ICT Online Course
Prospect
The Real Estate Lead Generation Manual
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Fill Your Pipeline
Learn daily prospecting systems that generate consistent leads in any market.
Master the Scripts
Use proven dialogues and conversation techniques that turn contacts into clients.
Stay Accountable
Track your activity and results with clear metrics and actionable systems.
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: The Only Prospecting Plan You'll Ever Need
- 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
Module 2: Making Presentations with Scripts
- 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
Module 3: Your Sphere of Influence
- 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
Module 4: Expired Listings
- 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
Module 5: Prospecting Through Open Houses
- 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
Module 6: Property Previews
- 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
Module 7: Time Management
- 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
Module 8: Securing the FSBO Listing
- 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
Module 9: Circle Prospecting
- 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
Module 10: Your Prospecting Arena
- Workbook: Your Prospecting Arena
- Video: Prospecting Arena (or Area)
Module 11: Mindset
- Workbook: Mindset
- Video: Prospecting with a Positive Perspective
- Graphic: SWOT
- Graphic: The Gandhi Circle
- SWOT Companion Worksheet (Fillable)
- SMART Action Plan (Fillable)
Module 12: The Art of Closing
- 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
Module 13: Tracking Truth in Numbers
- 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)
Module 14: Holding Yourself Accountable
- Workbook: Holding yourself accountable
- Video: Prospecting Accountability for Productivity
- Graphic: 12 Characteristics of Accountability
Module 15: Next-Level Commitment
- Workbook: Next-Level Commitment
- Video: Prospecting at the Next Level
- Skillset Ranking Assessment (Fillable)
- Systems Process Procedure (Fillable)
- Pulled Planning – Goal-Setting (Fillable)
About this course
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$299
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151 lessons
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9 hours of video content
Add to Cart
Immediate Takeaways
Here is what you can expect to gain from taking this online course.
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SCRIPTS to reach all kinds of prospects. Complete Prospect Script Book, Asking for Referrals Script, Expired Listings Script, Objection Handling Scripts, FSBO Scripts, Circle Prospecting Scripts, and more
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FORMS AND LISTS to streamline prospecting processes. Proposed Work Schedule Example and Fillable Form, Seller Questionnaire and Lead Sheet Fillable Form, Buyer Questionnaire and Lead Sheet Fillable Form, Open House Feedback Form, Sample Property Preview Checklistand more
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TEMPLATES action plans, and logs to set you on the path to success. Expireds Follow Up Plan, Next Level Contact Plan, Lead Tracking Sheets, SWOT Companion Worksheet, SMART Action Plan, and more
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HELPFUL GRAPHICS to illustrate processes and strategies. 4-Step Property Preview Strategy, Organized Sales Process Flowchart, 10 Habits to Improve Positive Energy, The Rule of 7 Touches, and more
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TIME MANAGEMENT TOOLS - Goal and Milestone Exercise, Goal and Milestone Tracker, 4-Week Schedule, End of Week Debrief, Lead Tracking Sheet, Personalized Schedule, and more
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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 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.
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.
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?
Turn your lead generation into a predictable, repeatable system.
Enroll in Prospect: The Real Estate Lead Generation Manual to master the daily routines, scripts, and accountability tools that top agents use to consistently grow their business. Stop waiting for leads—start creating them.
Start your lead generation journey today.
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Prospect: The Real Estate Prospecting & Lead Generation Manual
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