Kwri 2010-may-june

A PUBLIC ATION OF KELLER WILLIAMS REALTY, INC . MAY/ JUNE 2010, VOL.7 NO.3

IT’S A SIGN OF THE TIMESWorldwide Top Producer and Houston’s No.1 Team Comes Home to KW!

Gary Keller on leadership - PG. 14

New stakes for KW in the REO realm - PG. 17

BOLD and BOLDER: MAPS launchescourse for leadership - PG. 18

MEGA Camp is right around the corner! - PG. 27

May/June 2010 • vol. 7 no. 3outfront2 Keller Williams Realty

May/June 2010 • vol. 7 no. 3Keller Williams Realty outfront 3

But that’s what happened when we saw our numbers for March.

• WeaddedeightnewmarketcenterstoendMarchwith677offices.• Wegrewbymorethan1,200associatestoendMarchwith77,261associates.

AsIwritethis,basedonthereportedyear-end2009numbersforCentury21andRE/MAX,weareonly865associatesawayfromsurpassingCentury21tobecomethesecond-largestrealestatecompanyintheUnitedStates,andwe’reonly620associatesawayfrominchingoutRE/MAXfortheNo.3spotforallof NorthAmerica.Bythetimethisissueof OutFrontisprintedandmailedtoyourmarketcenter,thecountdownwillhavebegun. Thisannouncementthrillsusbecausewe’reallinthistogether,andit’sjustfurtherproof thatyouarethebestinthebusiness.ProfitsharegrowsasKellerWilliamsRealtygrows,andthatwascertainlytrueinMarchwhenprofitshareshotup$2.3millionoverthepreviousmonth.Totopthatoff,profitshareforMarchof 2010was$1.8millionhigherthanMarchof 2009! Thisisourtime!Morethanever

before,nowisthetimetocommittogrowthbyimplementingallrecruitingsourcestogainour“unfairshare”of themarket.ALCs:sharpenyourfocusongrowth!Passionatelybrainstormactionplansforaccountabilityandgrowth! Rememberthe“15in5Challenge”–threecapperseveryyearforfiveyears.Thisisyourtimetotakeadvantageof thelife-changingimpactthatpassive

incomethroughprofitsharecanhaveonyourbottomline. Thefollowingpagespresentjustasnapshotof ourgrowthandmomentum.Lastmonth,JoeRothchild,atop-rankedRE/MAXfranchiseeandtheleaderof Houston’sNo.1sellingrealestateteaminbothdollarvolume

andclosedtransactionsjoinedforceswithus.[SeecoverstoryonPage6].Andithasbeenawesomeforallof ustowitnesswhathappenswhentheKellerWilliamsopportunityemergesbig-timeinanothermarketwhereourcompany’simpacthadnotyetbeenfelt.[See“Conversionbreathesnewlifeintocareers,”Page9]. Ourmomentumhasneverbeengreater,andthere’sneverbeenabettertimeforyoutoreachoutandextendtheKellerWilliamsopportunitytoyoursphereof influence.Ultimately,itallcomesdowntoyou.YouarethereasonwhyagentsarechangingtoKellerWilliamsRealty:yoursuccess,yourintegrity,yourenergy.Sothankyou. Whatdrivesusisapassiontoseeyouachieveyourbiggestgoalsandtoleadagreatlife. SoastherealestateindustrybuzzaboutKellerWilliamsRealtytakesonanevengreaterpitch,ourdreamisthatyouareputtingittoworkforyou!

Yoursinseizingopportunity!

MarkWillisCEO,KellerWilliamsRealty

DEAR ASSOCIATES,

We set big goals in this company. And we’re

driven by the confidence that we have what it

takes to achieve those goals. So it’s not often

that our expectations are totally exceeded.


THE NEW KW.COM HAS GONE MOBILE!*ONLINE

ADVANTAGE

More visitors mean more

leads. Check out the new

mobile.kw.com!

table of contents

05 HEAD-TURNING TRANSITION

Why did the leader of

Houston’s top-selling team

make the switch to Keller

Williams Realty?

06

"EVERYBODY WINS!"

Keller Williams Realty

breaks new ground in

northern Ohio.

08 SECRET SAUCE

Marnie Bennett's market

saturation strategy has

catapulted her to the

top in Ottawa.

10

vol. 7, no. 3 - May/June 2010

Marketing and Communications Director: Ellen Marks Editor: Lisa Wahlgren ([email protected])Marketing and Communications Coordinator: Laura PriceCopy Editor: Jeff RyderDesign: Travis DrakeContributors: Celesta Brown | Jill Dwyer | Jennifer LeClaire | Elizabeth MillardAdvertising: Tom Freireich ([email protected])Job Inquiries: ([email protected])

807 Las Cimas Parkway, Suite 200Austin, Texas 78746(512) 327-3070 phone(512) 328-1433 fax

OutFront is published by Keller Williams Realty, Inc. The entire document of OutFront is copyright© 2010 by Keller Williams Realty, Inc. No portion may be reproduced in whole or in part by any means, including electronic retrieval systems, without the express written permission of the publisher. Editorial or advertising does not constitute advice but is considered informative. Copyright© 2010 Keller Williams Realty, Inc. All rights reserved.

May/June 2010 vol. 7 no. 3 OutFront is a publication of Keller Williams Realty, Inc.

As your summer travel plans take shape, make sure that investing in YOU and learning how to UNLEASH YOUR POWER doesn’t take a back seat to the sand and sun!

Mega Camp 2010 is an industrywide destination that promises to be more power packed than ever before.

MEGA LEADERSHIPSept. 13-14

MEGA TECHNOLOGYSept. 14

MEGA AGENTSept. 15-16

Learn more and register NOW! http://events.mapscoaching.com

>

>

>

AGENT-DRIVEN SOLUTIONS

Short-sale

aficionado kicks off

Agent to Agent Market.

22 NETWORKING KNOW-HOW

Social media mavens

share strategies on

optimizing every outlet.

24


THE NEW KW.COM HAS GONE MOBILE!*

Technology

D O Y O U R C L I E N T S K N O W . . .

*This mobile version is designed and optimized for iPhone and Droid devices, but will work on other devices as well.

To learn more about kw mobile, go to mobile.kw.com.

F RO M T H E K W M O B I L E H O M E PAG E , YO U R C L I E N T S C A N :

• Locate upcoming KW open houses.

• Search for KW proper ties based on city or ZIP code, price range, open house or MLS number.

• Find home values for a specified address.

• Switch to the standard view of KW.com.

Search results

include key features

of the property,

multiple photos

and the listing

agent's contact

information!


Cover Story

WORLDWIDE TOP PRODUCER ANDHOUSTON’S NO.1 TEAM COMES HOME TO KW!

IT'S A SIGN OF THE TIMES

By Lisa Wahlgren

As Joe Rothchildseesit,bothhisbusinessandtheentirerealestateindustryhaveevolvedoverthepastdecade,andparticularlythroughouttherecentmarketshift.ThisevolutiongaverisetoRothchild'srealizationthattheKellerWilliamsbusinessmodelisclearlythemostadvantageous–foragentsandmarketcenterownersalike. After20yearsasaRE/MAXfranchisee,Rothchildsteppedinasoperatingprincipalof theKellerWilliamsSignatureofficeinKaty,Texas,withTamara Mannen servingastheteamleader.Astheydidso,headsturned.Forthepast15years,Rothchildhasrakedinuntoldaccoladesasoneof thetop10teamsinRE/MAXandwasNo.1worldwideforthreeyearsinarow.In2009,histeamwasrankedbytheHouston Business JournalasNo.1indollarvolumeandclosedtransactions. RothchildexplainshowhedecidedtojoinforceswithKellerWilliamsRealty.“Iwasn’tjustlookingatwhatwasbestforJoeRothchild,Iwaslookingatwhatwasbestforouragents.EverytimeItriedtoreinventthemodel,tocreatesomethingthatwouldserveusboth,IcamebacktotheKellerWilliamsmodel–oneinwhichnoonemakesmoneyunlesseveryonemakesmoney.Isawnoneedtoreinventthewheel,soIcalledGaryKeller.” ItwasaconnectionthathadbeenforgedmanyyearsagowhenRothchildwasinterviewedbyKellerfor The Millionaire Real Estate Agent. At the

time,Rothchildsaid,hisperceptionof KellerWilliamsRealtywasthatof a“littlecompanythatkeptshowinguphereandthere.” That’sallchanged. “Idon’tbelieveit’saquestionof if KellerWilliamsRealtybecomesNo.1intheHoustonmarket,Ibelieveit’saquestionof when.AndIwanttobeacriticalpartof that.” kw

Photos By: Richard Carson


Cover Story

WORLDWIDE TOP PRODUCER ANDHOUSTON’S NO.1 TEAM COMES HOME TO KW!

G O I N G T H E D I S TA N C E

Within a week of joining Keller

Williams Realty, Joe Rothchild

spor ted a Keller Williams jersey

and joined 13,000 cyclists on April

17-18 in the 26th annual BP MS

150. The 170-mile bicycle ride

from Houston to Austin raised a

record $18 million – $4,000 of

which was raised by Rothchild

– in suppor t of the National

Multiple Sclerosis Society.

Dale Ross was one of the first 50 RE/MAX agents in Houston. Signing

on back in 1985, he says that model worked for him for many years.

Earlier this year, however, Keller Williams Realty entered his radar

as Joe Rothchild conveyed that he was considering joining forces, and

asked for his input.

The more Ross learned about Keller Williams Realty, the more

he liked. “I factored in the Keller Williams systems,

training and support. I’ve read The Millionaire Real

Estate Agent and SHIFT. Those are great books for

any agent at any point in their career.”

Ross concluded that “Keller Williams offers an

all-around better system for agents, plus the prospect

of earning residual income.”

From a cultural standpoint, Keller Williams Realty also

stands out, Ross observes. “When the market went

south back in 2008, things got pretty quiet around here.”

But it’s been very different with Keller Williams Realty,

he observes. “I see a cohesiveness among the agents.

The staff has injected a liveliness that’s really brought us

together as an office.”

Ending 2009 with $19 million in production, he says

he’s recently added two assistants and two buyer’s agents

to his team and plans to take advantage of all the training

that’s available.

WHEN THERE’S NO qUESTION THAT KELLER WILLIAMS TIME HAS COME!

Dale Ross

Joe Rothchild

Phot

o By

: Sha

nnon

Rei

swig


“I feel that this is my business. I am working toward my success, not the company’s.”

-Patti Kurtz,Stow, Ohio

David Chervenic


There’sabuzzinnortheastOhioasChervenicRealty,alegendaryandlongstandingindependentrealestatecompany,hasconvertedtoKellerWilliamsRealty. Aleaderinthemarketsince1973,David Chervenic –whosemotherfoundedChervenicRealty,basedinStow,Ohio–hadmadeanameforhiscompanyandattractedaloyalfollowingof agentsandclients.Butthelaggingeconomyhadmadeitharderandhardertosustainhiscompany’straditional50/50splitstructure.Furtherweighingdownhisbusinesswasthemergerof hisclosestcompetitorinthemarketwithanotherlargefirm.“Itbecameclearthatwecouldnotcontinuethewayweweregoing,”Chervenicsays. Timingiseverything.Tenyearsago,Chervenic’ssister,anagentinFlorida,tooknoticeof KellerWilliamsRealtyinhermarket,eventhoughshewasnotaffiliatedwiththecompany.ShesuggestedtoherbrotherthathelookintoKellerWilliamsRealtyandauspiciouslyplantedaslow-growingseed.Nineyearslater,hetookthisadvicetoheart. “KellerWilliamsjustkeptstandingout,”hesays.Throughoutthenextyear,Chervenicmetwithregionalleadership,wenttoMegaCamp,andtraveledtoAustintomeetwithMarkWillis,CEO,KellerWilliamsRealty.Everystepalongthewayhewasimpressed,andwantedtomakesurethathisagentsfeltthesameway.Hediscusseditwiththem,includedtheminthedecision-makingprocess,andonDec.18,2009ChervenicRealtybecameKellerWilliamsChervenicRealty.

FAMILIAR FEELFundamentally,itallfeelsveryfamiliar.Chervenicwaslookingforacompanythatrespectedhisindependence

andtheindependenceof hisagents.WhathefoundwasthatChervenicRealty’ssuccesswasnotcompromisedbyteamingwithafast-growing,franchisecompany.Instead,hefeelsthathiscompany’sindependenceisintactandthathisagentsarereceivingthesupporttheyneedtotaketheirbusinessestothenextlevel.“BecomingKellerWilliamsChervenicRealtymade

uscollectivelyandindividuallystronger,”henotes,addingthatall127agentsarewholeheartedlyembracingthechange.“Theyarefindingthatthechangeof identityhasservedtoenhancetheirbusinessandproductivity.” Notingthesuccessof thenewcompanyintown,otheragentshavestartedjumpingonboard.Patti Kurtz,asuccessfulagentinaneighboringmarket,wasintriguedwhenChervenicapproachedherandexplainedthathejoinedKellerWilliamsRealtybecausehesawitasthebestwaytogrowhisfamilybusiness.Sincesheandherhusband,Jim,rantheirrealestatecompanyasafamilybusiness,theyagreedtomeetandwereimmediatelystruckbyhisenthusiasmforthenewventure. ShequicklyrealizedwhatChervenichad–thattheKellerWilliamsmodelwasapuzzle-perfectfitforherfamilymodelandentrepreneurialspirit.“Thisentrepreneurialspiritdoesnotexistinthetraditionalrealestatebrokerages.Youarecalledindependentcontractors,butthatreallyisn'tthecase,”Kurtzexplains.“So,aftercarefulconsideration,JimandImadetheleaptoKellerWilliamsRealtylastDecember.” AsaKellerWilliamsagent,sheemphasizes,“Ifeelthatthisismybusiness.Iamworkingtowardmysuccess,not

thecompany’s."

"EVERYBODY WINS"Sincetheconversion,KellerWilliamsChervenicRealtyhasgained33newagentsandaddedaKWCommercialdivision,withtheadditionof Bill Monbeck as director. Amongthenewagents,Laurie Schrank transferred herlicensefromahigh-profile

competitor,andisalreadybenefitingfromthetraining,whichsheseesasadistinctadvantageinthemarket.“Peopleoutsidetheindustrydon’talwaysunderstandhowmanyhoursweputin,”Schranksays.“Buildingasuccessfulbusinessrequiresanenormousamountof timeandenergy.Timeismoney.KellerWilliamsunderstandsthissowellandgivesmeaccesstotheideas,materials,trainingandsupportthathelpmeworkoptimally.Mysuccessistheirsuccess.Everybodywins.”kw

CONVERSION BREATHES NEW LIFE INTO CAREERS

B E T T E R T O G E T H E R

By Celesta Brown

New Opportunities

Laurie Schrank

Patti Kurtz

Phot

o By

: Ste

phan

ie K

rell


THE TOPWhatdoesittaketobecomethetop-producingteamforKellerWilliamsRealty?Marnie Bennett,associatewiththeOttawamarketcenterandOttawa’s2009Businesswomanof theYear,hasaprettygoodidea. RankingasNo.1forthefirstquarterof 2010,with$693,683inGCI,Bennett’swinningstrategyisacombinationof experience,creativityandskill. Withmorethan25yearsinthebusiness,she’sworkedwithamajorCanadianrealestatecompanyandthenastheownerof herown15-agentfirm.HavingjoinedforceswithKellerWilliamsRealtyinNovember2007,shebelievesshe’sfoundthebestof bothworlds. KellerWilliamsprovedattractivefornumerousreasons,shenotes:"WhatIloveisthatit'ssoagent-centrichere.I'mamarketerbytrade,soIlovedthemarketingaspectandhowyoucanbeacompanywithinacompany.Ilikepeoplewhoareontopof theirgameandacompanythatcanchangewiththetimes.Ifoundithere." Intermsof her"secretsauce"forsuccess,Bennett’smarketingprowesshasproventobemultifaceted.Tostaytop-of-mindwithinhermarket,sheharnessessocialnetworkingsites,conductsseminars,hostsalocalradioshowandmentorsotheragentsonwealth-buildingstrategies.

TIGHT NETWORKMostnotably,she'sdevelopedthe"BennettVIPClub,"comprisedof businesspartnersthatoffersignificantdiscountsontheirproductsandservices.SinceBennettworksonlargelistingssuchashigh-rises–onerecentlistingwas$110million–thepartnersgivehervolumepricingforfurniture,appliances,landscapingandotherservicesforthesebigdevelopments,andthenextend"preferredpricing"toherotherclients. Thepartnerscompriseanarrayof firms,fromfurniturestorestointeriordesigners,customwindowmakers,maidservicecompanies,poolmaintenance–evencardealersandvacationbrokers."It'savalue-addpackage,anditreallydifferentiatesmefromotheragents,"shesays."Whenpeoplelistorbuyfromme,I'llgivethema$1,000shoppingspreethroughthesepartners,andthat'sverycompellingformanypeople."

VIEW FROM

M A R N I E B E N N E T T I S O N L Y L O O K I N G U P

By Elizabeth Millard

MARNIE

BENNETT'S

BIG 5

Marnie Bennett

Phot

o by

Ala

n D

ean


Shealsooffersafreestagingservicewithaccesstoupto$10,000infurnitureandotheraccessoriesthatshelends,astrategymadepossiblebykeepingwarehousesfullof stagingitems.Professionalvideographersareonherpayroll,andsheoftenputsthesevideosonYouTubesopotentialclientscanaccessthemfromanywhere.It'sallpartof a25-stepmarketingplan,shesays,anda79-itemchecklistforwhatneedstobedonewithahousetogetitreadytosell. "I'vealwayshadthephilosophythatIwouldn'tsellahousethatIwouldn'tbuymyself,orselltoafamilymember,"shesays."Afterhavingbeeninthisbusinessfornearly30years,thatone,simplerulehasservedmeincrediblywell." “Marniehasbeenbuildingtowardthislevelof successformorethan25years,”notesSunny Daljit,teamleaderof theOttawamarketcenter.“Shehasaspecialunderstandingwithbuilders.Sheknowshowtodesignprojectsandtakethemallthewaythroughtotheend.Asaresult,she'sbeenbuildingherresalebusinesswithinthatgroup.She'sanextremelydynamicwoman,andshedoesherworkwithsuchease.Ithinkwhatyou'reseeingnowistheresultof yearsof hardwork.” John Furber,Canada’sregionaldirectoradds,“KellerWilliamssystemsandmodelshavebeenpositivelychanginglocalmarkets,andthetransformationisevidencedbytheincredibletalentandleadershipof agentssuchasMarnieBennettandtheBennettRealEstateProfessionals.Marniehasprovenherself asagreatimplementerandatrue"masterof themodels!”

WHAT'S NEXT?Forthefuture,Bennettisreadytotakeonthechallengeof stayinginthetopspot."We'reinaseller'smarkethere,andtheopportunitiesjustkeepexpanding,"shesays."SinceOttawaisthecapitalof Canada,about70percentof peoplehereareingovernment-relatedjobs,makingussomewhatinsulatedfromtheeffectsof theeconomiccrisis.Infact,2009hasbeenthebesteverintermsof sales.Sowewanttokeepgoingalongthattrack." Bennettalsoexpressesinterestintweakinghercustomerserviceplantobeevenmoreeffective."It'simportanttometobeNo.1incustomerservice,soI'mtryingto

developasystemwherewecanalwaysgivefive-starservice,nomatterwhat.”kw

“Keller Williams systems and models have

been positively changing local markets,

and the transformation is evidenced by

the incredible talent and leadership of

agents such as Marnie Bennett and the

Bennett Real Estate Professionals."

- John Furber, regional director, Canada

MARNIE

BENNETT'S

BIG 51. Have a business plan.2. Invest in yourself through education and training. Set aside time and money specifically for that purpose.3. Be willing to adapt and embrace change.4. Recognize what's working for you, and more importantly, what's not working.5. Be aware of your weaknesses and work to overcome them.

Success Story


D. Scott SmithhasonlyoneregretabouthisdecisiontojoinKWCommercial:hedidn’tdoitsooner. Smith,33,signedonwiththeKWCommercialfamilyinNovember2008andhasbeenmakinghismarkeversince.Today,he’sthedirectorof KWCommercialfortheTowsonmarketcenterinBaltimore,Md.,andservesaspresidentof theCCIMMaryland/D.C.chapter.He’salsoamemberof theCommercialLeadershipCouncil,chairof theNationalRecruitingCommittee,andisinvolvedinthedevelopmentof KWCommercial’seducationalcurriculum. “KWCommercialwasanaturalprogressionforme,”saysSmith,notingthathelaunchedhiscareer13yearsagoasaresidentialrealestatebrokerinpursuitof aCCIMdesignation.Hewentontoworkasacommercialbrokeratawell-knownnationalfirm,butdidn’tlikethe“cold,corporate-climatefeel.”TheturningpointinSmith’scareercamewhenastudentatoneof hiscommercialrealestateworkshopsintroducedhimtotheKellerWilliamsopportunity. “WhatIlikemostaboutKWCommercialisthatit’slikeworkinginamodernmomandpopshop–butit’sanationalmomandpopshop,”saysSmith.“Helpingeachotherispartof thecultureandthat’sunheardof inthecommercialrealestate

industry.Thatwasattractivetome.” Smithpointsoutthatmoneyisn’twhatdriveshim–eventhoughhe’slongsinceprovenhimself tobeaheavyhitter.Heprefersafamilyculturetoamoneyculture,butKWCommercialoffersthebestof bothworlds:asupportiveenvironmentandthemostattractivecommissionmodelintheindustry. “Mymotivationishelpingpeoplelearn,”saysSmith,whoservesasaninstructorfortheREALTORS®CommercialAllianceof NAR,aswellashislocalrealestateboard,andhasbeenworkingcloselywiththegrouptobuilditscommercialcurriculum. SpecializinginbrokeringsmallertierinvestmentsintheMid-Atlanticarea,Smithhascarvedoutalucrativenichebasedonhisabilitytoidentifygrowthpotentialforthedealsthatlargerfirmstendtoshyawayfrom–primarilyinthe$100,000to$5millionrange. “Eitherotherbrokersdon’twanttoservicethisrange,ortheydon’tknowhow,”Smithsays.“That’sgreatformebecauseIhavereferralscominginfromeverywhere–notjustfromKellerWilliamsbutalsofromotherlocalbrokeragesthatdon’twanttohandlethesesmallerdeals.AndI’lltakehalf-a-million-dollarlistingsanyday.”

By Jennifer LeClaire

CAPITAL LEADERShIPFOR KW COMMERCIAL

KW Commercial

D. Scott Smith

THEBEST OF

BOTHWORLDS


CAPITAL LEADERShIPFOR KW COMMERCIAL

A MODEL TO FOLLOWSinceenteringtheworldof commercialrealestatefiveyearsago,Anthony Bolling hasmadehismarkontheWashington,D.C.,market–andthensome. Despiteallof hissuccesses,2009wasamajorturningpoint.That’swhenBollingjoinedKWCommercial. “InOctober2008,IwasatabookstoreattheCCIMboardmeetingwhenIsawThe Millionaire Real Estate Agent,byGaryKeller,”recallsBolling,nowamanagingdirectorforKWCommercialintheUpperMarlboromarketcenter.“Thisbookchangedmylife.Ittoldmetogetbacktobasics:listings,leadsandleverage.Ishowedthebooktooneof myCCIMvicepresidents,ScottSmith,andhewasalreadyworkingwithKellerWilliams.” That’sallittooktoconvinceBollingtoleavehispositionasprincipalbrokeratSovereigntyRealEstateServicesandfullyembracetheKellerWilliamsmodel.Thatsameyear,hewasrecruitedfortheJayW.LevineLeadershipDevelopmentAcademy,aninitiativetofosterthedevelopmentof thenextgenerationof leadersinthecommercialinvestmentrealestateindustry. UnderBolling’sleadership,theCCIMMaryland/Washington,D.C.,chapterhadgrownfivefold,andin2009,CCIMrecognizedBollingasoneof 10risingstarsincommercialrealestate.HenowsitsontheCCIMboardof directorsandservesastheRegion10vicepresident. Asamemberof KWCommercial’sLeadershipCouncil,Bollingnowservesasamentortobothresidentialandcommercialagents.“SooftenIfindthatrealestateprofessionals,particularlythosewhoaretransitioningtocommercial,areunclearaboutwhattheyneedtodotomovetheirbusinessandcareerforward,”saysBolling,anattorneywhohimself workedinresidentialrealestatebeforemovingintocommercialtransactionsin2005.“TheKellerWilliamsmodelisthefutureof theindustry.I’veworkedinbig-boyshops.I’veworkedinresidentialshops.KWhastherightmodel.” “TheprofitsharingthatKWCommercialoffersisanexcitingrevenuestream,”Bollingsays.“Ibelieveinthemodel.If MoAndersonsaysalltheCLCmembersneedtoget15peopleontheirfirst-lineprofitsharingtree,that’swhatI’mgoingtodo.Idon’tmakeuptherules.Ijustgowiththemodel.Itworks.”

Anthony Bolling

Phot

o by

Ste

ve R

uark

Phot

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Ste

ve R

uark


LEADERSHIP LABGARY KELLER ON BECOMING AND

BUILDING GREAT LEADERS

From: Anthony Vulin Sent: Wednesday, April 7, 2010 10:47 AMTo: Gary KellerSubject: Leadership Skills

Hello Gary, I am the Team Leader in Los Feliz (near Downtown Los Angeles) I am intending to develop stronger leadership skills within my ALC. I have a very dynamic ALC this year with many mega agents new to KW. We have begun to study John Maxwell's 21 Irrefutable Laws of Leadership and are on chapters 1-3. We are working through the workbook and one exercise asks us to talk to someone whose leadership lid is unlimited, and ask the following questions: 1. What are the top 3 challenges you've faced as a leader? 2. What are the top three things you can credit to your growth as a leader? 3. What are you currently doing to grow as a leader? 4. What is the best piece of advice you would have for someone who aspires to be an effective leader? 5. What 3 books have made the greatest impact on your leadership? We would appreciate your input so very much. We all respect what you have done for KW and aspire to make you proud and to add to the success of our company!

Anthony Vulin

From: Gary Keller Sent: Tuesday, April 8, 2010 9:26 AMTo: Anthony VulinSubject: RE: Leadership Skills

Hi Anthony. Thanks for your note. My answers: 1. What are the top 3 challenges you've faced as a leader? 1. Vision - Where are we going? 2. Having the right people - Who will get us there? 3. Training, supporting, mentoring, leading them - Can they do it? 2. What are the top three things you can credit to your growth as a leader? 1.Vision-Ifiguredoutwhereweweregoing. 2. People - I found the right people to get us there. 3. Training, supporting, mentoring, leading - They got what they needed to be effective. 4. There is a fourth: I had an awesome mentor I was personally accountable to when I needed it most. I personally paid over $100,000 a year to this individual to personally mentor me, train me, and hold me accountable through one of the toughest business periods of my life and it was transformative. We have the exclusive right to these 3 classes and I believe that mastery of these classes is essential to getting the most out of any business career! 3. What are you currently doing to grow as a leader? The four above! The answers never change! 4. What is the best piece of advice you would have for someone who aspires to be an effective leader? Do the four things in number two and don't add any more!!! Remember, personal productivity is when you do something and self-leadership is what you provide yourself. Business productivity is when you lead others to do something and leadership is what you provide them. So business success is about the four things in number two! 5. What 3 books have made the greatest impact on your leadership? 1. Personal leadership: Million dollar habits by robert ringer 2. Business leadership: 13 fatal errors by steve brown 3. Personal growth: The 80/20 principal and lately - Talent is overrated Hope this helps!Onward...Gary Keller

kw

Anthony Vulin Gary Keller


Thefactis,though,themarketisn’tgoingtostopshifting,sowegettokeeplearning. Aswe’vesaidmanytimesbefore,thecurrentshiftisgivingrisetoalotof winnersandreshapingthecompetitivelandscape.Throughoutitall,I’vebeenpayingcloseattentiontowhatthewinnershavebeendoingright,andmylistgetslongereveryweek. Oneof themostpowerfulobservationsI’vehadlatelyisthewaythatthebestleadersandtopproducersarealwayslookingforward.Maybeit’shumannaturetohunkerdownwhencrisesloomandhangontowhatyou’vegot,buttimeaftertime,thewinnersinourcompanyhaveforgedahead.Ourgrowthhasfaroutpacedtheindustrybecauseourteamleadersmadecertainthatthemarketknewthattheirdoorswerewideopen.TheyreachedouttothetoptalentandmadesurethemessagegotoutthatKellerWilliamsRealtyofferedthecoaching,thetraining,themodelsandtheculturetosupportgreatbusinessesinanymarket. Morethan8,500of youflockedtoFamilyReunionlastyear,andwehavenodoubtthatwe’llexceed10,000registrationsatMegaCampinAustin,Sept.13throughSept.16.Weknow

howeasyitwouldhavebeen,andhoweasyitwillstillbe,tocomeupwithallthereasonswhythisisnottheyeartoleaveyourbusinessandspendextramoneyontravel. Wealsoknowthatyoucouldn’teverimaginemissingMegaCampandconvention.Weknowhowthemosteffectiveleadersandthehighestproducersinthiscompanythink.Theywouldn’teverthinkof missingMegaCampbecausetheyknowthatthere’s

somuchmoretolearnandtheyhavenointerestinconstructingacomfortzoneof whattheyalreadyknow.They’realreadylookingforwardtotheinspirationalspeakers,thebusiness-buildingtips,thenetworkingandtheconstantexchangeof ideas. DuringMastermindsinApril,Ihadthepleasureof visitingwithKirkMiles,theregionaldirectorof ourNorthwest

Region,andhetoldmethatwhenhe’saskedtoshareany“aha's”he’shad,theyusuallyendupfeelingforhimmorelike“duh's.”KnowingKirkasIdo,Ihardlythinkthat’sthecase,butthepointisthattheobviousoftenescapes us. That’swhyweneedeachother. Andit’swhyweneedtoalwaysstaylearningbasedandfightalltendenciestocreateacomfortzoneortoleanonlimitingbeliefs.Thefuturebelongstothefearless. If youhaven’talreadydoneso,besuretoreadMarkWillis’columnonPage3of thisissue,andyou’llberemindedwhyyouarewithacompanythathasnouseforlimitingbeliefs.Youareacriticalpartof thecompanythat’ssoontobethesecond-largestrealestatecompanyintheUnitedStatesandthethird-largestinNorthAmerica.Andwe’recountingonyoutokeeplearningandlookingforward.

GARY KELLER ON BECOMING ANDBUILDING GREAT LEADERS

Dear Team,

Wouldn’t it be extraordinary if we could

all come together for a summit meeting

someday and share the huge life lessons

that we have learned during the shift?

Yoursinfearlessness!

MaryTennantPresidentandCOOKellerWilliamsRealty

The best leaders and top producers are always looking

forward.


REBUILDING WITh ThE BEST!

The McLaughlin Group, from left: Tina Sullivan, Shawn Sanchez, Kelly Ammerman, Dave McLaughlin, Laurie De Jesus and Dylan McLaughlin

Whatdoesittakefora12-yearColdwellBankerveteranatthetopof hisgame,withanaveragesalespriceof $1.19million,tomaketheleaptoKellerWilliamsRealty?For Dave McLaughlin,itwasadecisiontogetoutof hiscomfortzone–amessagethatwaspowerfullydrivenhometohimduringMegaCamp2009. “MegaCampwasnotanentirelyrealestate-relatedevent,”McLaughlinrecalls.“Itwasmoreliferelated.”Andinsearchof anewkindof life,McLaughlinandhissix-persongroupofficiallysignedonwiththeWestlakeVillage(Calif.)marketcenter,aswellasLuxuryHomesbyKeller

Williams,inearlyApril. Withaproductiontrackrecordrangingfromahighof $45millionin2005,toamarket-induceddropto$27millionin2009,TheMcLaughlinGroupisontrackforarecord-breaking2010–boostedbytheLuxuryHomesbyKellerWilliamsbrandingedgeandhisre-energizedteam. “Asof theendof Marchwehaveclosed$11million,withanother$5millioninescrowandalistinginventoryof about$30million,”McLaughlinsays.“Ourdynamicgroupishungry,energeticandfocused.” kw

The3rdAnnualLuxuryHomesDivisionRetreatisscheduledforSept.16-18,inAustin,Texasatthe Westin/Domain.Jointhedivisionnowtoparticipateinthiswidelyacclaimednetworkingandbusiness-buildingevent!ToregisterorformoreinformationonLuxuryHomesbyKellerWilliams,logontowww.kwluxuryhomes.com.


WhenKellerWilliamsRealtywelcomedtheformerRealtyExecutives’Tucson,Ariz.,officeintothefoldearlierthisyear,thetopagentsinthemarketwerefacedwithabigdecision.Danny RothisamongthosewhochosetojoinforceswithKellerWilliamsRealty.Inarecentinterview,Rothexplainedhowhisdecisionhasvastlyexpandedhisnationwidenetwork,whileopeningupnewopportunitiesforKellerWilliamsassociatesintheREOrealm.

In addition to being an industrywide leader in REOs, you are on the forefront of technology. How do these two areas of expertise drive or rely upon the other?

Ihavehadtheopportunitytohelpbuildoneof thelargestinvestmentcompaniesinthenation.ThiscompanyiscalledConixanditisoneof theleadersinacquiringandsellingbulkpurchasesof REOproperties.Thepropertiesaredirectlypurchasedfrombankinginstitutionsandthendistributedtoagentsalloverthecountrytosell.Noneof thiswouldbepossiblewithoutourcompany’sleading-edgetechnologicalcapabilities,whichenableustocompleteourduediligenceprocedures,contactagents,followescrows,cleartitlesandviewmanypropertiessimultaneously.Asaresult,weareabletopurchaselargepackagesof residentialandcommercialpropertiesinaveryshortturnaroundtime.MyexpertiseandknowledgeintheREOworldhashelpedtocreatetheprogramsnecessarytostayattheforefrontinthemarketplaceandviceversa.

How are you leveraging your Keller Williams affiliation?

Wehavemorethan2,000agentsnationwidewhohavebeenindividuallyselectedtobeinourdatabase,andnowthatIhavejoinedKellerWilliams,Iamhopingtoadd

hundreds more.

You had any number of options when your former Realty Executives broker made the transition to Keller Williams Realty. What were the key factors that drove you to choose KW?

IhavebeentheNo.1agentforRealtyExecutivesforalongtimeandhavebeenlicensedformorethan16years.SowhenIwasfacedwiththedecisionof havingtomovetoanothercompany,Ihadtomaketherightchoicenotonlyformebutforallof myclients.Iinterviewedwithmanycompaniesandresearchedthetoponeslocallyandnationally.

IwasveryimpressedbytheKellerWilliamsmodel,aswellasthefactthatthereareeighttimesmoreKellerWilliamsagentsthanRealtyExecutiveagentsworldwide.Iproceededtocallahandfulof KellerWilliamsagentsthroughouttheUnitedStates,andIreceivedgreatpraisesfromeachagent.KellerWilliamsisalargecompanythathasthepersonaltouchof asmallcompany.Theorganizationisconstantlyprovidingtoolstohelpeachagenttocapturemorebusinessandacquirebetterskillstomakemoremoney.

What are you telling other agents in your market who seek your input on Keller Williams Realty?

I'venowbeenwithKellerWilliamsRealtyforafewmonths,andIhaveusedtheKellerWilliamsnametoattracttopagentsacrossthecountrytosellthepropertiesthatConixpurchases.Itrulybelievethattherewillonlybeahandfulof companiesthatwillsurvivethismarketandKellerWilliamswillobviouslybeoneof thosesurvivors.InowtelleveryagentwhoasksmeaboutKWthatit’sagreatcompanyandthattheyshouldatleasttakethetimetoresearchtheadvantagesthatitoffers. kw

REO POWERHOUSEEYES TOP KW TALENT

Success Story

A NAT IONWIDE LEADER IN BULK ACqUIS IT ION AND SALES OFREO PROPERT IES , DANNY ROTh I S TAPP ING INTO ThE KELLER WILL IAMS NETWORK .


Cody Gibson

MAPS Coaching

MASTERMINDS PARTICIPANTS GETA TASTE OF BOLD FOR LEADERSHIP

During Leadership Masterminds in April, Dianna Kokoszka launched BOLD for Leadership – the next phase of the breakthrough course that is changing lives and careers throughout North America by removing limiting beliefs and empowering agents to design their own lives. having witnessed firsthand what BOLD has done for agents, market center leaders entered the four-hour event with a general sense that they knew what to expect. And almost without exception, they walked away surprised and thoroughly excited about what’s to come.

CODY GIBSON, TEAM LEADER, ANChORAGE MARKET CENTER“I loved Taste of BOLD Leadership. I expected to hear about how we could help everyone else. Instead, I learned about how we could work on ourselves to be the best that we could possibly be so that we would become better leaders. It was all about me and my mindset. Even over the course of the four-hour session, I could tell how well the course is put together and how it builds upon itself. I just know that coming on the heels of BOLD for Agents, this is going to be incredible for our leadership. I can’t wait to see it in the field. I’d fly anywhere to take advantage of BOLD for Leadership!”

SHERRY LEWIS, OKLAhOMA REGIONAL DIRECTOR“I am extremely excited about BOLD for Leadership, as are all of the other market center leaders from the Oklahoma Region. I see this program taking our thinking as leaders to the highest level that it’s ever been in the 15 years that I’ve been with the company. "We’ve studied leadership a lot in this company. BOLD takes it to a whole new dimension based on how our leadership is influenced by how we think.“

By Lisa Wahlgren

BOLD gOaLs fOr giving BackAmong the greatest joys of living an abundant life is the opportunity to give back, and from the day the BOLD journey begins, the giving kicks into gear. Noting the success that BOLD coaches throughout North America have had in raising money for KW Cares, through initiatives that include auctioning off everything from front-row seats to coaching calls, Dianna Kokoszka, MAPS president, decided that it was time to set a target. Not surprisingly, the $30,000 stretch goal is well within reach – with $22,852 having been raised by mid-April. For BOLD Coach John Prescott, reaching his $12,000 goal for the year is simply a matter of breaking it down into $1,000 per session, times the three sessions he facilitates per week, times the four rounds that he teaches in a year.

The fundraising functions on a few levels, notes Pat Mancuso, BOLD coach.It’s an opportunity to support the culture we believe in, engage in someenergizing exercises, while demonstrating a belief in abundance.

John Prescott

Sherry Lewis


For more information on MAPS Coaching, log on to www.mapscoaching.com.

ROAD MAP TO ThE TOP RANKSHow does a market center climb to the rank of top profit share earner? For Antelope

Valley, which achieved that status in 2009, it all comes down to MAPS coaching, says

Michelle El-Zaatari, productivity coach. having served in that role for three years, El-

Zaatari says that she, the market center’s entire leadership team, and a number of agents

are enrolled in MAPS Mastery Coaching, and ”the production in the market center is a

reflection of that. I’m so pro-MAPS,” El-Zaatari says. “I’ve seen the difference it can make.”

BOLDTo: Rino Caturano, team leader, Mission Viejo (Calif.) market centerFrom: Dustin Wise, associate, Mission Viejo (Calif.) market centerSubject: BOLD

Rino, Where do I begin? Thank you doesn't seem strong enough, but I will say it anyway. Thank you! Back in September, my business was very slow and financially I was hurting. I came to you for help and we spoke about the BOLD program. I wanted to do it but didn't know how I would afford it. You encouraged me to do whatever it took to get in that class. You believed in me and knew I would be successful. That meant the world to me! I borrowed the money to get into the class and pursued the educational and life journey that was/is BOLD. It changed not only my business but my life as well. The training that I received in regard to mindset alone was well worth the time and money invested. Now I have all these wonderful scripts and practices in place that have catapulted me into a new paradigm. Not only was I able to pay back the folks I borrowed the money from, but I capped! When I star ted, I didn't even have the $799 that was needed for the class. Now every deal I close will be at 100 percent! Thank you so much for truly caring and pushing me toward success. You have blessed my life and career immensely. Sincerely,

Dustin

From: Steve Capen, associate, Seminole (Fla.) market center To: Pat Mancuso, MAPS coachSubject: MAPS Mastery Coaching

Pat,

Thank you for encouraging me to hire a coach! I was finishing up BOLD when I made the decision to hire a MAPS coach. I have been in coaching for four months and just had my best month – $27,000 in GCI. (My GCI for the first six months of last year was $32,000.) As I build my team and grow my business, the coaching is invaluable. My MAPS coach keeps me focused on the right activities and has given me great advice and guidance.

Thank you!

Steve

BOLD Program

Michelle El-Zaatari

Dustin Wise Steve Capen

Phot

os b

y Br

ian

Fitz

simm

ons


TOP 50PRODUCING TEAMS*

* BASED ON TRANSMITTALS RECEIVED FOR ThE FIRST qUARTER OF 2010 CLOSED TRANSACTIONS IDENTIFIED WITH THE SPECIFIC TEAM

Name City,State GCI Units

1234567891011121314151617181920212223242526272829303132333435363738394041424344454647484950

Marnie BennettExpress Realty ServicesThe Heller Real Estate GroupThe Bocage TeamBrandon Green CompaniesSzakos & AssociatesThe Philbeck GroupBrenkus TeamRushforth TeamThe Jordan TeamMuffley & AssociatesGuldi Real Estate GroupThe Sunset TeamThe Millman TeamSeybert TeamTeam Silver-WestrickCarol Royse Lifestyle TeamThe Marshall GroupThe Monaghan GroupEng Garcia GroupFabulous Properties TeamKenny Klaus TeamRhodes TeamSolwick GroupThe Kink TeamMr. Beverly hillsThe Ida Terbet TeamSmith PremierMiddleton TeamSteve Cruz & AssociatesBen Kinney/home 4 Investment TeamJennifer Young TeamThe Buehlers & Associates, Inc.Kaushansky & Brown TeamNeal and AssociatesThe Jackie Ellis TeamSue Adler TeamStephen Cooley TeamThe Hoffman Murphy TeamNoel TeamThe Joe Iuliucci TeamTommy Pennington Realty GroupJeff Stearman TeamThe Michael Reese GroupThe Zeleznak GroupNastroTeam.comD&R GroupThe Graham GroupJansen CoastalMcCormick Team

Ottawa, OntarioReston, Va.San Diego, Calif.Fremont, Calif.Washington, D.C.Camarillo, Calif.Orlando, Fla.henderson, Nev.Ottawa, OntarioBonita Springs, Fla.Atlanta, Ga.Waldorf, Md.Los Angeles, Calif.Torrance, Calif.henderson, Nev.San Clemente, Calif.Tempe, Ariz.Salt Lake City, UtahGlendale, Ariz.Washington, D.C.Pleasanton, Calif.Mesa, Ariz.Dallas, TexasSanta Rosa, Calif.The Woodlands, TexasBeverly hills, Calif.Raleigh, N.C.Folsom, Calif.San Diego, Calif.San Antonio, TexasBellingham, Wash.Chantilly, Va.Flower Mound, TexasToronto, OntarioWichita, Kan.Boynton Beach, Fla.Summit, Fla.Fort Mill, S.C.Hermosa Beach, Calif.Santa Monica, Calif.Las Vegas, Nev.Southlake, TexasSan Clemente, Calif.Frisco, TexasScottsdale, Ariz.Elk Grove, Calif.Livonia, Mich.St. Clair Shores, Mich.Largo, Fla.Palo Alto, Calif.

$693,683.49 $520,682.14 $413,370.75 $402,790.50 $385,336.11 $367,713.41 $359,784.01 $352,311.88 $342,960.79 $312,180.02 $311,616.70 $311,116.89 $307,197.00 $305,129.55 $304,610.33 $304,317.59 $301,069.60 $298,695.71 $292,351.99 $287,727.34 $282,125.94 $282,094.67 $279,929.22 $275,318.41 $271,669.36 $270,829.95 $261,804.58 $260,375.50 $257,427.91 $257,157.77 $257,019.44 $254,180.22 $249,474.69 $248,463.50 $245,929.74 $245,098.76 $244,297.00 $242,204.78 $241,597.04 $237,604.75 $235,429.29 $234,562.15 $233,107.46 $232,228.40 $230,968.10 $230,461.00 $230,433.01 $229,917.45 $228,365.88 $227,000.00

49102.753649.2061.5050.70148115.204819.25357011.5029.3081.259626910320.501155374428333448.50209045.6548421828.16471345159.10102.50181640.7539.1342159110174


Susan ForsterPeggy WilsonAnn Lucia KrauterBruce TrammellBrent MitchellJoan McCollomJohn GaffordKathleen Rita KellyLewke Partners, Inc.Debbie KlinkVictoria Printz

California-SouthernCarolinasCalifornia-Inland EmpireMichigan-Northern OhioTexas-SouthTexas-SouthSouthwestGreater - PennsylvaniaMid-AmericanOhio ValleyTexas-North and New Mexico

252319161311109999

La JollaSpartanburgWest FoothillsGreater Cleveland SouthwestAustin SouthwestSan Antonio Ih-10Las Vegas Southeast /HendersonMediaBarringtonLouisville highlandsMidland

Name Region MarketCenter AgentsSponsored

** AGENTS WITH THE MOST GROWTH AT THE FIRST LEVEL OF THEIR PROFIT ShARE TREE DURING ThE FIRST qUARTER OF 2010

RosevilleAustin SouthwestVancouver, WAHeritageBonita SpringsThe WoodlandsSanta MonicaGreater PortlandBeverly hillsBlue BellDFW Metro SouthBayside, queensHollywood HillsCharlotte - South ParkSan Antonio Legacy GroupHouston MetropolitanAustin NorthwestReno NorthDallas Park CitiesBaton RougeOttawaKnoxville-WestDenver Tech CenterChandler/Sun LakesSouth TampaDallas Preston RoadBedford-ManchesterAtlanta - Sandy SpringsElk GrovePembroke Pines / Miramar

Roseville, Calif.Austin, TexasVancouver, Wash.San Antonio, TexasBonita Springs, Fla.The Woodlands, TexasSanta Monica, Calif.Portland, MaineBeverly hills, Calif.Blue Bell, Pa.Arlington, TexasFlushing, N.Y.Los Angeles, Calif.Charlotte, N.C.San Antonio, TexasHouston, TexasAustin, TexasReno, Nev.Dallas, TexasBaton Rouge, La.Ottawa, OntarioKnoxville, Tenn.Englewood, Colo.Chandler, Ariz.Tampa, Fla.Dallas, TexasBedford, N.H.Atlanta, Ga.Elk Grove, Calif.Pembroke Pines, Fla.

$124,158.87 $121,197.70 $114,216.23 $105,269.20 $89,295.61 $84,931.31 $72,639.44 $69,959.45 $68,296.75 $67,397.94 $66,583.42 $65,811.42 $64,455.97 $62,874.19 $61,601.63 $61,532.95 $61,016.73 $55,339.79 $54,430.22 $53,218.34 $53,161.56 $53,021.97 $52,430.26 $49,208.44 $49,161.34 $48,411.29 $48,343.07 $48,111.41 $46,964.16 $45,964.78

123456789101112131415161718192021222324252627282930

MarketCenter City,State

Wayne HallMary TennantPatti SieboldMark WillisKim MurphyJudith HopkinsRick CunninghamDottie BowePaul MorrisMichael CampoJohn DavisLouis CardenasPaul MorrisEd ArringtonJerri SmallwoodMark WillisMary TennantRobert ClementMike MillerLarry ChampagneJeff HooperJeff HarrellPamela KikerAlison BechtelKevin ChadwickDavid OsbornAlan RiceShaun RawlsDon YoakumNatascha Tello

OP AncillaryandTaxAdjustedProfit

Brent GoveDiane JohnsonBrian CombsAmy MasseyMary CassidyDiane FlickerColette ChingLeanne Barschdorf NicholsRobert AignerTodd Polinchock Smokey GarrettAllison GamboneGary ReavisAmy HawkeSteven GraggCandace CaspersenGene FrederickMelanie KennemannLinda CarothersMary Garner DeVoeSunny DaljitSharon LaingAnthony CarnesiRaejean MyersKevin CahillBrett CaldwellMark MulcahySteve KoutMindy DemainRita Polit

TL

Chris ApsleyJeanie harveyLaura UphoffAnna ReiswigNiki ZenczakChristopher WebsterTamara RobinsonSharon KimballMatthew A. KessellJennifer PoussHolly SerbenGeorge HerreraCarmen GuevaraStar WaddellJoan AdamsJanine Broussard FordLinda TimmermanSheryl LotzJames R. GiesenCindy NewchurchDebra BourneElaine MaynardLinda DunningLauren HarriganMarta VegaSandra GriffinDebi LevineKenneth GardnerTim McClearyLourdes E. Villamil

MCA

TOP 11STAKEHOLDERS**

TOP 30MONEYMAKERS***

***DATA FROM CEO REPORT USED FOR AWARD PURPOSES (KW OWNER PROFIT ADJUSTED FOR FEDERAL/STATE TAXES), FIRST qUARTER 2010. CANADIAN DOLLARS CONVERTED TO USD.

1234567891011


Knolly Williamsisasystemskindof guy.Whetherhe'shelpingclientswhoareunderwaterontheirmortgagetonegotiateashortsalewiththeirbankorrunningagospelmusicrecordingcompany,Williamsfiguresoutwhatittakestocatapultabusinesstothetop,andhestickswithit. In2003,afterreadingThe Millionaire Real Estate Agent,Williamsmadetheleapfromthemusicbusinesstorealestate,andtooknearly30listingsinhisfirst60days.Bytheendof hisfirstyearherankedamongthetopREALTORS®inCentralTexas.Thenheshiftedhisfocustoshortsales,andmanagedtomakeanevengreatermark. Histeamhandled96transactionslastyear,mostof whichwereshortsales.Heearnedmorethan$450,000inGCIanddecidedtojoinforceswithKellerWilliamsRealty.NowanassociatewiththeAustin-Southwestmarketcenter,Williams’understandingof theimportanceof systemsandhiscommitmenttomakingacontributionwhereverhegoeshavemadehimasuperiorfitwiththeKellerWilliamsculture. InadditiontoservingasaMAPSfast-trackcoachwhoisfocusedontrainingagentsonhowtoefficientlyfind,list,processandcloseshortsaletransactions,hehasdeveloped

atrainingmanualandamulti-componenttoolkitinordertoguideotheragentsthroughtheoftenuncharteredwatersof shortsales.Called7 Days to Success with Short Sales,Williamsexplainsthatthetoolkitincludesa300-pagetrainingmanual,asectiononthe“Top25WaystoGenerateShort-SaleLeads,”morethan55formsthatarefrequentlyusedinshort-saletransactions,morethan250bankcontactsnationwide,andanaudioCD,whichcanbefoundathttp://agenttoagentmarket.com.Havingspentmorethan

20,000hoursonshortsalesandcompletedmorethan500shortsaletransactions,I’veidentifiedthefullrangeof pitfallsandhavecondensedmyknowledgeintoacomprehensiveguide." “7 Days to Success with Short Salesisasystem

thatcanbeequallyusefultoexperiencedagents,aswellasthosewhoarenewtotheshort-salearena,”

Williamsexplains.“TheprogramteachesbeginnersthesystemsthatI’veusedtobesuccessful,andhelpsmore

experiencedagentstotaketheirbusinesstothenextlevel.I’vefoundthatagentswhohavecompletedasmanyas50to100shortsalesarestilloftenlackingintherefinedsystemsthatcanhaveapowerfulimpactontheirsuccess." kw

S U C C E S S S T R AT E G I E S F RO M A S h O RT- S A L E A F I C I O N A D O

SYSTEMATIZING SHORT SALES

Knolly Williams

Celebrating the entrepreneurial spirit within so many Keller Williams associates, Keller Williams Realty has established a new forum for agents to share their products and systems with the entire real estate industry. Masterminded by Gary Keller, co-founder and chairman, Keller Williams Realty, and Dianna Kokoszka, MAPS President, the Agent to Agent Market is truly a marketplace that is built by agents for agents. Real estate professionals who want to sell their ideas, systems, processes, marketing materials and training programs, to their fellow real estate professionals can apply to have their product included as an Agent to Agent approved product. To see if your entrepreneurial project would be right for Agent to Agent Market, email us at [email protected].

AGENT TO AGENT MARKET LAUNCHES WITH 7 DAyS To SuccESS wITH SHoRT SAlES

Photos by Matt Lankes

Visit:http://agenttoagentmarket.com

A

P P R O V E

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RO D U C

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kw | AGENT TO AGENT MARKET

P O W E R E D B Y :M A P S C O A C H I N G


To name a few: short sale, deed in lieu of foreclosure, foreclosure specialist and short sale negotiator. Of course, we all know short sale does not refer to the time involved from contract to closing, and we have come to realize that in the current market, negotiation skills are more critical than ever. In light of the new landscape that we’re operating in, let’s review a few words of caution concerning the listing and sale of short sales and foreclosures. In some states, your real estate license grants you the ability to assist your seller with negotiations for a short sale through their lender. In other states, you need additional registration or licensure with another state agency in order to perform this service. If you are negotiating short sales for a third party (who is not your listed seller or a buyer you represent attempting to purchase a short sale) you may also need additional registration or some other type of license in your state. It is critical that you make certain the tasks you are performing for a buyer or seller are sanctioned by your real estate license and, if not, that you take the

proper steps to be authorized. In our area, many people call themselves “short sale negotiators” or “loss mitigation specialists,” charging exorbitant fees, despite the fact that they are not licensed or registered with the required state agency. There will surely come a time when those persons will be headlines in our area (and not in a good way). So let us remember our obligation as REALTORS® to pay attention to what's going on around us and remember that the activities of one of us reflect on all of us. The current market has also given

rise to companies and individuals that purchase short sales and resell them to a buyer at a profit. Some of these companies or individuals are legitimate and some are not. My best advice to you: when someone comes to you with a proposal such as this, get copies

of every document they use, review them carefully and have your attorney review the documents as well. I anticipate that in the next year or so, plaintiff ’s attorneys will be advertising for sellers who believe they were treated unjustly in a foreclosure or short sale. Let’s do our due diligence and make sure Keller Williams Realty is not named in any wrongdoing. kw

Risk Management

FALLSIN OUR REAL ESTATE WORLD TODAY,

WE HAVE MANY COMMONPLACE TERMS

WhICh WEREN’T ON OUR RADAR FIVE YEARS AGO.

Avis Wukasch is team leader of the Round

Rock (Texas) market center. Having

recently been ranked among the 100 Most

Influential women in Real Estate, Avis

currently serves as a commissioner for the

Texas Real Estate commission and is the

immediate past chairman of the board for

the Texas Association of REAlToRS®. on

the forefront of regulatory issues affecting

real estate professionals in Texas, wukasch

is certified to teach continuing education

and prelicensure classes on agency,

marketing, law and contracts.

By Avis Wukasch

“Let us remember our obligation as REALTORS®: to

police our own, and report illegal or

unethical behaviors and activities to the proper authorities."

PITT O A V O I D W I T h S h O R T S A L E S A N D F O R E C L O S U R E S

Visit:http://agenttoagentmarket.com


Social Networking

Finding prospects. Building relationships. Driving referrals. Social media is opening up a new world of opportunity for Internet-savvy real estate agents willing to invest a little time blogging and engaging in conversations on social networking sites.

ShARE LEAD CAPTURE STRATEGIESSOCIAL MEDIA MAVENS

By Jennifer LeClaire

DIGITAL FARMING ON FACEBOOKLiz Landry,associateattheOrangePark-Jacksonville(Fla.)marketcenter,isworkinghersphereandmeetingnewpeoplebyexecutingastrategyshecalls“digitalfarming.”Reachingouttoagroupof peopleinterestedinasinglemaster-plannedcommunityinJacksonville,LandryutilizesanicheWebsite,ablogandaFacebookpagethatofferspeoplewholivethereachancetointeract. “Whenyoulookatfarming,you

greetpeopleonceamonth.Yousendpostcardstoaspecificdemographic,”Landrysays.“WithFacebook,youcanspecificallytargetademographicorageographicareavirtuallyfor

freeandgreetthemdaily–andit’snonintrusivebecausewe’recontributingusefulinformation.”

LandryestablisheshermarketexpertisebypostingvideosontheFacebookpage,offeringtipsonrealestateforsale,openhousesandspecialeventsinthecommunity.Thisstrategyallowshertoputherbrandinfrontof prospects365daysayearwithoutincreasingheradvertisingbudget.Withsocialmedia,themessagesalsohavethepotentialtospreadacrossthewiderFacebookcommunitywithasingleclick. “Myblogisallaboutrealestate,butwithFacebookwe’re80percentcommunityand20percentrealestate.” Landryfiguressheclosestwoorthreedealsamonth,onaverage,throughhersocialmediaefforts,butsheisbettingthecumulativeeffectof therelationshipbuildinghasanevengreaterimpactthatcan’tbemeasured.

MAKING PROFITABLE CONNECTIONSSue Adler,anassociateattheSummit(N.J.)marketcenter,isamodelforquickvideomarketingonFacebook.Shehascreatedvideosaboutthetownssheserves,aswellasclienttestimonials,andpostedthemtoneighborhoodpages.Shealso“tagged”thevideoswiththenamesof thepeoplewhowerefeatured.Thecampaignwentviralacrossthesocialmediaplatform,showinguponYouTube,GooglesearchandFacebook. “Ihavemorethan2,500friendsonFacebook,butI’veseparatedpotentialclientsandclientsintoonecategoryandmyhighschoolfriendsandfamilyintoanothercategoryandotherREALTORS®intoaseparatecategory.”

Adlerfrequentlycongratulatespeoplewhopostabouttheirnewbaby,forexample,becausesherealizessocialnetworkingisaboutbuildingrelationships-notaboutsellinghouses.If youbuildtherelationship,shesays,yourFacebookfriendswillturntoyouwhentheyarereadytoshoporsellahouse. Adler’sstrategyisworking.Duringthepastyear,shecantrace20closingstoREALTOR®referralsthroughFacebook.

BETTING ON NICHE BLOGSMariana Wagner,anassociateintheColoradoSpringsSouthmarketcenter,says100percentof hernew,nonrepeat,nonreferralbusinessisstemmingfromheronlineefforts–andasmuchas90percentisdirectlyrelatedtoherblog.WagneralsoreportsgettingoneortwodealseverymonthfromFacebookandTwitter. “WithTwitter,it’snotaboutpostingnewlistings.That’snotwhatgetsthebusiness,”Wagnersays.“MyinteractiononTwitter–mycaringaboutwhatotherpeoplearedoingandinteractingwiththem–that’swhatgetsusreferrals.It’sthesamewithFacebook.Youcangetintotroublebeingallbusiness,allthetime.” Bycontrast,Wagnerisdie-hardrealestateonherblog.It’sallrealestate,allthetime.That’sbecause,assheseesit,if someoneissearchingaboutrealestateandtheylandonherblog,theydon’twanttohearaboutherdog. Wagnersaysthereisstillroomtogrowhereffortsinsocialmedia.“Icouldbemaximizingsomeof myFacebookfan

pagesbetterbymakingthemmorecommunityorientedratherthanjustadvertisingbillboards,”shesays.“We’vedominatedinsomenichemarkets,andIthinkwecanreachoutanddominateafewmore.Soit’snotsomuchdoingnewthings,

it’sjustdoingwhatwe’vebeendoingatagreaterlevel.” kw


By Laura Price

B R I N G I N G H O M E T H E

KW EXPERIENCEMARKET CENTERS MOVE TOWARD A COhESIVE LOOK

ThAT RADIATES ENERGY AND OPPORTUNITY

An ancient Chinese proverb reads:

Tell me – I forget. Show me – I remember. Involve me – I understand.

For Maureen Barker, regional director of the California-Northern and hawaii Region, that proverb bore the idea that is currently changing market centers across North America: the KW Experience. Telling the Keller Williams story is one thing, showing it is quite another. Which is the challenge Barker, who was in retail management prior to becoming a team leader, took on when she began thinking about a new approach to sharing the Keller Williams difference. She contacted Ellen Marks,

director of marketing and communications for the Keller Williams Realty International Support Center. “I saw a real need in market centers for something that could improve the way team leaders and agents share the vision of Keller Williams,” she says. “I thought, ‘What could our market centers look like to visually communicate who we are?” Tapping into the collective power of the Keller Williams International Support Center, executive leadership and an idea that was too good to pass up – the KW Experience is taking hold across North America. The results are speaking for themselves.

To learn more about the KW Experience, go to http://mykw.kw.com and click on the Marketing tab. kw

I am looking at the red impact wall and it gives me goose bumps! It’s the coolest thing ever! I am so proud and

honored to be part of this company! Thank you. – Claudia Maefsky, No. 1 agent in Spokane

I love it! They are snappy, dynamic,synergistic and visually pop! It’s great!

- Brent Gove, team leader,Roseville market center

Maureen BarkerEllen Marks


Tech Tips

KELLER WILLIAMS ATC: DRIVING TEChNOLOGY ThAT

ShARPENS YOUR COMPETITIVE EDGE

P O W E R F U L P R A C T I T I O N E R S

As we roll out the new KW.com this month, it’s critical that we acknowledge the contributions of our Associate Technology Council (ATC), which has been absolutely central to the development of our new market-leading Website. In fact, for the past several years, the ATC (whose current members are listed below) has set the schedule for our company’s technology agenda and strategy – in keeping with Keller Williams Realty's “by agents and for agent philosophy. The 15 members of our ATC are highly effective in leveraging technology in their businesses, and share a passion for ensuring that Keller Williams technological capabilities remain on the leading edge of the real estate industry. In fact, all of the new offerings that we rolled out at Family Reunion this year were driven by the ATC, including: providing associates with the ability to establish a Web presence in 20 minutes via a quick-start wizard, and the development of tools to allow for greater customization. Most recently, as the initiator and driving force for the new KW.com, the ATC helped to determine the most effective and equitable system for selecting local featured properties to display on the home page. After reviewing a wide range of options, the ATC selected what was determined to be the best model for the software that is randomly selecting the 10 featured listings from the KWLS on a market-by-market basis. With a vast network of 70,000 consumer- facing sites that connect more than 2.6 million viewers to associates every month, KW.com already leads the industry. The new site compounds our value proposition with streamlined search features and a mobile application. If you haven’t already done so, please take a look at the new KW.com and, in particular, the capabilities of the new Mobile.KW.com. kw

By Cary Sylvester

Cary Sylvester, executive director of technology, Keller Williams Realty International Support Center

KELLER WILLIAMS REALTY'S 2010ASSOCIATE TECHNOLOGY COUNCIL:

• Cary Sylvester, ATC director and executive director of technology, Keller Williams Realty International Support Center• Joelle Senter, director of IT products development, Keller Williams Realty Interntional Support Center• Sue Adler, associate, Summit market center, Short Hills, N.J.• Ron Armstrong, associate, Asheville market center, Asheville, N.C.• Casey Baird, associate, Nashville-Franklin market center, Franklin, Tenn.• Sunny Daljit, team leader, Ottawa market center, Ottawa, Ontario• Stephanie Evelo, associate, Indy Metro Northeast market center, Fishers, Ind.• Ken Granger, MC tech coordinator, Oviedo, Kissimmee and Orlando, Fla.• Galand Haas, operating principal, Eugene market center, Eugene, Ore.• Wendy Hess, team leader, Crofton/Ft. Meade market center, Pasadena, Md.• Ben Kinney, operating principal, Bellingham market center, Bellingham, Wash.• Ryan Orsinger, MC tech coordinator, San Antonio IH-10, San Antonio, Texas• Jonathon Osmond, associate, Charlotte-South Park market center, Charlotte, N.C.• Len Reaves, associate, Dallas Preston Road market center, Frisco, Texas• Angel Rivera, team leader, Monroe market center, Monroe, La.• Gregory Robbins, director of marketing, Ida Terbet Team, Raleigh market center, Raleigh, N.C.• Chuck Roberts, operating principal, Monroe market center, Monroe, La.• Dave Therrien, operating principal, Crofton/Ft. Meade market center, Pasadena, Md.• David Silver-Westrick, associate, San Clemente market center, Dana Point, Calif.


Referral Resources

of Keller Williams Realty, Inc., on BECOME A FAN

KELLER WILLIAMS REALTY'S 2010ASSOCIATE TECHNOLOGY COUNCIL:

• Cary Sylvester, ATC director and executive director of technology, Keller Williams Realty International Support Center• Joelle Senter, director of IT products development, Keller Williams Realty Interntional Support Center• Sue Adler, associate, Summit market center, Short Hills, N.J.• Ron Armstrong, associate, Asheville market center, Asheville, N.C.• Casey Baird, associate, Nashville-Franklin market center, Franklin, Tenn.• Sunny Daljit, team leader, Ottawa market center, Ottawa, Ontario• Stephanie Evelo, associate, Indy Metro Northeast market center, Fishers, Ind.• Ken Granger, MC tech coordinator, Oviedo, Kissimmee and Orlando, Fla.• Galand Haas, operating principal, Eugene market center, Eugene, Ore.• Wendy Hess, team leader, Crofton/Ft. Meade market center, Pasadena, Md.• Ben Kinney, operating principal, Bellingham market center, Bellingham, Wash.• Ryan Orsinger, MC tech coordinator, San Antonio IH-10, San Antonio, Texas• Jonathon Osmond, associate, Charlotte-South Park market center, Charlotte, N.C.• Len Reaves, associate, Dallas Preston Road market center, Frisco, Texas• Angel Rivera, team leader, Monroe market center, Monroe, La.• Gregory Robbins, director of marketing, Ida Terbet Team, Raleigh market center, Raleigh, N.C.• Chuck Roberts, operating principal, Monroe market center, Monroe, La.• Dave Therrien, operating principal, Crofton/Ft. Meade market center, Pasadena, Md.• David Silver-Westrick, associate, San Clemente market center, Dana Point, Calif.

M E G A L E A D E R S H I PSept. 13-14

M E G A T E C H N O L O G YSept. 14

M E G A A G E N TSept. 15-16


Referral Resources

*Call Mike on all Short Sales and REOs


AUGUSTA ASSOCIATE REALIZESTHATKW CARES IS THERE FOR HER

By Elizabeth Millard

AlthoughLisa Kolb,associatewiththeAugusta(Ga.)marketcenter,knewaboutKWCares,sheneverthoughthersituationwouldqualifyforagrant."Ithoughtthegrantswereforpeoplefacingsevereillness,likecancer,orwhohadbeenthroughsomethinglikeahurricane,"shesays."WhenmyteamleadersuggestedIapply,andsaidshe'dhelpmewiththeprocess,Ijuststartedcrying.ThegratitudeIfeltwasoverwhelming." Kolb'sdifficultiesbeganwhileshewaspreparingtodonateakidneytoherfatherinSeptember2009.EventhoughKolbisadopted,sheprovedto be a better match than herfather'sbiologicaldaughter,andshefeltblessedtohavebeenchosen. As she prepared for themajorsurgery,hermarriageunraveleddramatically,andherpastoradvisedthatsheandherteenagedaughtermovetoafamilymember'shouseforsafety'ssake.Sherefusedtoletanyonetellherfatherbeforethesurgerybecauseshedidn'twanthimtofeelstressedbeforetheoperation. Theoperationwasasuccess,butassherecovered,shewasabletoworkonlyintermittentlyforthreemonths,whichdepletedherfinances.Strugglingtopayrentonthenewhomesheandherdaughterhadmovedinto,Kolbwasencouragedbyherteamleader,Kathy Larrabee,to

applyforaKWCaresgrant. "It'sjustanotherindicationof theoutpouringof carehere,"Kolbsays.WhenshefirststartedinrealestateatacompanyinSouthCarolina,Kolbcametobelievethattheindustrywasknownforagreatdealof backstabbing

andcutthroattactics.Eventhoughhersecondcompanyprovedlessdivisive,shesaysshedidn'tfindrealchangeuntilcomingtoKellerWilliamsRealty. "Everyonehereisonateam,andthegoldenrulejustpermeatestheoffice,"shenotes."Itsaturatesthetrainingandsupport.Icanwalkintothemainarea,wheretheagentsareoncomputers,andsay,'Ihaveaquestion,'andeverypersontherewillturnandaskmewhatIneed.I'veneverbeenexposedtosuchgenuineprofessionalismbefore." "Kolbfitsrightintothatculture,"notesLarrabee,whosaysshe'sasincere,givingpersonwhostayspositive

eventhroughadversity.She'sworkedasabuyer'sagentuntilrecently,she’sbeenactiveontheculturecommittee,andalwaysstepsupwhenanagentintheofficeneedsanything. "Shewentthroughalotduringthekidneytransplant,bothpersonallyandphysically,"saysLarrabee."Thegrantshereceivedallowedhertheopportunitytogetbackonherfeetandplaceherfocusbackonrealestate.Shehasaheartof gold." kw

Lisa Kolb and her father, to whom she donated a kidney.

KW Cares


Whoeverthinks“Hotlanta”doesn’tgetcoldneedstospendawinterhere. Onarecentdrivethroughthecityoneverycoldwinternight,Isawanumberof homelesspeoplecongregatingunderthebridgesof I-75.WhenIgothome,Irealizedthatthetemperaturewasinthe30s.Icouldn’tstopthinkingof thepeopleIhadjustseenwhowerelivingonthestreets. Notusuallyapersontotakeupanyonecause,Ifeltsuchempathyforthosewho,forwhateverreason,werenotinashelter,soIdecidedtosayafewwordsatthenextmorning’steammeetingtoseeif anyonehadanoldblanketorcoatthattheycouldspare. WhatIexperiencedinthenext48hourswasastonishing.Onesimplerequest–onecalltoaction–andagentshaddeliveredsomanycoats,sweaters,blankets,handwarmers,gloves,snackbars,water,etc.,thatIcouldn’twalkinmyoffice.Ihadtopulltheitemsoutintothehallwayjusttogetthroughthedoor.Theresponsewasaweinspiring. Ihadnoideatheresponsewouldbesogreat.Nervousandwithoutagoodplanof execution,afriendandIloadedupanSUVtotheverytopanddrovearoundlookingforhomelesspeopletodeliverblanketsandcoatsto.Withinabout45minutes,wedoledoutasmuchaswecould.IadmitnowthatthisissomethingbestlefttotheexpertsandIwouldn’trecommendthistoanybodyelse.AllIknewatthetimewasthatIhadtohelpandIhadtoactquickly. Toseeformyself thefacesof thosewholivedonthestreetswassomethingthatwillstaywithmeforever.

Thenextday,therewerejustasmanydonationsfromagentsintheoffice.ThistimeIwasabletocoordinatewithanamazingperson,KurtSalierno(SaliernoMinistries.com),whohelpsthehomelessonaregularbasis.Twiceaweekhewalksthestreetswiththem,learningabouttheirstrugglesandhelpingthemtosurviveandultimatelygetbackontheirfeet.Witheconomictimesbeingsotough,heisseeingmorepeoplethaneverbefore. Kurtdonatedeverylastpiece,andittookhimfrom7p.m.through8a.m.thenextmorning. Thisentireexperiencehasbeensuchablessing.Ihavemet

somanywonderfulagentsintheofficethatIhadn’tknownevenafterthreeyearshere.Otheragentsweresoeagertohelpinanywaytheycould,includingofferingtohandouttheblanketsandcoatswithme. Themembersof thisofficecametogetherwithouthesitation,tosupportstrangers,withtheirmostbasicneeds.Theyarealreadytalkingabouthowmuchmorewecandonextyear.IknowI’maccountableforthisforawhilelonger,andamhappytobeso. AllIdidwasthrowthepebbleintheKellerWilliamspond.KellerWilliamsFirstAtlantaagentscreatedthewavesof responseandultimatelythesurgeof loveandofferings.ItiswithsuchprideandgratitudethatIworkwiththemostamazingpeople.Icouldn’task

forabettergroupof agentstobeassociated with. kw

Red All Over

A P E B B L E I N T H EK E L L E R W I L L I A M S P O N D

ByVanessa Westfall,associate,Atlanta-SandySpringsmarketcenter

Vanessa Westfall

SeeMoAnderson 's co lumnon thenext page for moreabout the SandySpr ing 's market center ' s cu l ture in act ion.


It was a redletterdayforSandySpringsasTeamLeader,Steve Kout shared the Atlanta Business Chronicle’sofficialrecognitionof thisteam’soutstandingachievementof beingtheNo.1SalesVolumeResidentialRealEstateOfficeintheAtlantaarea!Myheartsoaredwithjoyoverhavingtheopportunitytojoininsuchawonderful,well-earnedcelebration! Uponenteringtheexceptionalatmosphereof thismarketcenter,onecanactuallyfeelthecultureflowingandfillingeverycornerof it.SteveKoutconfirmedthis,offeringthatitwas“ateamleader’sdream”tobeassociatedwithpeoplewhowere“inculture”onadailybasis.Steady,tremendousgrowthisoneof thenaturalbenefitsreapedfromlivingandsharingourKellerWilliamsculture.Culture-ledassociatesattractothersseekingpersonalandprofessionalfulfillmentculminatinginphenomenalmarketcentergrowth.Stevesharesthatwarmleadsresultinamonthlyaveragegrowthof 8to10associates.Bythe3rdweekinAprilthreecappershadjoinedtheteam,withthreemoreontheway!Trulyamazing! DuringourtimetogetherIsharedtheTop10WaystoBuildCultureintheMarketCenterandactuallybelievethattheseincrediblyhigh-valuedteammemberscouldhaveactivelyledthediscussionthemselves!

Itisalsoobviousbytheir2009contributionsthatourSandySpringsteamhasanenormouspassionforKWCares,whichof course,thrillsmetopieces!AndSteveenthusiasticallystatesthatin2010theywillnotonlyexceedmy$3,000KWCareschallenge;

theirgoalisfor100percentKWCaresGreensheetparticipation!Wow!Wouldanyoneliketomatchthat? I’velearnedthattheSandySprings’REDDayparticipationwillfocusonsupportingtheRedCrossintheirongoingassistancewiththeworld’srecentnaturaldisasters.TheywilljoinintheSoutheastRegion’sBloodDrive

andliterally“BleedRED”fortheday!Associatesareinvitingtheirclientsandcustomerstoencourageawidespreadparticipation!Icanhardlywaittolearntheoutcomeof suchaworthwhileendeavor! Iunderstandthatanew“buzz”phrasehassurfacedwithinthisexemplarymarketcenterteam–“Benice!"Whileitseemslikeasimpleenoughdirective,itisnotalwaysaneasyone.Itrequiresadedicationtoalwaysdoingtherightthingandbeingawarethateachof usisarolemodel–toourfamily,ourco-workers,ourneighbors,ourworld.IamthrilledthatthisconceptisfillingtheAtlantaairandmysinceredesireisforeachof ustocarryandmodelthismessagethroughoutourlifejourney!

ThankyouSandySpringsteamforaninspiringandupliftingvisit!Andthankyou,SoutheastRegionandSandySpringsleadershipforyourcommitmenttoleadingbyexample!

Yoursinlivingandsharingourculture,

Mo AndersonViceChairman, KellerWilliamsRealty

My dear family,

It was my great pleasure to visit our Sandy

Springs, Keller Williams Realty First Atlanta

market center on March 30th! The Sandy

Springs team was our 2009 third highest

KW Cares contributor and I was anxious

to experience what I believed would be an

extraordinary culture-driven environment.

I was definitely not disappointed!

A P E B B L E I N T H EK E L L E R W I L L I A M S P O N D

In 2010 the Sandy

Springs market center

will not only exceed

my $3,000 KW Cares

challenge; their goal

is for 100 percent

KW Cares Greensheet

participation! Wow!

Would anyone like to

match that?

Kwri 2010-may-june

Education

Transcript of Kwri 2010-may-june