The KW Guide

Introduction
The Evolution of the Real Estate Industry

Traditional Companies
Associates are dependent on the company; Financial gain is directed primarily to the brokers and the company; Associates have fewer opportunities for accumulating wealth
Keller Williams Realty

Associates have an interdependent relationship with the company and a mutual interest in success; Associates and brokers work as teams in achieving financial goals; Associates do not assume financial, legal or management responsibilities
100% Companies
Associates are independent and have landlord/tenant relationship with their company Associate focused environment with limited high-level support Associates assume all the financial, legal and management responsibilities
dependent
interdependent
independent
Copyright Keller Williams Realty, Inc. 2012
www.kw.com
About Us
Awards and Honors

REAL Trends, Inc. Represented 24 percent of the top 500 brokerages ranked by closed transactions and 28 percent of the top 500 brokerages ranked by closed volume in the annual REAL Trends 500, 2010 REAL Trends, Inc./Wall Street Journal Represented 23 percent of the top1,000 agents and teams in the U.S. in annual The Thousand report Entrepreneur Magazine Ranked #1 real estate franchise on the 32nd Annual Franchise 500 list, 2011 Inman News Co-Founder and Chairman of the Board Gary Keller named on of the 100 Most Influential Leaders in Real Estate, 2011
Inman News eEdge named the Most Innovative Web Service in the real estate industry, 2011
Training Magazine Highest ranked real estate franchise on annual Training Top 125, 2010 Swanepoel Trends Report Most Recognizable Real Estate Franchise for 2009, #1 Industry Trendsetter for 2009 Inc. Magazine One of the Top 5000 Fastest Growing Private Companies in America, 2009 American Business Awards Sales Training/Coaching Program of the Year in 2009 Franchise Times - Top Quartile of Franchise Operations in the U.S., 2009
www.kw.com
About Us
SHARED VISION
Mission To build careers worth having, businesses worth owning and lives worth living. Vision To be the real estate company of choice. Values God, family and then business.
Gary Keller, co-founder and chairman
www.kw.com
About Us
SHARED BELIEFS
The WI4C2TS Belief System

Win-Win or no deal Integrity do the right thing Customers always come first Commitment in all things Communication seek first to understand Creativity ideas before results Teamwork together everyone achieves more
Mo Anderson,Vice Chairman
Trust begins with honesty Success results through people
www.kw.com
About Us
SHARED PERSPECTIVE
We believe that real estate is a local business, driven by individual agents and their presence within their communities.
We believe in results through people.
Mark Willis, CEO
We are a company that thinks like a top producer, acts like a trainer-consultant, and focuses all its activities on service, productivity, and profitability.
www.kw.com
About Us
SHARED DECISION MAKING AND PROFITS
The ALC is the heartbeat of the market center involved and invested in every decision that affects our agents.
As long as we listen to our agents and deliver what they want they will prosper and so will we.
Mary Tennant, President and COO
www.kw.com
Defying the Market
Outpacing the Industry

Keller Williams Realty is the second-largest real estate franchise in the United States based on the total number of sales professionals, according to research conducted by REAL Trends.
kw
*2011 competitor numbers not available at time of publishing
www.kw.com
Defying the Market
While others are slowing Keller Williams Realty is growing.
*2011 competitor numbers not available at time of publishing
www.kw.com
Defying the Market
Agent Productivity
www.kw.com
Defying the Market
Agent Productivity
www.kw.com
Defying the Market
Agent Productivity
www.kw.com
Defying the Market
Agent Productivity
www.kw.com
Defying the Market
Our Agents Earned More Income
www.kw.com
Keller Williams Realty
Not Your Ordinary Real Estate Company

We like to think we stand out from other real estate firms in many ways, and FOUR areas in particular define Keller Williams Realty:
1
education
2
technology
3
culture
4
wealth building
www.kw.com
kw | EDUCATION
Keller Williams is the shining example of it is never too late to learn something new. I truly believe in this ongoing learning process because if you are just coasting, you can only be coasting in one direction downhill.
DAVID NORBERG, JAMUL, CALIFORNIA
Education
A Resource For Every Career Level
We are a training and coaching company that just happens to be in the business of real estate.
- Gary Keller
More than 60 KWU courses are downloadable from the KWU Website at no cost to our associates.
www.kw.com
Education
Cornerstone Courses
Ignite
Ignite is packed with the skills and scripts to spark any real estate career. A great starting point for anyone looking to close at least 16 transactions a year.
Lead Generation 36:12:3

Lead Generation 36:12:3 teaches you the disciplines and habits you need to close 36 transactions in 12 months by mastering 3 hours a day of lead generation.
Buyer Mastery and Seller Mastery

These two courses teach you the scripts and tactics of top producers on the both sides of the transaction.
www.kw.com
Education
Support in Building Your Team

Recruit-Select
Recruit-Select lays out how to build a pipeline of qualified candidates, effectively use behavioral job matching, and gives you a specific, defined system for three interviews to hire talent
Action Training
Action Training defines the process for a new hires first hundred days on the job so that at the end of that period you know if you have a highly productive, self-managed employee.
Leadership & Motivation

These are the systems for building highly productive, rock-solid relationships that retain talent on your team.
www.kw.com
Education
Timeless Resources
The Millionaire Real Estate Agent

Do you ever ask yourself, How do I, as a real estate salesperson, net $1 million a year? Gary Kellers nationally best-selling real estate career guide shows you how its done.
The MREA Curriculum

The complete MREA Curriculum drills down on the models of MREA, giving you and your team the steps, scripts and systems to take your business to the 7th level.
www.kw.com
Education
Timely Resources
SHIFT: How Top Real Estate Agents Tackle Tough Times

Shifts happen. Markets shift and so can you. Both transform your business and your life. In Gary Kellers third national best-seller, you will learn the 12 proven tactics that will power your business forward no matter the market. An entire curriculum is also available that drills down on the 12 tactics from the book.
SHIFT Commercial
SHIFT Commercial takes the tactics of SHIFT and focuses on the implementation of each into a commercial brokers business. This book is also packed with the proven models, tactics and insights from top commercial brokers across the U.S. and Canada.
www.kw.com
Education
Responding to the Market of the Moment
www.kw.com
Education
On Demand Learning Available 24/7
www.kw.com
Education
Family Reunion
Experience the most highly-attended private real estate franchise event in the industry!
This four-day companywide annual convention prepares you for mastering the current market with more than 150 breakout sessions taught by the best in the business.
Dallas, Texas
February 16-20, 2013
www.kw.com
MAPS | COACHING
We absolutely hold the key to greatness in our hands; its a conscious choice. MAPS is here to hold you accountable to making that happen.
DIANNA KOKOSZKA, PRESIDENT OF MAPS COACHING
www.kw.com
Coaching
MAPS Lives in Keller Williams Realty

One-on-One Coaching
MAPS Coachings award-winning Mastery program offers personalized coaching, business planning, and high-level accountability for those committed to growing their business and income as swiftly as possible, no matter the market.
Similar in design to our Mastery Coaching, Breakthrough Coaching offers personalized coaching on a bi-weekly schedule at a lower price with the goal of quickly accelerating you into the Mastery program.
Group Coaching
Our Fast Track programs give you exclusive access to improve your business in specific areas from developing the right mindset to mastering language patterns to taking and servicing REO and short sale listings.
www.kw.com
Coaching
BOLD
Business Objective: A Life by Design
BOLD FACTS: BOLD participants average 9.56 contracts during the 8 weeks of the course. Nationwide, BOLD increased written units of attendees by 57%, sold units by 27%, and GCI by 13% of BOLD students versus non BOLD students!
Written by MAPS President, Dianna Kokoszka, BOLD includes the mindset, skills and scripts that have propelled Kokoszka's own milliondollar real estate career and secured her place as the industry's "Queen of Systems and Scripts."
www.kw.com
Coaching
MAPS Signature Events

2012 Masterminds Session 1: April 23-26 Session 2: September 18-21 Session 3: November 7-9 With a focus on collaboration and learning from each other's "been-there-done-that" wisdom, Masterminds puts you an all-day brainstorming session with top-producing agents and leaders!
2012 Mega Camp September 18-21 Austin, Texas

Mega Camp is the place where the industrys top-producers gather hear the latest insights, trends and skill they need to succeed from Gary Keller and special guests and network with the best!
www.kw.com
kw | TECHNOLOGY
The My Listings, My Leads Philosophy

You work hard to get your listings, so in our book, you deserve every lead that comes from them. Our entire online lead generation system is built around this philosophy.
www.kw.com
Technology
Agent-Driven Solutions
eAgentC - In 1999, this agent-led technology group, was launched to protect and develop your position in an increasingly technology-driven industry. This led to the development of a complete lead generation network for every Keller Williams associate.
eEdge Exclusively envisioned by, voted on and built for Keller Williams Realty associates, eEdge is the real estate industrys first and only complete lead-to-close agent business solution including lead management, contact management, a marketing library and a paperless transaction system. All your contacts and data feed straight through the system no double entry, no multiple log-ons.
eEdge was honored by industry trend-watchers at Inman News as the Most Innovative Web Service in the real estate industry in 2011!
www.kw.com
Technology
Your Technology Suite
www.kw.com
Technology
International Reach, Local Feel

kw.com is home to more than 4.7 million listings (including yours)!
KW | Technology kw.com kw.com Profiles Office Website KWLS Syndication Agent Websites
www.kw.com
Technology
Agent Profiles
www.kw.com
Technology
Office Sites
www.kw.com
Technology
Keller Williams Listing System
www.kw.com
Technology
Agent Sites
Two Choices: 1. Customizable 2. Set it and forget it
www.kw.com
Technology: eAgentC
www.kw.com
Technology
eEdge The Power to Produce

Your myKW control panel is home base for your business and has everything you need, right where you need it.
www.kw.com
Technology
Your KW Lead Generation Network U.S.
www.kw.com
Technology
Your KW Lead Generation Network Canada
www.kw.com
Technology

Dont let another lead get away.
Lead response time is crucial, and with eEdges lead notification and automated follow-up systems, you ensure your response is immediate and meets consumer needs.
Real estate is a contact sport and your business IS your database.

eEdge provides a state-of-the-art, fully functioning contact management that allows you to track and tally each of your clients and all your communications with them.
Put an end to the marketing madness.

With the eEdge contact management system, your marketing campaigns run like a well-oiled machine. From emails postcards to listing presentations to phone scripts, eEdge offers a customizable library of material.
Efficient. Economical. Environmentally-conscious.

myTransactions makes you practically paperless and totally mobile all the way through closing. All the parties you choose to invite into the transaction can see the documents and the progress of the transaction the YOUR branded website.
www.kw.com
Technology
www.kw.com
kw | MARKETING
I can honestly say that Keller Williams is a culture where the best of the best share with everyone in our family and this brings tremendous value to every agent and team within the company.
CHRISTINE LEE, JACKSONVILLE, FL
www.kw.com
Marketing
Your Local Brand Matters Most
We stand behind our agents, not in front of them.

Gary Keller on the KW Brand Philosophy
www.kw.com
Marketing
Consumers Do Business With YOU

Its your own brand that matters most because nobody does it better than you.
48 percent buyers and 64 percent of sellers found their agent through a referral or personal contact with a friend, neighbor or relative.
64 percent of buyers and 66 percent of sellers only contacted one real estate agent before deciding who to work with.
Only 3 percent of buyers and 4 percent of sellers cited an agents affiliation with a particular firm as the most important factor when choosing their agent.
Source: National Association of REALTORS 2010 Profile of Home Buyers and Sellers
www.kw.com
Automated Marketing
Lead Generation and Marketing to Your Sphere

At the same time, we provide models and tools that help power your efforts. Our eEdge myMarketing solution offers you a complete suite of lead generation materials and tools.
www.kw.com
Automated Marketing
Winning Business
We stand behind you at every listing appointment and buyer consultation with benchmarked, proven presentations that help you stand out from the competition.
www.kw.com
Automated Marketing
Marketing Properties and Projects

And when its time to market your listings, turnkey marketing solutions save you time and money.
www.kw.com
KW Commercial
Targeting the Commercial Market
www.kw.com
KW Luxury Homes
Targeting Luxury Buyers and Sellers
www.kw.com
kw | WEALTH BUILDING
THE POWER OF PASSIVE INCOME
ILANwww.kw.com BRACHA
Wealth Building
The Power of Passive Income

You could listen to the rumors or you could profit from the truth.
The Keller Williams Realty wealth building models are designed to reward associates for building the company.
In 2012, Keller Williams Realty announced the companys first overseas franchise and expanded its wealth building platform to include growth share, a program in which international franchisees reward associates who help the company grow globally, much like profit share. These programs allow any Keller Williams Realty associate, affiliate broker, or employee the opportunity to participate in the business they help generate without assuming any financial risks.
You are vested after three years, and your profit share and growth share can be passed on through generations by willing it to a designee.
Profit share and growth share dollars may vary this is not an earnings claim.
www.kw.com
Wealth Building
Income Beyond Your Commissions
www.kw.com
Wealth Building
2011 total profit share distributed in the U.S. and Canada Associates with a tree
$38.3 Million
33,999
Associates receiving profit share
27,219
Numbers are as of year-end, Dec. 2011
www.kw.com
Wealth Building
www.kw.com
kw | CULTURE
KW has a fundamental commitment to development and growth .a commitment to building careers, building business and building livesits a catalyst for transforming lives. I should know - it transformed mine."
BO MENKITI, WASHINGTON D.C.
www.kw.com
Associate Leadership Council
Open the Books, Share the Decision Making

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

Inaugurated in 2009, RED Day (Renew, Energize and Donate) is Keller Williams Realtys annual, company-wide, day of community service. Keller Williams associates are asked to give where they live and dedicate a day to renewing and energizing the communities they serve.
Mary Tennant, President and COO
www.kw.com
Wellness Program
The Keller Williams Health Providers Program

You are more than just an associate with our company, youre a member of our family. Through our health provider program, we offer options for you and your familys health care.
www.kw.com
Keller Williams Realty is built by agents, for agents. Were a company thats changing lives.
The next one could be yours
Find us on:

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Introduction

The Evolution of the Real Estate Industry

Keller Williams Realty

Copyright Keller Williams Realty, Inc. 2012

Awards and Honors

Copyright Keller Williams Realty, Inc. 2012

Copyright Keller Williams Realty, Inc. 2012

The WI4C2TS Belief System

Trust begins with honesty Success results through people

Copyright Keller Williams Realty, Inc. 2012

We believe in results through people.

Mark Willis, CEO

Copyright Keller Williams Realty, Inc. 2012

SHARED DECISION MAKING AND PROFITS

Mary Tennant, President and COO

Copyright Keller Williams Realty, Inc. 2012

Defying the Market

Outpacing the Industry

*2011 competitor numbers not available at time of publishing

Copyright Keller Williams Realty, Inc. 2012

Defying the Market

While others are slowing Keller Williams Realty is growing.

*2011 competitor numbers not available at time of publishing

Copyright Keller Williams Realty, Inc. 2012

Defying the Market

Copyright Keller Williams Realty, Inc. 2012

Defying the Market

Copyright Keller Williams Realty, Inc. 2012

Defying the Market

Copyright Keller Williams Realty, Inc. 2012

Defying the Market

Copyright Keller Williams Realty, Inc. 2012

Defying the Market

Our Agents Earned More Income

Copyright Keller Williams Realty, Inc. 2012

Keller Williams Realty

Not Your Ordinary Real Estate Company

Copyright Keller Williams Realty, Inc. 2012

A Resource For Every Career Level

Copyright Keller Williams Realty, Inc. 2012

Lead Generation 36:12:3

Buyer Mastery and Seller Mastery

Copyright Keller Williams Realty, Inc. 2012

Support in Building Your Team

Leadership & Motivation

Copyright Keller Williams Realty, Inc. 2012

The Millionaire Real Estate Agent

The MREA Curriculum

Copyright Keller Williams Realty, Inc. 2012

SHIFT: How Top Real Estate Agents Tackle Tough Times

Copyright Keller Williams Realty, Inc. 2012

Responding to the Market of the Moment

Copyright Keller Williams Realty, Inc. 2012

On Demand Learning Available 24/7

Copyright Keller Williams Realty, Inc. 2012

Copyright Keller Williams Realty, Inc. 2012

Copyright Keller Williams Realty, Inc. 2012

MAPS Lives in Keller Williams Realty

Copyright Keller Williams Realty, Inc. 2012

Business Objective: A Life by Design

Copyright Keller Williams Realty, Inc. 2012

MAPS Signature Events

2012 Mega Camp September 18-21 Austin, Texas