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

  • 1

    Get Started Here!

    • PROSPECT eBook

    • PROSPECT Script Book

    • PROSPECT Audiobook

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

  • 3

    Module 2: Making Presentations With Scripts

    • Module 2: Making presentations with scripts

    • Prospecting Scripts

    • Script: Asking for Referrals

    • Script: Expired Listings - Phone & Voicemail

    • Script: Expired Listings - Objection Handlers

    • Script: FSBOs - 3 Questions

    • Script: Circle Prospecting - Just Listed

    • Script: Circle Prospecting - Just Sold

    • Script: Objection Handlers

    • Seller Questionnaire & Lead Form (Fillable)

    • Buyer Questionnaire & Lead Sheet (Fillable)

    • Graphic: Organized Sales Process Flowchart

  • 4

    Module 3: Your Sphere of Influence

    • Module 3: Your sphere of influence

    • Prospecting for SOI

    • Who Do You Know?

    • Follow-Up Script Pattern

    • The Rule of 7 Touches

    • SOI Contact Schedule (Fillable)

    • Script: Asking Existing Clients for Referrals

    • Script: We Need Listings in a Hot Market

    • Script: Update Database

    • Script: Update Database & Ask for Referral

    • Script: Past Client Follow-Up

    • Script: Contacting Neglected Past Clients

    • Script: Neighborhood Auto Email Drip

  • 5

    Module 4: Expired Listings

    • Module 4: Expired listings

    • Prospecting for Expired & Cancelled Listings

    • Expired Listing Call Log (Fillable)

    • Daily Contact Log (Fillable)

    • Objection Handling & Validation

    • Sample Weekly Calendar

    • Graphic: Organized Sales Process Flowchart

    • Script: Pre-Qualification

    • Script: Expired Listings - Phone & Voicemail

    • Script: Expired Listings 1

    • Script: Expired Listings 2

    • Script: Expired Listings - Objection Handlers

    • Expired Follow-Up Plan

  • 6

    Module 5: Prospecting Through Open Houses

    • Module 5: Prospecting through open houses

    • Prospecting for Open Houses

    • Next-Level Contact Plan

    • Open House Prospecting Activities

    • Open House Feedback Form (Printable)

    • Positive Need Affirmation Sandwich (Fillable)

    • Script: Buyer MLS Listing Alert

    • Script: Seller Lead Auto Email Drip

    • Script: Open House Neighbor Invitation

    • Script: Open House Pre-Listing Appointment

    • Script: Open House Circle Prospecting

    • Script: Scheduling an Open House

    • Script: Open House Guest List

    • Script: Follow-Up for Neighbors/Leads

    • Graphic: Open House Timeline

  • 7

    Module 6: Property Previews

    • Module 6: Property previews

    • Prospecting By Previewing

    • Graphic: 4-Step Property Preview Strategy

    • Sample Property Preview Checklist

    • Door-Knocking Note Log (Fillable)

    • Lead-Tracking Sheet (Fillable)

    • Script: Property Preview - Door-Knocking

    • Script: Turnover Rate

  • 8

    Module 7: Time Management

    • Module 7: Time management

    • Prospecting Planning

    • Goal & Milestone Exercise (Fillable)

    • Goal & Milestone Tracker (Fillable)

    • Daily SOI Contact Form (Fillable)

    • 4-Week Schedule (Printable)

    • End-of-Week Debrief (Fillable)

    • One Day, 20 Contacts (Fillable)

    • Ways to Make Habits Stick

    • Lead-Tracking Sheet (Printable)

    • Personalized Schedule (Printable)

    • Prospecting Accountability Chart (Printable)

    • Sample ICC Year-to-Date Check-Up Form

    • Graphic: The Eisenhower Decision Matrix

    • Sample Weekly Calendar

  • 9

    Module 8: Securing the FSBO Listing

    • Module 8: Securing the FSBO listing

    • Prospecting for FSBOs

    • FSBO Contact Sheet

    • Script: 3 FSBO Questions

    • Script: FSBO Phone Questions

    • Script: FSBO Prospecting

    • Script: Increased Net Profit

    • Script: The Rolex Analogy

    • FSBO Seller Guide Template

  • 10

    Module 9: Circle Prospecting

    • Module 9: Circle prospecting

    • Prospecting by Radius

    • Daily SOI Contact Form (Fillable)

    • Script: Circle Prospecting - Just Listed

    • Script: Circle Prospecting - Just Sold

    • Script: Circle Prospecting - Hot Real Estate Market

    • Script: Circle Prospecting - Open House

  • 11

    Module 10: Your Prospecting Arena

    • Module 10: Your prospecting arena

    • Prospecting Arena (or Area)

  • 12

    Module 11: Mindset

    • Module 11: Mindset

    • Prospecting with a Positive Perspective

    • Graphic: SWOT

    • Graphic: The Gandhi Circle

    • SWOT Companion Worksheet (Fillable)

    • SMART Action Plan (Fillable)

  • 13

    Module 12: The Art of Closing

    • Module 12: The art of closing

    • Prospecting & Closing

    • Graphic: Organized Sales Process Flowchart

    • Graphic: Always Be Closing

    • Script: Exclusive Buyer Agency Agreement

    • Script: MLS Conversion

    • Script: Lender Appointment

    • Which closer are you?

    • Closing Scenarios Worksheet (Fillable)

    • Closing Style Gallery

    • Clarify, Qualify, Close

  • 14

    Module 13: Tracking Truth in Numbers

    • Module 13: Tracking truth in numbers

    • Prospecting Tracking Tools

    • Daily SOI Contact Form (Printable)

    • One Day, 20 Contacts (Printable)

    • Lead Tracking Sheet (Printable)

    • Buyer Questionnaire & Lead Form (Printable)

    • Seller Questionnaire & Lead Form (Printable)

    • Sample Buyer Inventory

    • Sample Listing Inventory

    • Sample Pending Inventory Pipeline

    • WIG: Wildly Important Goals (Fillable)

    • Production Ratio Planner (Fillable)

  • 15

    Module 14: Holding Yourself Accountable

    • Module 14: Holding yourself accountable

    • Prospecting Accountability for Productivity

    • Graphic: 12 Characteristics of Accountability

  • 16

    Module 15: Next-Level Commitment

    • Module 15: Next-level commitment

    • Prospecting at the Next Level

    • Skillset Ranking Assessment (Fillable)

    • Systems Process Procedure (Fillable)

    • Pulled Planning - Goal-Setting (Fillable)

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

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

5 star rating

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,...

Read More

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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5 star rating

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...

Read More

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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5 star rating

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...

Read More

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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5 star rating

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...

Read More

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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star rating

5 star rating

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.

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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5 star rating

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...

Read More

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
5 star rating

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...

Read More

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.

Read Less
5 star rating

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...

Read More

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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5 star rating

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...

Read More

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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5 star rating

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...

Read More

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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5 star rating

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...

Read More

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.