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Keller Williams Outfront Magazine - Online Edition

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Keller Williams Quarterly Agent Career Magazine

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Keller Williams Outfront Magazine - Online Edition

  1. 1. MAKING MOVES VOL. 14.3 2017 HEAD-TURNERS
  2. 2. VOL. 14.3 2017 9 A WIN-WIN DEAL Keller Mortgage breaks the mold of traditional lending to put more money in clients’ pockets without sacrificing agent commissions. 12 I DIDN’T KNOW BIG UNTIL I CAME TO KW Jay White makes the case for limitless success after growing his production to numbers he never thought possible. 20 PUT A STOP TO SHINY OBJECT SYNDROME Don’t let distractions deter you from profitability! Defend your business with these tips from Wendy Papasan and Joe Bogar. 22 BUILDING NEW BEGINNINGS The KW Metropolitan market center brings the dream of homeownership to life for four families with Habitat for Humanity. 27 WHAT YOU SHOULD KNOW Keller Williams’ in-house research team give you the latest on consumers, the economy and tech trends. 2 MAKE YOUR MARK IN A TIGHT INVENTORY MARKET Mega agent Daniel Beer shares his strategy on taking territory in a tight inventory market. 4 BULLETPROOF YOUR TRANSACTIONS Ensure successful closings in any market with these strategies and scripts from Karen Scully, Tammi Juengst and Sarita Dua. 8 FAMILY REUNION TAKES A TRIP AROUND THE GLOBE This beloved KW event makes its way to five worldwide regions and each adds their unique flair. Look for associates accelerating their success with KW MAPS Coaching. KW MAPS Mastery Coaching Client BOLD Graduate IN THIS ISSUE WHEN OPPORTUNITY CALLS, SAY YES Meet the couple who grew their market share by 25 percent overnight by saying “yes.” HOW SHE DID IT Amina Blake-Foreman has the best month of her career with the odds stacked against her. 10 18 RISING FROM A SIX-FIGURE LOSS Keller Williams Cherry Hill’s remarkable comeback is proof that growth is cultural. 24F R O M Y O U R L E A D E R S H I P JOHNDAVIS CEO During a storm, forces unite to try to push us DOWN. The culture of Keller Williams is to lift everyone UP … our people, our families and our communities. We pursue ABUNDANCE so we can stand strong against any storm that could impact our business and the lives we’re funding! It’s who we are. And it’s how we SHOW UP! We are incredibly grateful to the Keller Williams first responders who rushed to their fellow citizens’ defense. As soon as Hurricane Harvey struck, more than 3,500 Keller Williams associates representing 22 states made their way to the areas hardest hit by the storm. At Mega Relief, more than 4,000 Keller Williams agents from around the world joined us in Austin to make a difference in people’s lives. And thousands more have donated to our RED Relief campaign to support Keller Williams family members in Texas, Florida, and Puerto Rico. Abundance made all of this possible. And in this issue, you’ll read about how agents around the world are using Keller Williams as a platform to make more and give more. You’ll discover why our culture of production is attracting more and more of the industry’s top agents. And you’ll learn how we stand together … DEFIANT despite the storm! … to embrace the higher purpose of business. DEFIANT DESPITE THE STORM ON THE COVER 14 MAKING MOVES Top-producing agents are making the move to Keller Williams every day. Learn what inspired five of them to make the leap. SPECIAL EDITION MEGA RELIEF: COMING TOGETHER FOR TEXAS Thousands of KW associates come together during Mega Relief to provide aid to those impacted by Hurricane Harvey. BACK COVER
  3. 3. 54 VOL.14.3 2017 are not providing them with superior customer service. This was a concept Beer borrowed from Michael Hicks. We over-deliver Through the use of a very de- tailed process, clearly identified communication expectations and a CRM with targeted automation, we try to over- deliver on our promise. We listen and close the loop After every closing, I send a one-question survey request- ing a score of 1-10. Our team is diligent about follow-up to obtain the score. We circle back with the client to let them know their input is valued and how it has been used to implement new efficiencies, processes and standards. Telling Your Story “To take territory, you need to get your name out there – everywhere!” Beer says. Understanding the importance of capturing the widest audience possible, Beer uses several different methods to achieve this. For starters, he doesn’t go light on open house signage. When the Beer Home Team has an open house, residents can expect to see upward of 60 signs in the area. With their eye-catching design and vibrant colors, it’s impossible to miss these strategically placed signs. Beer says he also relies heavily on direct marketing mailers and tar- geted radio advertisements to reach potential clients. Embracing the vast reach avail- able on social media, Beer recently crafted a Facebook Live show called “Real Estate Exposed”. This show is a way for him to connect with current and prospective clients through education. “We wanted to do this show be- cause we want to help buyers and sellers become more informed and feel more comfortable during their real estate transactions,” says Beer. Succeeding in the Current Market In the first half of 2017, the indus- try has seen inventory levels near record lows, particularly for entry- level housing. OutFront asked Beer what advice he would give other agents looking to thrive in the current market when inventory is low. “The tips I would give are the same in any market,” he says. “You just have to do more of it right now because there are fewer listings available.” “SHIFT (a book written by Gary Keller, co-founder of Keller Williams) talks about strategy in a shifting market that is turning into a recession – we have a recession of listings right now with very tight inventory, so you need to double down on the activities to get the same results.” He also suggests getting more creative with your approach to crafting your story and making sure you differentiate your- self enough to stand out. “When you have your own unique way to tell your story and compare it to the industry, the story catches eyes.” Stand Out With a Unique Selling Proposition Create a unique, memorable, and persuasive statement that helps you stand out among your competitors. STEP 1: Write the words and phrases you use to describe yourself Throughout your life, you have accumulated experi- ences, knowledge and beliefs that weave together to tell your unique story. Begin by examining your résumé. What experiences stand out to you? What lessons define you? What changes taught you growth? Think about how all of these pertain to real estate. STEP 2: Write down the words and phrases others use to describe you Reflect on what those closest to you, colleagues, vendors and clients think you offer. Testimonials are a great starting point to get this process flowing as they are third-party endorsements that reflect the attitudes, skills and beliefs that others think you offer. STEP 3: Define your customer service and the quality you offer Get specific about the unique services and personal touches you offer your clients. What lengths do you go to in certain areas to make sure your client remains satisfied with your service? What are your strengths that directly benefit your clients (i.e., as- sessing your clients’ needs and motivations, negotia- tion prowess, documentation and legalities, selling strategies)? STEP 4: Create your value proposition Take your service offerings and transform them into client benefits. These benefits explain your value, underline your commission and accentuate the dynamics of what it is that you do. Your value proposition outlines what they get from you that they could never get from the internet or working alone. STEP 5: Combine everything for your USP Now you’re ready to create your Unique Selling Proposition – your personal “brand identity.” Having a well-defined self-statement will set you apart from the crowd and reinforce your validity as the agent they should hire. Source: Lead Generation 36:12:3 CUSTOMER SERVICEDANIEL BEER  SAN DIEGO (CALIF.) By Allison Teegardin Beer and his team closed out 2016 with a total of $151 million in vol- ume and 188 units. And they are on track to surpass that in 2017. “There are many different compo- nents that come together to close the kind of volume our team does,” says Beer, noting that it’s not just one thing that works – it’s about being clear on what you want to accomplish, defying the status quo and telling a story that can capture a large audience. Going Above and Beyond Beer has always known he would never settle for average. Consider- ing that it would take the average agent more than 56 years to sell what Beer sold in 2015 alone, it is clear that he is achieving his goal. “Clients are easily frustrated by the status quo approach to real estate and deserve more,” says Beer. To better serve his clients, Beer identi- fied where gaps in the industry were and closed them with excep- tional customer service, which has garnered the attention of numerous publications including The Wall Street Journal and REAL Trends. Laura Branca, chief operating officer of the Beer Home Team, shares how they go above and beyond to provide exceptional customer service: We promise During our initial appointment with our clients, we promise that we will deliver the ulti- mate experience centered on communication and transpar- ency from the minute we begin working together to after the closing. We reiterate our promise at the beginning of every transaction and encourage our clients to let us know at any time if we MAKE YOUR MARK IN A TIGHT INVENTORY MARKET Situated along the Pacific coast, San Diego, Calif., is one of the nation’s hottest housing markets – so hot that supply is having a hard time keeping up with de- mand. Home to beautiful beaches and high-end homes, the city is also home to Keller Williams Mega Agent Daniel Beer, owner and CEO of the Beer Home Team in the San Diego North Inland market center. Despite the shortage of in- ventory, Beer and his team are still taking territory. A lot of territory!
  4. 4. You’ve experienced “it.” Every agent has. The sinking feeling when the deal falls apart before it reaches the closing table. To avoid this, bul- letproof your transactions! “In a changing or shifting market, bulletproof transactions are the dif- ference between those that survive and those that don’t,” says Keller Williams agent Karen Scully of the Ballantyne Area (N.C.) market center. It’s not just about protecting the sale. It’s about “creating the best experience for our clients in such a way that they will always keep us top of mind.” Tammi Juengst, a BOLD Coach from the Lake Norman-Mooresville (N.C.) market center, drives home how deals that fall apart can create a disastrous domino effect. “Ultimately, the largest risk is that you have a failed sale and an unhappy client,” she says. “Since the majority of our business should come from our sphere and past cli- ents, the risk of having an unhappy client far exceeds the transaction you are in with them today.” If agents bulletproof in advance, have systems in place and communicate often, the success of the sale is higher. When the client is happy, they’re more likely to use their agent again and send referrals. As agent Sarita Dua of the Portland West (Ore.) market center points out, there are many reasons a trans- action might fall apart. “It could be due to the inspection, the appraisal or any other contin- gencies,” she says. “It could be due to the lender. It could be due to a co-op agent doing their job poorly. It could be due to the market and the buyer’s attitude going into that market. For example, in a seller’s market, with very limited inventory like our current market in Portland, buyers sometimes have to make a decision quickly, which will require them to pay quite a bit over asking price. This is where buyer’s remorse sinks in and the deal falls apart.” On the other hand, a buyer’s mar- ket is not immune to failed transac- tions either. “Because all markets are cyclical, we have been in a buyer’s market where there is an abundance of homes,” Dua continues. “In that situation, a buyer may want to continue to negotiate with the seller with no fear of losing the house as there are several others that may work for them.” Dua, Juengst and Scully agree that some of the biggest reasons deals fall apart are unreasonable expectations on behalf of the buyer or seller, poor communication, the buyer’s inability to secure financing, negotiations around repairs, appraisals coming in lower than the contract price, and a lack of solid systems in place. CHECK-IN By implementing solid systems and models, agents can stop the transaction from going south. For example, Scully bulletproofs transactions regardless of if she is representing the buyer or seller with a “halfway check-in” system. “This is an email or call from our director of opera- tions ensuring that they are pleased with the level of service we’re providing during the transaction,” she says. “While our listing or buyer agent is in constant contact with the client, we thought it would be beneficial to get some feedback midway through the transaction as opposed to waiting until the end of the transaction – because at that point, it can be too late.” BE PREPARED TO SAVE THE DAY Often, systems are put into place after the implosion of a transaction or a close call. “An example is a buyer using a lender they found from the internet with rates ‘too good to be true,’ Dua recalls. “When it came time to close, the lender was three weeks behind and did not care.” Unfortunately, this is all too often the case because most lending solutions are designed with the lender in mind. Keller Mortgage is one alternate option for KW buyers and buyers of KW listings. The company was launched specifically to create a differentiated value for a KW agent’s business and a true win, in terms of thousands of dollars in savings, for their clients. While working with a reputable lender like Keller Mortgage upfront is always ideal, there are steps an CLOSINGS SO WHY DO DEALS FALL APART? BULLETPROOFING 101 TIM GILSON STRATEGIES FOR ENSURING SUCCESSFUL CLOSINGS IN A SHIFTING MARKET BULLETPROOF YOUR TRANSACTIONS  By Shelby O’Neill 76 VOL.14.3 2017
  5. 5. 9 Exercise: Make a list of the reasons this house is “the one” together. When you’re finished, make copies, distribute them, and tell them to go back to it in moments of doubt. Buying our home at 123 Main Street is a great decision because: We previewed 50 properties online We looked at 20 houses from the outside We toured the 10 BEST houses We are clear about what we want and don’t want We rejected a lot of homes because they were not priced right We decided this was our house because: We love the stone exterior It’s on a quiet street The landscaping is beautiful It has the three bedrooms we need, and an extra one! The payments are within our monthly budget The commute to work is short We got it for the same price as other homes in the neighborhood and ours is in better condition WHEN BUYER’S REMORSE SETS IN ... “YOU HAVE TO CONSTANTLY RESELL THE BUYERS ON THEIR DECISION.” -MARTIN BOUMA CLOSINGS During the transaction process, your buyers may second-guess their decision to buy a home; this is called buyer’s remorse. In SHIFT, a course taught by KWU, instructors outline several ways you can help your buyer(s) overcome their hesitation.* 1 TAKE THE DIRECT APPROACH AFTER THE CONTRACT IS SIGNED Say: I’m going to help build your immune system and give you an an- tidote for a common affliction at this point of the home-buying process – it’s called buyer’s remorse. Next, explain the triggers of buyer’s remorse – news reports, friends, and well-meaning family members. 2 PERFORM A COMPARATIVE MARKET ANALYSIS (CMA) PRIOR TO MAK- ING AN OFFER This will let your buyers know what the property is most likely to sell for. When your buyers have data to show they’re paying a fair price, they won’t have so many worries about paying too much. 3 AFTER THE OFFER IS ACCEPTED, CELEBRATE OR “MARK THE MOMENT OF VICTORY” Once you’ve had a moment of victory, it’s hard to reverse a decision. During the celebration, confirm all the decisions why purchasing this home NOW is a good decision. Say: You know, this is a great buy ______________ (buyer’s name). OR Nice job. This is a great decision! 4 GIVE YOUR BUYERS A FINANCIAL REMINDER Remind your buyers that thanks to the research you conducted together, they know more about their real estate market than their well-meaning family and friends. Reassure them that they made a good decision. Source: SHIFT Tactic 12: Bulletproofing Transactions BULLETPROOF YOUR TRANSACTIONS  agent can take should they expect that the lender the buyer chose will not be able to deliver. In one spe- cific instance, Dua coordinated with her lender partner, who kept the file open and swooped in to save the transaction in the final hour. While it was still delayed, thanks to good communication with the seller’s side, she was able to up the ante on earnest money to mitigate the risk and show goodwill. When you have an effective han- dle on the situation and a solution in place for when things start going south, that’s when you truly show off the value you add throughout the entire real estate transaction. MAKE SURE FINANCING IS SECURED Because financing can fall apart, Juengst recommends early conversa- tions on both the buyer and seller sides to prevent the issue from derailing the transaction. “When working with buyers, make certain they are fully pre- approved,” she says. “In the lending market today, there are many lenders who do a full approval that includes underwrit- ing prior to the buyer finding a home. Not only does this give you leverage in a multiple offer situation, it also greatly reduces the risk of the transaction failing because of financing.” “When representing a seller, after receiving an offer, make certain that the buyer is fully pre-approved,” Juengst continues. “Have a conversation with the buyer’s lender, ask questions about their pre-approval process and how in-depth the pre-approval is. If the sale had multiple offers, have the seller choose a second offer and request the buyer to agree to be a backup offer in the event the first offer falls apart.” When considering a lender that provides seam- less financing, Keller Mortgage is an excellent option. Consumers begin the process with the touch of a finger on the Keller Williams home search app and experience prompt customer service. DISCUSS APPRAISAL SCENARIOS When sellers receive multiple offers and properties go well above asking price, appraisals become a threat to a successful closing. “Initially our team would discuss various appraisal sce- narios at a listing appointment, taking for granted that the information remained top of mind with the sellers throughout the transaction,” Scully says. “After an expe- rience where an appraisal didn’t come in for one of our sellers and our team nearly lost the listing and sale, we decided to put a three-step process in place to ensure this wouldn’t hap- pen again. We now discuss possible appraisal scenarios at the listing appointment, our follow-up listing appointment and once we know the appraisal has been scheduled.” Juengst suggests going on the of- fensive to prevent a low appraisal. “Make sure you’re notified about the day and time the appraisal is scheduled,” she says. “Do home- work on comparable sales in the last six months and print those MLS sheets for the appraiser. Leave all of them on the kitchen counter with a note to the appraiser to take them. Appraisers are sometimes very busy, so taking the time to do research for them can pay off. Have your seller put together a list of improvements they’ve made to the property since purchasing and leave that for the appraiser to take.” 9 A home is a major investment - likely one of the largest investments your clients will ever make. Before your clients decide to purchase or sell a home, make sure the home is more than inspected — make it AmeriSpec inspected. call us today 877.769.5217 www.amerispec.com Keller Williams Approved Vendor Program members are business entities independent from Keller Williams Realty, Inc. Neither Keller Williams Realty, Inc. nor its affiliated companies warrant AmeriSpec, their products, or their services. AmeriSpec services provided by independently owned and operatedfranchises. Prices and services vary by location. © 2017 AmeriSpec L.L.C. All rights reserved. discover the Amerispec difference YEARS what makes amerispec different, makes us better
  6. 6. 1110 VOL.14.3 2017 A home purchase is more than a transaction for your clients – it’s a defining moment that will result in memories for years to come. But first, funding must be secured. As you have likely experienced, this part of the transaction can be stressful. From delays to fees, clients often look to you for help and guidance as they navigate the lending waters. However, options are limited. Until now! In keeping with its commit- ment to its associates, the company introduced an exclusive tool: Keller Mortgage. “Keller Mortgage is allowing us to help our associates in a completely different way,” says Adam Berzsenyi, CEO, Keller Mortgage. “Our Buyer Advantage program is exclusive to KW transactions and offers zero lender fees. It is not only making our associates even more competi- tive in the field, it really has their clients’ best interests in mind.” And to top it off, when the loan amount exceeds $150,000, the consumer gets a $1,000 credit toward third- party costs.” By offering a way for associates to help save their clients thousands of dollars without sacrificing any of their commission, Keller Mortgage is an innovative way to create sig- nificant value for consumers. With an average of more than eight years of experience, each Keller Mortgage loan officer is help- ing put the service into customer service. Keller Mortgage loan offi- cers have an approximate inquiry re- sponse time of two minutes and are available seven days a week from 9 buying process was smooth from start to finish.” After moving just two years prior, Lopez is thankful for her KW agent, Jordan Davis, and the lenders at Keller Mortgage. “The purchase of a home is an emotional process. You’re giving up one for another, but having a sup- portive KW agent and mortgage company to guide you through makes all the difference.” KELLER MORTGAGE A WIN-WIN DEAL a.m. to 9 p.m. “Understanding the industry and knowing that transac- tions don’t always take place only during (normal business hours,) Keller Mortgage wanted to ensure it was available when consumers needed them to be, especially in a tight market when time is of the essence,” says Berzsenyi. Clients Win Christina Lopez of Burleson, Texas, is a consumer that has experienced the benefits of Keller Mortgage. Within 30 days, she and her husband were able to close on their new home and save $5,400 in the process. “Previous lenders were unorga- nized and scattered. What they were telling us was different than what was in writing. This was not the case with Keller Mortgage. They were transparent, prompt and willing to help out with costs. The Keller Mortgage is the first of its kind, offering consumer savings and exclusive benefits to KW associates and their clients “The purchase of a home is an emotional process. You’re giving up one for another, but having a supportive KW agent and mortgage company to guide you through makes all the difference.” - Christina Lopez Associates Win Davis, lead agent at The Davis Team, speaks to how Keller Mortgage hasn’t only been a game changer for her clients like Lopez, but for agents as well. “Keller Mortgage is helping us get buyers who couldn’t afford the loan off the fence and into a home,” she says. “It has given our buyers a step up in a multiple offer situation. In the Dallas metroplex area, we’re see- ing 8-10 offers on homes $200,000 or less. Keller Mort- gage has allowed these buyers to take closing costs they would be paying and secure the offer. Because of this, our team is winning one in three out of those multiple offers we put in and puts money back in the agents’ pockets. Keller Mortgage is helping us close more deals.” Keller Mortgage has also provided Davis and her team with a touch point for prospects in their sphere who aren’t in the market for a home. “We’re talking to our sphere about how they can refi- nance with zero closing costs and credit through Keller Mortgage. This is especially beneficial for those who didn’t have a good interest rate when they purchased a home. With a lower interest rate, they can refinance and see instant savings.” KW PORTUGAL Returning: January 17-19, 2018 Eduardo Garcia e Costa, regional owner of Keller Williams Portu- gal, considers Family Reunion indispensable to the strengthening of his region’s culture. Attendees enjoyed two days of networking, educational breakout sessions and an award ceremony where 70 as- sociates were recognized for their personal achievements. KW SPAIN Returning: March 1-2, 2018 KW Spain’s inaugural Family Reunion was so well-organized that it earned a spot in the top three real estate conventions in the country. The KW culture shined brilliantly as well, as representatives from a local organization took the stage to share how Keller Williams part- nered with them on RED Day. KW WORLDWIDE Each year, nearly 20,000 people attend Keller Williams’ Family Reunion in the United States, an immersive and inspiring power-packed networking and training event. Having expanded to 25 coun- tries already, the event has even more weight glob- ally. “Family Reunion boosts our associates’ energy and motivates them to grow their businesses. It also reinforces our systems and models and transfers this knowledge around the world,” says Bill Soteroff, president of KW Worldwide. “Our culture – the basis of all that we represent – is easily transferred through our associates to each market center and country in our KW Worldwide family.” Take a trip around the world to see how this beloved event has been replicated in five worldwide regions and how each has added their unique touch. KW MEXICO Returning: March 14-16, 2018 The event allowed for rich network- ing and an exchange of ideas that opened new avenues of business for associates and guests. Held in the northern city of Monterrey, Family Reunion provided leaders “a rare opportunity to share our mission, vision and values with people out- side of the company, so they could realize how joining KW can evolve their careers,” says Regional Operat- ing Principal Jorge Carbonell. KW TURKEY Estimated dates: April 4-7, 2018 KW Turkey’s Family Reunion event garnered more than half of the region’s total agents. Notable moments included the signing of a 17.5 million Turkish Lira ($5 million) commercial listing agreement and a cultural sum- mit. The room was full of tears as the region’s training director and coordinator shared stories of how KW Cares has changed lives in the region. KW SOUTHERN AFRICA Returning: May 20-23, 2018 KW Southern Africa held their event at a UNESCO World Heri- tage site. With natural beauty all around, delegates listened intently as international guests and panelists spoke openly about their journey with Keller Williams. Keeping in step with Keller Williams’ culture of giving, delegates distributed ponchos and extra food to commu- nity leaders so they could share with those in need in their towns. FAMILY REUNION TAKES A TRIP AROUND Each worlwide region has their own Family Reunion event! Join the celebration kwworldwide.com/family-reunion By Allison Teegardin
  7. 7. 1312 VOL.14.3 2017 When her family moved to the United States from Trinidad while she was in her early teens, she helped her father manage all the details and paperwork involved in purchasing their home. The agent handling the transaction was impressed with her and brought her on as a part-time assistant. Blake- Foreman worked for that agent until she got her own license some years later. After graduating with a degree in education she began scouting teaching jobs and realized that she earned more working part time in real estate than she would working full time as a teacher, so she opted for the real estate route. After breaking six figures at Cold- well Banker, she told her leaders that she wanted to get to $200,000 in production, but they thought she should be happy where she was. Unsatisfied, she picked up a copy of The Millionaire Real Estate Agent and recalls “the moment” she real- ized there was more for her. “That was it for me. I read the book and realized there was some- thing bigger and better. I became part of the KW family the first day I returned from vacation.” Almost immediately Blake- Foreman plugged into KW MAPS Coaching. Though she had no strong family role models, her coaches became mentors and helped nurture in her an intention and the skills to become a millionaire real estate agent. Breaking the Cycle Real estate is more than a career for Blake-Foreman; it’s a gateway allowing her to break unhealthy generational cycles. She is the first in her family to attend and gradu- ate from college and wants to blaze many more trails for those who come behind her. “Legacy is my Big Why,” she ponders. “I look around and I see so many who have raised children and are now caring for their parents. Not only do I not want to put a financial burden on those who come after me, but I want to leave markers and mileposts along my path that pave the way for their brighter future.” Grant attests to Blake-Foreman’s drive and ambition. “I have heard it stated that it is not skills, abilities, geography, biography, or resources that make a person successful in life, rather it is hunger and resourcefulness,” says Grant. “Amina absolutely is hungry and resourceful when it comes to moving forward.” Blake has taken BOLD at least 10 times and doesn’t plan on stop- ping. The transformative mindset exercises have impacted every part of her life. When she enrolled in the course for the first time, she was going through a divorce, parenting a child alone, growing a business, and trying to raise her financial thermostat. Initially, she said it was about scripts and busi- “Legacy is my Big Why. I want to leave markers and mileposts along my path that pave the way for their brighter future.” ness techniques, but the mindset element has changed everything for her. “I have learned how to quickly identify my limiting beliefs, the things that are holding me back, and catch myself before falling into a funk.” She now serves as a table leader at BOLD and encourages new attendees with what she has learned. Dianna Kokoszka, CEO of KW MAPS Coaching, reflects, “Amina has continued to go to BOLD since I coached her and does not take a break! Even through knee surgery and bedrest, she generated leads all day.” Making Her Mark Though she never taught in a school with her educa- tion degree, she teaches and comes from contribution every day in real estate. At the market center, she leads Win with Sellers and became a certified KW MAPS Coach. She is working to become a 7th Level team, and would love to expand and become a BOLD Coach to take others through the program that has made such a difference in her life. Grant says, “Amina maintains the Keller Williams belief system and values as very high standards in her life. She is not only an amazing mother to her son, she is a model of a great businessperson, coach, leader and servant to others in our office. Our local market center is richer because of our partnership with Amina.” KW MAPS COACHINGBy Celesta Brown Serious leg injuries are plenty cause to sideline most people for a few weeks, if not months. But not Amina Blake-Foreman of the Greater Hartford (Conn.) mar- ket center. Blake-Foreman was in a bounce house celebrating her son’s 7th birthday, when she sustained several injuries to her knee. But in- stead of slowing down, after surgery she dug in, applying all she learned in BOLD (Business Objective: Life by Design) during her recovery and had the best January of her entire career with 14 closings. After breaking the news that she’d be laid up for a month to her KW MAPS Coach, her coach responded with a one-two punch of care and candor. “I am very sorry for your injury, truly I am, but thank God your mouth is still working.” Blake-Foreman took her coach’s comment to heart. She made a vi- sion board, posted it confidently on the wall in her room, picked up her phone, and started lead generating. By the end of the month, Blake- Foreman had taken seven listings from her bed with the help of her coach and her supportive team. “Since I would be unable to go to coaching sessions, my coach offered to pause coaching for a few months, but I knew that I needed it more than ever. Rather than scale back, we still continued to have our weekly calls. She texted and checked on me regularly.” The coaching sessions encouraged Blake-Foreman to keep going and think outside of the box when it came to running her business. “My showing partner, Matt, previewed my appointments, and we set up webinars with clients to do listing appointments. By using screen share, I was able to take the listings. Tammy in operations stepped up and was able to do buyer consults for the first time.” Although she is fully recuper- ated, Blake-Foreman continues to leverage technology and is seeing dramatic results in her production. “My injury taught me that I don’t have to be on all listing presenta- tions. Now, for certain price points, I just do my consult over the phone and through a webinar. I’ve sold six homes that I’ve never seen.” A History Steeped in Determination The people closest to her aren’t sur- prised: Blake-Foreman’s history is steeped in determination, grit and perseverance. “Time and time again, I have seen Amina rise above any challenges that have come her way without giving up,” says Chris Grant, Blake’- Foreman’s team leader. With the odds stacked against her, Amina Blake-Foreman had the most successful month of her career. 10 12 VOL.14.3 2017 A BOLD COMEBACK AMINA BLAKE-FOREMAN  WEST HARTFORD (CONN.)
  8. 8. 1514 VOL.14.3 2017 ally and nationally – a move that not only provided a wider referral platform for the team, but led him to become a KW MAPS Coach and earn an invitation to Gary Keller’s Masterminds. “(This) exposed me to people who thought a whole lot bigger than I ever knew was possible,” Jay recounts. “Gary said that we under- estimate what we can do in 10 years and overestimate what we can do in one.” Scaling Business with the CGI Jay took Keller’s words to heart and began reevaluating his team’s goals. Despite the fact that they were already doubling their production year-over-year for the past three years, he knew that it was time to think bigger, so the team created a five-year plan and dove into the Career Growth Initiative, starting with the CGI Calculator. “Before the CGI Calculator, figuring out our production goals was almost like picking at random. Now it’s easy. We just plug in our numbers, conversion rates and it spits everything out for us. The calculator has made it easy to plan what the next couple of years has to look like.” The Pipeline Tool has been in- strumental in helping Jay and Marc keep the team on track. “Every week we have a team meet- ing, and Marc or I meet with agents one-on-one to discuss who they have in their pipeline and if it’s big enough to support their goals. For example: If someone has a pipeline of three or four prospects, two buy- ers and one listing, but has a goal that requires six closings, it becomes clear that they aren’t going to reach their goal.” Staying plugged into your pipe- line is critical, Jay stresses. “If you don’t know what’s going on in your pipeline, you don’t know what’s go- ing on in your business.” He really enjoys that the CGI has helped him build a predictable and sustainable business. “Since we know what our monthly expenses are, we can forecast what they will be in 30, 60, 90 days and look at our pipeline to see if we have enough revenue to support our expenses. If the market is great, we tend to be less budget- conscious and spend without much thought. When inventory is tight, every cent matters. The tool helps us stay focused.” Staying focused is especially important as Jay has moved into the role of productivity coach. He is now passionate about also helping others think without limits. “In the past seven months, Jay has helped over 140 agents get into pro- duction faster and is creating more cappers,” says Walton, who is now a team leader at the Ballantyne Area market center. “I’ve watched Jay come into the company and trans- form his life, his family’s life and the lives of hundreds of people.” MINDSET Jay White has his eyes set on limitless growth, and he is proving that with the right philosophies and tools in place, anything is possible in real estate. Jay White, CEO and president of The White Group, thought he and his dad, Johnny White, were doing well selling $3.5 million annually in Charlotte, N.C., before 2010. But after being a part of the Ballantyne Area market center for six and a half years and experiencing a 12-month production of $43 million, his views have changed considerably. With a renewed vision of success, Jay White has his eyes set on limit- less growth, and he is proving that with the right philosophies and tools in place, anything is possible in real estate. He didn’t always think this way. It was a series of experiences that shifted his mindset. The Early Years Jay began his career in real estate in 2006 after forming The Johnny White Team with his dad at Cold- well Banker. Because his dad knew so many people in the Charlotte area, business grew quickly, but Jay admits they didn’t have an accurate view of what success was. “We were setting our goals based on what other companies were doing. We didn’t know what doing really well was.” After consistently ranking among the top agents in their office, the bottom fell out of the market. Companies stopped relocating employees and the team’s business all but dried up by 2010. Meanwhile, during the chaos, he noticed many agents who left Cold- well Banker went to Keller Williams. Curious, Jay reached out to them to ask what they were doing differently. In a networking group, a Keller Williams agent gave him a copy of The Millionaire Real Estate Agent. And he devoured the book. “I think I read it over the weekend. It just really spoke to me,” Jay says. A Big Step in Faith Jay met with Ann Yountz, the Bal- lantyne Area market center team leader at the time, over Thanksgiv- ing weekend 2010 and moved to Keller Williams within days. The transition meant giving back 15 listings. Something that wasn’t easy to do, but Jay and his JAY WHITE  CHARLOTTE (N.C.) dad stepped out in faith, knowing they wouldn’t be without resources at Keller Williams. Accustomed to listings being handed to them through the relocation team, the Whites had to learn how to find business on their own – and it wasn’t easy. After four months, Jay’s production stalled, and he knew it was time for help. After reaching out to other agents, they recommended he talk with Chip Walton. Walton, a produc- tivity coach at the market center, began coaching Jay, giving him the knowledge he needed to build a strong foundation for his business. “He taught me how to lead gener- ate and be more structured with my time management, and he really helped me create a vision for what this (business) could look like.” The Whites focused on lead generation, and within six months they were back on track – hitting $4 million in 2011. “We thought that was amazing. Again, we didn’t know what big re- ally looked like,” Jay says. New Possibilities It was the Business Objective: Life by Design (BOLD) training in 2011 where Jay’s eyes were opened to new possibilities. “BOLD let me know that if we focus on lead generation, we could grow it. It just opened up a mindset of abundance. We did $9 million that year,” he says. Over the next couple of years, the team expanded to include his sister, Lea Lempesis; a full-time execu- tive assistant; and his brother Marc White, who was selling real estate in the mountains of North Carolina and became one of the top agents in that market. With his team in place, Jay began teaching real estate classes region- By Dorothy de Souza Guedes I DIDN’T KNOW UNTIL I CAME TO KW BIG 3
  9. 9. 17 “Within my first month, I attended workshops that discussed the importance of social media and time management. Despite my years in real estate, I was pleased to learn of new ways to improve my business.” What led Tushar Vakhariya to Keller Williams is a common refrain expressed by many other agents on the move: He wanted to join a company that could help sustain his business’s success. A top-performing owner in a Birmingham RE/MAX office, Vakhariya had earned a Lifetime Achievement Award, consecutive Diamond Award Club recognitions and acknowledgement for being the No. 1 associate in Michigan for three consecutive years. In 2016 alone, Vakhariya secured $45 million in sales. But eventually he realized that his rapid growth needed additional support, particularly in the areas of innovation and technology. Vakhariya was familiar with several Keller Williams agents in his area, and their work ethic, professionalism and enthusiasm piqued his interest in their shared brokerage. So, in March 2017, Vakhariya made the move to Keller Williams. “I knew that a change was needed,” says Vakhariya. “Within my first month, I attended workshops that discussed the importance of social media and time management. Despite my years in real estate, I was pleased to learn of new ways to improve my business. I have also been impressed with the staff and the beautiful office.” During what Vakhariya says has been a smooth transition, he has marveled as the company’s team approach creates an environment where his business can thrive – and his clients have stayed with him. “In fact,” he says, “I have more people reaching out to me.” TUSHAR VAKHARIYA BIRMINGHAM, MICH. MOVES MAKING HEAD-TURNERS They moved because ... They were craving innovative ideas and supportive culture. They needed a brokerage that would challenge them to move past the status quo. They saw a family ready to welcome them with open arms. While the reason for making a brokerage change is personal for each and every agent, the desire to grow personally and professionally is evident in all. Meet the movers and shakers of real estate who are now proud to call KW home.
  10. 10. 1918 VOL.14.3 2017 FARGO, N.D. KATHERINE KIERNAN “Running such an uphill battle all the time became very disengaging and very stressful.” Despite her accomplishments as a high-performing agent at Element Realty, with $24 million in closed volume and 104 units in 2016, Katherine Kiernan was ready to quit real estate. The brokerage lacked education opportunities, organization, innovative ideas and a culture that supported her team’s growth. “Everything I learned was self-taught,” Kiernan recalls. “Running such an uphill battle all the time became very disengaging and very stressful.” On top of that, when Kiernan took two months off to be with her young son as he received out-of-town treatment for a serious illness, she had trouble finding colleagues who would help with home showings, contracts and inspections. “That just broke me,” she says. But when two Keller Williams agents reached out to her, Kiernan realized what she really needed was a new professional home. She had already read The Millionaire Real Estate Agent, attended educational classes and BOLD as a guest, all of which blew her away. Additionally, she was a long time admirer of the vice chairman, Mo Anderson. “I thought to myself, they have a strong, driven woman like that sitting at the top, then that’s something we can identify with,” Kiernan says. “And they have all of these systems and models and processes in place. It would be pretty foolish of me to hang up my license before I at least gave it a shot. I knew there was no other brokerage I wanted to go to.” So in December 2016, Kiernan left Element Realty, which had just announced it was joining Coldwell Banker, and became a part of Keller Williams Inspire Realty. She is thrilled that the company’s structure supports her goal to have a referral- sustained business and is most impressed with the supportive culture. “I think that’s one thing that people don’t have elsewhere,” Kiernan says. “They don’t get that experience, that consistency, that true, genuine desire to see everybody thrive. But you get that here. And as we continue to go through some challenges with our little guy, all I have to do is post a message and I have 15 people saying they’re happy to help.” After returning from their annual New Year’s retreat to the woods of Central Virginia, Debbie Wicker and her husband and business partner Tad Wicker knew they wanted to change brokerages. Though Debbie had been an accomplished agent with RE/MAX for almost two decades, she and Tad wanted more favorable financials and better support for growing their team. Five days later, Debbie received a call from a Keller Williams agent from the Dulles market center, followed by an invitation from the team leader to attend Family Reunion. As Debbie says, the rest is history: The Wickers joined Keller Williams on March 1, 2016. Debbie and Tad finished that year with a 12-month total closed volume of $40 million and 75 units, a significant increase from the year prior. At Family Reunion, the Wickers experienced Keller Williams’ culture and resources, including the company’s core values of God, family, then business. Debbie’s “aha moment” happened when she arrived five minutes into a presentation early Sunday morning. “I walk into this room and it was supposed to sit around 700 people and there were easily 1,400. I thought, OK, there is something going on here.” Tad was likewise impressed, particularly with the transaction numbers shared by session panelists. “We’ve been in national coaching with some big-name organizations and have never seen numbers like that,” he says.“It was such a no-brainer of a business decision.” Since the move, the Wickers have been awarded their office’s CultureAward and Debbie has become a member of the Associate Leadership Council. Among the benefits of joining Keller Williams, the Wickers note the importance of their team leader being a true strategic business partner. “The culture of leads, listings, leverage and proactive prospecting is a magic model if you ask me.” – Debbie Wicker “The kind of money Keller Williams is going to spend on technology, what they are going to have is something I’ve always dreamed of.” HEAD-TURNERS 18 VOL.14.3 2017 DEBBIE & TAD WICKER JORGE MIER POTOMAC FALLS, VA. AURORA, COLO. By Lindsay Mader Jorge Mier is no stranger to personal growth. The Zacatecas, Mexico, native has built a successful real estate businessintheDenverSoutheastmarket center, while making time to travel the world and cycle thousands of miles each year. So it was a natural extension of Mier’s spirit when he wanted to take his real estate team to new heights. In April 2017, after more than 12 years with RE/ MAX, Mier joined Keller Williams with a 2016 12-month closed volume of $20.8 million and 85 units. Mier was ready for the move when he realized he wanted a brokerage that encouraged continuous improvement instead of satisfaction with the status quo. Among many things, it was KW’s determination to bring agents truly innovative technology that swayed him. “The kind of money Keller Williams is going to spend on technology, what they are going to have is something I’ve always dreamed of.” Mier’s biggest concern was that his Latino clientele identified with the RE/ MAX brand, but he quickly found they were more interested in his own beliefs and values. Since taking the leap, Mier says he’s been amazed at how determined agents have been to help him succeed. “I had never had that before,” he says. “Most of the companies out there want to keep it secret. It opened my eyes to the things that I can do.”
  11. 11. 2120 VOL.14.3 2017 Keller Williams brokerages in Reno and Sparks, Nev. and a business center in Elko, Nev. Somewhere warm beckoned for their next investment. Ed says he was even considering investing outside of real estate, in a Dunkin’ Donuts or Krispy Kreme. But Fairbanks, the largest city in Alaska’s interior, made sense. The city, where an average home costs $230,000, is made up of three distinct resident groups: a sizable military community that rotates in and out of the area, oil and gas workers, and lifelong Fairbanks natives. Soon, an expected 3,500 ac- tive military members will arrive in town. Outside Fairbanks at Eielson Air Force Base, the population will likely double by 2022 following the arrival of two squadrons of F-35 interceptors, with $298 million in projects underway. Madden had spoken to other investment firms about a merger, but once he knew the Waldens were interested – they had social- ized at several events, and got along well – the deal moved fast. “If you find someone at this level, and they’re willing to sell and you’re in a position to do it, really think about jumping on it,” says Dar, who has been in real estate for 17 years, the last nine with Keller Williams. Removing Ego Lawyers drew up contracts, but the Waldens did much of the negotiat- ing themselves. In Fairbanks, they stayed with Madden and his wife in their home. They spent their days combing through contracts, and their nights going back and forth about their vision for the transition over beers on the Maddens’ couch. “We see Wes as our business part- ner, and wanted to start out on the right foot,” Ed says. Dar chimes in, “We all knew we had a lot of people relying on us for their paychecks, so it had to be done right. There was no room for error”. The Waldens ultimately decided to keep the Madden name, a respected brand that Madden built up over more than a decade. They also asked Madden to stay on as a minority owner for a few years. “Fairbanks is a tight knit community,” says Dar. “We knew we couldn’t just come in, plant our feet and change signs. The changeover is very gradual. Keep- ing Wes involved in the business is important to a successful transfer.” Ed adds, “You have to take the ego out of it. You need to consider what’s best for the business’ success.” In late April, from a Madden office in downtown Fairbanks and one outside the city in the North Pole – a log cabin adjacent to the Santa Claus House – the Waldens coordinated the changeover of 100 signs overnight. Team members stomped through snowbanks to swap signs with new ones printed with the Keller Williams logo. “It was total teamwork,” says Dar. “Take the Risk” Madden ran his business like a Keller Williams mega agent team even though it was an independent broker- age, and that made the transition easier, the Waldens say. But the merger still had its share of challenges. Madden agents never had an agent commission cap; that’s taken some getting used to, says Dar. Out of the 18 Madden agents, 13 decided to stay after the merger, including Greg Baldwin, who started out as a buyer specialist at Madden Real Estate in 2013. “The synergy [between Madden and Keller Williams] is awesome,” says Baldwin, “and everyone here is super excited about the company, the trainings, the systems and the technology that Keller Williams has brought to the table.” Two major benefits, adds Baldwin, are the connec- tion agents now have with colleagues across the country, ACQUISITION “If you find someone at this level, and they’re willing to sell and you’re in a position to do it, really think about jumping on it.” - Dar Walden DAR AND ED WALDEN  ANCHORAGE (ALASKA) By Deborah Blumberg Stopped in a snowy parking lot, the co-owners of the Anchorage, Alaska-based Dar Walden Team found their friend Matt Wagner – owner of an ad agency for the real estate industry – on the line with big news. Wes Madden, a fellow client, was toying with the idea of selling his Fairbanks-based inde- pendent brokerage, Madden Real Estate, Alaska’s top real estate firm. “Matt told us there’s this huge opportunity, and we needed to call Wes,” says Dar. “My husband and I looked at each other. I said, ‘Should we?’ And he said, ‘Are you kidding? Let’s get on this’. In 2016, Madden sold more than 600 homes for $138 million in sales in a town Bundled in thick scarves and warm coats, Dar and Ed Walden were out navigating Anchorage’s icy roads when the call came in. DAR AND ED WALDEN GREW THEIR MARKET SHARE BY 25 PERCENT OVERNIGHT AFTER SAYING “YES” WHEN OPPORTUNITY CALLS SAYYESof 100,000 people –“phenomenal numbers,” says Ed. Six days later, the Waldens boarded a plane to Fairbanks to meet with Madden. Less than 60 days later, they merged to create the largest real estate firm in the state. The deal put the Dar Walden Team on track to sell more than 700 homes in 2017, more than four times the 168 they sold in 2016. The Dar Walden Team has consis- tently ranked in the top 1 percent of real estate professionals in the United States, and they became a mega agent office the day Dar and Ed purchased the Madden group. The acquisition is a prime ex- ample of how – as listings become tighter and tighter – agents must get creative in how they take market share. Mergers are an excellent way to grow market share, expand your geographical area and boost sales. The Madden acquisition gave the Waldens an immediate 25 percent market share in Fairbanks. It was their fourth merger after three smaller ones in Anchorage. It’s a strategy that has served them well as they work through a recession in Alaska, which currently holds the highest unemployment rate in the United States. A City That Made Sense Fairbanks wasn’t an urgent expansion target for the Waldens, a California couple that made their way to Alaska after Ed was transferred to Anchorage with the military. The day the Waldens received the call from Wagner, it was 40 below in Fairbanks. The Waldens also co-own and their ability to provide the full scope of services to clients moving in and out of the state. “It’s been a seamless transition,” he says “and all of us are excited to be a part of a big team.” For Ed and Dar, it’s been chal- lenging to transfer accounts and recurring business expenses. And ferrying between Anchorage and Fairbanks has been hectic. The Waldens spend two to three days in each city, rent an apartment in Fair- banks and are looking to buy a car. “We’re being pulled in a lot of di- rections,” says Ed. “But we need to immerse ourselves in the Fairbanks community. They need to know us. It takes away a little bit of your freedom, but I think the investment will be huge.” In Fairbanks, the new team helped out at a local food bank for RED Day, and the group has donated money to four local high schools and sponsored a table at a military appreciation dinner. The team also recently sponsored an autism run in town. As for advice for other teams looking to acquire, the Waldens say “take the risk” and take advantage of the support Keller Williams offers. They credit Keller Williams staff with helping to make their merger a success. Bruce Hardie, regional director for the Northwest Region, visited the team in Fairbanks and led a class for agents. “Bruce was a great sounding board,” says Dar. “He re- ally helped us with the transition.” For now, the Waldens are content with their team; no more mergers are on the horizon. But “the door is always open,” says Ed. “If the opportunity presents itself, and it’s the right opportunity, we wouldn’t say no.”
  12. 12. 2322 VOL.14.3 2017 PRODUCTIVITY tentional with time. To this day, when I come home from work, I immediately change clothes and it serves as a symbolic shift from work to home. JOE My way around distractions is to get up earlier than everyone else in my family to spend time with God. That gets me grounded for my day. To be the best hus- band and dad that I can be, I cannot be a 24/7 agent. I have learned to be clear about when to shut my phone and business off so that I can give my full attention to my family. Something I think about when I am tempted to lose sight of my one thing is that al- lowing distractions to get the best of me is robbing me of time with my family. WHAT OTHER LESSONS HAVE HELPED YOU OVERCOME SHINY OBJECT SYNDROME? WENDY The idea of leverage from The Millionaire Real Estate Agent was huge for our growth. We hired good help so that we could give up dollar-per-hour tasks in order to focus on clients and lead genera- tion. Mastering the hiring process is essential to the conversation about avoiding distractions because having the right team in place al- lows everyone to work according to their skills and talents and to their highest potential. Keller Williams’ Leverage Series is a fantastic cur- riculum of courses that has helped us put our team together. JOE We have been utilizing Tactic #4 (Find the Motivated – Lead Generation) from SHIFT and it has been extremely helpful for our team. We block our time and look for 8-12 quality leads per hour. If we are con- sistently falling short of that number, then there must be a disconnect, some type of distraction. IN THE ONE THING, WE ARE RE- MINDED THAT CHANGING OUR FOCUS FROM BEING BUSY TO BEING PRODUCTIVE SETS THE TONE FOR THE DAY AND HELPS US “GO SMALL.” HOW DO YOU HELP YOUR TEAM NARROW THEIR CONCENTRATION? WENDY We have a brief standing meeting where we go around in a circle and say what our one thing is right now. For most of us, it is lead generation and setting ap- pointments, and for our adminis- trative team, it can look different every day. Additionally, we create our 1-3-5, which is a mini-business plan where our team members identify their one thing, hone in on three strate- gies to achieve it, and then spell out five tactics to make it happen. We then turn it into a 4-1-1, a weekly accountability meeting, and use it to structure our time and keep our attention focused on our one thing. JOE Structure helps our team stay focused. Every Monday morn- ing, we say what our goal, our one thing is for the week, and on Fri- day we evaluate how it went. The team meets at 8 a.m. to practice scripts before they begin generat- ing leads at 8:45. We help protect our people from distractions by putting them in the bunker. This is where time blocking and safeguarding lead generation on our calendars is cru- cial. While our sales team makes calls from 8:45 to 11:30 a.m., the support staff is fielding calls and intercepting emails. This keeps the sales team in the bunker while ensuring our clients are serviced and satisfied. DO YOU FIND THE PROCESS OF ELIMINATING DISTRACTIONS MORE OR LESS DIFFICULT WHEN IT COMES TO YOUR PERSONAL LIFE? WENDY Distractions are part of life and they continue on a daily basis. When I first began in real estate, I was only able to work between 8:30 a.m. and 1:30 p.m. while my daughter was in pre- school, so I had a small window of opportunity to produce. Because my time was so limited, I learned how to push away distractions. I am thankful for those early days where I learned how to be in- You Have Two Choices: Be FOCUSED or Be UNFOCUSED The ONE Thing Figure 6 WENDY PAPASAN Owner, Papasan Properties Group in Austin. Top 250 Keller Williams agent for units sold in 2016. JOE BOGAR Owner, The Bogar Pilkington Group. #1 Keller Williams team in Colorado. #74 Keller Williams team worldwide out of over 135,000 agents in 2015. You cannot get a prescription for it, but it is a real condition. It is “shiny object syndrome,” a highly contagious disease of distraction. And you may be infected with it if you’re experi- encing one or more of these symptoms: You get excited about new projects, but quickly lose interest after you begin and jump to the next one. You are set on implementing a new strat egy into your business, but have no game plan to bring it to life. Your team is confused by your constantly changing business direction. As an agent, these distractions not only deter you from the most important task at hand, but from profitability. OutFront magazine interviewed two top-producing agents: Wendy Papasan, owner of Papasan Properties Group and Joe Bogar, owner of The Bogar Pilkington Group, to learn how they and their thriving teams are overcoming shiny object syndrome by using lessons from New York Times bestselling books The Million- aire Real Estate Agent, The ONE Thing, and SHIFT, as well as employing Keller Williams models and systems. WHAT ARE SOME OF THE DISTRACTIONS YOU MUST DEFEND AGAINST DAILY? WENDY PAPASAN The struggle that every agent I know wrestles with is learning how to determine the vital differences between the urgent, the merely important, and today’s one thing. There are so many activities in real estate that are on an already established timeline, such as closings in 30 days or people needing to get out of a lease, that it’s easy to get caught up in something that feels like it needs your attention right now. JOE BOGAR There are innumerable distractions that come from a myriad of angles and sources from our own team to meeting with other agents to client needs and expectations. We must be clear about what and to whom we give our time. BEAT DISTRACTIONS By Shelby O’NeillBy Celesta Brown “Making a difference is hard. It requires persistence and dedication, which both require focus, something I’m not particularly — hey, look a bird!” -Jeff Goins, Business Strategist
  13. 13. 2524 VOL.14.3 2017 “Never in a million years would I have thought this would happen. I feel so blessed, thinking that they’re contributing to something for me and my kids.” – Dahiana Marte After Habitat for Humanity reached out to Meaux with the volunteer opportunity she turned it over to the office’s cultural committee co-chairs, Denise Pitts- Mortenson and Cathy Lutz. The duo spearheaded the effort and organized the volunteers week after week from Feb. 3 to May 11, when the project culminated with more than 100 Keller Williams associates hard at work on the build site and ReStore. “They took off with the idea and nailed it!” Meaux exclaims. The experience was a triple win for the office. They learned something new, they gave something back, and they walked away with a smile. “A lot of people felt that way,” says Pitts-Mortenson. Associates did anything that needed to be done, from painting, to landscaping and tiling. Lutz remembers marveling at her colleague’s attention to detail and level of dedication. “What I saw was – without being told – they cared about doing it right.” CULTURE Matt Bilheimer, director of agent services for KW Metropolitan, says being involved “opened my eyes to home construction elements from start to finish.” In his current role, he’s not directly involved in the home buying and selling process, but was glad to learn about other methods for people to find and purchase a home. He was surprised to learn that Habitat for Humanity homes are sold to home partner families and are financed through affordable long-term loans. Homeowners have to qualify for a mortgage and put in sweat equity hours. “They have to put in all this time and all this effort – and pay for it,” he says. What Blair Schleicher Bravo, CEO of Morris Habitat for Humanity, noticed was the group’s energy week after week. “The Keller Williams group was probably the most excited, happy and engaged group we’ve had in a long time,” Bravo says, adding that on May 11 when the project culminated, “they all left tired, dirty and happy.” Morris Habitat typically has seven to eight projects going, building 10 to 30 homes, at any time. This year 32 homes are under construction, including several multi-home sites like the Harding Avenue project, Bravo says. “It’s unusual to have such a long-term commitment on a Habitat project. Having the same team come back week after week builds skills and confidence of the volunteers and helps families get in their homes sooner.” Another homeowner on Harding Avenue is Dahiana Marte. Currently, Marte and her three boys – ages 11, 6 and 2 – live in a one-bedroom apartment where she has to go into the bathroom to have a private phone conversation. Soon they’ll spread out in a three- bedroom home. “People you don’t know doing this for you. We’re blessed, we’re humbled, we’re honored,” she says with a sense of disbelief. “Never in a million years would I have thought this would happen. I feel so blessed, thinking that they’re contributing to something for me and my kids.” Contribution is at the “heart of our organization and Keller Williams culture,” says Mo Anderson, vice chairman of the board at Keller Williams Realty International and one of the most vocal champions of RED Day. “Every year, as our company grows, so does the power and impact of the community contribution we can make collectively. I know I speak for the entire Keller Williams family when I say that giving back is one of our greatest joys!” NEW BEGINNINGS For 14 weeks, February through May, associates from KW Metropolitan worked tirelessly to build four homes for veterans and single-parent families headed by women at a Morris Habitat for Humanity project on Harding Avenue in Dover, N.J. Nathalie Figueroa is both: a veteran and active in the Army Reserve as a military police officer and a mother of a young son. She is still in shock that she’ll be a homeowner, a dream she thought she’d never realize. Figueroa was prompted by her mother to apply for Habitat for Humanity, which she did in February. She took a two-day course that explained homeownership, financial responsibility, the process of having a mortgage through Habitat and her 300-hour sweat equity obligation. In April, her application was drawn and she was selected to own a three-bedroom home with two bathrooms that she will share with her grandmother. “I was in shock, it was pretty amazing. I never really won or received anything,” Figueroa says. She is in awe of the many volunteers who have worked on her home, including the Keller Williams associates. “That’s amazing how people volunteer for free to help out,” she Every day, Keller Williams agents help people buy homes, “but it’s something different when we’re helping to build them,” says Beverly Meaux, team leader at Keller Williams Metropolitan in Morristown, N.J. says. “I’m going to volunteer and help out with the awesome things that they do.” KW Metropolitan’s involvement with the project was a natural progression. Since opening their doors in 2012, the market center has participated in Keller Williams’ annual day of service, RED Day – which stands for Renew, Energize, and Donate. Meaux realized after last year’s event that her team – which had grown to more than 300 – wanted to do something bigger. KW METROPOLITAN MARKET CENTER   MORRISTOWN (N.J.) By Dorothy de Souza Guedes BUILDING 24 VOL.14.3 2017
  14. 14. 2726 VOL.14.3 2017 “I asked George if I could do that for the market center, and he said, ‘Are you sure?’ she recalls. Plugging Agents into Resources that Work Today, Dewees uses an intercon- nected set of tools called the Career Growth Initiative to help agents learn what their greatest strengths are and build their busi- nesses accordingly. Cathy Cac- ciavillano, market center admin- istrator, also works with agents to set annual business goals with the CGI and helps established agents plan their next steps as they move toward retirement. “Our leadership team is focused on helping agents build their legacies and earn profit share so they can experience passive income even after their last deal has closed,” she says. As their team has grown, the impact of their philanthropic efforts has too. During a recent RED Day, the Keller Williams’ annual day of giving, 75 agents went to a food bank and donated more than 4,000 pounds of food, while another 75 agents went to a homeless shelter and cooked meals for guests, cleaned the shelter, and donated thousands of dollars. “It was wonderful to see seasoned agents within the market center work alongside those that recently joined. And new agents rolling up their sleeves really loving what this company is about,” Denney says. Accelerating Growth Model Finding the right people and using the right tools has allowed Keller Williams Cherry Hill to set some ambi- tious goals for the coming years. In order to hit their goal of $500,000 in profit share, they analyzed what that meant in terms of owner profit, units and listings. The agents within the market center have since hit that goal and moved the goal line to $1,000,000. “I think our real goal in all of this is legacy,” McGavisk says. “Leaving something behind for all of the agents that we work with, helping them build their lives, help- ing them build their businesses, helping them be able to move forward in accomplishing their dreams.” LEADERSHIP “Our leadership team is focused on helping agents build their legacies and earn profit share so they can experience passive income even after their last deal has closed.” – Cathy Cacciavillano LEFT TO RIGHT: MIKE MCGAVISK, CATHY CACCIAVILLANO, ELISA DEWEES, GEORGE DENNEY While the organizational growth has been satisfying, the true reward for Operating Principal Mike Mc- Gavisk lies in what it has allowed his leadership team to do for others. “We’re able to help our agents build the businesses of their dreams and give back to their communities in meaningful ways,” he says. The state of Cherry Hill today can be credited to McGavisk’s decision to shake loose from complacency and stop the hemorrhaging of his business. He turned to agent George Denney to fill the role of team leader. Denney immediately jumped in, driven by a big num- ber: He would not only right the ship and erase the loss, but drive the team to hit $300,000 in profit share. Initially, he was supposed to fill the team leader role temporarily. But soon it was clear this was what he was meant to do. “[Keller Williams Vice Chairman] Mo Anderson said to me personally once, ‘If you’re not in profit, you’re not in culture,’” Denney recalls. He says he didn’t quite un- derstand it at the moment, but now it’s clear: If you’re not profitable, you don’t have a business worth owning. Cherry Hill Makes a Strategic Comeback After Denney became team leader, he and McGavisk got back to the basics and renewed their commitment to the Keller Williams Growth Initiative – a compre- hensive program geared at helping market centers grow their market share and their people. Soon, they brought on a productivity coach and implemented a mentor system, both of which help new agents get into production quickly and estab- lished agents hit their caps sooner. Getting the Right People on the Bus They knew the key to their growth was placing the right people on their team. Early on, Denney was convinced that he could attract top performers in the region, based both on the Keller Williams ap- proach to selling real estate and the infectious culture of their team. He began by looking at market share as a primary qualifier for joining and assessing if the individual was a cultural fit, not based on emo- tions, but data. Denney used the Keller Personal- ity Assessment (KPA) to find out “what makes people tick.” The KPA is an enhanced behavioral assess- ment tool and a key piece of Career Visioning – a proven system to help market center leaders ensure the best and brightest talent join their team and succeed. The KPA helped him determine what role the new person would play in the market center – which is crucial for a team that runs on evidence-based models. And it worked! One agent who came on board averaging $65,000 three years ago closed $1 million in GCI last year. In April 2017 alone, the team hired 14 new agents. Elisa Dewees, an Associate Lead- ership Council member and the team’s top agent last year, was one of Denney’s key hires during Cherry Hill’s restructure. An agent for 17 years, she joined the team a year and a half ago and quickly “fell in love” with the people and its systems. “Ev- eryone was so helpful,” she says. She jumped in, helping others grow, but wasn’t interested in starting her own team. Then, she found out about the Productivity Coach role. RISING F ROM A SIX -F I GU RE LOSS By Gwen Moran Over the past several years, Keller Williams Cherry Hill transformed from a struggling market center with a $120,000 carry-forward loss to a thriving center with more than $300,000 in profit share. The office has grown from 88 agents to approximately 406 in the past three years, making it the No. 1 office in their region. MASTERBUILDERS  CHERRY HILL (N.J.)
  15. 15. MILLENNIALS HAVE TAKEN THE LEAD IN HOME OWNERSHIP Millennials are making news as they’re leading the pack in home ownership. According to the 2016 National Association of REALTORS® Home Buyer and Seller Generational Trends study, millennials are the largest share of home buyers, representing 34 percent of recent home purchases. The study also states that 66 percent of Millennials were first- time home buyers and 85 percent viewed homes as a good investment. The survey revealed that the millennial generation’s desire to own a home of their own as the primary reason for their purchase is increasing, up to 48 percent. As for information sources used in the home search process, the highest percentage of searching online came from millennials (99 percent) in comparison to other groups. Also cited is the fact that 58 percent of millennials use mobile devices when searching for homes. All important factors to consider when getting to know this demographic. A TIGHT INVENTORY CONTINUES TO DRIVE UP HOME PRICES The story of the housing market this year is once again a familiar one. We are seeing strong demand pushing inventory to constrained levels and driving up prices. Increases in median price have averaged 6.5 percent year-over-year based on NAR data, showing that low inventory is driving price increases above of the 4 to 6 percent sustainable range. Sales at the beginning of the year showed year- over-year gains between 4 percent and 7 percent but that was partially attributable to warmer-than-normal weather last winter in many parts of the country. In the late spring and early summer, sales slowed to levels close to last year’s and are likely to be similar the rest of the year. We are also still seeing a division in most major markets along price levels. Demand right now is strongest for entry-level homes, where construction has been lacking and many buyers have been late in entering the market as many of them needed more time following the recession to recover. ARTIFICIAL INTELLIGENCE SHOWS BIG PROMISE FOR THE INDUSTRY Experts predict that 90 percent of all the data in the world today was created within the past few years. This is the main driver of what I believe to be the most impactful technology trend within the industry, artificial intelligence. AI is technology that will empower agents to create new experiences that will elevate the consumer journey to new heights. Most real estate AI applications in the industry are focusing on lead response, capture, and nurture due to the challenges of converting online leads. These applications just scrape the surface of AI’s potential in the real estate vertical. We anticipate machine learning and computer vision applications to play a bigger role in the industry in terms of generating insights out of raw data, but ultimately AI will be the vehicle that delivers that information to agents and their clients. This is why we’re so focused on developing our own proprietary AI solution, Kelle. Madiha Ashour Consumer Research Analyst Ruben Gonzalez Staff Economist Adi Pavlovic Technology Strategist Do you want to know more about consumer demographics, how the economy will impact your business or technology trends coming to the forefront? If so, the in-house research team at Keller Williams Realty International has you covered. WHAT YOU NEED TO KNOW CONSUMERS • THE ECONOMY • TECHNOLOGY 29 RESEARCH TRENDING $ $ $ 2.47 1.99 15 Minimum order 100 pieces. Regularly $2.77. Design fees may apply. Minimum order 100 pieces. Regularly $2.34. Design fees may apply Regularly $15.75 at 12 pieces. Design fees may apply. 800.861.7355 LifeLongGifts.com/out-front INFINITY BOX & BOTTLE OPENER INFINITY KITCHEN SCRAPERS INFINITY STAINLESS STEEL SOAP No home is complete without this multi- purpose bottle opener. Featuring a tapered edge for opening boxes and a magnetic back, this powder-coated opener is the only one you’ll ever need. With full-color personalization, they’re ideal as open-house favors and drop- by gifts. Available in black or white. Your clients will love how easily Innity Kitchen Scrapers remove stuck-on food from pans, counters, grills and more; you’ll love how bold your contact information looks on them. Perfect for drop-bys, open houses or as a business card alternative. Full-color printing available on red, green, orange, yellow, black, purple or white scrapers. Not only will clients nd the Innity Steel Soap incredibly effective at removing cooking odors from their hands, but they’ll be reminded of your business with every use. Available with four standard messages. EACH EACH OFF SANDWICH SHARK This completely redesigned sandwich knife now features the same forged, high-carbon steel as the rest of the LifeLong Collection — while still boasting a exible blade. USE CODE KWOFBBO USE CODE KWOFSWS USE CODE KWOFSSS USE CODE KWOFKSC Any order of 12 or more soaps. $ 10Regularly $74 at 2 pieces. Design fees may apply. OFFAny order of 2 or more Sandwich Sharks. Keller Williams Approved Vendor Program members are business entities independent from Keller Williams Realty, Inc. Neither Keller Williams Realty, Inc. nor its affiliated companies warrant LifeLong Cutlery, their products, or their services.
  16. 16. 31 NAME CITY, STATE GCI UNITS 1 Bob Lucido Team Ellicott City, Md. $4,122,611.60 462 2 Alchemy Real Estate Group Seattle,Wash. $2,189,643.62 85.45 3 Ben Kinney Team Bellingham,Wash. $2,136,607.09 263.336 4 Dave Clark Team Campbell, Calif. $1,845,708.13 51.75 5 Kevin Blain Team Visalia,Ariz. $1,804,988.78 343.1 6 The Ensbury Group El Segundo, Calif. $1,773,937.15 47.35 7 The Loken Group, Inc. Katy,Texas $1,726,281.46 472 8 The Peggy Hill Team Barrie, Ontario $1,697,069.13 167.25 9 Reynolds Team Realty Chantilly,Va. $1,631,877.29 125.108 10 Jeff Glover & Associates Plymouth, Mich. $1,604,030.29 240 11 Global Living Philadelphia, Pa. $1,402,647.10 174.2 12 Chernov Team Studio City, Calif. $1,373,497.75 37.95 13 The Ez Sales Team Westlake, Ohio $1,354,152.45 290 14 Five Doors Network - Hub Pikesville, Md. $1,343,515.09 0 15 The Rider Elite Team Scottsdale,Ariz. $1,336,950.98 240 16 Sue Adler Team Summit, N.J. $1,288,478.62 48 17 Laurie Reader Team Plantation, Fla. $1,287,700.36 144.385 18 Jay Schmidt Group Whitefish Bay,Wis. $1,286,334.39 134.975 19 Steven Cohen Team Boston, Mass. $1,261,855.69 75 20 Boyenga Team Los Gatos, Calif. $1,230,793.88 36 21 Jennifer Young Team Chantilly,Va. $1,200,948.32 125 22 Lysi Bishop Real Estate, LLC Boise, Idaho $1,177,086.25 84.225 23 Juliana Lee Team Palo Alto, Calif. $1,157,625.95 28 24 The Search In Seattle Team Seattle,Wash. $1,156,472.29 83 25 Beer Home Team San Diego, Calif. $1,077,979.07 61.8 26 Brett Jennings Real Estate Experts Los Gatos, Calif. $1,076,653.27 38 27 Noel Team Santa Monica, Calif. $1,026,780.00 39 28 Jonville Team Carlsbad, Calif. $1,015,351.80 62 29 The Heyl Group Austin,Texas $1,006,975.18 87 30 Bouma Group Ann Arbor, Mich. $981,635.97 107 31 The Huff Group Overland Park, Kan. $981,154.94 128 32 Kenny Klaus Team Mesa,Ariz. $969,860.53 140 33 Lee Tessier Team Bel Air, Md. $963,347.18 133 34 The Steller Group Englewood, Colo. $963,038.40 75 35 Josh Deshong Real Estate Charlotte, N.C. $952,872.21 129 36 Unity Home Group Anchorage,Alaska $943,185.46 133 37 Team Chou Alhambra, Calif. $941,964.62 57.166 38 The Dar Walden Team Anchorage,Alaska $926,687.57 116 39 The Ribble Group Wheat Ridge, Colo. $899,980.99 79 40 The Graham Seeby Group Atlanta, Ga. $891,258.96 98 41 Phil Chen - Sybarite Team Burlingame, Calif. $881,681.25 12 42 The Mark Z Team Novi, Mich. $879,906.70 117 43 Teambuilderkw Kirkland,Wash. $879,099.47 123.5 44 Center City Listings Philadelphia, Pa. $875,912.26 116 45 Eng Garcia Properties Washington D.C. $871,320.23 58.8 46 The Robert Northfield Team Maplewood, N.J. $868,713.69 59 47 Jim Shaffer And Associates Royal Oak, Mich. $864,140.99 132 48 Fulcrum Properties Group Washington D.C. $856,483.56 52.95 49 Fineman Suarez Team Marina del Rey, Calif. $856,256.50 32.65 50 Team Jordan Barrie, Ontario $853,458.11 132.35 TOP-PRODUCING TEAMS YOUR N B U E M R S 50 *Based on data/transmittals received for 2017 (April to June 2017). Closed transactions identified with specific agent/team. NUMBERSSECOND QUARTER 2017* Download our lists of top performers. Scan the QR code! 30 VOL.14.3 2017
  17. 17. 33 NUMBERS 20 5TOP RECRUITERS TOP COMMERCIAL NAME MARKET CENTER ASSOCIATES SPONSORED 1 Gaurav Gambhir Philadelphia - Center City 41 2 Brent Mitchell Austin SW 38 3 Bill Linkwald Atlanta - Roswell 23 4 Ronda Thurlkill Frisco 16 5 Kasey Williams Spokane 15 6 Leigh Broughman Lynchburg 14 7 Paul Ryan Charlotte - South Park 12 7 Robert Wiley Keller Williams Legacy Metropolitan 12 7 Bodie Stark DFW Metro SW 12 8 Steve Lay Plano 11 8 Christopher Martindale KW Utah Realtors Keller Williams 11 8 Janice Maynard Ballantyne Area 11 9 Dana Johnson Houston Memorial 10 10 Diallo Stevens NYC - Queens/Jackson Heights 9 10 Juliana Vallee Keller Williams Black Diamond Realty 9 10 Lou Tutko Clearwater 9 10 Ann Flanagan Metropolitan 9 10 Monty Maulding Austin SW 9 11 Darlene Mayernik Moorestown 8 11 Traci Rochon Alexandria - Kingstowne 8 MARKET CENTER CITY, STATE TEAM LEADER PROFIT 1 Ballantyne Area Charlotte, N.C. Chip Walton $856,565.49 2 Austin SW Austin,Texas Diane Johnson, Melanie Kennemann $645,529.71 3 Heritage San Antonio,Texas Craig Owen, Lisa Munoz $616,587.15 4 Arlington Arlington,Texas Dennis Tuttle $532,913.79 5 Greater Portland Portland, Ore. Shannon Selig $519,243.65 6 Greater Howard County Columbia, Md. Lorri Cutler $470,920.68 7 Summit Federal Way,Wash. Julie Costa $425,309.69 8 Ridgewood Mt. Pleasant, S.C. Sally Ponchak $421,926.33 9 Peninsula Estates Cary, N.C. Carl Battiste $416,152.04 10 Montclair, NJ Montclair, N.J. Alicia Acciardi $403,606.48 11 Metropolitan Bedford, N.H. Gregory McCarthy $394,849.43 12 Houston Metropolitan Houston,Texas Kenneth Zarella $384,370.98 13 Danville Danville, Calif. Kristin White $375,769.35 14 Minneapolis Lakes Minneapolis, Minn. Jake Luehrs $364,806.22 15 Woodbury - East Suburban Woodbury, Minn. Steve Hyland $357,236.62 16 Dallas Preston Road Dallas,Texas Theresa Flood,Tommy Flood $356,575.51 17 Charlotte - South Park Charlotte, N.C. Stefanie Scroggins $355,671.51 18 Washington Capitol Hill Washington D.C. Mary Garner DeVoe $349,032.26 19 Greater Hartford West Hartford, Conn. Christopher Grant $344,519.51 20 Boise Boise, Idaho Stacie States $340,739.95 TOP MARKET CENTERS20 NAME CITY, STATE GCI UNITS 1 Robert Stepp Long Beach, Calif. $2,037,046.86 43.2 2 Byron Field Los Angeles, Calif. $630,574.88 17 3 Carlos Ros Miami, Fla. $555,300.00 3 4 Ron Feder Calabasas, Calif. $492,632.12 7.3 5 Charles Allen Santa Cruz, Calif. $456,928.00 9 *Based on data/transmittals received for 2017 (April to June 2017). Closed transactions identified with specific agent/team. SECOND QUARTER 2017* 32 VOL.14.3 2017 With Sonic Automotive and the Concierge Services team, one of Keller Williams’ newest approved vendors, you’ll never have to leave your home to buy a car again. Now you, your family, friends AND clients will have access to these great benefits: sonicvipservices.com/ppp/KW.htm 888-882-1004 Shop SonicAutomotive for Your Next Car Stefanie Raychelle Katy DanielleDan David Bruce Keller Williams Approved Vendor Program members are business entities independent from Keller Williams Realty, Inc. Neither Keller Williams Realty, Inc. nor its affiliated companies warrant Sonic Automotive, their products, or their services.
  18. 18. Vol.14.3 2017 OutFront is a publication of Keller Williams Realty, Inc. 1221 S. MoPac Expy., Ste. 400 Austin, Texas 78746 512.327.3070 OutFront is published by Keller Williams Realty, Inc. The entire document of OutFront is copyright© 2017 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© 2017 Keller Williams Realty, Inc. All rights reserved. 50 NAME CITY, STATE GCI 1 Stephanie Vitacco Encino, Calif. $1,324,781.07 2 Efraim Tessler New York, N.Y. $1,063,397.80 3 Rama Mehra Danville, Calif. $665,070.25 4 Barbara Stoehrer Manhasset, N.Y. $642,500.00 5 Julie Wyss Los Gatos, Calif. $576,490.46 6 Eric Delgado Encino, Calif. $565,670.53 7 Paige Martin Houston,Texas $559,793.25 8 Bryan Miyamoto Los Angeles, Calif. $519,314.50 9 Kimberly Ziton Woodbury, Minn. $511,385.41 10 Andrea Farrell Destin, Fla. $499,979.00 11 Sophie Ravel Palo Alto, Calif. $442,260.00 12 Kyle Seyboth Cumberland, R.I. $414,896.21 13 Greg Simpson Los Gatos, Calif. $386,495.00 14 Dominic Serna Albuquerque, N.M. $381,423.12 15 Lenwood Johnson Woodbridge,Va. $379,909.52 16 Tara Savage Charlottesville,Va. $365,696.55 17 Rachel Kelly New York, N.Y. $365,690.00 18 Chloe Mei Cupertino, Calif. $362,000.00 19 Missy Improta Calabasas, Calif. $357,275.00 20 Leonard Stone Burlingame, Calif. $357,267.50 21 Michael Toveg Santa Monica, Calif. $356,202.64 22 Gregg Phillipson La Mesa, Calif. $354,935.05 23 Evangelyn Lin Pasadena, Calif. $352,124.25 24 Dae Young Hur Los Angeles, Calif. $348,554.37 25 Tom Francis McLean,Va. $334,791.25 26 Robert Aldana Santa Cruz, Calif. $332,868.73 27 Disen Cai Burlingame, Calif. $331,930.20 28 Tammy Jin Burnaby, British Columbia $323,362.06 29 Steve Blankenship Park City, Utah $323,068.62 30 Anthony Koutsos San Francisco, Calif. $322,275.00 31 Linda Nguyen Kirkland,Wash. $313,552.79 32 Jay Barry Washington D.C. $312,971.85 33 Diane Terry Summit, N.J. $312,000.00 34 James “Kimo” Quance El Cajon, Calif. $310,723.00 35 Rumana Jabeen Burlingame, Calif. $306,135.82 36 Sophia Xu Palo Alto, Calif. $301,180.00 37 Jennifer Gelfand Boston, Mass. $295,909.00 38 Emily Hetrick Portland, Ore. $292,026.53 39 Mark Tyoran Westlake Village, Calif. $289,935.10 40 Joe Clair Durango, Colo. $288,414.20 41 Bernard Tardif Montreal, Quebec $286,250.00 42 Voss Sartain Bozeman, Mo. $285,149.00 43 John Walker Falls Church,Va. $282,774.25 44 Liza Vernazza San Carlos, Calif. $281,720.00 45 Penelope McCann Seal Beach, Calif. $281,382.50 46 Gregory Harbottle Kahului Maui, Hawaii $281,240.00 47 Hari-Mara Martin Montreal, Quebec $276,477.32 48 America Michael El Segundo, Calif. $275,552.50 49 Cricket Forsey Portland, Ore. $274,335.50 50 Kathleen Kulik Montclair, N.J. $271,701.25 TOP-PRODUCING AGENTS *Based on data/transmittals received for 2017 (April to June 2017). Closed transactions identified with specific agent. All production completed by non- commercial agents who do not serve on a team. NUMBERS 34 VOL.14.3 2017 SECOND QUARTER 2017* Executive Editor: Annie Switt Editor: Lalaina Rabary Brand Manager: Robin Jhaveri Copy Editor: Jeff Ryder Art Director: Caitlin McIntosh Designers: Karla Teceno | Ashley Rogers Contributors: Allison Teegardin | Catherine O’Donnell | Celesta Brown | Dorothy de Souza Guedes | Deborah Blumberg | Gwen Moran | Lindsay Mader | Shelby O’Neill Advertising: Tom Freireich (advertising@kw.com) Job Inquiries: (outfront@kw.com) Photography: Brian Fitzsimmons | pg. 8 Chuk Nowak | Cover | pg. 14 John Trice | pg. 2 Josh Baker | pg. 8 Ryan Kelly | pg. 10, 22, 23, 25 Sarah Lewis | pg. 18 SPECIAL EDITION Contributors: Deborah Blumberg | Kevin Priestner | Lalaina Rabary | Robin Jhaveri Photography: Josh Baker | Cover | pg. II, III, IV, V Ryan Kelly | pg. I, II, III, VI, V, VII
  19. 19. ENROLL: 2-10.com | 800.795.9595 2-10 HBW pays 97.5% of claims 2-10 Home Buyers Warranty® (2-10 HBW®) offers the industry’s leading Home Warranty Service Agreement that protects the home’s major systems and appliances. Keller Williams Approved Vendor Program members are business entities independent from Keller Williams Realty, Inc. Neither Keller Williams Realty, Inc. nor its affiliated companies warrant 2-10 Home Buyers Warranty, their products, or their services. SPECIAL EDITION COMPASSION IN THE STORM
  20. 20. MEGA RELIEF 60,000 volunteer hours contributed 10,000 lbs. of food distributed 150+ homes cleaned 5,000 clean up kits assembled II People Before Profits In 48 hours, a decision was made. After intensive conversations with the City of Austin about contingencies and expectations, Keller Williams chose to turn away millions of dollars in potential revenue and pivot from Mega Camp to Mega Relief – a weeklong event focused on providing immediate aid to those impacted by the storm. “We had the hotel rooms, we had the buses, and we had the hardest-working, most compassionate real estate agents in the world,” CEO John Davis says. “We decided to do the right thing and leverage the energy and generosity of our associates to make a real difference in people’s lives.” After Davis made the announcement, positive responses spread through social media. “Kudos to KWRI for making this shift and mobilizing our people resources to help the community in this time of need,” wrote Ron Kowalski on Facebook. “Love being a part of this company. We’re there!” Karen Rengert Standridge commented that after taking the real estate test she would “hopefully be working for When Hurricane Harvey devastated the Texas coast, thousands of Keller Williams associates rushed in to help those in need while the Keller Williams Realty International team was putting the finishing touches on planning Mega Camp. Soon KW associates from around the world would be heading to Austin for the company’s second-largest training event of the year. But after Austin Mayor Steve Adler announced that Austin would welcome thousands of hurricane evacuees to the Austin Convention Center, Keller Williams leaders faced a big business and cultural decision: Should Mega Camp go on? this amazing company soon!” Many shared that they were proud to be a part of the KW community. “This solidifies part of my why for KW. Proud!” exclaimed Dana K. Cullins Macalik, a new team leader. On Sept. 11, 2017, more than 4,000 associates made their way to Austin energized for a week of service. Amos Naim traveled 25 hours from Israel to participate in the event. “It was important for me to come here, because it’s all about culture,” he says. “The chance for us to help all the people in Texas is amazing.” Working with community partners and disaster relief organizations like the Austin Disaster Relief Network, the Central Texas Food Bank, and the Salvation Army, Keller Williams associates were bused to volunteer sites in Austin, Houston, and hard-hit towns like Sealy during the day, and they returned to Austin for nighttime events to raise awareness and funds for the victims of Harvey and Hurricane Irma, which had recently struck Florida. The impact on people’s lives was unforgettable. I
  21. 21. Faces of Mega Relief “You came here and helped. That means a lot to us.” – Jorge Perez In Austin, Mega Relief projects spanned from packing food at the Central Texas Food Bank to organizing donations at Austin Pets Alive. One of the most memorable projects was Shop with a Cop. When Hurricane Harvey blew through southern Texas, it forced thousands to flee their homes. Some evacuees were bused three hours away to the City of Austin’s mega-shelter – a centralized loca- tion where housing and support services could be provided. (After Keller Williams announced its pivot to Mega Relief, the Austin City Council leased shelter space near the Austin airport, which allowed Keller Williams to gather and organize resources at the Austin Convention Center and loan space to volunteer teams from the American Red Cross.) During the week of Mega Re- lief, approximately 400 evacuees were set to return home or to a shelter closer to their home. Before their send-off, Keller Williams and the Austin Police Department planned a special excursion for the kids. To help bring comfort and normalcy to their lives, 40 kids – ranging from elemen- tary through high school-aged – joined Austin police officers and Keller Williams volunteers for a back-to-school shopping trip. Each child was partnered with a volunteer and given a gift card for $150 to pick out brand-new clothes and shoes – items of their choosing, bought specifically for them so that they feel confident as they walk into their new classrooms. As Mike Sheffield of the Office of Community Liaison with the Austin Police Department explained, “We want to make life just a little easier for these kids whose lives have been turned upside down. While staying at the shelter, they’ve been thrown back into school, and we want to help make this re-entry as simple as possible.” Austin, Texas MEGA RELIEF IV I’m feeling thankful nothing happened to my family and that Keller Williams sent a lot of people to help us. Also, for the church. We’ve been blessed. Going through this alone would be very difficult. – Jorge Perez III
  22. 22. The Lazy River subdivision, just outside of Sealy, Texas, has one entrance in and out. And it’s a tiny bridge that stretches over a creek that usually flows gently. As Hurri- cane Harvey hovered over Texas, it dropped unprecedented rainfall, causing the creek to overflow its banks and flood the houses around it. To compound the situation, the community was just starting to recover from a massive flood the previous year when many homes took in water up to their roofs. Anna Sherman and her son Jared, 18, were sleeping when the Brazos River started ris- ing. “We got a phone call from a neighbor to get up and get out,” she says. The creek near her home had already spilled a foot and a half of water onto the road. It would soon rise several more feet. “We grabbed what we could put in a backpack, and we took off as fast as we could.” Two weeks later, Sherman stood in her front yard with her neighbor, Joyce Gaylen, surrounded by Keller Williams associates from across the world. As she spoke, vol- unteers were pulling out sheetrock, clearing away debris and helping disinfect her home so she can rebuild. “We’re so blessed to have the help and the assistance that is so dearly needed,” Sherman says. “It’s definitely tough, because you lose everything. It turns everything upside down.” Her voice wavers. “But we didn’t lose our lives, and we got our dogs.” She looks around at the volunteers. “The feeling of helplessness you get when things like this happen, it’s finally starting to go away.” When Keller Williams volunteers arrived, waterlogged chairs, refrigerators, family pho- tos and mattresses lined the curbs. “People are devastated,” says Rusty Griffin, lead pastor at Christian City Fellowship in Sealy. “They were trying to rebuild their lives, and now they’re going through this again. Without Keller Williams [the help they’re getting] wouldn’t have been possible.” Ofelia Montoya, a longtime resident of Lazy River, is known for her strong faith and positive spirit. She remembers praying and shortly afterward learning that Keller Williams volunteers would come to her com- munity. “God was so busy he sent his angels to help us,” she says. Abbey Wood from Keller Williams Raleigh wasn’t originally registered to attend Mega Camp, but she signed up after it transformed into a week of service. “It’s an amazing thing,” she says. “I’ve never worked for a company where everybody can come together like this, and everyone values the same things.” From southern Maryland, Danny Martin and his team were on their way to Florida with a trailer and supplies to help Hurricane Irma victims when they received word that the Federal Emergency Management Agency (FEMA) was unlikely to let them in. “So we re-geared,” he says, heading instead to Sealy. “Our team’s vision is to revolutionize real estate, to impact the community and to change lives,” he says, a mission well-suited to their Sealy trip. Sealy, Texas Above: Ofelia Montoya Left page: Top: Kathy Murdoch Left-Right: Anna Sherman, Joyce Gaylen MEGA RELIEF VI This is just a house. My husband and I make it a home. We have each other and our crazy dog, so life is good. – Kathy Murdoch

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