Summer is the busiest time for real estate agents. So it is the perfect time to work on setting up your goals for the summer and getting all your ducks in a row so you can achieve them. Closed listings are not what create top producing real estate agents. The key to success lies in a large inventory of active listings, and the Listing Inventory Calculator will help you determine how many active listings you need at all times to achieve your objectives.
Why do you need active listings?
Active listings govern the entire real estate business:
- they generate leads
- they control a real estate agent’s ability to market him or herself
- they determine how many transactions he or she will be able to close overall.
If you are working mostly as a buyers’ agent, you will need to put a lot more time and effort into earning your commission. Between long hours showing multiple properties during the evenings and on the weekends, setting up and attending inspections, and dealing with the uncertainties of contingencies, finding time to promote your business and get more listings can be challenging.
With so little time on their hands, real estate agents that get most of their commission from the buyer’s side are limited to how many deals they can close in a month. That’s the reason why most successful real estate agents are often sellers’ agents.
By starting your quest for active listings early in the season, during the slow months of January and February, a real estate agent can hit the ground running when the buying frenzy of spring and summer arrive. However, a listing under contract is no reason to sit back and relax. To reach your goals, you must always have a reserve of other active listings to keep your business going.
As soon as you get a listing under contract, it is time to find one to replace it and keep the pipeline filled. This constant sense of urgency is what separates top producing real estate agents from low producers. By establishing new relationships with potential clients instead of relying on established clients, you can keep your inventory of active listings growing.
How many active listings do you need at all times to achieve your personal goals? That’s what the Listing Inventory Calculator will help you determine.
How to use the Listing Inventory Calculator?
This video has a detailed explanation, as do the instructions below.
The Listing Inventory Calculator helps determine how many active listings a real estate agent must always have in inventory to reach his or her desired income. The boxes highlighted in yellow on the grid are the ones that can be manipulated to match your situation.
Start by entering your yearly goal for the amount of gross commission income that you would like to earn in the Income I Want to Earn field and the Average Sale Price for a property in your market.
You can calculate the Average Commission Rate based on the total amount of your closings, both as a buyer and as a seller’s agent.
Based on your situation, you should be able to determine a realistic estimate of what percentage of your closings will be listings. Although the average is 50%, your number might be lower if you are just starting in the business for example.
Not all listings sell: some expire, some are withdrawn, some are just priced too high and sit on the market. Assume that 50% of your listings will sell for a conservative estimate.
The number of average days on the market for properties on your market can be found on the MLS.
Based on the numbers you entered, you will be able to calculate the number of listings you must carry at ALL times to make your goal. Don’t hesitate to play with the numbers to figure out what is a realistic objective for you.
Are you ready to find out how many active listings you must have to achieve your income goals for the new business year? You can find our Listing Inventory Calculator here!
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Mergers and Acquisitions
Online CourseLearn how to expand your organization through mergers and acquisitions (M&A) of real estate brokerages, teams and more. Grasp the various options for structuring M&A transactions, company valuation methods, due diligence considerations, transition plans, and how to identify and engage potential M&A candidate companies. Learners will receive many downloadable scripts, checklists, plans, sample agreements and a variety of other tools to create a step-by-step process for the growth of any real estate organization. 
Mergers & Acquisitions
Click to watch more about this real estate training course
Designed for all learning types
Video Training
In-depth video with Brian Icenhower walking you through the entire merger/acquisition process, and providing tools and talking points for you to use.
Written Workbook
Detailed and downloadable written workbook that provides you with the bullet points, a space for taking notes, as well as activities and key takeaways.
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
Welcome to Mergers & Acquisitions- Welcome to Mergers & Acquisitions! A message from your Instructor, Brian Icenhower
- Schedule a Coaching Call
- Stay Connected via our REAL ESTATE AGENT ROUND TABLE Facebook Group
- VIDEO: Mergers & Acquisitions Fundamentals
- AUDIO: Mergers & Acquisitions Fundamentals
- Workbook: Mergers & Acquisitions Fundamentals
- Instructor’s Manual: Mergers & Acquisitions Fundamentals
- Presentation Outline: Mergers & Acquisitions Fundamentals
- Presentation PDF: Mergers & Acqusitions Fundamentals
- Presentation Slides: Mergers & Acquisitions Fundamentals
- VIDEO: Engaging M&A Candidates
- AUDIO: Mergers & Acquisitions Fundamentals
- Workbook: Engaging M&A Candidates
- Instructor’s Manual: Engaging M&A Candidates
- Presentation Outline: Engaging M&A Candidates
- Presentation PDF: Engaging M&A Candidates
- Presentation Slides: Engaging M&A Candidates
- Securing the NDA Talking Points
- Initial Approach Call Scripts
- SWOT Competition Analysis
- Discovery Questionnaire
- MLS Company Production Data – Last 12 Months
VIDEO: Recruiting
AUDIO: Recruiting
Workbook: Recruiting
Instructor’s Manual: Recruiting
Presentation Outline: Recruiting
Presentation PDF: Recruiting
Presentation Slides: Recruiting
Discovery Questionaire
VIDEO: Due Diligence
AUDIO: Due Diligence
Workbook: Due Diligence
Instructor’s Manual: Due Diligence
Presentation Outline: Due Diligence
Presentation PDF: Due Diligence
Presentation Slides: Due Diligence
Company Comparison Matrix
Owner Information Request
NDA Sample Agreement
VIDEO: The Pro Forma
AUDIO: The Pro Forma
Workbook: The Pro Forma
Instructor’s Manual: The Pro Forma
Presentation Outline: The Pro Forma
Presentation PDF: The Pro Forma
Presentation Slides: The Pro Forma
Earnout Formulas
Example Pro Forma
VIDEO: Valuation
AUDIO: Valuation
Workbook: Valuation
Instructor’s Manual: Valuation
Presentation Outline: Valuation
Presentation PDF: Valuation
Presentation Slides: Valuation
EBITDA Approach Example
EBITDA Approach Worksheet
VIDEO: The LOI – Putting the Deal Together
AUDIO: The LOI – Putting the Deal Together
Workbook: The LOI – Putting the Deal Together
Instructor’s Manual: The LOI – Putting the Deal Together
Presentation Outline: The LOI – Putting the Deal Together
Presentation PDF: The LOI – Putting the Deal Together
Presentation Slides: The LOI – Putting the Deal Together
Sample Letter of Intent
VIDEO: Planning the Purchase & Transition
AUDIO: Planning the Purchase & Transition
Instructor’s Manual: Planning the Purchase & Transition
Workbook: Planning the Purchase & Transition
Presentation Outline: Planning the Purchase & Transition
Presentation PDF: Planning the Purchase & Transition
Presentation Slides: Planning the Purchase & Transition
Sample Pre-Closing Checklist
Sample Purchase Agreement
VIDEO: Closing the Transaction & Beyond
AUDIO: Closing the Transaction & Beyond
Workbook: Closing the Transaction & Beyond
Instructor’s Manual: Closing the Transaction & Beyond
Presentation Outline: Closing the Transaction & Beyond
Presentation PDF: Closing the Transaction & Beyond
Presentation Slides: Closing the Transaction & Beyond
Sample Launch Day Agenda
Launch Day Checklist
Sample Press Release
About this course
- $750.00
- 82 lessons
- 4.5 hours of video content
- 6 months of access to course materials
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."
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
InstructorBrian Icenhower.
Welcome to the world of mergers and acquisitions (M&A), where real growth begins.
In this course, we’re going to break down the process of acquiring or merging with real estate businesses. It might seem daunting at first, but by the end, you’ll see just how achievable it is—even for those who never thought they could do it.
Let’s start with one simple truth: mergers and acquisitions are easier than you think. Most people assume M&A is reserved for massive corporations or elite businesspeople with deep pockets. That’s simply not true.
If there’s one thing I want you to take away from this course, it’s this: with the right approach, you can successfully grow your real estate business through M&A without a massive cash outlay.
Whether you’re a team leader, a broker, or an advanced agent, M&A can fast-track your growth and set you apart from the competition. By leveraging proven strategies, you can scale your operations, enter new markets, and build a thriving organization.
Take your business to the next level.
Whether you’re a team leader, a broker, or an advanced agent, M&A can fast-track your growth and set you apart from the competition. By leveraging proven strategies, you can scale your operations, enter new markets, and build a thriving organization.
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