Brian Icenhower explains how to coach real estate agents by using this simple and easy-to-implement 4-step process.
Welcome to our latest blog on how to coach real estate agents effectively. I am thrilled to share a topic that resonates deeply with my professional ethos.
Over the years, we’ve had the privilege of coaching numerous top-producing agents, teams, and broker owners across North America. Our approach has always centered on practical, implementable strategies, and today, I’m excited to break down this process into four easy, actionable steps.
Be sure to listen to this episode of The Brian Icenhower Podcast and subscribe to the podcast so you never miss an episode!
VIDEO: How to Coach Real Estate Agents – The 4-Step Process
1. Celebrate Successes
The journey on how to coach real estate agents begins with a positive affirmation: celebrating successes. It’s not just about acknowledging wins; it’s about deeply understanding what led to those victories.
Did your real estate agent close a deal from a relationship nurtured at a social event or through a meticulously planned social media campaign? Identifying these success sources is crucial.
This step isn’t merely about rejoicing; it’s about dissecting and understanding the actions that led to success. By doing so, you create a replicable model of successful behaviors and strategies.
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COACH: Coaching for Business Performance
ONLINE COURSESLearn 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
- 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
- Workbook: The Catalyst Question
- Catalyst: Going under the hood
- The 6 Core Self-Discovery Questions
- Workbook: The Probe Question
- Probe: No denying
- The 6 Core Self-Discovery Questions
- Workbook: The Pinpoint Question Pinpoint: Painful, until you realize… The 6 Core Self-Discovery Questions
- Workbook: The Finish Line Question
- Finish Line: Back to the gym
- The 6 Core Self-Discovery Questions
- Workbook: The Support Question
- Support: It’s not about you…until it is
- The 6 Core Self-Discovery Questions
- Workbook: The Execution Question
- Execution: Getting laser-focused
- The 6 Core Self-Discovery Questions
- Module 9: Goal-Setting
- Goals: Get S.M.A.R.T.
- Workbook: Troubleshooting
- Resolving client issues
- Workbook: Conclusion
- Coachable and uncoachable clients
About this course
- $199.00
- 36 lessons
- 3 hours of video content
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.
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 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 CartISA 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
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Brokerage / Corporate Coaching Program
With the Brokerage / Corporate Real Estate Coaching Program, ICC will help firms set up the most effective and efficient systems for recruiting, agent onboarding, commission & fee structures, agent engagement & retention systems, recruiting, administrative work-flows, transaction management, staff hiring, agent onboarding, productivity training & accountability, financials & budgeting, marketing and much more!
2. Duplicate the Effort
Once you’ve pinpointed what works, the next step is to duplicate those efforts. This phase is pivotal in the coaching process. It’s about encouraging consistency and persistence.
In real estate, as in many fields, success doesn’t always replicate itself on the first try. It’s about understanding that even the best strategies may need time to yield results consistently.
As a coach, your role is to instill the value of perseverance to highlight that each effort, each outreach, and each open house is a step towards a greater likelihood of success.
3. Systematize the Process
Systematization is where coaching transcends from being an art to a science. This step is about creating a robust framework around successful strategies. It involves setting up systems, routines, and checklists.
Why is this important? Because real estate, much like life, is filled with ups and downs. A systematized approach ensures that your agents are consistently performing activities that drive success, irrespective of market dynamics. It’s about embedding successful actions into the daily routine, making success a habit, not a happenstance.
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Team Coaching Program
The Team Real Estate Coaching Program is for smaller teams looking for internal structure, leverage and leadership.
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Leadership Coaching Program
This leadership real estate coaching program is designed for any leadership position within a real estate team or brokerage. Sales managers, productivity coaches, education chair, etc. Build skills on how to lead others, keep an organization motivated and accountable and become an influential person within your organization.
Real estate, much like life, is filled with ups and downs. A systematized approach ensures that your agents are consistently performing activities that drive success, irrespective of market dynamics.
Brian Icenhower
4. Scale the Business
The final step is scaling. Once you’ve celebrated successes, duplicated efforts, and systematized processes, it’s time to grow.
Scaling can take many forms – it might involve hiring a transaction coordinator, leveraging virtual assistants, or expanding into new real estate markets. The key is to ensure that the growth is sustainable and aligned with the core principles that brought success in the first place.
Remember, scaling is not just about growing in size; it’s about growing smartly, ensuring that each new addition or change brings value and aligns with your overall business strategy.
In conclusion, understanding how to coach real estate agents is about more than imparting knowledge. It’s about inspiring action, instilling discipline, and systematically scaling success. Celebrate every win, replicate what works, systematize your approach, and scale intelligently.
These steps are not just a formula; they are the foundation of a thriving real estate coaching journey. So, embrace these steps, embed them in your coaching philosophy, and watch as you and your agents climb new heights of success.
