PROSPECT: The Real Estate Lead Generation Manual

by Brian Icenhower

Prospect for leads in your real estate business, and you’ll be developing a skill set that produces incredible results for selling your services. Some real estate agents are content to wait in their offices, hoping for potential sellers and buyers to pop in with a listing or an offer. The same agents end up wondering why their business is shrinking instead of expanding. Top real estate agents understand the importance of prospecting, and they get out in the community to generate the kinds of leads they know will pay off. Prospecting is an intentional activity – one that requires a strategic investment of your time. Random prospecting is almost as detrimental to your business as not prospecting at all. We teach you how to overcome your limiting beliefs and go where the clients are, and we’ll take you there one step at a time. Whether you just obtained your real estate license or you’re ready to breathe new life into your existing real estate practice, PROSPECT is the one book you must have as your guide. You will be expertly trained on the most tested and effective prospecting methods Circle Prospecting, Sphere of Influence, Expired Listings, For Sale By Owners, Previewing Properties, Door Knocking, Open Houses, and much more! This book presents you with not only the rationale for each strategy but also the scripts, documentation tools and planning ideas you need to hold yourself accountable and use your time efficiently. As a result, getting more leads, more listings, and more sales will earn you a position as a top-performer in the real estate industry. PROSPECT puts you in charge of the commission income that you generate.

470 pages, Paperback

Published December 26, 2018

About the author

Brian Icenhower is the CEO and Founder of Icenhower Coaching & Consulting (ICC), which provides customized coaching and training programs to many of the highest producing real estate agents, teams, and brokerage owners in North America. This progressive company also produces online courses, podcasts, training materials, speaking events, video modules, and real estate training books. ICC is one of the largest real estate coaching companies in the world with thousands of clients and a large team of the most accomplished coaches in the industry.

Brian Icenhower is also the creator of TheRealEstateTrainer.com, the world’s leading production training website for real estate agents with well over 100,000 subscribers. As a best-selling author, Brian Icenhower has written a large number of books on real estate topics like recruiting, prospecting, geographic farming, hiring talent, house flipping, real estate administrative systems, sales communication and behavior, building a sphere of influence, and coaching for business performance.

Brian Icenhower began his career in real estate as a top-producing real estate broker in the early 1990s until launching and operating a number of production-focused real estate offices in California and the Midwest United States. His implementation of extensive real estate productivity coaching, training, and recruiting programs has propelled these companies to be repeatedly recognized as some of the highest producing and fastest growing offices in North America by a number of major industry media sources.

Throughout his 30-year career in real estate, Brian Icenhower has also opened and operated various escrow and title companies, real estate licensing schools, property management companies, commercial real estate divisions, and mortgage companies. He also regularly serves as a keynote speaker and presenter for many of the largest real estate companies and organizations in the United States. As a result, Brian Icenhower has become one of the most recognized names and authorities in the real estate industry today.

Reviews

[Mrs Tee Booktique · Rating 5 out of 5]

Ready to go!

Great training material that is simple to implement. I am excited to improve and enhance my real estate career with this knowledge and exceed my potential. I am almost overwhelmed with all that I have learned but grateful to have so much to sort through.

[Holly · Rating 3 out of 5]

3 mixed stars. I have mixed feelings about this book. There is a lot of gold and good basic advice, especially for anyone new to real estate sales. There is also a lot of “too canned” info and focus on the real estate broker goals and not the buyer and seller goals. Also, the business changed a lot after 2020 and parts of this book feel really dated. Some of it appears to be an ad for the author’s coaching business.

[Elwin Kline · Rating 5 out of 5]

"It was amazing." - 5 out of 5 star rating.

For the declared topic and intended audience... doesn't get much better than this. This is an outstanding book on prospecting to say the least.

This brings back a lot of not-so-distant past nostalgia for me as a former Recruiter in the South-Central Texas area around the 2010 timeframe, where I lived this life for 3.5 years.

Leads, making appointments, engendering commitments, overcoming obstacles, maintaining a funnel, spheres of influence, canvassing, telephone prospecting, face 2 face, email campaigns, social media, etc. etc. etc. All of the topics covered with this book... "been there, done that."

This is a really awesome book though on all of the topics mentioned above. Brian Icenhower did an excellent job on the subjects within the discipline and he did in a way that was full of positive energy, loaded to the brim with live examples aka scripts to actually talk to the distant end, and ultimately just killed it.

Even if you already are familiar with the topics like myself, this is a good skill-check/refresher that you will not regret picking up.

If you are a Recruiter, marketer, sales rep, or better yet a Real Estate person - this is the book you are looking for.