Learn how to coach a real estate agent to be an approachable agent that attracts business by being vulnerable and reaching out to contact people.

Learn how to coach a real estate agent to help them grow their business.

Agents must be aggressive. They must want it. They must be willing to be out there, demonstrating that they want business.

Watch the video below for a segment from an event that featured Brian Icenhower as a keynote speaker. Brian speaks to this topic and elaborates on why being vulnerable and putting yourself out there is such an essential coaching topic for team leaders and broker owners.

VIDEO: How to Coach a Real Estate Agent to Contact People

How to coach a real estate agent to stay first of mind

You must coach your agents to fight to stay first of mind.

Most people know more than one real estate agent. So, your real estate agents must be slightly more present … slightly more first of mind, so that you gain the majority of the mindshare.

The more prevalent and active you are the better. No one wants a part-time agent. No one wants a shy, quiet agent. And no one wants an agent who is “too cool for school.” 

Have you ever done business with someone who didn’t want your business? Have you ever made a purchase from a salesman who said, “Okay, yeah, whatever.” It’s the worst experience ever. You likely never would go back to that person again. 

Agents must always be vulnerable and approachable. 

The agent who seems to be the busiest is the agent that most people will want to reach out to. The more visible you are, the more active you are. 

What you can control and what you can put effort toward is staying in front of your people. It isn’t just talking about how active you are, but you also have to come from contribution and add value. Agents must do all of this and also educate their clients. 

Stand out! The most powerful way to make a lasting impact on someone is to genuinely connect, offer help where needed, and add value. Love on your people and on your community. 

  • Team Onboarding

    $349
    Online Courses

    Initial onboarding for agents joining teams.

    Designed for all learning types

    Video Training

    In-depth professional video training on every module, presented by the author, Brian Icenhower.

    Written Modules

    Detailed and downloadable written modules with detailed graphics, scripts, spreadsheets, forms, and so much more.

    Course curriculum

    Enrollment includes access to the following course materials for 2 years

    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
    Team Onboarding

    About this course

    • $349.00
    • 252 lessons
    • 15.5 hours of video content
    Add to Cart

    Reviews

    "I use ICC systems, the Online Learning Center, and the coaching program to coach and train my team of over 30 agents. I use the ICC dashboard systems to keep my entire team accountable for their activities and set proper expectations." Jake Rockwell Over 500 Units Sold Annually "I have coached with ICC for over five years. ICC has helped me quadruple my luxury business through marketing strategies so that I receive listings and sales through lead generation and multiple pillars of income." soi audio workbook 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." recruit audio workbook 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. HIRE: The Complete Hiring Process for Real Estate Agents

    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. HIRE: The Complete Hiring Process for Real Estate Agents

    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. HIRE: The Complete Hiring Process for Real Estate Agents

    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.

    Get into production quickly.

    One of the biggest challenges about starting out on a real estate team for the first time is the lag between starting on the team and getting into production. This course will accelerate your progress and allow you to get into production much more quickly, which will help you thrive as a new member on your team. 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 Team Onboarding Real Estate Coaching See all courses
    Quick ViewCompare
  • COACH: Coaching for Business Performance

    $199
    ONLINE COURSES

    Learn a breakthrough approach to get your clients to follow-through -- so they see results and view your coaching as worthwhile

    Designed for all learning types

    Video Training

    In-depth professional video training on every module, presented by the author, Brian Icenhower.

    Written Modules

    Detailed and downloadable written modules with detailed graphics, scripts, spreadsheets, forms, and so much more.

    Audiobook

    Since real estate agents are always on the move, your training must be too. This course provides a professional downloadable audiobook.

    Course curriculum

    Enrollment includes access to the following course materials for 2 years

    Module 1: Introduction
    • Workbook: Introduction
    • Part One: Introducing self-discovery and content-based coaching
    • Part Two: Blending self-discovery and content-based coaching
    • Graphic: The Coaching Scope
    Module 2: Developing Your Coaching Abilities
    • Workbook: Developing Your Coaching Abilities
    • Part One: Developing your coaching abilities
    • Part Two: 8 keys to mastering the self-discovery method
    • Part Three: Two different perspectives
    Module 3: The Catalyst Question
    • Workbook: The Catalyst Question
    • Catalyst: Going under the hood
    • The 6 Core Self-Discovery Questions
    Module 4: The Probe Question
    • Workbook: The Probe Question
    • Probe: No denying
    • The 6 Core Self-Discovery Questions
    Module 5: The Pinpoint Question
    • Workbook: The Pinpoint Question Pinpoint: Painful, until you realize… The 6 Core Self-Discovery Questions
    Module 6: The Finish Line Question
    • Workbook: The Finish Line Question
    • Finish Line: Back to the gym
    • The 6 Core Self-Discovery Questions
    Module 7: The Support Question
    • Workbook: The Support Question
    • Support: It’s not about you…until it is
    • The 6 Core Self-Discovery Questions
    Module 8: The Execution Question
    • Workbook: The Execution Question
    • Execution: Getting laser-focused
    • The 6 Core Self-Discovery Questions
    Module 9: Goal-Setting
    • Module 9: Goal-Setting
    • Goals: Get S.M.A.R.T.
    Module 10: Troubleshooting
    • Workbook: Troubleshooting
    • Resolving client issues
    Module 11: Conclusion
    • Workbook: Conclusion
    • Coachable and uncoachable clients

    About this course

    • $199.00
    • 36 lessons
    • 3 hours of video content
    Add to Cart

    Immediate Takeaways

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

    • DEVELOP YOUR COACHING SKILLS with techniques for probing, leading self-discovery, the pinpoint question, the finish line question, the support question, and the execution question.
    • GRAPHICS to illustrate concepts, guide discussions, and drive home key learning takeaways. The Coaching Scope, The 6 Core Self-Discovery Questions, and more.
    • GOAL SETTING using S.M.A.R.T. (specific, measurable, attainable, relevant, and time-specific) goals.
    • TROUBLESHOOTING to resolve client issues.
    • 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 ICC online course, you will receive an official designation of "Certified Real Estate Coach" or CREC 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 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." soi audio workbook 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." recruit audio workbook 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. Online Lead Conversion: Converting Real Estate Internet Leads

    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. Online Lead Conversion: Converting Real Estate Internet Leads

    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. Online Lead Conversion: Converting Real Estate Internet Leads

    Tammi Humphrey

    #1 Market Share & 100 Million in Annual Sales Volume Instructor Brian ​Icenhower.

    What’s the “killer”? It’s coaching clients who don’t follow-through.

    They don’t take action, even after you’ve explained exactly what to do and they’ve agreed to do it. Have any clients like that? Then, COACH, the course, was made for you. Learn why your clients don’t take action. There’s a reason for that and it’s unlike anything you’ve ever heard. COACH doesn’t stop with reasons. You’ll also learn a breakthrough approach to get your clients to follow-through - so they see results and view your coaching as worthwhile. That approach, perfected over two decades of real-world coaching, is surprisingly simple. And in the online course, "COACH: Coaching for Business Performance", renowned coach Brian Icenhower will show you how to do it.

    Learn a breakthrough approach.

    Get your clients to follow-through so they see results and view your real estate coaching as worthwhile. Add to Cart

    ISA Manager Training

    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 Team Onboarding Real Estate Coaching See all courses
    Quick ViewCompare

How to coach a real estate agent on mindset

Less than 10% of agents do 90% of the home sales in any MLS. The other 90% who aren’t getting the business are making excuses. It’s the CRM’s fault. Or it’s the economy’s fault. 

Another crazy stat? 60% of agents in any MLS will do NO business in a given year. 

That’s how important mindset is. This is why so much of the population thinks our industry and real estate agents are a joke. It’s because of those agents that don’t put in the work and say “woe is me.” They don’t treat being a real estate agent as a job. 

Agents must be able to show their people and their clients that they are not one of those 60% agents who do nothing. They must be willing to put themselves out there and ask for business.