Watch this free video of Brian Icenhower conducting a real estate listing mastery online course for CRS designee members of the Residential Real Estate Council.
This is the real estate listing mastery crash course you’ve been looking for.
Are you ready to unlock the secrets to mastering real estate listing consultations? In this comprehensive guide, I will share invaluable insights and strategies to help you become a listing consultation expert. Get ready to elevate your real estate game and drive success for your clients with our free real estate listing mastery course.
VIDEO: Free Real Estate Listing Mastery Course With Brian Icenhower
Welcome to the Free Real Estate Listing Mastery Course with Brian Icenhower
As a seasoned real estate professional with years of experience, I’m thrilled to share my knowledge and expertise with you. In this guide, we’ll cover everything you need to know to excel in listing consultations and drive results for your clients.
From preparation and setting the stage, to navigating objections and closing the deal, we’ll walk you through each step of the process. Whether you’re a seasoned agent looking to sharpen your skills or a newcomer eager to learn, this course is for you. So let’s dive in and take your real estate career to new heights!
Preparation is Key
Before diving into a listing consultation, thorough preparation is essential to achieve real estate listing mastery. As the expert, you need to demonstrate your knowledge and expertise to potential clients.
Start by gathering information about the property, including its features, amenities, and any unique selling points. Research market conditions, including recent sales and current inventory levels, to provide clients with valuable insights into pricing and market trends.
Additionally, prepare a compelling presentation that highlights your experience, marketing strategies, and track record of success. By coming prepared with relevant data and a polished presentation, you’ll instill confidence in your clients and set the stage for a productive discussion.
Setting the Stage
During the consultation, it’s essential to establish rapport and set the stage for a productive discussion. Start by introducing yourself warmly and expressing excitement about the opportunity to work with the client.
Take the time to listen to their needs and priorities, allowing them to feel heard and valued. Emphasize the importance of their input and collaboration throughout the process, reinforcing the idea that you’re partners in achieving their real estate goals.
By creating a positive and welcoming atmosphere, you’ll lay the foundation for a successful partnership and earn the client’s trust and confidence. This is a large part of your journey to real estate listing mastery.
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The Seller Lead Conversion Process
ICT Online CourseSeller 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
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
- 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
- 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
About this course
- $149
- 23 lessons
- 2 hours of video content
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
InstructorBrian 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.
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Start converting seller leads today.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
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1×1 Solo Agent Weekly Coaching Program
This 1×1 Solo Agent Weekly Real Estate Coaching Program designed to help you increase your production and your commission income with strategies and systems for sustainable business growth.
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
Navigating Objections
One common challenge during listing consultations is addressing client objections, particularly regarding pricing. Many clients may have unrealistic expectations or concerns about pricing their property competitively. Being able to navigate these objections is a large part of real estate listing mastery.
As the expert, it’s your job to provide them with honest and data-driven insights into market conditions and pricing strategies. Use recent sales data and market trends to illustrate the impact of overpricing on property visibility and buyer interest.
Show clients the numbers and explain the consequences of pricing too high, such as extended time on the market and potential price reductions down the line. By setting realistic expectations upfront and addressing objections with confidence and professionalism, you’ll build trust and credibility with your clients.
Closing the Deal
Once you’ve addressed any objections and established agreement on pricing, it’s time to seal the deal. Sign the listing agreement promptly and efficiently, avoiding unnecessary delays. Review the terms of the agreement with the client, ensuring they understand and are comfortable with the terms.
By demonstrating professionalism and efficiency, you’ll leave a lasting impression on your clients and set the stage for a successful partnership. And, you will be well on your way to achieving real estate listing mastery. The more you do it, the easier it gets! Remember, a smooth closing is essential for building trust and confidence with your clients and ensuring a positive experience from start to finish.
By demonstrating professionalism and efficiency, you’ll leave a lasting impression on your clients and set the stage for a successful partnership.
Brian Icenhower
Follow-Up and Beyond
After the listing consultation, effective follow-up is crucial to maintaining momentum and keeping clients engaged. Use a comprehensive call checklist to gather essential information and ensure a smooth transition to the next steps. Real estate listing mastery requires organization!
Stay organized and proactive, providing exceptional service and exceeding client expectations. Schedule regular check-ins and provide updates on marketing efforts and buyer feedback. By staying in touch and providing regular updates, you’ll demonstrate your commitment to your clients’ success and keep them informed every step of the way.
Conclusion: Real Estate Listing Mastery
Mastering the listing consultation process is essential for success in the real estate industry. By thoroughly preparing, effectively setting the stage, navigating objections with confidence, and efficiently closing the deal, you can elevate your performance and build lasting relationships with clients.
Effective follow-up is key to maintaining momentum and ensuring a positive client experience. With these insights and strategies, you’ll be well-equipped to excel in your listing consultations and drive results for your clients.
