The document discusses the evolution of real estate companies from traditional brokerages to 100% companies like Keller Williams Realty. Traditional brokerages have associates that are dependent on the company, financial gains are directed to brokers, and associates have fewer opportunities. Keller Williams Realty uses an interdependent model where associates and brokers work as a team and both benefit financially. Associates also assume more responsibilities like financial and legal roles. The document then discusses Keller Williams Realty's mission, values, beliefs, leadership, and shared decision making approach.

2. Introduction
The Evolution of the Real Estate Industry
Traditional Companies Keller Williams Realty 100% Companies
•Associates are dependent •Associates have an •Associates are independent
on the company; interdependent relationship and have landlord/tenant
•Financial gain is directed with the company and a mutual relationship with their
interest in success; company
primarily to the brokers and
the company; •Associates and brokers work •Associate –focused
as teams in achieving financial
•Associates have fewer environment with limited
goals;
opportunities for high-level support
accumulating wealth •Associates do not assume
financial, legal or management •Associates assume all the
responsibilities financial, legal and
management responsibilities
dependent interdependent independent
© Copyright Keller Williams® Realty, Inc. 2012
www.kw.com

3. About Us
Awards and Honors
REAL Trends, Inc. – Represented 24 percent of the top 500 brokerages ranked by closed
transactions and 28 percent of the top 500 brokerages ranked by closed volume in the
annual REAL Trends 500, 2010
REAL Trends, Inc./Wall Street Journal – Represented 23 percent of the top1,000
agents and teams in the U.S. in annual ‘The Thousand’ report
Entrepreneur Magazine – Ranked #1 real estate franchise on the 32nd Annual Franchise
500 list, 2011
Inman News – Co-Founder and Chairman of the Board Gary Keller named on of the 100
Most Influential Leaders in Real Estate, 2011
Inman News – eEdge named the Most Innovative Web Service in the real estate industry,
2011
Training Magazine – Highest ranked real estate franchise on annual Training Top 125, 2010
Swanepoel Trends Report – Most Recognizable Real Estate Franchise for 2009, #1
Industry Trendsetter for 2009
Inc. Magazine – One of the Top 5000 Fastest Growing Private Companies in America, 2009
American Business Awards – Sales Training/Coaching Program of the Year in 2009
Franchise Times - Top Quartile of Franchise Operations in the U.S., 2009
© Copyright Keller Williams® Realty, Inc. 2012
www.kw.com

4. About Us
SHARED VISION
Mission
To build careers worth having, businesses
worth owning and lives worth living.
Vision
To be the real estate company of choice.
Values
God, family and then business.
Gary Keller, co-founder and chairman
© Copyright Keller Williams® Realty, Inc. 2012
www.kw.com

5. About Us
SHARED BELIEFS
The WI4C2TS Belief System
Win-Win – or no deal
Integrity – do the right thing
Customers – always come first
Commitment – in all things
Communication – seek first to understand
Creativity – ideas before results
Teamwork – together everyone achieves more
Trust – begins with honesty
Mo Anderson,Vice Chairman
Success – results through people
© Copyright Keller Williams® Realty, Inc. 2012
www.kw.com

6. About Us
SHARED PERSPECTIVE
“ We believe that real estate is a local
business, driven by individual agents
and their presence within their
communities.”
“ We believe in results through
people.”
“We are a company that thinks like a top
producer, acts like a trainer-consultant, and
Mark Willis, CEO
focuses all its activities on service,
productivity, and profitability.”
© Copyright Keller Williams® Realty, Inc. 2012
www.kw.com

7. About Us
SHARED DECISION MAKING AND PROFITS
“The ALC is the heartbeat of the market
center – involved and invested in
every decision that affects our agents.”
“As long as we listen to our agents
and deliver what they want – they will
prosper and so will we.”
Mary Tennant, President and COO
© Copyright Keller Williams® Realty, Inc. 2012
www.kw.com

8. Defying the Market
Outpacing the Industry
Keller Williams Realty is the second-largest real estate franchise in the United States based on the total number of
sales professionals, according to research conducted by REAL Trends.
kw
*2011 competitor numbers not available at time of publishing
© Copyright Keller Williams® Realty, Inc. 2012
www.kw.com

9. Defying the Market
While others are slowing … Keller Williams Realty is growing.
*2011 competitor numbers not available at time of publishing
© Copyright Keller Williams® Realty, Inc. 2012
www.kw.com

10. Defying the Market
Agent Productivity
© Copyright Keller Williams® Realty, Inc. 2012
www.kw.com

11. Defying the Market
Agent Productivity
© Copyright Keller Williams® Realty, Inc. 2012
www.kw.com

12. Defying the Market
Agent Productivity
© Copyright Keller Williams® Realty, Inc. 2012
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13. Defying the Market
Agent Productivity
© Copyright Keller Williams® Realty, Inc. 2012
www.kw.com

14. Defying the Market
Our Agents Earned More Income
© Copyright Keller Williams® Realty, Inc. 2012
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15. Keller Williams Realty
Not Your Ordinary Real Estate Company
We like to think we stand out from other real estate firms in many ways, and
FOUR areas in particular define Keller Williams Realty:
1 2 3 4
education technology culture wealth building
© Copyright Keller Williams® Realty, Inc. 2012
www.kw.com

16. kw | EDUCATION
“Keller Williams is the shining example of ‘it is never too late to learn something new.’
I truly believe in this ongoing learning process because if you are just coasting,
you can only be coasting in one direction – downhill.”
DAVID NORBERG, JAMUL, CALIFORNIA

17. Education
A Resource For Every Career Level
“We are a training and
coaching company – that
just happens to be in the
business of real estate.”
- Gary Keller
More than 60 KWU courses are
downloadable from the KWU Website at
no cost to our associates.
© Copyright Keller Williams® Realty, Inc. 2012
www.kw.com

18. Education
Cornerstone Courses
Ignite
Ignite is packed with the skills and scripts to spark any real estate
career. A great starting point for anyone looking to close at least
16 transactions a year.
Lead Generation 36:12:3
Lead Generation 36:12:3 teaches you the disciplines and habits
you need to close 36 transactions in 12 months by mastering 3
hours a day of lead generation.
Buyer Mastery and Seller Mastery
These two courses teach you the scripts and tactics of top
producers on the both sides of the transaction.
© Copyright Keller Williams® Realty, Inc. 2012
www.kw.com

19. Education
Support in Building Your Team
Recruit-Select
Recruit-Select lays out how to build a pipeline of qualified
candidates, effectively use behavioral job matching, and gives you a
specific, defined system for three interviews to hire talent
Action Training
Action Training defines the process for a new hire’s first hundred
days on the job so that at the end of that period you know if you
have a highly productive, self-managed employee.
Leadership & Motivation
These are the systems for building highly productive, rock-solid
relationships that retain talent on your team.
© Copyright Keller Williams® Realty, Inc. 2012
www.kw.com

20. Education
Timeless Resources
The Millionaire Real Estate Agent
Do you ever ask yourself, “How do I, as a real estate salesperson,
net $1 million a year?” Gary Keller’s nationally best-selling real
estate career guide shows you how it’s done.
The MREA Curriculum
The complete MREA Curriculum drills down on the models of
MREA, giving you and your team the steps, scripts and systems to
take your business to the 7th level.
© Copyright Keller Williams® Realty, Inc. 2012
www.kw.com

21. Education
Timely Resources
SHIFT: How Top Real Estate Agents Tackle Tough Times
Shifts happen.
Markets shift and so can you. Both transform your business and
your life. In Gary Keller’s third national best-seller, you will learn
the 12 proven tactics that will power your business forward – no
matter the market. An entire curriculum is also available that
drills down on the 12 tactics from the book.
SHIFT Commercial
SHIFT Commercial takes the tactics of SHIFT and focuses on the
implementation of each into a commercial broker’s business. This
book is also packed with the proven models, tactics and insights
from top commercial brokers across the U.S. and Canada.
© Copyright Keller Williams® Realty, Inc. 2012
www.kw.com

22. Education
Responding to the Market of the Moment
© Copyright Keller Williams® Realty, Inc. 2012
www.kw.com

23. Education
On Demand Learning – Available 24/7
© Copyright Keller Williams® Realty, Inc. 2012
www.kw.com

24. Education
Family Reunion
Experience the most highly-attended private real estate franchise
event in the industry!
This four-day companywide annual convention prepares you for
mastering the current market with more than 150 breakout sessions
taught by the best in the business.
Dallas, Texas
February 16-20, 2013
© Copyright Keller Williams® Realty, Inc. 2012
www.kw.com

25. MAPS | COACHING
“We absolutely hold the key to greatness in our hands; it’s a conscious choice.
MAPS is here to hold you accountable to making that happen.”
DIANNA KOKOSZKA, PRESIDENT OF MAPS COACHING
© Copyright Keller Williams® Realty, Inc. 2012
www.kw.com

26. Coaching
MAPS Lives in Keller Williams Realty
One-on-One Coaching
MAPS Coaching’s award-winning Mastery program offers personalized coaching,
business planning, and high-level accountability for those committed to growing their
business and income as swiftly as possible, no matter the market.
Similar in design to our Mastery Coaching, Breakthrough Coaching offers
personalized coaching on a bi-weekly schedule at a lower price with the goal of
quickly accelerating you into the Mastery program.
Group Coaching
Our Fast Track programs give you exclusive access to improve your business in
specific areas – from developing the right mindset to mastering language patterns to
taking and servicing REO and short sale listings.
© Copyright Keller Williams® Realty, Inc. 2012
www.kw.com

27. Coaching
BOLD Business Objective: A Life by Design
BOLD FACTS:
•BOLD participants average 9.56 contracts
during the 8 weeks of the course.
•Nationwide, BOLD increased written units
of attendees by 57%, sold units by 27%, and
GCI by 13% of BOLD students versus non
BOLD students!
Written by MAPS President, Dianna
Kokoszka, BOLD includes the mindset, skills and
scripts that have propelled Kokoszka's own million-
dollar real estate career and secured her place as
the industry's "Queen of Systems and Scripts."
© Copyright Keller Williams® Realty, Inc. 2012
www.kw.com

28. Coaching
MAPS Signature Events
2012 Masterminds
2012 Mega Camp
Session 1: April 23-26
September 18-21
Session 2: September 18-21
Austin, Texas
Session 3: November 7-9
Mega Camp is the place where the industry’s With a focus on collaboration and learning from
top-producers gather hear the latest insights, each other's "been-there-done-that" wisdom,
trends and skill they need to succeed from Masterminds puts you an all-day brainstorming
Gary Keller and special guests and network session with top-producing agents and leaders!
with the best!
© Copyright Keller Williams® Realty, Inc. 2012
www.kw.com

29. kw | TECHNOLOGY
The My Listings, My Leads Philosophy
You work hard to get your listings, so in our book, you deserve every lead that comes from them.
Our entire online lead generation system is built around this philosophy.
© Copyright Keller Williams® Realty, Inc. 2012
www.kw.com

30. Technology
Agent-Driven Solutions
eAgentC - In 1999, this agent-led technology group, was launched to
protect and develop your position in an increasingly technology-driven
industry. This led to the development of a complete lead generation
network for every Keller Williams associate.
eEdge – Exclusively envisioned by, voted on and built for Keller Williams
Realty associates, eEdge is the real estate industry’s first and only
complete lead-to-close agent business solution – including lead
management, contact management, a marketing library and a paperless
transaction system. All your contacts and data feed straight through the
system – no double entry, no multiple log-ons.
eEdge was honored by industry trend-watchers at Inman News
as the Most Innovative Web Service in the real estate
industry in 2011!
© Copyright Keller Williams® Realty, Inc. 2012
www.kw.com

31. Technology
Your Technology Suite
© Copyright Keller Williams® Realty, Inc. 2012
www.kw.com

32. Technology
International Reach, Local Feel
kw.com is home to more than 4.7 million
listings (including yours)!
KW | Technology
kw.com
kw.com Profiles
Office Website
KWLS Syndication
Agent Websites
© Copyright Keller Williams® Realty, Inc. 2012
www.kw.com

33. Technology
Agent Profiles
KW | Technology
kw.com
kw.com Profiles
Office Website
KWLS Syndication
Agent Websites
© Copyright Keller Williams® Realty, Inc. 2012
www.kw.com

34. Technology
Office Sites
KW | Technology
kw.com
kw.com Profiles
Office Website
KWLS Syndication
Agent Websites
© Copyright Keller Williams® Realty, Inc. 2012
www.kw.com

35. Technology
Keller Williams Listing System
KW | Technology
kw.com
kw.com Profiles
Office Website
KWLS Syndication
Agent Websites
© Copyright Keller Williams® Realty, Inc. 2012
www.kw.com

36. Technology
Agent Sites
Two Choices:
1. Customizable
2. Set it and forget it
KW | Technology
kw.com
kw.com Profiles
Office Website
KWLS Syndication
Agent Websites
© Copyright Keller Williams® Realty, Inc. 2012
www.kw.com

37. Technology: eAgentC
© Copyright Keller Williams® Realty, Inc. 2012
www.kw.com

38. Technology
eEdge – The Power to Produce
Your myKW control panel is home base for your business and has everything you
need, right where you need it.
© Copyright Keller Williams® Realty, Inc. 2012
www.kw.com

39. Technology
Your KW Lead Generation Network – U.S.
© Copyright Keller Williams® Realty, Inc. 2012
www.kw.com

40. Technology
Your KW Lead Generation Network – Canada
© Copyright Keller Williams® Realty, Inc. 2012
www.kw.com

41. Technology
eEdge – The Power to Produce
Don’t let another lead get away.
Lead response time is crucial, and with eEdge’s lead notification and automated follow-up systems,
you ensure your response is immediate and meets consumer needs.
Real estate is a contact sport and your business IS your database.
eEdge provides a state-of-the-art, fully functioning contact management that allows you
to track and tally each of your clients and all your communications with them.
Put an end to the marketing madness.
With the eEdge contact management system, your marketing campaigns run like a well-oiled
machine. From emails postcards to listing presentations to phone scripts, eEdge offers a
customizable library of material.
Efficient. Economical. Environmentally-conscious.
myTransactions makes you practically paperless and totally mobile all the way through
closing. All the parties you choose to invite into the transaction can see the
documents and the progress of the transaction – the YOUR branded website.
© Copyright Keller Williams® Realty, Inc. 2012
www.kw.com

42. Technology
eEdge – The Power to Produce
© Copyright Keller Williams® Realty, Inc. 2012
www.kw.com

43. kw | MARKETING
“I can honestly say that Keller Williams is a culture where the ‘best of the best’ share with everyone in our family and this
brings tremendous value to every agent and team within the company.”
CHRISTINE LEE, JACKSONVILLE, FL
© Copyright Keller Williams® Realty, Inc. 2012
www.kw.com

44. Marketing
Your Local Brand Matters Most
“We stand behind our agents, not in front of them.”
Gary Keller on the KW Brand Philosophy
© Copyright Keller Williams® Realty, Inc. 2012
www.kw.com

45. Marketing
Consumers Do Business With YOU
It’s your own brand that matters most ­ because nobody does it better than you.
48 percent buyers and 64 percent of 64 percent of buyers and 66 Only 3 percent of buyers and 4 percent
sellers found their agent through a percent of sellers only contacted of sellers cited an agent’s affiliation with
referral or personal contact with a one real estate agent before a particular firm as the most important
friend, neighbor or relative. deciding who to work with. factor when choosing their agent.
Source: National Association of REALTORS® 2010 Profile of Home Buyers and Sellers
© Copyright Keller Williams® Realty, Inc. 2012
www.kw.com

46. Automated Marketing
Lead Generation and Marketing to Your Sphere
At the same time, we provide models and tools that help power your efforts. Our eEdge
myMarketing solution offers you a complete suite of lead generation materials and tools.
© Copyright Keller Williams® Realty, Inc. 2012
www.kw.com

47. Automated Marketing
Winning Business
We stand behind you at every listing appointment and buyer consultation with benchmarked, proven
presentations that help you stand out from the competition.
© Copyright Keller Williams® Realty, Inc. 2012
www.kw.com

48. Automated Marketing
Marketing Properties and Projects
And when it’s time to market your listings, turnkey marketing solutions save you time and money.
© Copyright Keller Williams® Realty, Inc. 2012
www.kw.com

49. KW Commercial
Targeting the Commercial Market
© Copyright Keller Williams® Realty, Inc. 2012
www.kw.com

50. KW Luxury Homes
Targeting Luxury Buyers and Sellers
© Copyright Keller Williams® Realty, Inc. 2012
www.kw.com

51. kw | WEALTH BUILDING
THE POWER OF PASSIVE INCOME
© Copyright Keller Williams® Realty, Inc. 2012
ILANwww.kw.com
BRACHA

52. Wealth Building
The Power of Passive Income
“You could listen to the rumors – or you could profit from the truth.”
•The Keller Williams Realty wealth building models are designed to reward associates for building the
company.
•In 2012, Keller Williams Realty announced the company’s first overseas franchise and expanded its
wealth building platform to include growth share, a program in which international franchisees reward
associates who help the company grow globally, much like profit share.
•These programs allow any Keller Williams Realty associate, affiliate broker, or employee the
opportunity to participate in the business they help generate without assuming any financial risks.
•You are vested after three years, and your profit share and growth share can be passed on through
generations by willing it to a designee.
Profit share and growth share dollars may vary — this is not an earnings claim.
© Copyright Keller Williams® Realty, Inc. 2012
www.kw.com

53. Wealth Building
Income Beyond Your Commissions
Profit share and growth share dollars may vary — this is not an earnings claim.
© Copyright Keller Williams® Realty, Inc. 2012
www.kw.com

54. Wealth Building
Income Beyond Your Commissions
2011 total profit share distributed in $38.3 Million
the U.S. and Canada
33,999
Associates with a tree
Associates receiving profit share 27,219
Numbers are as of year-end, Dec. 2011
Profit share and growth share dollars may vary — this is not an earnings claim.
© Copyright Keller Williams® Realty, Inc. 2012
www.kw.com

55. Wealth Building
Income Beyond Your Commissions
Profit share and growth share dollars may vary — this is not an earnings claim.
© Copyright Keller Williams® Realty, Inc. 2012
www.kw.com

56. kw | CULTURE
“KW has a fundamental commitment to development and growth ….a commitment to building careers,
building business and building lives…it’s a catalyst for transforming lives. I should know - it transformed mine."
BO MENKITI, WASHINGTON D.C.
© Copyright Keller Williams® Realty, Inc. 2012
www.kw.com

57. Associate Leadership Council
Open the Books, Share the Decision Making
At Keller Williams Realty, our books are open to our associates. On a monthly basis the
market center financials are reviewed by our Associate Leadership Council (ALC).
There are Budget Business
NO Secrets Accountability Accountability
Because we are all in Our ALC takes an Many of our associates
business together and active role in the participate in the
we share in the profits budgeting process and office financial
of our market center, helps our leadership planning and learn
you’ll be able to team in making principles they can
review the office decisions that affect apply to their own
financials whenever the financials of the businesses.
you like. office.
© Copyright Keller Williams® Realty, Inc. 2012
www.kw.com

58. Culture in Action
Giving Where We Live
Inaugurated in 2009, RED Day (Renew, Energize and Donate) is Keller
Williams Realty’s annual, company-wide, day of community service.
Keller Williams associates are asked to “give where they live” and
dedicate a day to renewing and energizing the communities they serve.
Mary Tennant, President and COO
© Copyright Keller Williams® Realty, Inc. 2012
www.kw.com

59. Wellness Program
The Keller Williams Health Providers Program
You are more than just an associate with our company, you’re a member of our family.
Through our health provider program, we offer options for you and your family’s health care.
© Copyright Keller Williams® Realty, Inc. 2012
www.kw.com

60. Keller Williams Realty is built by agents, for agents.
We’re a company that’s changing lives.
The next one could be yours…
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