Prospect: The Real Estate Lead Generation Manual

Take your prospecting skills to the next level. This course includes the strategies as well as the tools to help you succeed.

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.


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

  • Workbook: The only prospecting plan you’ll ever need
  • Video: Prospecting Principles
  • Sample Proposed Work Schedule
  • Proposed Work Schedule (Fillable)
  • Graphic: The Big 3 of Prospecting Success
  • Graphic: Meeting of the Minds
  • Graphic: Organized Sales Process Flowchart
  • Graphic: Ready? Willing? Able?
  • Graphic: 6 Things “No” Means
  • Graphic: 10 Habits to Improve Positive Energy
  • Quiz: Attitudinal Energy Levels
  • Workbook: Making Presentations with Scripts
  • Video: Prospecting Scripts
  • Script: Asking for Referrals
  • Script: Expired Listings – Phone & Voicemail
  • Script: Expired Listings – Objection Handlers
  • Script: FSBOs – 3 Questions
  • Script: Circle Prospecting – Just Listed
  • Script: Circle Prospecting – Just Sold
  • Script: Objection Handlers
  • Notice of Default Prospecting Script
  • Seller Questionnaire & Lead Form (Fillable)
  • Buyer Questionnaire & Lead Sheet (Fillable)
  • Graphic: Organized Sales Process Flowchart
  • Workbook: Your Sphere of Influence
  • Video: Prospecting for SOI
  • Who Do You Know?
  • Follow-Up Script Pattern
  • The Rule of 7 Touches
  • SOI Contact Schedule (Fillable)
  • Script: Asking Existing Clients for Referrals
  • Script: We Need Listings in a Hot Market
  • Script: Update Database
  • Script: Update Database & Ask for Referral
  • Script: Past Client Follow-Up
  • Script: Contacting Neglected Past Clients
  • Script: Neighborhood Auto Email Drip
  • Workbook: Expired Listings
  • Video: Prospecting for Expired & Cancelled Listings
  • Expired Listing Call Log (Fillable)
  • Daily Contact Log (Fillable)
  • Objection Handling & Validation
  • Sample Weekly Calendar
  • Graphic: Organized Sales Process Flowchart
  • Script: Pre-Qualification
  • Script: Expired Listings – Phone & Voicemail
  • Script: Expired Listings 1
  • Script: Expired Listings 2
  • Script: Expired Listings – Objection Handlers
  • Expired Follow-Up Plan
  • Workbook: Prospecting Through Open Houses
  • Video: Prospecting for Open Houses
  • Next-Level Contact Plan
  • Open House Prospecting Activities
  • Open House Feedback Form (Printable)
  • Positive Need Affirmation Sandwich (Fillable)
  • Script: Buyer MLS Listing Alert
  • Script: Seller Lead Auto Email Drip
  • Script: Open House Neighbor Invitation
  • Script: Open House Pre-Listing Appointment
  • Script: Open House Circle Prospecting
  • Script: Scheduling an Open House
  • Script: Open House Guest List
  • Script: Follow-Up for Neighbors/Leads
  • Graphic: Open House Timeline
  • Luxury Open House Ideas
  • Workbook: Property Previews
  • Video: Prospecting By Previewing
  • Graphic: 4-Step Property Preview Strategy
  • Sample Property Preview Checklist
  • Door-Knocking Note Log (Fillable)
  • Lead-Tracking Sheet (Fillable)
  • Script: Property Preview – Door-Knocking
  • Script: Turnover Rate
  • Workbook: Time Management
  • Video: Prospecting Planning
  • Goal & Milestone Exercise (Fillable)
  • Goal & Milestone Tracker (Fillable)
  • Daily SOI Contact Form (Fillable)
  • 4-Week Schedule (Printable)
  • End-of-Week Debrief (Fillable)
  • One Day, 20 Contacts (Fillable)
  • Ways to Make Habits Stick
  • Lead-Tracking Sheet (Printable)
  • Personalized Schedule (Printable)
  • Prospecting Accountability Chart (Printable)
  • Sample ICC Year-to-Date Check-Up Form
  • Graphic: The Eisenhower Decision Matrix
  • Sample Weekly Calendar
  • Workbook: Securing the FSBO Listing
  • Video: Prospecting for FSBOs
  • FSBO Contact Sheet
  • Script: 3 FSBO Questions
  • Script: FSBO Phone Questions
  • Script: FSBO Prospecting
  • Script: Increased Net Profit
  • Script: The Rolex Analogy
  • FSBO Seller Guide Template
  • FSBO Infographic – For Sale By Owner Social Media Graphic
  • FSBO Infographic – For Sale By Owner Social Media Graphic – JPG version
  • Workbook: Circle Prospecting
  • Video: Prospecting by Radius
  • Daily SOI Contact Form (Fillable)
  • Script: Circle Prospecting – Just Listed
  • Script: Circle Prospecting – Just Sold
  • Script: Circle Prospecting – Hot Real Estate Market
  • Script: Circle Prospecting – Open House
  • Workbook: Your Prospecting Arena
  • Video: Prospecting Arena (or Area)
  • Workbook: Mindset
  • Video: Prospecting with a Positive Perspective
  • Graphic: SWOT
  • Graphic: The Gandhi Circle
  • SWOT Companion Worksheet (Fillable)
  • SMART Action Plan (Fillable)
  • Workbook: The Art of Closing
  • Video: Prospecting & Closing
  • Graphic: Organized Sales Process Flowchart
  • Graphic: Always Be Closing
  • Script: Exclusive Buyer Agency Agreement
  • Script: MLS Conversion
  • Script: Lender Appointment
  • Which closer are you?
  • Closing Scenarios Worksheet (Fillable)
  • Closing Style Gallery
  • Clarify, Qualify, Close
  • Workbook: Tracking Truth in Numbers
  • Video: Prospecting Tracking Tools
  • Daily SOI Contact Form (Printable)
  • One Day, 20 Contacts (Printable)
  • Lead Tracking Sheet (Printable)
  • Buyer Questionnaire & Lead Form (Printable)
  • Seller Questionnaire & Lead Form (Printable)
  • Sample Buyer Inventory
  • Sample Listing Inventory
  • Sample Pending Inventory Pipeline
  • WIG: Wildly Important Goals (Fillable)
  • Production Ratio Planner (Fillable)
  • Workbook: Holding yourself accountable
  • Video: Prospecting Accountability for Productivity
  • Graphic: 12 Characteristics of Accountability
  • Workbook: Next-Level Commitment
  • Video: Prospecting at the Next Level
  • Skillset Ranking Assessment (Fillable)
  • Systems Process Procedure (Fillable)
  • Pulled Planning – Goal-Setting (Fillable)
real estate prospecting online course

About this course

Immediate Takeaways

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

Certification & Designation Upon Completion

In this ICC online course, you will receive an official designation of “Certified Prospecting Expert” or CPE 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.


"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."
soi audio workbook
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."
recruit audio workbook
Tammi Humphrey
#1 Market Share & 100 Million in Annual Sales Volume



Brian ​Icenhower.

Do you have a need for leads?

Are you struggling to strike the right balance between new and existing business in your day-to-day? Are you trying your best to get new listings, but can't figure out why it isn't working? Or are you just trying to polish your habits a little more?

Either way, you're in the right place!

The PROSPECT online course is for real estate agents who want to learn the prospecting skill set. That's right -- prospecting is a developed skill, and it doesn't rely on any kind of innate talent. It's extremely common to struggle with it at the beginning, but this course is here to show you that you can learn the principles and tactics necessary to start prospecting like a pro. With fifteen text-and-video modules packed with tips and resources, as well as a full book of scripts and plenty of fillable tracking tools that are yours to use, the course will teach you everything you need to know to take your prospecting skills to the next level.

You'll learn to avoid common pitfalls, make connections the right way with the right people, and make the most of every opportunity to generate leads. You'll find out new ways to keep yourself on track and accountable and find out how much time and effort you need to put into your prospecting tasks each day in order to see a serious impact on your bottom line, without sacrificing your work-life balance.

The complete eBook is available to download, as are all of the resources in each module. This course includes everything you need to upgrade your prospecting performance; what are you waiting for?

Get more leads, more listings, and more sales.

Whether you just obtained your real estate license or you’re ready to breathe new life into your existing real estate practice, this course is a must. Here you’ll learn the strategies for success and be given the practical tools you need to immediately put your learning into action.

Prospect: The Real Estate Prospecting & Lead Generation Manual

More about this real estate training course

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