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.

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Course curriculum

1. Schedule a Coaching Call
2. ISA Training Manual
3. Script Book
4. ISA eBook
5. Stay Connected via our REAL ESTATE AGENT ROUND TABLE Facebook Group
1. Printable Workbook: Sourcing Online Leads and Setting Expectations
2. Online Lead Sources
3. 2-Week Assault Plan
4. Module 1 Quiz
1. Printable Workbook: Making Initial Contact with Online Leads
2. Making Initial Contact with Online Leads
3. Online Lead Script Book
4. VIDEO: How to Set Up Your CRM
5. SOI Call & Text Contact Cycle
1. Printable Workbook: Online Lead Follow-Up Plans
2. Online Lead Follow-Up Plans
3. Lead Nurturing Follow-up Campaigns
1. Printable Workbook: Online Lead Nurturing Scripts
2. Online Lead Nurturing Scripts
1. Printable Workbook: Tracking Online Lead Key Performance Indicators
2. Tracking Online Lead Key Performance Indicators
3. SMART Goals Fillable Form
4. Sample Scoreboard Dashboard
5. Dashboard Template
6. Prospecting Accountability Chart Fillable Form
1. Learning Objectives
2. Printable Workbook: Scheduling & Time Management
3. Scheduling & Time Management
4. Tips to Avoid Procrastination
5. Scheduling Calendar
6. Daily Schedule for Realtors
7. Quiz: Time Management
1. Learning Objectives
2. Printable Workbook: Conversation Skill Development - Mirroring & Matching
3. Conversation Skill Development - Mirroring & Matching
4. Learning Styles Language
5. What Type of Learner Are You?
6. Quiz: Conversion Skill Development - Mirroring & Matching
1. Learning Objectives
2. Printable Workbook: Downswings, Embedded Commands, Tie-Downs & Trial Closes
3. Downswings, Embedded Commands, Tie-Downs & Trial Closes
4. ISA Scripts
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
11. Quiz: Downswings, Embedded Commands, Tie-Downs, & Trial Closes
1. Learning Objectives
2. Printable Workbook: Tracking, Analytics & Organized Sales Process
3. Tracking, Analytics & Organized Sales Process
4. Organized Sales Process: Phases Flowchart
5. Quiz: Tracking, Analytics, & Organized Sales Process
1. Learning Objectives
2. Printable Workbook: Alternative-Choice Close & Objection-Handling
3. Alternative-Choice Close & Objection-Handling
4. Methods of Closing
5. Objection Handlers
6. Quiz: Alternative-Choice Close and Objection Handling
1. Learning Objectives
2. Printable Workbook: Creating Urgency
3. Creating Urgency
4. Top Ways to Create Urgency
5. Organized Sales Process: Phases Flowchart
6. Quiz: Creating Urgency
1. Learning Objectives
2. Printable Workbook: Nurturing & Cultivation
3. Nurturing & Cultivation
4. Weekly Nurture Checklist
5. Are You Nurturing?
6. Nurture Contact Formula Flowchart
7. Real-Deal Trust Builders
8. Organized Sales Process Phases Flowchart
9. Quiz: Nurturing & Cultivation
1. Learning Objectives
2. Printable Workbook: Pre-Qualification
3. Pre-Qualification: Process, Scripts & Methods
4. Pre-Qualification Do’s and Don’ts
5. Phrases to Get Back on Track
6. Buyer Questionnaire & Lead Sheet
7. Buyer Questionnaire & Lead Sheet (fillable PDF)
8. Seller Questionnaire & Lead Sheet
9. Seller Questionnaire & Lead Sheet (fillable PDF)
10. Quiz: Pre-Qualification
1. Learning Objectives
2. Printable Workbook: Closing & Conversation Models
3. Closing & Conversation Models
4. Methods of Closing
5. 3 Deep Questions
6. L.P.M.A.M.A. Qualifying Conversation Model
7. Quiz: Closing & Conversation Models
1. Learning Objectives
2. Printable Workbook: Building Value
3. Building Value
4. Building Value
5. Organized Sales Process Phases Flowchart
6. Real-Deal Trust Builders
7. 3 Deep Questions
8. Quiz: Building Value

About this course

Free
100 lessons
10 hours of video content

Icenhower Institute

ISA Training

Course curriculum

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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

About this course