Building a team of ISAs for real estate team and brokerages

ISA Training

Tested and proven on many of the top prospectors and Inside Sales Agents in North America, this course was created to train ISAs on successful prospecting techniques and designed to get ISAs into action and converting leads quickly.

Buy $199.00 Free Preview

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

Enrollment includes access to the following course materials for 6 months

1. Schedule a Coaching Call
2. ISA eBook
3. Stay Connected via our REAL ESTATE AGENT ROUND TABLE Facebook Group
1. Online Lead Sources
2. Intro & Setting Online Leads and Setting Expectations eBook file
3. 2-Week Assault Plan
1. Making Initial Contact with Online Leads
2. Making Initial Contact with Online Leads eBook file
3. VIDEO: How to Set Up Your CRM
4. SOI Call & Text Contact Cycle
1. Online Lead Follow-Up Plans
2. Online Lead Follow-Up Plans eBook file
1. Online Lead Nurturing Scripts
2. Online Lead Nurturing Scripts eBook file
1. Tracking Online Lead Key Performance Indicators
2. Tracking Online Lead Key Performance Indicators eBook file
3. ICC Team Dashboard Template
1. Learning Objectives
2. Printable Workbook: Conversation skill development - mirroring & matching
3. Conversation Skill Development - Mirroring & Matching
4. Quiz: Module 2
5. Learning Styles Language
6. What Type of Learner Are You?
1. Learning Objectives
2. Printable Workbook: Downswings, embedded commands, tie-downs & trial closes
3. Downswings, Embedded Commands, Tie-Downs & Trial Closes
4. Quiz: Module 3
5. Trial Closes & Tie-Downs
6. DISC Profiles
7. Step + Value + Tie Down
8. Step + Value + Tie Down (BLANK)
9. Embedded Commands Practice
10. Trial Close Practice Tracker
1. Learning Objectives
2. Printable Workbook: Tracking, analytics & organized sales process
3. Tracking, Analytics & Organized Sales Process
4. Quiz: Module 4
5. Organized Sales Process: Phases Flowchart
1. Learning Objectives
2. Printable Workbook: Alternative-choice close & objection-handling
3. Alternative-Choice Close & Objection-Handling
4. Quiz: Module 5
5. Methods of Closing
6. Objection Handlers
1. Learning Objectives
2. Printable Workbook: Creating urgency
3. Creating Urgency- Scripts & Techniques
4. Quiz: Module 6
5. Top Ways to Create Urgency
6. Organized Sales Process: Phases Flowchart
1. Learning Objectives
2. Printable Workbook: Nurturing & cultivation
3. Nurturing & Cultivation
4. Quiz: Module 7
5. Weekly Nurture Checklist
6. Are You Nurturing?
7. Nurture Contact Formula Flowchart
8. Real-Deal Trust Builders
9. Organized Sales Process Phases Flowchart
1. Learning Objectives
2. Printable Workbook: Pre-Qualification
3. Pre-Qualification: Processes, Scripts & Methods
4. Quiz: Module 8
5. Pre-Qualification Do’s and Don’ts
6. Phrases to Get Back on Track
7. Buyer Questionnaire & Lead Sheet
8. Buyer Questionnaire & Lead Sheet (fillable PDF)
9. Seller Questionnaire & Lead Sheet
10. Seller Questionnaire & Lead Sheet (fillable PDF)
1. Learning Objectives
2. Printable Workbook: Closing & conversation models
3. Closing & Conversation Models
4. Quiz: Module 9
5. Methods of Closing
6. 3 Deep Questions
7. L.P.M.A.M.A. Qualifying Conversation Model
1. Learning Objectives
2. Printable Workbook: Building value
3. Building Value
4. Quiz: Module 10
5. Building Value
6. Organized Sales Process Phases Flowchart
7. Real-Deal Trust Builders
8. 3 Deep Questions
1. Script Book
1. ISA Training Manual
2. ISA Training Manual

About this course

$199.00
94 lessons
10 hours of video content

Watch Intro Video

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

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...

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!

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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...

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!

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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...

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.

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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...

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.

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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 ...

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

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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...

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.

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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...

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.

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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...

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%!

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ICC ISA Agent Training

Mitch Egia

This whole course is awesomely wonderful! Very effective!

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excellent

Bonnie Scalero

excellent

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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

Enroll now

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

$199.00

Sales price

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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.

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Training Videos

Become Certified

Workbooks & Scripts

Get Started Here!

Module 1: Online Lead Sources

Module 2: Making Initial Contact with Online Leads

Module 3: Online Lead Follow-Up Plans

Module 4: Online Lead Nurturing Scripts

Module 5: Tracking Online Lead Key Performance Indicators

Module 6: Scheduling & Time Management

Module 7: Conversation Skill Development - Mirroring & Matching

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

Module 9: Tracking, Analytics & Organized Sales Process

Module 10: Alternative-Choice Close & Objection-Handling

Module 11: Creating Urgency

Module 12: Nurturing & Cultivation

Module 13: Pre-Qualification

Module 14: Closing & Conversation Models

Module 15: Building Value

Script Book

Bonus Module

About this course

$199.00

PROSPECT: The Real Estate Lead Generation Course

SOI: Building a Real Estate Agent's Sphere of Influence

GROWTH OPERATIONS SYSTEMS - Systematizing Growth for Teams & Brokerages