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2. History of Real Estate Time Frame 1900-1970 1970-1990 Type of Company Traditional 100% Companies Companies ? ? Environment Controlling Landlord/Tenant Business Focus Broker Focused Agent Focused Management Style Micro-Managed No mgmt involvement Leadership Positional Leadership Very limited! 1990-Present Blend Keller Williams Partnership Team Focused Counseling & Coaching Lead by influence Model/Type Dependent Independent Interdependent
3. History of Real Estate Broker’s view of agents Commission Programs Ownership Involvement Career Advancement Risk Management Disclosure Profit Sharing Training Programs Employees Renters 50/50, increments 100% + $1000-$2500/mo Often times a conflict! Absent Limited Limited Scare Tactic Belief Limited Closed-book mentality Limited No profit to agent No profit to agents New Agent No training The only Asset 70/30 to $2m Ownership & ALC Huge opportunities Full Time Risk Manager Open door & Books Up to 45% shared Extensive training Model/Type Dependent Independent Interdependent
7. Local Corporate Snap Shot San Antonio Blanco Rd. Corporate Snapshot Year Open : 1991 Open Offices : Active Agents : 252 2003 Total Sales: 2004 Agent Profit Share: $192,654 * Updated 12-29-03 $339,430,366 2 2002 – 2003 Profit Share Increase: 1,331 % Satellite Office: 3
8. Keller Williams San Antonio Market Centers Blanco Road Office 16350 Blanco Rd. # 110 210-493-3030/Fax493-0756 212 Agents Bulverde: Hill Country Properties (830) 980-3555/Fax980-7503 19886 Hwy. 46 E. Spring Branch, TX 11 Agents Schertz Office 210-566-6355/ Fax 566-6973 2901 Ashley Oak Dr. Schertz, TX 10 Agents Satellite Offices IH 10 Market Center 10999 IH-10 West #175 (210) 696-9996 /Fax 696-9981
27. Profit Sharing Associate Profit Sharing Distribution After the Market Center profit pool is determined, then the associate/partner’s individual profit pool is determined by the associate’s contribution to the Market Center’s income that month. The profit pool is distributed as: 50% goes to the agent’s direct sponsor 10% goes to the sponsor #2 5% goes to the sponsor #3 5% goes to the sponsor #4 7.5% goes to the sponsor #5 10% goes to the sponsor #6 12.5% goes to the sponsor #7 A sponsor is an associate/partner who referred new associates to the company
28. Commission Splits Each agent has his/her own fiscal year. Each agent’s year begins on the first day of the month following their association date (unless they actually join on the 1 st of the month.) Start Date Fiscal Year Ends 2 Million 70/30 100% QUESTION : How does Keller Williams make money if I’m at 100%? ANSWER : Agents have staggered fiscal years which produce a steady flow of sales 60K GCI 70% 30% Agent = $42K Agent KW = $18K To compute how much a $2 Million dollar producer makes: Take 3% of 2 million=$60,000. Multiply that by 70%=$42,000. Once an agent reaches $2 million, they are now at 100% commission level.
