Module 14: Holding Yourself Accountable

• Workbook: Holding yourself accountable
• Video: Prospecting Accountability for Productivity
• Graphic: 12 Characteristics of Accountability

Module 15: Next-Level Commitment

• Workbook: Next-Level Commitment
• Video: Prospecting at the Next Level
• Skillset Ranking Assessment (Fillable)
• Systems Process Procedure (Fillable)
• Pulled Planning – Goal-Setting (Fillable)

About this course

• $299
• 151 lessons
• 9 hours of video content

Add to Cart

Immediate Takeaways

Here is what you can expect to gain from taking this online course.

• SCRIPTS to reach all kinds of prospects. Complete Prospect Script Book, Asking for Referrals Script, Expired Listings Script, Objection Handling Scripts, FSBO Scripts, Circle Prospecting Scripts, and more
• FORMS AND LISTS to streamline prospecting processes. Proposed Work Schedule Example and Fillable Form, Seller Questionnaire and Lead Sheet Fillable Form, Buyer Questionnaire and Lead Sheet Fillable Form, Open House Feedback Form, Sample Property Preview Checklistand more
• TEMPLATES action plans, and logs to set you on the path to success. Expireds Follow Up Plan, Next Level Contact Plan, Lead Tracking Sheets, SWOT Companion Worksheet, SMART Action Plan, and more
• HELPFUL GRAPHICS to illustrate processes and strategies. 4-Step Property Preview Strategy, Organized Sales Process Flowchart, 10 Habits to Improve Positive Energy, The Rule of 7 Touches, and more
• TIME MANAGEMENT TOOLS - Goal and Milestone Exercise, Goal and Milestone Tracker, 4-Week Schedule, End of Week Debrief, Lead Tracking Sheet, Personalized Schedule, and more
• OPTIONS for how you learn best. Each module provides a downloadable PDF chapter as well as a featured video of Brian Icenhower, teaching the topic at hand. At the beginning of the course, you are also provided with a full audiobook to listen to. So however you learn best -- we have an option for you!

Certification & Designation Upon Completion

In this ICT online course, you will receive an official designation of "Certified Prospecting Expert" or CPE upon completion, as well as a downloadable (and printable) Certificate of Completion. Add your designation seal, as well as your designation letters, to your email signature to bolster your reputation and show off your expertise to clients and colleagues alike.

Reviews

"I use ICT systems, the Icenhower Institute, and the coaching program to coach and train my team of over 30 agents. I use the ICT 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 ICT for over five years. ICT 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 ICT 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 Instructor

Brian ​Icenhower.

Do you have a need for leads?

Are you struggling to strike the right balance between new and existing business in your day-to-day? Are you trying your best to get new listings, but can't figure out why it isn't working? Or are you just trying to polish your habits a little more?

Either way, you're in the right place!

The PROSPECT online course is for real estate agents who want to learn the prospecting skill set. That's right -- prospecting is a developed skill, and it doesn't rely on any kind of innate talent. It's extremely common to struggle with it at the beginning, but this course is here to show you that you can learn the principles and tactics necessary to start prospecting like a pro. With fifteen text-and-video modules packed with tips and resources, as well as a full book of scripts and plenty of fillable tracking tools that are yours to use, the course will teach you everything you need to know to take your prospecting skills to the next level.

You'll learn to avoid common pitfalls, make connections the right way with the right people, and make the most of every opportunity to generate leads. You'll find out new ways to keep yourself on track and accountable and find out how much time and effort you need to put into your prospecting tasks each day in order to see a serious impact on your bottom line, without sacrificing your work-life balance.

The complete eBook is available to download, as are all of the resources in each module. This course includes everything you need to upgrade your prospecting performance; what are you waiting for?

Turn your lead generation into a predictable, repeatable system.

Enroll in Prospect: The Real Estate Lead Generation Manual to master the daily routines, scripts, and accountability tools that top agents use to consistently grow their business. Stop waiting for leads—start creating them.
Start your lead generation journey today.

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Prospect: The Real Estate Prospecting & Lead Generation Manual

More about this real estate training course

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ICT Online Course

Open Houses

Transform your open houses into powerful lead-generation events that fill your pipeline with qualified buyers and sellers.

• Learn how to plan, promote, and host open houses that attract serious prospects

• Discover follow-up systems to convert visitors into clients after the event

• Get scripts and dialogues to engage guests and capture contact information

• Build marketing materials and social media campaigns that maximize traffic

• Implement systems for sign-in tracking, neighbor outreach, and post-event communication

• Includes downloadable checklists, templates, and open house marketing tools

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Attract More Visitors

Market your open houses like a pro with proven promotional strategies that drive foot traffic.

Convert Attendees to Clients

Use powerful scripts and follow-up systems to turn visitors into active buyers and sellers.

Leverage Every Opportunity

Generate leads from the neighborhood, online exposure, and your open house database.

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.

Course curriculum

Enrollment includes access to the following course materials for 6 months

Course Materials

• Workbook: Optimizing Open Houses
• Video: Optimizing Open Houses
• Resource: Your Next-Level Contact Plan
• Script: Buyer MLS Listing Alert
• Script: Seller Lead Auto Email Drip
• Resource: Open House Prospecting Activities
• Script: Open House Neighbor Invitation
• Script: Open House Pre-Listing Appointment
• Script: Open House Circle Prospecting
• Script: Open House Guest List
• Script: Open House Guest List Editable
• Script: Follow-Up for Neighbors/Leads
• Resource: Open House Feedback Form (Printable)
• Resource: Positive Need Affirmation Sandwich (Fillable)
• Graphic: Open House Timeline
• Open House System Checklist (fillable)
• Open House System Checklist (editable)

About this course

• $149
• 20 lessons
• .5 hours of video content

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Reviews

"I use ICT systems, the Icenhower Institute, and the coaching program to coach and train my team of over 30 agents. I use the ICT 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 ICT for over five years. ICT 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 ICT 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 Instructor

Brian ​Icenhower.

Are you ready to learn how to use one of the cornerstones of the real estate business to kick your prospecting process into high gear?

Out of all the people who come and go during an open house, the only ones who really matter are the ones who might end up making an offer, right?

Think again! An open house isn't just about selling one home — it's about so much more than that, including cementing yourself as a professional, making connections, and getting a foot in the door with potential new clients who may be buying or selling soon.

In this condensed course, you'll learn to tie customer service to lead generation, and you'll find out firsthand why everyone who walks through the door of an open house is a potential prospect. Don't miss out on great business opportunities when they're right at your doorstep! This course will teach you all the skills you need to start making the most of your open houses — what are you waiting for?

Turn every open house into a lead-generation machine.

Enroll in Open Houses (ICT) to learn the systems, scripts, and marketing strategies top agents use to host high-impact open houses that create real business opportunities. Build relationships, grow your database, and close more deals.
Start mastering the open house system today.

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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