Course curriculum

  • 1

    Get Started Here

    • Welcome to Negotiation Skills Training for Realtors

    • Schedule a Coaching Call

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

  • 2

    Module 1: Understanding the Needs Analysis

    • VIDEO: Understanding the Needs Analysis

    • AUDIO: Understanding the Needs Analysis

    • Workbook: Understanding the Needs Analysis

    • The Feelings Wheel

    • Real Estate Trainer Podcast: Episode 196 - Real Estate Recruiting Scripts: Conducting the Appointment

    • Action Steps for Module 1

  • 3

    Module 2: Negotiating With a Needs Analysis

    • VIDEO: Negotiating With a Needs Analysis

    • AUDIO: Negotiating With a Needs Analysis

    • Workbook: Negotiating With a Needs Analysis

    • Buyer Lead Sheet (fillable)

    • Seller Lead Sheet (fillable)

    • Action Steps for Module 2

  • 4

    Module 3: Mirroring Opponents

    • VIDEO: Mirroring Opponents

    • AUDIO: Mirroring Opponents

    • Workbook: Mirroring Opponents

    • Real Estate Trainer Podcast: Episode 184 - NLP Real Estate Scripts for Realtors

    • Action Step for Module 3

  • 5

    Module 4: Matching Opponents

    • VIDEO: Matching Opponents

    • AUDIO: Matching Opponents

    • Workbook: Matching Opponents

    • Mirror & Matching - Real Estate Negotiation Strategies

    • Action Steps for Module 4

  • 6

    Module 5: Understanding Behavioral Profiles

    • VIDEO: Understanding Behavioral Profiles

    • AUDIO: Understanding Behavioral Profiles

    • Workbook: Understanding Behavioral Profiles

    • DISC Style Identification

    • Understanding DISC Profiles

    • DISC Lead Gen Tendencies & DISC Profiles Graphics

    • DISC Behavioral Assessment

    • Take the DISC Behavioral Assessment

    • Action Steps for Module 5

  • 7

    Module 6: Identifying & Matching Behavioral Profiles

    • VIDEO: Identifying & Matching Behavioral Profiles

    • AUDIO: Identifying & Matching Behavioral Profiles

    • Workbook: Identifying & Matching Behavioral Profiles

    • Real Estate Trainer Podcast: Episode 76 - Recruiting for Real Estate Agents & DISC Behavior Profiles

    • Action Steps for Module 6

  • 8

    Module 7: Changing Your Opponent's Position

    • VIDEO: Changing Your Opponent's Position

    • AUDIO: Changing Your Opponent's Position

    • Workbook: Changing Your Opponent's Position

    • Action Steps for Module 7

  • 9

    Module 8: Negotiation Tactics to Secure Agreement

    • VIDEO: Negotiation Tactics to Secure Agreement

    • AUDIO: Negotiation Tactics to Secure Agreement

    • Workbook: Negotiation Tactics to Secure Agreement

    • 10 Real Estate Negotiation Tactics

    • Action Steps for Module 8

  • 10

    Module 9: The Negotiation Blueprint

    • VIDEO: The Negotiation Blueprint

    • AUDIO: The Negotiation Blueprint

    • Workbook: The Negotiation Blueprint

    • Meet in the Middle Negotiation Model Graphic

    • The Icenhower Method Negotiation Model Graphic

    • Action Steps for Module 9

  • 11

    Module 10: Real Estate Negotiation Scripts & Strategies

    • VIDEO: Real Estate Negotiation Scripts & Strategies

    • AUDIO: Real Estate Negotiation Scripts & Strategies

    • Workbook: Real Estate Negotiation Scripts & Strategies

    • Price Reduction Graphic

    • Impact of Price on Visibility - Social Media Infographic

    • Action Steps for Module 10

What's included

  • 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.

  • Support

    We provide support for you throughout your training; reach out to our client care team at info@icenhowercoaching.com

  • Listen On-The-Go

    Each of the training videos are also available as audio files that you can listen to on-the go.

  • Action Steps

    At the end of each module, Action Steps are provided, giving you a springboard to start applying what you learned right away.

Immediate Takeaways

  • Learn the top 10 negotiation tactics, when to use them, and how to apply them immediately to win more negotiations.

  • Understand why it is important to use an established model for negotiations vs. "winging it."

  • Learn how to use the DISC behavioral profile model to aid in better negotiations through the understanding of various behavioral tendencies.

  • Get insight into how to modify your personal DISC behavioral profile in order to better communicate with your clients, vendors, and other Realtors.

  • Once you learn how to use established negotiation strategies, models, and tactics, learn how to SHOW YOUR WORK in order to ensure that your clients see the value you are bringing through your expertise.

  • Learn the "Meet in the Middle" and "The Icenhower Model" negotiation strategies, step by step, and download the helpful graphics so you can practice these negotiation methods every day.

  • Use this huge value add to earn more referral business from clients who are blown away by your hard work to win negotiations.

  • Become empowered and confident in your negotiations and ultimately win more of them!

Win more negotiations.

Most real estate agents don't have any rhyme or reason to their negotiations. Learn the time-tested and proven methods that Top Producers use, win more negotiations, and provide more value to your clients along the way.

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

Brian Icenhower

Industry Thought Leader / ICC CEO / Course Instructor

I created Negotiation Skills Training for Realtors because there is simply no other training out their like this specifically for real estate agents.

Most agents have no rhyme or reason when it comes to their negotiations. You are not an "average agent", though, and you are here to propel yourself (and your business) forward by learning the proven scripts, strategies, and negotiation tactics that Top Producers use.

Now is the time to step up your game. This is a high-level course, and you won't find this kind of training anywhere else. I'll explain everything from start to finish, and by the end, you'll feel confident and walk away with tactics that you can use in your business every day. Time to win more negotiations!


No more "winging it."

Do you have a negotiation strategy?

If your answer is "no," or you aren't sure, then you're in the right place. Up your game and win more negotiations by learning the scripts, strategies, and negotiation tactics that have been proven to work.

Welcome to Negotiation Skills Training for Realtors

A message from Brian Icenhower