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!

    • Schedule a Coaching Call

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

  • 2

    Module 1: How to Create a Real Estate Sphere of Influence List

    • VIDEO: How to Create a Real Estate Sphere of Influence List

    • Workbook: How to Create a Real Estate Sphere of Influence List

    • Script: Update Database

    • SOI Member Contact Form (fillable)

    • Daily SOI Contact Form (fillable)

    • Who Do I Know From These Industries? (fillable)

    • Script: Update Database & Direct Message

    • QUIZ: Module 1 Part 1

    • QUIZ: Module 1 Part 2

    • Module 1 Action Steps

  • 3

    Module 2: Your SOI Contact Plan

    • VIDEO: Your SOI Contact Plan

    • Workbook: Your SOI Contact Plan

    • Sample Contact Plans

    • Sample Plan #1: The Basic

    • Sample Plan #2: Giving to Get

    • Sample Plan #3: Social Butterfly

    • Monthly Mailer Topics

    • QUIZ: Module 2

    • Module 2 Action Steps

  • 4

    Module 3: How to Grow Your SOI

    • VIDEO: How to Grow Your SOI

    • Workbook: How to Grow Your SOI

    • Script: Update Database & Ask for Referral

    • Script: Asking for Referrals

    • QUIZ: Module 3 Part 1

    • QUIZ: Module 3 Part 2

    • Module 3 Action Steps

  • 5

    Module 4: Time to Get Social

    • VIDEO: Time to Get Social

    • Workbook: Time to Get Social

    • Social Media Calendar STAY Strategy for Content

    • Script: Personal Facebook Direct Message

    • QUIZ: Module 4

    • Module 4 Action Steps

  • 6

    Module 5: Annual Property Analysis

    • VIDEO: Annual Property Analysis

    • Workbook: Annual Property Analysis

    • APA Neighborhood Analysis Worksheet

    • Script and Notes: Annual Property Analysis

    • Annual Property Analysis Presentation - PowerPoint and Canva Templates

    • Real Estate Agent Communication Skills: Creating Value and the FORD Questions

    • Annual Property Analysis (APA) Packet Template

    • Module 5 Action Steps

  • 7

    Module 6: Your SOI Means Business

    • VIDEO: Your SOI Means Business

    • Workbook: Your SOI Means Business

    • Who Do I Know From These Industries Worksheet

    • Who Do I Know From These Industries Spreadsheet

    • Script: Referral Business Partnership I

    • Script: Referral Business Partnership II

    • Script: Follow Up After Referring a Client to a Vendor

    • Script: To Contact SOI to Grow Vendor List

    • QUIZ: Module 6

    • Module 6 Action Steps

  • 8

    Module 7: Everyone Loves a Party

    • VIDEO: Everyone Loves a Party

    • Workbook: Everyone Loves a Party

    • Client Appreciation Events Packet

    • Client Event Contact Plan

    • QUIZ: Module 7

    • Module 7 Action Steps

  • 9

    Module 8: Listing E-Alert Updates

    • VIDEO: Listing E-Alert Updates

    • SOI Workbook - Listing E-Alert Updates

    • Listing E-Alert Campaign Promotional Ad (fillable)

    • Script: Neighborhood Listing E-Alert Email Drip

    • Script: Geographic Farming Listing E-Alert Email Drip

    • Script: Seller Lead Listing E-Alert Email Drip

    • Script: Buyer Lead Listing E-Alert Email Drip

    • QUIZ: Module 8

    • Module 8 Action Steps

  • 10

    Module 9: Develop Referrals From Existing Clients

    • VIDEO: Develop Referrals From Existing Clients

    • Workbook: Develop Referrals From Existing Clients

    • Script: Past Client Follow Up

    • Scripted Asks

    • Listing & Closing Checklists Excel Template

    • QUIZ: Module 9

    • Module 9 Action Steps

  • 11

    Module 10: Time Management & Tracking

    • VIDEO: Time Management & Tracking

    • Workbook: Time Management & Tracking

    • Eisenhower Decision Matrix

    • Daily Schedule for Realtors

    • Sample Weekly Calendar

    • ICC Team Dashboard - Excel Spreadsheet

    • The Erase and Replace Rule

    • Daily SOI Contact Form (fillable)

    • Lead Tracking (fillable)

    • SOI Member Contact Form (fillable)

    • QUIZ: Module 10 Part 1

    • QUIZ: Module 10 Part 2

    • Module 10 Action Steps

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 that help you incorporate friends, acquaintances, vendors and others into your SOI. SOI Referral Script Booklet, SOI Update Database Script, FB Direct Message Scripts, Update Database and Ask For Referral Script, Asking For Referrals Script, Vendors and Referrals Script, Presenting an Exclusive Buyers Agency Agreement Script, Handling Objections Scripts, and more.

  • FORMS AND LISTS to streamline processes and document your SOI. Daily Contact Form, SOI Member Contact Form, My SOI Contact Plan Form, Who Do I Know From These Industries Spreadsheet, Buyer Questionnaire and Lead Sheet, Seller Questionnaire and Lead Sheet, and more.

  • SAMPLE WORKSHEETS and questionnaires. Who Do I Know From These Industries Worksheet, How Does Your SOI Measure Up, and more.

  • QUIZ at the end of each module to promote retention of information and test your knowledge.

  • ACTION ITEMS at the end of each module to push you forward in your business and apply what you just learned.

  • 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!

Reviews

5 star rating

Outstanding Course

Sanford Brown

This course was outstanding in my view. A lot of very good information, often found in many pieces or taught in various bits and pieces here and there with ...

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This course was outstanding in my view. A lot of very good information, often found in many pieces or taught in various bits and pieces here and there with not the greatest success. The systematic approach to this is excellent, creating a pathway and road map, step by step to a powerful plan for all real estate professionals business. It should be part of every agents arsenal. The breadth of the information is wonderful, the videos very clear, crisp and easy to follow. The clarity of presentation and the supporting documentation pieces and PDFs outstanding. Worth every minute of time invested.

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5 star rating

Extremely thorough course!!!

Steve D

This extremely thorough course provides real estate agents with all of the systems, scripts, and tools that they could ever need to build a largely referral-...

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This extremely thorough course provides real estate agents with all of the systems, scripts, and tools that they could ever need to build a largely referral-based business. It's not surprising that these are the very same methods used by ICC's high producing coaching clients across the country.

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5 star rating

My SOI is everything now

Sahajan Mohammad

I have to be honest: before I discovered this course, I had no concept of what a Sphere of Influence is. Once I completed the SOI Online Course, I immediatel...

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I have to be honest: before I discovered this course, I had no concept of what a Sphere of Influence is. Once I completed the SOI Online Course, I immediately ramped up my engagement with my friends and family, and within a week, I had a listing appointment booked!

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5 star rating

Best course I have found online!

Michael G

Since we started requiring our new agents to complete the SOI Online Course, our referral-based leads and conversions have gone through the roof! New agents ...

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Since we started requiring our new agents to complete the SOI Online Course, our referral-based leads and conversions have gone through the roof! New agents are finding immediate success. We had no real formal training prior to finding this course. We buy it for every agent now and it's well worth the money.

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5 star rating

We use this course as mandatory onboarding training!

Mitch B

Our real estate team sells over 1,500 homes per year, and we use this course as mandatory onboarding training for every agent that joins our team. The syste...

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Our real estate team sells over 1,500 homes per year, and we use this course as mandatory onboarding training for every agent that joins our team. The systems and processes contained in this course are a big reason why 75% of our team's business comes from our agents' spheres of influence. A huge thank you to Brian Icenhower and ICC for putting this important course together is such an effective way.

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5 star rating

highly recommend this course!

Robert R

A fellow agent in another market let me borrow his copy of the SOI ebook. I am more of a visual learner, so I purchased the online course. In just a couple o...

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A fellow agent in another market let me borrow his copy of the SOI ebook. I am more of a visual learner, so I purchased the online course. In just a couple of weeks, I received a referral from a recent client, which easily covered the costs of the course, and left plenty over for a nice, tidy profit.

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5 star rating

I have a system for my SOI now!

Allan B

Before taking the SOI Course, I would get some repeat or referral business but it never occurred to me that past clients needed to be reminded constantly! By...

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Before taking the SOI Course, I would get some repeat or referral business but it never occurred to me that past clients needed to be reminded constantly! By following the straightforward scripts, tools, and tactics discussed in this online course, I was able to earn two referrals, one buyer, and one seller. The cost of the course was well worth it, and I’m excited to put some of that time and energy into other online courses.

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5 star rating

Best decision I made this year

Keith Bennett

Shortly after I completed my license exam, I asked my instructor about online courses that can help me get my career started. She recommended The Real Estate...

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Shortly after I completed my license exam, I asked my instructor about online courses that can help me get my career started. She recommended The Real Estate Trainer, and the first class that caught my eye was the SOI Online Course. Thanks to this comprehensive course, I now possess the tools to leverage my connections within the community to generate new leads, and get my real estate career started on the right foot! I wish I had started building my database a year ago!

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5 star rating

This course is enormous!

Nancy P

Truly the most complete training system for agents that want to build their business by referral and grow relationships with a large clientele of people they...

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Truly the most complete training system for agents that want to build their business by referral and grow relationships with a large clientele of people they know. I never knew that there were so many different methods and strategies for building a book of business!

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5 star rating

increased our sales by 20% in 6 months

Matthew Cooper

When I first heard about a Sphere of Influence, I just figured it meant reaching out to my Facebook friends and friends in real life. However, after completi...

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When I first heard about a Sphere of Influence, I just figured it meant reaching out to my Facebook friends and friends in real life. However, after completing the SOI online course, I discovered that there is so much more to obtaining referral-based leads! In just six months, referrals now account for nearly HALF of our total volume and have increased our sales by 20%. I made an entirely new goal for this year. The SOI course has been one of the best investments for our agents.

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5 star rating

Strengthens the foundations of your business!

Mike Pashai

The most important thing I learned from the SOI Online Course is while there are plenty of great ways to generate leads and new business, referral-based busi...

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The most important thing I learned from the SOI Online Course is while there are plenty of great ways to generate leads and new business, referral-based business is one of the most reliable options. If you want to learn more about improving the number of referrals you receive, this course is perfect for you.

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5 star rating

SOI Start Plan

Chris Chin

Simple and effective.

Simple and effective.

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

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

Brian Icenhower

Instructor

Like all Icenhower training courses, I created SOI: Building A Referral-Based Sphere of Influence for those real estate agents wanting to move from a mere real estate practice to a systematized real estate business with the control and mastery of your results. 

You are not an "average agent", so you need to employ the tried and tested ways of the nation’s Top Producers for always having an abundance of prospective buyers and sellers lined up — people who know who you are by name and "brand", who come to you first to list their property or to show them their next new one. 

Regardless of your specialty, location or client base, we’ll show you how to systematize your approach to SOI: Building A Real Estate Agent's Sphere of Influence and employ the tried and tested way of taking back control — or grabbing it perhaps for the first time — of your ability to generate a predictable number of Closed Transactions month after month. 

We’ll show you step-by-step how to grow your results year after year, and do it with no gaps in productivity or slumps in transaction activity, as you approach your business’s SOI Referral Database like a master.


Get Certified

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.

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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