KW Outfront Magazine - 2

K E L L E R W I L L I A M S R E A LT y R A N K S A S TO P P L AC E TO WO R K I N P H I L A D E L P H I A - P G . 2 2

A PUBLIC ATION OF KELLER WILLIAMS REALTY, INC . SECOND QUARTER 2011, VOL.8 NO.2

CROSSING
A
TULS R
OVER TO KW
GE
MER ES
T
CREA NAL
IO
REG HOUSE
ER
P OW G . 6
-P

2 outfront Second Quar ter 2011 • vol. 8 no. 2 Keller Williams Realty

DEAR ASSOCIATES,

What a thrill it is to serve as a
stakeholder with you as Keller Williams
Realty claimed the rank of the second-
largest real estate company in the
United States, and powers toward its
certain destiny to become No. 1.

This awesome achievement is most about the genuine excitement Williams Realty is now the second-
entirely yours – entirely a result of for new beginnings was the one-on- largest real estate company in the
your talent, your tenacity, your belief one connections that powered the United States and the third-largest in
in the Keller Williams distinct way of event. In Tulsa, as in your market, North America. If that fact is met with
doing business, your determination to the groundwork for growth is being surprise, explain that it comes as one to
push limits, to do more, and to become paved every single day with your a lot of people, because Keller Williams
more. professionalism and positive energy. Realty doesn’t believe in pouring
There is nothing that can be written Considering this company's amazing millions of dollars into national
or said about Keller Williams Realty advertising campaigns that only serve
that has more power or more of an the company.
impact within your sphere than you Instead, Keller Williams devotes
do. It’s your professionalism and your
"clients do its resources to training agents and
success that your clients and colleagues business with equipping them with the knowledge
see. You are the face of KW. and skills to serve clients at a high level
Talent follows talent and the agents, not – because Keller Williams believes that
numbers prove that you are the best clients do business with agents, not the
magnet for talent that the real estate
the real estate real estate company.
industry has ever known. And that’s company" Often, less is more, and this simple
why it thrills us that 25,293 of you had script is sure to resonate with your
a stake in a $34.6 million profit share clients, because they’ll recognize it as
pool last year, and that we stand to growth trajectory, it sometimes seems true.
continue breaking our own records for surprising when our clients and our
profit share in 2011 and beyond. spheres of influence aren’t aware of
Last month, a group of us had the our vast North American reach. It’s
awesome privilege of participating in surprising, but it’s actually okay,
a merger celebration as more than 50 because it’s not about us, it’s about you. Yours in the truth!
agents with the renowned Patterson At the same time, you have an awesome
Realtors in Tulsa, Okla., joined forces opportunity to let your clients know a
with our Tulsa Metro market center little about the company you keep.
– catapulting Keller Williams Realty During client consultations, and
to the No. 1 spot in the market. (See even social situations, we hope it serves Mark Willis, CEO,
article on page 6.) What impressed us you well to let it be known that Keller Keller Williams Realty

Keller Williams Realty Second Quar ter 2011 • vol. 8 no. 2 outfront 3

table of contents vol. 8, no. 2 - Second Quarter 2011

MASTERMINDS
06 CULTURAL
CONVERGENCE 08 BOLD
MOMENTUM
Rookie hops the BOLD
MAY 16-18, 2011 Meeting of the like-
minded in Tulsa creates train to the top.
competitive powerhouse.
There are some
events that are only
for high rollers.

MAPS Masterminds is

12 16
more than a networking
MAKING A SHARPENING
session or a seminar. It’s
MARK THE SAW
an opportunity for the
most successful real estate Personal branding The word on eEdge:
professionals in North
proves key in the luxury “WOW!”
America and those who
want to learn from them market.
to share and brainstorm
leading-edge strategies
that produce results.

COSMOPOLITAN
OF LAS VEGAS
20 TOPS IN
TORONTO
Powering a career for
22 INSIDE
SCOOP
Attention Philadelphia
LAS VEGAS, NEV.
the long haul. agents: KW is THE
MAY 16-18, 2011
place to be!
www.events.
mapscoaching.com

Second Quarter 2011, vol. 8 no. 2 Executive Director of Marketing and Communications: Ellen Marks OutFront is published by Keller Williams Realty, Inc.
OutFront is a publication of Editor: Lisa Wahlgren (outfront@kw.com) The entire document of OutFront is copyright© 2011
Keller Williams Realty, Inc. by Keller Williams Realty, Inc. No portion may be
Marketing and Communications Specialist: Laura Price
reproduced in whole or in part by any means, including
Copy Editor: Jeff Ryder electronic retrieval systems, without the express written
1221 South Mopac Expressway,
Associate Art Director: Michael Balistreri permission of the publisher. Editorial or advertising does
Suite 400
Designer: Caitlin McIntosh not constitute advice but is considered informative.
Austin, Texas 78746
(512) 327-3070 phone Contributors: Celesta Brown | Jennifer LeClaire | Carla Jo Schaefer
Copyright© 2011 Keller Williams Realty, Inc.
(512) 328-1433 fax Advertising: Tom Freireich (advertising@kw.com) All rights reserved.
Job Inquiries: (jobs@kw.com)


SHORT SALE
M A S T E R Y
Build your business with short sale buyers and sellers!
Photos by Steve Ruark
Mastering short sales: A long-term opportunity Sponsored by:

By Roger Higle, Course Writer, Keller Williams University

Considering the stake that our industry has panelists.
in the recovery of the U.S. real estate market, Among the most useful aspects of the
we need to be more than simply committed curriculum for many is a recognition that
to promoting short sales as an alternative to taking on the entire, end-to-end short sale New opportunities
foreclosures. For many top Keller Williams process can appear daunting – especially at for short sale business
short sale agents, it has become a mission. the beginning. As such, we’ve identified several
And judging from the recent response to different directions that agents can take that As the sponsor for the Short
Keller Williams Realty's, 31-city Short Sale entail distinct expertise and skills. Within
Sale Mastery tour, CitiMortgage
Mastery tour, many of you are interested in market centers and regions, new business
becoming a part of it. partnership are now forming, as agents who representatives are providing tour
Short sales represent the dominant excel at identifying and qualifying leads, for attendees with the invaluable
segment of the distressed properties market, instance, focus on that piece and then hand
as well as the most significant growth niche off the administration and negotiation to lender's perspective on how to
within most U.S. markets. While many agents partners who specialize in that part of the best navigate and negotiate short
have already established a lucrative practice process.
within the short sale arena, all experts Regardless of your current level of sales. Attendance at the Short Sale
agree: there is more than enough room for involvement with short sales, this tour offers Mastery course will be one of the
newcomers who have the knowledge and a valuable insights and information. If you have
ways that Keller Williams associates
commitment to making a difference. not already attended a tour event, be sure to
To that end, the one-day Short Sale put one of the remaining tour dates on your can qualify for this opportunity.
Mastery tour is having a phenomenal impact calendar. Short sales are a business that will
due to the instructors' depth of in-the- be with us for years to come. ©2011 CitiMortgage, Inc. CitiMortgage, Inc.
trenches expertise, combined with the does business as Citicorp Mortgage in NM.
CitiMortgage, Inc. is an equal housing lender.
invaluable insights offered by local market Citi, Arc Design, Citi and Arc Design are
registered service marks of Citigroup Inc.
For the complete list of tour stops and to register, visit:
(www.millionairesystems.com/ShortSaleMastery) or call 512.306.6236.

THE MOMENTUM CONTINUES!

CROSSING OVER TO KW
Tulsa Metro welcomes 52 agents from Patterson Realtors into the KW fold
By Lisa Wahlgren

In the Tulsa, Okla., real estate community, Chuck Patterson level, but I realize that to thrive in the future, knowledge of
is more than an icon. He’s an institution – and a beloved the local market is not going to be enough. From a technology
institution at that. and educational standpoint, it was getting more and more
Recently, after 34 years at the helm of Patterson Realtors, challenging for a small independent to compete. The scope
the renowned thought leader realized that it was time to “re- has increased from local to national to international. We don’t
engage, retool and reinvent” his company in order to keep his have a Keller Williams University, or the kind of technology
agents on the cutting edge of an evolving real estate market. that Keller Williams offers. I figured there’s a reason why
What followed was a lot of discussions and due diligence and Keller Williams has grown over the past five years and other
a final decision to join forces with Susan Beach, team leader, companies haven’t.”
and Sherry Lewis, operating principal, at the Keller Williams Clearly, however, it was culture that proved to be the most
Tulsa Metro Market Center. important factor. “Our companies’ basic beliefs are so similar,”
Among his company’s 52 agents, Patterson recalls that the Patterson says. Finding the clearly stated values of “God, family
decision was met with nothing short of shock and uncertainty. and then business” to be a significant draw, Patterson says
Ultimately, open minds and open hearts prevailed as the he loves the fact that “agents were encouraged to direct their
official welcoming ceremony on March 31, 2011, was beliefs toward the support of the community and the people
attended by representatives from all of Keller Williams market they worked with. Once I learned what Keller Williams was all
centers in Tulsa and surrounding communities, proved to about, I said, ‘My God, you’re like one big us.”
be a genuine exchange of warmth and excitement for new
friendships and new beginnings.
GOOD VIBES
Recalling the thought processes that led him to Keller
Having hoped to connect with the leadership team of
Williams, Patterson says, “I’ve survived a lot of ups and downs
Patterson Realtors for a few years, Beach says that once she
in the market, and I knew we were in for more changes. Our
and Chuck started to get to know each other, their “similar,
agents are very experienced and very productive at the local
like-minded value systems” propelled the conversations

"Now that I see all of the training and
technology that Keller Williams offers, I
realize that I have just scratched the surface."
— Royce Ellington

forward. “Both of us have an amazing group of people, and we that Keller Williams Realty encourages agents to keep their
have a high regard for each other. Chuck’s respect and concern autonomy and manage their own teams.
for his agents is just awe inspiring.” In return, agents have As Royce Ellington, top-producing agent from the
been intensely loyal to him, Beach says, adding that for a few former Patterson Realtors, notes, any apprehension among
weeks prior to the merger date, she made a point to meet one- incoming agents gave way to excitement following the merger
on-one with incoming agents as the first step toward getting celebration and official welcoming ceremony. “Walking across
to know each other personally and forming new bonds. the stage during the ceremony and being welcomed by the
Just as one of many indications of the depth of feeling leadership team, including Mark Willis, and then being high-
among both companies, Lewis, who is also director of the fived by a big group of Keller Williams agents as we exited
Oklahoma Region, notes that on the day prior to the official the stage really helped to make us feel welcome. Another neat
merger, agents and the leadership team from Patterson touch was the willingness on the part of the Keller Williams
Realtors had their final team meeting and then walked out of agents to replace yard signs on our behalf. All it took was one
their offices holding yellow balloons, which is their company week for everyone to feel extremely comfortable here. That
color. As they released them into the air, Keller Williams Tulsa really speaks volumes for Susan and Sherry. The KW culture is
Metro associates in the office across the street, applauded and really shining through," Ellington says.
cheered. “I’ve been the top producer for Patterson Realtors for the
past five years, and I thought I had a handle on my real estate
STRONG FOUNDATION business,” he adds. “Now that I see all of the training and
Underlying the culture and the human connections, the Keller technology that Keller Williams offers, I realize that I have
Williams business models played a major role in making just scratched the surface. I was hoping to just move my
the merger possible. Beach explains that the concerns that business over, and now I realize that I’m going to improve my
Patterson and former president Mike Haley may have had business by leaps and bounds.” kw
about losing their autonomy were largely allayed by the fact

BOLD AND
BOLDER
Rookie gets recipe for success trajectory
By Jennifer LeClaire

“I didn’t think I could afford to invest in myself. It was a big risk. But I knew I was

When Terronald Logan signed on with the Austin Southwest market center as a brand-new agent in
November 2009, right after getting his real estate license, he didn’t have a lot of confidence and was
reluctant to pick up the phone.
So early into 2010, he made a bold investment in himself that not only turned his career around – it
changed his life.
Logan credits the MAPS BOLD program with catapulting his fledgling career to a level that he
could not have imagined. During his first stint in the program, he acquired, among other things, a new
mindset, and a $1 million buyer. “That was one of my very first transactions.”
Convinced that he still had a lot to master, Logan signed up for BOLD again in the fall, along with
“The Language of Sales” Fast Track group coaching course. Logan describes the experience of taking
both classes at the same time as “living in a real estate boot camp.” And it paid off quickly.
“I had a client whose house I listed, but it didn’t sell. Because of The Language of Sales, I knew
exactly what to say to convince him to relist the property with me at a price where it would sell,”
Logan says. “That led to a $700,000 sale.”


Photo by Brian Fitzsimmons
worth it. I had to trust in myself" - Terronald Logan

In 2010, Logan capped in four months, and decided to keep investing in himself. He
joined Luxury Homes by Keller Williams in order to benefit from market-specific resources to
cultivate high-end clients. He also signed on for “Find the Motivated for Immediate Sales” –
another MAPS Fast Track course that that he credits with helping him target his prospecting
strategies.
What’s next? Logan says he’s excited about taking BOLD for a third time this fall and then
enrolling in Mastery Coaching. He expects to end 2011 with $8 million in production, and
then to kick off 2012 by capping in one week.
“I didn’t think I could afford to invest in myself. It was a big risk. But I knew I was worth it.
I had to trust in myself,” Logan says.
“The coaching and education I am getting through BOLD, the Fast Track courses, Family
Reunion and the Keller Williams culture has been life-changing for me. This is exactly what I
needed to flourish, and I feel like I am making a difference.” kw


VIRAL MARKETING
AFFICIONADO
shares strategies at Masterminds


Viral marketing. It’s a buzzword that gets thrown around a discovered that a series of videos can accomplish the same goal
lot – and a concept that was addressed at Masterminds in Las as face-to-face presentations, while allowing him to be more
Vegas. productive.
At its core, viral marketing is using social networks to drive “If a seller’s listing is about to expire, we have eight videos
brand awareness. More and more agents are using YouTube to that go out over 18 days to get them to re-list with us. I
charm new and prospective real estate clients and expand their position myself as the expert in Ocean City, and people come
sphere of influence via online sources. Among the industry to me for expertise.”
members who are adept at the use of social media to establish The videos are sent to different segments of his database
their expertise: Prudential agent Jeff Quintin, who recently eight to 10 times a month. Analytics software tracks
addressed Masterminds attendees. viewership, and YouTube metrics even indicate the point
“I launched an educational series called ‘20 Things You at which people stop viewing. He credits his educational
Jeff Quintin
Absolutely Must Know to Avoid Foreclosure,’ and created 20 emphasis (as opposed to a sales pitch) to a consistently high
videos and an introduction,” Quintin says. “People have to level of viewership and a lot of “shares.”
opt in with their email address to get links to all 20 videos A clear indicator of the strategy’s effectiveness: Quintin sells
emailed to them. This builds my database.” a lot of homes. In 2010, his team closed a total of 164 homes.
Every time Quintin starts a new video series, he sends the This year, he expects to close 200. Although he can’t connect
introductory video to his database. He also posts videos on his all the sales to viral marketing, his gut tells him it’s paying
blog and his YouTube Channel. The real magic happens when dividends.
people forward the email to their friends, post the video on “The biggest challenge is taking the time to create the
their Facebook page, or send a link through Twitter. Quintin videos,” says Quintin, “Sometimes it’s frustrating because you
has watched videos go from a couple hundred views to a few make mistakes and have to do retakes. You have to get skillful.
thousand. That takes time. But being the one who gives people the
Quintin works in the resort market of Ocean City, N.J., education they are looking for makes me the market expert
where there are a lot of absentee owners, but he says the and the one who clients are going to buy from and tell their
strategy works in any market. He uses the videos as a way friends about.”
to save time making listing presentations in person, and has kw

Ever wished you were on of those confident people
who also had just the right thing to say? Learn how!
BOLD Scripts Workshop Power Prospecting Workshop
Learn how to set one appointment per Live coaching with a MAPS Coach as
day, and close 75 percent or more of you are prospecting for new leads.
your appointments and walk away with a • Use scripts more effectively
signed contract – all in a supportive, fun • Increase your closing ratio
and exciting environment. • Reduce your fear of rejection
• Set more appointments
• Generate more leads and sales

To arrange for a MAPS coach to lead a workshop in your market center, contact MAPS@kw.com or call 800-822-9360 and ask for BOLD.


give where you live!
RED Day (Renew, Energize, and Donate) is a service initiative dedicated to celebrating
Keller Williams Realty's year-round commitment to improving our local communities.

Last year, RED Day participants gave more than 150,000 collective service hours in just one
day! This year, on May 12, 2011, the giving promised to be even greater, as more associates
embraced the Keller Williams culture of giving and touching the lives of community
members. Here are just a few ways that Keller Williams associates celebrated RED Day.

The Easton (Mass.) market center met with the
The Anchorage market center stepped up as recipients of their "Day of Service" and made plans to
the sole sponsor for a Habitat for Humanity include 100 percent of their market center in RED Day.
house raising $100,000 and contributing more "We chose a Family Life Center which houses 13 to
than 2,500 hours in volunteer time. “Our bro- 14 families on an interim basis, while helping them with
ker, Butch Jacques was inspired to spearhead child care, mental health issues, support and just being
this effort and went so far as to say that if we there for them," says Mary Nardone, RED Day repre-
fall short, he and his wife would personally sentative. "They have at least five locations in the city of
guarantee the rest,” says Jennifer Toomer, team Brockton where they care for families in need.
leader. “Our people step up to the plate every On RED Day they painted a children's reading room,
time. I am blessed to have that kind of leader- repaired water damage, and cleared an area for a garden
ship in our market center and on our staff! and a basketball court.
Butch has truly been a leader in this year's RED
Day undertaking!”
“We want to thank Mo Anderson for true
leadership that pushes us to strive harder,
reach farther and push ourselves in changing The Nashville-Murfreesboro market center
the lives of our agents and our communities,” spent RED Day at Greenhouse Ministries, paint-
adds Toomer. ing, building a fence, sorting donated clothes,
remodeling a break room and building a loft
above their storage area. “We were so excited
to share our culture and to give back to our
community,” says associate, Dee Lewis.

http://www.kw.com/kw/redday.html


PIECING
TOGETHER
Winning strategies in
a complex market


As a child, Brandy Coffey loved to work puzzles. She’d spend Having gotten her start in real estate back in 2004, right as the
hours sorting and matching the pieces until the picture market started to shift, Coffey’s career took a definite upswing
emerged. Then she’d do it again. last year when she stepped away from her own boutique
So it was very fitting when years later she earned a B.A. brokerage and joined forces with the Greater Manatee market
degree in psychology at the University of South Florida. center and Luxury Homes by Keller Williams. “I’ve already
She has a passion for helping people to put all of the pieces received seven referrals from the Luxury Homes division and
together. my revenues have been increasing steadily over these few
After college, Coffey wanted to move back to Sarasota, a months,” she offers. “I can’t imagine where I would be now
city named by several top publications as a “best place to live if I had joined Keller Williams Realty when I started in this
and work.” Being close to family also mattered a lot, especially business seven years ago.”
since her mother was facing radiation treatments and surgery. With designations that include Resort and Second Home
While working a part-time job, Coffey studied for the real Specialist and Certified Luxury Home Marketing Specialist,
estate exam, and it wasn’t long before she realized that the Coffey notes that the superior marketing collateral and
fundamentals of real estate mirrored the fundamentals of support she receives as a member of Luxury Homes by Keller
psychology. Williams is proving to be the clincher in helping her get a foot
“I just relish the opportunity to put someone in the right in the door and seal the deal with high-end homeowners.
home,” Coffey says. “It’s like working a puzzle – matching a She’s found out that, the more she digs in to all that Keller
client to a lifestyle, which is what a home purchase is.” Williams Realty has to offer, the more her career moves forward.
Lately, the homes she has been matching clients to are on As a recent devotee of The Millionaire Real Estate Agent, she’s
the higher end. now managing to pull all of the pieces together, implementing


PRICEL ESS PUBL IC I TY
For an agent of Coffey’s caliber, a brief stint in the
limelight can catapult a career to an entirely new level.
Recently, her solid reputation brought her to the
attention of the producers of HGTV’s hit show, “Bang
for Your Buck.” The show features three homeowners
in the same city who renovate the same room in each
of their homes using the same amount of money. Two
experts, a designer and a real estate agent discuss and
compare each homeowner’s renovations in detail to
determine who got the biggest “bang for their buck.”
The designer focuses on trends and styles, while the
local agent talks about how the remodel increased the
value of the home. Ultimately, the experts determine
if the homeowners will be able to recoup their money
when they sell the home.
Coffey was selected as the agent for an episode of
kitchen renovations filmed in Sarasota, and once the
producers realized what a natural she was in front of
the camera, she was invited back to do a second show.
Both Jeff Peldon air on HGTV this summer.
shows will

the principles and step-by-step techniques
advocated with in the text. A newly hired
assistant is providing much-needed leverage Brandy Coffey (right) during the filming of HGTV's "Bang for Your Buck."
– freeing her from administrative tasks and
allowing her to spend more time serving her
clients.
And then there’s the technology Next issue: Highlights from
component. “Keller Williams is just so
far ahead of the game,” she says, adding
that eEdge offers a newfound potential to
The 4th Annual
efficiently manage leads and contacts.
A new force to be reckoned with in
Keller Williams Luxury
central Florida’s Gulf Coast, Coffey offers
a distinctive blend of confidence, creativity
Homes Retreat
and hard work that resonates with high-end
clients. “You have to be creative in matching
a client to a lifestyle and in how you will The Cosmopolitan
market and sell their property. I love what I of Las Vegas
do so much. I work hard, but it never feels
like work.” kw May 14 - 16, 2011


Pricing Perspectives
Your job:

make sure your clients get it!

By Gary Keller, co-founder and chairman, Keller Williams Realty

Much of what drives our success as real estate agents comes The chart below is an updated version of a slide that we
down to perspective. showed during the Vision Speech three months ago, and it
The all-important task of lead generation (three hours a illustrates the impact of interest rates on affordability. U.S.
day, every day) is fueled by our ability to add value to the agents: if you have not already done so, make sure you get a
conversation and the relationship. Refrigerator magnets, copy of this chart in front of your clients.*
pens, calendars and any other ways you can think of to As you can see, the cost of a loaf of bread and a gallon of
keep your name in front of your clients are all fine, but if gas has more than tripled since 1989, and car prices have
you are looking to genuinely distinguish yourself and drive nearly doubled. While the median price of a new home has
your business, you need to focus on sharing expertise and increased by 70 percent, that’s not the most relevant statistic.
perspective. That’s what our clients need and want from us. Mortgage interest rates, which stood at 10 percent back in
During the Vision Speech at Family Reunion in February, 1989, averaged 4.84 percent during the second week of April
I focused a lot on affordability, which in the United States 2011. The impact of rock-bottom interest rates is that the
right now is nothing short of amazing. Among those sharing monthly mortgage payment on a median-priced home has
the stage with me was John Furber, our regional director for hardly changed in more than a decade.
Canada, who discussed factors affecting the Canadian housing Unless a buyer is paying cash, the monthly payment tends
market. to be far more relevant than the home’s actual purchase price.
While current price trends for the United States and So for buyers who are waiting for home prices to hit the floor,
Canada are considerably different, the same principle applies it’s important to point out that the possibility of a slight drop
in both cases: clients need perspective and they need to look in the price of a home will have very little impact on the
beneath surface statistics before making informed decisions. monthly payment, while even a slight rise in interest rates (a
Clients in both countries would be well-served if we helped far more likely scenario) will have a significant impact.
them to shift their focus away from the actual purchase price Timing the market to a T is never possible, and in the
of the home and toward the big-picture impact of interest
rates. HOME PRICE VS. PAYMENT - UNITED STATES
U.S. BUYER BONANZA 1989 2010 2011 YTD
Let’s start with the United States, where homes are more Bread $0.67 $2.49 $2.49
affordable, relative to the median income, than they’ve Gas/gal. $0.97 $2.73 $3.87
been in a generation. For any number of reasons, buyers are $15,350 $28,400 $28,400
New Car
not snatching up properties to the extent that we’d expect Median Existing
Home Price $94,000 $173,000 $156,100
them to, but chances are, if they had a better grasp on just
how remarkable the current price picture is, their sense of Mortgage Rate 10% 4.69% 4.91%
urgency would move up several notches. Monthly Payment $825 $896 $829
Source: KW Research


current market, staying on the sidelines is more likely to looking at local price trends within their specific price
result in a missed opportunity than a small savings. range.
Those are the facts, but buyer reluctance in the current At the same time, remind your clients that the monthly
market can outweigh compelling facts. U.S. buyers are mortgage payment, not the actual purchase price, tends to
skittish about the housing market, and our job is to explain be the relevant number. Whereas the average home price
to them that market skittishness is actually a good reason to has increased by 160 percent since 1990, mortgage interest
buy now – because it is. rates have decreased by 60 percent.
General uncertainty about the housing market and a As a result, over the past decade, the average mortgage
reluctance to take action only contributes to the number payment has increased by less than 25 percent – a statistic
of deals and negotiating power available to astute buyers. that is likely to shift the perspectives of many Canadians on
U.S. buyers who are waiting for the real estate market to the feasibility of buying a home in the current market.
“recover” are in fact waiting for a reduction in inventory,
fewer foreclosed properties on banks’ books, rising home

ONWARD …
prices and sellers who don’t need to be as motivated.
That scenario will be welcome news for sellers, banks
and the U.S. economy as a whole, but not for buyers. Now
is the time for U.S. buyers to act and for you to offer the
perspective that helps them to understand why.

CANADIAN CONSIDERATIONS
As I mentioned earlier, average home prices in Canada are
trending upwards but as is always the case, those of us who
are willing to dig beneath surface statistics are far better
positioned to help our clients to understand the big picture *For copies of the PowerPoint
and to take action. Before we look at housing affordability presentation from this year's
in Canada, though, I’d urge all Canadian associates to make Vision Speech, go to (www.
sure that your clients also understand the opportunities agentmountain.com).
that rock-bottom U.S. interest rates and real estate prices
– particularly in the sunshine states – represent to them
as well. In doing so, you stand to power a new stream of
referral income.
As the chart below indicates, the average home price in
Canada has increased by 160 percent since 1990, while
shooting up 9.5 percent since last year. For some buyers,
this trend might contribute to a sense of urgency to buy
before housing prices shoot up any further.
Others could take one look at current prices and be
convinced that they have been priced out of the market.
This is where your perspective proves critical. First, remind
your buyers that all real estate is local. The recent run-up in
average real estate prices reflects above-normal sales activity
in the priciest markets, so make sure that your clients are

HOME PRICE VS. PAYMENT - CANADA
1989 2010 2011 YTD
Bread $0.67 $2.22 $2.66
Milk $0.59 $2.25 $2.32
Gas/liter $0.49 $1.01 $1.33
Avg. Home Price $141,985 $339,030 $371,286
Mortgage Rate 13.35% 5.61% 5.34%
Monthly Payment $1,554 $1,831 $1,941
Source: KW Research


POWERING NEW POSSIBILITIES
Associates weigh in on eEdge

SAVING TIME AND SELLING MORE terminology lacks the high-tech edge that characterizes
As Darne Ridgley, associate with the Chattanooga what the system is all about, it very
Downtown market center, sees it, what he learned in much describes the comprehensive,
BOLD applies directly to eEdge: “Success is simple, just contract-to-close advantage of eEdge.
not easy. “Every agent within Keller Williams
“I’m responsible for eEdge training in my market now has some place to start,”
center and we are one of the most positive market centers Armstrong emphasizes, adding that
in the region about the potential for the system can be “as simple or as
this new capability.” sophisticated as you need it to be.”
As far as the myTransactions As far as the cost: “$15 is nothing
portion: “Oh my gosh! I worked for putting a forms and electronic-
three deals this week and I have not signature capability in place. On top
had to leave my office once to get of that, we have access to an optimized Website that’s
a signature. Earlier this week, I sat bringing in leads, as well as a framework for managing
down with probably the least tech- and marketing to our contacts. eEdge is going to
savvy agent in our market center, continue growing with the input of agents,” Armstrong
and we worked through how to send says.
an attachment via myTransactions. “Technology is changing at the speed of light, so this
She got it, and it saved her a 45-minute trip. We’re very thing is never going to be static.”
happy with the whole DotLoop portion and clients love
it because it makes us appear to be on the leading edge." SIMPLIFYING AND STREAMLINING
"myTransactions is the income-maintaining part of For Shari Gross, associate with the Destin (Fla.) market
eEdge. What’s really going to make a difference to our center, the most powerful aspect of eEdge is the ability to
business is the income-generating portion. I’m loving get clients and her sphere set up on marketing campaigns
the lead capture capabilities. My buyer’s rep has put two that run automatically. “The first
deals under contract since we got on eEdge." thing I did was get my past clients set
Ridgley has figured out how to funnel buyer leads up on a 33-Touch campaign, and then
into his eEdge account via Craigslist – a strategy that’s I edited the content to send another
resulting in two to four leads every day. version out to affiliates and other
members of my sphere. I love that
FUSING FUNCTIONS INTO ONE SYSTEM people can search the MLS from my
As a member of the Keller Williams Associate Technology site, and that all my leads are being
Council (ATC), Ron Armstrong, associate with the funneled into one place. It’s also great
Asheville (N.C.) market center, participated in the ATC that my assistant likes it, because that
masterminds event that gave birth to eEdge. means she’s going to use it!”
“We originally conceived of eEdge as ‘Your Business
in a Box,’” Armstrong points out. And even though that


Dear Team,

There are many ways every year that we

gauge the success of Family Reunion.

In 2011, we added two new ones:

• The realization that the combined that has certainly been the case during for technology that no one else in the
attendance at the national this transition phase. To those of you industry has. When completely rolled
conventions of our major who have dug in, downloaded eEdge out, the technology will likely save you as
competitors was less than the 101, attended classes, taught classes or much money in gas as you spend on this
attendance at our one event even stepped up as your market center’s product.
• Repeated citations by the fire marshal eEdge ambassadors, thank you for I’m really proud of this company
for exceeding the capacity of a room your leadership, your energy and your for having the courage to tackle this
during a breakout session! example. initiative. And I’m really proud of all
A technological undertaking of this of you who have looked for, found and
Flaunting fire safety was hardly our magnitude requires patience – as well embraced the benefits of something
intention, and when we realized as perspective. As he’s done so many incredible and new for your business.”
that interest in the eEdge breakouts times before, Shaun Rawls has risen
exceeded our expectations, we quickly to the occasion with his characteristic Thank you, Shaun! We couldn’t agree
scheduled duplicate sessions. Our clarity and perspective. Here’s an more! Yours in embracing the benefits
experience following the launch of excerpt of what Shaun wrote a few of something incredible and new for
eEdge made one point clear: we have weeks ago to members of the Rawls your business!
entered into an exciting new chapter Group in Atlanta, Ga.:
for Keller Williams Realty and for the
entire real estate industry. “The launch of eEdge and the promise of
What an enormous leap forward into what eEdge is certain to become is a gift
the future you have challenged us with, of pioneering proportions. For $.50 a
and what an extraordinary opportunity day, you and I will have a complete set Mary Tennant
it’s been for all of us. With any new of technology tools never before seen in President and COO
challenge, new leaders emerge, and the real estate industry – $15 per month Keller Williams Realty

FROM CARy SyLvESTER, ExECUTIVE DIRECTOR OF TECHNOLOGY
Did you know that within eEdge, you can easily set up distinct You’ll be directed to the “Contacts” page where you’ll need to click
marketing campaigns for select groups within your data base? on the “Import/Export” link in the far right corner. From there, you’ll be
Suppose you want to specifically target your high school alumni – or guided through an easy, three-step import process, and can manually add
members of the Chamber of Commerce, or the Junior League, or your additional contacts to this group moving forward.
LinkedIn contacts – here’s all you need to do: To stay on top of all great ideas for optimizing eEdge in your business,
From the eEdge dashboard, click on “myContacts/Add a New go to http://mykw.kw.com/eedge and click on “Live Training” to sign up
Contact.” Click on “Manage Group” in the top right, enter the name of for upcoming Webinars and to access archived training – on topics such
the group and click SAVE. as how to set up groups!


COMMERCIAL KINGPIN
S T R I K E S
REFERRAL GOLD
Synergistic alliances boost sales

David

A year ago, David Neault was skeptical about KW and industrial projects, Neault saw the potential in KW
Commercial. A successful commercial broker at Coldwell Commercial, and is now actively involved in growing the
Banker Commercial, Neault wasn’t interested in switching division.
allegiances – but he didn’t mind receiving referrals that In Neault’s experience, the larger, entrenched firms tend
agents at the Rancho Cucamonga market center in to shower recruits with the promise of lots of referrals
California’s Inland Empire Region sent his way. that don’t pan out. “The truth is,” he says, “only a small
“I thought I might get one or two referrals from the percentage of top agents at large firms are getting significant
residential agents,” says Neault, who launched his career in referrals." With the KW Commercial model’s cap and the
1986. “But the referrals started coming in steadily, and I team-oriented culture, he explains, referrals from residential
was surprised at the enthusiasm of Keller Williams agents. I agents tend to flow naturally.
started to think more and more about taking Dave Skolnick, “Commercial agents are trained in a hypercompetitive,
associate with the Rancho Cucamonga (Calif.) market dog-eat-dog scenario that wears you down over time,”
center, up on his suggestion to launch a division of KW Neault says. “KW Commercial has a different culture – one
Commercial in the Rancho Cucamonga office.” that’s focused on helping less experienced agents to grow
Further discussions led to an offer to launch a regional in their careers, while boosting the referral base of more
KW Commercial office that would serve a wider base of experienced agents."
residential market centers. In July 2010, Neault officially Neault is a prime example. He recently received a referral
signed on as the KW Commercial director at the Norco- from a Keller Williams residential agent at the Rancho
Ontario market center. Cucamonga market center. The client wanted to purchase
“I was at a crossroads in my career,” Neault explains. “I a motel in the region. The $3.85 million deal that Neault
took a look at where my leads were coming from, and KW closed resulted in a $17,000 referral fee.
Commercial’s business model was a good fit for me.” With “That deal was larger than any referred to me during
a career that spans sales and acquisitions of commercial real my nine years with Coldwell Banker Commercial,” Neault
estate and land, as well as leasing and development of office says, and he credits regional and market center leadership


The truth is only a

small percentage of

top agents at large

firms are getting

significant referrals.

But with the KW

Commercial model’s cap

and the team-oriented

culture, referrals from

Photos by Ron Murray
residential agents tend

to flow naturally.
Neault
-David neault

for encouraging commercial agents to attend sales meetings
and work closely with residential agents to create a level of
cooperation and synergy that is unmatched in the market.
A member of the Commercial Leadership Council,
Neault is on the front lines of helping to shape the future
of KW Commercial in the Inland Empire Region. He’s
involved in developing Regional Commercial Masterminds
events, as well as local training, property exchange forums,
small group masterminding and networking. “We’ve also
embarked on developing national and international practice
groups,” Neault says. “These groups will bring expertise
from a national perspective to help on larger transactions,
while serving to elevate KW Commercial’s profile in the
market.”
Neault is excited about the future of KW Commercial.
From a personal standpoint, he’s committed to helping
advance it in the region and build a committee that can
establish standards of practice that are considered the best
in the industry.
“I want to be part of the growth,” Neault says. “I want to
build an office in the Inland Empire that is well-respected
and can compete on every level. I look forward to KW
Commercial being the commercial real estate company of
choice.” kw


Photo by Mark Blinch

4
FRASER’S

20
top
Success strategies from
one of Toronto’s finest

outfront
1
BE IN THE MOMENT.
Don’t think ahead to your
next interaction. Truly
listen to what your client
is saying or you may miss
something very important.

Second Quar ter 2011 • vol. 8 no. 2
2
Always remember that
buying a home is the most
IMPORTANT PURCHASE
OF YOUR CLIENTS’ LIVES
and can be very emotional.

Keller Williams Realty

Mid-course correction
CONVERGING FACTORS REVEAL
KW AS THE BEST CHOICE
By Carla Jo Schaefer

At the top of his game in Toronto, Kester Fraser came to a was the culture that proved most appealing. “Keller Williams
life-changing realization last year: his future was with Keller has a great tradition of presenting proven business practices
Williams Realty. and providing an environment where agents openly discuss
So he left RE/MAX to join forces with the Toronto-Beach/ and share strategies. It is a transparent operation with an
Riverdale market center – after 21 years in the business. agent-centric business model that focuses on cutting-edge,
Joining him were his wife, Kimberly Doyle-Fraser, and sister, systems-based training,” Fraser observes. He adds, “The
Lynn Fraser-Polifemi, who were both new to real estate. company offers an organized array of superior business
Why Keller Williams and why now? “It was just the right systems that are easily accessible to all of their agents. As
time.” Fraser says. “It wasn’t a spur-of-the-moment decision. a result, anyone from a rookie agent to a seasoned veteran
I had been thinking about it for quite awhile, and had been can plug in and use established business systems that can
discussing the possibility with Canadian Directors Diane substantially shrink the timelines in which their dreams are
Mitchell and John Furber since 2007.” realized.”
Mitchell and Furber had worked with Fraser at his former While Keller Williams Realty has much to offer Fraser
company and “they believed that Keller Williams Realty and his team, he clearly brings a lot to the table too. “I have
would be an excellent match for me, and would open up new seen ups and downs in the market, and have been able to
opportunities,” Fraser explains. adapt to changing times. I know the Toronto market and
His decision was also influenced by the fact that his wife have built a solid client base, having worked with builders,
and sister had recently left the corporate world to become real mortgage companies and individuals.” Over the years, he
estate agents. Both of them came from the financial services explains that he has been able to sharpen his focus on long-
industry and a structured corporate environment. They were term relationships, rather than a mindset of moving from
looking for a company that would allow them the flexibility one transaction to the next. “The real estate business is truly
to realize their own vision and function as a team, but at the a relationship business. When interacting with clients, I
same time, provide tools and resources to foster growth. “It don’t see it as a single transaction, but more as long-lasting
was perfect timing for us to step back and evaluate which relationship.”
company would better help us achieve our long-term goals,” Now that he and his team have hitched their star to Keller
Fraser says. Williams Realty, the Toronto-Beach/Riverdale market center
In choosing Keller Williams, Fraser notes that, ultimately, it is looking forward to a long-lasting relationship as well. kw

3 4
GO ABOVE AND BEYOND
STAY IN TOUCH WITH YOUR PAST
TO SERVE clients. Most good
CLIENTS. Having your past clients work with
agents seem capable of delivering
you time and time again is great! What’s even
90 percent, but it is the final 10
better is when they endorse, promote and
percent that sets you apart and
refer you to their sphere of influence.
develops long-term relationships.


THE CITy OF
KELLER(Ly) LOVE
Keller Williams Realty ranks as top place to work in Philadelphia

A great workplace is one that inspires its employees and provides them with a great work environment,
according to Workplace Dynamics, a company that partners with leading publishers across the country
to produce regional “Top Workplaces” lists. Their research shows that workers want to do work that
matters, to give back, and “to be a part of something meaningful.”

By Celesta Brown

Late last year, Workplace Dynamics set out to survey 76,000 six categories of workplace strengths. “This confirms what we
employees of 163 companies in the Greater Philadelphia area. already knew: Keller Williams is an awesome company that
Included in the survey footprint were 22 Keller Williams deserves recognition throughout the real estate industry and
market centers and 2,122 agents and staff. Workplace the entire business world,” McCarthy enthusiastically reports.
Dynamics sent an email questionnaire to all the agents in “We have great leadership in this company and they mean
those market centers with a kw.com email address and a what they say: Keller Williams is a company that puts its
paper questionnaire was mailed to those without one. The agents first.” The survey results show that the agents and
survey, which had 25 detailed questions, covered categories employees believe the company is doing just that.
such as satisfaction, direction, career, work conditions, Ed Fordyce, team leader of the Exton (Pa.) market center
leadership and compensation. Respondents rated the – the market center that was featured in an Inquirer story
company by responding to statements about key workplace about the award – adds, “It's all about the agents. We are here
issues. to develop individuals to be the best that they can be with
In March of this year, the Philadelphia Inquirer published no ceiling. Both an agent brand-new to the business and a
the results: Keller Williams Realty emerged as the highest- seasoned agent has the opportunity to grow into a leadership
ranked large company in Philadelphia, trouncing other big position if they choose to or grow their real estate team to
names such as Campbell’s Soup, Pricewaterhouse Coopers great heights.”
and The Vanguard Group. McCarthy chimes in. “Locally, we offer affordable training
“We don’t know the exact score in all the categories, but and we encourage agents to bring a recruit to training for
we are told that we blew other companies out of the water!” free.” He says that there’s no for-profit training. All the
says Mike McCarthy, regional director for the Greater money goes back into the market center and into special
Pennsylvania Region. events for the agents. “We are constantly working to make
Keller Williams Realty scored unusually high marks in all sure their costs are kept to the bare minimum.”


All the positive energy is attracting top talent in the
area. People can’t help but be drawn to what Fordyce
calls a nonstop “environment and culture of support,
education and vision that is not found in other
companies or industries.”
Philadelphia’s agents and market centers are busy
putting the Top Workplace recognition and logo to
work. They will be using the logo on email signatures,
business cards, Web pages and in marketing materials
and collateral. Reprints of the list showing Keller
Williams in the coveted No. 1 spot will be included in
listing packages and recruiting material, and a full-page
ad thanking the agents for making the award happen is
running in the Top Workplace section of the Inquirer,
which has a readership of more than 2 million.
“Receiving this award also validates to potential
home buyers and sellers that our agents are happy
and confident and are great to do business with,” says
McCarthy. “Helping them leverage the Top Workplace
recognition is another way we can help them grow their
businesses, which is everything we are about. We just love
our agents and want to see them succeed.” kw


PERSPECTIVE ON THE
BIG PICTURE!
KW Market Navigator: Vision and Opportunities 2011 encompasses Gary Keller’s
vision for the real estate market, including a DVD of his Vision Speech from Family
Reunion 2011 and KW Research’s market-leading studies.

A powerful resource to:
• Sharpen your expertise
• Enhance your presentations
• Build your profit share tree

Put the Market Navigator 2011
to work for you right now!

Special pricing for KW associates!

To place your order, go to
http://www.millionairesystems.com
and click on KW Market Navigator


Alliance Building

Tapping the kind of connections that

strengthen your value proposition

By Anthony Azar, President, Strategic Business Alliances, Keller Williams Realty, Inc.

Variations on the same question are we’ve established. While many real Keller Williams Strategic
frequently asked of home buyers and estate brokerages have jumped on joint Business Alliances Division
sellers, and the answer is consistently, venture opportunities and marketing iN ACTiON!
“yes.” service agreements as a means to boost A new opportunity from CitiMortgage.
Clients want us to be connected and their bottom lines, we believe that
to make the home-buying process as mindset is the most important piece
convenient as possible for them through of successful vendor relationships. The
trusted relationships with mortgage, most productive alliances result from
title, home warranty, insurance and an integrated, holistic view of the real
closing/escrow companies (Strategic estate transaction and the entire client As part of our relationship with
Alliances). In fact, from the consumers’ relationship. CitiMortgage, Keller Williams
point of view, the concept of “one- To that end, our focus is twofold: associates have a unique opportunity
stop shopping” became increasingly • ield Keller Williams Realty’s
W to help thousands of homeowners on
attractive as obtaining financing and influence and leverage as the second-
closing on a home became increasingly largest real estate company in the the verge of foreclosure.
challenging. United States to identify best-in-class CitiMortgage has launched a
providers and negotiate tailored, and marketing campaign to delinquent
in some cases exclusive, benefits for
The most productive our associates’ clients, our associates
mortgage holders who do not qualify
to stay in their houses, encouraging
alliances result themselves, and our market centers.
them to consider a short sale as a
• evelop the systems and models that
D
from an integrated, market centers can use in order to solution to their mortgage hardship.
optimize their individual strategic Select Keller Williams associates
holistic view of alliance relationships.
will now have the opportunity to be
the real estate Solid strategic alliances promise positioned with these homeowners as
a wide range of benefits for Keller a resource for listing and completing
transaction and Williams associates, market center their short sale.
leadership and the clients we serve.
the entire client Our overriding caveat moving forward:
consult with a RESPA attorney. RESPA To learn more, go to
relationship. is a vague and complicated statute, (http://apps.kw.com/shortsale),
and the alliances that are formed at and be sure to update your Keller
That was the impetus behind the the market center level are subject to
creation of Keller Williams Realty’s different regulatory interpretations at Williams White Pages profile to reflect
Strategic Business Alliances division the federal, state and local level. your correct designations and contact
last year, and it’s the focus that has information.
driven every new relationship that


TOP50
PRODUCING TEAMS*
* BASED ON TRANSMITTALS RECEIVED FOR THE FIRST
QUARTER (JAN. THROUGH MARCH) 2011. CLOSED
TRANSACTIONS IDENTIFIED WITH THE SPECIFIC TEAM.

Name City, State GCI Units

1 Seybert Team Henderson, Nev. $598,753.08 221
2 The Kendra Todd Group Seattle, Wash. $597,410.90 77
3 Joe Rothchild Realty Katy, Texas $539,065.71 114
4 Ben KinneyHome 4 Investment Team Bellingham, Wash. $538,775.95 126
5 Harper Sells Houses Puyallup, Wash. $447,683.94 95
6 Rushforth Team Ottawa, Ontario $443,275.17 56
7 McCarty Team Marco Island, Fla. $441,351.67 27
8 Marnie Bennett Ottawa, Ontario $415,116.35 42
9 Charlotte Thomas Team Riverton, Utah $409,819.09 89
10 Tricia Fox Group Chicago, Ill. $401,018.63 36
11 The Heller Real Estate Group San Diego, Calif. $400,569.38 32
12 The Tello Team Pembroke Pines, Fla. $397,963.43 130
13 Jennifer Young Team Chantilly, Va. $386,532.07 59
14 Mercury Alliance Colorado Broomfield, Colo. $378,511.80 65
15 The Jesse Herfel Group Mesa, Ariz. $377,318.81 155
16 D & S Team Miami Beach, Fla. $374,865.50 13
17 The Brett Tanner Team Phoenix, Ariz. $369,917.25 126
18 Rhodes Team Dallas, Texas $367,479.77 60
19 The Marshall Group Salt Lake City, Utah $364,538.09 79
20 The Hardy Team Prescott, Ariz. $364,034.44 108
21 The Sue Adler Team Summit, N.J. $363,213.25 20
22 Carol Royse Lifestyle Team Tempe, Ariz. $356,487.72 113
23 WestOne Properties LLC Portland, Ore. $355,251.13 46
24 The Capalbo Group Manassas, Va. $344,586.88 38
25 Kevin Blain Team Visalia, Calif. $340,895.81 98
26 Kenny Klaus Team Mesa, Ariz. $332,646.43 95
27 Bizzy Blondes Marina del Rey, Calif. $330,591.86 20
28 Legacy Asset Management San Antonio, Texas $321,751.54 94
29 Philbeck and Associates Orlando, Fla. $317,866.29 131
30 Brenkus Team Henderson, Nev. $315,782.35 91
31 The Kink Team The Woodlands, Texas $311,172.54 18
32 Big City Properties Katy, Texas $310,705.59 99
33 Christine & Walter Delgado Tampa, Fla. $293,693.44 122
34 Cesi Pagano Team Mission Viejo, Calif. $290,841.51 30
35 Team Michael Rancho Mirage, Calif. $287,989.37 54
36 Home Resource Group Cedar Park, Calif. $286,129.62 59
37 The Norberg Group La Mesa, Calif. $284,144.84 19
38 Eng-Garcia Washington, D.C. $281,386.23 25
39 Kirby Properties, Inc. Reno, Nev. $278,086.33 92
40 The Got Real Estate Team Fort Collins, Colo. $269,166.86 62
41 Core Group LA Los Angeles, Calif. $267,349.08 13
42 The Monaghan Group Glendale, Ariz. $265,260.75 134
43 The Stephen Cooley Team Fort Mill, S.C. $263,355.55 51
44 The Ida Terbet Team Raleigh, N.C. $262,898.87 28
45 The Jan Richey Team Frisco, Texas $261,389.50 17
46 Bocage Team Fremont, Calif. $257,698.25 38
47 The Elias Team Temecula, Calif. $256,838.50 18
48 McCormick Team Palo Alto, Calif. $254,277.19 6
49 The Rugolo Team Scottsdale, Ariz. $252,373.43 80
50 Team Dettman La Quinta, Calif. $247,080.00 19


TOP15 TOP10
STAKEHOLDERS**
**AGENTS WITH THE MOST GROWTH AT THE FIRST LEVEL OF THEIR PROFIT
SHARE TREE. FIRST QUARTER (JAN. THROUGH MARCH) 2011
Agents
Name Region Market Center Sponsored
1 Jose Fleming Florida-North Southwest Orlando 32
2 Dulce Harris Texas-South Signature 19
3 Linda Avery Southeast Atlanta - Perimeter East 17
4 Shawn Kelsey Greater - Heartland St. Charles, Mo. 14
5 Franci Morrione Greater - Pennsylvania Blue Bell 11
6 Tracy Jennerjohn North Central Elm Grove 10
7 Barbara Tattersall New England Bedford-Manchester 8
8 Sondra Parker Ohio Valley Cincinnati-Hyde Park/Mariemont 8
9 Randy Cooney Southwest Scottsdale - Southwest 7
10 Kathleen Rita Kelly Greater - Pennsylvania Media 6

***CALCULATED BASED ON ANCILLARY AND TAX-ADJUSTED
PROFIT. FIRST QUARTER (JAN. THROUGH MARCH) 2011
MONEYMAKERS***

Ancillary and
Market Center OP TL MCA Tax-Adjusted Profit
1 Roseville Wayne Hall p
Patrick W. Woods Chris Apsley $145,640.20
2 Bonita Springs Jim Murphy p
Joe Harris Niki Zenczak $115,035.61
3 Austin Southwest Mary Tennant p
Diane Johnson Sherie Pfister $105,900.23
p
Melanie Kennemann
4 The Woodlands Judith Hopkins p
Diane Flicker Christopher Webster $89,273.16
5 Hollywood Hills Rick Dergan p
Gary Reavis Carmen Guevara $84,449.24
6 Greater Portland Dottie Bowe p
Katie Manchester Sharon Kimball $79,830.33
7 Grand Rapids East p
Karol Cooley Jon Jackson Lynne Heinz $79,364.97
8 Austin Northwest Mary Tennant Gene Frederick Linda Timmerman $77,995.88
9 Heritage Mark Willis Craig Owen Anna Reiswig $75,398.07
10 Toronto-Beach/Riverdale p
Diane Mitchell p
Dan Corcoran Jeannette Seguin $72,704.76
11 Houston Katy Gayle Huffman Fred Wright Echo Guo $70,227.12
12 Bedford-Manchester Alan Rice p
Mark Mulcahy Debi Levine $67,256.94
13 Charlotte - South Park Ed Arrington p
Amy Hawke Star Waddell $64,272.51
14 Bucks County South p
Paul Allen Debra Breen Dawn Myers $59,874.39
15 Bayside, Queens Louis Cardenas Allison Gambone George Herrera $58,737.03

****CALCULATED BASED ON KW OWNER PROFIT.
FIRST QUARTER (JAN. THROUGH MARCH) 2011
MONEYMAKERS****

Market Center OP TL MCA KW Owner Profit
TOP15

1 Roseville Wayne Hall p
Patrick W. Woods Chris Apsley $105,026.30
2 Atlanta - Sandy Springs Shaun Rawls p
Steve Kout Kenneth Gardner $84,355.56
3 Bonita Springs Jim Murphy p
Joe Harris Niki Zenczak $82,779.34
4 Greater Portland Dottie Bowe p
Katie Manchester Sharon Kimball $81,130.94
5 Austin Southwest Mary Tennant p
Diane Johnson Sherie Pfister $74,363.80
p
Melanie Kennemann
6 Hollywood Hills Rick Dergan p
Gary Reavis Carmen Guevara $70,087.34
7 Summit Cara Moxley p
Debbie Meckbach Joanne Morgenroth $68,412.42
8 Arlington Beverly Wells Smokey Garrett Holly Serben $68,308.04
9 Heritage Mark Willis Craig Owen Anna Reiswig $63,668.07
10 Ballantyne Area Brenda Benson p
Ann Yountz Lynn Davis $63,636.71
11 Grand Rapids East p
Karol Cooley Jon Jackson Lynne Heinz $63,428.91
12 Charlotte - South Park Ed Arrington Amy Hawke Star Waddell $61,872.51
13 San Antonio IH-10 Mark Willis Wendi Harrelson Bruce Mays $60,058.64
14 Toronto-Beach/Riverdale p
Diane Mitchell p
Dan Corcoran Jeannette Seguin $59,506.84
15 Bedford-Manchester p
Alan Rice p
Mark Mulcahy Debi Levine $58,783.86
p
Enrolled in MAPS Mastery Coaching


Risk Management

MARS
IS CIRCLING yOU
If you perform short sale services, make sure you are briefed
on the recent ruling’s disclosure requirements

By Avis Wukasch

On Jan. 31, 2011, the Mortgage Assistance Relief Services lender, no upfront fees can be charged, the consumer does not
(MARS) final rule went into effect. The rule is primarily have to use your services, we have to be honest in our dealings
focused on companies that offer loan modifications to with the consumer, and consumers should not stop paying
consumers; however, the rule also impacts real estate licensees their mortgage.
who represent clients involved in a short sale transaction. If you are referring business to a "short sale expert," ensure
This rule was designed to protect consumers from that they are fully aware of the MARS ruling and the specific
unscrupulous people who have set out to take advantage of new disclosure requirements. Referral arrangements may
consumers in distressed sale situations and requires three cause liability for non disclosure to pass also to the referring
disclosures at various stages of the short sale process. A licensee.
disclosure is required if a real estate licensee is advertising as Last but certainly not least in the rule, there are record-
a short sale specialist or expert. This disclosure is required for keeping and other compliance requirements.
advertising in any media, including print, social, video, audio, The National Association of REALTORS® (NAR) continues
signage, billboard – any media. to work with the Federal Trade Commission to have our
Another disclosure is required to the consumer before industry exempt from the disclosure requirement; however, at
mortgage assistance services begin – as soon as an agent this writing, these rules still apply to our industry.
becomes aware of the need for a short sale transaction and If you are offering short sale services, download the rule
before a listing agent begins to assist a seller working with the and read it. You can find the rule on the Federal Trade
seller's lender for a short sale. Commission's Website (http://www.ftc.gov): 16 CFR Part 322
A third disclosure is required at the time the licensee Mortgage Assistance Relief Services; Final Rule. You might
presents the client with the lender's short sale approval letter. also want to check with your state trade association. Some
All disclosures have specific language required; font size is also states have created forms for their members' use, and certainly
dictated in the rule. NAR has tools available.
Among the points that must be disclosed to consumers: real As always, consult your attorney for advice in this matter. kw
estate licensees are not associated with the government or the

Avis Wukasch is team leader of the Round Rock (Texas) market center. Having recently been ranked among the 100 Most Influential Women in Real Estate,
Avis currently serves as a commissioner for the Texas Real Estate Commission and is the immediate past chairman of the board for the Texas Association
of REALTORS®. On the forefront of regulatory issues affecting real estate professionals in Texas, Wukasch is certified to teach continuing education and pre-
licensure classes on agency, marketing, law and contracts.


KW CARES GETS AMPUTEE
BACK ON HIS FEET
Market center rallies behind family in need

An avid rock climber, Marius Wells was forced to stop scaling been able to pay for the needed home renovations without the
mountains when his foot became sorely infected. Having support of KW Cares.
battled diabetes since age 7, the disease finally led to ulcers on “You never think it’s going to happen to you. Marius didn’t
his left foot that ultimately led to the amputation of his leg seem like he had any problems, so the amputation was a
below the knee. shock,” Prescott says. “It was a real blessing from a cultural
“Marius was unemployed for a while,” says Melissa Wells, stand point to see all of the agents pull together and provide
Marius’ wife and the MCA of the Brevard (N.C.) market meals for the family, help with childcare, and do anything
center. On top of mounting medical bills, the couple faced they could to help the family out. It’s pulled us together as
costly renovations to make the home livable for an amputee. a company even more. Now everybody is giving more than
The Brevard market center banded together to help, says they’ve ever given before because KW Cares helped one of our
John Prescott, operating principal. In addition to pitching in own.”
with daily errands and hospital visits, they raised more than
$1,000. Knowing that a lot more would be needed in the way ROCK ON!
of financial help, Prescott suggested that Wells seek additional Marius has fully recovered. So much so that he returned to
help from KW Cares. rock climbing at a church event last fall. It was his first time
“We’re all well aware of KW Cares because our market getting back on a mountain, and the first time trying to hike
center has a goal of raising at least $3,000 a year for the the mountain with his prosthesis. Melissa wasn’t sure how
fund,” says Prescott, who serves on the KW Cares board. her husband would fare, and certainly had no idea he would
“This is exactly why KW Cares exists, so I encouraged Melissa become a hero that day.
to apply for a grant.” “We had two ropes going side by side and a 6-year-old boy
Soon after submitting her application, the KW Cares grant went straight to the top and panicked,” Melissa says. “When
arrived. he looked down, he was scared to death. Marius climbed up
and brought the boy down the rocks safely. It was awesome to
FINANCIAL LIFELINE watch.” kw
Wells was overwhelmed with gratitude.
In addition to helping to cover the prostheses and medical
supplies, Wells says she isn’t sure how the family could have


My dear Keller Williams family,

Family Reunion is a beautiful reflection of

who we are as a company, and that’s why I

love it so much. Never was that more true

than this year in Anaheim, Calif.

From the high-energy introduction Family Reunion is a celebration of the says that the exposure to the culture
of eEdge, to our record-breaking culture of our company, and what a joy continued to increase her enthusiasm,
cha-cha slide at the Red Bash, to the it was during the Cultural Summit to and when she heard that the 2010 KW
insightful general session speakers, sharpen our focus on the people who Cares Road Show with Rhett Butler
to the business-building breakouts, most notably demonstrated the many and Billy McLaughlin was coming to
to the networking and forging of ways that the culture of Keller Williams the Southern California Region, she
new friendships, to the moments is being brought to life. decided to get involved – and did she
of profound inspiration – the This year, our army of Cultural ever!
opportunities to know more and to Ambassadors grew by 58, signaling That one event raised more than
become more were all around us. $36,000 for KW Cares! In Nancy’s
words: “When Billy McLaughlin
Since I believe with all my heart
that getting to serve on your market
"... every moment walked out on the stage, looked out at
center’s Associate Leadership of Family Reunion the theater and said, ‘God bless Nancy
Council (ALC) is the greatest honor Dennison,’ I thought, ‘He already
in this company, it was a great thrill is a celebration of did when He brought me to Keller
to gather together our ALC members Williams Realty.’”
from all over North America for the culture of our My dear Keller Williams family, we
the ALC Town Hall meeting. As are a company that has been blessed so
we responded to so many great company ..." richly and has accomplished so much
questions from ALC members, we on so many levels. As we were reminded
felt ourselves privileged to be in the an increasingly powerful current of during the Inspirational Brunch on the
company of such a strong commitment positive energy and a commitment to final day of this year’s Family Reunion,
to leadership and growth. all that is good. the Keller Williams culture is simply
So many of you are living up to Nancy Dennison was among the who we are. It’s the small, everyday acts
the dream that Gary Keller had many who presented a very moving of kindness and courage that define us
for the ALC, back in the very early example of the impact that the ALC and reveal even greater possibilities.
days of Keller Williams Realty. He and the culture of the La Mesa/East
envisioned a passionate group of County market center had on her life. Yours in bringing the Keller Williams
leaders who understood that their When she joined two and a half years culture into your hearts, your market
No.1 responsibility was to model the ago, she says that she felt so welcomed, centers and the world.
achievement of their own goals – people appreciated and surrounded by positive
brimming with life, energy, a strong energy that she wanted to be a part of
desire to lift others up, and a fire in it and contribute. She started teaching
their belly to get their fair share of the CAMP 4:4:3 and Lead Generation Mo Anderson, Vice Chairman,
gift of profit share. 36:12:3, and she attended every Mega Keller Williams Realty
On some level, every moment of Camp and Family Reunion. She


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