The Buyer Lead Conversion Process

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.

Course curriculum

Enrollment includes access to the following course materials for 2 years

  • The Buyer Lead Conversion Process
  • Part One: Buyers don’t know what they don’t know
  • Part Two: From contact to appointment
  • Part Three: Buyer and lender consultations
  • Part Four: Making things official
  • Script: Presenting the exclusive buyer agency agreement
  • Script: Handling objections to signing the buyer agency agreement
  • Script: MLS Auto-Prospecting
  • Buyer Questionnaire & Lead Sheet
  • Quiz: Buyer Lead Conversion
  • Action Steps
  • Pre-Buyer Consult Video #1 Script
  • Buyer Consultation Video Script
Buyer Lead Conversion online course

About this course

buyer lead conversion online course CBA

Certification & Designation Upon Completion

In this ICC online course, you will receive an official designation of “Certified Buyers Agent” or CBA 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.

A major part of succeeding in real estate is developing a strong sphere of influence — but you can't stop there.

Once you've started leveraging your networks to generate leads, it's time to get to work on converting them into buyers and listings. In this mini-course, you'll learn all the ins and outs of getting buyers on your side.

We'll teach you how to approach and address buyers' unique needs, get them in the door for a proper appointment, make the most of your consultations, and, of course, how to seal the deal by signing an exclusive agreement.

Don't just work your SOI — make it work for you! This condensed course has everything you need; what are you waiting for?

The buyer lead conversion process.

The hyper-focused content in this condensed course will help you quickly master the techniques top producing agents use to convert leads into buyers. You’ll learn to assess buyer needs, guide them through the right conversations, and say the right thing at the right time to seal the deal.

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!
Team Onboarding Real Estate Coaching
    Your Cart
    Your cart is emptyReturn to Shop
    Contact Us

    Let's connect

    • Hidden
    • This field is for validation purposes and should be left unchanged.

    Share with Your Network