Includes Everything You Need to Succeed

  • Training Videos

    Watch masters in action, and get step-by-step guidance on best practices in these training videos.

  • Become Certified

    After completing this course you'll receive your Certified Inside Sales Agent badge and certificate. Display these on your LinkedIn profile, email signature, website or office wall.

  • Workbooks & Scripts

    Downloadable workbooks and scripts so you can immediately put your learning into action.

Course curriculum

  • 1

    Get Started Here!

    • ISA eBook

    • Stay Connected via our REAL ESTATE AGENT ROUND TABLE Facebook Group

  • 2

    Module 1: Online Lead Sources

    • Online Lead Sources

    • Intro & Setting Online Leads and Setting Expectations eBook file

  • 3

    Module 2: Making Initial Contact with Online Leads

    • Making Initial Contact with Online Leads

    • Making Initial Contact with Online Leads eBook file

    • 2-Week Assault Plan

  • 4

    Module 3: Online Lead Follow-Up Plans

    • Online Lead Follow-Up Plans

    • Online Lead Follow-Up Plans eBook file

  • 5

    Module 4: Online Lead Nurturing Scripts

    • Online Lead Nurturing Scripts

    • Online Lead Nurturing Scripts eBook file

  • 6

    Module 5: Tracking Online Lead Key Performance Indicators

    • Tracking Online Lead Key Performance Indicators

    • Tracking Online Lead Key Performance Indicators eBook file

  • 8

    Module 7: Conversation Skill Development - Mirroring & Matching

    • Learning Objectives

    • Printable Workbook: Conversation skill development - mirroring & matching

    • Conversation Skill Development - Mirroring & Matching

    • Quiz: Module 2

    • Learning Styles Language

    • What Type of Learner Are You?

  • 9

    Module 8: Downswings, Embedded Commands, Tie-Downs & Trial Closes

    • Learning Objectives

    • Printable Workbook: Downswings, embedded commands, tie-downs & trial closes

    • Downswings, Embedded Commands, Tie-Downs & Trial Closes

    • Quiz: Module 3

    • Trial Closes & Tie-Downs

    • DISC Profiles

    • Step + Value + Tie Down

    • Step + Value + Tie Down (BLANK)

    • Embedded Commands Practice

    • Trial Close Practice Tracker

  • 10

    Module 9: Tracking, Analytics & Organized Sales Process

    • Learning Objectives

    • Printable Workbook: Tracking, analytics & organized sales process

    • Tracking, Analytics & Organized Sales Process

    • Quiz: Module 4

    • Organized Sales Process: Phases Flowchart

  • 11

    Module 10: Alternative-Choice Close & Objection-Handling

    • Learning Objectives

    • Printable Workbook: Alternative-choice close & objection-handling

    • Alternative-Choice Close & Objection-Handling

    • Quiz: Module 5

    • Methods of Closing

    • Objection Handlers

  • 12

    Module 11: Creating Urgency

    • Learning Objectives

    • Printable Workbook: Creating urgency

    • Creating Urgency- Scripts & Techniques

    • Quiz: Module 6

    • Top Ways to Create Urgency

    • Organized Sales Process: Phases Flowchart

  • 13

    Module 12: Nurturing & Cultivation

    • Learning Objectives

    • Printable Workbook: Nurturing & cultivation

    • Nurturing & Cultivation

    • Quiz: Module 7

    • Weekly Nurture Checklist

    • Are You Nurturing?

    • Nurture Contact Formula Flowchart

    • Real-Deal Trust Builders

    • Organized Sales Process Phases Flowchart

  • 14

    Module 13: Pre-Qualification

    • Learning Objectives

    • Printable Workbook: Pre-qualification

    • Pre-Qualification: Processes, Scripts & Methods

    • Quiz: Module 8

    • Pre-Qualification Do’s and Don’ts

    • Phrases to Get Back on Track

    • Buyer Questionnaire & Lead Sheet

    • Buyer Questionnaire & Lead Sheet (fillable PDF)

    • Seller Questionnaire & Lead Sheet

    • Seller Questionnaire & Lead Sheet (fillable PDF)

  • 15

    Module 14: Closing & Conversation Models

    • Learning Objectives

    • Printable Workbook: Closing & conversation models

    • Closing & Conversation Models

    • Quiz: Module 9

    • Methods of Closing

    • 3 Deep Questions

    • L.P.M.A.M.A. Qualifying Conversation Model

  • 16

    Module 15: Building Value

    • Learning Objectives

    • Printable Workbook: Building value

    • Building Value

    • Quiz: Module 10

    • Building Value

    • Organized Sales Process Phases Flowchart

    • Real-Deal Trust Builders

    • 3 Deep Questions

  • 17

    Script Book

    • Script Book

  • 18

    Bonus Module

    • ISA Training Manual

    • ISA Training Manual

Immediate Takeaways and Course Features

This course includes downloadable assets so you can immediately put what you learn into practice. As with all of our ICC Online Courses, helpful features like quizzes and action items at the end of each module are built-in to help keep you on track with your learning.

  • TOPICS including time management, tracking KPIs, how to prospect for online leads, conversion skill development, objection handling, how to nurture leads, closing strategies, mirroring and matching, DISC behavioral assessment, and more.

  • SCRIPTS to reach all kinds of prospects. Online Lead Nurturing Script book, Script Book for ISAs, and more.

  • RESOURCES to help you do your job more efficiently and effectively. Buyer Lead Sheet, Seller Lead Sheet, Trial Close Practice Tracker, Scheduling Calendar, Embedded Commands Practice, DISC Behavioral Assessment, Scripts, and more.

  • QUIZ at the end of modules 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. So however you learn best -- we have an option for you!

Reviews

5 star rating

Love this online course

Tamie B

Loved every bit of this online course! I just passed my real estate license exam, and decided to take this course after a fellow agent suggested it. Since be...

Read More

Loved every bit of this online course! I just passed my real estate license exam, and decided to take this course after a fellow agent suggested it. Since being added to a team, I’ve managed to close 6 transactions in just 8 weeks, and my team is just as thrilled as I am!

Read Less
5 star rating

Places an emphasis on Time Management

Cindy A

My favorite part of the ISA Agent Online Course is the Scheduling and Time Management section. Distractions are common even with the most dedicated teams, an...

Read More

My favorite part of the ISA Agent Online Course is the Scheduling and Time Management section. Distractions are common even with the most dedicated teams, and once I suggested this course to our two ISAs, they were able to add an appointment per day!

Read Less
5 star rating

Comprehensive

Richard S

This is the most comprehensive course for Inside Sales Agents I have seen in 20 years in the industry. Not only does this course provide a guide for every st...

Read More

This is the most comprehensive course for Inside Sales Agents I have seen in 20 years in the industry. Not only does this course provide a guide for every step of the process, it illustrates how important performance and accountability are. Our ISAs (both new and experienced) are averaging 3 more transactions per month just by taking ISA Agents.

Read Less
5 star rating

All ISAs can benefit

Alyson H

Every ISA, no matter how experienced they are, can benefit from taking this course. New agents will gain a ton of knowledge, and more seasoned agents (like m...

Read More

Every ISA, no matter how experienced they are, can benefit from taking this course. New agents will gain a ton of knowledge, and more seasoned agents (like myself) will get a refresher course on the basics and learn other tactics they may have never considered.

Read Less
5 star rating

Highly recommended for busy teams

Max S

On-the-job training can be extremely time consuming for a busy broker/owner or lead agent. The great thing about the ISA Agent online course is it gives the ...

Read More

On-the-job training can be extremely time consuming for a busy broker/owner or lead agent. The great thing about the ISA Agent online course is it gives the trainee a major boost, which saves the lead agent or broker/owner both time and money. Highly recommended for busy teams who are adding Inside Sales Agents

Read Less
5 star rating

Helps Empower ISAs

Tiffany S

What I love most about this course is Brian understands the importance of ISAs and how crucial they are to building a winning real estate team. Because of th...

Read More

What I love most about this course is Brian understands the importance of ISAs and how crucial they are to building a winning real estate team. Because of this, his online course ISA Agent is incredibly in-depth, and empowers ISAs to be the very best.

Read Less
5 star rating

Scripts are a Huge Help!

Scott B

So many new Inside Sales Agents freeze up during phone calls with leads, and the scripts provided by this course are amazing! Although I originally ordered t...

Read More

So many new Inside Sales Agents freeze up during phone calls with leads, and the scripts provided by this course are amazing! Although I originally ordered this course for new ISAs, I have since required all of our ISAs to take this course.

Read Less
5 star rating

ISAs increase production

Dani H

The ISA Agent Online Course is the perfect compliment to the ISA Manager Course. Since completing this course, our team has added two ISAs, and they have i...

Read More

The ISA Agent Online Course is the perfect compliment to the ISA Manager Course. Since completing this course, our team has added two ISAs, and they have increased production by 50%!

Read Less
5 star rating

ICC ISA Agent Training

Mitch Egia

This whole course is awesomely wonderful! Very effective!

This whole course is awesomely wonderful! Very effective!

Read Less
5 star rating

excellent

Bonnie Scalero

excellent

excellent

Read Less

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!
talk to a real estate coach

Enroll now

to start learning systems used by the top prospectors and ISAs in North America.

Brian Icenhower

Instructor


Looking to make the next step in your real estate career? Then you're in the right place!


The Inside Sales Agent (ISA) Training online course is for real estate agents who want to take on the challenge of becoming ISAs, with a systematized process for lead generation, nurturing, and converting that will set you up for success. With 15 text-and-video modules packed with tips and resources, the course will teach you everything you need to know to get started in inside sales, using coach Brian Icenhower's tried-and-true methods to give you the advantage of over two decades of experience in the business.

What to expect

Course participants will become experts in prospecting best practices, making initial contact, lead follow-up, nurturing techniques, time management, objection handling, creating urgency, pre-qualifying leads, closing methods, converting to appointments, and the entire organized sales process.