In this episode of The Brian Icenhower Podcast, we dive into one of the biggest growth challenges for real estate agents and teams: choosing between hiring a transaction coordinator (TC) and an administrative assistant. While many agents lean toward TCs because the cost comes directly from closings, Brian explains why top-producing agents and large teams invest in admin support instead—and how that decision fuels long-term growth. You’ll learn: The key differences between a transaction coordinator and a true admin. Why admins don’t just save you time—they generate more revenue and elevate client service. The four major roles admins can play: listing manager, transaction coordinator, marketing director, and administrative manager. How to train and layer responsibilities as your business scales. Why relying solely on TCs can hold your team back, while admin systems create scalability and better client experiences. If you’re serious about building a business that runs smoothly and grows beyond your personal production, this conversation will give you a clear roadmap for leveraging admin support to take your team to the next level.   Book a FREE coaching call:http://CoachCallFree.com Enroll in our online courses:http://www.IcenhowerInstitute.com Sign up for coaching:http://www.IcenhowerCoaching.com Sign up for an Agent Management Portal:http://AgentManagementPortal.com Join the fastest growing Facebook Group for Top Producers:https://www.facebook.com/groups/REagentRoundTable

In this episode of The Brian Icenhower Podcast, Brian breaks down how brokers manage agents in a slow market — the emotional, financial, and leadership challenges that surface when business slows down. Learn how to recognize when your agents are slipping into “lateral move” mode, how to stop reactionary decisions before they spread, and how to lead your team with focus, empathy, and consistency through seasonal downturns. Brian shares why October marks the start of recruiting season, how to prevent negativity from spreading in your office, and how emotionally intelligent leadership helps you retain agents, rebuild focus, and prepare for the next wave of growth. You’ll Learn: How to identify emotional burnout in your agents Why lateral moves happen — and how to prevent them What top brokers do differently during slow markets How to have tough but transformational conversations How focus and accountability sustain long-term success 📈 Don’t just survive the slowdown — lead through it.Subscribe to The Brian Icenhower Podcast for weekly real estate leadership, management, and growth strategies.   Book a FREE coaching call:http://CoachCallFree.com Enroll in our online courses:http://www.IcenhowerInstitute.com Sign up for coaching:http://www.IcenhowerCoaching.com Sign up for an Agent Management Portal:http://AgentManagementPortal.com Join the fastest growing Facebook Group for Top Producers:https://www.facebook.com/groups/REagentRoundTable

In this episode of the Brian Icenhower Podcast, we explore how real estate agents and teams can turn longer listing periods into powerful lead generation opportunities by running open houses the right way. Brian Icenhower explains why every listing should have at least two open houses—ideally in the first two weeks of hitting the market—and how top teams leverage this system not just to sell homes, but to generate more listings, build their database, and establish a reputation for hustle and professionalism. You’ll learn: ✅ Why open houses are most effective during the “Miracle Month” (first 30 days on market) ✅ How to set team-wide standards (2 open houses per listing) and track them with dashboards ✅ Why proactive admin support is critical to maximizing open house coverage ✅ Conversion strategies that turn open house visitors into listing eAlert subscribers ✅ How to use open houses to attract sellers, not just buyers ✅ Scripts, systems, and client service approaches that separate top producers from casual agents Brian also shares how open houses fuel lead generation, team accountability, and market dominance, especially in spring and summer when traffic is high. With the right systems in place, every listing becomes a magnet for more opportunities. 👉 Want to implement these systems on your team? Explore our Open Houses & SOI Training Courses and learn the step-by-step processes top teams use to make every listing generate more business: https://therealestatetrainer.com/icenhower-institute/   Book a FREE coaching call:http://CoachCallFree.com Enroll in our online courses:http://www.IcenhowerInstitute.com Sign up for coaching:http://www.IcenhowerCoaching.com Sign up for an Agent Management Portal:http://AgentManagementPortal.com Join the fastest growing Facebook Group for Top Producers:https://www.facebook.com/groups/REagentRoundTable

In this episode of the Brian Icenhower Podcast, we tackle a tough but essential leadership skill: how to exit real estate agents from your brokerage or team. Every year during moving seasons, agents evaluate their businesses and some decide to leave—often blaming leadership instead of addressing their own habits. How you handle those departures will shape your reputation, culture, and ability to grow. Brian Icenhower and ICT coach Nick Baldwin break down why exiting agents gracefully is just as important as recruiting them in the first place. They explain how the wrong response—anger, bitterness, or subtle digs—can damage your leadership credibility and poison your reputation in the community. On the flip side, handling exits with grace, professionalism, and servant leadership not only protects your brand but often leads to agents returning later. You’ll learn: ✅ Why agents leave and why it’s rarely about commission splits or culture ✅ The dangers of “brokers behaving badly” and spreading drama ✅ What not to say when agents move on—and how to avoid creating “bulletin board material” ✅ Why half of all exiting agents will return if you exit them gracefully ✅ Practical strategies for transferring listings, handling pendings, and avoiding punitive policies ✅ How proactive, gracious behavior can turn exits into recruiting opportunities Leadership isn’t tested when agents join—it’s tested when they leave. Learn how to maintain respect, protect your brand, and keep your organization thriving even when agents move on. 👉 Ready to strengthen your leadership skills? Explore our Broker & Team Leader Coaching Programs and learn the proven systems top leaders use to grow, retain, and inspire their agents: https://therealestatetrainer.com/real-estate-coaching-programs/   Book a FREE coaching call:http://CoachCallFree.com Enroll in our online courses:http://www.IcenhowerInstitute.com Sign up for coaching:http://www.IcenhowerCoaching.com Sign up for an Agent Management Portal:http://AgentManagementPortal.com Join the fastest growing Facebook Group for Top Producers:https://www.facebook.com/groups/REagentRoundTable

In this episode of the Brian Icenhower Podcast, we dive into one of the most critical adjustments agents must make in a shifting market: managing longer listing periods. As more markets trend toward buyer’s territory, listings are sitting on the market longer than most agents and sellers are used to. Brian Icenhower introduces the concept of the “Magic Month”—the first 30 days when a listing receives the highest online exposure. He explains why conservative pricing and strong marketing in this window are crucial for generating multiple offers and securing the best terms for your sellers. You’ll learn: ✅ Why agents don’t sell homes—they expose them ✅ How to track and share online listing views (MLS, Zillow, Realtor.com, Homes.com) with clients ✅ The importance of weekly seller updates from your admin team ✅ How to set upfront expectations to avoid “Why isn’t my home selling?” calls ✅ When to recommend price reductions using proven showing guidelines Brian also shares why proactive client communication is the difference between smooth transactions and stressful ones. By sending consistent weekly reports and setting proper expectations, you won’t need to talk sellers into price reductions—they’ll call you first when the data proves it’s time. 👉 Want the systems top-performing teams use? Explore our Admin & Listing Manager training courses to learn how to prevent problems before they happen and deliver true white-glove service to your clients: https://therealestatetrainer.com/icenhower-institute/   Book a FREE coaching call:http://CoachCallFree.com Enroll in our online courses:http://www.IcenhowerInstitute.com Sign up for coaching:http://www.IcenhowerCoaching.com Sign up for an Agent Management Portal:http://AgentManagementPortal.com Join the fastest growing Facebook Group for Top Producers:https://www.facebook.com/groups/REagentRoundTable

In today’s episode of the Brian Icenhower Podcast, we tackle one of the most pressing issues in today’s shifting real estate market: longer listing periods. As inventory grows and some areas edge into buyer’s market territory, listings are sitting on the market longer than many agents—or their sellers—are used to. Brian Icenhower breaks down the two critical factors every agent must understand: Price or Patience. He explains how agents can set the right expectations with sellers upfront, proactively prove property exposure through weekly reporting, and avoid the reactive “Why isn’t my home selling?” conversations that frustrate clients and drain your energy. You’ll learn: ✅ Why agents don’t “sell” homes—they expose them ✅ How to use online views (MLS, Zillow, Realtor.com) to demonstrate marketing exposure ✅ The “Miracle Month” concept and how to explain it in your listing presentations ✅ When it’s a pricing problem vs. when it’s a patience problem ✅ How admin and listing managers prevent service issues before they start Whether you’re a solo agent, team leader, or broker-owner, this episode will help you shift your mindset and systems to thrive in markets with extended listing periods. 👉 Ready to upgrade your systems? Explore our Admin & Listing Manager training courses to build the processes that keep your sellers happy and your business thriving. Go to https://therealestatetrainer.com/icenhower-institute/   Book a FREE coaching call:http://CoachCallFree.com Enroll in our online courses:http://www.IcenhowerInstitute.com Sign up for coaching:http://www.IcenhowerCoaching.com Sign up for an Agent Management Portal:http://AgentManagementPortal.com Join the fastest growing Facebook Group for Top Producers:https://www.facebook.com/groups/REagentRoundTable

In this episode of the Icenhower Coaching Podcast, Brian Icenhower reveals the proven strategies top-performing real estate agents use when pricing listings in a slow market. As inventory rises and buyer urgency softens, many listings are sitting longer—and overpriced homes are going stale fast. Brian shares why conservative pricing is no longer optional, how to lead sellers with data and motivation-based conversations, and what to do when clients resist realistic pricing. You’ll learn: Why the first 30 days on market are critical How to avoid expired listings with smart, proactive pricing How to position yourself as a trusted advisor, not just a salesperson The best way to use comparative market analysis (CMA) and inventory stats How to help sellers understand their motivation and the buy-sell wash Whether you're a solo agent, real estate team leader, or brokerage owner, this episode is packed with actionable insights on pricing listings in a slow market that will help you retain trust, close more sales, and stand out as a true professional. 📌 Learn more about real estate coaching and training at: https://therealestatetrainer.com   Book a FREE coaching call:http://CoachCallFree.com Enroll in our online courses:http://www.IcenhowerInstitute.com Sign up for coaching:http://www.IcenhowerCoaching.com Sign up for an Agent Management Portal:http://AgentManagementPortal.com Join the fastest growing Facebook Group for Top Producers:https://www.facebook.com/groups/REagentRoundTable

Learn how to create a real estate vendor program to increase client referrals from other business professionals.   Book a FREE coaching call:http://CoachCallFree.com Enroll in our online courses:http://www.IcenhowerInstitute.com Sign up for coaching:http://www.IcenhowerCoaching.com Sign up for an Agent Management Portal:http://AgentManagementPortal.com Join the fastest growing Facebook Group for Top Producers:https://www.facebook.com/groups/REagentRoundTable

In this episode, Brian Icenhower shares a powerful Listing Presentation Script to Set Expectations that helps real estate agents, team leaders, and brokers guide sellers through slow markets with confidence. Learn how to use MLS data to visually demonstrate why pricing matters, set realistic expectations, and avoid difficult conversations down the road. You’ll discover: The one tool that changes every listing appointment How to show—not just tell—your value to sellers Why pricing conservatively wins in today’s market How to revisit pricing and views after 30 days What most sellers misunderstand about the agent’s role This script isn’t just about talking points—it’s a strategy to build trust, gain influence, and get listings sold when homes are taking longer to move. 🧠 For real estate professionals ready to level up in today’s market, this episode is a must-listen.   Book a FREE coaching call:http://CoachCallFree.com Enroll in our online courses:http://www.IcenhowerInstitute.com Sign up for coaching:http://www.IcenhowerCoaching.com Sign up for an Agent Management Portal:http://AgentManagementPortal.com Join the fastest growing Facebook Group for Top Producers:https://www.facebook.com/groups/REagentRoundTable

Educate your clients by using these helpful scripts for FSBO sellers and demonstrate why using a Realtor is in their own best interest.   Book a FREE coaching call:http://CoachCallFree.com Enroll in our online courses:http://www.IcenhowerInstitute.com Sign up for coaching:http://www.IcenhowerCoaching.com Sign up for an Agent Management Portal:http://AgentManagementPortal.com Join the fastest growing Facebook Group for Top Producers:https://www.facebook.com/groups/REagentRoundTable

Learn how real estate brokers start their own licensing school with remote & in person classes, how to develop fee structures & compensation structures for instructors, and how to increase attendance. 🎙️Teaser: Are you tired of hearing “I only want to recruit experienced agents”?That mindset is holding brokers back—and today, I’m going to show you how to break free. In this episode, we’re diving into one of the most powerful, yet underutilized strategies for real estate growth: starting your own licensing school. Whether you want to attract more agents, support your teams, or create scalable systems that free up your time, this move changes the game. I’ll walk you through how real estate brokers start their own licensing school, step-by-step. We’ll cover the tech, the training, and how to turn a classroom into a recruiting magnet. If you’re ready to grow your brokerage by attraction instead of chasing down leads… this one’s for you. Tune in now—your future agents are waiting.   Book a FREE coaching call:http://CoachCallFree.com Enroll in our online courses:http://www.IcenhowerInstitute.com Sign up for coaching:http://www.IcenhowerCoaching.com Sign up for an Agent Management Portal:http://AgentManagementPortal.com Join the fastest growing Facebook Group for Top Producers:https://www.facebook.com/groups/REagentRoundTable

Learn the most tested and proven succession plan for real estate brokers & team leaders that has helped so many step out of production and/or leadership to start earning passive income from their businesses. 🎙️ Podcast Teaser: The Proven Succession Plan for Real Estate Brokers & Team Leaders Are you a real estate team leader or broker-owner dreaming of stepping out of production—but feel stuck in the daily grind? In this episode, Brian Icenhower breaks down a proven succession plan for real estate brokers and team leaders that shows you exactly how to scale your business, replace yourself, and retain your income. We’re talking real numbers, real systems, and a repeatable path to building a business that runs without you. From identifying future leaders to creating performance-based comp plans and avoiding the dreaded "death zone," this conversation is packed with actionable advice you can’t afford to miss. ✅ Learn how to step out without losing control.✅ Discover how to build agent accountability and retention.✅ Unlock the systems top-performing brokers use to scale sustainably. This isn’t just theory—this is the roadmap our clients are using right now to escape burnout and build true freedom. 🔗 Listen now and start creating your exit strategy.   Book a FREE coaching call:http://CoachCallFree.com Enroll in our online courses:http://www.IcenhowerInstitute.com Sign up for coaching:http://www.IcenhowerCoaching.com Sign up for an Agent Management Portal:http://AgentManagementPortal.com Join the fastest growing Facebook Group for Top Producers:https://www.facebook.com/groups/REagentRoundTable

Learn how real estate teams attract top producing agents by implementing this tested system & criteria for lead distribution.   🎧 Show Notes Episode Title:How Real Estate Teams Attract Top Producing Agents Episode Description:Why do so many top-producing agents leave real estate teams? And how can you keep them around—while still growing your team? In this episode, Brian Icenhower breaks down the exact systems top teams use to not only recruit the best talent but also retain them as they grow into high-performing agents. You’ll learn about the Matching Standard, a lead distribution model that aligns agent success with team support. Plus, Brian introduces the game-changing concept of "We" leads, a hybrid category that stretches your team’s lead pipeline while rewarding collaboration. Whether you’re a broker, team leader, or agent, this episode delivers real-world strategies to build a thriving, scalable team structure. What You’ll Learn: How to structure lead distribution to promote agent growth Why “We” leads are the secret to long-term team retention How top teams keep high producers from going solo What value-adds actually attract top agents How to build a team that scales without burnout Resources Mentioned: 📘 Learn more at: https://therealestatetrainer.com 🎯 Book a Free Coaching Call: https://coachcallfree.com 📩 Subscribe to our newsletter for weekly strategies   Book a FREE coaching call:http://CoachCallFree.com Enroll in our online courses:http://www.IcenhowerInstitute.com Sign up for coaching:http://www.IcenhowerCoaching.com Sign up for an Agent Management Portal:http://AgentManagementPortal.com Join the fastest growing Facebook Group for Top Producers:https://www.facebook.com/groups/REagentRoundTable

Homes are taking longer to sell - how agents keep sellers happy by utilizing systematic customer service systems about listing exposure & agent marketing efforts.   Book a FREE coaching call:http://CoachCallFree.com Enroll in our online courses:http://www.IcenhowerInstitute.com Sign up for coaching:http://www.IcenhowerCoaching.com Sign up for an Agent Management Portal:http://AgentManagementPortal.com Join the fastest growing Facebook Group for Top Producers:https://www.facebook.com/groups/REagentRoundTable

Learn the real estate manager training concept referred to as the "The Vacation Mindset" for managing both office staff & agents' volatile emotions that surround vacations from work.   Book a FREE coaching call:http://CoachCallFree.com Enroll in our online courses:http://www.IcenhowerInstitute.com Sign up for coaching:http://www.IcenhowerCoaching.com Sign up for an Agent Management Portal:http://AgentManagementPortal.com Join the fastest growing Facebook Group for Top Producers:https://www.facebook.com/groups/REagentRoundTable

Learn how to become a successful real estate agent by focusing on the same activities and strategies as the top producing agents.   Book a FREE coaching call:http://CoachCallFree.com Enroll in our online courses:http://www.IcenhowerInstitute.com Sign up for coaching:http://www.IcenhowerCoaching.com Sign up for an Agent Management Portal:http://AgentManagementPortal.com Join the fastest growing Facebook Group for Top Producers:https://www.facebook.com/groups/REagentRoundTable

Learn how to develop a system for social media marketing with your Instagram and Facebook business pages.   Book a FREE coaching call:http://CoachCallFree.com Enroll in our online courses:http://www.IcenhowerInstitute.com Sign up for coaching:http://www.IcenhowerCoaching.com Sign up for an Agent Management Portal:http://AgentManagementPortal.com Join the fastest growing Facebook Group for Top Producers:https://www.facebook.com/groups/REagentRoundTable

Learn how realtors increase Facebook visibility (on Instagram too), to get more exposure & engagement by making these simple changes to posts, reels & other content they create to keep up with Meta's ever changing algorithms.   Book a FREE coaching call:http://CoachCallFree.com Enroll in our online courses:http://www.IcenhowerInstitute.com Sign up for coaching:http://www.IcenhowerCoaching.com Sign up for an Agent Management Portal:http://AgentManagementPortal.com Join the fastest growing Facebook Group for Top Producers:https://www.facebook.com/groups/REagentRoundTable

Learn how to create valuable content with these social media marketing tips for real estate agents.   Book a FREE coaching call:http://CoachCallFree.com Enroll in our online courses:http://www.IcenhowerInstitute.com Sign up for coaching:http://www.IcenhowerCoaching.com Sign up for an Agent Management Portal:http://AgentManagementPortal.com Join the fastest growing Facebook Group for Top Producers:https://www.facebook.com/groups/REagentRoundTable

Use these real estate recruiting scripts that top brokers, team leaders and managers use to conduct effective recruiting appointments.   Book a FREE coaching call:http://CoachCallFree.com Enroll in our online courses:http://www.IcenhowerInstitute.com Sign up for coaching:http://www.IcenhowerCoaching.com Sign up for an Agent Management Portal:http://AgentManagementPortal.com Join the fastest growing Facebook Group for Top Producers:https://www.facebook.com/groups/REagentRoundTable