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.

  • Audiobook

    Since real estate agents are always on the move, your training must be too. This course provides a professional downloadable audiobook.

Course curriculum

  • 1
    Get started here!
    • SOI eBook
    • SOI Audiobook
  • 2
    Module 1: Your book of business
  • 3
    Module 2: Who do you know?
    • Module 2: Who do you know?
    • Who Do You Know?
    • Who Do Know from These Industries?
    • SOI Member Contact Form
    • Script: Update Database & FB Direct Message
    • Quiz: Module 2
    • Action Steps
  • 4
    Module 3: Your SOI contact plan
    • Module 3: Your SOI contact plan
    • Your SOI Contact Plan: The communication bouquet
    • My SOI Contact Plan
    • Quiz: Module 3
    • Action Steps
  • 5
    Module 4: What's your number?
    • Module 4: What's your number?
    • Your SOI and Your Income
    • How Does Your SOI Measure Up?
    • Script: Update database & ask for referral
    • Quiz: Module 4
    • Action Steps
  • 6
    Module 5: Feed the machine
    • Module 5: Feed the machine
    • Feed the Machine: Growing your SOI
    • Script: Asking for referrals
    • Quiz: Module 5
    • Action Steps
  • 7
    Module 6: Your SOI means business
    • Module 6: Your SOI means business
    • Your SOI Means Business
    • Script: Vendors and referrals
    • Sample Preferred Vendor List
    • Quiz: Module 6
    • Action Steps
  • 8
    Module 7: The buyer lead conversion process
    • Module 7: The buyer lead conversion process
    • Part One: Buyers don't know what they don't know
    • Part Two: From contact to appointment
    • Part Three: Buyer and lender consultations
    • Part Four: Making things official
    • Script: Presenting the exclusive buyer agency agreement
    • Script: Handling objections to signing the buyer agency agreement
    • Script: MLS Auto-Prospecting
    • Buyer Questionnaire & Lead Sheet
    • Quiz: Module 7
    • Action Steps
  • 9
    Module 8: The seller lead conversion process
    • Module 8: The seller lead conversion process
    • Part One: Overcoming common objections
    • Part Two: Getting answers
    • Part Three: The pre-listing packet
    • Part Four: The kitchen table consultation
    • Seller Lead Sheet
    • Quiz: Module 8
    • Action Steps
  • 10
    Module 9: Do You Have the Time?
    • Module 9: Do you have the time?
    • Part One: Parkinson's Law and your priorities
    • Part Two: Taking it further
    • The Top-Producing Realtor's Daily Schedule
    • Sample Weekly Calendar
    • The Erase and Replace Rule
    • Graphic: The Eisenhower Decision Matrix
    • Quiz: Module 9
    • Action Steps
  • 11
    Module 10: Time to get social
    • Module 10: Time to get social
    • Time to Get Social
    • Quiz: Module 10
    • Action Steps
  • 12
    Module 11: Stay on track
    • Module 11: Stay on track
    • Stay on Track
    • Quiz: Module 11
    • Action Steps
  • 13
    Module 12: Client events
    • Module 12: Client events
    • Everyone Loves a Party
    • Quiz: Module 12
    • Action Steps
  • 14
    Module 13: Open houses
    • Module 13: Open houses
    • Open Houses
    • Script: Scheduling an open house
    • Script: Promoting your open house
    • Script: Security and insurance for open houses
    • Script: Follow-ups for potential buyers
    • Script: Follow-up and dialogue for neighbors and sellers
    • Quiz: Module 13
    • Action Steps
  • 15
    Module 14: Develop referrals from existing clients
    • Module 14: Develop referrals from existing clients
    • Develop Referrals from Existing Clients
    • Scripted Asks
    • Script: Past client follow-up
    • Quiz: Module 14
    • Action Steps
  • 16
    Module 15: Online reviews to build business
    • Module 15: Online reviews to build business
    • Online Reviews to Build Business
    • Five-Star Reviews Can Generate Leads!
    • Quiz: Module 15
    • Action Steps
  • 17
    Module 16: Previewing properties to get listings
    • Module 16: Previewing properties to get listings
    • Previewing Properties to Get Listings
    • Benefits of Previewing Property
    • Script: Door-knocking after previewing property
    • Quiz: Module 16
    • Action Steps
  • 18
    Module 17: MLS for Success
    • Module 17: MLS for Success
    • Using MLS Search Updates to Provide Client Value
    • Script: Neighborhood Auto Email Drip
    • Script: Geographic farming auto email drip
    • Script: Seller lead auto email drip
    • Script: Buyer auto prospecting search
    • Listing eAlert Campaign Promotional Ad (fillable) FREE PREVIEW
    • Quiz: Module 17
    • Action Steps
  • 19
    Post-Course Survey
    • Post-Course Survey
Watch Intro Video

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Immediate Takeaways

This course includes downloadable assets so you can immediately put what you learn into practice.

  • Scripts that help you incorporate friends, acquaintances, vendors and others into your SOI.

  • Forms & lists to streamline processes and document your SOI.

  • Sample worksheets, questionnaires, lead sheets, and seller sheets.

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

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

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Showcase Your Learning

After completing this course you'll be a Certified Referral Agent (CRA). Download the badge and add it to your LinkedIn profile or website, and print the certificate.
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Grow your SOI, Grow your Business

Whether you are an established real estate agent looking to grow your business, or a new real estate agent seeking to establish a book of business, this course can help you create the foundations that will lead to a prosperous future.
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Grow your SOI, Grow your Business