ICT Online Course

Negotiation Skills Training for Realtors

Master the art of negotiation to close more deals, win more listings, and create win-win outcomes for your clients.

Learn proven negotiation frameworks used by top-producing agents and team leaders
Discover how to communicate value and protect your client’s interests with confidence
Overcome objections and navigate difficult conversations with buyers, sellers, and agents
Understand the psychology of persuasion and how to influence outcomes ethically
Gain scripts, strategies, and real-world examples to apply immediately in your business
Includes role-play exercises, dialogue sheets, and client-facing communication templates

Add to Cart

Negotiate Like a Pro

Learn the proven strategies and dialogue that help Realtors secure better results for their clients.

Win More Deals

Master communication and persuasion techniques that close more transactions with confidence.

Build Lasting Relationships

Create win-win outcomes that strengthen trust and generate repeat and referral business.

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: 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 1

Module 2: 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 2

Module 3: Mirroring Opponents

VIDEO: Mirroring Opponents
AUDIO: Mirroring Opponents
Workbook: Mirroring Opponents
Real Estate Trainer Podcast: Episode 184 – NLP Real Estate Scripts for Realtors
Action Step for Module 3

Module 4: Matching Opponents

VIDEO: Matching Opponents
AUDIO: Matching Opponents
Workbook: Matching Opponents
Mirror & Matching – Real Estate Negotiation Strategies
Action Steps for Module 4

Module 5: Understanding Behavioral Profiles

VIDEO: Understanding Behavioral Profiles
AUDIO: Understanding Behavioral Profiles
Workbook: Understanding Behavioral Profiles
DISC Style Identification
Understanding DISC Profiles
DISC Lead Gen Tendencies & DISC Profiles Graphics
DISC Behavioral Assessment
Take the DISC Behavioral Assessment
Action Steps for Module 5

Module 6: Identifying & Matching Behavioral Profiles

VIDEO: Identifying & Matching Behavioral Profiles
AUDIO: Identifying & Matching Behavioral Profiles
Workbook: Identifying & Matching Behavioral Profiles
Real Estate Trainer Podcast: Episode 76 – Recruiting for Real Estate Agents & DISC Behavior Profiles
Action Steps for Module 6

Module 7: Changing Your Opponent's Position

VIDEO: Changing Your Opponent’s Position
AUDIO: Changing Your Opponent’s Position
Workbook: Changing Your Opponent’s Position
Action Steps for Module 7

Module 8: Negotiation Tactics to Secure Agreement

VIDEO: Negotiation Tactics to Secure Agreement
AUDIO: Negotiation Tactics to Secure Agreement
Workbook: Negotiation Tactics to Secure Agreement
10 Real Estate Negotiation Tactics
Action Steps for Module 8

Module 9: 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 9

Module 10: Real Estate Negotiation Scripts & Strategies

VIDEO: Real Estate Negotiation Scripts & Strategies
AUDIO: Real Estate Negotiation Scripts & Strategies
Workbook: Real Estate Negotiation Scripts & Strategies
Price Reduction Graphic
Impact of Price on Visibility – Social Media Infographic
Action Steps for Module 10

About this course

Add to Cart

Immediate Takeaways

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

Learn the top 10 negotiation tactics, when to use them, and how to apply them immediately to win more negotiations.
Understand why it is important to use an established model for negotiations vs. "winging it."
Learn how to use the DISC behavioral profile model to aid in better negotiations through the understanding of various behavioral tendencies.
Get insight into how to modify your personal DISC behavioral profile in order to better communicate with your clients, vendors, and other Realtors.
Once you learn how to use established negotiation strategies, models, and tactics, learn how to SHOW YOUR WORK in order to ensure that your clients see the value you are bringing through your expertise.
Learn the "Meet in the Middle" and "The Icenhower Model" negotiation strategies, step by step, and download the helpful graphics so you can practice these negotiation methods every day.
Use this huge value add to earn more referral business from clients who are blown away by your hard work to win negotiations.
Become empowered and confident in your negotiations and ultimately win more of them!

Certification & Designation Upon Completion

In this ICT online course, you will receive an official designation of “Certified Negotiation Specialist” or CNS 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

Instructor

Brian Icenhower.

I created Negotiation Skills Training for Realtors because there is simply no other training out their like this specifically for real estate agents.

Most agents have no rhyme or reason when it comes to their negotiations. You are not an "average agent", though, and you are here to propel yourself (and your business) forward by learning the proven scripts, strategies, and negotiation tactics that Top Producers use.

Now is the time to step up your game. This is a high-level course, and you won't find this kind of training anywhere else. I'll explain everything from start to finish, and by the end, you'll feel confident and walk away with tactics that you can use in your business every day. Time to win more negotiations!

Become the confident negotiator your clients deserve.

Enroll in Negotiation Skills Training for Realtors to master the psychology, scripts, and systems that lead to better outcomes at the table. Learn how to handle objections, close deals, and protect your clients’ best interests in every transaction.
Start sharpening your negotiation skills today.

Add to Cart