PROSPECT: The Real Estate Lead Generation Manual

Take your prospecting skills to the next level. This course includes the strategies as well as the tools to help you succeed.

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Designed for All Learning Types

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
Complete eBook

Download and keep the eBook and BONUS Script Book, complete with every conversation model you'll learn in this course right at your fingertips.

Course curriculum

Enrollment includes access to the following course materials for 6 months

1. Schedule a Coaching Call
2. PROSPECT eBook
3. PROSPECT Script Book
4. PROSPECT Audiobook
5. Stay Connected via our REAL ESTATE AGENT ROUND TABLE Facebook Group
1. Module 2: Making presentations with scripts
2. Prospecting Scripts
3. Script: Asking for Referrals
4. Script: Expired Listings - Phone & Voicemail
5. Script: Expired Listings - Objection Handlers
6. Script: FSBOs - 3 Questions
7. Script: Circle Prospecting - Just Listed
8. Script: Circle Prospecting - Just Sold
9. Script: Objection Handlers
10. Notice of Default Prospecting Script
11. Seller Questionnaire & Lead Form (Fillable)
12. Buyer Questionnaire & Lead Sheet (Fillable)
13. Graphic: Organized Sales Process Flowchart
1. Module 3: Your sphere of influence
2. Prospecting for SOI
3. Who Do You Know?
4. Follow-Up Script Pattern
5. The Rule of 7 Touches
6. SOI Contact Schedule (Fillable)
7. Script: Asking Existing Clients for Referrals
8. Script: We Need Listings in a Hot Market
9. Script: Update Database
10. Script: Update Database & Ask for Referral
11. Script: Past Client Follow-Up
12. Script: Contacting Neglected Past Clients
13. Script: Neighborhood Auto Email Drip
1. Module 4: Expired listings
2. Prospecting for Expired & Cancelled Listings
3. Expired Listing Call Log (Fillable)
4. Daily Contact Log (Fillable)
5. Objection Handling & Validation
6. Sample Weekly Calendar
7. Graphic: Organized Sales Process Flowchart
8. Script: Pre-Qualification
9. Script: Expired Listings - Phone & Voicemail
10. Script: Expired Listings 1
11. Script: Expired Listings 2
12. Script: Expired Listings - Objection Handlers
13. Expired Follow-Up Plan
1. Module 5: Prospecting through open houses
2. Prospecting for Open Houses
3. Next-Level Contact Plan
4. Open House Prospecting Activities
5. Open House Feedback Form (Printable)
6. Positive Need Affirmation Sandwich (Fillable)
7. Script: Buyer MLS Listing Alert
8. Script: Seller Lead Auto Email Drip
9. Script: Open House Neighbor Invitation
10. Script: Open House Pre-Listing Appointment
11. Script: Open House Circle Prospecting
12. Script: Scheduling an Open House
13. Script: Open House Guest List
14. Script: Follow-Up for Neighbors/Leads
15. Graphic: Open House Timeline
16. Luxury Open House Ideas
1. Module 6: Property previews
2. Prospecting By Previewing
3. Graphic: 4-Step Property Preview Strategy
4. Sample Property Preview Checklist
5. Door-Knocking Note Log (Fillable)
6. Lead-Tracking Sheet (Fillable)
7. Script: Property Preview - Door-Knocking
8. Script: Turnover Rate
1. Module 7: Time management
2. Prospecting Planning
3. Goal & Milestone Exercise (Fillable)
4. Goal & Milestone Tracker (Fillable)
5. Daily SOI Contact Form (Fillable)
6. 4-Week Schedule (Printable)
7. End-of-Week Debrief (Fillable)
8. One Day, 20 Contacts (Fillable)
9. Ways to Make Habits Stick
10. Lead-Tracking Sheet (Printable)
11. Personalized Schedule (Printable)
12. Prospecting Accountability Chart (Printable)
13. Sample ICC Year-to-Date Check-Up Form
14. Graphic: The Eisenhower Decision Matrix
15. Sample Weekly Calendar
1. Module 8: Securing the FSBO listing
2. Prospecting for FSBOs
3. FSBO Contact Sheet
4. Script: 3 FSBO Questions
5. Script: FSBO Phone Questions
6. Script: FSBO Prospecting
7. Script: Increased Net Profit
8. Script: The Rolex Analogy
9. FSBO Seller Guide Template
10. FSBO Infographic - For Sale By Owner Social Media Graphic
11. FSBO Infographic - For Sale By Owner Social Media Graphic - JPG version
1. Module 9: Circle prospecting
2. Prospecting by Radius
3. Daily SOI Contact Form (Fillable)
4. Script: Circle Prospecting - Just Listed
5. Script: Circle Prospecting - Just Sold
6. Script: Circle Prospecting - Hot Real Estate Market
7. Script: Circle Prospecting - Open House
1. Module 10: Your prospecting arena
2. Prospecting Arena (or Area)
1. Module 11: Mindset
2. Prospecting with a Positive Perspective
3. Graphic: SWOT
4. Graphic: The Gandhi Circle
5. SWOT Companion Worksheet (Fillable)
6. SMART Action Plan (Fillable)
1. Module 12: The art of closing
2. Prospecting & Closing
3. Graphic: Organized Sales Process Flowchart
4. Graphic: Always Be Closing
5. Script: Exclusive Buyer Agency Agreement
6. Script: MLS Conversion
7. Script: Lender Appointment
8. Which closer are you?
9. Closing Scenarios Worksheet (Fillable)
10. Closing Style Gallery
11. Clarify, Qualify, Close
1. Module 13: Tracking truth in numbers
2. Prospecting Tracking Tools
3. Daily SOI Contact Form (Printable)
4. One Day, 20 Contacts (Printable)
5. Lead Tracking Sheet (Printable)
6. Buyer Questionnaire & Lead Form (Printable)
7. Seller Questionnaire & Lead Form (Printable)
8. Sample Buyer Inventory
9. Sample Listing Inventory
10. Sample Pending Inventory Pipeline
11. WIG: Wildly Important Goals (Fillable)
12. Production Ratio Planner (Fillable)
1. Module 14: Holding yourself accountable
2. Prospecting Accountability for Productivity
3. Graphic: 12 Characteristics of Accountability
1. Module 15: Next-level commitment
2. Prospecting at the Next Level
3. Skillset Ranking Assessment (Fillable)
4. Systems Process Procedure (Fillable)
5. Pulled Planning - Goal-Setting (Fillable)

About this course

$199.00
151 lessons
9 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.

SCRIPTS to reach all kinds of prospects. Complete Prospect Script Book, Asking for Referrals Script, Expired Listings Script, Objection Handling Scripts, FSBO Scripts, Circle Prospecting Scripts, and more
FORMS AND LISTS to streamline prospecting processes. Proposed Work Schedule Example and Fillable Form, Seller Questionnaire and Lead Sheet Fillable Form, Buyer Questionnaire and Lead Sheet Fillable Form, Open House Feedback Form, Sample Property Preview Checklistand more
TEMPLATES action plans, and logs to set you on the path to success. Expireds Follow Up Plan, Next Level Contact Plan, Lead Tracking Sheets, SWOT Companion Worksheet, SMART Action Plan, and more
HELPFUL GRAPHICS to illustrate processes and strategies. 4-Step Property Preview Strategy, Organized Sales Process Flowchart, 10 Habits to Improve Positive Energy, The Rule of 7 Touches, and more
TIME MANAGEMENT TOOLS - Goal and Milestone Exercise, Goal and Milestone Tracker, 4-Week Schedule, End of Week Debrief, Lead Tracking Sheet, Personalized Schedule, and more
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. At the beginning of the course, you are also provided with a full audiobook to listen to. So however you learn best -- we have an option for you!

Everything you need to grow and be successful in your real estate business

“An investment in knowledge pays the best interest.” -Benjamin Franklin

Enroll now

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!

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Reviews

Already paid for itself!

Nancy P

The worst thing a real estate agent or team can do is fall stagnant, which is what I was facing a few months ago. After some research, I discovered PROSPECT,...

The worst thing a real estate agent or team can do is fall stagnant, which is what I was facing a few months ago. After some research, I discovered PROSPECT, and being able to absorb fresh ideas about different ways to generate leads has given me a boost! In just a few weeks, I managed to generate two listings, and I couldn't be more thrilled about the future.

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I highly recommend!

Davis B

Our real estate team prides itself on recruiting licensed agents and transforming them into professionals who convert. PROSPECT explains the different avenue...

Our real estate team prides itself on recruiting licensed agents and transforming them into professionals who convert. PROSPECT explains the different avenues new (and experienced) agents can explore to generate new leads. Not only does this course provide a comprehensive look into each option, but Brian explains them way better than we ever could. I highly recommend this online course.

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Every agent should take this course immediately!

Wilco Ravestijn

I have taken many real estate courses and attended many seminars, but the PROSPECT course taught me more about how to be a successful agent than all of the o...

I have taken many real estate courses and attended many seminars, but the PROSPECT course taught me more about how to be a successful agent than all of the others combined! Every agent should take this course immediately after passing their real estate licensing exam.

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The most complete real estate lead generation course eve...

Jeff Smitty

The most complete real estate lead generation course ever created! This book provides all of the methods, strategies, scripts and tools that real estate ag...

The most complete real estate lead generation course ever created! This book provides all of the methods, strategies, scripts and tools that real estate agents need to successfully grow their business. A must-take course for all Realtors looking to learn & select the best methods for generating more leads.

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THE REAL ESTATE LEAD GENERATON COURSE

Stephen Thompson

This is an outstanding course full of the nuts and bolts needed to use as a guide for the prospecting game.

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the information is that valuable.

Chandra K

Thanks to PROSPECT, I have tapped into lead generation tactics I had never even considered. I almost want to keep this course a secret, because the informati...

Thanks to PROSPECT, I have tapped into lead generation tactics I had never even considered. I almost want to keep this course a secret, because the information is that valuable.

Read Less

tools and tactics that gives us an edge in our real estat...

Beth Z

The competition in my area gets tougher by the day, and when it comes to generating new business, PROSPECT provides the tools and tactics that gives us an ed...

The competition in my area gets tougher by the day, and when it comes to generating new business, PROSPECT provides the tools and tactics that gives us an edge in our real estate market. Whether you just passed your real estate exam or have been a successful agent for years, there is something to gain from this incredible online course.

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The success rate for every new recruit has improved drama...

Jacqueline Casillas

Purchasing and completing PROSPECT is one of the best decisions I've made for my real estate business. The success rate for every new recruit has improved dr...

Purchasing and completing PROSPECT is one of the best decisions I've made for my real estate business. The success rate for every new recruit has improved dramatically, and our YTD volume has increased by nearly 40% compared to last year.

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You will certainly get your money's worth by completing t...

Steve D

Lead generation is everything in real estate, and Brian Icenhower's PROSPECT course provides everything an agent needs to build a solid rapport with prospect...

Lead generation is everything in real estate, and Brian Icenhower's PROSPECT course provides everything an agent needs to build a solid rapport with prospective leads, earn their trust, and convert them into clients.

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This course will help your business immensely.

Mitch B

It’s always difficult to tell which online real estate courses are full of hype and deliver the goods, but after completing the PROSPECT course, I can say fr...

It’s always difficult to tell which online real estate courses are full of hype and deliver the goods, but after completing the PROSPECT course, I can say from a position of authority that you will gain valuable knowledge that will help your business immensely.

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Open Houses are Great for Prospecting!

Stephanie W

When I first got into real estate, I saw Open Houses as a means to showcase homes, but since taking this course, I realized how valuable they are for prospec...

When I first got into real estate, I saw Open Houses as a means to showcase homes, but since taking this course, I realized how valuable they are for prospecting for buyers!

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Get more leads, more listings, and more sales

Whether you just obtained your real estate license or you're ready to breathe new life into your existing real estate practice, this course is a must. Here you'll learn the strategies for success and be given the practical tools you need to immediately put your learning into action.

Brian Icenhower

Instructor

Do you have a need for leads? Are you struggling to strike the right balance between new and existing business in your day-to-day? Are you trying your best to get new listings, but can't figure out why it isn't working? Or are you just trying to polish your habits a little more?

Either way, you're in the right place!

The PROSPECT online course is for real estate agents who want to learn the skill set that is prospecting. That's right -- prospecting is a developed skill, and it doesn't rely on any kind of innate talent. It's extremely common to struggle with it at the beginning, but this course is here to show you that you can learn the principles and tactics necessary to start prospecting like a pro. With fifteen text-and-video modules packed with tips and resources, as well as a full book of scripts and plenty of fillable tracking tools that are yours to use, the course will teach you everything you need to know to take your prospecting skills to the next level.

You'll learn to avoid common pitfalls, make connections the right way with the right people, and make the most of every opportunity to generate leads. You'll find out new ways to keep yourself on track and accountable and find out how much time and effort you need to put into your prospecting tasks each day in order to see a serious impact on your bottom line, without sacrificing your work-life balance.

The complete eBook is available to download, as are all of the resources in each module. This course includes everything you need to upgrade your prospecting performance; what are you waiting for?

Get Certified

Become a Certified Prospecting Specialist (CPS) by completing this course. Add the badge to your website or LinkedIn profile, and download the certificate.

Get started now

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Video Training

Written Modules

Complete eBook

Get Started Here!

Module 1: The Only Prospecting Plan You'll Ever Need

Module 2: Making Presentations With Scripts

Module 3: Your Sphere of Influence

Module 4: Expired Listings

Module 5: Prospecting Through Open Houses

Module 6: Property Previews

Module 7: Time Management

Module 8: Securing the FSBO Listing

Module 9: Circle Prospecting

Module 10: Your Prospecting Arena

Module 11: Mindset

Module 12: The Art of Closing

Module 13: Tracking Truth in Numbers

Module 14: Holding Yourself Accountable

Module 15: Next-Level Commitment

About this course

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

GROWTH OPERATIONS SYSTEMS - Systematizing Growth for Teams & Brokerages

Online Lead Conversion: Converting Real Estate Internet Leads