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!
Related Products
- How to Determine the Best Real Estate Agent Lead Generation Methods for Different Types of Agents
- How Real Estate Agents Can Finally Win With Money in 2026
- The Icenhower 2026 Real Estate Sales Outlook for Agents
- Your Real Estate Follow-Up System Isn’t Broken — It Just Doesn’t Exist (Here’s How AI Fixes It)
- What Are Your Best Real Estate Lead Sources?
-
Quick View
Time Management for Real Estate Agents (Icenhower Institute)
ICT Online CourseTime Management
Take control of your schedule, increase productivity, and create more balance with time management systems designed specifically for real estate agents.
-
Learn how to time-block effectively to focus on lead generation, client care, and personal growth
-
Discover the daily habits and routines that top producers use to stay consistent
-
Gain strategies for prioritizing tasks, minimizing distractions, and working efficiently
-
Build a weekly schedule that aligns with your goals and supports sustainable success
-
Understand how to track progress, measure performance, and stay accountable
-
Includes daily planner templates, time-blocking calendars, and productivity checklists
Own Your Schedule
Learn proven time management strategies that maximize focus and minimize burnout.
Work Smarter, Not Harder
Structure your day around high-impact activities that drive business growth.
Create Balance
Build routines that support productivity, profitability, and personal well-being.
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
- Time Management for Agents
- Video: Time Management for Agents
- Resource: Goal & Milestone Exercise (Fillable)
- Resource: Goal & Milestone Tracker (Fillable)
- Resource: Daily SOI Contact Form (Fillable)
- Resource: 4-Week Schedule (Printable)
- Resource: End-of-Week Debrief (Fillable)
- Resource: One Day, 20 Contacts (Fillable)
- Resource: Ways to Make Habits Stick
- Resource: Lead-Tracking Sheet (Printable)
- Resource: Personalized Schedule (Printable)
- Resource: Prospecting Accountability Chart (Printable)
- Resource: Sample ICC Year-to-Date Check-Up Form
- Resource: Sample Weekly Calendar
About this course
- $149
- 17 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.
Founder & CEO of Icenhower Coaching & Consulting Founder/CEO of one of the world's largest real estate coaching, training, and education companies. ICC is also a leader in online training courses, systems, and company-branded websites for agent and brokerage training and onboarding. 
Take control of your time and transform your productivity.
Enroll in Time Management for Real Estate Agents (ICT) to master scheduling, time-blocking, and accountability systems that help you work efficiently and achieve your goals. Build the structure and consistency that top agents rely on for lasting success.
Start mastering your time 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
See all courses
-
-
Quick View
Team Onboarding (Icenhower Institute)
ICT Online CourseTeam Onboarding
Create a seamless onboarding process that helps new agents and staff integrate quickly, perform confidently, and stay long-term.
-
Step-by-step training to design and implement a professional onboarding experience
-
Learn how to communicate expectations, systems, and culture from day one
-
Discover how to structure orientation, training, and mentorship for new hires
-
Gain templates for welcome packets, checklists, and performance tracking tools
-
Build a replicable onboarding system that saves time and ensures consistency
-
Includes customizable onboarding forms, communication templates, and role outlines
Streamline the Process
Implement a structured onboarding system that saves time and boosts retention.
Set Clear Expectations
Train new team members to understand your systems, culture, and performance standards.
Build for Longevity
Create a welcoming environment that accelerates productivity and strengthens loyalty.
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
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
- 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
- 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: Get Uncomfortable
- AUDIO: Get Uncomfortable
- Workbook: Get Uncomfortable
- The Comfort Zone PDF
- Action Steps
- VIDEO: How to Grow Your SOI
- AUDIO: How to Grow Your SOI
- Workbook: How to Grow Your SOI
- 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
- 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
- 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
- VIDEO: Rights vs. Responsibilities
- AUDIO: Rights vs. Responsibilities
- Workbook: Rights vs. Responsibilities
- Rights vs. Responsibilities PDF
- Action Steps
- VIDEO: Social Media Basics
- AUDIO: Social Media Basics
- Workbook: Social Media Basics
- 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
- 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
- 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
- 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
- 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
- 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)
- 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
- VIDEO: Embrace Routines & Rituals
- AUDIO: Embrace Routines & Rituals
- Workbook: Embrace Routines & Rituals
- Listing & Closing Checklists
- Action Steps for Module 19
- 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
- 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
- VIDEO: Activities Over Results
- AUDIO: Activities Over Results
- Workbook: Activities Over Results
- Action Steps for Module 7
- 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
- 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
- VIDEO: Online Lead Follow Up Plans
- “I’ll Do You One Better”
- 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
- 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
- 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
- VIDEO: Fail Forward
- AUDIO: Fail Forward
- Workbook: Fail Forward
- Action Steps for Module 29
- 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
- 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
- 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
- VIDEO: Mirroring & Matching
- AUDIO: Mirroring & Matching
- Workbook: Mirroring & Matching
- Mirror & Matching – Real Estate Negotiation Strategies
- Action Steps for Module 33
- 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
About this course
- $349.00
- 252 lessons
- 15.5 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.
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.
Turn onboarding into your team’s competitive advantage.
Enroll in Team Onboarding (ICT) to build a structured, scalable system that brings new hires up to speed fast. Learn how to communicate expectations, instill culture, and increase retention — all while saving valuable time.
Start streamlining your onboarding process today. Add to CartTeam 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
See all courses
-
-
Quick View
Success Mindset (Icenhower Institute)
ICT Online CourseSuccess Mindset
Develop the mindset, habits, and focus that drive success in every area of your real estate business and life.
Learn the daily disciplines and thought patterns used by top-producing agents and leaders
Discover how to overcome limiting beliefs, self-doubt, and procrastination
Build consistency through goal setting, accountability, and personal growth strategies
Gain practical tools for managing stress, time, and emotional resilience in a competitive market
Understand how to create alignment between your values, vision, and business plan
Includes mindset exercises, reflection worksheets, and performance-tracking templates
Think Like a Top Producer
Adopt the mental models and habits that fuel long-term real estate success.
Stay Focused & Driven
Build resilience and discipline to push through challenges and achieve your goals.
Grow Personally & Professionally
Develop the inner confidence and clarity that lead to consistent performance.
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
Module 1: 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 1
- VIDEO: Keep Emotions Between the Lines
- AUDIO: Keep Emotions Between the Lines
- Keep Emotions Between the Lines PDF
- Workbook: Keep Emotions Between the Lines
- DISC Behavioral Assessment Image
- Action Steps for Module 2
- VIDEO: Get Uncomfortable
- AUDIO: Get Uncomfortable
- Workbook: Get Uncomfortable
- The Comfort Zone PDF
- Action Steps for Module 3
- VIDEO: Rights vs. Responsibilities
- AUDIO: Rights vs. Responsibilities
- Workbook: Rights vs. Responsibilities
- Rights vs. Responsibilities PDF
- Action Steps for Module 4
- VIDEO: Be Solution Oriented
- Workbook: Be Solution Oriented
- The Solution Triangle PDF
- DISC Profiles Image
- Action Steps for Module 5
- AUDIO: Be Solution Oriented
- 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 for Module 6
- VIDEO: Activities Over Results
- AUDIO: Activities Over Results
- Workbook: Activities Over Results
- Action Steps for Module 7
- VIDEO: Embrace Routines & Rituals
- AUDIO: Embrace Routines & Rituals
- Workbook: Embrace Routines & Rituals
- Action Steps for Module 8
- Listing & Closing Checklists
- VIDEO: Not Calendared, Not Happening!
- AUDIO: Not Calendared, Not Happening!
- Workbook: Not Calendared, Not Happening!
- Action Steps for Module 9
- Daily Schedule for Realtors
- Sample Weekly Calendar for Realtors
- VIDEO: Fail Forward
- AUDIO: Fail Forward
- Workbook: Fail Forward
- Action Steps for Module 10
About this course
- $249.00
- 58 lessons
- 3 hours of video content
Immediate Takeaways
Here is what you can expect to gain from taking this online course.
- Use these real estate training ideas for motivation to help train and inspire real estate agents to stay positive, increase production, and succeed!
- Train agents how and why to control their thoughts and actions to increase their level of professionalism and customer service.
- Train and motivate real estate agents to focus their time and energy on income-producing activities.
- Learn the concept of "Rights vs. Responsibilities" and increase the professionalism of both Realtors and administrative staff members in your real estate organization.
- Learn how to use The Solution Triangle to be self-managed and solution-oriented and ultimately solve your own problems by leveraging your network.
- Become empowered and understand the importance of purposely adopting an abundant mindset to prevent scarcity-based thinking.
- Learn how to embrace the uncomfortable activities required to generate desired results.
- Get Top Producer time blocking tips for real estate agents to effectively manage and protect their time allocated for lead generation activities.
- Use our simple Realtor time management system to overcome limiting beliefs about not having enough time to conduct lead generation activities to get more business.
- Learn how to fail forward in order to get into action quickly to grow your business.
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.
I created Success Mindset because there is simply no other training out their like this specifically for real estate agents.
You are in the right place at the right time. This course, to me, contains some of the most crucial training that people in the real estate industry can take part it.
With the ups and downs in the real estate market, and the uncertainty, at times, with regards to commissions checks -- there is a lot of volitility in real estate as a career choice. This isn't he usual 9-5 job where you get the same paycheck every two weeks.
Of course, one positive aspect of choosing real estate as your career is that there is no ceiling on the potential to be successful. The income opportunities are incredible. However, to get to those places, where you reap the benefits of being in the real estate industry, it takes a lot of mental strength.
If that's what you're after, this Success Mindset course is exactly what you need.
The average agent has a negative mindset, and stays "stuck" in their comfort zone. They decide they would rather keep a "flexible" schedule and avoid doing uncomfortable activities. They come from "scarcity" instead of "abundance".
This course I've created will walk you through, step by step, as I teach you how the Top Producers shift their mindset in order to grow their business.
Now is the time to step up your game. You will learn the necessary mindset changes that you need to make, tips and techniques on how to embrace being uncomfortable, and resources to support your journey.
Unlock the mindset that drives top producers to success.
Enroll in Success Mindset (ICT) to learn how to think, act, and perform like the most successful real estate professionals in the industry. Build confidence, consistency, and clarity to achieve your goals and sustain growth.
Start mastering your success mindset today. Add to CartSuccess Mindset
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
See all courses
-
Quick View
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
See all courses
Related Links
How to Onboard & Training New Agents
SOI Referral Database Contact Plans
Phone Scripts for Contacting Internet Leads
Transaction Coordinator Capacity on Real Estate Teams
Lead Nurturing Scripts & Techniques
FSBO Scripts for Objections to Paying a Commission
The Seller Lead Sheet & How Agents Use One
Real Estate Team Organizational Structure
Pre-Listing Package Contents & Strategies
Listing Presentation Scripts & Dialogues
The Best Way to Contact your Sphere of Influence
Compensating & Training Inside Sales Agents – ISAs
Open House Guest Lists – Scripts to Get Them Filled Out
Realtor Vendor Databases: Scripts & Lists to Build Them
The One Page Real Estate Business Plan
How to Transfer Facebook Friends to your Client Database
A Real Estate Administrative Assistant’s Job Description
Open House Scripts to Generate New Listings
Scripts for Buyers: How to Show Less Homes
Just Listed & Just Sold Real Estate Scripts
