Keller Williams OUTFRONT Magazine Online Edition

1. TAKE
MORE
VOL. 14.2 2017
LISTINGS
p.8

2. 2 VOL.14.2 2017
JOHNDAVIS
CEO
With 160,000-plus associates wearing matching red
T-shirts, RED Day is a very visible representation of our
culture of giving back. Yet the truth is that our culture is on
display every day … in our market centers and throughout
our communities.
You’re probably familiar with the “What Is Culture?”
principles that Mo Anderson and Kay Evans developed.
Everyone remembers “Give seven hugs a day!” but these
other definitions of culture are just as important:
Implementing the Keller Williams production systems
Hitting your monthly and annual production goals
You see, production is cultural. The Growth Initiative and the
Career Growth Initiative? They’re cultural. They always have
been. In fact, all of our training, all of our technology, and
all of our tools are designed to help you fund your life and
create opportunities.
In this issue, you will hear the stories of people who are
leveraging Keller Williams models and systems to make a
difference in other people’s lives. You’ll see why Franchise
Business Review named Keller Williams one of the top
franchises for women. You’ll learn how multigenerational
families are building empires and leaving legacies. And
you will take away specific action steps you can start
implementing today to build a bigger business … and a
bigger life. That’s a culture of abundance!
F R O M
Y O U R
C E O
A CULTURE OF
ABUNDANCE
12
HEAD-TURNERS
Top producers open up about why
they’re proud to call KW home.
THE GAME-WINNING PLAY
Kelly Cook’s move from NFL recruiting to KW
proves to be a game-winning play.
4

3. VOL. 14.2 2017
IN THIS ISSUE
Look for associates accelerating their success with KW MAPS Coaching.
BOLD Graduate Coaching Client
6 FROM FLIPPING TO FORTUNE
Joe and Renee Delia build a massively successful business
through expansion.
8 TURN UP THE DIAL ON YOUR LISTING
PRESENTATION
Timely advice and objection-handling tips from Jackie Ellis and
Lance Loken.
10 HITTING THE HIGH NOTES
Mega agent Charlotte Mabry hits the airwaves as a local expert
in Chattanooga.
20 LIVE THE LIFE YOU WANT
KW MAPS Mastery Coaching helps John Verdeaux and Holli
McCray chart a new course to new opportunities.
23 NEW LOOK, NEW LEADERSHIP
Lesli Akers brings a whole new look to KW Luxury International to
help agents prosper.
26 A CULTURE OF CARING
KW Cares helps associates find hope and experience healing.
27 BUILDING A LEGACY WORTH LEAVING
Family teams embody KW culture by creating huge lives for
generations to come.
32 INTRODUCING KW JAMAICA &
KW PUERTO RICO
The growth continues! KW Worldwide welcomes two new regions.
35 ECONOMIC UPDATE
Here’s what to expect during the last half of 2017.
BUILD YOUR DREAM TEAM
Leaders at Keller Williams Legacy use the
Leverage Series to bring their big vision to life.
30
17
TOP FRANCHISE FOR WOMEN
KW is named a Top Franchise for Women
and female franchisees attest to why.

4. 4 VOL.14.2 2017
KELLY COOK SCOTTSDALE (ARIZ.) By Dorothy de Souza Guedes
Following a playbook was a natural transition for
Cook: he had been a quarterback and wide receiver at
the University of Nebraska, then coached at his alma
mater and Ole Miss before transitioning to a career as
an NFL agent.
“Every aspect of his business is run by the MREA
models,” says Tony Hughes, Cook’s team leader at
Keller Williams Arizona Realty. “He teaches the im-
portance of not reinventing the wheel and to stay true
to the models that Gary Keller has given us from his
30-plus years of experience.”
Cook’s current goal is to use his business to help
at least three people become millionaires. “That’s a
big professional goal of mine. Which means I have to
become one first,” he says. “I’ve got some good people
on my team right now, so it’s definitely a possibility.
I’m right there.”
Cook’s success as a mega agent and founder of the
Kelly Cook Real Estate Group might make it difficult
to believe that just 12 years ago he was new to the state,
unemployed, and sleeping in his sister’s spare bedroom.
Mega agent Kelly Cook transformed
$40 and a three-line classified ad into
a career as one of the most successful
real estate agents in Arizona with over
$60 million in closed volume last year.
But his real estate career didn’t really
take off until 2012, when he joined Keller
Williams. It was here he learned to apply
the four models for building his business
from Gary Keller’s The Millionaire Real
Estate Agent with the support of an office
of experts willing to share their knowledge
to further his goals.
KELLY COOK
2

5. 5
COOK’S PLAYBOOK FOR SUCCESS
Use time blocking You’re never going to be
perfect at managing your time, but the more you do
it, the more successful you’ll be.
Begin by putting in the time New agents must
work smart and put in long hours during their initial
four to eight years to build a clientele database and
grow their business.
Think outside the box I got my start in real
estate with a $40 classified ad because I knew I
couldn’t compete with established agents on their
terms. Jump at unique opportunities to develop a
niche in the market.
Build a team Your success will attract top talent.
Use available tools such as the Keller Personality
Assessment and the Career Visioning course to
place the right person in the right job.
A Pivotal Moment
After a chance encounter with his
sister’s landlord – where he learned
that the landlord made $25,000
on a month’s worth of transactions
– Cook decided he would train to
become an NFL agent while selling
real estate to create a steady income.
Cook wasn’t afraid of hard work
and long hours. As a graduate as-
sistant football coach, he had aver-
aged 95 to 100 hours per week, 10
months out of the year, and earned
$800 a month.
A $40 Start
Cook started his real estate career
with a 20-agent boutique firm. It
was 2005, he was in a state where
he knew almost no one, competi-
tion was fierce and the internet was
not yet relevant.
So Cook came up with an idea:
he’d buy the least expensive classi-
fied ad in the newspaper’s Rentals
section. His thought process was
that helping people find a rental
would earn him a quick $100 to
$400 for each transaction. Then,
when their lease was up, he’d help
those renters buy a house.
With no competition in that
section of the classifieds, Cook re-
ceived a reasonable number of calls
for his $40 investment.
From NFL Recruiting to Full-Time
Real Estate
Cook liked real estate from the get-
go. “I loved the fact that you could
literally work 100 hours a week
and, if you did that, you could do
really well financially. You could
reap what you sow,” he says.
After two years at the boutique
firm, he then made the switch to
Prudential Arizona Properties, now
Berkshire Hathaway HomeServices,
for five years. All the while, he
pursued his NFL dream.
After being turned down by a
player he’d been working with as a
potential client, Cook began think-
ing: the maximum he could charge
on a contract as an NFL agent was
3 percent. That was the same per-
centage he made showing a house.
“That’s when I got really motivated
to focus on real estate,” Cook says.
Opportunity In a Challenging Market
When Cook decided to pursue
a full-time career in real estate
in 2009, the market was heavily
depressed; however, where others
saw chaos, Cook saw opportunity.
He quickly seized short sales when
agents asked him to handle the
time-intensive work for their clients.
Cook had read Keller’s The Mil-
lionaire Real Estate Agent and it
made a lot of sense to him. “The
game plan was set out for you – it
was there. You just had to follow it,
plug into it,” Cook says.
But even though he followed
the principles of the book, things
weren’t working for him at Pruden-
tial and he didn’t know why, Cook
says. During his years in Arizona,
many of the successful agents he
met were with Keller Williams. The
way they talked about real estate
was eye-opening: there was training
and team building – ideas that were
never talked about at Prudential or
the boutique firm.
Changing Teams
When he made the move to Keller
Williams in 2012, the open culture
was something he noticed right
away: most agents at KW were will-
ing to answer questions and share
their expertise. They helped each
other succeed.
Cook’s business began to change.
He began learning how to build
a team. “I started taking some of
the tools that Keller Williams of-
fers – personnel reports and things
of that nature – to try to match up
PRODUCTION
the right people for the right positions as much as pos-
sible,” Cook says. Then, he worked on building systems,
so that when someone new joined his team he wasn’t
reinventing the wheel.
His leadership has made a significant impact on oth-
ers, Hughes shares.
“Kelly exudes passion for the craft of real estate and
his passion is contagious. He is such a positive influence
on all of our 400-plus agents. He teaches in our market
center, and is a model for how to build a cohesive and
unified team of focused professionals.”
Cook never wants to stop expanding his business, so
no one working with him ever feels like they’re bump-
ing up against a ceiling, he says.
“Our goal is to really keep growing. And our vision is
specifically that we provide opportunity for growth for
all of our team members and clients,” Cook says.
Cook is a great example of what Keller Williams is all
about, Hughes says. “He lives the values that we all hold
close. He is focused on building a $100 million empire
and is committed to succeeding through others.”

6. 6 VOL.14.2 2017
JOE AND RENEE DELIA ROYAL OAK (MICH.)
Currently operating in three locations in the metro
Detroit area, the Delia Group is already planning
for at least two more locations within the next few
months. Nicole Aloe Goetzke, team leader at Keller
Williams Royal Oak, says that Joe and Renee, a hus-
band-and-wife power team, are prime examples of how
to follow a detailed road map to expansion success.
“The development of talent within their organization is
driving it to expand. They were early adopters of the
Career Visioning process and truly live and promote
the KW culture.”
When he first got into real estate in 2013, Joe Delia
was flipping houses, but never saw the kind of return
that reflected his efforts. “I remember working months
and only making $2,500 when I flipped my first house.
By helping friends and family, I closed that first year
making just $13,000 in real estate.” In 2014, Joe joined
a nationally known real estate firm, and a year later,
Renee joined him.
The Path to Expansion
Following a trajectory-changing trip to Family
Reunion in early 2015, the Delias joined the Keller
Williams family. “The culture was such a precise and
perfect fit,” recalls Renee. “We were so attracted to the
sharing spirit we found here. We shadowed The Perna
Team and we loved the ‘a rising tide raises all ships’
philosophy,” adds Joe. “Other teams were so willing
to share their hard-won experience with us and truly
wanted to help us succeed. It really impacted us. We
bought into the abundance mindset that permeates
throughout Keller Williams.”
Late in the fall of that year, the Delias made their
way to Expansion Systems Orientation (ESO). At
around the same time, one of their top team members
was planning to relocate his family out to the west
coast and inquired about opening a Delia Group office
there. Though they decided against the leap at that
time, they credit these discussions and ESO with open-
ing their eyes to a massive opportunity. A month or so
later, in November 2015, they expanded to an office in
Rochester, which is close to their home. A third office
followed in nearby Northville. Joe says that having
Joe and Renee Delia think big
and pursue growth relentlessly. With
only three years of experience in
real estate, the Delia Group in Royal
Oak, Mich., is building a massively
successful organization by following
the step-by-step path laid out for
them in Keller Williams’ Mega Agent
Expansion program*. The program
shows agents how to replicate their
success and become multi-site
business owners.
By Celesta Brown
GARY KELLER’S PATH TO EXPANSION
“First, you expand in your city, which has the convenience of the
same MLS. Next, you expand into a different city in the same
state, which probably means a new MLS. Next, you expand
to a different state, which means not only a different MLS but
probably different licensing requirements.”

7. 7
EXPANSION
multiple offices drastically improves
his ability to find and attract new
talent. “Now I can recruit from a
larger pool because we have offices
throughout metro Detroit. This
affects first-time home buyers too.
Expansion helps our sales team
and the bottom line, because we
have the bandwidth to cover a wide
territory rather than having to refer
buyers elsewhere.”
Context Behind the Success
The Delia Group’s 12-month
closed volume is $68.5 million
with 375 closed units. Goetzke
provides context around their
success: “Their growth is unique
in that the team was built through
intentional networking and
relationship building with repeat
referral sources. The business is
enhanced with prospecting and
marketing; however, the growth
curve has been significantly trun-
cated due to the foundation being
built on intentional networking.
The Delia Group has brought vis-
ibility to networking at a high level
as a source of massive amounts of
repeat business. This networking
has also brought additional talent
to the market center.”
JOE AND RENEE
SHARE EXPANSION ADVICE
1. Always be a relationship builder.
“Joe and Renee’s desire to collaborate and
share with their team and those around them is
infectious,” Team Leader Nicole Aloe Goetzke
says. “Joe regularly teaches courses on team
building and networking. He is committed to
ensuring that his peers have the opportunity to
network and learn from each other.”
2. Take Career Visioning. Joe has taken the
Career Visioning course five times in order to
learn how to hire the talent that will grow his
business. “Follow what they teach you in that
class to a T and master it,” he advises. “Then
take the class again. You cannot take it too
many times. It’s that powerful.”
3. Have a big vision and communicate it
well. This will help your team understand the
importance of expansion and how it can be
a part of their career growth. Having a strong
vision will also help draw top talent to your team
and allow you to keep them. “Joe and Renee
coach their team not only from a production
standpoint to ensure each member hits their
financial goals, but also on a personal level to
assist each person in creating a life by their
design,” Goetzke offers.
4. Use the GroupMe app. It is a great way to
share wins, gather different perspectives, get
questions answered and build collaboration. It’s
good for our team culture.
Benefits of Expansion
Gary Keller often says there are
three main reasons to expand: “to
increase profits; to expand the vi-
sion for your business so you can
attract and retain more and higher
quality talent; and to deepen your
bench.”
Renee reflects back to their
original vision. “The scalability
piece is so important. You never
know if you will one day want to
expand, so we just built as if we
would and made sure our systems
and processes were robust and
efficient.” With their hub office
already running seamlessly, and
their online and cloud-based
systems and processes proven time
and again, expansion was a natural
progression for the Delia Group.
They easily saw the profit potential
in duplication and building out
from their nucleus.
JOE AND RENEE DELIA
GO BEYOND THE PAGE
Build a bigger business across office,
state and international borders.
kw.com/mega-agent-expansion

8. 8 VOL.14.2 2017
LISTINGS By Shelby O’Neill
How to Deliver a Listing Presentation like a Pro
Internalize It
It’s impossible to deliver a winning listing presentation
without preparation, Ellis says.
“I don’t believe in winging anything. In order to under-
stand what the seller wants, you have to listen carefully and
not be thinking, ‘What should I say?’ To very carefully and
methodically present your value proposition, you better
know it before walking in the door.”
Another step Ellis recommends in preparation for a
listing presentation is the creation and delivery of a pre-
appointment package.
Set the Stage with the Pre-Appointment Package
“One of the reasons we feel we’re as successful as we are
is that we deliver a pre-appointment package before we
even walk into the house,” she explains.
“For every seller, within an hour of booking an
appointment, a package leaves our office and is
delivered to them at work or home that explains why
they should hire me and my team. That way, when we
arrive at the appointment, we focus mostly on them.”
Focusing on the seller allows for the opportunity to
create a relationship, which is her favorite aspect of the
listing appointment.
“I think connecting with the seller is really important,”
she says. “You know exactly when that has happened.
In one hour, I’ve come in and connected at a high level
with someone that I didn’t know an hour ago. You’ve
created a relationship, and that’s the part I like.”
Overcome Objections
Overcoming objections is a crucial step toward winning
the listing and Loken’s favorite part about the process.
“My favorite part about listing presentations is over-
coming the seller’s objections, allowing them to have
a better and clearer understanding of the market on a
micro- and macro scale, and getting them to agree to
list with us,” says Loken.
To be as effective as possible, he recommends role-
playing those objections each and every week.
Here are some of the most common objections Loken
encounters and how he overcomes them.
“The other agent was willing to work on a
discounted commission.”
Let me ask you … if the agent is willing to give
up their own commission, how hard do you
think they will fight on your behalf at the listing
table to get your home sold for as much money
as possible?
With the summer selling season in full swing, now is a great time to take a quick
pause and ask yourself: Is my listing presentation up to par?
A strong listing presentation provides agents an op-
portunity to share their unique value proposition while
solidifying their position as a local expert.
Jackie Ellis and fellow Keller Williams agent Lance
Loken of the Katy (Texas) market center are masters of
delivering listing presentations that convert.
“I teach a lot about listing presentations and have
made an amazing life by helping a lot of sellers,” says
Ellis, who has sold over 2,500 homes.
“A listing presentation allows agents to share their
value to the seller by providing details of their services,
resources, marketing, effectiveness and results,” says
Loken, who closed over $301 million in transactions
in 2016.

9. 9
“I want a local agent.”
Selling is a numbers game. You
want your home in front of
EVERY potential buyer that is
currently looking, not just the
buyers in this “local area.”
The only thing that matters is
exposure of your listing, and
we have the resources, man-
power and money to get your
house sold. Our team maxi-
mizes the exposure of your
listing by posting it on over
350 websites, social media,
radio and TV advertising!
“I’d rather work with an
individual agent.”
We have nothing but the
utmost respect for individual
agents; we also understand one
person can only do so much
within a 24-hour window.
When you list with us, we have
over 50 agents working for you.
Set Expectations
Loken offers one last piece of advice
– set expectations.
“When you set expectations, you
minimize misunderstandings and
help facilitate future conversations,
such as lowering the list price when
an offer isn’t expected or when a
buyer has seen more than 50 homes
and still hasn’t put an offer in.”
Loken says the following expecta-
tions are a MUST:
1. Make a concerted effort to set
clear expectations for communica-
tion: How frequently you will be
in contact with them and any next
steps that are necessary to move the
process along.
2. Give your clients a clear view of
the market so they know what to
expect in regard to pricing so fu-
ture price-adjustment conversations
can run more smoothly.
1
2
3
4
Share your value!
If you want your potential client to
choose you over another agent, you
must share your unique value. Our
Language of Real Estate (LORE) tool
can help you provide evidence of your
value and a template to underscore
your validity.
Practice overcoming
objections.
Put together a list of common
objections and find someone
in your market center to role-play with.
Deliver a pre-listing
appointment package.
This will help sellers have a clear
understanding of the market and why
they should list with you.
Set expectations.
Be clear about the type and level of
service you will be providing to the
seller and help them visualize sitting at
the closing table.
STRATEGIES
FOR A
SUCCESSFUL
LISTING
PRESENTATION
4
PRODUCTIVITY
9
GO BEYOND THE PAGE
Download scripts to enhance
your listing presentations.
mapscoaching.kw.com/script
He learned this the hard way.
“We failed to communicate that
we had been experiencing appraisal
issues to a first-time seller during
an initial phone conversation. We
ended up selling their house over
list price, but when it didn’t ap-
praise by $5,000, they asked us to
decrease our commission so they
could net the same amount. When
we said no and tried to explain the
appraisal process, they were very
disappointed and thought we did
it on purpose. We quickly learned
after that incident that setting
expectations up front is very impor-
tant so sellers know what to expect
in good times and bad.”
To help agents turn up the heat
with listings this summer and
beyond, Keller Williams offers the
Business Objective: a Life by Design
(BOLD) Experience. This seven-
week course conditions agents with
powerful mindset exercises, language
techniques and lead generation
activities. Agents who took BOLD
in 2016 increased written units by
65 percent, sold units by 59 percent
and GCI by 114 percent.
“BOLD has been a game changer
for our team as it helps with scripts,
tone and mindset,” says Loken. “We
pay for everyone’s first BOLD class
when they join our team because
we know it WORKS and helps with
exponential achievement.”
Be sure to attend BOLD!
This seven-week course will help
you land appointments, adopt
habits for success and refine
your listing presentation scripts.

10. 10 VOL.14.2 2017
Long-term success in real estate
requires the ability to ride out
both the highs and the lows of the
market. Maybe it was Charlotte
Mabry’s background as a music
teacher that helped hone her tal-
ent for navigating the changing
dynamics of real estate. With more
than three decades of experience in
the industry, Mabry, who is based
in the Chattanooga - Downtown
(Tenn.) market center, is consistent-
ly hitting high notes, closing 327
units in the past 12 months for a
total closed volume of $71 million.
“One thing that has remained
the same all these years is the
message,” Mabry says. “To maintain
stability in market shifts and to be
recognized in your community, I
believe you should find a message
and – assuming it lines up with your
core values – stick with it. People in
our area know me as someone with
values and standards who strives to
do the right thing. As corny as that
sounds, I do think that is a major
reason I have been in the top 10 in
my market for over 20 years.”
“While my message has not
changed, my tools for delivery
have,” she continues. “I have made
sure to keep up with technology
and message-delivery tools through
the years. When I began in 1986,
there were no computers, cell
phones or fax machines. Today,
we market with smartphones and
Facebook Live, all while using tried-and-true methods
from the past.”
Radio - A Powerful Lead Generation Source
Mabry’s weekly live radio call-in show has been an ex-
cellent lead generation source for her. At first the radio
show accounted for 40 percent of her team’s business,
but since focusing equally on their sphere, the show
brings in 19 percent of closed business year to date.
Her team utilizes Facebook Live concurrently with the
broadcast to market to their nearly 6,000 Facebook
followers.
“For nearly every Saturday morning for the past nine
years, I have been on the radio answering calls, respond-
ing and even doing listing appointments live on the air,”
says Mabry, who grew up around media as the daughter
of the first producer/director of the local NBC affiliate.
“I have had every person you can think of that might
be in a real estate-related industry on to interview. Now
CHARLOTTE MABRY CHATTANOOGA - DWTN (TENN.) By Shelby O’Neill
Mega agent
CHARLOTTE
MABRY takes
to the airwaves
as a local expert
in Chattanooga
CHARLOTTE MABRY
2

11. 11
I do about 50 percent of the shows by myself since we
have developed such a following. I focus on topics each
week and strive to educate the public and not just sell to
them. I’ve had everyone from the mayor to local person-
alities on as well while working to stay out there as the
market expert.”
An Unlikely Start
Radio show host is worlds away from where Mabry started.
“After teaching both elementary school music and
middle school choral music, I really wanted to have the
opportunity to be out and about and not be tied to a
classroom all day,” she says. “In addition, control over my
own business life was very important to me. During this
time, I became – of all things – an Amway distributor
and had my first exposure to motivational reading and
listening. I was hooked! From that point 35 years ago, I
have enjoyed learning, reading and working on improv-
ing my ‘stinkin’ thinkin’,’ as Zig Ziglar would say.”
It was this very love of education and learning that
positioned her for success in real estate.
“I would love to tell you that I have always had a good
head for business; that is so not true,” Mabry says. “My
music background did little to prepare me for running
a business of any size, particularly the one I run today.
The good news is that I did read, study and attend
training and, from that focus, learned more quickly.
For years, I learned business tactics from agents on the
ground doing the business I hoped to have. KW has
taken this concept to an even larger scale, and it’s one of
the things I love most about this company.”
Leading a Team
The lessons she’s learned from Keller Williams have
helped propel her team forward.
“I’ve had a team of some sort for over 20 years, but it
has just been in the past 10 that I truly have felt I am
getting closer to running my business as a true business
endeavor,” she says. “I was the first agent in our Chattanooga/
North Georgia market to ever run a team. While folks made fun
of me, I knew the power of people leverage and have worked hard
to learn all I can about developing, running and leading a team
of like-minded people. As the years have gone by and with the
help of KW, I now have a better focus on not just running a team
but growing leaders within my team. I want to be sure my team
members have every opportunity to learn and grow, just like I did.”
Additional Mechanisms for Success
KW MAPS Coaching and the MREA models are two of the
mechanisms Mabry has utilized the most.
“Knowing your numbers is what I think is most important
for longevity in this business,” she says. “For so many years, I
thought only of the next cool marketing tool or gadget or about
how catchy the next marketing piece would be. It wasn’t until I
came to KW in 2007 that I realized how important watching my
numbers was.”
She schedules meetings on the first Monday morning of the
month to review team business. Career Visioning and the Keller
Personality Assessment have also assisted in finding the key play-
ers on her team.
“I tell my team members all the time that if something were to
happen to me, I want their business and our team business to never
notice that anything happened,” Mabry says. “I want them equipped
to grow and serve our clients whether I am in the office or not.”
In addition to sharing her expertise with her team, Mabry
serves as a market center and regional instructor and looks for-
ward to obtaining her master faculty designation.
“I am an original investor in our market center, so I care enough
to spend my own money to see that we have an office second
to none,” she says. “My favorite thing about KW is how we as a
company use on-the-ground active agents to teach and train all
agents, particularly our new agents. I volunteer to teach as much
as my schedule allows. I find I learn and get great ideas as well.
In addition, the networking with my fellow agents has brought
much business to our team over the years.”
LOCAL EXPERT
GO BEYOND THE PAGE
Watch a clip of Charlotte on the air!
Search “OutFront 14.2” on kwconnect.com
“Watch your local market numbers,
track everything you do and
every source of business, put the
needs of your clients before the
commission dollars you may receive,
and show up and work – actually do
what you say you will do.”

12. 12 VOL.14.2 2017
HEAD-TURNERS
HEADRS
Every day, top-producing agents
are turning heads as they make
the move to Keller Williams.
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.
Top-notch agents choose Keller Williams for the value they
receive and the endless opportunities they have to build
careers worth having, businesses worth owning, lives worth
living, experiences worth giving, and legacies worth leaving. In
every issue of OutFront, we celebrate these individuals. Here’s
a look at a few who are now proud to call KW home.

13. TURN
Combine production, passion and philanthropy and you have sisters
Amanda Schleininger and Shannon Olsen of KW Legacy (Utah). This
team is the second top-performing group out of all of KW Utah and
were at their pinnacle of production at RE/MAX when they joined Keller
Williams. Despite having a (combined) $29.7 million 12-month closed
volume, GCI of $809,000 and 141 total units sold, they wanted more
to give back to their communities. They recently started a nonprofit
“My Utah Agents Care” and are thriving in the “give back” mentality of
the Keller Williams culture.“The more successful we get, the more we
give back,” say Amanda.
Their “KW Career Love Story,” as they call it, began at a convention
that they attended alongside several Keller Williams agents. “We
saw other people running their businesses and having the same
big-thinking vision that we do,” Amanda says. Shannon adds, “The
like-mindedness, the training and the positivity were very strong pulls
toward Keller Williams. It elevated our energy.”
“We felt like we kept hitting a ceiling at our previous brokerage,”
Shannon continues. Since coming to Keller Williams, “Everything has
changed! We are working on a long-term business strategy. We are
learning to build a team and we are learning the value in leveraging.
We are running a business like a successful business should be run.”
“The limits are endless here, and we have so much to be thankful for.
We are looking forward to continually growing our business, raising the
industry standards, providing quality service to all of our clients, and of
course, giving back.”
AMANDA SCHLEININGER
SHANNON OLSEN
LAYTON, UTAH “The limits are
endless here, and
we have so much
to be thankful for.”
13

14. John and Patricia Licata purchased their home in Lake of the Woods, Va., as
“weekenders” in 2008. However, after realizing that they spent the first 51 of
52 weekends at the lake, they decided to become full-time residents. Coming
from the buyer’s side, Pat saw an opportunity to provide her beloved area
with a new level of agent service and area expertise. She got into real estate
in 2010 and quickly became very successful. Pat’s husband John joined her
in obtaining his license in 2012. It was 2014 when they began the process of
opening a mega office with Keller Williams.
After leaving Coldwell Banker and joining KW, the Licatas nearly doubled
their production, going from $20 million to $35 million. “We didn’t have any
hesitations or concerns about joining Keller Williams. In fact, we were very
excited about it,” says John.
Among her passions, Pat is ardent when it comes to education and has
participated in KW MAPS Coaching, BOLD, Ignite, Family Reunion, and Mega
Camp. “Anything we can get to, we do,” Pat says.
John exalts the Keller Williams culture: “It’s amazing to have access to the
education, and to high-level achieving agents and teams who are willing to
share.The culture and training opportunities at KellerWilliams are phenomenal.
We are excited to be part of such an excellent network and to have access to
successful agents who share our passion to learn, grow and succeed.”
“If you follow what
Keller Williams is
doing, you can achieve
your highest goals.”
LAKE OF THE WOODS, VA.
JOHN & PATRICIA
LICATA
14 VOL.14.2 2017
HEAD-TURNERS By Catherine O’Donnell

15. 15
Cheena Chandra originally joined Keller
Williams back in 2008, serving as a broker
in Irvine and Newport Beach, Calif. At the
time, the market had just crashed and she
recalled Gary Keller’s words, “In times like
that, you can thrive.”
Chandra took Keller’s words to heart and
more than thrived, earning KW’s Rookie
of the Year and serving on the Associate
Leadership Council. “I feel like I’ve been
pushed past my comfort zone to elevate and
catapult my business,” she proclaimed.
After a departure from Keller Williams,
Chandra moved back to Chicago and
rejoined the company in January 2017.
“Returning to Keller Williams is like coming
full circle,” she says.“I started my real estate
career at KW in California and have been
waiting for the right opportunity to come
back to the strongest culture and agent-
focused company in real estate, with a belief
system that supports all that is important to
me in helping my clients.”
Chandra extols the virtues of the training
at Keller Williams. “The training is amazing.
With deep sincerity, it was evident that the
Keller Williams culture was one that valued
my intelligence. I’m surrounded by people
who get it. I feel elevated by smart, amazing
people. Everyone is so generous and open,
and the great beauty of Keller Williams is
that they make this their growth strategy.”
Disciplined and goal oriented, Chandra
hopes to open market centers, as well as a
luxury division within her current office.
CHICAGO, ILL.CHEENA CHANDRA
“Returning to Keller Williams is
like coming full circle. I have
been waiting for the right
opportunity to come back to the
strongest culture and agent-
focused company in real estate.”
When Carla Clark ofThe ResultsTeam in
Kent, Wash., joined Keller Williams, she
wasn’t looking for a change. She had
already grown a successful business
that in 2016 sold 110 units resulting in
$49 million in sales. But after a series
of conversations and get-togethers with
KW agents, her interest quickly grew.
“These were conversations that went
deeper than just transactions and num-
bers. I felt like I was around people who
looked at life and work in a similar way
as I do.” Intrigued by Keller Williams’
culture, training opportunities, systems,
models and the coaching, she began
thinking about making a change. “If I
had felt like I was being sold something,
or rigorously recruited, I don’t think I
would have been as open.”
“Keller Williams has a language, a culture, models and systems that are
unique to real estate. Their entire philosophy turns real estate into an
experience, not just transactions.”
CARLA CLARK
KENT, WASH.
Dedicated and loyal to her team, Clark
began talking with them, and together
they made the decision to move to Keller
Williams after 20 years at Windemere
Real Estate. “Our team is committed to
an environment that allows us to serve
our clients at the very highest level. The
training opportunities and the highest
level of coaching and modeling what is
required to take your business and your
life to the next level has been the most
helpful.”
“I can’t tell you how much it has
benefited my business to have the
experience and resources of those who
have gone before us. Keller Williams’
entire philosophy turns real estate into
an experience, not just transactions.”
15

16. KAREN
MARPOSON
NAPERVILLE, ILL.
“The traditional real estate model that’s been in existence has
to change, and that change is toward building successful
teams.”
This statement came from a woman who spent a large part
of her successful 20 years in real estate as an independent
agent. In her earlier years, Karen Marposon and a partner
built and ran her own “boutique” real estate agency in
Naperville, Ill. In 2016, during the middle of a remarkable
year that resulted in $32 million in sales, Marposon moved
her business to Keller Williams.
What attracted her to Keller Williams were the models,
systems and methodologies. “Incorporating this into our
business has resulted in efficiencies in the performance of
day-to-day tasks, which results in the best service to our
clients,” she says.
Her business credo involves “win-win” transactions, positive
results and solutions that are tailored uniquely to the clients
she serves.
“You have to look at the business and your market and draw
some logical conclusions” Marposon explains. “Today we
have consumers calling with more information than the
person behind the desk. In order to provide the consumer and
client with the best service and value, we have to build teams.
This industry benefits tremendously from team structure.”
Marposon reflects on the challenges she was facing,
especially having come from being independent for the
majority of her career. “Did I really want to grow a team?
Building a team requires commitment and represents a
return to the ‘business’ of real estate vs. selling real estate.
Once you make a commitment to hiring the right team, you
begin to build the ‘machine.’”
“Keller Williams
has the best and
most defined
models. Their
straightforward
and comprehensive
team methodology
is unparalleled.”
LARS
HEDENBORG
CHARLOTTE, N.C.
“Keller Williams
revolutionized
the way real estate
is structured.”
In 2016, as an independent agent, Lars Hedenborg, Ballantyne Area,
N.C., was a $100 million producer. He is an expert in his local area,
he holds a master’s degree in business administration (MBA) from
the Fuqua School of Business at Duke University and he has invested
extensively and wisely in business coaches.
So, how did this mega make the move to Keller Williams? “I got to
know Thomas Elrod, professionally and personally. He led the #1 KW
team in the Ballantyne area and had just opened a mega agent office.
We developed a relationship that eventually turned into a partnership.”
Hedenborg merged his team with Elrod’s, forming the complementary
team of prospecting and marketing excellence. “We are making
it prospecting based, marketing enhanced. We are committed to
accountabilityanddiscipline,”citingGaryKeller’squote:“Accountability
is the breakfast of champions.”
Hedenborg, a devout advocate for the importance of models and
systems,elaborates on what sets KellerWilliams apart.“Their culture of
sharing and giving sets everyone up for success. Everyone at KW really
wants you to succeed, in all aspects of your life, not just real estate.All
of the training is top tier.We are able to talk and connect to some of the
smartest people and work at the highest level.”
16 VOL.14.2 2017
HEAD-TURNERS

17. 17
OPPORTUNIT YTOP FRANCHISE FOR WOMEN
Mega agent Geetika Nagpal isn’t surprised that Keller
Williams is on Franchise Business Review’s list of the
Top 50 Franchises for Women in 2017.
“I think Keller Williams is very supportive of both
men and women,” Nagpal explains. However, having
female role models within the company such as Tracey
Forde, her team leader at the Kirkland (Wash.) market
center, makes a difference to her. “She consistently
pushes me to think bigger.”
Franchise Business Review developed its list based
on feedback from 6,400 female franchisees that rated
aspects crucial to their success such as leadership, train-
ing, marketing and financial picture. The publication’s
list honors franchises that support women in meet-
ing their personal and financial goals while fostering
gender equality.
Breaking the Mold
At Keller Williams, not only are more than 50 percent
of the company’s 150,789 associates women, so are two-
thirds of the board of directors and half of the execu-
tive leadership team. That is in stark contrast to a 2015
study of women in leadership by Urban Land Institute
which found women surveyed only make up 14 percent
of CEOs of real estate and land use organizations.
“Keller Williams has always been a strong advocate
and platform for women leaders,” says Mary Tennant,
current member of the Keller Williams board and the
company’s former COO and president.
TOP
WOMEN
FRANCHISE FOR
17
GEETIKA
NAGPAL

18. 18 VOL.14.2 2017
gender was a factor in them not
getting a promotion, compared to
10 percent of men who reported
they had the same experience.
Building the Career of Her Dreams
For Nagpal, she has been able to
develop as a business owner and
leader of her team with the direct
support of Forde and the rest of the
Kirkland office. Even before she
joined Keller Williams in January
2016, Forde was interested in her
success, Nagpal says. Forde also
helped her solve the problems she
was facing.
In her first four months, Nagpal
closed four homes. The next year,
she closed 28 homes and began
drawing the attention of other
companies, but decided to turn real
estate into a full-time career with
Keller Williams.
“I just felt better connected with
Tracey. She had my best interests in
mind,” Nagpal explains. “She would
always make the time for me.”
Forde’s persistence not only
convinced Nagpal to leave the
TOP FRANCHISE FOR WOMEN By Dorothy de Souza Guedes
And the trend of women in leadership roles has
continued: by June 2017, 55 percent of market center
leadership were women.
Shattering the Glass Ceiling
“Keller Williams provides everyone the limitless ability
to make dreams come true,” Anderson says. “We are
taught to build profitable businesses, teams and wealth.”
One of the most successful Keller Williams leaders
is Dianna Kokoszka, CEO of KW MAPS Coaching.
Kokoszka led the company to be named the No. 1
worldwide leader in training across all industries by
Training magazine. “The training and coaching division
of our company responsible for this award is run by a
brilliant woman,” Anderson says.
Keller Williams has always attracted women leaders
and provided them with opportunities to succeed, says
Holly Priestner, vice president, KWRI.
“At KWRI, we are spoiled having direct access to ex-
traordinary mentors like Mo Anderson, Mary Tennant
and Dianna Kokoszka. It’s an honor to work alongside
and learn from great leaders like our General Counsel
Jamie Jatzlau and our Chief Financial Officer Ann Yett,”
Priestner says. “I can’t imagine a more supportive envi-
ronment in which to grow and develop as a leader.”
That’s often not the case in other real estate
companies. For example, a recent Inman’s Special
Report, “Does real estate have a gender problem?”
noted that nearly 40 percent of women felt that their
Earlier this year, Swanepoel
named Tennant one of the 15 most
powerful women in residential real
estate. Her leadership trajectory
reflects the opportunities Keller
Williams provides women entrepre-
neurs. The year she joined the com-
pany as an agent, she was named
Rookie of the Year. This led to the
opportunity to serve as the team
leader of the company’s flagship
market center. Later, she became an
operating partner of what is likely
the largest single real estate office in
the world.
In her many roles, Tennant has
provided countless women leaders
with opportunities to build profit-
able, sustainable businesses and
make a difference in people’s lives.
There are regional owners, regional
directors, market center owners,
team leaders and coaches who are
women, notes Mo Anderson, vice
chairman of the board. She was
a 57-year-old woman chosen by a
37-year-old Gary Keller when she
was named CEO of KW in 1994,
Anderson says.
Left to right:
MO ANDERSON
(VIce Chairman of the Board),
MARY TENNANT
(Member of the Board).
Left to right:
DIANNA KOKOSZKA
(CEO of KW MAPS Coaching),
HOLLY PRIESTNER
(Vice President, KWRI),
JAMIE JATZLAU
(General Counsel),
ANN YETT
(Chief Financial Officer).

19. 19
grow a real estate business. The Keller Williams value
proposition was the main driver in her becoming the
company’s agent, she says.
“Reading The Millionaire Real Estate Agent was
mind-blowing since it became clear to me what the steps
were to reach superior levels of performance,” Gomes says.
For example, she learned to have a purposeful
approach to building a team. “Accountability also made
me have clarity about my business numbers and has
been fueling me to reach my goals.”
The organizational model of her market center provides
her with the support she needs to overcome the daily busi-
ness challenges, Gomes says.
“Keller Williams gives everyone the same opportunities
independent of their gender, religion or race,” she says.
The challenges in her market are not dependent
on gender. Instead, it’s about having a great value
proposition and a level of service for buyers and sellers,
Gomes explains.
Even with her growing success, Gomes is still able
to balance what she considers the best benefit of being
with Keller Williams: more time with her family.
“Above all that, I’m in control of my business and
personal life because I can manage time based on my
priorities,” she says.
OPPORTUNITY
brokerage where she began her real
estate career, but after less than
three months with Keller Williams,
Nagpal also quit her job at Microsoft,
where she had worked for nine years.
She is both excited and surprised by
the change in her career path. She
moved to the United States from
India, earning a degree in computer
engineering from the University of
Maryland in College Park. “When
I got a job at Microsoft, that was
the biggest thing that could hap-
pen. What more could I ask for?”
With her new career, Nagpal has
answered her own question.
“I started to enjoy (real estate),
and I quit (Microsoft). I’ve never
looked back. It’s pretty amazing,
actually,” Nagpal says.
She loves the healthy competition.
“There are a lot of people who are
doing so much better than you and
running bigger teams. They inspire
you,” Nagpal says.
When they met, Forde asked
Nagpal what her plan was to scale
her business. “I had no clue, I was
clueless,” Nagpal says. Last summer
when Nagpal decided to grow her
business beyond referrals, she began
working 10 to 14 hours a day. “It
was crazy,” she says. Forde gave her
the idea to create a team.
“I made my first hire, and that
gave me confidence when I started
to see results,” Nagpal says. With
training and guidance, she has hired
two more agents and an admin/
in-house transaction coordinator to
leverage herself more. “It’s still a new
team, but I already see results.”
Supporting Women Worldwide
Keller Williams provides
entrepreneurship and leadership
opportunities to women all over
the world. Two years ago, Mariluz
Gomes chose KW Portugal
because she could access models
and systems with proven results to
“I know that my success
totally depends on the way
I perform my activities
since Keller Williams
provides me everything I
need to succeed.”
- Mariluz Gomes, KW Portugal

20. 20 VOL.14.2 2017
Today, the Holli McCray Group is the #1 Keller Wil-
liams team in Tennessee, the #2 Keller Williams team
in the region and a top 100 Keller Williams team
worldwide. In the past 12 months, they have closed
430 units for a total volume of $80.5 million. McCray
and Verdeaux are proud of the business they have built,
but looking back, McCray admits they weren’t always
living the life they wanted to.
“I was chained to my business,” she says.
After years of working late evenings and entire week-
ends, the couple recognized it was time for a change
and made the decision to join Keller Williams.
A Clear Choice
Verdeaux says it was clear which company they
needed to join.
“Keller Williams was doing business a lot differently
than the other brokerages in town. Their technology
and agent training were far more advanced than any
other. We knew we wanted to break the existing mold
here, and we believed that only Keller Williams would
allow us to do just that.”
The Need for Accountability
John and Holli made the move to Keller Williams and
saw their business continue to scale. While skeptical
at first, a colleague helped McCray see that a KW
MAPS Coach would help the team work through their
growing pains and provide the accountability they
unknowingly craved.
HOLLI MCCRAY & JOHN VERDEAUX KNOXVILLE-WEST (TENN.) By Catherine O’Donnell
When husband and wife team
Holli McCray and John Verdeaux
opened The Holli McCray Group (HMG)
at the Knoxville-West (Tenn.) market
center, Knoxville was a flourishing real
estate market and they were profitable
right out of the gate.
HOLLI MCCRAY AND
JOHN VERDEAUX
WANT
VOL.14.2 201720

21. 21
Their Mastery coach began by
helping them define their goals
and then held them to the process
of attaining them while providing
direction and encouragement.
Since enrolling in the program,
their GCI has more than doubled
and they have been able to build
the sales team they’d always
dreamed of.
“Mastery Coaching helped us set
standards for our team members,
and as we’ve hired to the standards,
we’ve been able to attract higher-
caliber team members,” says
McCray. “As a result, we are ALL
working toward the same goal.”
“The success of our team has
opened doors to work with some
great people within the industry,”
adds Verdeaux. The renewed focus
and leverage gained through Mas-
tery Coaching has allowed McCray
and Verdeaux to open doors of
opportunity to their team.
Rewards
“Coaching taught me what to focus
on so that I could gain leverage
and provide opportunity for others
while I work on HMG from a
30,000-foot view versus working
in the field,” says McCray. “Our
general manager and I work closely.
While he provides a high level of
team accountability and customer
service, I work to create more op-
portunity for our team members.”
The results of Mastery Coach-
ing have not only been extremely
rewarding for the husband-wife duo
professionally, but personally as well.
“Now, we can take family vaca-
tions because I know the talented
people that work with us at HMG
have everything covered. As a
mother of a teenager, the ability to
spend time with family is priceless,”
says McCray.
Verdeaux agrees.
“Our coach has helped us have
more defined roles within our
business, which has greatly reduced
some of the stress and tension we
experienced early on as a by-product
of working together.”
Team Leader J. Lewis points out
that Verdeaux and McCray are
not only successful, but balanced
and widely revered leaders in their
market center.
“John and Holli have given the
most to KW Cares of any agents
in our market center. They are very
involved in their church, family
and community. They have helped
lead their team to long-term vol-
unteer positions with two charities
within our community. They are
always willing to help and teach
and are a shining example of our
Keller Williams culture.”
“Our coach has helped Holli and I
have more defined roles within our
business, which has greatly reduced
some of the stress and tension we
experienced early on as a by-product
of working together.”
- John Verdeaux
GO BEYOND THE PAGE
Learn how to get to the next level of business.
mapscoaching.kw.com/mastery
KW MAPS MASTERY COACHES
SHARE THREE UNEXPECTED WAYS
COACHING CAN POSITIVELY
IMPACT YOUR LIFE.
1. Clearer sense of purpose
A well-defined purpose is the foundation
of a big life, but the process of uncovering
and identifying your purpose can be
difficult. Through a variety of exercises and
thought-provoking questions, coaches help
you break through the mental clutter that
gets in the way of helping you identify your
personal mission.
2. Increased financial literacy
Financial stability frees you from the
mounting stress of day-to-day life and is
the ticket to a better future for you and
your family. Coaching will increase your
financial literacy and help you identify
where to place your energy and dollars so
your dreams can become reality.
3. How to remain at your peak
performance
With the many demands of business,
family and community, it can be easy to
run yourself into the ground. Coaching
introduces you to new methods and
techniques so you can better recognize
when your life is out of balance and how to
restore quickly so you can maintain a high
level of performance.
MASTERY

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2-10 Home Buyers Warranty® (2-10 HBW®) offers the industry’s leading
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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.

23. 23
If there is a champion of luxury
real estate, it is Lesli Akers.
As the new president of KW
Luxury International, making
Keller Williams the number one
brand in luxury is the highest item
on her agenda. And, after rolling
out the division’s new branding at
their annual retreat in May, she’s
proving that she is well on her way!
Akers steps into the role with
a profound understanding of the
luxury market and more than
15 years of corporate sales and
marketing experience. Throughout
her real estate career, she’s built
an impressive database of clients
including top CEOs, numerous
coaches for the Dallas Cowboys and
other professional sports teams, as
well as famous Texas families with
deep roots in the Metroplex.
A natural relationship builder,
Akers easily transitioned to a leader-
ship role at her market center. Her
talent and devotion earned her
the title of Hall of Fame Team Leader of one of the
world’s largest real estate offices, where she served for
nine years. Under her leadership, the Keller Williams
DFW Southlake (Texas) market center grew to nearly
700 agents, and their luxury division, consisting of two
dozen agents, closed nearly $700 million in transac-
tions in 2016.
OutFront sat down with Akers to learn more about
her passion for real estate and how KW Luxury’s new
branding provides agents with an opportunity to stand
out in the market and win with luxury clients.
Lesli Akers, one of the most recognized leaders in high-end
real estate, takes the helm at KW Luxury International and is
bringing a whole new look to luxury.
NEW LOOK, NEW LEADERSHIP
MARKETINGKW LUXURY INTERNATIONAL
CONTINUED

24. 24 VOL.14.2 2017
“It’s a timeless and
classic look that is
unique yet warm and
inviting. It will resonate
with the luxury market
once clients see it.”
KW LUXURY INTERNATIONAL
OutFront: When did you know you wanted to
get into real estate?
Lesli Akers: I knew at the age of 12 this was
what I was going to do. It all began with
my parents’ agent, Kathleen, who helped
our family find a house in Austin after my
dad (Fred Akers) received the position as
head football coach at The University of
Texas. I was so intrigued with what she did
and asked her a million questions. After we
bought the house, I told my parents, “I’m
going to be a real estate agent.”
Tell us about when you joined
Keller Williams.
I joined Keller Williams as an agent in 1996
after many years in sales and marketing
for some of the top senior living facilities
in the country. I was the 12th agent at the
Southlake office. That was back when you
made a property flier by taking a picture,
going to the pharmacy to get it developed
and taking a glue stick and attaching it to
paper [laughs]. But I loved it. I still remem-
ber my clients. A year and a half later, I was
lured back into the senior living industry in
sales and marketing until returning to real
estate in 2001.
What draws you to luxury real estate?
An unusual, high-level, over-the-top service.
When you work with a clientele that is ac-
customed to a certain level of service, they
appreciate the differences. My real estate
business was 95 percent referral based and
hinged on the level of service I provided.
What is luxury?
It’s an environment where you start noticing
the little things. The little details set apart
the ordinary from the extraordinary. That’s
the difference between traditional real estate
and luxury.
What drew you to your role at
KW Luxury International?
Professionally, it was a natural progression
LESLI AKERS
By Lalaina Rabary

25. 25
GO BEYOND THE PAGE
Join an elite group of agents who are
raising the bar in luxury real estate.
kwluxuryhomes.com/luxury
from my role as a team leader.
Everything I’m teaching now is
what I did at my own market center.
Personally, it was Keller Williams’
values: God, Family, then Business.
Five years ago, my older brother
became very ill with cancer and had
to have surgery. My agents prayed
us through a life-or-death situation.
He had a fifty-fifty chance of sur-
vival and ended up surviving. There
was a bond with my agents more
than ever after that.
As his disease progressed, I made
a commitment to come home at
least one weekend a month. On
Thanksgiving 2016, I had to tell my
crew that things were getting bad
and their support was critical.
I would work in the Dallas area
until Thursday night, drive to
Austin on Friday and be back in the
office on Tuesday before we opened
every week. I was my brother’s
caregiver. After he passed away this
past January, I decided to move to
Austin to be with my parents. When
we say God and family first, we are
not giving it lip service. I want to
model that with my agents.
What would you like to do this year
with the luxury division?
I’ve been tasked by John Davis, a
leader I admire greatly, to grow the
luxury division to the point where
we are the voice of luxury in the
industry. Our brand-new look is
just a part of this plan.
Tell us a little bit about why KW
Luxury re-branded and how the new
look will help agents.
We pursued the re-brand due to
compliance and so our luxury
agents could resonate even more
with today’s consumer. In this
market, looks are paramount. The
process began with benchmarking
luxury brands across a variety
of industries. Next, our talented
design team created several
different concepts, which we
placed in front of consumer test
groups for feedback.
The final product is a timeless and
classic look that is unique yet warm
and inviting. It will resonate with
the luxury market once clients see
it. The new branding is more than a
pretty logo. It’s a look that will help
an agent’s company look beautiful
while creating more validity and
legitimacy around their business.
All of this is important because,
at the end of the day, it’s all about
helping our agents have better
businesses. The new branding
includes tools and marketing pieces
that are crafted to speak specifically
to the luxury market. It will help
agents build their own name and
brand within the Keller Williams
brand. When you see more Keller
Williams signs in the yards of luxury
homes, the general public will go,
“Wow! KW Luxury is the luxury
real estate company!” and then
homeowners down the street will say,
“I want to list with them too!”
What else do you look forward to ac-
complishing this year?
I am helping leaders understand
the value of having luxury divisions
in their market centers and how
they create them. I believe that our
Keller Williams agents should have
access to the benefits and, maybe
even more importantly, the referral
support system that our division
membership provides.
When agents join KW Luxury
International, we help them
understand how to use their membership to be more
successful. I look at real estate as an opportunity for
servant leadership with my people. At the luxury
division, you get to serve at a much different price point.
Let’s fast forward to a year from now. What would have
to have happened for you to say that KW Luxury had a
successful year?
An agent would be able to confidently say, “I love the
Keller Williams luxury division. This is something
that has really helped build my business. My GCI has
doubled as a result of being a member.”
You’re busy! How do you stay motivated and productive?
While my world certainly gets messy, I feel that hav-
ing a team in production ensures that I never lose
sight of what’s most important in the day-to-day life
of a luxury agent. At Keller Williams Realty Interna-
tional, I am surrounded by a strong, cohesive team
and we know what our ONE Thing is – supporting
our luxury members.
MARKETING

26. 26 VOL.14.2 2017
A CULTURE OF CARING
After Hurricane Katrina ripped
through the Gulf States in 2005,
leaders at KW Cares made
a decision that would set the
trajectory of the organization and
change the lives of Keller Williams
agents for years to come.
“Katrina was the catalyst for us to
help our people when a natural di-
saster strikes,” comments Kathy Neu,
executive director for KW Cares.
An emergency hotline was set up
to locate associates and a long-term
relief program called Heart 2 Heart
launched to allow market centers
from across the country to adopt
Keller Williams families impacted
by the hurricane.
Since Katrina, KW Cares has
provided both short- and long-term
support to agents and their families
in 16 natural disasters. They have
also awarded over 1,000 grants
through their emergency hotline.
Overcoming Challenges
Each disaster has brought new sets of
challenges that the KW Cares team
has worked diligently to overcome.
“When the Louisiana floods hap-
pened right on the heels of West
Virginia last year, we were scram-
bling to get the supplies to Louisi-
ana,” says Rachel Tang, programs
manager at KW Cares. “After that
experience, we began working on
streamlining our efforts so we can
provide relief on a faster and more
targeted basis.”
Neu agrees with Tang and adds
that the organization “could have
easily been one natural disaster
away from financial crisis.” at that
time. “In addition to being more
prepared, we have to raise more
money because things can happen
so quickly,” she says.
The organization is now poised
to respond more meaningfully during catastrophes.
Thanks to the generous contributions of Keller Wil-
liams associates, KW Cares was able to purchase three
trailers for semi trucks stocked with supplies that can
be used in any disaster. The semi trucks will allow for
resources to be quickly dispatched and delivered to
those in need.
“We want to be a force that is really big out there
so we can help a lot of people. That is why in the
future, we’re strategically placing ourselves across the
country so we can take our support to a whole new
level,” Neu says.
Disaster relief is only one facet of KW Cares.
The organization also provides assistance to associates
and their families experiencing hardship as a result of
a sudden emergency. Andy Kontz, agent at the Sioux
Falls, S.D., market center, has experienced the generos-
ity of KW Cares firsthand. In the fall of 2013, Kontz
walked into the emergency room suspecting he had
the flu, and within hours he was diagnosed with leuke-
mia. After hearing about his diagnosis, the Sioux Falls
market center wrapped their arms around Kontz.
“They delivered food and pillows to me, organized
fundraisers, and made sure the snow on my sidewalk
was shoveled out.” The market center encouraged him
to apply for a grant from KW Cares that was approved
to help pay for Kontz’s medical and living expenses. “It
was a relief that I didn’t have to worry about paying
my rent. I knew I wouldn’t have that if I were with
another company in town. The first bill I received
from the hospital was $110,000. At that time, I didn’t
have health insurance.”
After two rounds of chemotherapy, doctors told
Kontz that he would need a bone marrow transplant to
survive, but they couldn’t find a donor in the database
and none of his siblings were a match.
By Lalaina Rabary
“When I received the news, I
remember my mom called and
I couldn’t talk to her. After 20
minutes, I composed myself and
remember saying that there will be
someone out there.”
Kontz was correct. At the last
minute, a donor was found in Ger-
many, and on April 2, 2014, he had
the bone marrow transplant that
saved his life.
“I wouldn’t be here without my
market center and KW Cares. KW
Cares gave me hope and gives
thousands of people hope every day.
When you have support around
you, miracles can happen.”
KW CARES

27. 27
Brother and sister Terry Belt and Christy Belt Grossman, of the
McLean, Va., market center, are following in their mother Gail
Belt’s footsteps, running the highly successful real estate team she
began in the 60s.
When asked what she loved most about seeing her children
carrying on the legacy she’s built, Gail says, “I am in total awe
of what they have done. I know that the business I built is in
the best hands it can be and will continue to provide for future
generations.” Gail’s husband and business partner Jerry adds,
Left to right:
GAIL, TERRY, JERRY and CHRISTY BELT
At Family Reunion 2017, the
International Associate Leadership
Council (IALC) voted to approve two
additions to the company’s mission
statement: careers worth having,
businesses worth owning, lives
worth living, experiences worth
giving and legacies worth
leaving. Meet Keller Williams
associates who are living this
mission and creating huge lives for
future generations to come.
The Belt Team
CULTURELEGACIES WORTH LEAVING
“Take nothing for
granted. Even family
members need to
prove themselves.”
- Christy Belt
BUILDING A
WORTH LEAVING
LEGACY

28. 28 VOL.14.2 2017
LEGACIES WORTH LEAVING
experience it with family,” she says.
“Our daily question is, ‘How
many other people can we help?’”
says Saria. “How many lives can we
change? As a family we are making
the effort to change lives.”
The journey has been nothing short
of exciting for Marilyn to watch.
“In 1974 when we opened our
first of five offices, we did not real-
ize how our business would affect
our children. I am grateful that my
daughters and grandchildren love
what I did and they are truly paying
homage to my life’s work.”
By Allison Teegardin
“Who wouldn’t dream of working with their children
and seeing them achieve such great success? It is very
rewarding.”
As Terry and Christy continue to build the success-
ful business their mother started, they are planning for
their children’s future as well as their parents’. “One of
the great things Keller Williams offered was the oppor-
tunity for our mom to build profit share and still earn
while she entered a new chapter in her life,” notes Terry.
“We were living the Keller Williams mission state-
ment long before we joined the company,” says Christy.
“And this is why we wanted to be in business with a
business that shares our common values,” adds Terry,
who encouraged the family to move to Keller Williams
in 2008.
In addition to passive income opportunities, Terry
and Christy utilize a host of tools provided by Keller
Williams to help them in all aspects of the company’s
mission. “The MREA budget model and agent finan-
cials have helped us get real about our business and be
profitable,” says Terry.
The Belt Team is truly living lives worth living. “In
the beginning, I couldn’t believe the Keller Williams
culture was real,” says Christy. “But we quickly experi-
enced it firsthand in our market center when our father
was ill and everyone stepped up to help us. It’s like an
extended family.”
Standing left to right: SARIA FINKELSTEIN,
LAURIE FINKELSTEIN READER,
GABRIELLE BEANE and ERIC BEANE
Sitting: MARILYN FINKELSTEIN
The Finkelstein Reader Team
The Finkelsteins of the Plantation, Fla., market center
have real estate in their DNA. Laurie Finkelstein
Reader, a second generation real estate agent, wanted
a flexible career with unlimited earning potential so
she could provide for her two children. Unknowingly,
when Laurie joined her mom Marilyn Finkelstein in
the business, she embarked on a venture that would
provide for much more than her own children. It was
the beginning of her legacy.
From crawling under her grandparents’ desk to
being recognized as one of REALTOR® Magazine’s 30
Under 30, seven-time BOLD graduate Saria Finkel-
stein loves being in business with family. “To be able
to share every aspect of your life and build a relation-
ship beyond family is incredible,” she says. Active
in her local Keller Williams Young Professionals
(KWYP) chapter and a KW MAPS Coaching client,
Saria’s success and passion for the business inspired
“I am grateful
that my
daughters and
grandchildren
love what I did
and they are truly
paying homage to
my life’s work.”
- Marilyn Finkelstein
her cousin Eric Beane to join them.
“Working with people you like is
key, but working with people you
love is priceless,” says Beane.
Gabrielle Beane is also
building the family business as
an administrative associate, truly
making this a family affair.
While the Finkelstein Reader
team is on track this year to hit
$4.5 million in GCI, Laurie notes
that it is about so much more than
money. “Nothing can match the
satisfaction of being part of such
a great company and getting to

29. 29
“I wanted to build a
life to protect my
parents and give
them freedom to do
what they want.”
- Seychelle Van Poole
Barbara and Seychelle Van Poole, of the Dallas
Preston Road market center, are a dynamic mother-
daughter duo. Barbara became an agent in 2001 with
dreams of building her own business. She hit the
ground running, earning the honor of International
Rookie of the Year her first year in business.
“We are blessed to be in the real estate industry, be-
cause we make a difference in people’s lives,” says Bar-
bara. “To have my daughter and family share this vision
and passion of helping people is profoundly rewarding,
exciting and fun!”
When her daughter, Seychelle, decided to get into real
estate, it actually wasn’t at Barbara’s urging. Seychelle
BARBARA
and SEYCHELLE
VAN POOLE
The Van Poole Team
THE VAN POOLES ON
BUILDING A BUSINESS
WITH FAMILY
Don’t cheat on the hiring
process. Before you hire a
family member, make sure
it is not only good for them,
it is good for the business.
CULTURE
wanted to find a career that would
not only sustain her, but allow her
to provide for her parents in the
future. “At first I wasn’t attracted to
real estate, but then I learned about
real estate investing and my interest
was piqued,” says Seychelle.
From not having any industry
interest to closing 36 deals her first
year, Seychelle became a successful
real estate agent before she was a
homeowner. “I purchased three
rental properties before I bought my
first home,” she notes.
Together, Barbara and Seychelle
are empowering their team to invest
in real estate and fund their “big
why.” Using The Millionaire Real
Estate Investor and HOLD books,
they can show people how easy
investing can be. “These books
break it down into a process and
they help eliminate the fear of
the unknown and the risks,” says
Seychelle.
Seychelle adds that when people
build their legacy, they have an idea
that what they are doing is big-
ger than themselves. “I wanted to
build a life to protect my parents
and give them freedom to do what
they want.” Mirroring Seychelle’s
sentiments, Barbara says, “Seychelle
is a talented leader who inspires the
best in everyone around her. It is an
honor to be her mother and busi-
ness partner.”
Every family has a different story
to tell, but these three families
have quite a bit in common. Even
though some stories began almost
50 years ago and others are just
getting started, they are all fueled
by the desire to enjoy careers
worth having and businesses worth
owning. These families are not
only living lives worth living, they
are also providing others with
experiences worth giving, and, as
a result, they are creating legacies
worth leaving.

30. 30 VOL.14.2 2017
In three years, Keller Williams Legacy in Pikesville, Md., has catapulted from a
launch market center to a powerhouse with 411 agents. The market center’s
gross sales totaled more than $441 million in 2016, with 2,195 units sold.
As of April 2017, Keller Williams Legacy was number one in market share in
Baltimore City and Baltimore County – an area with “hundreds of real estate
offices,” according to Co-Team Leader Vladimir Kats. Their secret? Using the
Leverage Series to move people into the right roles, making the entire team
stronger.
MASTER BUILDERS By Gwen Moran
Left to right:
Co-Team Leader VLADIMIR KATS
Market Center Administrator TEAL CLISE
Operating Principal SETH CAMPBELL
Agent KAREN CLARK
and Co-Team Leader TINA BELIVEAU
DREAM TEAM
BUILD
Grow your business by helping talent self-discover
their natural strengths.
YOUR

31. 31
GROWTH
“I remember sitting in this
building when it was still under
construction. We just had a flip
chart, and we were mapping out
what we really wanted to do in this
area,” says Operating Principal
Seth Campbell, who also serves as
regional director for the Maryland
and D.C. Region. The team kept
coming back to creating a “mega
agent conversation” that would
attract top talent. Their “big why”
was to “transform lives through
real estate,” he says.
The Value of Career Visioning
Being devotees of the
accountability, systems and
training that are among the Keller
Williams hallmarks helped the
market center gain traction very
quickly. When the company
unveiled the first tools of the
Leverage Series in 2016, which
includes the Career Visioning
course and the Keller Personality
Assessment (KPA), the market
center became an early adopter.
Career Visioning is a leadership
process and course that helps
anyone looking to build a business,
find, train and lead people. The
KPA is a tool that supports the
process by measuring 11 behavioral
and thinking traits, giving the career
consultant an in-depth look into
the candidate’s natural strengths
By performing such a deep dive,
an interviewer can understand
a candidate’s unique talents and
hold a meaningful conversation
about what role they may thrive in
based on their unique skill set and
tendencies.
In addition, Career Visioning
breaks down the hiring processes
into manageable steps and
introduces models to help businesses
map out their plans for growth.
Campbell calls Career Visioning the
team’s “operating system.”
Attracting (and Maximizing) Talent
One example of a KPA-inspired
career change is Tina Beliveau.
She was a $50 million producer
in the summer of 2016 when
she went through the Career
Visioning process with Kats. What
they found was astonishing:
Even though she was one of the
company’s top producers, she
showed just a 40 percent match for
being a mega agent.
“I’ve achieved a pretty respectable
level of success, and yet there are
a lot of areas of friction that have
not been comfortable for me. So the magic of going
through that process, the motivational interview, and
talking about what my ideal future would look like,
and whether this organization, culture and role could
be a vehicle – it built that confidence and that vision,”
she says. Now, as co-team leader of the market center,
she says she’s in her “behavioral sweet spot” and that it’s
the best thing that’s ever happened in her career.
Kats and the team use the KPA for building a
leadership bench and helping team members discover
their own strengths and preferences. The goal isn’t
necessarily to identify weaknesses so they can be
addressed, explains Kats. Rather, it’s to identify the
areas of greatest strength so that Keller Williams Legacy
can match the individual to the best possible role and
then build out systems for areas where the individual
may not be as strong or focused.
Kats says that the team finds that taking the KPA
and having it verified has been shown to increase
productivity nearly 8 percent. For agents, it’s like a
laser-focused tool to help them overcome why they’re
not achieving their goals, adapt new habits or even new
roles, and get them back on track for success, he says.
Karen Clark’s story is proof that the system works.
“I came to the market center with two very stagnant
listings. Since January, they both closed and I’m
holding 18 listings right now,” she says. She credits
the productivity training and tools like the KPA and
the Career Growth Initiative (CGI) for helping her
understand her big why and how to get to the next level.
Consistency Is Key
Kats says that by having the whole team – from the OP
to the TLs to each agent – plug into Career Visioning
and the Leverage Series courses (which also includes
30-60-90 and Success Through Others), everyone has
the opportunity to adjust and adapt their career paths
to ensure their greatest success.
In keeping with Keller Williams’ commitment to
helping people achieve their personal and professional
goals, no matter how big they are, agent teams also have
access to the Leverage Series tools to deepen their talent
bench, just like the Legacy leadership team. Building
on individual strengths allows each to build their own
careers, teams and the market center as a whole.
“The magic of
going through the
Career Visioning
process helped
me figure out
what my ideal
future world
would look
like and if this
organization
would be a fit.”
- Tina Beliveau

32. 32 VOL.14.2 2017
KW WORLDWIDE
KW JAMAICA
In June, under the leadership of Rory
Marsh, Jamaica-based Meldam Realty
was transformed into KW Jamaica.
“We are all very excited! Keller
Williams’ culture of caring for agents
and extensive training is well-known
across the country,” says Marsh.
Marsh is a revered leader in
Jamaica’s real estate market. He is a
REALTORS® Association of Jamaica
member and recently won the St.
Ann Chamber of Commerce’s Young
Entrepreneur Award. As the regional
operating principal, he oversees the
implementation and expansion of
Keller Williams’ proven systems,
models and agent-centric culture.
“The systems and culture of Keller
Williams have been ingrained in us
for years,” says Marsh, who credits
The Millionaire Real Estate Agent
written by Gary Keller as the business’s
blueprint for success. “By following
the principles of the book – leads,
listings and leverage – we earned the
highest amount of listings in the MLS.
With further implementation of the
systems and models of Keller Williams,
I believe that we will become THE real
estate company of choice in Jamaica.”
RORY MARSH
“Keller Williams’
culture of caring
for agents and
extensive training
is well-known
across the country.”
The growth at Keller Williams continues!
At Family Reunion 2017, our company
announced the addition of two new regions,
Jamaica and Puerto Rico. Through talented
local leadership, KW has impacted the lives of
over 4,300 agents outside of the United States
and Canada and is poised to empower more
agents with proven models and systems.
INTRODUCING ...
By Lalaina Rabary
32 VOL. 14.2 2017

33. 33
ORBE SOTO &
SYLVIA PURCELL
JAMAICA & PUERTO RICO
KW PUERTO RICO
After learning about Keller
Williams, Orbe Soto and
his leadership team saw an
opportunity to expand their
business while making a positive
impact on their agents.
“We were already implementing
a lot of principles from Keller
Williams’ culture and it felt like a
natural fit,” he says.
Since 2000, Soto has served as
the owner and president of Puerto
Rico-based Grand Homes Real
Estate and will soon become the
regional operating principal of the
newly rebranded franchise that will
open in late summer 2017.
“It’s all about offering agents
an opportunity to become better
professionals so they can have an
abundant future,” Soto explains.
Sylvia Purcell, regional director of the new region, is confident that
joining Keller Williams will help their team of 60-plus agents continue
to make their mark on the Puerto Rican market.
“We are changing real estate in Puerto Rico! Now we can provide
agents with more structure, education and training so we can become
better at what we do.”
KW WORLDWIDE OUTLOOK
Keller Williams Jamaica and Keller Williams Puerto Rico join
23 other locations beyond the United States and Canada. The
worldwide division continues to explore further opportunities across
South and Central America, Central and Eastern Europe, Africa,
and Asia.
“As KW grows around the world, we are delighted to welcome
leaders such as Orbe, Rory and their talented team members,” says
Bill Soteroff, president of KW Worldwide. “They embody all that is
good in our industry and have demonstrated that our KW culture is
applicable and strong in both Puerto Rico and Jamaica. We are making
a difference in people’s lives!”
“We are changing real
estate in Puerto Rico!
Now we can provide
agents with more
structure, education
and training so we
can become better at
what we do.”

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35. 35
Ruben Gonzalez, staff economist for Keller Williams and a key member of the in-house research team, outlines
several economic factors to keep an eye on during the last half of the year.
FEDERAL RESERVE POLICY
The housing market has benefited over the
past several years from both the Federal
Reserve’s accommodative monetary
policy and its direct provision of liquidity
into the secondary market for mortgages.
With the economy near full employment
by all appearances and inflation beginning
to normalize, we are likely to see these
benefits begin to diminish in the near
future. This normalization of Fed policy
will almost assuredly translate into higher
borrowing rates for most potential home
buyers.
MORTGAGE RATES
Mortgage rates have been a tricky topic
over the last couple of years and may
remain that way for some time. In this
environment, it’s unlikely that mortgage
rates will be able to maintain the
persistently low levels we have seen over
the previous year. At the beginning of
2017, we saw mortgage rates consistently
close to half a point above the levels seen
in the same months of 2016.
The impact of upward trending rates will
be to slow demand for the purchase of
homes, but from what we have seen so
far, we think that we will continue to see
high demand at the bottom end of the
market. However, at the move-up and
lower-end luxury price points, higher rates
might slow things down meaningfully in
markets that have seen a lot of turnover in
the previous couple of years.
POLICY WINS AND LOSSES
A new president means new policy,
and we expect changes this year. We
anticipate potential changes in four major
areas: trade, immigration, tax policy and
infrastructure spending.
Rather than taking a political stance on
how these policies are likely to impact the
economy, we think it would be more useful
to view these policy changes as events
with a stochastic impact on the economy.
The chances that the policy succeeds (has
a positive impact) or fails (has a negative
impact) is based on probability. Since
there will be many more of these events
this year, the odds that an event with a
negative economic impact occurring are
higher. The opposite of this is also true,
of course, in that there are also more
chances for a positive impact as well.
What we are essentially in is a situation
where our market is more vulnerable (in
either direction) than it would be in a more
static policy environment.
INVENTORY DYNAMICS
Inventory is going to be a point of interest
for the remainder of the year. We have
heard evidence of builders starting
to move into the entry-level markets;
however, the question of whether or not
it is enough given the timing of rising
mortgage rates still remains.
If everything works out perfectly, then
we would see entry-level and move-up
inventory levels converge to a more
normal market level. They typically
have been slightly different, but the gap
now is much larger than we believe is
historically normal. Construction has
typically lagged behind the market, and
low inventory levels may persist for some
time, depending on how much impetus
is behind the move by builders into the
lower-end market.
In the longer term, we may have to
worry about overbuilding, especially if
mortgage rates continue to trend upward.
The aforementioned lag in construction
can lead to builders continuing to add
inventory to the market just as demand
begins to wane.
IN CONCLUSION
Overall, Keller Williams anticipates a solid
year for the market, but believes we may
be entering a period of increased volatility.
However, we believe fundamentals
behind demand remain strong and we still
anticipate a period of strong home sales
similar to last year’s.
ECONOMIC TRENDS TO WATCH
FOR THE REMAINDER OF 2017
ECONOMIC UPDATESTAFF ECONOMIST

36. 36 VOL.14.2 2017
NAME CITY, STATE GCI UNITS
1 Bob Lucido Team Ellicott City, Md. $2,300,277.80 286.2
2 Alchemy Real Estate Group Seattle,Wash. $1,703,246.95 68.7
3 Ben Kinney Team Bellingham,Wash. $1,381,265.41 190.14
4 Kevin Blain Team Visalia, Calif. $1,362,966.21 274.515
5 The Rider Elite Team Scottsdale,Ariz. $1,298,432.28 226
6 Jesse Weinberg and Associates Marina del Rey, Calif. $1,152,811.80 58
7 Reynolds Team Realty Chantilly,Va. $1,150,022.15 83.936
8 Jeff Glover & Associates Plymouth, Mich. $1,121,008.54 202
9 The Loken Group, Inc. Katy,Texas $1,105,321.73 348
10 Laurie Reader Team Plantation, Fla. $1,099,547.71 116.445
11 Global Living Philadelphia, Pa. $1,025,515.23 168
12 Five Doors Network - Hub Pikesville, Md. $910,125.81 0
13 The Search In Seattle Team Seattle,Wash. $900,097.01 75.7
14 Lysi Bishop Real Estate LLC Boise, Idaho $884,130.24 59.077
15 Chernov Team Studio City, Calif. $848,612.51 17.25
16 Bracha Group NYC New York, N.Y. $846,684.88 23.25
17 The Heyl Group Austin,Texas $830,618.39 53.6
18 Brett Jennings Real Estate Experts Los Gatos, Calif. $829,650.24 30.55
19 Ms Properties Beverly Hills, Calif. $813,839.18 16
20 Team Builder KW Kirkland,Wash. $813,495.54 118
21 Boyenga Team Los Gatos, Calif. $803,382.53 27
22 Kenny Klaus Team Mesa,Ariz. $802,346.58 138
23 The EZ Sales Team Westlake, Ohio $785,407.97 190
24 Center City Listings Philadelphia, Pa. $773,006.06 110
25 Noel Team Santa Monica, Calif. $771,032.25 24
26 Sheri Dettman & Associates La Quinta, Calif. $769,476.22 42
27 Jennifer Young Team Chantilly,Va. $759,319.97 81
28 Tom Daves Group Roseville, Calif. $740,557.30 81.1
29 Laura Gillott Team Corvallis, Ore. $731,233.33 121
30 The Peggy Hilll Team Barrie, Ontario $729,248.67 85.2
31 Beer Home Group San Diego, Calif. $728,876.82 45
32 Unity Home Group Anchorage,Alaska $724,498.91 87
33 Eng Garcia Properties Washington, D.C. $722,257.81 44.7
34 Brad Schmett Real Estate Group La Quinta, Calif. $664,576.71 43.5
35 The Redbud Group Charlotte, N.C. $660,170.22 95.5
36 Christie Cannon Group Frisco,Texas $651,656.74 72
37 Lee Tessier Team Bel Air, Md. $641,431.32 90
38 The Stephen Cooley Real Estate Group Fort Mill, S.C. $639,691.91 117
39 The Zamir Group Tenafly, N.J. $630,735.25 64
40 The Kink Team The Woodlands,Texas $628,338.00 36.5
41 The Perna Group Novi, Mich. $627,478.61 107
42 McCarty Team Marco Island, Fla. $616,067.10 31
43 The Holli McCray Group Knoxville,Tenn. $613,120.03 91.2
44 Mg Residential Washington, D.C. $596,502.45 60.1
45 The Maez Group Albuquerque, N.M. $594,505.73 95.3
46 Levinson Real Estate Edmond, Okla. $593,498.92 115.5
47 William Bustos Group Midvale, Utah $593,285.36 68
48 Rare Properties Beverly Hills, Calif. $593,176.79 16
49 Chris Suarez PDX Property Group Portland, Ore. $580,432.42 44
50 Dave Clark Team Campbell, Calif. $579,358.33 22
TOP-PRODUCING TEAMS
YOUR
N
B
U
E
M
R
S
50
*Based on data/transmittals received for 2017 (January to March 2017).
Closed transactions identified with specific agent/team.
FIRST QUARTER 2017*

37. 37
NUMBERS
19
NAME MARKET CENTER
ASSOCIATES
SPONSORED
1 Brent Mitchell Austin SW 39
2 Bodie Stark DFW Metro SW 15
3 Leigh Broughman Lynchburg 14
4 Ronda Thurlkill Frisco 13
5 Michelle Bennett Greater Quad Cities 12
5 Michael Napolitano NYC - Brooklyn Bay Ridge 12
6 Monty Maulding Austin SW 11
6 Laura Ramos-Valadez Heritage 11
6 Cindy S. Blustein Houston Memorial 11
7 Jason Smith Coral Gables-Coconut Grove 10
7 Diallo Stevens NYC - Queens /Jackson Heights 10
8 Martin Porter Beverly Hills 9
8 Renee Despins Hollywood Hills 9
8 Kristen Hughes Downers Grove / Hinsdale 9
8 Jane M. Smith Palatine 9
8 Holly Garner Central Oregon 9
9 Michael Bacarella Plantation 8
9 Manuel Moreno Destin 8
9 Kristen Anderson Chesterfield 8
MARKET CENTER CITY, STATE TEAM LEADER PROFIT
1 Arlington Arlington,Texas Dennis Tuttle $496,708.75
2 Austin SW Austin,Texas Diane Johnson, Melanie Kennemann $431,167.01
3 Ballantyne Area Charlotte, N.C. Chip Walton $408,323.79
4 Heritage San Antonio,Texas Craig Owen, Lisa Munoz $311,921.14
5 Dallas Preston Road Dallas,Texas Brett Caldwell $282,896.22
6 Houston Metropolitan Houston,Texas Kenneth Zarella $251,079.76
7 Federal Way Federal Way,Wash. Rebecca Jones $237,583.90
8 Charleston / Mt. Pleasant Mt. Pleasant, S.C. Adam Roach $236,740.52
9 Cary Cary, N.C. Courtney Whalen $229,638.97
10 Metropolitan Bedford, N.H. Gregory McCarthy $228,713.77
11 Greater Howard County Columbia, Md. J. Pat Newland $228,091.26
12 NYC - Manhattan New York, N.Y. Lezley Dawn Schad $222,527.80
13 Greater Portland Portland, Ore. Shannon Selig $216,252.00
14 Charlotte - South Park Charlotte, N.C. Stefanie Scroggins $214,940.62
15 San Antonio City-View San Antonio,Texas Amy Clifton $211,971.26
16 Portland West Portland, Ore. Josh Hackenjos $208,784.91
17 Fort Mill Fort Mill, S.C. Shelby Ryburn $207,143.60
18 Dallas DFW Southlake,Texas Dustin Wright $199,401.61
19 Montclair Montclair, N.J. Alicia Acciardi $193,881.77
20 Ridgewood Ridgewood, N.J. Sally Ponchak $193,287.52
TOP MARKET CENTERS20
19
TOP STAKEHOLDERS
(Q4 2016)
TOP STAKEHOLDERS
(Q1 2017)
NAME MARKET CENTER
ASSOCIATES
SPONSORED
1 Robert Cartwright KW Maui West 22
2 Brent Mitchell Austin SW 19
3 Monty Maulding Austin SW 15
4 Leigh Broughman Lynchburg 13
5 Israel Gonzalez Collegeville 12
5 Bill Linkwald Atlanta - Roswell 12
5 Dana Johnson Houston Memorial 12
6 Kristen Hughes Downers Grove / Hinsdale 11
7 John Rettich Keller Williams Home Town Realty 9
8 Martin Porter Beverly Hills 8
8 Denise Holtz Charleston / Mt. Pleasant 8
8 Gayle Satcher Naples 8
8 Manuel Moreno Destin 8
8 Frank Montro Keller Williams Preferred Realty 8
8 Patricia Brady Central Valley 8
8 Yau Lung Chan Greater Nassau, NY 8
8 Molly Austin Missoula 8
8 Kalista Bradshaw Nashville - Franklin 8
9 Robert Rico L.A.Westside 7
Correction: April 21, 2017
We discovered an error on the Top Stakeholders rankings in the printed edition of
OutFront Vol. 14.1 2017. The correct names appear above.

39. 39
NUMBERS
Vol.14.2 2017
OutFront is a publication of
Keller Williams Realty, Inc.
1221 S. MoPac Expy., Ste. 400
Austin, Texas 78746
512.327.3070
Executive Editor: Annie Switt
Editor: Lalaina Rabary
Brand Manager: Robin Jhaveri
Copy Editors: Jeff Ryder | Owen Gibbs
Art Director: Caitlin McIntosh
Designers: Karla Teceno | Ashley Rogers | Owen Gibbs
Contributors: Allison Teegardin | Catherine O'Donnell | Celesta Brown |
Dorothy de Souza Guedes | Gwen Moran | Shelby O’Neill
Advertising: Tom Freireich (advertising@kw.com)
Job Inquiries: (outfront@kw.com)
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.
5 TOP COMMERCIAL
NAME CITY, STATE GCI UNITS
1 Cindy Hill Slater Studio City, Calif. $434,518.75 10.4
2 Robert Stepp Long Beach, Calif. $380,400.00 11
3 Byron Field Los Angeles, Calif. $302,750.00 10
4 David Meir Calabasas, Calif. $278,950.00 2.25
5 Levon Alexanian Burbank, Calif. $276,302.50 5
NAME CITY, STATE GCI
1 Sheri Bienstock Los Angeles, Calif. $622,297.50
2 Stephanie Vitacco Encino, Calif. $597,276.60
3 Larry Allen Bedford, Nova Scotia $546,809.54
4 Grant Linscott Los Angeles, Calif. $474,422.50
5 Bart Anthony Orem, Utah $425,558.35
6 Lulu Knowlton Santa Monica, Calif. $402,370.00
7 Julie Wyss Los Gatos, Calif. $382,441.64
8 Jonathan Bryant Bowling Green, Ky. $380,284.45
9 Gregg Phillipson La Mesa, Calif. $379,463.45
10 Jennifer Rosdail San Francisco, Calif. $370,950.00
11 Erhan Kostepen Miami Beach, Fla. $368,609.31
12 Merve Gumusyazici Aventura, Fla. $364,251.00
13 Glenda Marie Lousignont Los Angeles, Calif. $359,175.00
14 Cindy Cole Destin, Fla. $359,138.75
15 Paige Martin Houston,Texas $352,728.99
16 Kyle Seyboth Cumberland, R.I. $342,438.64
17 Mark Tyoran Westlake Village, Calif. $329,656.25
18 Julie Hopkins Park City, Utah $323,717.50
19 Greg Simpson Los Gatos, Calif. $317,000.00
20 Kathy Wallace Pittsburgh, Pa. $312,137.50
21 Nina Kirkendall Pasadena, Calif. $297,825.00
22 Nora Gallogly Mission Viejo, Calif. $294,178.75
23 Claudia Hellmund Houston,Texas $284,600.00
24 Haley Rowley Phoenix,Ariz. $282,770.00
25 Mingli Wang Rolling Hills Estates, Calif. $276,105.00
26 Susan Spiegel Carmel, Calif. $275,925.00
27 Bonnie Goldner New York, N.Y. $274,432.50
28 Lee Potts Kahului Maui, Hawaii $274,351.79
29 Charles Dong City of Industry, Calif. $269,750.00
30 Jennifer Gelfand Boston, Mass. $267,012.51
31 Coco Tan Cupertino, Calif. $264,062.50
32 Jessica Ye Cambridge, Mass. $259,580.04
33 Timo Rivetti Santa Rosa, Calif. $258,125.00
34 Kimberly Ziton Woodbury, Minn. $250,355.25
35 John Walker Falls Church,Va. $248,786.25
36 Roger Burdiek Shawnee, Kan. $248,703.00
37 Tonya Peralta Oxnard, Calif. $242,486.57
38 Nicki Banucci Los Gatos, Calif. $240,075.00
39 Jim Carmichael El Cajon, Calif. $239,424.88
40 Zsuzsanna Nagy Studio City, Calif. $238,612.50
41 Nicola Klein Boca Raton, Fla. $232,235.55
42 Leonard Stone Burlingame, Calif. $231,432.50
43 Mark Andries Marchello Kahului Maui, Hawaii $231,304.01
44 Mary Whitworth College Station,Texas $230,076.35
45 Eric Delgado Encino, Calif. $225,279.00
46 Reza Shirangi Mission Viejo, Calif. $224,882.50
47 Anthony Koutsos San Francisco, Calif. $223,250.00
48 Donald Kracke Omaha, Neb. $220,869.95
49 Lenwood Johnson Woodbridge,Va. $220,780.80
50 Christine Cardoso-Moore Oxnard, Calif. $217,094.93
50 TOP-PRODUCING AGENTS*
*Based on data/transmittals received for 2017 (January to March 2017).
Closed transactions identified with specific agent. All production completed by non commercial
agents who do not serve on a team.
39
FIRST QUARTER 2017

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Sunset Corridor market center
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