1. A PUBLIC ATION OF KE L L E R WI L L I AM S R E ALT Y, I N C . M AY /J U N E 201 0 , VO L. 7 NO. 3
IT’S A SIGN OF THE TIMES
Worldwide 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 launches
course for leadership - PG. 18
MEGA Camp is right around the corner! - PG. 27
3. 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.
But that’s what happened when we saw before, now is the time to commit to and closed transactions joined forces
our numbers for March. growth by implementing all recruiting with us. [See cover story on Page 6].
sources to gain our “unfair share” of And it has been awesome for all of
• We added eight new market centers to the market. ALCs: sharpen your focus us to witness what happens when the
end March with 677 offices. on growth! Passionately brainstorm Keller Williams opportunity emerges
• We grew by more than 1,200 action plans for accountability and big-time in another market where our
associates to end March with 77,261 growth! company’s impact had not yet been felt.
associates. Remember the “15 in 5 Challenge” – [See “Conversion breathes new life into
three cappers every year for five years. careers,” Page 9].
As I write this, based on the reported This is your time to take advantage of Our momentum has never been
year-end 2009 numbers for Century the life-changing impact that passive greater, and there’s never been a better
21 and RE/MAX, we are only 865 time for you to reach out and extend
associates away from surpassing Century the Keller Williams opportunity to your
21 to become the second-largest real sphere of influence. Ultimately, it all
estate company in the United States, comes down to you. You are the reason
and we’re only 620 associates away from why agents are changing to Keller
inching out RE/MAX for the No. 3 Williams Realty: your success, your
spot for all of North America. By the integrity, your energy. So thank you.
time this issue of OutFront is printed What drives us is a passion to see you
and mailed to your market center, the achieve your biggest goals and to lead a
countdown will have begun. great life.
This announcement thrills us because So as the real estate industry buzz
we’re all in this together, and it’s just about Keller Williams Realty takes on an
further proof that you are the best even greater pitch, our dream is that you
in the business. Profit share grows income through profit share can have on are putting it to work for you!
as Keller Williams Realty grows, and your bottom line.
that was certainly true in March when The following pages present Yours in seizing opportunity!
profit share shot up $2.3 million over just a snapshot of our growth and
the previous month. To top that off, momentum. Last month, Joe Rothchild,
profit share for March of 2010 was $1.8 a top-ranked RE/MAX franchisee and
million higher than March of 2009! the leader of Houston’s No. 1 selling Mark Willis
This is our time! More than ever real estate team in both dollar volume CEO, Keller Williams Realty
Keller Williams Realty May/June 2010 • vol. 7 no. 3 outfront 3
4. table of contents vol. 7, no. 3 - May/June 2010
As your summer travel
plans take shape, make
sure that investing in
YOU and learning how
to UNLEASH YOUR
POWER doesn’t take a
ADVANTAGE 06 HEAD-TURNING
back seat to the sand More visitors mean more Why did the leader of
leads. Check out the new Houston’s top-selling team
Mega Camp 2010 is an mobile.kw.com! make the switch to Keller
industrywide destination Williams Realty?
that promises to be more
power packed than ever
> MEGA LEADERSHIP
Sept. 13-14 08 "EVERYBODY
WINS!" 10 SECRET SAUCE
> MEGA Keller Williams Realty Marnie Bennett's market
Sept. 14 breaks new ground in saturation strategy has
northern Ohio. catapulted her to the
> MEGA AGENT
Sept. 15-16 top in Ottawa.
Learn more and register
SOLUTIONS 24 NETWORKING
Short-sale Social media mavens
aficionado kicks off share strategies on
Agent to Agent Market. optimizing every outlet.
May/June 2010 vol. 7 no. 3 Marketing and Communications Director: Ellen Marks OutFront is published by Keller Williams Realty, Inc.
OutFront is a publication of Editor: Lisa Wahlgren (firstname.lastname@example.org) The entire document of OutFront is copyright© 2010
Keller Williams Realty, Inc. Marketing and Communications Coordinator: Laura Price by Keller Williams Realty, Inc. No portion may be
reproduced in whole or in part by any means, including
Copy Editor: Jeff Ryder
electronic retrieval systems, without the express written
807 Las Cimas Parkway, Suite 200 Design: Travis Drake
permission of the publisher. Editorial or advertising does
Austin, Texas 78746 Contributors: Celesta Brown | Jill Dwyer | Jennifer LeClaire | not constitute advice but is considered informative.
(512) 327-3070 phone
(512) 328-1433 fax
Advertising: Tom Freireich (email@example.com) Copyright© 2010 Keller Williams Realty, Inc.
Job Inquiries: (firstname.lastname@example.org) All rights reserved.
4 outfront May/June 2010 • vol. 7 no. 3 Keller Williams Realty
D O YO U R C L I E N T S K N OW. . .
THE NEW KW.COM
HAS GONE MOBILE!*
include key fe
of the proper
and the listing
F R O M T H E K W M O B I L E H O M E PA G 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.
To learn more about kw mobile, go to mobile.kw.com.
*This mobile version is designed and optimized for iPhone and Droid devices, but will work on other devices as well.
Keller Williams Realty May/June 2010 • vol. 7 no. 3 outfront 5
6. Cover Story
IT'S A SIGN OF THE TIMES
WORLDWIDE TOP PRODUCER AND
HOUSTON’S NO.1 TEAM COMES HOME TO KW!
By Lisa Wahlgren
As Joe Rothchild sees it, both his business and the time, Rothchild said, his perception of Keller Williams
entire real estate industry have evolved over the past Realty was that of a “little company that kept showing
decade, and particularly throughout the recent market up here and there.”
shift. This evolution gave rise to Rothchild's realization That’s all changed.
that the Keller Williams business model is clearly the “I don’t believe it’s a question of if Keller Williams
most advantageous – for agents and market center Realty becomes No. 1 in the Houston market, I believe
owners alike. it’s a question of when. And I want to be a critical part
After 20 years as a RE/MAX franchisee, Rothchild of that.” kw
stepped in as operating principal of the Keller Williams
Signature office in Katy, Texas, with Tamara Mannen
serving as the team leader. As they did so, heads turned.
For the past 15 years, Rothchild has raked in untold
accolades as one of the top 10 teams in RE/MAX
and was No. 1 worldwide for three years in a row. In
2009, his team was ranked by the Houston Business
Journal as No. 1 in dollar volume and closed
Rothchild explains how he decided to
join forces with Keller Williams Realty. “I
wasn’t just looking at what was best for Joe
Rothchild, I was looking at what was best
for our agents. Every time I tried to reinvent
the model, to create something that would serve
us both, I came back to the Keller
Williams model – one in which no
one makes money unless everyone
makes money. I saw no need to
reinvent the wheel, so I called
It was a connection that had
been forged many years ago when
Rothchild was interviewed by Keller
for The Millionaire Real Estate Agent. At the
Photos By: Richard Carson
6 outfront May/June 2010 • vol. 7 no. 3 Keller Williams Realty
7. Cover Story
Photo By: Shannon Reiswig
WHEN THERE’S NO qUESTION THAT
KELLER WILLIAMS TIME HAS COME!
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 Joe Rothchild
asked for his input.
The more Ross learned about Keller Williams Realty, the more
he liked. “I factored in the Keller Williams systems, GOING THE
training and support. I’ve read The Millionaire Real
Estate Agent and SHIFT. Those are great books for
D I S TA N C E
any agent at any point in their career.”
Within a week of joining Keller
Ross concluded that “Keller Williams offers an
Williams Realty, Joe Rothchild
all-around better system for agents, plus the prospect
of earning residual income.” spor ted a Keller Williams jersey
From a cultural standpoint, Keller Williams Realty also and joined 13,000 cyclists on April
stands out, Ross observes. “When the market went 17-18 in the 26th annual BP MS
south back in 2008, things got pretty quiet around here.”
150. The 170-mile bicycle ride
But it’s been very different with Keller Williams Realty,
he observes. “I see a cohesiveness among the agents. from Houston to Austin raised a
The staff has injected a liveliness that’s really brought us record $18 million – $4,000 of
together as an office.” which was raised by Rothchild
Ending 2009 with $19 million in production, he says
– in suppor t of the National
he’s recently added two assistants and two buyer’s agents
Multiple Sclerosis Society.
to his team and plans to take advantage of all the training
Keller Williams Realty May/June 2010 • vol. 7 no. 3 outfront 7
8. David Chervenic
“I feel that this is my business. I am working toward
my success, not the company’s.”
8 outfront May/June 2010 • vol. 7 no. 3 Keller Williams Realty
9. New Opportunities
B E T T E R T O G E T H E R
NEW LIFE INTO CAREERS
By Celesta Brown
There’s a buzz in northeast Ohio as Chervenic Realty, us collectively and individually stronger,” he notes, adding
a legendary and longstanding independent real estate that all 127 agents are wholeheartedly embracing the
company, has converted to Keller Williams Realty. change. “They are finding that the change of identity has
A leader in the market since 1973, David Chervenic served to enhance their business and productivity.”
– whose mother founded Chervenic Realty, based in Noting the success of the new company in town, other
Stow, Ohio – had made a name for his company and agents have started jumping on board. Patti Kurtz, a
attracted a loyal following of agents and clients. But the successful agent in a neighboring market, was intrigued
lagging economy had made it harder and harder to sustain when Chervenic approached her and explained that he
his company’s traditional 50/50 split structure. Further joined Keller Williams Realty because he saw it as the best
weighing down his business was the merger of his closest way to grow his family business. Since she and her husband,
competitor in the market with another large firm. “It Jim, ran their real estate company as a family business,
became clear that we could not continue the way we were they agreed to meet and were immediately struck by his
going,” Chervenic says. enthusiasm for the new venture.
Timing is everything. Ten years ago, Chervenic’s sister, She quickly realized what Chervenic had – that the Keller
an agent in Florida, took notice of Keller Williams Realty Williams model was a puzzle-perfect fit for her family
in her market, even though she was not affiliated with the model and entrepreneurial spirit. “This entrepreneurial
company. She suggested to her brother that he look into spirit does not exist in the traditional real estate brokerages.
Keller Williams Realty and auspiciously planted a slow- You are called independent contractors, but that really isn't
growing seed. Nine years later, he took this advice to heart. the case,” Kurtz explains. “So, after careful consideration,
“Keller Williams just kept standing out,” he says. Jim and I made the leap to Keller Williams Realty last
Throughout the next year, Chervenic met with regional December.”
leadership, went to Mega Camp, and traveled to Austin to As a Keller Williams agent, she emphasizes, “I feel that
meet with Mark Willis, CEO, Keller Williams Realty. Every this is my business. I am working toward my success, not
step along the way he was impressed, and wanted to make the company’s."
sure that his agents felt the same way. He discussed it with
them, included them in the decision-making process, and "EVERYBODY WINS"
on Dec. 18, 2009 Chervenic Realty became Keller Williams Since the conversion, Keller
Chervenic Realty. Williams Chervenic Realty has
gained 33 new agents and added
a KW Commercial division, with
FAMILIAR FEEL the addition of Bill Monbeck as
Photo By: Stephanie Krell
Fundamentally, it all feels very familiar. Chervenic was director.
looking for a company that respected his independence Among the new agents,
and the independence of his Laurie Schrank Laurie Schrank transferred
agents. What he found was that her license from a high-profile
Chervenic Realty’s success was competitor, and is already benefiting from the training,
not compromised by teaming which she sees as a distinct advantage in the market.
with a fast-growing, franchise “People outside the industry don’t always understand how
company. Instead, he feels that many hours we put in,” Schrank says. “Building a successful
his company’s independence is business requires an enormous amount of time and energy.
intact and that his agents are Time is money. Keller Williams understands this so well and
receiving the support they need gives me access to the ideas, materials, training and support
to take their businesses to the that help me work optimally. My success is their success.
next level. “Becoming Keller Everybody wins.” kw
Patti Kurtz Williams Chervenic Realty made
Keller Williams Realty May/June 2010 • vol. 7 no. 3 outfront 9
10. 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
What does it take to become the top-producing team
for Keller Williams Realty? Marnie Bennett, associate
with the Ottawa market center and Ottawa’s 2009
Businesswoman of the Year, has a pretty good idea.
Ranking as No.1 for the first quarter of 2010, with
$693,683 in GCI, Bennett’s winning strategy is a
combination of experience, creativity and skill.
With more than 25 years in the business, she’s
worked with a major Canadian real estate company and
then as the owner of her own 15-agent firm. Having
joined forces with Keller Williams Realty in November
2007, she believes she’s found the best of both worlds.
Keller Williams proved attractive for numerous
reasons, she notes: "What I love is that it's so agent-
centric here. I'm a marketer by trade, so I loved the
marketing aspect and how you can be a company
within a company. I like people who are on top of
their game and a company that can change with the
times. I found it here."
In terms of her "secret sauce" for success, Bennett’s
marketing prowess has proven to be multifaceted. To
stay top-of-mind within her market, she harnesses
social networking sites, conducts seminars, hosts a
local radio show and mentors other agents on wealth-
Most notably, she's developed the "Bennett VIP Club,"
comprised of business partners that offer significant
discounts on their products and services. Since
Bennett works on large listings such as high-rises – one
recent listing was $110 million – the partners give her
volume pricing for furniture, appliances, landscaping
and other services for these big developments, and
then extend "preferred pricing" to her other clients.
The partners comprise an array of firms, from
furniture stores to interior designers, custom window
makers, maid service companies, pool maintenance
– even car dealers and vacation brokers. "It's a value-
add package, and it really differentiates me from other
Photo by Alan Dean
agents," she says. "When people list or buy from me,
I'll give them a $1,000 shopping spree through these
partners, and that's very compelling for many people."
10 outfront May/June 2010 • vol. 7 no. 3 Keller Williams Realty
11. She also offers a free staging service with access to up to Success Story
$10,000 in furniture and other accessories that she lends,
a strategy made possible by keeping warehouses full of
staging items. Professional videographers are on her payroll, “Keller Williams systems and models have
and she often puts these videos on YouTube so potential been positively changing local markets,
clients can access them from anywhere. It's all part of a
25-step marketing plan, she says, and a 79-item checklist for and the transformation is evidenced by
what needs to be done with a house to get it ready to sell. the incredible talent and leadership of
"I've always had the philosophy that I wouldn't sell
agents such as Marnie Bennett and the
a house that I wouldn't buy myself, or sell to a family
member," she says. "After having been in this business Bennett Real Estate Professionals."
for nearly 30 years, that one, simple rule has served me
incredibly well." - John Furber,
“Marnie has been building toward this level of success
regional director, Canada
for more than 25 years,” notes Sunny Daljit, team
leader of the Ottawa market center. “She has a special
understanding with builders. She knows how to design
projects and take them all the way through to the end. As
a result, she's been building her resale business within that
group. She's an extremely dynamic woman, and she does
her work with such ease. I think what you're seeing now is
the result of years of hard work.”
John Furber, Canada’s regional director adds, “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. Marnie
has proven herself as a great implementer and a true
"master of the models!”
For the future, Bennett is ready to take on the challenge
of staying in the top spot. "We're in a seller's market here,
and the opportunities just keep expanding," she says.
"Since Ottawa is the capital of Canada, about 70 percent
of people here are in government-related jobs, making us
somewhat insulated from the effects of the economic crisis.
In fact, 2009 has been the best ever in terms of sales. So we
want to keep going along that track."
Bennett also expresses interest in tweaking her customer
service plan to be even more effective. "It's important
to me to be No. 1 in customer service, so I'm trying to
develop a system where we can always give five-
star service, no matter what.” kw
1. 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.
Keller Williams Realty May/June 2010 • vol. 7 no. 3 outfront 11
12. KW Commercial
C APITAL LEADERShIP
FOR KW COMMERCIAL
By Jennifer LeClaire
D. Scott Smith
D. Scott Smith has only one regret about his decision to join industry. That was attractive to me.”
KW Commercial: he didn’t do it sooner. Smith points out that money isn’t what drives him – even
Smith, 33, signed on with the KW Commercial family in though he’s long since proven himself to be a heavy hitter. He
November 2008 and has been making his mark ever since. prefers a family culture to a money culture, but KW Commercial
Today, he’s the director of KW Commercial for the Towson offers the best of both worlds: a supportive environment and
market center in Baltimore, Md., and serves as president of the most attractive commission model in the industry.
the CCIM Maryland/D.C. chapter. He’s also a member of “My motivation is helping people learn,” says Smith, who
the Commercial Leadership Council, chair of the National serves as an instructor for the REALTORS® Commercial
Recruiting Committee, and is involved in the development of Alliance of NAR, as well as his local real estate board, and has
KW Commercial’s educational curriculum. been working closely with the group to build its commercial
“KW Commercial was a natural progression for me,” says curriculum.
Smith, noting that he launched his career 13 years ago as a Specializing in brokering smaller tier investments in the Mid-
residential real estate broker in pursuit of a CCIM designation. Atlantic area, Smith has carved out a lucrative niche based on his
He went on to work as a commercial broker at a well-known ability to identify growth potential for the deals that larger firms
national firm, but didn’t like the “cold, corporate-climate feel.” tend to shy away from – primarily in the $100,000 to $5 million
The turning point in Smith’s career came when a student at one range.
of his commercial real estate workshops introduced him to the “Either other brokers don’t want to service this range, or they
Keller Williams opportunity. don’t know how,” Smith says. “That’s great for me because I
“What I like most about KW Commercial is that it’s like have referrals coming in from everywhere – not just from Keller
working in a modern mom and pop shop – but it’s a national Williams but also from other local brokerages that don’t want
mom and pop shop,” says Smith. “Helping each other is part of to handle these smaller deals. And I’ll take half-a-million-dollar
the culture and that’s unheard of in the commercial real estate listings any day.”
12 outfront May/June 2010 • vol. 7 no. 3 Keller Williams Realty
13. A MODEL TO FOLLOW
Since entering the world of commercial
real estate five years ago, Anthony Bolling
has made his mark on the Washington,
D.C., market – and then some.
Despite all of his successes, 2009 was a
major turning point. That’s when Bolling
joined KW Commercial.
“In October 2008, I was at a bookstore
at the CCIM board meeting when I saw
The Millionaire Real Estate Agent, by Gary
Keller,” recalls Bolling, now a managing
director for KW Commercial in the Upper
Marlboro market center. “This book
changed my life. It told me to get back
to basics: listings, leads and leverage. I
showed the book to one of my CCIM vice
presidents, Scott Smith, and he was already
working with Keller Williams.”
That’s all it took to convince Bolling to
leave his position as principal broker at
Sovereignty Real Estate Services and fully
Photo by Steve Ruark
embrace the Keller Williams model. That
same year, he was recruited for the Jay W.
Levine Leadership Development Academy,
an initiative to foster the development
of the next generation of leaders in the Anthony Bolling
commercial investment real estate industry.
Under Bolling’s leadership, the CCIM
Photo by Steve Ruark
Maryland/Washington, D.C., chapter
had grown fivefold, and in 2009, CCIM
recognized Bolling as one of 10 rising stars
in commercial real estate. He now sits on
the CCIM board of directors and serves as
the Region 10 vice president.
As a member of KW Commercial’s
Leadership Council, Bolling now serves
as a mentor to both residential and
commercial agents. “So often I find that
real estate professionals, particularly those
who are transitioning to commercial, are
unclear about what they need to do to
move their business and career forward,”
says Bolling, an attorney who himself
worked in residential real estate before
moving into commercial transactions in
2005. “The Keller Williams model is the
future of the industry. I’ve worked in big-
boy shops. I’ve worked in residential shops.
KW has the right model.”
“The profit sharing that KW
Commercial offers is an exciting revenue
stream,” Bolling says. “I believe in the
model. If Mo Anderson says all the CLC
members need to get 15 people on their
first-line profit sharing tree, that’s what I’m
going to do. I don’t make up the rules. I
just go with the model. It works.”
Keller Williams Realty May/June 2010 • vol. 7 no. 3 outfront 13
14. From: Anthony Vulin
Sent: Wednesday, April 7, 2010 10:47 AM GARY KELLER ON BECOMING AND
To: Gary Keller
Subject: Leadership Skills BUILDING GREAT LEADERS
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!
From: Gary Keller
Sent: Tuesday, April 8, 2010 9:26 AM
To: Anthony Vulin
Subject: 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? Anthony Vulin Gary Keller
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 - I figured out where we were going.
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!
14 outfront May/June 2010 • vol. 7 no. 3 Keller Williams Realty
15. 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?
The fact is, though, the market isn’t how easy it would have been, and how Region, and he told me that when he’s
going to stop shifting, so we get to easy it will still be, to come up with all asked to share any “aha's” he’s had,
keep learning. the reasons why this is not the year to they usually end up feeling for him
As we’ve said many times before, the leave your business and spend extra more like “duh's.” Knowing Kirk as I
current shift is giving rise to a lot of money on travel. do, I hardly think that’s the case, but
winners and reshaping the competitive We also know that you couldn’t the point is that the obvious often
landscape. Throughout it all, I’ve been ever imagine missing Mega Camp escapes us.
paying close attention to what the and convention. We know how the That’s why we need each other.
winners have been doing right, and my most effective leaders and the highest And it’s why we need to always stay
list gets longer every week. producers in this company think. They learning based and fight all tendencies
One of the most powerful wouldn’t ever think of missing Mega to create a comfort zone or to lean on
observations I’ve had lately is the Camp because they know that there’s limiting beliefs. The future belongs to
way that the best leaders and top the fearless.
producers are always looking If you haven’t already done so, be
forward. Maybe it’s human nature The best sure to read Mark Willis’ column on
to hunker down when crises loom Page 3 of this issue, and you’ll be
and hang on to what you’ve got, leaders and top reminded why you are with a company
but time after time, the winners in that has no use for limiting beliefs. You
our company have forged ahead. producers are are a critical part of the company that’s
Our growth has far outpaced the soon to be the second-largest real estate
industry because our team leaders always looking company in the United States and the
made certain that the market knew third-largest in North America. And
that their doors were wide open. forward. we’re counting on you to keep learning
They reached out to the top talent and looking forward.
and made sure the message got out so much more to learn and they have
that Keller Williams Realty offered the no interest in constructing a comfort
Yours in fearlessness!
coaching, the training, the models and zone of what they already know.
the culture to support great businesses They’re already looking forward to the
in any market. inspirational speakers, the business-
More than 8,500 of you flocked to building tips, the networking and the
Family Reunion last year, and we have constant exchange of ideas.
President and COO
no doubt that we’ll exceed 10,000 During Masterminds in April, I had
Keller Williams Realty
registrations at Mega Camp in Austin, the pleasure of visiting with Kirk Miles,
Sept. 13 through Sept. 16. We know the regional director of our Northwest
Keller Williams Realty May/June 2010 • vol. 7 no. 3 outfront 15
16. The McLaughlin Group, from left: Tina Sullivan, Shawn Sanchez, Kelly
Ammerman, Dave McLaughlin, Laurie De Jesus and Dylan McLaughlin
R E BUI L DI N G WITh ThE BE ST!
What does it take for a 12-year Coldwell Banker veteran Williams, in early April.
at the top of his game, with an average sales price of With a production track record ranging from a high
$1.19 million, to make the leap to Keller Williams Realty? of $45 million in 2005, to a market-induced drop to $27
For Dave McLaughlin, it was a decision to get out of million in 2009, The McLaughlin Group is on track for a
his comfort zone – a message that was powerfully driven record-breaking 2010 – boosted by the Luxury Homes by
home to him during Mega Camp 2009. Keller Williams branding edge and his re-energized team.
“Mega Camp was not an entirely real estate-related “As of the end of March we have closed $11 million,
event,” McLaughlin recalls. “It was more life related.” And with another $5 million in escrow and a listing inventory
in search of a new kind of life, McLaughlin and his six- of about $30 million,” McLaughlin says. “Our dynamic
person group officially signed on with the Westlake Village group is hungry, energetic and focused.” kw
(Calif.) market center, as well as Luxury Homes by Keller
The 3rd Annual Luxury Homes Division Retreat is scheduled for Sept. 16-18, in Austin, Texas at the
Westin/Domain. Join the division now to participate in this widely acclaimed networking and business-building event!
To register or for more information on Luxury Homes by Keller Williams, log on to www.kwluxuryhomes.com.
16 outfront May/June 2010 • vol. 7 no. 3 Keller Williams Realty
17. Success Story
EYES TOP KW TALENT
A N AT I O N W I D E L E A D E R I N B U L K AC q U I S I T I O N A N D S A L E S O F
R E O P R O P E RT I E S , DA N N Y R OT h I S TA P P I N G I N TO T h E K E L L E R W I L L I A M S N E T WO R K .
When Keller Williams Realty welcomed the former Realty hundreds more.
Executives’ Tucson, Ariz., office into the fold earlier
this year, the top agents in the market were faced with You had any number of options when your former Realty
a big decision. Danny Roth is among those who chose Executives broker made the transition to Keller Williams Realty.
to join forces with Keller Williams Realty. In a recent What were the key factors that drove you to choose KW?
interview, Roth explained how his decision has vastly
expanded his nationwide network, while opening up I have been the No. 1 agent for Realty Executives for
new opportunities for Keller Williams associates in a long time and have been licensed for more than
the REO realm. 16 years. So when I was faced with the decision
of having to move to another company, I had to
In addition to being an industrywide leader in REOs, make the right choice not only for me but for all
you are on the forefront of technology. How do these two of my clients. I interviewed with many companies
areas of expertise drive or rely upon the other? and researched the top ones locally and nationally.
I was very impressed by the Keller Williams
I have had the opportunity to help model, as well as the fact that there
build one of the largest investment are eight times more Keller Williams
companies in the nation. This agents than Realty Executive agents
company is called Conix and it is worldwide. I proceeded to call a
one of the leaders in acquiring handful of Keller Williams agents
and selling bulk purchases of throughout the United States, and
REO properties. The properties I received great praises from each
are directly purchased from agent. Keller Williams is a large
banking institutions and then company that has the personal
distributed to agents all over touch of a small company.
the country to sell. None The organization is constantly
of this would be possible providing tools to help each
without our company’s agent to capture more business
leading-edge technological and acquire better skills to make
capabilities, which enable more money.
us to complete our due
diligence procedures, What are you telling other agents in
contact agents, follow your market who seek your input on
escrows, clear titles and Keller Williams Realty?
view many properties
simultaneously. As a result, I've now been with Keller
we are able to purchase large packages of residential Williams Realty for a few months, and I have used the
and commercial properties in a very short turnaround Keller Williams name to attract top agents across the
time. My expertise and knowledge in the REO world has country to sell the properties that Conix purchases.
helped to create the programs necessary to stay at the I truly believe that there will only be a handful of
forefront in the marketplace and vice versa. companies that will survive this market and Keller
Williams will obviously be one of those survivors. I now
How are you leveraging your Keller Williams affiliation? tell every agent who asks me about KW that it’s a great
company and that they should at least take the time to
We have more than 2,000 agents nationwide who have research the advantages that it offers. kw
been individually selected to be in our database, and now
that I have joined Keller Williams, I am hoping to add
Keller Williams Realty May/June 2010 • vol. 7 no. 3 outfront 17
18. MAPS Coaching
MASTERMINDS PARTICIPANTS GET
A TASTE OF BOLD FOR LEADERSHIP
By Lisa Wahlgren
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
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.“
BOLD gOaLs fOr giving Back
Among 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 some
energizing exercises, while demonstrating a belief in abundance.
18 outfront May/June 2010 • vol. 7 no. 3 Keller Williams Realty
19. BOLD Program
To: Rino Caturano, team leader, Mission Viejo From: Steve Capen, associate, Seminole (Fla.)
(Calif.) market center market center
From: Dustin Wise, associate, Mission Viejo To: Pat Mancuso, MAPS coach
(Calif.) market center Subject: MAPS Mastery Coaching
Dustin Wise Steve Capen
Where do I begin? Thank you doesn't seem strong enough, Thank you for encouraging me to hire a coach! I was
but I will say it anyway. Thank you! finishing up BOLD when I made the decision to hire a
MAPS coach. I have been in coaching for four months and
Back in September, my business was very slow and financially just had my best month – $27,000 in GCI. (My GCI for the
I was hur ting. I came to you for help and we spoke about first six months of last year was $32,000.) As I build my
the BOLD program. I wanted to do it but didn't know how team and grow my business, the coaching is invaluable. My
I would afford it. You encouraged me to do whatever it took MAPS coach keeps me focused on the right activities and
to get in that class. You believed in me and knew I would be has given me great advice and guidance.
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 Steve
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
Photos by Brian Fitzsimmons
Not only was I able to pay back the folks I borrowed the
money from, but I capped! When I started, 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. For more information on
Sincerely, MAPS Coaching, log on to
ROAD MAP TO ThE TOP RANKS
How 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.”
Keller Williams Realty May/June 2010 • vol. 7 no. 3 outfront 19
20. TOP 50
* BASED ON TRANSMITTALS RECEIVED FOR ThE FIRST
qUARTER OF 2010 CLOSED TRANSACTIONS IDENTIFIED
WITH THE SPECIFIC TEAM
Name City, State GCI Units
1 Marnie Bennett Ottawa, Ontario $693,683.49 49
2 Express Realty Services Reston, Va. $520,682.14 102.75
3 The Heller Real Estate Group San Diego, Calif. $413,370.75 36
4 The Bocage Team Fremont, Calif. $402,790.50 49.20
5 Brandon Green Companies Washington, D.C. $385,336.11 61.50
6 Szakos & Associates Camarillo, Calif. $367,713.41 50.70
7 The Philbeck Group Orlando, Fla. $359,784.01 148
8 Brenkus Team henderson, Nev. $352,311.88 115.20
9 Rushforth Team Ottawa, Ontario $342,960.79 48
10 The Jordan Team Bonita Springs, Fla. $312,180.02 19.25
11 Muffley & Associates Atlanta, Ga. $311,616.70 35
12 Guldi Real Estate Group Waldorf, Md. $311,116.89 70
13 The Sunset Team Los Angeles, Calif. $307,197.00 11.50
14 The Millman Team Torrance, Calif. $305,129.55 29.30
15 Seybert Team henderson, Nev. $304,610.33 81.25
16 Team Silver-Westrick San Clemente, Calif. $304,317.59 9
17 Carol Royse Lifestyle Team Tempe, Ariz. $301,069.60 62
18 The Marshall Group Salt Lake City, Utah $298,695.71 69
19 The Monaghan Group Glendale, Ariz. $292,351.99 103
20 Eng Garcia Group Washington, D.C. $287,727.34 20.50
21 Fabulous Properties Team Pleasanton, Calif. $282,125.94 11
22 Kenny Klaus Team Mesa, Ariz. $282,094.67 55
23 Rhodes Team Dallas, Texas $279,929.22 37
24 Solwick Group Santa Rosa, Calif. $275,318.41 44
25 The Kink Team The Woodlands, Texas $271,669.36 28
26 Mr. Beverly hills Beverly hills, Calif. $270,829.95 33
27 The Ida Terbet Team Raleigh, N.C. $261,804.58 34
28 Smith Premier Folsom, Calif. $260,375.50 48.50
29 Middleton Team San Diego, Calif. $257,427.91 20
30 Steve Cruz & Associates San Antonio, Texas $257,157.77 90
31 Ben Kinney/home 4 Investment Team Bellingham, Wash. $257,019.44 45.65
32 Jennifer Young Team Chantilly, Va. $254,180.22 48
33 The Buehlers & Associates, Inc. Flower Mound, Texas $249,474.69 42
34 Kaushansky & Brown Team Toronto, Ontario $248,463.50 18
35 Neal and Associates Wichita, Kan. $245,929.74 28.16
36 The Jackie Ellis Team Boynton Beach, Fla. $245,098.76 47
37 Sue Adler Team Summit, Fla. $244,297.00 13
38 Stephen Cooley Team Fort Mill, S.C. $242,204.78 45
39 The Hoffman Murphy Team Hermosa Beach, Calif. $241,597.04 15
40 Noel Team Santa Monica, Calif. $237,604.75 9.10
41 The Joe Iuliucci Team Las Vegas, Nev. $235,429.29 102.50
42 Tommy Pennington Realty Group Southlake, Texas $234,562.15 18
43 Jeff Stearman Team San Clemente, Calif. $233,107.46 16
44 The Michael Reese Group Frisco, Texas $232,228.40 40.75
45 The Zeleznak Group Scottsdale, Ariz. $230,968.10 39.13
46 NastroTeam.com Elk Grove, Calif. $230,461.00 42
47 D&R Group Livonia, Mich. $230,433.01 159
48 The Graham Group St. Clair Shores, Mich. $229,917.45 110
49 Jansen Coastal Largo, Fla. $228,365.88 17
50 McCormick Team Palo Alto, Calif. $227,000.00 4
20 outfront May/June 2010 • vol. 7 no. 3 Keller Williams Realty
21. ** AGENTS WITH THE MOST GROWTH AT THE FIRST LEVEL OF THEIR
PROFIT ShARE TREE DURING ThE FIRST qUARTER OF 2010
Name Region Market Center Agents Sponsored
1 Susan Forster California-Southern La Jolla 25
2 Peggy Wilson Carolinas Spartanburg 23
3 Ann Lucia Krauter California-Inland Empire West Foothills 19
4 Bruce Trammell Michigan-Northern Ohio Greater Cleveland Southwest 16
5 Brent Mitchell Texas-South Austin Southwest 13
6 Joan McCollom Texas-South San Antonio Ih-10 11
7 John Gafford Southwest Las Vegas Southeast /Henderson 10
8 Kathleen Rita Kelly Greater - Pennsylvania Media 9
9 Lewke Partners, Inc. Mid-American Barrington 9
10 Debbie Klink Ohio Valley Louisville highlands 9
11 Victoria Printz Texas-North and New Mexico Midland 9
***DATA FROM CEO REPORT USED FOR AWARD PURPOSES
(KW OWNER PROFIT ADJUSTED FOR FEDERAL/STATE TAXES), FIRST
qUARTER 2010. CANADIAN DOLLARS CONVERTED TO USD.
Market Center City, State OP TL MCA Tax Adjusted Profit
1 Roseville Roseville, Calif. Wayne Hall Brent Gove Chris Apsley $124,158.87
2 Austin Southwest Austin, Texas Mary Tennant Diane Johnson Jeanie harvey $121,197.70
3 Vancouver, WA Vancouver, Wash. Patti Siebold Brian Combs Laura Uphoff $114,216.23
4 Heritage San Antonio, Texas Mark Willis Amy Massey Anna Reiswig $105,269.20
5 Bonita Springs Bonita Springs, Fla. Kim Murphy Mary Cassidy Niki Zenczak $89,295.61
6 The Woodlands The Woodlands, Texas Judith Hopkins Diane Flicker Christopher Webster $84,931.31
7 Santa Monica Santa Monica, Calif. Rick Cunningham Colette Ching Tamara Robinson $72,639.44
8 Greater Portland Portland, Maine Dottie Bowe Leanne Barschdorf Nichols Sharon Kimball $69,959.45
9 Beverly hills Beverly hills, Calif. Paul Morris Robert Aigner Matthew A. Kessell $68,296.75
10 Blue Bell Blue Bell, Pa. Michael Campo Todd Polinchock Jennifer Pouss $67,397.94
11 DFW Metro South Arlington, Texas John Davis Smokey Garrett Holly Serben $66,583.42
12 Bayside, queens Flushing, N.Y. Louis Cardenas Allison Gambone George Herrera $65,811.42
13 Hollywood Hills Los Angeles, Calif. Paul Morris Gary Reavis Carmen Guevara $64,455.97
14 Charlotte - South Park Charlotte, N.C. Ed Arrington Amy Hawke Star Waddell $62,874.19
15 San Antonio Legacy Group San Antonio, Texas Jerri Smallwood Steven Gragg Joan Adams $61,601.63
16 Houston Metropolitan Houston, Texas Mark Willis Candace Caspersen Janine Broussard Ford $61,532.95
17 Austin Northwest Austin, Texas Mary Tennant Gene Frederick Linda Timmerman $61,016.73
18 Reno North Reno, Nev. Robert Clement Melanie Kennemann Sheryl Lotz $55,339.79
19 Dallas Park Cities Dallas, Texas Mike Miller Linda Carothers James R. Giesen $54,430.22
20 Baton Rouge Baton Rouge, La. Larry Champagne Mary Garner DeVoe Cindy Newchurch $53,218.34
21 Ottawa Ottawa, Ontario Jeff Hooper Sunny Daljit Debra Bourne $53,161.56
22 Knoxville-West Knoxville, Tenn. Jeff Harrell Sharon Laing Elaine Maynard $53,021.97
23 Denver Tech Center Englewood, Colo. Pamela Kiker Anthony Carnesi Linda Dunning $52,430.26
24 Chandler/Sun Lakes Chandler, Ariz. Alison Bechtel Raejean Myers Lauren Harrigan $49,208.44
25 South Tampa Tampa, Fla. Kevin Chadwick Kevin Cahill Marta Vega $49,161.34
26 Dallas Preston Road Dallas, Texas David Osborn Brett Caldwell Sandra Griffin $48,411.29
27 Bedford-Manchester Bedford, N.H. Alan Rice Mark Mulcahy Debi Levine $48,343.07
28 Atlanta - Sandy Springs Atlanta, Ga. Shaun Rawls Steve Kout Kenneth Gardner $48,111.41
29 Elk Grove Elk Grove, Calif. Don Yoakum Mindy Demain Tim McCleary $46,964.16
30 Pembroke Pines / Miramar Pembroke Pines, Fla. Natascha Tello Rita Polit Lourdes E. Villamil $45,964.78
Keller Williams Realty May/June 2010 • vol. 7 no. 3 outfront 21
22. SYSTEMATIZING SHORT SALES
S U C C E S S S T R AT E G I E S F R O M A S h O R T- S A L E A F I C I O N A D O
Knolly Williams is a systems kind of guy. Whether he's helping a training manual and a multi-component toolkit in order to
clients who are underwater on their mortgage to negotiate a guide other agents through the often unchartered waters of
short sale with their bank or running a gospel music recording short sales. Called 7 Days to Success with Short Sales, Williams
company, Williams figures out what it takes to catapult a explains that the toolkit includes a 300-page training manual,
business to the top, and he sticks with it. a section on the “Top 25 Ways to Generate Short-Sale Leads,”
In 2003, after reading The Millionaire Real Estate Agent, more than 55 forms that are frequently used in short-sale
Williams made the leap from the music business to real estate, transactions, more than 250 bank contacts nationwide, and an
and took nearly 30 listings in his first 60 days. audio CD, which can be found at
By the end of his first year he ranked among http://agenttoagentmarket.com. Having spent more than
the top REALTORS® in Central Texas. 20,000 hours on short sales and completed more than
Then he shifted his focus to short sales, 500 short sale transactions, I’ve identified the
and managed to make an even full range of pitfalls and have condensed my
greater mark. knowledge into a comprehensive guide."
His team handled 96 “7 Days to Success with Short Sales is a system
transactions last year, most of that can be equally useful to experienced agents,
which were short sales. He earned as well as those who are new to the short-sale arena,”
more than $450,000 in GCI and decided Williams explains. “The program teaches beginners the
to join forces with Keller Williams Realty. systems that I’ve used to be successful, and helps more
Now an associate with the Austin-Southwest experienced agents to take their business to the
market center, Williams’ understanding next level. I’ve found that agents who have
of the importance of systems and his completed as many as 50 to 100 short
commitment to making a contribution sales are still often lacking in the refined
wherever he goes have made him a systems that can have a powerful
superior fit with the Keller Williams impact on their success." kw
In addition to serving
as a MAPS fast-track
coach who is focused on
training agents on how Visit:
to efficiently find, list, http://agenttoagentmarket.com
process and close short sale
transactions, he has developed Knolly Williams
Photos by Matt Lankes
P R O V E
P AGENT TO AGENT MARKET LAUNCHES WITH
kw | AGENT TO AGENT MARKET 7 DAyS To SuccESS wITH SHoRT SAlES
Celebrating the entrepreneurial spirit within so many Keller Williams associates, Keller
R Williams Realty has established a new forum for agents to share their products and
O D U C
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@example.com.
22 outfront May/June 2010 • vol. 7 no. 3 Keller Williams Realty
FALLS TO AVO I D W I T h
ShORT SALES AND
IN OUR REAL ESTATE WORLD TODAY,
WE HAVE MANY COMMONPLACE TERMS
WhICh WEREN’T ON OUR RADAR FIVE YEARS AGO.
By Avis Wukasch
To name a few: short sale, deed in lieu proper steps to be authorized. In our area,
of foreclosure, foreclosure specialist and many people call themselves “short sale
short sale negotiator. Of course, we all negotiators” or “loss mitigation specialists,”
know short sale does not refer to the time charging exorbitant fees, despite the fact
involved from contract to closing, and we that they are not licensed or registered
have come to realize that in the current with the required state agency. There will
market, negotiation skills are more critical surely come a time when those persons will
than ever. be headlines in our area (and not in a good
In light of the new landscape that we’re way). So let us remember our obligation
operating in, let’s review a few words of
caution concerning the listing and sale of
as REALTORS to pay attention to what's
going on around us and remember that the
short sales and foreclosures. activities of one of us reflect on all of us.
In some states, your real estate license The current market has also given
grants you the rise to companies
ability to assist and individuals
your seller with “Let us remember that purchase short
negotiations for a our obligation sales and resell
short sale through them to a buyer at
their lender. In
as REALTORS : to a profit. Some of
other states, you police our own, and these companies
need additional report illegal or or individuals are
registration or legitimate and some
licensure with unethical behaviors are not. My best
another state and activities to the advice to you: when
Avis Wukasch is team leader of the Round
agency in order proper authorities." someone comes to Rock (Texas) market center. Having
to perform this you with a proposal
recently been ranked among the 100 Most
service. If you are such as this, get copies
negotiating short sales for a third party of every document they use, review them Influential women in Real Estate, Avis
(who is not your listed seller or a buyer carefully and have your attorney review the currently serves as a commissioner for the
you represent attempting to purchase a documents as well. Texas Real Estate commission and is the
short sale) you may also need additional I anticipate that in the next year or so, immediate past chairman of the board for
registration or some other type of license plaintiff ’s attorneys will be advertising the Texas Association of REAlToRS®. on
in your state. for sellers who believe they were treated the forefront of regulatory issues affecting
It is critical that you make certain the unjustly in a foreclosure or short sale. real estate professionals in Texas, wukasch
tasks you are performing for a buyer or Let’s do our due diligence and make sure is certified to teach continuing education
seller are sanctioned by your real estate Keller Williams Realty is not named in any and prelicensure classes on agency,
license and, if not, that you take the wrongdoing. kw marketing, law and contracts.
Keller Williams Realty May/June 2010 • vol. 7 no. 3 outfront 23
24. Social Networking
SOCIAL MEDIA MAVENS
ShARE LEAD CAPTURE STRATEGIES
By Jennifer LeClaire
Finding prospects. Building relationships. Driving referrals. Social media is opening up a
new world of oppor tunity for Internet-savvy real estate agents willing to invest a little time
blogging and engaging in conversations on social networking sites.
DIGITAL FARMING ON FACEBOOK Adler frequently congratulates people who post about their
Liz Landry, associate at the Orange Park-Jacksonville (Fla.) new baby, for example, because she realizes social networking
market center, is working her sphere and meeting new people is about building relationships - not
by executing a strategy she calls “digital farming.” Reaching about selling houses. If you build the
out to a group of people interested in a single master-planned relationship, she says, your Facebook
community in Jacksonville, Landry utilizes a niche Website, a friends will turn to you when they
blog and a Facebook page that offers people who live there a are ready to shop or sell a house.
chance to interact. Adler’s strategy is working.
“When you look at farming, you During the past year, she can trace
greet people once a month. You 20 closings to REALTOR® referrals
send postcards to a specific through Facebook.
demographic,” Landry says.
“With Facebook, you can BETTING ON
specifically target a demographic NICHE BLOGS
or a geographic area virtually for Mariana Wagner, an associate in the Colorado Springs
free and greet them daily – and it’s South market center, says 100 percent of her new, nonrepeat,
nonintrusive because we’re contributing nonreferral business is stemming from her online efforts – and
useful information.” as much as 90 percent is directly related to her blog. Wagner also
Landry establishes her market expertise reports getting one or two deals every month from Facebook
by posting videos on the Facebook page, offering tips on real and Twitter.
estate for sale, open houses and special events in the community. “With Twitter, it’s not about posting new listings. That’s not
This strategy allows her to put her brand in front of prospects what gets the business,” Wagner says. “My interaction on Twitter
365 days a year without increasing her advertising budget. With – my caring about what other people are doing and interacting
social media, the messages also have the potential to spread with them – that’s what gets us referrals. It’s the same with
across the wider Facebook community with a single click. Facebook. You can get into trouble being all business, all the
“My blog is all about real estate, but with Facebook we’re 80 time.”
percent community and 20 percent real estate.” By contrast, Wagner is die-hard real estate on her blog. It’s all
Landry figures she closes two or three deals a month, on real estate, all the time. That’s because, as she sees it, if someone
average, through her social media efforts, but she is betting is searching about real estate and they land on her blog, they
the cumulative effect of the relationship building has an even don’t want to hear about her dog.
greater impact that can’t be measured. Wagner says there is still room to grow her efforts in social
media. “I could be maximizing some of my Facebook fan
MAKING PROFITABLE CONNECTIONS pages better by making them more
Sue Adler, an associate at the Summit (N.J.) market center, is a community oriented rather than just
model for quick video marketing on Facebook. She has created advertising billboards,” she says.
videos about the towns she serves, as well as client testimonials, “We’ve dominated in some niche
and posted them to neighborhood pages. She also “tagged” markets, and I think we can reach
the videos with the names of the people who were featured. out and dominate a few more. So
The campaign went viral across the social media platform, it’s not so much doing new things,
showing up on YouTube, Google search and Facebook. it’s just doing what we’ve been doing
“I have more than 2,500 friends on Facebook, but I’ve at a greater level.” kw
separated potential clients and clients into one category and
my high school friends and family into another category and
other REALTORS® into a separate category.”
24 outfront May/June 2010 • vol. 7 no. 3 Keller Williams Realty
25. B R I N G I N G H O M E T H E
MARKET CENTERS MOVE TOWARD A COhESIVE LOOK
ThAT RADIATES ENERGY AND OPPORTUNITY
By Laura Price
An ancient Chinese proverb reads: director of marketing and communications for the Keller
Williams Realty International Support Center.
Tell me – I forget. “I saw a real need in market centers for something that
Show me – I remember. could improve the way team leaders and agents share the
Involve me – I understand. vision of Keller Williams,” she says. “I thought, ‘What could
our market centers look like to visually communicate who
For Maureen Barker, regional director of the California- we are?”
Nor thern and hawaii Region, that proverb bore the idea Tapping into the collective power of the Keller Williams
that is currently changing market centers across North International Support Center, executive leadership and an
America: the KW Experience. idea that was too good to pass up – the KW Experience is
Telling the Keller Williams story is one thing, showing it taking hold across North America. The results are speaking
is quite another. Which is the challenge Barker, who was in for themselves.
retail management prior to becoming a team leader, took on
when she began thinking about a new approach to sharing To learn more about the KW Experience, go to
the Keller Williams difference. She contacted Ellen Marks, http://mykw.kw.com and click on the Marketing tab. kw
I am looking at the red impact wall and it gives me goose I love it! They are snappy, dynamic,
bumps! It’s the coolest thing ever! I am so proud and synergistic and visually pop! It’s great!
honored to be part of this company! Thank you. - Brent Gove, team leader,
– Claudia Maefsky, No. 1 agent in Spokane Roseville market center
Ellen Marks Maureen Barker
Keller Williams Realty May/June 2010 • vol. 7 no. 3 outfront 25
26. Tech Tips
P O W E R F U L P R A C T I T I O N E R S
KELLER WILLIAMS ATC: DRIVING TEChNOLOGY ThAT
ShARPENS YOUR COMPETITIVE EDGE
By Cary Sylvester
As we roll out the new KW.com this Cary Sylvester,
month, it’s critical that we acknowledge the executive
contributions of our Associate Technology director of
Council (ATC), which has been absolutely technology,
central to the development of our new Keller Williams
market-leading Website. In fact, for the Realty
past several years, the ATC (whose current International
members are listed below) has set the Support
schedule for our company’s technology Center
agenda and strategy – in keeping with
Keller Williams Realty's “by agents and for
The 15 members of our ATC are highly
effective in leveraging technology in their
businesses, and share a passion for ensuring KELLER WILLIAMS REALTY'S 2010
that Keller Williams technological
capabilities remain on the leading edge of ASSOCIATE TECHNOLOGY COUNCIL:
the real estate industry. In fact, all of the
new offerings that we rolled out at Family • Cary Sylvester, ATC director and executive director of technology,
Reunion this year were driven by the ATC, Keller Williams Realty International Support Center
including: providing associates with the
• Joelle Senter, director of IT products development, Keller Williams Realty
ability to establish a Web presence in 20
minutes via a quick-start wizard, and the Interntional Support Center
development of tools to allow for greater • Sue Adler, associate, Summit market center, Short Hills, N.J.
customization. • Ron Armstrong, associate, Asheville market center, Asheville, N.C.
Most recently, as the initiator and driving
force for the new KW.com, the ATC • Casey Baird, associate, Nashville-Franklin market center, Franklin, Tenn.
helped to determine the most effective and • Sunny Daljit, team leader, Ottawa market center, Ottawa, Ontario
equitable system for selecting local featured • Stephanie Evelo, associate, Indy Metro Northeast market center, Fishers, Ind.
properties to display on the home page.
• Ken Granger, MC tech coordinator, Oviedo, Kissimmee and Orlando, Fla.
After reviewing a wide range of options,
the ATC selected what was determined to • Galand Haas, operating principal, Eugene market center, Eugene, Ore.
be the best model for the software that is • Wendy Hess, team leader, Crofton/Ft. Meade market center, Pasadena, Md.
randomly selecting the 10 featured listings • Ben Kinney, operating principal, Bellingham market center, Bellingham, Wash.
from the KWLS on a market-by-market
basis. • Ryan Orsinger, MC tech coordinator, San Antonio IH-10, San Antonio, Texas
With a vast network of 70,000 consumer- • Jonathon Osmond, associate, Charlotte-South Park market center, Charlotte, N.C.
facing sites that connect more than 2.6 • Len Reaves, associate, Dallas Preston Road market center, Frisco, Texas
million viewers to associates every month,
• Angel Rivera, team leader, Monroe market center, Monroe, La.
KW.com already leads the industry. The
new site compounds our value proposition • Gregory Robbins, director of marketing, Ida Terbet Team, Raleigh market center,
with streamlined search features and a Raleigh, N.C.
mobile application. If you haven’t already
• Chuck Roberts, operating principal, Monroe market center, Monroe, La.
done so, please take a look at the new
KW.com and, in particular, the capabilities • Dave Therrien, operating principal, Crofton/Ft. Meade market center,
of the new Mobile.KW.com. kw Pasadena, Md.
• David Silver-Westrick, associate, San Clemente market center, Dana Point, Calif.
26 outfront May/June 2010 • vol. 7 no. 3 Keller Williams Realty
27. Referral Resources
BECOME A FAN MEGA TECHNOLOGY
of Keller Williams Realty, Inc., on Sept. 14
Keller Williams Realty May/June 2010 • vol. 7 no. 3 outfront 27
28. Referral Resources
*Call Mike on all
Short Sales and REOs
28 outfront May/June 2010 • vol. 7 no. 3 Keller Williams Realty
29. KW Cares
AUGUSTA ASSOCIATE REALIZESTHAT
KW C ARES IS THERE FOR HER
By Elizabeth Millard
Although Lisa Kolb, associate with the Augusta (Ga.) apply for a KW Cares grant.
market center, knew about KW Cares, she never thought "It's just another indication of the outpouring of care
her situation would qualify for a grant. "I thought the here," Kolb says. When she first started in real estate at
grants were for people facing severe illness, like cancer, a company in South Carolina, Kolb came to believe that
or who had been through something like a hurricane," the industry was known for a great deal of backstabbing
she says. "When my and cutthroat tactics. Even
team leader suggested though her second company
I apply, and said she'd proved less divisive, she says
help me with the process, she didn't find real change
I just started crying. until coming to Keller
The gratitude I felt was Williams Realty.
overwhelming." "Everyone here is on
Kolb's difficulties began a team, and the golden rule
while she was preparing just permeates the office,"
to donate a kidney to she notes. "It saturates the
her father in September training and support. I can
2009. Even though Kolb walk into the main area,
is adopted, she proved where the agents are on
to be a better match than computers, and say, 'I have a
her father's biological question,' and every person
daughter, and she felt there will turn and ask me
blessed to have been what I need. I've never been
chosen. exposed to such genuine
As she prepared for professionalism before."
the major surgery, her "Kolb fits right into that
marriage unraveled culture," notes Larrabee, who
dramatically, and her pastor says she's a sincere, giving
Lisa Kolb and her father, to whom she donated a kidney.
advised that she and her person who stays positive
teenage daughter move to a even through adversity. She's
family member's house for safety's sake. She refused to worked as a buyer's agent until recently, she’s been active
let anyone tell her father before the surgery because she on the culture committee, and always steps up when an
didn't want him to feel stressed before the operation. agent in the office needs anything.
The operation was a success, but as she recovered, she "She went through a lot during the kidney transplant,
was able to work only intermittently for three months, both personally and physically," says Larrabee. "The grant
which depleted her finances. Struggling to pay rent on the she received allowed her the opportunity to get back on
new home she and her daughter had moved into, Kolb her feet and place her focus back on real estate. She has a
was encouraged by her team leader, Kathy Larrabee, to heart of gold." kw
Keller Williams Realty May/June 2010 • vol. 7 no. 3 outfront 29
30. Red All Over
A PEBBLE IN THE
KELLER WILLIAMS POND
By Vanessa Westfall, associate, Atlanta-Sandy Springs market center
Whoever thinks “Hotlanta” doesn’t get cold needs to spend a The next day, there were just as many donations from
winter here. agents in the office. This time I was able to coordinate with
On a recent drive through the city one very cold winter an amazing person, Kurt Salierno (SaliernoMinistries.com),
night, I saw a number of homeless people congregating under who helps the homeless on a regular basis. Twice a week he
the bridges of I-75. When I got home, I realized that the walks the streets with them, learning about their struggles and
temperature was in the 30s. I couldn’t stop thinking of the helping them to survive and ultimately get back on their feet.
people I had just seen who were living on the streets. With economic times being so tough, he is seeing more people
Not usually a person to take up any one cause, I felt such than ever before.
empathy for those who, for whatever reason, were not in a Kurt donated every last piece, and it took him from 7 p.m.
shelter, so I decided to say a few words at the next morning’s through 8 a.m. the next morning.
team meeting to see if anyone had an old blanket or coat that This entire experience has been such a blessing. I have met
they could spare. so many wonderful agents in the office that
What I experienced in the next 48 hours I hadn’t known even after three years here.
was astonishing. One simple request – one Other agents were so eager to help in any way
call to action – and agents had delivered they could, including offering to hand out the
so many coats, sweaters, blankets, hand blankets and coats with me.
warmers, gloves, snack bars, water, etc., that The members of this office came together
I couldn’t walk in my office. I had to pull without hesitation, to support strangers, with
the items out into the hallway just to get their most basic needs. They are already
through the door. The response was awe talking about how much more we can do next
inspiring. year. I know I’m accountable for this for a
I had no idea the response would be so while longer, and am happy to be so.
great. Nervous and without a good plan of All I did was throw the pebble in the Keller
execution, a friend and I loaded up an SUV Williams pond. Keller Williams First Atlanta
to the very top and drove around looking agents created the waves of response and
for homeless people to deliver blankets and ultimately the surge of love and offerings. It
coats to. Within about 45 minutes, we doled is with such pride and gratitude that I work
out as much as we could. I admit now that Vanessa Westfall with the most amazing people. I couldn’t ask
this is something best left to the experts and I for a better group of agents to be associated
wouldn’t recommend this to anybody else. All I knew at the with. kw
time was that I had to help and I had to act quickly.
To see for myself the faces of those who lived on the See Mo Anderson's column on the next pag e for more
streets was something that will stay with me forever. about the Sandy Spring's market center's culture in action.
30 outfront May/June 2010 • vol. 7 no. 3 Keller Williams Realty
31. 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!
It was a red letter day for Sandy Springs It is also obvious by their 2009 and literally “Bleed RED” for the day!
as Team Leader, Steve Kout shared contributions that our Sandy Springs Associates are inviting their clients and
the Atlanta Business Chronicle’s official team has an enormous passion for customers to encourage a widespread
recognition of this team’s outstanding KW Cares, which of course, thrills me participation! I can hardly wait to learn
achievement of being the No. 1 Sales to pieces! And Steve enthusiastically the outcome of such a worthwhile
Volume Residential Real Estate Office in states that in 2010 they will not only endeavor!
the Atlanta area! My heart soared with exceed my $3,000 KW Cares challenge; I understand that a new “buzz” phrase
joy over having the opportunity to has surfaced within this exemplary
join in such a wonderful, well-earned In 2010 the Sandy market center team – “Be nice!" While
celebration! it seems like a simple enough directive,
Upon entering the exceptional Springs market center it is not always an easy one. It requires
atmosphere of this market center, one a dedication to always doing the right
can actually feel the culture flowing will not only exceed thing and being aware that each of us
and filling every corner of it. Steve is a role model – to our family, our co-
Kout confirmed this, offering that my $3,000 KW Cares workers, our neighbors, our world. I
it was “a team leader’s dream” to am thrilled that this concept is filling
be associated with people who were
challenge; their goal the Atlanta air and my sincere desire is
“in culture” on a daily basis. Steady, is for 100 percent for each of us to carry and model this
tremendous growth is one of the message throughout our life journey!
natural benefits reaped from living and KW Cares Greensheet
sharing our Keller Williams culture. Thank you Sandy Springs team for
Culture-led associates attract others participation! Wow! an inspiring and uplifting visit! And
seeking personal and professional thank you, Southeast Region and Sandy
fulfillment culminating in phenomenal Would anyone like to Springs leadership for your commitment
market center growth. Steve shares to leading by example!
that warm leads result in a monthly match that?
average growth of 8 to 10 associates.
their goal is for 100 percent KW Cares Yours in living and sharing our culture,
By the 3rd week in April three cappers
had joined the team, with three more on Greensheet participation! Wow! Would
the way! Truly amazing! anyone like to match that?
During our time together I shared I’ve learned that the Sandy Springs’
the Top 10 Ways to Build Culture in RED Day participation will focus Mo Anderson
the Market Center and actually believe on supporting the Red Cross in their Vice Chairman,
that these incredibly high-valued team ongoing assistance with the world’s Keller Williams Realty
members could have actively led the recent natural disasters. They will join
discussion themselves! in the Southeast Region’s Blood Drive
Keller Williams Realty May/June 2010 • vol. 7 no. 3 outfront 31