The Brian Icenhower Podcast

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Episodes

This is not your average real estate podcast. Brian Icenhower isn’t afraid to tell it exactly as it is — no fluff, no nonsense. Listen in as Brian discusses key real estate industry trends, shares proven success strategies and systems, and reveals the tactics and tools top producing real estate agents use to fuel their growth. Real estate executive, speaker, best selling author, and real estate industry thought leader, Brian Icenhower is the founder of Icenhower Coaching & Consulting, a coaching program that includes production training courses, systems, and resources for real estate agents, as well as custom training platform solutions for teams and brokerages.

Episodes

Monday Dec 11, 2017

Episode 13 - How to Hire Real Estate Agents Slowly & Selectively

Monday Dec 11, 2017

If you’ve been in the business a while, you know how hiring the right person is crucial to growing your real estate business. Bringing on the wrong person costs serious time and money, two things growing business don’t have in spades. It doesn’t matter which role you want to fill: a back-office admin role or a sales agent, both deserve due care if they’re going to be a team member.

Our advice? Hire real estate agents slowly and selectively.

On this episode of the Real Estate Trainer podcast, we talk to top-producing real estate agent Sean Moore about his hiring strategies. Sean sells around 169 homes a year and averages $40M in annual sales volume. As he’s grown his team, he’s learned the value of taking his time through the real estate agent hiring process, even if the new team member is sorely needed.

Covering the job description and role responsibilities with the potential hire isn’t enough. The right person must fit the team culture and values. Sean and Brian discuss identifying behavior profiles, how to review resumes and phone screen prospects, and the face-to-face interviewing process.

Nothing in the process is rushed; if the right real estate agent isn’t found, it’s okay to return to the beginning. It goes back to this lesson: Hire Slow and Fire Fast.

See the complete funnel Sean and Brian refer to on our blog.

Watch the Video Here: https://www.youtube.com/watch?v=fzgzDa_7S3Q

Read more about this interview here: http://therealestatetrainer.com/2017/11/27/hire-real-estate-agents/

Check out Brian’s online courses here: https://courses.therealestatetrainer.com/

For free materials, great educational resources and more information about our Coaching Programs, visit TheRealEstateTrainer.com.

Where You Can Find Us:

Website: http://www.therealestatetrainer.com/
Facebook: https://www.facebook.com/TheRETrainer/
Twitter: https://twitter.com/bicenhower
YouTube: https://www.youtube.com/user/brianicenhower/
Pinterest: https://pinterest.com/realestatetrainericc/

About us: Brian Icenhower is the Founder & President of Icenhower Coaching & Consulting (ICC), which offers structured real estate coaching programs designed to fit the specific needs of real estate agents and brokers seeking to increase their business income while maintaining a balanced lives. Icenhower Coaching & Consulting powers TheRealEstateTrainer.com, the world’s leading production training website for real estate agents, which offers free real estate training materials. Icenhower Coaching and Consulting has turned the techniques Brian uses to coach many of North America's top producing agents and teams into a number of books, online courses, and premium digital products. Visit https://www.therealestatetrainer.com/ to learn more.

Sunday Dec 10, 2017

Episode 12 - Real Estate Agent Onboarding

Sunday Dec 10, 2017

Getting new sales agents up and running as quickly as possible is a challenge for real estate teams. Having a real estate agent onboarding process helps them close their first successful sale quickly, building their confidence in you and vice versa.

Unfortunately, we hear all the time that onboarding with a new real estate team was difficult, or that a process simply didn’t exist. Without a proper real estate agent onboarding process, the team risks losing the new agent. If they do stay, they become more dependent on the team to build their business and never learn how to drum up new sales. Without independence, the real estate agents will struggle to meet production standards.

Today, we talk with top-producing agent Robyn Graham about the buyer’s agent onboarding process that has helped her team sell 100 homes a year with over $25 million in total sales volume. Robyn implements a real estate agent onboarding process that teaches new agents how to prospect and convert new leads from day one.

Robyn’s system gives the new agents time to learn the ropes of prospecting and nurturing as an inside sales agent (ISA) and showing assistant. They benefit from time shadowing experienced buyer’s agents through the consultation appointments to contract negotiations. By the time the new agents graduate from Robyn’s program, they are well-equipped to successfully run and grow their real estate business.

Hear from Robyn and Brian about the importance of a real estate agent onboarding process. More new employee information is found on our blog.

Watch the Video Here: https://www.youtube.com/watch?v=r02gBD45h8k

Read more about this interview here: http://therealestatetrainer.com/2017/11/27/real-estate-agent-onboarding/

Check out Brian’s online courses here: https://courses.therealestatetrainer.com/

For free materials, great educational resources and more information about our Coaching Programs, visit TheRealEstateTrainer.com.

Where You Can Find Us:

Website: http://www.therealestatetrainer.com/
Facebook: https://www.facebook.com/TheRETrainer/
Twitter: https://twitter.com/bicenhower
YouTube: https://www.youtube.com/user/brianicenhower/
Pinterest: https://pinterest.com/realestatetrainericc/<

Saturday Dec 09, 2017

Episode 11 - Scripts Role Play from a Real Estate Coach's Perspective

Saturday Dec 09, 2017

Role playing isn’t a technique limited to improv comics. Before applying scripts to your calls, a real estate scripts role play session prepares professionals to deliver their best self.

On this episode of the Real Estate Trainer podcast, Brian Icenhower interviews ICC Coach Apple Corial about real estate scripts and role playing. Apple sells over 100 homes per year, in a large part due to her use of scripts, preparation through role play, and other prospecting best practices.

Listeners learn from Apple and Brian how scripts increase a real estate agent’s performance. For this example, they use a Welcome Script and talk about how a role play practice schedule makes training more efficient and effective. By the end of the podcast, you’ll be armed with best practices for practice and delivery.

Learn why it’s important to role play scripts with others and techniques to speed up script memorization. No one wants to come across as rehearsed and robotic when talking with a prospect. Apple provides tips to apply during a scripts role play to make your delivery sound natural. They’ll cover how role playing prepares you for prospect curveballs and to change direction without missing a beat.

To get a free copy of the full scripts role play schedule or to access the role playing best practices shared by Apple and Brian, visit our blog.

Watch the Video Here: https://www.youtube.com/watch?v=HJ2w9mBSOEs

Read more about this interview here: http://therealestatetrainer.com/2017/11/23/scripts-role-play/

Check out Brian’s online courses here: https://courses.therealestatetrainer.com/

For free materials, great educational resources and more information about our Coaching Programs, visit TheRealEstateTrainer.com.

Where You Can Find Us:

Website: http://www.therealestatetrainer.com/
Facebook: https://www.facebook.com/TheRETrainer/
Twitter: https://twitter.com/bicenhower
YouTube: https://www.youtube.com/user/brianicenhower/
Pinterest: https://pinterest.com/realestatetrainericc/

Friday Dec 08, 2017

Episode 10 - Real Estate Lead Nurturing Techniques

Friday Dec 08, 2017

Real estate lead nurturing is an art form requiring dedication to follow-up, savvy people skills to tease details, and the right messaging at the right time.

The beginning is the most challenging time nurturing real estate leads. Buyers aren’t interested in being “sold” a real estate agent and often claim to be “just looking.” Therein lies a real estate agent’s strategic advantage, as novice real estate agent Melissa Tashjian learned.

In this episode of the Real Estate Trainer podcast, Melissa and Brian talk about how she closed 35 properties in her first year as a real estate agent. Armed with the right lead nurturing strategies, she found a way to add value to potential home buyers early in her communications.

Listen to the scripts and methods that helped Melissa perfect real estate lead nurturing and follow-up. By offering to help her potential home buyer leads to search more effectively, she built a relationship that eventually allowed her to meet in person and land the client.

To help with your real estate lead nurturing, Brian and Melissa cover sorting leads into home buyer categories and applying the appropriate scripts. The right messaging builds rapport with the potential buyer.

Watch the Video Here: https://www.youtube.com/watch?v=dE0I8cHqBEk

Read more about this interview here: http://therealestatetrainer.com/2017/11/22/real-estate-lead-nurturing/

Check out Brian’s latest book FARM: The Real Estate Agent's Ultimate Guide to Farming Neighborhoods. Get it on Amazon today: http://a.co/aDYFf9b

For more information about our Coaching Programs, visit www.TheRealEstateTrainer.com.

Where You Can Find Us:

Website: http://www.therealestatetrainer.com/
Facebook: https://www.facebook.com/TheRETrainer/
Twitter: https://twitter.com/bicenhower
YouTube: https://www.youtube.com/user/brianicenhower/
Pinterest: https://pinterest.com/realestatetrainericc/

Thursday Dec 07, 2017

Episode 09 - Real Estate Flipping - How Diego Espinoza Sells 240 Homes & Flips 120 Houses a Year

Thursday Dec 07, 2017

Real estate flipping diversifies a real estate professional’s income stream. Real estate agents are ideally positioned to finding fix-and-flip opportunities, building relationships with contractors, and marketing the properties.

If you’re considering real estate flipping, you’re not alone. Many top producing agents rehabilitate and sell properties at a very high level.

REALTOR Magazine 30 Under 30 Winner Diego Espinoza is one of those people. In this episode, Brian picks Diego’s mind about real estate flipping and managing a real estate sales team. Diego found having the proper people in place to manage the workflow crucial to successfully building a real estate flipping business.

Listeners will learn how Diego structured his team to sell 240 homes and fix-and-flip 120 houses a year, all by age 28.

If you are considering adding property rehabilitation to your services or transitioning completely to a fix-and-flip business, you’ll want to hear from Diego. The right organizational structure can make or break your enterprise.

Watch the Video Here: https://www.youtube.com/watch?v=-cVyNARTnG4

Read more about this interview here: http://therealestatetrainer.com/2017/11/27/real-estate-flipping-team-structure/

Check out Brian’s latest book FARM: The Real Estate Agent's Ultimate Guide to Farming Neighborhoods. Get it on Amazon today: http://a.co/aDYFf9b

For more information about our Coaching Programs, visit www.TheRealEstateTrainer.com.

Where You Can Find Us:

Website: http://www.therealestatetrainer.com/
Facebook: https://www.facebook.com/TheRETrainer/
Twitter: https://twitter.com/bicenhower
YouTube: https://www.youtube.com/user/brianicenhower/
Pinterest: https://pinterest.com/realestatetrainericc/

Wednesday Dec 06, 2017

Episode 08 - Luxury Real Estate Marketing Tips from Central Californias Top Luxury Agent

Wednesday Dec 06, 2017

Episode 08:

Luxury real estate marketing is about adding value to clients over time.

Luxury homeowners know their property is an investment. They tend to stay aware of neighborhood sales activity and market fluctuations, especially as they decide to buy or sell. Landing these homeowners as a real estate client depends on proving you deliver real value and building a relationship over time.

Learn luxury real estate marketing tips as Brian interviews real estate agent Jillian Bos, Central California’s top luxury agent. Jillian was named one of Realtor Magazines “30 Under 30” finalists in 2013. She leads the top team in Tulare County, specializing in the Visalia and Tulare markets.

Listeners gain insights into the marketing strategies she uses to gain market penetration and increase sales in upmarket neighborhoods.

For luxury real estate marketing, part of Jillian’s strategy to add value and build a relationship includes a neighborhood update tool. She shares a Luxury Real Estate Marketing Listing Alert Script she uses to promote this tool. Find the transcript on the blog.

Watch the Video Here: https://www.youtube.com/watch?v=HPdiYgJI2Dk

Read more about this interview here: http://therealestatetrainer.com/2017/11/22/luxury-real-estate-marketing-techniques/

Check out Brian’s latest book FARM: The Real Estate Agent's Ultimate Guide to Farming Neighborhoods. Get it on Amazon today: http://a.co/aDYFf9b

For more information about our Coaching Programs, visit TheRealEstateTrainer.com.

Where You Can Find Us:

Website: http://www.therealestatetrainer.com/
Facebook: https://www.facebook.com/TheRETrainer/
Twitter: https://twitter.com/bicenhower
YouTube: https://www.youtube.com/user/brianicenhower/
Pinterest: https://pinterest.com/realestatetrainericc/

Monday Nov 20, 2017

Episode 07 - Real Estate Internet Lead Scripts - Converting Leads to Appointments

Monday Nov 20, 2017

Traditionally, real estate signs have been a way for buyers find contact information for real estate agents. Today more homebuyers rely on the Internet to research and find prospective properties. This means many buyers contact real estate agents after viewing a home online.

The most successful real estate professionals have perfected the art of capturing inbound buyer interest originating from the internet and signs. The good news is you can use the same scripts, regardless of where the buyer found your information.

In today’s episode, Brian Icenhower interviews Lead Buyer Specialist Shelly Koenigsfeld. She closes over 70 buyer-side deals a year by using tailored real estate internet lead scripts. You’ll hear from Shelly exactly what she says to convert buyers.

Key takeaways from Shelly on real estate internet lead scripts include:

How to keep prospective buyers on the phone
What you need to do immediately after making a statement
The steps to securing the buyer consultation appointment

By the end, listeners will understand how real estate internet lead scripts help real estate agents land more business. Paired with our free example Buyer Lead Sheet, real estate agents gain more expertise asking the right questions to assess buyer needs and motivation.

Watch the video here: https://www.youtube.com/watch?v=nI7zwiGlACA&t=2s

Check out Brian’s online courses here: https://courses.therealestatetrainer.com/

For free materials, great educational resources and more information about our Coaching Programs, visit TheRealEstateTrainer.com.

Where You Can Find Us:

Website: http://www.therealestatetrainer.com/
Facebook: https://www.facebook.com/TheRETrainer/
Twitter: https://twitter.com/bicenhower
YouTube: https://www.youtube.com/user/brianicenhower/
Pinterest: https://pinterest.com/realestatetrainericc/

Monday Nov 06, 2017

Episode 06 - FSBO Objections over Paying a Commission

Monday Nov 06, 2017

The most common reason why a homeowner chooses to For Sale By Owner is they don’t want to pay the real estate agent commission. They believe not paying commission saves them money.

With the right preparation and practice, real estate professionals can overcome FSBO objections to paying a commission and win their listing.

In this podcast, Brian Icenhower offers an example script real estate agents can use for speaking with For Sale By Owner homeowners. This particular script targets the FSBO belief that they will save money by not listing with a real estate agent. As you’ll hear, the goal of the FSBO script is to acknowledge their objections and land a listing appointment.

Brian goes onto explain why it’s important to not explain a real estate agent’s value over the phone. Instead, it’s best to tackle FSBO objections overpaying commission during the face-to-face consultation. With a little magic, real estate agents will convince homeowners that they will fully earn their home’s value and be worth the commission.

To see the transcript of for this FSBO script for telephone prospecting, visit the blog.

Watch the video here: https://www.youtube.com/watch?v=cmwjV85zmiU&t=1s

Check out Brian’s online courses here: https://courses.therealestatetrainer.com/

For free materials, great educational resources and more information about our Coaching Programs, visit TheRealEstateTrainer.com.

Where You Can Find Us:

Website: http://www.therealestatetrainer.com/
Facebook: https://www.facebook.com/TheRETrainer/
Twitter: https://twitter.com/bicenhower
YouTube: https://www.youtube.com/user/brianicenhower/
Pinterest: https://pinterest.com/realestatetrainericc/

Monday Oct 30, 2017

Episode 05 - FSBO Scripts to Convert For Sale By Owner Listing Appointments

Monday Oct 30, 2017

For Sale by Owner listings offer a way for real estate agents to gain quality leads. FSBOs are excellent leads for real estate professionals because they’ve shown they want to sell. Many of these homeowners do not have success selling the home on their own and decide to list with a real estate professional.

In this episode, meet a panel of top-producing agents: Apple Corial, Simon Guy, and Austin Hartman. Brian's panel discusses the methods and scripts they use to win over FSBO clients.

Before you can land a For Sale by Owners, you’ve got to find them and their contact information. The panelists share their go-to source for FSBO, plus brainstorm some alternative places. All participants agree the purpose of the first phone contact is not to sell the value of a real estate agent, but to gain the listing appointment.

To win over an FSBO, you’ll need to build a relationship. Having a ready-to-go script for the listing appointment can help real estate agents convert FSBOs from prospect to client.

Our panelists role-play the FSBO scripts they use to convince homeowners to list with them. The panelists pretend to be a range of callers, from the frustrated homeowner who’s been swamped with agent calls to someone more open to the idea of listing with an agent.

The panelists demonstrate different tactics in the FSBO scripts all with the end goal of landing the listing appointment. Listen and learn:

How to keep the FSBO homeowner engaged on the call
Ways to handle homeowner objections
New approaches to land the FSBO listing appointment

Watch the video here: https://www.youtube.com/watch?v=Hz2zk5zUQCk&t=13s

Check out Brian’s online courses here: https://courses.therealestatetrainer.com/
For free materials, great educational resources and more information about our Coaching Programs, visit TheRealEstateTrainer.com.

Where You Can Find Us:
Website: https://www.therealestatetrainer.com/
Facebook: https://www.facebook.com/TheRETrainer/
Twitter: https://twitter.com/bicenhower
YouTube: https://www.youtube.com/user/brianicenhower/
Pinterest: https://pinterest.com/realestatetrainericc/

About us: Brian Icenhower is the Founder & President of Icenhower Coaching & Consulting (ICC), which offers structured real estate coaching programs designed to fit the specific needs of real estate agents and brokers seeking to increase their business income while maintaining a balanced lives. Icenhower Coaching & Consulting powers TheRealEstateTrainer.com, the world’s leading production training website for real estate agents, which offers free real estate training materials. Icenhower Coaching and Consulting has turned the techniques Brian uses to coach many of North America's top producing agents and teams into a number of books, online courses, and premium digital products. Visit https://www.therealestatetrainer.com/ to learn more.

Monday Oct 30, 2017

Episode 04 - The Business To Business Marketing Program for Real Estate Agents

Monday Oct 30, 2017

On this episode, top real estate agent Jennie Wolek reveals the components of her Business to Business Marketing Program she uses to build her sphere of influence and sell 150 homes a year.

Watch the video here: https://www.youtube.com/watch?v=t0Q7AUfVRnc

Check out Brian’s latest book FARM: The Real Estate Agent's Ultimate Guide to Farming Neighborhoods. Get it on Amazon today: http://a.co/aDYFf9b

For more information about our Coaching Programs, visit TheRealEstateTrainer.com.

Where You Can Find Us:

Website: http://www.therealestatetrainer.com/
Facebook: https://www.facebook.com/TheRETrainer/
Twitter: https://twitter.com/bicenhower
YouTube: https://www.youtube.com/user/brianicenhower/