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  Negotiation Skills Training for Realtors

  $249

  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

  • $249.00
  • 60 lessons
  • 4.5 hours of video content

  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

  Negotiation Skills Training for Realtors

  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

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  ISA Agent Training

  $199

  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

  Add to Cart

  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

  • $199.00
  • 94 lessons
  • 10 hours of video content

  Add to Cart

  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

  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.

  Add to Cart

  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

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  PIVOT – How Realtors Should Adjust to a Changing Market

  $199

  ICT Online Course

  PIVOT

  How Realtors Should Adjust to a Changing Market

  

  Learn how to adapt, thrive, and grow your real estate business in any market condition.

  • Discover how to adjust your mindset and business plan during market shifts

  • Learn proven lead generation and conversion strategies that work in slower markets

  • Gain techniques to communicate value to clients and overcome uncertainty

  • Implement systems that stabilize production and profitability when market dynamics change

  • Explore case studies from top agents who have successfully navigated past downturns

  • Includes downloadable scripts, templates, and planning worksheets

  Add to Cart

  Adapt to Win

  Learn how to shift your mindset and strategy to stay productive in any market cycle.

  

  Generate Consistent Business

  Master lead generation and conversion systems that keep your pipeline full year-round.

  

  Lead With Confidence

  Communicate market insights to clients and guide them through change with expertise.

  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: Your Real Estate Sphere of Influence in a Changing Market

  • PIVOT #1 – Your Real Estate Sphere of Influence in a Changing Market
  • PIVOT #1 – Your Real Estate Sphere of Influence in a Changing Market
  • Sample SOI Contact Plans
  • Building a Sphere of Influence Referral Database for Real Estate Agents
  • Generating Business with a Sphere of Influence (SOI) – Who Should Be in Your SOI_
  • SOI Referral Scripts Booklet
  • Daily Contact Form fillable
  • SOI Member Contact Form fillable
  • Coronavirus COVID-19 email letter template for Sphere of Influence

  Module 2: Social Media for Realtors When the Market Turns

  • PIVOT #2 – Social Media for Realtors When the Market Turns
  • PIVOT #2 – Social Media for Realtors When the Market Turns
  • Realtor Ideas to Help their Communities During the Coronavirus Crisis
  • REALTOR’s Put Community First- Social Media Ideas from a 100-Agent Mastermind
  • How Realtors Can Use Social Media _ Social Media Strategy for Real Estate
  • Virtual Realtor Mediakit

  Module 3: The Best Real Estate Marketing Videos for Agents

  • PIVOT #3 – The Best Real Estate Marketing Videos for Agents
  • PIVOT #3 – The Best Real Estate Marketing Videos for Agents
  • How buyers can view your home WITHOUT coming inside-
  • How to Market Safe & Virtual Real Estate Listing Services During the Coronavirus Pandemic
  • Make Video Marketing Work for Your Business _ Why Do Video for Real Estate_

  Module 4: Realtor Video Conferencing Techniques

  • PIVOT #4 – Realtor Video Conferencing Techniques
  • PIVOT #4 – Realtor Video Conferencing Techniques
  • Real Estate Video Conferencing Best Practices
  • How to Conduct Virtual Listing Presentations for Realtors
  • How Realtors Conduct Virtual Showings
  • Virtual Showing Request Form
  • Listing & Closing Checklists
  • ICC Team Dashboard Template
  • Blank Annual Business Plan fillable
  • Team Annual Business Plan
  • ICC Agent-Team Task List
  • Large Team Organizational Structure – Hybrid (fillable)
  • Large Team Organizational Structure – Traditional (fillable)
  • Midsize Team Organizational Structure – Traditional (fillable)
  • Midsize Team Organizational Structure – Hybrid (fillable)
  • Small Team Organizational Structure (fillable)
  • Expansion Team Organizational Structure fillable-2

  Module 5: Get Your Real Estate Systems Automated

  • PIVOT #5 – Get Your Real Estate Systems Automated
  • PIVOT #5 – Get Your Real Estate Systems Automated
  • How Realtors Build a Client Pipeline during the Coronavirus Crisis
  • Real Estate Inventory Pipelines – Your Tracking Spreadsheet
  • Listing Inventory Calculator
  • Inventory Pipelines
  • Open House System Checklist
  • SOI Database Contact Plan Tracker
  • Newsletter Templates by Month
  • SOI Database Contact Plan Tracker Tutorial
  • BONUS VIDEO: SOI Annual Database Contact Plan video

  

  About this course

  • $199.00
  • 50 lessons
  • 5.5 hours of video content

  Add to Cart

  Immediate Takeaways

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

  • WORKBOOK to take you step by step through each concept of the PIVOT process. Thought questions, activities, action items, and applications throughout!
  • COVID-19 TEMPLATES - Coronavirus COVID-19 Email Letter Template for Sphere of Influence, Virtual Realtor Media Kit, Newsletter Templates by Month, and more
  • SCRIPTS that help you incorporate friends, acquaintances, vendors and others into your SOI. SOI Referral Script Booklet
  • FORMS AND LISTS to streamline processes and document your SOI. Daily Contact Form, Virtual Showing Request Form, Listing and Closing Checklists, ICC Scoreboard Template and Instructions, Business Plan Templates, Agent-Team Tasklist, Team Org Charts, Listing Inventory Calculator, Open House System Checklist, and more
  • CONTACT PLANS - Sample contact plans and instructions on how to create your own to maximize your interactions with your SOI.
  • 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!

  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.

  A note from your instructor.

  I've been in this industry for almost thirty years, so I've been through quite a few of these “turns” and I'll tell you it's the same process regardless of the catastrophe. Regardless of the reason that we have a turn in the market, we need a solid strategy and a system. We see the results and dividends. You can see a lot of our agents advancing their positions in the turns as a result.

  

  Stay ahead of every market shift with proven real estate strategies.

  Enroll in PIVOT: How Realtors Should Adjust to a Changing Market to learn how to adapt your systems, scripts, and lead generation tactics for long-term stability and growth. Turn uncertainty into opportunity and lead your clients with confidence.
  Start your market pivot today. Add to Cart

  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

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  COACH: Coaching for Business Performance

  $399

  ICT Online Course

  COACH:
  Coaching for Business Performance

  

  Unlock the skills to coach agents and teams to higher levels of performance.

  • Proven coaching models designed for real estate leaders

  • How to set clear goals, create accountability, and track progress

  • Coaching strategies to develop agent skills and increase production

  • Tools to lead powerful one-on-one and group coaching sessions

  • Techniques to motivate, challenge, and retain high-performing agents

  • Downloadable coaching templates, tracking forms, and session outlines

  Add to Cart

  Coach with Confidence

  Learn step-by-step systems for leading effective coaching sessions that drive results.

  

  Increase Agent Productivity

  Apply coaching models that build skills, accountability, and consistent growth.

  

  Build a Coaching Culture

  Create an environment where agents are supported, motivated, and retained long term.

  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: Introduction

  • Workbook: Introduction
  • Part One: Introducing self-discovery and content-based coaching
  • Part Two: Blending self-discovery and content-based coaching
  • Graphic: The Coaching Scope

  Module 2: Developing Your Coaching Abilities

  • Workbook: Developing Your Coaching Abilities
  • Part One: Developing your coaching abilities
  • Part Two: 8 keys to mastering the self-discovery method
  • Part Three: Two different perspectives

  Module 3: The Catalyst Question

  • Workbook: The Catalyst Question
  • Catalyst: Going under the hood
  • The 6 Core Self-Discovery Questions

  Module 4: The Probe Question

  • Workbook: The Probe Question
  • Probe: No denying
  • The 6 Core Self-Discovery Questions

  Module 5: The Pinpoint Question

  • Workbook: The Pinpoint Question

    Pinpoint: Painful, until you realize…

    The 6 Core Self-Discovery Questions

  Module 6: The Finish Line Question

  • Workbook: The Finish Line Question
  • Finish Line: Back to the gym
  • The 6 Core Self-Discovery Questions

  Module 7: The Support Question

  • Workbook: The Support Question
  • Support: It’s not about you…until it is
  • The 6 Core Self-Discovery Questions

  Module 8: The Execution Question

  • Workbook: The Execution Question
  • Execution: Getting laser-focused
  • The 6 Core Self-Discovery Questions

  Module 9: Goal-Setting

  • Module 9: Goal-Setting

  • Goals: Get S.M.A.R.T.

  Module 10: Troubleshooting

  • Workbook: Troubleshooting

  • Resolving client issues

  Module 11: Conclusion

  • Workbook: Conclusion
  • Coachable and uncoachable clients

  

  About this course

  • $399
  • 36 lessons
  • 3 hours of video content

  Add to Cart

  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

  Immediate Takeaways

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

  • DEVELOP YOUR COACHING SKILLS with techniques for probing, leading self-discovery, the pinpoint question, the finish line question, the support question, and the execution question.
  • GRAPHICS to illustrate concepts, guide discussions, and drive home key learning takeaways. The Coaching Scope, The 6 Core Self-Discovery Questions, and more.
  • GOAL SETTING using S.M.A.R.T. (specific, measurable, attainable, relevant, and time-specific) goals.
  • TROUBLESHOOTING to resolve client issues.
  • 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 ICC online course, you will receive an official designation of "Certified Real Estate Coach" or CREC 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.

  Instructor

  Brian ​Icenhower.

  What’s the “killer”? It’s coaching clients who don’t follow-through.

  They don’t take action, even after you’ve explained exactly what to do and they’ve agreed to do it. Have any clients like that?

  Then, COACH, the course, was made for you. Learn why your clients don’t take action. There’s a reason for that and it’s unlike anything you’ve ever heard.

  COACH doesn’t stop with reasons. You’ll also learn a breakthrough approach to get your clients to follow-through - so they see results and view your coaching as worthwhile. That approach, perfected over two decades of real-world coaching, is surprisingly simple. And in the online course, "COACH: Coaching for Business Performance", renowned coach Brian Icenhower will show you how to do it.

  

  Learn a breakthrough approach.

  Get your clients to follow-through so they see results and view your real estate coaching as worthwhile.

  Add to Cart

  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

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  HIRE: The Complete Hiring Process for Real Estate Agents

  $299

  ICT Online Course

  HIRE: The Complete Hiring
  Process for Real Estate Agents

  

  Hire the right people with a proven real estate recruiting system.

  • Step-by-step process for recruiting and hiring agents who fit your culture

  • Interview scripts and questions to identify talent and avoid mis-hires

  • How to evaluate candidates with personality profiles and performance indicators

  • Systems to onboard and train new hires for long-term success

  • Strategies to retain top talent and reduce turnover

  • Downloadable interview guides, scorecards, and hiring checklists

  Add to Cart

  Recruit with Confidence

  Follow a proven system to attract and hire the right agents for your team or brokerage.

  

  Avoid Costly Mis-Hires

  Use tools, scripts, and assessments to identify the best candidates.

  

  Set New Hires Up for Success

  Implement onboarding systems that ensure long-term productivity and retention.

  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 2 years

  Module 1: Hiring Foundations

  • Workbook: Hiring Foundations
  • Video: Initial Hiring Considerations & Mindset
  • Graphic: The first-quarter check-mark
  • Graphic: The hiring process overview

  Module 2: The Job Description

  • Workbook: The Job Description
  • Video: Creating a Job Description
  • Job Description: Administrative Assistant
  • Job Description: Buyer’s Agent
  • Job Description: Showing Assistant
  • Graphic: Leverage Training Curve

  Module 3: The DISC Assessment

  • Workbook: The DISC Assessment
  • Video: Identifying DISC Behavioral Profiles
  • Graphic: DISC Profiles
  • Graphic: DISC Behavioral Assessment
  • Script: “Applicant Denied” Email
  • Module 3: Get to know the DISC profiles

  Module 4: Advertising the Job

  • Workbook: Advertising the Job
  • Video: Advertising the Job: Getting into action
  • Online Job Post: Administrative Position
  • Online Job Post: Sales Position
  • Script: Facebook Job Ad
  • Script: Calling Affiliates
  • Script: Calling SOI Contacts
  • Script: “Thank you for your interest” email

  Module 5: Reviewing Applications, Getting Behavioral Assessments

  • Workbook: Reviewing Applications, Getting Behavioral Assessments
  • Video: Reviewing Applications & Getting Behavioral Assessments
  • DISC Email Instructions Template

  Module 6: The Phone Screening Interview

  • Workbook: The Phone Screening Interview
  • Video: Who to Look For: The phone screening interview
  • Phone Screening Worksheet (fillable)
  • Follow-Up Phone Screening Worksheet (fillable)
  • The DISC Profiles
  • The DISC Behavioral Assessment
  • Computer Skills Assessment – Indeed.com

  Module 7: The In-Person Interview

  • Workbook: The In-Person Interview
  • Video: The In-Person Interview
  • In-Person Interview Form (fillable)

  Module 8: Reference Checks

  • Workbook: Reference checks
  • Video: Reference Check Worksheet (fillable)

  Module 9: Compensation Considerations & the Final Offer

  • Workbook: Compensation Considerations & the Final Offer
  • Video: Compensation Considerations & the Final Offer
  • Offer Letter for Administrative Staff
  • Offer Letter for ISA to Sales Agent
  • Offer Letter for Sales Agents
  • New Employee Information Card (fillable)
  • Advanced Hiring Considerations

  

  About this course

  • $299
  • 52 lessons
  • 4 hours of video content

  Add to Cart

  Immediate Takeaways

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

  • SCRIPTS Applicant Denied Email, Facebook Job Ad, Calling Affiliates, Calling SOI Contacts, Thank You For Your Interest Email, and more.
  • FORMS AND LISTS to streamline processes. DISC Email Instructions Template, Phone Screening Worksheet, DISC Behavioral Assessment, In-Person Interview Form, Reference Check Worksheet, Offer Letter Templates, New Employee Information Card, and more.
  • GRAPHICS to illustrate key concepts. The First Quarter Checkmark, The Hiring Process Overview, Leverage Training Curve, DISC Profiles, and more.
  • JOB DESCRIPTIONS so you don't have to reinvent the wheel. Job Descriptions for Administrative Assistant, Buyer's Agent, Showing Agent, Online Job Posts, and more.
  • 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 Hiring Specialist" or CHS 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.

  Nine simple but vital steps, this course walks you through the optimal hiring process so that you can get the right person hired the first time around.

  The whole hiring process is designed for busy professionals who don’t have a lot of time to invest in hiring but still need to make a smart and selective hire.

  Whether you’re hiring administrative staff or commission-based sales agents, we walk you through every step carefully and completely and make the entire process very simple and accessible.

  

  Make a smart & selective hire.

  Your business depends on it.

  This Hiring Process for Real Estate Agents course provides all of the necessary materials to compile a complete "Hiring Operations Manual" for your real estate business. Complete with job descriptions, online job posts templates, interview worksheets, reference check forms, compensation structures, offer letters and so much more, this process will ensure that you attract a large number of quality applicants to ultimately hire the most talented people for your team. Add to Cart

  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

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  FARM: The Real Estate Agent’s Ultimate Guide to Farming Neighborhoods

  $299

  ICT Online Course

  FARM: The Real Estate Agent's
  Ultimate Guide to Farming Neighborhoods

  

  Build your brand and dominate a neighborhood with real estate farming.

  • Step-by-step system for selecting and farming the right neighborhood

  • Proven marketing strategies to stay top-of-mind with local homeowners

  • How to use mailers, events, and digital tools for maximum exposure

  • Scripts and dialogues to connect with residents and earn trust

  • Tracking tools to measure engagement and long-term growth

  • Downloadable farming calendars, templates, and marketing materials

  Add to Cart

  Choose the Right Farm

  Learn how to identify the best neighborhoods for consistent lead generation.

  

  Stay Top of Mind

  Apply proven marketing and outreach strategies that build trust over time.

  

  Create Predictable Growth

  Turn your farm into a reliable source of listings and referrals year after year.

  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: Introduction to Farming

  • Workbook: Introduction to Farming
  • Video: How to Select Your Farm

  Module 2: Flyers, Mailers, Seasonals and Updates

  • Workbook: Flyers, Mailers, Seasonals and Updates
  • Video: Flyers, Mailers, Seasonals and Updates
  • Script: Just Sold
  • Script: Just Listed
  • Newsletter Templates by Month
  • Just Sold Flyer and Postcard Templates
  • Just Listed Flyer and Postcard Templates
  • Now Offering Virtual Showings Postcard Template
  • Direct Mail Marketing Companies
  • Check-In: Module 2

  Module 3: Calling the Neighbors & Door-Knocking

  • Workbook: Calling the Neighbors & Door-Knocking
  • Video: Calling the Neighbors & Door-Knocking
  • Script: Follow-Up for Neighbors
  • Script: Door-Knocking
  • Script: Just Sold
  • Script: Just Listed

  Module 4: FSBOs & Expired Listings

  • Workbook: FSBOs & Expired Listings
  • Video: For Sale By Owners & Expired Listings
  • Expired Listing Postcard Template
  • Script: FSBO Phone Call
  • Script: Benefits of Listing with an Agent
  • Script: The Watch Analogy
  • Script: Expired Listing #1
  • Script: Expired Listing #2
  • Script: Expired Listing #3

  Module 5: Open Houses & Neighborhood Events

  • Workbook: Open Houses & Neighborhood Events
  • Video: Open Houses & Neighborhood Events
  • Script: Promoting Your Open House
  • Script: Scheduling an Open House
  • Script: Open House Security
  • Script: Open House Buyer Conversion
  • Script: When a Neighbor Walks In
  • Client Appreciation Events Packet
  • Open House System Checklist – fillable
  • Open House System Checklist
  • Open House Instagram Posts Template
  • Open House Flyer Template
  • Open House Facebook Posts Template
  • Open House Timeline Graphic
  • Luxury Open House Ideas

  Module 6: Creating Email Databases, Campaigns, & Community Websites

  • Workbook: Email databases, campaigns and community websites
  • Video: Creating Email Databases, Campaigns & Community Websites
  • Email Campaigns
  • Community Websites
  • Search Updates
  • Script: Email Campaigns

  Module 7: Farming with Social Media

  • Workbook: Farming with Social Media
  • Video: Social Media Farming Methods
  • Real Estate Farming Ideas to Farm an Entire City
  • Script: Facebook Farming

  Bonus Module

  • Video: Geographic Farming Scripts and Ideas for Real Estate Agents
  • Farming Placement Graphic

  

  About this course

  • $299
  • 58 lessons
  • 3.5 hours of video content

  Add to Cart

  Immediate Takeaways

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

  • SCRIPTS that help you know how to talk to your farm. Just Sold Script, Just Listing Script, Follow-Up for Neighbors Script, Door-Knocking Script, FSBO Phone Call Script, Benefits of Listing with an Agent Script, The Watch Analogy Script, Expired Listing Scripts, Promoting Your Open House Script, Scheduling Your Open House Script, Open House Security Script, Open House Buyer Conversion Script, When a Neighbor Walks In Script, Email Campaigns Script, Facebook Farming Script, and more.
  • TOPICS that will help you learn how to farm successfully. Flyers, Mailers, Seasonals, and Updates, How to Door Knock, How to Work with FSBOs and Expireds, How to Host Open Houses and Neighborhood Events, How to Structure a Successful Email Campaign, How to Use Social Media to Farm, and more.
  • 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 Geographic Farming Expert" or CGFE 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.

  This course will help you learn the strategies and methods top producing real estate agents use to successfully farm neighborhoods to become the community real estate expert of choice.

  Learn the systems that real estate coach Brian Icenhower implements with many of the top producing agents in the world to create steady and predictable sources of commission income from targeted geographic communities.

  Get the business generation strategies, techniques, scripts and tools to build your real estate geographic farming business from the ground up.

  We know not everyone learns the same way. For that reason, FARM: Ultimate Guide to Geographic Farming has videos, text modules, and a full audiobook. In addition, the text and audiobook are downloadable so you can keep this information for life, and take it with you wherever you go.

  We know this course will be valuable for your real estate business.

  

  Become the neighborhood real estate expert of choice.

  Learn the systems that real estate coach Brian Icenhower implements with many of the top producing agents in the world to create steady and predictable sources of commission income from targeted geographic communities. Get the business generation strategies, techniques, scripts and tools to build your real estate geographic farming business from the ground up.

  Add to Cart

  Agent Financials

  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

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  Prospect: The Real Estate Lead Generation Manual

  $299

  ICT Online Course

  Prospect

  The Real Estate Lead Generation Manual

  

  Master the proven prospecting systems that top real estate agents use to generate consistent, high-quality leads.

  • Learn daily prospecting routines and time-blocking strategies to build momentum

  • Gain scripts and dialogues for calls, texts, and in-person conversations that convert

  • Discover how to generate listings and buyers through expireds, FSBOs, and circle prospecting

  • Understand how to track activity, measure results, and hold yourself accountable

  • Build a long-term lead pipeline that keeps your business growing year after year

  • Includes downloadable workbooks, tracking sheets, and lead generation templates

  Add to Cart

  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

  • $299
  • 151 lessons
  • 9 hours of video content

  Add to Cart

  Immediate Takeaways

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

  • 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
  • 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
  • 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
  • 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
  • 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
  • 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.

  Add to Cart

  Prospect: The Real Estate Prospecting & Lead Generation Manual

  More about this real estate training course

  Talk to a coach

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  Circle Prospecting Around Listings

  $149

  ICT Online Course

  Circle Prospecting
  Around Listings

  

  Turn every listing into a lead-generation machine.

  • Learn the step-by-step system of circle prospecting around active, pending, and sold listings

  • Scripts and dialogues that spark conversations and win appointments

  • How to identify hot neighborhoods and maximize call efficiency

  • Proven strategies to build name recognition and long-term SOI growth

  • Tracking tools to measure results and improve conversion

  • Downloadable call scripts, tracking sheets, and prospecting templates

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  Leverage Listings for Leads

  Use active, pending, and sold listings to start conversations and uncover new opportunities.

  

  Master Proven Scripts

  Confidently handle prospecting calls with ready-to-use dialogues.

  

  Build Long-Term Growth

  Create lasting neighborhood presence that feeds your pipeline for years to come.

  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

  • Workbook: Circle Prospecting Around Listings
  • Video: Circle Prospecting Around Listings
  • Resource: 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

  

  About this course

  • $149
  • 11 lessons
  • .5 hours of video content

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  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.

  

  Make circle prospecting work for you.

  Circle prospecting is one way to generate new leads, and in this course you’ll learn how to become a circle prospecting master.

  Add to Cart

  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