How many deals are in your database right now? Run the 7-to-1 math on your sphere of influence and find out what your list is actually worth.
Most agents have no idea how many deals are in your database right now. They know the number of names. They have no idea what those names are worth.
That is a strange thing to be vague about. Eighty percent of closed business comes from an agent’s sphere of influence, and that NAR figure has held through every market cycle I have coached through. If four out of every five deals come from people who already know you, the list of people who already know you is the single most valuable asset in the business.
Most agents treat it like a junk drawer. Names go in. Nothing comes out until a deal happens to fall in their lap.
I wrote about this recently for Luxury Presence, and I want to go deeper here on the part agents skip: the arithmetic. Because once you run the numbers on your own list, you cannot unsee them.
More on: How many deals are in your database?
The ratio that turns names into a forecast
Here is the whole system in one line. A minimum of 100 diversified touches per person per year, tracked, converts at roughly 7 to 1.
Every seven properly contacted people in your database produce a transaction.
That ratio is what makes a database a forecast instead of a hope. It means the size of your list, multiplied by whether you actually work it, gives you a number you can plan against.
Run it on yourself right now.
If you have 200 people in your database and you are touching all of them properly, that is roughly 28 transactions sitting in there.
If you have 500, that is about 71.
A team database of 1,000 names worked at the same standard is roughly 140 transactions, all of them inside people who already know somebody on your team.
Now compare that to what you actually closed from your sphere last year.
Most agents with 200 contacts close two or three deals from that group. Against a properly worked number of 28, that is not a lead problem. That is a contact problem, and it is entirely inside your control.
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SOI: Building a Referral-Based Sphere of Influence (Icenhower Institute)
ICT Online CourseSOI: Building a Referral-Based Sphere of Influence
Build a thriving real estate business fueled by relationships, referrals, and repeat clients.
Learn how to systematically grow, organize, and communicate with your Sphere of Influence (SOI)
Discover contact plans that keep you top of mind with friends, family, and past clients
Master scripts, dialogues, and social media strategies to generate consistent referrals
Gain tools to track relationships, measure engagement, and increase repeat business
Implement simple follow-up systems that turn contacts into loyal clients
Includes downloadable SOI trackers, communication templates, and marketing materials
Generate Endless Referrals
Turn your personal and professional relationships into a steady stream of business.
Stay Top of Mind
Follow structured contact plans that strengthen relationships and build trust.
Build Long-Term Success
Create a business model that thrives on repeat clients and word-of-mouth marketing.
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 month
Module 1: How to Create a Real Estate Sphere of Influence List- 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
VIDEO: Who Do You Know
AUDIO: Who Do You Know?
Workbook: Who Do You Know?
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
VIDEO: How to Contact Your SOI
AUDIO: How to Contact Your SOI
Workbook: How to Contact Your SOI
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
VIDEO: How to Grow Your SOI
AUDIO: How to Grow Your SOI
Workbook: How to Grow Your SOI
About this course
- $349
- 147 lessons
- 8 hours of video content
Immediate Takeaways and Course Features
This course includes downloadable assets so you can immediately put what you learn into practice. As with all of our ICC Online Courses, helpful features like quizzes and action items at the end of each module are built-in to help keep you on track with your learning.
- SCRIPTS that help you incorporate friends, acquaintances, vendors and others into your SOI. SOI Referral Script Booklet, SOI Update Database Script, FB Direct Message Scripts, Update Database and Ask For Referral Script, Asking For Referrals Script, Vendors and Referrals Script, Presenting an Exclusive Buyers Agency Agreement Script, Handling Objections Scripts, and more.
- FORMS AND LISTS to streamline processes and document your SOI. Daily Contact Form, SOI Member Contact Form, My SOI Contact Plan Form, Who Do I Know From These Industries Spreadsheet, Buyer Questionnaire and Lead Sheet, Seller Questionnaire and Lead Sheet, and more.
- SAMPLE WORKSHEETS and questionnaires. Who Do I Know From These Industries Worksheet, How Does Your SOI Measure Up, and more.
- QUIZ at the end of each module to promote retention of information and test your knowledge.
- ACTION ITEMS at the end of each module to push you forward in your business and apply what you just learned.
- 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 Referral Network Expert" or CRNE 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 certification 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.
Like all Icenhower training courses, I created SOI: Building A Referral-Based Sphere of Influence for those real estate agents wanting to move from a mere real estate practice to a systematized real estate business with the control and mastery of your results.
You are not an "average agent", so you need to employ the tried and tested ways of the nation’s Top Producers for always having an abundance of prospective buyers and sellers lined up — people who know who you are by name and "brand", who come to you first to list their property or to show them their next new one.
Regardless of your specialty, location or client base, we’ll show you how to systematize your approach to SOI: Building A Real Estate Agent's Sphere of Influence and employ the tried and tested way of taking back control — or grabbing it perhaps for the first time — of your ability to generate a predictable number of Closed Transactions month after month.
We’ll show you step-by-step how to grow your results year after year, and do it with no gaps in productivity or slumps in transaction activity, as you approach your business’s SOI Referral Database like a master.
Grow your real estate business through relationships that last.
Enroll in SOI: Building a Referral-Based Sphere of Influence (ICT) to learn how top agents cultivate repeat and referral business through consistent communication, systems, and service. Build a reliable, relationship-driven business that stands the test of time.
Start building your sphere today. Add to CartHear what your peers think
Learn how they benefited from this 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
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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.
What “properly worked” actually means
The ratio only holds if the touches are real. So here is the standard.
One hundred touches per person, per year. Spread across the calendar, that works out to roughly two contacts a week for every name on the list. That sounds impossible until you see how varied a touch can be.
Diversified, not repetitive. A phone call one week. A quick video text the next. A handwritten note around a birthday or the anniversary of their closing. An invite to a client event twice a year. A mailer each quarter. An email newsletter. A comment on something they posted. A pop-by.
The variety is not decoration. Ten calls in a row makes you a telemarketer. Ten different kinds of contact makes you present.
Tracked, every single one. This is where most systems die. If the touch is not logged, you do not know who is overdue and who you just called, and within about six weeks the whole thing collapses into contacting whoever comes to mind. Spreadsheet or CRM, whichever you will actually open. What matters is the log.
We build these as Annual Contact Plans with our coaching clients, and I laid the full system out in SOI: Building A Real Estate Agent’s Sphere of Influence, because most agents have never seen it written down as a plan rather than a good intention.
Run the audit on your own list this week
Four steps, about thirty minutes.
Count your database. Not your phone contacts. The people who would recognize your name and take your call. Be honest about who actually belongs on it.
Multiply by 7 to 1. Divide your count by seven. That is your database’s theoretical annual transaction capacity at full contact.
Count what your sphere actually produced last year. Pull your closings and mark which ones came from someone already on the list.
Subtract. The gap between those two numbers is not a market condition. It is the cost of touches you did not make.
Then do one more thing that stings a little. Pull the list and count how many people you have genuinely contacted in the last 90 days. Not emailed as part of a blast. Contacted. If that number embarrasses you, you have just found your next transaction, and it is sitting in a name you have not called.
The same math runs your farm
Geographic farming fails for exactly the same reason sphere work fails. Agents treat it like advertising. Send a flyer, wait for the phone.
Farming is a game of touches too, run on a familiarity timeline. Repeated, varied contact with a neighborhood until you stop being a stranger.
The difference from sphere work is what each touch has to prove. A neighborhood needs to see two things from you: that you are working hard, and that you get results.
A just-listed flyer proves the first. A just-sold flyer proves the second.
Send them together, from the same block, in the same month, and neighbors get a before-and-after they cannot argue with. That pairing does more for a farm than any redesign of the mailer. Most agents quit a farm after three or four pieces because they expected a callback by now, which is roughly the point where the math was about to start working.
I go through the full version in FARM: The Real Estate Agent’s Ultimate Guide to Farming Neighborhoods, but the pairing alone will change your results.
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ADMIN: The Training Process for Real Estate Administrative Assistants (Icenhower Institute)
ICT Online CourseADMIN: The Training Process for Real Estate Administrative Assistants
Master the systems and skills every real estate admin needs to support top agents and growing teams.
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Training for key roles: Listing Manager, Transaction Coordinator, Office Administrator
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Systems, checklists, and dashboards to streamline operations
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Listing management from pre-listing through closing
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Lead tracking and accountability tools
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Strategies to free agents’ time for production
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Downloadable forms, templates, and checklists
Create Structure & Systems
Learn how to implement checklists, dashboards, and tracking tools that keep your agents and business organized.
Master the Admin Role
Gain step-by-step training for listing management, transaction coordination, and day-to-day operational support.
Boost Team Productivity
Understand how to free up agents’ time by streamlining processes, ensuring accountability, and driving efficiency across the office.
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 6 months.
Module 1: Introduction- Module 1 Workbook: Introduction
- Video: Communication Foundations
- Get to know the DISC Profiles
- Module 2 Workbook: Understanding Job Roles
- Video: Job Roles for Admin Staff
- The Solution Triangle
- Module 3 Workbook: The Administrative Manager
- Video: The Administrative Manager: Creating Structure
- Sample Weekly Calendar
- Active Listing – blank (fillable)
- Sample Buyer Inventory
- Daily Contact Form (fillable)
- Sample Year-to-Date Check-Up Form 1
- Sample Year-to-Date Check-Up Form 2
- Lead Tracking Sheet (fillable)
- Sample Pending Inventory Pipeline
- Sample Dashboard 1
- Sample Dashboard 2
- Year-to-Date Check-Up Form (fillable)
- Active & Pending Inventory Lists (fillable)
- ICC Team Dashboard (fillable)
- Module 4 Workbook: The Listing Manager
- Video: The Listing Manager: From Listing to Contract
- Listing and Pre-Listing Checklists
- Listing to Contract Checklist
- Pre-Listing Checklist
- Seller Lead Sheet
- Assistant’s First Call Checklist
- Assistant’s First Call Checklist (fillable)
- Defining Moments in Real Estate Transactions
- Module 5 Workbook: The Transaction Coordinator
- Video: The Transaction Coordinator: From Contract to Closing
- Buyer-Seller Checklist
- Active Listing – blank (fillable)
- Buyer Closing Checklist
- Buyer Inventory
- Buyer Lead Sheet (fillable)
- Listing Inventory
- Pending Contracts – blank (fillable)
- Pending Inventory Pipeline
- Seller Closing Checklist
- Buyer and Seller Checklists (fillable)
- Module 6 Workbook: The Marketing Director
- Video: The Marketing Director: Building your real estate business
- Buyer Closing Checklist
- Client Event Contact Plan
- Listing to Contract Checklist
- Script: Contacting past and existing clients
- Pre-Listing Checklist
- Seller Closing Checklist
- Module 7 Workbook: Your Sphere of Influence
- Video: Your Sphere of Influence
- Team Scoreboard
- Graphic: The SOI Core
- Video: Enhancing the Client Experience
- Defining Moments in Real Estate Transactions
- Workbook: Managing Virtual Assistants & Remote Workers
- Video: Managing Virtual Assistants & Remote Workers
- Workbook: Creating the Ultimate Client Experience
- Video: Creating the Ultimate User Experience
- Policies and Procedures Handbook
- First Day Welcome Orientation Checklist
- First Quarter Checklist – Admin – alternate
- Editable First Day Welcome Orientation Checklist
- Workbook: Conclusion
- Video: Above and Beyond
- Leader vs Manager
- Production Growth Budget Schedule
- Staff Self-Performance Appraisal
- Sample Team Annual Business Plan
- Editable Blank Business Plan
- Editable Blank Action Steps
About this course
- $299.00
- 79 lessons
- 5 hours of video content
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.
Having someone back in the office helps agents amplify their sales potential. They can focus on generating business, following up on leads, conducting appointments, and writing offers/negotiating contracts -- all things that create more income.
This 9-module course not only identifies the four key roles of a real estate assistant, but it also breaks down the precise workflows when serving as a listing manager, transaction coordinator, marketing director, and administrative manager.
Whether you’re an agent learning how to train your assistant, an assistant looking for your own training process, or you’re both reading through these materials together, this course provides the explanations and concrete examples of best practices in real estate offices so you don’t have to.
Make administrative tasks easy.
Whether you’re an assistant or a solo agent, systematizing adminstrative processes will increase your efficiency. This course gives you the strategies, tools, and techniques to master administrative processes so your agents are free to focus on generating, nurturing, and converting leads. Add to Cart Add to CartTalk 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
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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.
The script that turns one closing into a reason to call a whole street
Here is the one to save. Use it after a just-sold or a sale-pending in any neighborhood you want to farm.
“We just sold your neighbor’s home, but we have a new problem. We generated so much interest that we had several buyers who also want to live in your neighborhood. So we’re reaching out to see if you know anyone else looking to sell.”
The power of that script is in one word. We.
Whether you personally have a buyer in your pocket does not matter, because “we” can legitimately mean agents who cooperate in your local association, agents in your office or brokerage, or everyone on your team. Defined that way, the statement is true. Some agent in your market almost certainly does have a buyer who wanted that neighborhood.
The call is made by one person. The credibility behind it is collective.
That is why a brand-new agent on a twelve-person team can make this exact call on day one. The “we” is bigger than any individual pipeline, and it gives a new agent a real reason to dial before they have a single listing of their own.
Consistency is the entire edge
Line up the three pieces and the pattern is the same. Eighty percent of your business is already inside people who know you. The 7-to-1 ratio tells you exactly how many of those names become transactions. The just-listed and just-sold pairing tells a street the same story from two angles. The “we” script gives you a reason to pick up the phone today.
All three come down to a tracked list and the discipline to work it in order.
Most agents quit their database and their farm at the same point, right before the math was about to pay. The ones building real businesses are still showing up at touch 97, 98, 99, with no idea which contact is about to become the deal that makes the whole system worth it.
Count your list. Do the division. Then pick up the phone.
Brian Icenhower is the Founder and Chairman of Icenhower Coaching & Training. Read his full piece on the 100-Touch Rule on Luxury Presence.
