Most brokers don’t fail because they don’t have a business plan — they fail because they never implement it.

In this episode, real estate coach Brian Icenhower walks broker-owners through a practical, step-by-step framework to put their plan into action using a simple 1-3-5 business planning model. You’ll also get access to a Real Estate Brokerage Business Plan PDF free download so you can follow along, customize it for your company, and finally create accountability around your goals.

Brian breaks down why most agents and leaders resist “extra work,” how that sabotages growth, and how to build a weekly rhythm that keeps you and your leadership team moving forward in small, consistent baby steps.

You’ll learn how to prioritize your top 15 objectives, eliminate impulsive decision-making, and use short weekly meetings to push your brokerage forward all year long.

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

Recruiting in real estate is often misunderstood — especially when it comes to attracting high-producing agents. In this episode, Brian Icenhower breaks down what it really takes to train an effective recruiter and why most fail over time. You’ll learn why “shark tactics” poison the well, how patience and consistent appointments drive success, and why recruiting top producers is as much about coaching as it is about leadership.

Brian shares his proven Recruit Pipeline System, explains why retention and culture must be production-centric (not just “family-oriented”), and reveals how to transform recruiters into the most valuable people in your organization.

What You’ll Learn in This Episode:

• Why most recruiters only succeed with new licensees — and why that’s not enough

• How “poisoning the well” kills your ability to get appointments with top producers

• The importance of patience and consistency: tracking appointments for 6–12 months

• Why recruiting is less about selling and more about listening, diagnosing, and adding value

• How to build a production-centric culture that attracts and retains top talent

• The role of the Recruit Pipeline in tracking progress, identifying needs, and moving prospects toward joining

• Why the best recruiters also become the best coaches — and how to train yours to do both

If you’re a broker, team leader, or manager looking to grow agent count and profitability without burning bridges, this episode will show you the mindset, systems, and accountability needed to build a world-class recruiting process.

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

Too many real estate leaders focus solely on production—contacts, appointments, objections, and mechanical coaching. But the truth is, these tactics fall flat if you can’t keep your people motivated. In this episode of The Brian Icenhower Podcast, Brian breaks down why the best leaders don’t just coach tasks—they provide perspective.

You’ll learn why perspective is the missing ingredient in most leadership styles, how it inspires agents to keep going through setbacks, and why motivation is more about clarity and context than cheerleading. Brian also shares how to tailor your approach using DISC behavioral profiles to motivate every personality type effectively.

Plus, get ahead of what’s coming in the market: the “winter” of 2025–2026. Brian explains why agents, teams, and even brokerages will fold if leaders don’t step up—and how you can use perspective to grow when others quit.

If you want to lead agents through tough markets, attract top performers, and avoid being “the problem” that drives people away, 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

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