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. 

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.

  • Recruit: Recruiting Real Estate Agents

    $199
    ONLINE COURSES

    Learn 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
    Module 2: The Recruiting Scoreboard
    • Workbook: The Recruiting Scoreboard
    • Video: The Recruiting Scoreboard
    • Graphic: The Big 3
    • Resource: Sample Weekly Calendar
    • Resource: Sample Recruiter Dashboard
    • Resource: Recruiting Tools
    Module 3: Recruiting with Technology
    • Workbook: Recruiting with Technology
    • Video: Recruiting with Technology
    • Graphic: 10-10-5 Daily Plan
    Module 4: Recruiting Sources
    • 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
    Module 5: Setting Recruiting Appointments
    • 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
    Module 6: Conducting Recruiting Appointments
    • Workbook: Conducting Recruiting Appointments
    • Podcast Episode 196: Real Estate Recruiting Scripts – Conducting the Appointment
    • Video: Conducting Appointments
    • Script: The Recruiting Process
    Module 7: Setting Follow-Up Appointments
    • 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
    Module 8: Closing Recruits
    • 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
    Module 9: Creating a Growth Environment for Recruiting
    • 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
    Recruiting for Real Estate Agents online course

    About this course

    • $199.00
    • 82 lessons
    • 5 hours of video content
    Add to Cart

    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!
    Recruiting Real Estate Agents - Certified Real Estate Recruiter “CRER” (1)

    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." 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

    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.

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

    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.

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

    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.

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

    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 Cart

    Recruiting 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 Team Onboarding Real Estate Coaching See all courses
    Quick ViewCompare
  • Growth Operations Systems

    $199
    ONLINE COURSES

    If 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
    Component 2: Focus On Activities First
    • Workbook: Component 2: Focus On Activities First
    • Video: Component 2: Focus On Activities First
    • Component 2 Quiz
    Component 3: Cultivate Personal Responsibility With Public Accountability
    • 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
    Component 4: Drive Growth With A Dashboard
    • 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
    Component 5: Huddle Up
    • 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
    Growth Operations Systems online course

    About this course

    • $199.00
    • 35 lessons
    • 3 hours of video content
    Add to Cart

    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!
    Growth Operations Systems - Certified Growth Systems Expert “CGSE” (2)

    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." 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

    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.

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

    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.

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

    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.

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

    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 Cart

    Growth 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 Team Onboarding Real Estate Coaching See all courses
    Quick ViewCompare

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.