Plan Your 2019 for Keller Williams Profit Sharing!

You’re in our profit share tree, and we want to help you integrate planning for profit share into your business plan. Join Rebecca Del Pozo and me for this informative, fast-paced webinar!

1. 2.

What would this person tickling the ivories know

about business planning? About profit sharing?

CONFIDENTIAL 5/2010 4

About your Presenter, Carla Cross, CRB, MA

Wrote the only internationally published book for real estate agents on business planning (endorsed by Mark Willis) Her business start-up plan/book, Up and Running in 30 Days, used internationally by thousands to start their (endorsed by Gary Keller); now in its 5th edition Writer and trainer for Certified Real Estate Brokers’ (CRB) business planning course National and Washington Realtor Educator of the Year Former master level CRB instructor 7 internationally published books and productivity/training 20 programs Started first Keller Williams Market Center in the Northwest Was NW Regional director honored for ‘best turnaround in a region’) (by Mo Anderson) Majority owner, Keller Williams Realty, Bellevue, Wa. Has taught thousands of KW agents how to gain profit sharing/was KW International Trainer

www.carlacross.com

CONFIDENTIAL 5/2010 4

About your Presenter, Rebecca Del Pozo

Rebecca has grown up at KW. Licensed since 2003, she has grown her first level to 40 people and 97 total in her Profit Share Tree.

She's an Assistant Team Leader at the Puyallup, WA. Market center.

Originally from Canada, when she’s not singing, she’s selling houses in the Greater Seattle Area and inspiring agents to live a life of significance.

She founded Rebecca Del Pozo & Company, a team of real estate professionals who serve their clients with all their real estate needs.

She has helped grow the market center from 142 agents to 330 in 3 years and is passionate about profit share! Rebecca is a published author and member of KWYP, KW Luxury International, SRES, Bold Graduate and WA State Certified Clock Hour Instructor. She is wife to Mike, mom to Antonio, Tricia & Bella and loves spending time on the Puget Sound in their little fishing boat.

Plan Your 2019 for Keller Williams Profit Sharing!

You’re in our profit share tree, and we want to help you integrate planning for profit share into your business plan. Join Rebecca Del Pozo and me for this informative, fast-paced webinar!

Roadmap for Today

A strategic way to think about your business plan Three sections of your business plan you may leave out—but are the best sections for creating more profit sharing! How to integrate a profit share plan into your business plan A specific plan for growing your profit share tree by 15 this year--Rebecca Great sources of referrals Your hidden power structure: Those you’ve already referred—Rebecca Wrap-up and Q and A

Handouts included!

The strategic planning process The PDF of this webinar 4-1-1 (get this online—long on to mykw.com) Focus on 15

See your handout icon in your toolbar and grab these!

What a Real Estate Strategic Planning Process* Looks Like

The thought process: •Vision –end in mind •Review—why ****** •Mission –focus The action plan: •Objectives (goals) (include profit share goals) •Action plan/Budget (include profit share actions) •A method to measure ****Review assures you can anticipate market shifts Planning is everything. The plan is nothing. Dwight D. Eisenhower

*customized for real estate pros by Carla Cross

The Three Components of Your Plan You’re Probably Missing

Missing

1. Vision (gives it passion) 2. Review (makes it strategic) 3. Specific Action Plan (makes it practical--not just objectives or goals—what to do daily)

See your handout icon in your toolbar and grab this!

Component #1: Is Your Plan Anchored by your Vision?

What’s in your plan to remind you of your talents, skills, and uniqueness? Does your plan include the inspiration?

Your inspiration will inspire others (what are they missing in their companies?)

What’s Your Vision—your Why?

Companies built on shared vision and values outperformed the stock market by a factor of 15**** I have concentrated all along on building the finest retailing company that we possibly could. Period. Creating a huge personal fortune was never particularly a goal of mine.

Sam Walton, Founder, Wal-Mart

Vision: Your core ideology, core values, and BHAGs (big hairy audacious goals)

****Read Built to Last: Successful Habits of Visionary Companies, Porras and Collins

What do you want people to say about you and how you did business when you’ve finished selling/managing?

Keller Williams Profit Sharing: Gary Keller’s Unique Genius

Profit Sharing is a component and evidence of our vision, our culture, and our values. That’s the big difference between us and other companies! We share in the profits, not the income, so all gain a business management mentality (it’s not what you make, it’s what you keep) We’re all committed to expense control and profitability enhancement, so that we share more profits We’re committed to assuring great lives, not just great careers. Profit sharing can make the difference between working 24/7, or having a life! Our culture goes way beyond selling real estate. We’re committed to enriching all lives (that’s why we share our vision, culture, and values).

Component #2: Reviewing is Key to Making it Your Plan

External review

Look at the trends and see how they will impact your business; build that into your business plan*

Example: The latest NAR Survey of Buyers and Sellers and Member Profile Survey shows a disparity between average age of Realtor (53) and the age of the biggest group of buyers (25-34—26%). What does this mean to you? What does it mean to a team leader?

Internal review: Aspects of your business

Examples: Number of listings taken/sold

Number of sales

Reviewing assures you anticipate market shifts.

Managers’ ‘assignment’: Do a group brainstorming session on trends

Managers: Help your agents do an external review in several areas

Gather statistics/reports on trends in several categories:

International

National

Local

Assign small groups to specific areas to study these trends and make a ‘conclusion report’ on how that trend will affect your agents’ business; and what changes agents need to make in their business plans to take advantage of trends

Examples: Scarcity of building lots in your area

Re-zoning possibilities of your city government

Scarcity of low-income housing

Market shifts

Integrate Profit Sharing into your Business Plan

Objectives Component # 3: Action Plan (makes it practical--not just objectives or goals—what to do daily)

See your handout icon in your toolbar and grab this!

Profit S

haring

Keller Williams How to Integrate Profit Sharing Create objectives for your profit sharing How many do you want to refer? How many will join? Create tactics (actions) Who are your best ‘target markets’? How will you contact? When/frequency

Profit S

haring

Keller Williams How to Integrate Profit Sharing Use the 4-1-1 to plan your profit sharing activities and schedule them.

Grab this online: Log in to myKW and search for 4 1 1 . You can complete it online.

Profit S

haring

Keller Williams How to Integrate Profit Sharing

A sample plan to increase your profit share tree by 15 this year.

See your handout icon in your toolbar and grab this!

Profit S

haring

Keller Williams Profit Sharing Where to Find them: Great Sources of Referrals

Allied resources Meet them when they’re new to your MC Take them to lunch Keep referrals private if they wish Have an allied resources MC lunch at least yearly

Co-op agents—Rebecca invites them to regional events

Teach at your Realtor association/other

Top-referring clients: Show them how becoming a Realtor is a great benefit--Rebecca

Profit S

haring

Keller Williams Your Profit Share Tree: Your Hidden Power Structure

Are you helping those you referred to a better business?

Help each one through the orientation process

Be with them as they attend their first team meeting/first ALC meeting/introduce them to Ignite

Find out their goals and coach them to their business plans

Show them you care more about them than the money! Why not create a system for your market center?

Profit S

haring

Keller Williams Your Profit Share Tree: Your Hidden Power Structure How Rebecca Supports Her Profit Share Tree Quarterly Profit Share Tree activities include:

• Business planning class

• 1:1 coaching

• Breakfasts • BBQs and other gatherings to connect with her profit

share tree

• A private FB Group for everyone in her Profit Share Tree to encourage them and share information with them to help them grow wealth

Big Ideas for Today

A strategic way to think about your business plan

Three sections of your business plan you may leave out—but best sections for creating more profit sharing!

How to integrate a profit share plan into your business plan (use a 4-1-1)

A specific plan for growing your profit share tree by 15 this year--Rebecca

Great sources of referrals

Your hidden power structure: Those you’ve already referred--Rebecca

Wrap-up and questions

I didn’t have success, so I had to start without it.

Jonathan Winters, famed comic

Profit S

haring

Keller Williams Thank you!!!

We’ve so enjoyed working with you. Thank you for contributing to our profit share tree and to this community.

Email us to let us know what information/topics/guests you’d like in our webinars. We’ll be doing one at least every quarter for you. Carla Cross carla@carlacross.com 425-392-6914 Rebecca Del Pozo rebeccad@kw.com 253-576-7707 You’re more apt to act yourself into feeling than feel yourself into action. Jerome Brenner, psychologist