Learn and use these Realtor lead generation tracking fundamentals to learn why and how real estate agents should track their numbers for better results.
Realtor lead generation tracking is so important for agents focusing on their most important activities. And, that also applies to leaders in real estate.
Leaders are always complaining, “I just wish my agents would keep doing what they are supposed to be doing. If they just focused on getting new business all the time, they wouldn’t have these gaps in production, they wouldn’t worry about shifts in the market, and they would stop waiting on business to come to them.”
The same thing is true for real estate brokerage leaders and team leaders. You need to practice what you preach.
VIDEO: Realtor Lead Generation Tracking Fundamentals
There are always excuses; prevent them with Realtor lead generation tracking
Leaders often will sit and create a business plan and use the ICC Business Tracker to plan out production and conversion rates for their agents’ business, but they won’t do it for themselves.
There needs to be a focus on growth activities for leaders, too, not just agents.
Growth activities, starting from a brokerage manager position, typically consists of recruiting and retention. This applies to team leaders as well.
We know that 33% of real estate agents won’t make it past their first year. And 87% won’t make it past 5 years. That is a high failure rate. So why wouldn’t you, as a leader, continuously be recruiting new agents to keep your organization growing despite the high turnover?
Agents make excuses for not doing their lead generation activities every day.
Leaders make similar excuses for not recruiting continuously, or engaging in retention activities for their team or brokerage.
The most common excuse is “I don’t have enough time.” Or, I hear from a lot of leaders that they aren’t trying to grow their team or brokerage because they want to “focus on the agents they have” or they don’t have a desire to become a larger team or brokerage.
Realtor lead generation tracking will help with this — for your agents and for yourself as a leader.
Agents make excuses for not doing their lead generation activities every day.
Leaders make similar excuses for not recruiting continuously, or engaging in retention activities for their team or brokerage.
Brian Icenhower
Get off the recruiting roller coaster with Realtor lead generation tracking
If you aren’t continuously recruiting and forming relationships with new agents to bring on to your team or brokerage, you will find that when you are hard pressed to recruit, it is intensely stressful. Suddenly, if you lose an agent or two, you are furiously trying to recruit. You are rushing things and you are not forming any meaningful relationships.
Just as agents ride a “real estate roller coaster” when they don’t consistently lead generate, leaders ride a “recruiting roller coaster” when they don’t consistently recruit.
Suddenly, leaders begin to hire out of a scarcity mindset instead of coming from a place of abundance.
You shouldn’t be waiting until you absolutely need more personnel. Ideally, recruiting should be more organic – if you are doing it consistently, it will feel more natural and less stressful.
Are you doing the daily activities you need to be doing as a leader? How can you know if you aren’t doing your own form of Realtor lead generation tracking? Your leads are your potential recruits.
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Brokerage / Corporate Coaching Program
With the Brokerage / Corporate Real Estate Coaching Program, ICC will help firms set up the most effective and efficient systems for recruiting, agent onboarding, commission & fee structures, agent engagement & retention systems, recruiting, administrative work-flows, transaction management, staff hiring, agent onboarding, productivity training & accountability, financials & budgeting, marketing and much more!
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Executive Team Coaching Program
The Executive Team Real Estate Coaching Program is designed for a high functioning larger team. These team leaders will build their influence, structure their brokerage systems and growth, recruit, lead internal divisions to operate at a high level and leverage their time. Opportunities to add ancillary services to build wealth.
Are you doing the daily activities you need to be doing as a leader? How can you know if you aren’t doing your own form of Realtor lead generation tracking? Your leads are your potential recruits.
Brian Icenhower
Practice what you preach: Realtor lead generation tracking for leaders
In a leadership role, you need to have empathy for your agents, who face the same struggles that you do with doing their growth activities. Just as your people need Realtor lead generation tracking, you must be doing your own form of tracking to keep yourself focused on growth.
Staying focused on growth can be hard. You understand that struggle because you have your own struggles with focusing on growth for yourself.
It is also hard to be self-aware. Leadership is so necessary, whether that be a team or brokerage leader, a mentor, or a coach. Accountability is essential and if you aren’t self aware, this is going to be a never ending cycle of struggle.
You have an opportunity as a leader to help your people and empathize with them … and then empower them to move forward.
You can have reasons or results, but you can’t have both at the same time, I assure you. It’s really important to focus your activities on growth and not waver from that focus. The most successful people in the world stay focused on growth and stay in an abundant mindset
So far, we have talked about several of our components of growth when it comes to a high-performing real estate organization:
- You need a viral goal will motivate you and your people to move forward
- Focus on the activities and Activity Based Indicators that move you toward your viral goal; do not focus solely on the results
- Create a level of public accountability (through a coach, mentor, accountability partner, leader) which then leads to personal responsibility
Now, how do we visualize all of this? On a dashboard. This is where all Realtor lead generation activities go.
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Recruit: Recruiting Real Estate Agents
ONLINE COURSESLearn to grow your real estate business by targeting, connecting with and ultimately closing on the best recruits around. We'll teach you how to find great candidates, qualify them, and say the right thing at the right time to bring them on board.
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.Audiobook
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
Module 1: Your Unique Value Proposition & Recruiting Targets- Workbook: Your Unique Value Proposition & Recruiting Targets
- Video: Your Unique Value Proposition
- Graphic: DISC Behavioral Assessment
- Graphic: DISC Profiles
- Commission Comparison Chart Template
- Workbook: The Recruiting Scoreboard
- Video: The Recruiting Scoreboard
- Graphic: The Big 3
- Resource: Sample Weekly Calendar
- Resource: Sample Recruiter Dashboard
- Resource: Recruiting Tools
- Workbook: Recruiting with Technology
- Video: Recruiting with Technology
- Graphic: 10-10-5 Daily Plan
- Workbook: Recruiting Sources
- Video: Recruiting Sources
- Script: Congratulations & Production Report
- Script: Congratulations on Production
- Script: Expanding into Your Area
- Script: New Listing
- Script: Thank You for Cooperating on Buyer Side
- Script: Thank You for Cooperating on Listing Side
- Script: Real Estate School and New Licensees
- Workbook: Setting Recruiting Appointments
- Video: Setting Appointments
- Script: Let’s Talk About Your Production
- Script: Provide a Production Report
- Script: After Closed Transactions #1
- Script: After Closed Transactions #2
- Script: When Recruit is Referred by One of Your Own Agents
- Script: When Recruit is Referred to the Recruiter
- Script: For a New Brokerage or New Recruiter
- Script: Looking to Build Relationships
- Script: Referred by Agent After Transaction
- Script: Students from Real Estate Licensing School
- Script: For Rookie Agents in Their First Year
- Script: For Up-and-Coming Agents
- Script: Increased Market Presence
- Script: Invitation to Class or Training Event
- Script: Invitation to Participate on Agent Panel
- Script: Confirming Recruiting Appointments
- Script: Objection Handler – Not interested in moving companies
- Script: Objection Handlers – I’m too busy #1
- Script: Objection Handlers – I’m too busy #2
- Script: Objection Handlers – Happy with current company
- Script: Objection Handlers – I need to wait until my transactions close
- Script: Objection Handlers – Let me think about it
- Recruiting: Scripts E-book
- Workbook: Conducting Recruiting Appointments
- Podcast Episode 196: Real Estate Recruiting Scripts – Conducting the Appointment
- Video: Conducting Appointments
- Script: The Recruiting Process
- Workbook: Setting Follow-Up Appointments
- Video: Setting Follow-Up Appointments
- Natural DISC Profile Business Generation Tendencies
- Script: Attend a Class or Training Event
- Script: Behavioral Assessment
- Script: Set a Coaching Appointment
- Script: Create a Business Plan
- Workbook: Closing recruits
- Video: Closing Recruits
- Agent Intake Pipeline
- Scripts: Closing and Objection-Handling
- Script: When, Not If
- Script: They Can’t Say No to Their Own Goals
- Script: Delay Causes Resentment
- Script: Commission Split
- Script: You Need Our Systems
- Script: Start Transitioning Ahead of Time
- Script: Can Your Broker Help?
- Script: Prepping the Broker Conversation
- Script: Transferring Current Business
- Workbook: Creating a Growth Environment for Recruiting
- Video: Creating a Growth Environment for Recruiting
- Graphic: Characteristics of a Growth Environment
- Graphic: DISC style identification
- Graphic: SWOT
- Real Estate Office Brokerage Training Monthly Calendar
About this course
- $199.00
- 82 lessons
- 5 hours of video content
Immediate Takeaways
Here is what you can expect to gain from taking this online course.
- SCRIPTS for recruiting. Congratulations & Production Report Script, Expanding into Your Area Script, New Listing Script, Thank You for Cooperating on Buyer Side Script, Thank You for Cooperating on Listing Side Script, Real Estate School and New Licensees Script, Objection Handlers, and many more
- RESOURCES to help you recruit effectively. Sample Weekly Calendar, Sample Recruiter Dashboard, Recruiting Tools, Recruiting Scoreboard, Agent Intake Pipeline
- HELPFUL GRAPHICS to illustrate takeaway points and reinforce learning. DISC Behavioral Assessment, DISC Profiles, The Big 5, 10-10-5 Daily Plan, DISC Style Identification, Characteristics of a Growth Environment, SWOT
- 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 Recruiter" or CRER 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 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.If your business isn't growing then it's dying.
To attract agents to your real estate team or brokerage, you must evidence your ability to increase their productivity and help them sell more real estate. In his most important work to date, veteran coach and real estate consultant, Brian Icenhower, shares the systems and strategies he used to build some of the fastest growing real estate companies in the United States. Recruiting is the single most valuable skillset in real estate and the linchpin of all successful real estate businesses. To exponentially and sustainably increase the net profit of your real estate business, it is essential that you operate a committed and systematic recruitment practice. From sourcing recruits and recruiting with technology to setting, conducting, and closing recruiting appointments, this exhaustive course provides invaluable insights and practical instruction for creating a production-centric growth environment that attracts agents to your real estate team or brokerage. With our consultative approach, recruits guide agents to a place where they self-discover that the best way to sell more real estate, become more successful, and increase their net income is by joining your team or company. We know not everyone learns the same way. For that reason, this course 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.
Recruiting for real estate agents
Recruiting is the single most valuable skillset in real estate and the linchpin of all successful real estate businesses. To exponentially and sustainably increase the net profit of your real estate business, this course will help you build and operate a committed and systematic recruitment practice. Add to CartRecruiting for Real Estate Agents
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
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Growth Operations Systems
ONLINE COURSESIf your organization isn't growing, then it is dying. Discover Brian Icenhower's powerful and proven strategies and practices for implementing organizational growth.
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.Audiobook
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
Component 1: Devise A Viral Goal- Workbook: Component 1: Devise A Viral Goal
- Video: Component 1: Devise a Viral Goal
- SMART Goals Fillable Form
- FIVE (Chapter Summaries)
- FIVE (Spark & Stoke Conversation)
- Component 1 Quiz
- Workbook: Component 2: Focus On Activities First
- Video: Component 2: Focus On Activities First
- Component 2 Quiz
- Workbook: Component 3: Cultivate Personal Responsibility With Public Accountability
- Video: Component 3: Cultivate Personal Responsibility With Public Accountability
- Prospecting Accountability Chart Fillable Form
- Component 3 Quiz
- Workbook: Component 4: Drive Growth With A Dashboard
- Video: Component 4: Drive Growth With A Dashboard
- Sample Scoreboard Dashboard
- FIVE (Organizational Dashboard)
- ICC Dashboard Template
- Understanding DISC Profiles
- DISC Behavioral Assessment
- DISC Style Identification
- Team Scoreboard Graphic – Template
- ICC Broker Scoreboard
- Component 4 Quiz
- Workbook: Component 5: Huddle Up
- Video: Component 5: Huddle Up
- Solo Agent Annual Business Plan Sample
- Team Annual Business Plan Sample
- Blank Annual Business Plan Fillable Form
- Component 5 Quiz
About this course
- $199.00
- 35 lessons
- 3 hours of video content
Immediate Takeaways
Here is what you can expect to gain from taking this online course.
- THE FIVE-WEEK BOOK CLUB will guide you chapter by chapter with engaging questions and discussion starters.
- TEMPLATES AND MODELS - DISC Behavioral Assessment, The DISC Behavior Model, DISC Style Identification, Sample Scoreboard Dashboard, Dashboard Template
- TEAM BUILDING - Team Annual Business Plan Template, How to Hold a Huddle
- FORMS AND LISTS - SMART Goals Fillable Form, The Transaction Timeline, Prospecting Accountability Chart Fillable Form, The 4 Key Accountability Questions
- QUIZ at the end of each module 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. 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 Growth Systems Expert" or CGSE 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 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.I built this course for those real estate agents wanting to move from a mere real estate practice to a systematized real estate business with the control and mastery of your results.
In today’s world, stagnation is equivalent to death. Opportunity is all around but with that comes the opportunity to fail. It may seem discouraging to some, but this idea has driven some of the most successful businesses in the world. If your organization isn't growing, then it is dying. Discover my powerful and proven strategies and practices for implementing organizational growth.
Learn the Growth Operations Systems that work.
If your organization isn't growing, then it is dying. Discover Brian Icenhower's powerful and proven strategies and practices for implementing organizational growth. Add to CartGrowth Operations Systems
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
Realtor lead generation tracking belongs on a dashboard
You must stay focused on key metrics at all times. These key metrics include your Realtor lead generation activities.
Much like the dashboard of your car, you want it to be clear and easy to read. You need it to display your vital numbers. And, you need to make sure it is clear of clutter so you can focus on what is most important for you to know as you drive.
A dashboard will hold you and your organization accountable for the Realtor lead generation activities that you know need to be done on a daily, weekly, and monthly basis.
What needs to be on your dashboard?
- ABIs – your Activity Based Indicators help you look out the front windshield of your business and decide where you are going. These ABIs are actionable, provide short-term motivation, and need to be tracked daily.
- This is where your growth activities go
- These are the most important items on your dashboard
- Contacts, recruiting appointments, training sessions, etc.
- RBIs – you Results Based Indicators help you look out the rear-view mirror of your business to see where you’ve been. These RBIs are not actionable, but provide long-term motivation, and need to be tracked on a monthly or quarterly basis.
- Total closed GCI, contracts written, listings taken, etc.
Dashboard rules for Realtor lead generation tracking
- Focus on your ABIs
Keep the dashboard simple - You must be able to see if you are winning or losing at a glance
- Keep your goals SMART
- Especially the M and the T
- Measurable: break down goals and the actuals
- Time-bound: break down into weeks, months, quarters, and years
Increase retention with the Custom Training Suite
Recruiting is front and center for leaders
Recruiting is the highest-value activity in the real estate industry. It’s also the hardest activity.
There are a lot of leaders out there that are really good at taking listing appointments but they refuse to recruit – they don’t believe in it, they only do it when they absolutely need to, etc. Why? Because recruiting is a numbers game, and there is a lot of failure and rejection. It is time consuming and difficult.
That is why it is the highest-valued activity in real estate. Leaders who can recruit at a high level are the highest-paid people in the real estate industry. These are people who are able to attract agents to join their organization at a very high level. They are able to motivate agents to make big changes, and this is a huge skill.
You must do uncomfortable activities to get the result you want. This is true for most important things in life.
If you aren’t constantly recruiting, you aren’t doing your most productive growth activity. Your numbers will eventually dwindle and you will stunt your own growth, personally and as an organization.
The most successful organizations continue to recruit and stay in relationships with potential recruits.
Stay in relationship with talent so that they come to you when they are ready. This is key to successful recruiting.
