ICT Online Course

Buyer Lead Conversion Process

Turn buyer leads into loyal clients with a proven conversion system.

Step-by-step process to convert online and SOI buyer leads
Scripts and dialogues for initial contact, follow-up, and appointments
How to build trust quickly and position yourself as the go-to agent
Follow-up systems that keep you top of mind until buyers are ready
Techniques to handle objections and secure buyer agreements
Downloadable scripts, follow-up plans, and tracking templates

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Master the Conversion Process

Learn the exact steps to take buyer leads from first contact to signed client.

Use Proven Scripts

Confidently communicate with buyers using ready-to-use dialogues and follow-up plans.

Increase Closing Rates

Apply systems that boost your conversion, shorten timelines, and grow your pipeline.

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

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

Seller Lead Conversion role play videos

Pre-Buyer Consult Video #1 Script
Buyer Consultation Video Script

About this course

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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.

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.

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