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

    • Sphere of Influence (SOI) Referral Scripts Booklet

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

  • 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

    • Who Do I Know from These Industries worksheet

    • Who Do I Know from These Industries spreadsheet

  • 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

    • The Listing Consultation Script

    • Scripts for Listing Consultation Objections about Price

    • Objections about Finding a Home to Buy Before Listing

    • Urgency Objections

    • Overcoming Objections about Paying a Commission

    • 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

    • Client Appreciation Events Packet

  • 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

Hear what your peers think

Learn how they benefited from this course

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...

Read More

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...

Read More

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

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

Instructor

Like all Icenhower training courses, I created SOI: Building A Real Estate Agent's 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.