Training Materials & Systems

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Brokers & team leaders use ICC Training
Training Materials & Systems

Real Estate Training Materials & Programs

ICC specializes in the creation of customized real estate training materials and programs for real estate companies, teams and organizations.  Whether your business requires training programs to increase agent sales productivity, transaction management processes, agent on-boarding systems, or agent recruiting and retention plans, ICC will develop and produce made-to-order training materials to meet your needs.
All products come with a series of training video modules complete with your organization’s branding & logos.  Each video module correlates to written trainee materials with action steps to ensure engagement, retention and completion.  Finally, instructor’s manuals are provided for managers to review, correct and instruct trainees on each module topic.

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Happy Clients

$ 475000

Average GCI


Average sales/year

0 %

Increase in GCI

All Products Include:


Program Topics Include:

General Agent Sales & Productivity Training Programs

  • The role of trackers and calendars
  • Scripts and role playing
  • Systems and tech that will help you
  • Recruiting & hiring overview
  • Admin onboarding
  • ISA onboarding & training

Sphere of Influence (SOI) & Referral-Based Business Development

  • How to create an SOI list
  • Your SOI contact plan
  • How to grow your SOI
  • How to use social in your SOI
  • The role of an annual property analysis
  • Events and how they can strengthen your SOI
  • Using alerts and updates
  • Developing referrals from existing clients
  • Time management and tracking

Structured Prospecting-Based Productivity Systems (Expired Listings, FSBO & Circle Prospecting)

  • Propspecting mindset
  • Tracking what works
  • Making presentations 
  • Expired listings
  • Prospecting via open houses
  • Time management
  • Securing FSBO listings
  • Circle prospecting
  • Your prospecting arena
  • The art of closin

Social Media & Online Lead Generation Strategies

  • Facebook - from personal to business
  • Mastering Instagram, Pinterst, LinkedIn & Twitter
  • Website, landing pages and CRMs
  • Real estate blogs
  • Video marketing
  • YouTube for real estate agents
  • Your Google presence, advertising and the role of GLSA
  • Online reviews

Transaction Management Systems & Workflows


Hiring & Recruiting Processes

  • Your unique value proposition & recruiting targets
    The recruiting scoreboard
  • Recruiting with technology
  • Recruiting sources
  • Setting & conducting recruiting appointments
  • Closing recruits
  • Creating a growth environment for recruiting
  • The Job Description
  • Advertising the Job
  • Reviewing Applications, Getting Behavioral and DISC Assessments
  • Interviews - phone & in-person

Reference Checks

Compensation Considerations & the Final Offer

Time Management - Scheduling, Prioritizing, Tracking & Accountability

  • Time management for agents intro
  • Goal & Milestone Exercise 
  • Goal & Milestone Tracker
  • Daily SOI Contact Form 
  • 4-Week Schedule 
  • End-of-Week Debrief 
  • Ways to Make Habits Stick
  • Lead-Tracking
  • Personalized Schedule 
  • Prospecting Accountability 
  • Sample Weekly Calendar


Real Estate Team Training – in general or for each specific role/position.

  • Understanding job roles
  • The Administrative Manager
  • The Listing Manager
  • The Transaction Coordinator
  • The Marketing Director
  • Creating the ultimate user experience

Inside Sales Agent (ISA) - hiring, training and managing.

  • Recruiting, Interviewing, & Hiring ISAs
  • First Quarter for ISAs
  • Scripts For The ISA
  • Testing & Benchmarking
  • Tracking Online Lead Key Performance Indicators
  • Scheduling & Time Management
  • Conversation Skill Development - Mirroring & Matching
  • Downswings, Embedded Commands, Tie-Downs & Trial Closes
  • Tracking, Analytics & Organized Sales Process

Buyer’s Agent Training – Buyer lead generation, client conversion, consultations & negotiations.

  • The buyer lead conversion process
  • From contact to appointment
  • Buyer and lender consultations
  • Making things official
  • Presenting the exclusive buyer agency agreement
  • Handling objections to signing the buyer agency agreement
  • MLS Auto-Prospecting

Listing Agent/Specialist Training – Seller lead generation, conversion, consultations & listing management.

  • The seller lead conversion process
  • Overcoming common objections
  • Getting answers
  • The pre-listing packet
  • The Listing Consultation Script
  • Scripts for Listing Consultation Objections about Price
  • Objections about Finding a Home to Buy Before Listing
  • Urgency Objections
  • Overcoming Objections about Paying a Commission
  • Seller Lead Sheet

Leadership & Management Training for brokers, managers and team leaders.

Success mindset

Negotiation skills training

Agent & team financials

Recruiting, hiring and onboarding

Guaranteed offer program

Team structure and compensation

Behavioral Training Systems – Assessments, analysis and applications for working with clients, hiring practices and agents.

  • What is DISC?
  • How to identify DISC profiles
  • Mirroring and matching
  • Using DISC with clients
  • Using DISC with lead generation methods
  • DISC profiles for different real estate team roles
  • Training team members using DISC

Learn More

Curious? Learn more about our White Label Custom Training Suite:


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