ICT Online Course

ISA Agent Training

Master the skills, scripts, and systems that turn Inside Sales Agents into high-performing lead converters.

Step-by-step training for converting inbound and outbound leads efficiently
Proven phone scripts, text templates, and follow-up sequences for every lead type
Techniques for nurturing cold, warm, and hot leads through consistent communication
Learn how to overcome objections and set more qualified appointments
Systems to track metrics and improve performance through accountability
Downloadable workbooks, tracking sheets, and scripts for daily ISA success

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Convert More Leads

Learn the proven scripts and communication techniques that turn prospects into appointments.

Stay Consistent

Follow structured systems for daily lead generation, follow-up, and accountability.

Drive Team Growth

Help your agents close more deals with a predictable, high-conversion ISA process.

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: Online Lead Sources

Video: Online Lead Sources
Intro & Setting Online Leads and Setting Expectations eBook file

Module 2: Making Initial Contact with Online Leads

Video: Making Initial Contact with Online Leads
Making Initial Contact with Online Leads eBook file
2-Week Assault Plan
VIDEO: How to Set Up Your CRM
SOI Call & Text Contact Cycle

Module 3: Online Lead Follow-Up Plans

Video: Online Lead Follow-Up Plans
Online Lead Follow-Up Plans eBook file

Module 4: Online Lead Nurturing Scripts

Video: Online Lead Nurturing Scripts
Online Lead Nurturing Scripts eBook file

Module 5: Tracking Online Lead Key Performance Indicators

Video: Tracking Online Lead Key Performance Indicators
Tracking Online Lead Key Performance Indicators eBook file
ICC Team Dashboard Template

Module 6: Scheduling & Time Management

Learning Objectives
Printable Workbook: Scheduling & Time Management
Video: Scheduling & Time Management
Tips to Avoid Procrastination
Scheduling Calendar
Daily Schedule for Realtors
Quiz: Module 6

Module 7: Conversation Skill Development - Mirroring & Matching

Learning Objectives
Printable Workbook: Conversation Skill Development – Mirroring & Matching
Video: Conversation Skill Development – Mirroring & Matching
Learning Styles Language
What Type of Learner Are You?
Quiz: Module 7

Module 8: Downswings, Embedded Commands, Tie-Downs & Trial Closes

Learning Objectives
Printable Workbook: Downswings, Embedded Commands, Tie-Downs & Trial Closes
Video: Downswings, Embedded Commands, Tie-Downs & Trial Closes
Trial Closes & Tie-Downs
DISC Profiles
Step + Value + Tie Down
Step + Value + Tie Down (BLANK)
Embedded Commands Practice
Trial Close Practice Tracker
Quiz: Module 8

Module 9: Tracking, Analytics & Organized Sales Process

Learning Objectives
Printable Workbook: Tracking, Analytics & Organized Sales Process
Video: Tracking, Analytics & Organized Sales Process
Organized Sales Process: Phases Flowchart
Quiz: Module 9

Module 10: Alternative-Choice Close & Objection-Handling

Learning Objectives
Printable Workbook: Alternative-Choice Close & Objection-Handling
Alternative-Choice Close & Objection-Handling
Methods of Closing
Objection Handlers
Quiz: Module 10

Module 11: Creating Urgency

Learning Objectives
Printable Workbook: Creating Urgency
Video: Creating Urgency – Scripts & Techniques
Top Ways to Create Urgency
Organized Sales Process: Phases Flowchart
Quiz: Module 11

Module 12: Nurturing & Cultivation

Learning Objectives
Printable Workbook: Nurturing & Cultivation
Video: Nurturing & Cultivation
Weekly Nurture Checklist
Are You Nurturing?
Nurture Contact Formula Flowchart
Real-Deal Trust Builders
Organized Sales Process Phases Flowchart
Quiz: Module 12

Module 13: Pre-Qualification

Learning Objectives
Printable Workbook: Pre-Qualification
Video: Pre-Qualification: Processes, Scripts & Methods
Pre-Qualification Do’s and Don’ts
Phrases to Get Back on Track
Buyer Questionnaire & Lead Sheet
Buyer Questionnaire & Lead Sheet (fillable PDF)
Seller Questionnaire & Lead Sheet
Seller Questionnaire & Lead Sheet (fillable PDF)
Quiz: Module 13

Module 14: Closing & Conversation Models

Learning Objectives
Printable Workbook: Closing & Conversation Models
Video: Closing & Conversation Models
Methods of Closing
3 Deep Questions
L.P.M.A.M.A. Qualifying Conversation Model
Quiz: Module 14

Module 15: Building Value

Learning Objectives
Printable Workbook: Building Value
Video: Building Value
Building Value
Organized Sales Process Phases Flowchart
Real-Deal Trust Builders
3 Deep Questions
Quiz: Module 15

About this course

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Immediate Takeaways

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

TOPICS including time management, tracking KPIs, how to prospect for online leads, conversion skill development, objection handling, how to nurture leads, closing strategies, mirroring and matching, DISC behavioral assessment, and more.
SCRIPTS to reach all kinds of prospects. Online Lead Nurturing Script book, Script Book for ISAs, and more.
RESOURCES to help you do your job more efficiently and effectively. Buyer Lead Sheet, Seller Lead Sheet, Trial Close Practice Tracker, Scheduling Calendar, Embedded Commands Practice, DISC Behavioral Assessment, Scripts, and more.
QUIZ at the end of modules to promote retention of information and test your knowledge.
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. 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 Inside Sales Agent” or CISA 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 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

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

$199

Instructor

Brian Icenhower.

Looking to make the next step in your real estate career? Then you're in the right place!

The Inside Sales Agent (ISA) Training online course is for real estate agents who want to take on the challenge of becoming ISAs, with a systematized process for lead generation, nurturing, and converting that will set you up for success.

With 15 text-and-video modules packed with tips and resources, the course will teach you everything you need to know to get started in inside sales, using coach Brian Icenhower's tried-and-true methods to give you the advantage of over three decades of experience in the business.

Build a high-performing Inside Sales Agent team that fuels your pipeline.

Enroll in ISA Agent Training to master scripts, systems, and daily routines that drive consistent lead conversion. Learn how to structure your ISA department for maximum productivity and growth.

Start training your ISAs for success today.

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