kw outfront magazine online - july/august 2010

A PUBLIC ATION OF KELLER WILLIAMS REALTY, INC . JULY/AUGUST 2010, VOL.7 NO.4

TALENT FOLLOWSTALENT - PG. 12

MEGA CAMP TO FEATURE THE "BEST OF

THE BEST" - PG. 14

- PG.4

Mastering T H E D I S T R E S S E D P R O P E RT Y M A Z E

TIME TO GROW YOUR PROFIT SHARE TREE! -

PG. 3

BOLD ANDBEYOND! - PG. 15

July/Aug. 2010 • vol. 7 no. 4outfront2 Keller Williams Realty

MARKET OF THE MOMENT

A look at

some of the new leaders

of the distressed property

realm.

table of contents

04 HEAVY HITTERS

Proof positive

of KW Commercial’s

value proposition.

06

THE TRUMP CARD

Lessons on winning

with the top luxury

players.

08 BRING IT ON!

Gary Keller on turning

one step backward into

10 steps forward.

10

vol. 7, no. 4 - July/Aug. 2010

Executive Director of Marketing and Communications: Ellen Marks Editor: Lisa Wahlgren ([email protected])Marketing and Communications Coordinator: Laura PriceCopy Editor: Jeff RyderDesign: Travis DrakeContributors: Celesta Brown | Jill Dwyer | Jennifer LeClaire | Elizabeth MillardAdvertising: Tom Freireich ([email protected])Job Inquiries: ([email protected])

807 Las Cimas Parkway, Suite 200Austin, Texas 78746(512) 327-3070 phone(512) 328-1433 fax

OutFront is published by Keller Williams Realty, Inc. The entire document of OutFront is copyright© 2010 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© 2010 Keller Williams Realty, Inc. All rights reserved.

July/Aug. 2010 vol. 7 no. 4 OutFront is a publication of Keller Williams Realty, Inc.

New from KW Research!• Gary Keller’s vision for the real estate market • First-time buyers• What’s selling and why• Distressed properties• PLUS a DVD of Gary Keller's 2010 Family Reunion Vision Speech

Cover price: $49KW Leadership and Associate price: $5 To place your order, go to:

(http://kwu.kw.com/ kwu/marketnavigator)

ENTERPRISING GEN Y-ERS

Meet KW’s six new 30

Under 30 stars.

22 SOUL MATES

Mo Anderson

and Ebby Halliday

exchange wit, wisdom and

winning attitudes.

30

BROADEN Y O U R PERSPECTIVE

KW Market Navigator: Vision and Opportunities 2010:

July/Aug. 2010 • vol. 7 no. 4Keller Williams Realty outfront 3

In fact, nothing thrills us more than knowing that, this summer, thousands and thousands of you are getting on an exciting new wealth-building path! Our “Just Ask” theme cuts right to the heart of what this year’s profit share campaign is all about. You are a respected and connected real estate professional and opportunities are all around you every day to reach out to your sphere of influence. Just ask one of the “5 Simple Questions,” spark interest and start the conversation. Your team leader has the training to take it from there. To date, 15 Keller Williams associates have earned more than $1 million in profit share, and 23,769 associates have become participants in our profit share program. We fully expect that both of those numbers will double and quadruple in the coming years. We want you on the list, embracing profit share as your No. 1 vehicle for passive income growth! Our training, technology, culture and wealth-building opportunities far exceed that of any other real estate company in North America. We have what real estate professionals need right now to grow their careers and fund the lives they’ve always dreamed of living. And, most importantly, we have you on our team. Among your clients and

within your community, you are the face of Keller Williams Realty. It is your success, your spirit and your growth that will attract your colleagues at other companies to Keller Williams Realty. In other words, your underlying strategy for building your profit share tree should be to tap into everything that this company has to offer – enhancing your knowledge, income and validity every step of the way. So make sure that you attend every class offered in your market center – especially the Grow Your Profit Share Tree and Wealth Building Workshop courses! Read and share with your colleagues The Millionaire Real Estate Agent and SHIFT, become accountable to achieving your biggest goals by enrolling in MAPS Coaching and BOLD and, of course, register NOW for Mega Camp 2010. (http://events.mapscoaching.com). Better yet, invite a colleague from another company to join you at Mega Camp! Great things are in store for you and for Keller Williams Realty. This is our time!

Mark Willis, CEOKeller Williams Realty

5 SimpleQuestionsTO GROW YOUR PROFIT SHARE TREE

1. THE SIMPLE COFFEE QUESTION

“Would you like to meet for coffee? I’d love to get to know you and talk shop.”

2. THE SIMPLE EVENT QUESTION

“Do you have a minute? Look, I called you because you were great to work with. There are going to be 7,000 agents in Austin, Texas, for an event called Mega Camp. I knew you would be an agent who would enjoy networking, as well as hearing the latest compelling research on real estate. Top agents will share their marketing ideas, scripts, dialogues and more.”

3. THE SIMPLE BUSINESS CONSULTATION QUESTION

“My team leader is somebody you need to know! You owe it to yourself to talk with them. Would you mind if I had them call you?”

4. THE SIMPLE TRAINING QUESTION

“Our training is fantastic – you actually grow your business while you’re in class! Would you like to attend Buyer Mastery with me?”

5. THE SIMPLE GIFT QUESTION

“My team leader has one of the greatest business-building books available, The Millionaire Real Estate Agent, and I think you would love it. It made a tremendous impact on my business. Would you like her to call and set up a time with you to come by and get one?”

DEAR ASSOCIATES,

Have you extended an invitation to someone this

week to explore all that Keller Williams Realty has to

offer? If not, here’s what you need to do. Start a list

and make a plan NOW. Then, make another list of all

the ways that a bigger stream of passive income can

change your life. And here’s the third thing: dream

big ... Because you can. That’s what being a part of

Keller Williams Realty is all about.


By Lisa Wahlgren

Cover Story

For every home that’s on the market in Portland, there are another two that are owned by a bank. In Phoenix,

REOs and short sales account for 67.7 percent of the housing inventory. In the first quarter of 2010, one in every

28 homes in Las Vegas received a foreclosure notice. Distressed property statistics vary dramatically from one

market to another, but throughout North America, short sales and REOs have clearly entered the mainstream of

real estate transactions.

Here are four profiles of Keller Williams associates who are facing the market of the moment head on. In the

process, they’re solidifying relationships, reinforcing their value proposition and accelerating the market’s recovery.

Mastering T H E D I S T R E S S E D P R O P E RT Y M A Z E

M A R K E T O F T H E M O M E N T D E M A N D S D E C I S I V E S T R A T E G I E S A N D C L E A R V I S I O N


Brian Gubernick, Scottsdale-Southwest market center

Business snapshot: Sole focus on short sales. Completed 200 transactions in 2009 and is on track for 275 to 300 in 2010. Business is split into two entities: One takes short sale listings and sees them through to close, the other negotiates with banks on behalf of other agents’ short sale listings.

Market perspective: Increasing trend toward “strategic defaulters” – homeowners who are financially able to make their payments, but are underwater on their mortgage and choose to walk away from their mortgage due to a perception that they’ll never recoup the value that was lost during the shift. In the Phoenix market, short sales and even foreclosures have become far more socially acceptable than a few years ago.

Key success factor: Built a team based on the experience that lead generation and taking listings is a separate skill set from negotiating with banks. Focuses on negotiation, leveraging in-depth knowledge of the various players, policies and systems at various financial institutions.

Adrienne Gillis, associate, Bothell (Wash.) market center

Business snapshot: Focused on REOs for the past 15 years. 99 percent of business is REOs. Completed 101 transactions in 2009.

Market perspective: 2010 has seen a slowdown in new assignments, partly due to greater cooperation from banks on loan modifications and short sales, but another

wave of foreclosures is anticipated.

Advice to prospective REO specialists: The playing field, which was once limited to a select few, has opened up. Banks are much more willing to work with newcomers.

The best strategy for breaking into the business: Get your name out there. Do massive numbers of BPOs.

Key success factor: ALWAYS be a part of the solution, determined to tackle anything that comes up with the attitude that it’s never a problem.

Lisa Treu, associate, Boynton Beach (Fla.) market center

Business snapshot: On track for 100 transactions in 2010. Along with husband, Steve, runs a team whose business is 70 percent short sales. Close rate stands at 98 percent, allowing for the fact that when buyers fall out of a short sales transaction, the sales cycle starts over and the deal is submitted a second time.

Marketing edge: Hosts a weekend morning radio show, “Treu Real Estate 911.”

Success strategies: Come from contribution at every stage of the process, based on empathy for all parties: buyers, sellers and bank negotiators. Master negotiation skills, earn the respect of key players, don’t accept a “no” when the answer should be “yes.” Banks know when they are working with an experienced agent.

Market perspective: Transaction time frames are shortening. Recently closed a short sale in seven days and three others in 30 days. Smaller banks, which are not as inundated with requests, are able to move faster than larger ones. Knowledge and negotiation skills speed the process.

Mandi Ross, associate, Phoenix/Goodyear market center

Business snapshot: 102 transactions closed in 2009, 99 percent of which were REOs and short sales. 67.7 percent of market inventory is distressed properties. Close rate for short sales is 89 percent. Moving toward a sharpened focus on short sales.

Why short sales?: The opportunity to build relationships for life by serving as a consultant and adding enormous value.

Market perspective: Bank-owned inventory is down to a three-month supply from 13 months a year ago. Investor demand for bank-owned properties has increased, due to dwindling supply. The market’s average short-sale close rate has increased from 13 percent two years ago to 46 percent today, due to improvements in bank systems and infrastructures.

Key success factors: Constant education, systems that ensure optimal leverage of team resources, selective acceptance of listings, consultative approach with clients concerning what’s in their best interest. kw

Short-sale aficionado Knolly Williams, associate with the Austin Southwest market center, kicked off Keller Williams Agent to Agent Market this year with his 7 Days to Success with Short Sales Toolkit. (http://agenttoagentmarket.com).

Bring buyers up to speed on the facts. Opportunity is Knocking: Your Guide to the Ins and Outs of Finding a Good Deal in Today’s Market is available from the Marketing tab on (http://mykw.kw.com).

The KW Market Navigator 2010: Vision and Opportunities presents a research-based resource for navigating the current market – and includes an entire section on distressed properties. (http://kwu.kw.com/kwu/marketnavigator).

Looking to learn more?


KW Commercial

INDUSTRy HEAVY HITTERS SEE UNIqUEOPPORTUNITY IN KW COMMERCIAL

THE PROOF IS IN THE PEOPLE

By Celesta Brown and Lisa Wahlgren

The Austin-Southwest market center’s recent infusion of top commercial talent is sending a big message out to the market: KW Commercial has arrived. Drawing on her 31 years of experience in commercial real estate management, leasing, sales and acquisitions, Rhonda West, associate, is spearheading training and education. “We see a paradigm shift in the commercial real estate industry. The KW Commercial business model is appealing to people who have been on their own and are now in need of more support and training.” Rhonda’s husband, Butch, is equally excited about joining KW Commercial. Having flown solo and affiliated with some of the top commercial brokerages in the business, Butch and Rhonda were looking for new opportunities and outlets to use what they have learned to benefit others. Lately, they’ve been volunteering almost half of their time, working for the CCIM (Certified Commercial Investment Member) Institute and other organizations. “We have a lot to give,” Butch says. “KW Commercial provides us a platform to share our expertise,

give back, and be part of a team that feels like family. Rhonda and I can make a difference here.” Joining Rhonda and Butch is Larry Locke, another heavy hitter who brings more than three decades of insightful industry knowledge to his new role as KW Commercial director. At his previous company, he developed a land brokerage division throughout central Texas and had amassed more than 40 listings – 5,000 acres’ worth – in the four years he was with them. As a testament to the strength of the relationships that Locke forged with his clients, all his current listings have come over to KW Commercial with him. Locke’s particular strength is forecasting and trend spotting. It’s second nature to him to look for undeveloped areas where expansion and growth are forthcoming. Over the years, he’s worked for companies, been on his own, spent time working on brokerage financing overseas, and worked in all parts of real estate sales from shopping malls to office parks, but he always gravitates back to land brokerage. He was attracted to Keller Williams Realty because of the

Butch and Rhonda WestLarry Locke

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KW Commercial

INDUSTRy HEAVY HITTERS SEE UNIqUEOPPORTUNITY IN KW COMMERCIAL

The growth of the Austin-Southwest market center’s

commercial division has relied on the oldest technique in the book: cold calling. First there was the call last year from Assistant Team Leader Eric Copper, to Eden Box, urging the Austin-area real estate icon out of retirement to serve as the commercial division’s director of development. “Once I signed on, I

star ted doing some research about the people I thought would be wonderful additions to our commercial division, and Rhonda West’s name kept coming up, so I called her and we agreed to have lunch.” It was around that same time that Gary Gentry, associate at the Austin Southwest market center, contacted Larry Locke whom Gentr y had known for years. That set the wheels in motion for him to join forces with the company. Rhonda and Butch’s credentials and their CCIM leadership speak for themselves, Box notes. “What isn’t as well known throughout the industr y is how much fun they are. They were both very successful in their businesses, and it took a while to persuade them that this would be even more fun.”

competitive compensation structure and the myriad of opportunities to enhance his career that he’s not been able to find elsewhere. As a new division, KW Commercial is seeking people who are steeped in the business and have experience growing a company from the ground up. Locke emphasizes that it’s important to draw clear-cut lines between commercial and residential. “They are wholly different,” he says. Because the shifted market hasn’t fully impacted the commercial side of the business, yet, he says residential agents are curious about moving into commercial, thinking there are huge commissions. But he warns that it often takes years to get to closing. For this reason, Locke is interested in guiding and mentoring promising commercial agents. “Commercial brokerage is a slow business; the attrition is substantial. You have to have a support system, and I want to develop and lead training endeavors that will assist new brokers on their journey to success.” He acknowledges that the Keller Williams team culture will give commercial agents a considerable competitive advantage. “Everyone at Keller Williams is so willing to lend a hand, which is refreshing because that’s not usually the way it is in the land brokerage business.” Nowhere was that more apparent to Larry, Rhonda and Butch than during their trip to Family Reunion this year, prior to signing on with KW Commercial. “I talked to so many people and I never got one negative comment. Everyone was happy,” Rhonda says. kw

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Linda D’Ambrosi ventured into real estate seven years ago with a big goal: to work with Donald Trump. But it wasn’t until she signed on as a member of Luxury Homes by Keller Williams at the L.A. Harbor market center that she finally landed that Trump deal. D’Ambrosi and her partner Sandra Callen represent The Estates at Trump National Golf Club in Palos Verdes, four grand estates on the Palos Verdes Peninsula. Prices of the exclusive properties range from $3.4 million to $12 million and offer private, coastal living just outside of Los Angeles. The homes range from 6,000 to more than 15,000 square feet and include access to the luxury golf club with its 45,000 square-foot clubhouse. After spending most of her professional career as a paralegal, D’Ambrosi has become a rainmaker in the luxury real estate market. Her philosophy: “Get it done now!” Her mission: “Help all parties in a challenging real estate transaction accomplish their goals.” Her mantra: “It’s not one person who creates success; it’s everyone around you.” “When I went to talk to Mr. Trump, I was very secure in my mind knowing that I would get the deal even though I had never sold $4-million or $10-million or $12-million homes before,” D’Ambrosi says. “Because I had just joined Luxury Homes by Keller Williams to position myself in the luxury market, I was able to tell Mr. Trump that I was a luxury home agent.”

This newly-minted luxury home agent got plenty of advice from her team leader and from the leadership at Luxury Homes by Keller Williams before meeting with Trump. The advice she received gave her the confidence to go into the meeting boldly. D’Ambrosi knew she had an entire team behind her, even though she had yet to meet them. “If you take the free classes the division offers and combine it with all the tools that are available, the impact is amazing,” she says. “The Platinum Sales Systems Website, one of the preferred partners of the division, is very effective. The mastermind luxury group, where you can speak with other luxury agents throughout North America, is incredible. There’s no other real estate company where agents are so willing to share advice.” D’Ambrosi considers the Luxury Homes by Keller Williams' arsenal of training and tools to be key to the success of her business, and she notes that the division is constantly building new resources for members. Currently, she says that 80 percent of her time is concentrated on Trump properties. Callen, works in the $1-million to $4-million range that D’Ambrosi calls the “bread and butter.” The duo both target foreign buyers looking for oceanfront homes. “Many of our clients come from Asia, and it’s a whole different sphere of influence,” D’Ambrosi says. “People with money will always purchase if it’s the right spot.” kw

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B Y J E N N I F E R L E C L A I R E

Sandra Callen and Linda D'Ambrosi

CACHET AND CONFIDENCE:W H AT I T TA K E S TO L A N D F O U R T R U M P L I S T I N G S


PALM SPR INGS VENTURE MARKS NEW CHAPTER FOR LUxURy HOMES By KELLER WILL IAMS AND KW COMMERCIAL

Visitors to the La Quinta market center’s new business center near Palm Springs, Calif., are in for a treat. With a sharp focus on luxury and commercial properties, “The environment is a blend of elegant hotel lobby and spa, kind of like a resort,” says Michael Hilgenberg, a founding director of Luxury Homes by Keller Williams and the operating principal of the La Quinta market center. Plans for the center kicked off in December 2009 during a joint Associate Leadership Council (ALC) planning session in which associates noted the need to raise Keller Williams Realty’s stature among luxury and commercial clients in the Coachella Valley. "We wanted to follow what Gary Keller teaches, which is

that when markets shift you need to anticipate the change and switch strategies. We saw a shift coming to more luxury home sales, and we wanted to be positioned to fully leverage that opportunity.” KW Commercial has also been folded into the mix, and Hilgenberg anticipates that commercial activity will account for approximately 10 percent of sales. “It’s an important selling point,” he explains. ALC member Linda Baughman adds, "We’re anticipating an upward spike as the business cycle advances. The Coachella Valley is a well-known haven for the rich and famous, and this is the perfect time to position Keller Williams as the luxury home leader." kw

Members of Luxury Homes by Keller Williams are now able

to provide clients with a marketing advantage that firmly

demonstrates the benefit of the company one keeps! Developed

in conjunction with Unique Homes, members’ listings will be

exclusively featured in the publication and added to the Unique

Homes Website, which is syndicated to 30 partner sites and

placed on the digital magazines for both Luxury Homes by

Keller Williams and Unique Homes. Options include quarter-

page, half-page and full-page ads. For more information visit

(http://kwluxuryhomes.com).

N e W M e M B e R B e N e f i t !Exclusive access to Keller WilliamsRealty's new luxury listing magazine

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Marnie Bennett

Bring It On

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

The real estate business entered into a tough time around the final quarter of 2005, and

for two years that followed, we were told that there was no recession. Then the recession

became official, and it appears that we are soon to hear that the recession is over.

The fact is, it would be very naïve for any of us to expect a dramatic turnaround. The

environment for you and me for the next couple of years, possibly the next five or six years,

is going to be pretty much as tough as it is right now. So what does that mean to us?

Nothing.

Because we aren’t going to let the environment define or confine us.

C.S. Lewis, one of my favorite authors and theologians, once said, “If you think of this

world as a place intended simply for our happiness, you'll find it quite intolerable. On the

other hand, if you think of this as a place of training and correction, it’s not so bad.”

In fact, it can be awesome. The trick is to not expect it to be easy, commit to doing what

it takes, work hard and constantly learn.

Ever notice how when you think something is going to be hard and you do everything you

can to prepare, it ends up being easy? That tends to be the case, but then there are also

these things in life called "breaks" – good breaks and bad breaks. We don’t get to choose

our breaks, but we do get to choose how we are going to respond.

It’s so tempting to be demoralized or even defeated by the bad breaks. The fact is, every

break is an opportunity – an opportunity to either go up or down.

In 1986 in Austin, Texas, the real estate market literally collapsed and it was horrific. The

No. 1 real estate company and No. 1 home builder in Austin went bankrupt. Our company

went from 72 to 40 associates. Six of my top people walked out, and my receptionist,

bookkeeper and relocation coordinator were recruited away. I had no staff and was down

to 33 agents in one of the toughest markets Austin had ever seen. That’s what we call a

bad break, and I had a decision to make: I could either go with that or I could go against

it. I could reinvent myself or just continue the way I was doing business. It was at this time

that the company that we now know as Keller Williams Realty was created.

Bad breaks tend to be as much of an opportunity as good breaks, they just don’t feel like

it at the moment. I’m not saying this to minimize or deny hardships, but to point out that

SETBACKS, SHIFTS, OBSTACLES …

All a matter of how you look at it.


great lives are truly defined, if not created, by the challenges that they

overcome. Without Goliath, there is no David. History’s most notable winners won because they refused to become

discouraged by their defeats. They didn’t succeed their way to success

– they failed their way to success, and that’s exactly how it works for us.

In other words, if you don’t have any difficulties, your life will not be all

that it can be. Everybody fails before they succeed, but not everybody succeeds

after they fail. Napoleon Hill said, “Your attitude is the most important thing in your life,” and

he’s exactly right. No one and no circumstance can force you to change your attitude. It’s

something that you control. Sir Winston Churchill once said, “Success is the ability to go from one failure to another with

no loss of enthusiasm.” Isn’t it amazing how the most accomplished people in history tend to be so familiar with

failure? So what is it that separates the losers from the losers who keep on trying?

I think it comes down to vision. Those whose lives are driven by a higher vision tend to find it

easier to accept failure as a temporary, short-term setback.

I am in no way advocating a Polly Anna approach to life because I personally am

offended and put off by people who have a “positive attitude” that is clearly very

fake. I advocate a positive attitude, but only if it’s reinforced by effort that is real and a

determination to not be defeated by immediate setbacks.

Every week, I get to talk to agents who have stared down huge obstacles, and I’m proud

to say that Keller Williams Realty seems to attract these kinds of individuals. We’re in the

company of people who have faced all kinds of setbacks, and there tends to be a very

similar thread that runs through the stories of those who have triumphed as better, stronger –

and often wealthier – people. They decide to conquer their fears; they get in touch with their

“Big Why”; they don’t entertain failure as an option; they realize that the only things that they

can control are their attitudes and their actions and, in doing so, they tap into how much

power they actually have. Life at its best is a learning opportunity – an adventure to be lived, learned from and

moved forward. Onward …

Bring it On


KELLER WILLIAMS REALTY PROVES TO BE THE PLACE FOR TOP AGENTS WHO ARE LOOKING FOR MORE

B I G G E RP O T E N T I A L

Big Names

The Next Step

Ed Goldfarb, associate, Pembroke Pines/Miramar (Fla.) market centerFor nearly 20 years, ed Goldfarb has been a real estate icon in Florida, racking up top achievements year after year with RE/MAX. He has reached a staggering number of career sales: 1,540, with 43 of those in the first

half of 2010. Goldfarb was never one to seek designations, but several years ago he had the vision to seek the Certified Distressed Property Expert (CDPE) designation which proved to be critical. Since then, he has become a leading voice on short sale reform and a master of the market of the moment. On average, 95 percent of his short sales make it to the

closing table – 65 percent higher than the national average. As a distressed property expert, he regularly shares his knowledge with local and national media outlets, including USA Today, the The Miami Herald, The Sun Sentinel and National Public Radio. Rita Polit, team leader of the Pembroke Pines/Miramar market center views his media presence as a by-product of the degree to which his clients respect him, as well as his “tenacity and passion for helping others. He’s an example to our entire industry. " On May 1, 2010, his entire team – two buyer’s agents, an administrative assistant and a mediator for short sales – joined the Pembroke Pines/Miramar market center. Goldfarb estimates the switch will translate into an additional $25,000 to $30,000 in his pocket every year. He anticipates that he’ll double or even triple his sales and is confident that he has sided with a company that can support him and help make it happen.

Jim Kaemingk, associate, Bellingham (Wash.) market centerAs a top-producing Windermere Real Estate agent in the Northwest, Jim Kaemingk was often solicited to join other firms. He was happy where he was and wasn’t looking to make a move. That all changed when Ben Kinney, operating principal of the Bellingham market center, gave him a copy of SHIFT: How Top Real Estate Agents Tackle Tough Times. He says that the powerful messages in the book really resonated with him. He’d had at least five years of unbridled success before the market began to change. When he read the book, “the light came on.” He realized he had to shift his mindset and his business. Soon after, Kinney and Kaemingk went to MAPS Coaching's Masterminds together in Austin, Texas, where Kaemingk had

the opportunity to hear Gary Keller speak and realized “they knew what they were doing.” He joined the Bellingham market center shortly thereafter. Chad Hyams, team leader, says, “Jim has brought a powerful energy to our office.” Kaemingk says he is impressed with the team emphasis at Keller Williams Realty. He didn’t have that before and finds the positive energy translates easily to clients. With more than 40 listings, the transition from Windermere seemed insurmountable. That wasn’t the case; Kaemingk has doubled his listings in about six weeks.

Keller Williams Realty is on the radar screens of the industry’s best and brightest like never before ... and for good reasons: time-tested business models, industry leading technology, the industry’s best training, coaching and wealth-building opportunities, and a culture that’s focused on improving communities – and the people within them. Recently, three real estate luminaries joined Keller Williams Realty. They were inspired by the company’s innovation and success and see Keller Williams Realty as the best next step in their careers. Here’s why they made the switch:


Only $10/mo* for AgentsOnly $20/mo* for MCs

Increase Repeat & Referral Traffic

Generate More Leads

Close More Business

Gain a Competitive Advantage

®

Mike Mazyck, associate, Rockwall (Texas) market centerFor several years running, Mike Mazyck has been the No. 1 agent in the Rockwall, Texas, market. He has spent all of his seven successful years in the business at Coldwell Banker, but recently

joined the Rockwall market center, located outside of Dallas. He’s very clear on his reasons for doing so: 1) He wanted to have control of his business. “At Keller Williams, all of my business is mine. As I grow it, I need to know I’m doing it for me.” 2) He wanted to have his own phone number on his "for Sale" signs. Mazyck explains that, previously, his "For Sale" signs had the broker’s office number on them. Now that his own contact information is on his signs, he’s in a better position to manage the leads. 3) Keller Williams Realty is open to out-of-the-box thinking. Mazyck says he feels more at home with the motivated, ambitious agents at the Rockwall office and he’s eager to put some nontraditional ideas into action.

4) He was already using The Millionaire Real Estate Agent models. Amber Boyd, team leader of the Rockwall market center, says she was thrilled to discover that Mazyck had already put the MREA models to work for him. “In 2009, our office had a Business Planning Clinic and a Mega Agent Panel. Mike agreed to sit on the panel, and I was amazed when I listened to his answers to learn that he ran his business by following The Millionaire Real Estate Agent models! I thought, ‘WOW, why isn’t this guy with KW?’ After months of talking and networking together, Mike and his team of six joined the Rockwall market center." “When I am talking with new talent, I am looking for someone who can produce, and more importantly, someone with great leadership skills who is a fit with our culture. Mike met all of those qualifications and then some." Boyd says. Dee Dee trosclair, the regional director of the Texas-North and New Mexico Region, couldn’t agree more. “Having Mike in our Keller Williams family in North Texas has helped solidify the strong market presence we have developed in the last few years. He is an example of the validity in our agent-focused model. Mike built his team using the MREA while he was at his former company, again reinforcing that our systems and models work. We’re glad he came to the source to build the rest of his bright future!”

Big New Recruits

July/Aug. 2010 • vol. 7 no. 4outfront14 Keller Williams RealtyREGISTER TODAY! HTTP://EVENTS.MAPSCOACHING.COM

MEGA CAMP 2010 | SEPTEMBER 13-16AUSTIN CONVENTION CENTER | AUSTIN, TEXAS

BEST OF THE BEST!W I L L Y O U B E A M O N G T H E

Gary Keller is taking the networking up a notch this year with a look at the very best strategies and systems in the business. Ever wonder what ranks as the real estate industry’s:

• BEST Seminar Approach• BEST Pre-list Package• BEST Leverage• BEST Organization Approach• BEST Approach for Working with Buyers • BEST Short Sales Approach• BEST Wealth Building Through Profit Share

• BEST Internet site• BEST Craigslist Approach• BEST Social Media Approach• BEST Farming• BEST Open Houses• BEST FSBO/Expireds Approach• BEST Referral Approach

PLUS:The Grammy award-winning Christopher Cross, will perform live,

followed by an onstage interview with Gary Keller.

THIS AND A wHOLE LOT MORE!

Register NOW for what promises to be the most informative,

idea-packed, and inspirational Mega Camp EVER!

http://events.mapscoaching.com

Mega Camp 2010 Austin, Texas

Mega Agent Camp Sept. 15-16

Mega Leadership Camp Sept. 13.14

Mega Tech Camp Sept. 14


Launching Sept. 14, 2010 at Mega Leadership in Austin, Texas. “I want every leader in our company to take this course!” Mary Tennant, President and COO, Keller Williams Realty.

BOLD Revolution! Starting

July 18, 2010, follow four

BOLD participants’ breakdowns

and breakthroughs, reality TV

style, during their eight-week

BOLD Journey. (http://apps.

kw.com/bold-revolution).

BOLD and BeyondMAPS Coaching

The nuMBeRsTeLL The STORy!

During the first 12 months of BoLD: June

2009 through may 2010 …

• 10,342 participants

enrolled in BOLD during

100 separate sessions.

• Number of contracts

taken during the program:

72,863!

Tim Heyl

W h A T ' S N e x T f O R B O L D ?

BOLD fOR LeaDeRship!

A full year after graduating from the intensive coaching experience, BOLD alumni report that they are still going strong with the mindset and the success habits that BOLD set in motion. Among them: Tim heyl, associate with the Austin-Southwest market center. A rookie and recent college graduate at the time he enrolled in BOLD, heyl laughs openly when asked what his career and GCI would have looked like had it not been for BOLD. “When I got into real estate, my goal was to make $100,000 a year, but I had no idea how I was going to do that,” heyl says. That’s where BOLD came in. "Because of BOLD, i have a structure to my day and i know what it is that i need to do to achieve my goals." heyl managed to sell 16 homes during his first 12 months in the business, resulting in a GCI of $111,000. “in BOLD, i learned that my no. 1 job was to get the business, and i know that if i haven’t made a set number of calls in a day, that i haven’t actually worked. it’s all about the constant inflow of business – not hoping to get lucky or land one huge listing.” excited about enrolling in BOLD again next time it’s offered in Austin, heyl says he finds it sad to see how some people in the real estate business struggle. “They don’t realize how easy it is to make money.”

The LOgicaL nexT sTep fOr many high achievers: Maps MasTeRy COaChing!


Here at our International Support Center, where the concept of RED Day was born, bred and embraced, nearly every one of us – 150 in total – participated this year. Along with associates from other Austin market centers, our RED Day initiatives ran the gamut. We picked up trash on a hike-and-bike trail; painted murals; landscaped and put on a party at a children’s home; spruced up an animal shelter; rehabbed a local theatre; put up a cedar log fence; planted and cleared trails at a biodiversity site; and got a children’s hospital set up with donated formal dresses, shoes and accessories in preparation for the Cancer Ward’s high school prom. Spouses, children, guests and prospective associates joined the fun. It could not have been a better day. To witness the many ways that we responded to community needs and to be able to take part in so many different service projects was a wonderful privilege. The community took note: local newspapers and TV stations covered us, and prospective agents got to experience the Keller Williams culture firsthand.

As we got in our cars and drove back to our homes on May 13 – along many newfound blisters and sore muscles – we were reminded how powerful we are as a team. And the best part of all: the realization that tens of thousands of you at nearly 700 market centers throughout North America had also gotten together as a team to have a significant impact on various corners

of your communities. That’s what being a part of the Keller Williams family is all about. As Mark Ozman, associate with the Indianapolis/Carmel market center, wrote in an article that appears on page 29 of this issue, “RED Day isn’t about cleaning up a park. It is a one-day expression

of what happens 24/7 in the Keller Williams culture. It is seeing a need, discovering who can meet that need and then getting it done.” Well said, Mark. I couldn’t agree with you more.

Yours in living the Keller Williams culture,

Dear Team,

RED Day is now an entrenched part

of our culture, and it’s one of my

favorite days of the year.

Mary TennantPresident and COOKeller Williams Realty

Witnessing the

many ways that

we responded to

community needs

was a wonderful

privilege.

RED Day


Online personalities can have a lot of clout these days, and whether online or off, you are the brand that matters. Last year, when we began laying out the blueprint for the new KW.com, the most important goal behind the site was delivering more leads to our associates. While resources on buying and selling homes are readily available on KW.com, it is you, the agent, who acts as the interpreter. Real estate is a local business and you are the face of that business – which leads to me to one of the more exciting features on the new KW.com: the “Find an Agent” search tool. This capability has been refined to the point that consumers can search for an agent based on any number of criteria: location, industry designations, certifications, languages spoken, or specific areas of expertise such as green homes, investment properties, short sales or first-time home buyers. Once the consumer lands on an agent profile page, they see that agent’s contact information, current listings, any additional information added by the agent and, ideally, the agent’s current photo. So how do you ensure that consumers find you when they are searching for someone whose expertise and market matches yours? Update your agent profile!

The best place to start is with an updated photo. So many times I see agents upload outdated photos, or worse, no photo at all. In an age when your online profile has power, a picture that reflects you are on top of necessary details is critical.

Once you’ve uploaded your photo, be sure to include relevant biographical information along with your specialties, designations, certifications, languages and any niche markets you serve. Are you on Facebook, Twitter? Do you have a Website? Add that to your profile to drive traffic

to your local online outlets.

You are your own brand and, as such, you are in control of your KW.com agent profile. Make yours as simple or as robust as you’d like. It’s up to you. Just remember, the more keyword-rich content you add to your profile, the more likely you are to be found by a consumer or agent searching for someone with your expertise. kw

PUT YOUR BESTFACE FORWARD

Tech Tips

NEW “F IND AN AGENT” SEARCH TOOL ON

KW.COM G IVES yOU THE ONL INE EDGE – JUST

BE SURE yOU’RE NOT C AMERA SHy

By Cary Sylvester, Executive Director of Technology, Keller Williams Realty International Support Center

AGENT SEARCH

GO!

Cary Sylvester

H OW TO B U I L D YO U R K W. C O M AG E N T P RO F I L E

1. Start by logging into MyKW throughwww.kw.com. 2. Once logged in, click on the link for the White Pages under your photo on the left-hand side.3. When the White Pages open, click on My Profile, then go back and click on My Referral.4. There are six items of information needed: A. My Profile: Upload Agent Photo, Biography, Email, Cell Phone, Text Messaging B. My Referral: Languages Spoken, Specialties, Designations5. Be sure to save your updates!6. Now when consumers search for you on the new KW.com, they will see a more complete and informative representation of you!

For detailed video instructions, log on to the intranet (http://mykw.kw.com) and click on KWConnect under the Education tab.


Risk Management

The Secure and Fair Enforcement for Mortgage Licensing Act of 2008 (S.A.F.E.) was signed into law in July of that year by then President Bush. The intent was to create oversight of mortgage loan originators and have some regulation over who could assist a buyer in obtaining what is, for most, the largest loan they will ever have. The Act requires registration, education, background checks (fingerprinting) and testing in order to become or to continue as a loan originator. The stated purpose: “increase uniformity, reduce regulatory burdens, enhance consumer protection and reduce fraud." By now, each state should have passed enabling legislation in order for this Act to be enforceable in the states. Now why wouldn’t all this be great? For the most part it is, but be aware of the unintended consequences of the Act. It covers anyone who takes a residential mortgage loan application and offers or negotiates terms of a residential mortgage for compensation or gain. Perhaps in some states no one offers or involves themselves in owner financing, but in Texas, seller financing is sometimes an alternate way to finance something that someone otherwise could not purchase. My son was able to purchase a home a few years ago because a family member loaned him the money to become a homeowner. If that sale were occurring today, the family member would most likely need a loan originator’s license in 49 of 50 states in order to loan him

the money to purchase. Some attorneys interpreting this law also believe the buyer broker/agent who assists a buyer in negotiating the terms of a seller-financed transaction would also be subject to licensure, although the rules are not clear on this for everyone. Another unintended consequence of this Act is its effect on Habitat for Humanity – an organization which Keller Williams Realty supports all over the country. All Habitat for Humanity loans are “seller financed.” Currently, Congress is working on this financing situation – with bills that are before both the House and the Senate. Although this legislation is currently stuck in committee, there could be an outcome by the time this article is published. So what do you need to do? Find out what your state has done or is doing to implement the S.A.F.E. Act, and contact your state’s REALTOR® association and find out where you stand if you have a proposed owner-financed sale. If you are in Texas, there is a moratorium until August 31 on enforcement of the license requirement for seller financing. It is hoped that by August 31 a rule will be passed reinstituting a previous Texas exemption allowing sellers to finance up to five transactions in a 12-month period (the "de minimus" exemption). Stay tuned. Pay attention. Who knows what may happen next. kw

UNINTENDED CONSEqUENCES OF THE SECURE AND FAIR

ENFORCEMENT FOR MORTGAGE LICENSING ACT OF 2008

ARE SHEDDING NEW LIGHT ON SELLER FINANCING

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 prelicensure classes on agency,

marketing, law and contracts.

By Avis Wukasch

T H E D I N O S A U R ?

I S S E L L E R F I N A N C I N G

GOING THE WAY OF


TOP 50PRODUCING TEAMS*

* BASED ON TRANSMITTALS RECEIVED FOR THE FIRST HALF OF 2010 (JANUARy THROUGH JUNE). CLOSED TRANSACTIONS IDENTIFIED WITH THE SPECIFIC TEAM.

Name City, State GCI Units

1234567891011121314151617181920212223242526272829303132333435363738394041424344454647484950

Express Realty ServicesMarnie BennettThe Paul Rushforth TeamThe Rhodes TeamBrandon Green CompaniesThe Heller Real Estate GroupPhilbeck and AssociatesSue Adler TeamThe Belt TeamThe Fabulous Properties TeamTricia Fox GroupThe Bocage TeamThe Monaghan GroupThe Ida Terbet TeamThe Buehlers & Associates, Inc.Mike Clarke Real Estate TeamThe Noel TeamHome Resource GroupGuldi Real Estate GroupThe Bouma GroupJennifer young TeamThe Kink TeamThe Seybert TeamBizzy BlondesThe Kenny Klaus TeamCarol Royse Lifestyle TeamThe Builders Wife TeamSzakos & AssociatesThe Jordan TeamThe Kristan Cole TeamThe Levanson TeamThe Millman TeamSmith Premier PropertiesMulholland and RossEng - Garcia GroupBrenkus TeamThe DeBerry TeamThe Jonville TeamThe Marshall GroupBen Kinney/Home 4 Investment TeamStephen Cooley TeamThe Graham GroupJansen CoastalThe Michael Reese GroupThe Sunset TeamMcCormick TeamThe Jeff Silva TeamOlsen Real Estate GroupLegacy GroupThe Karen Parker Group

Reston, Va.Ottawa, OntarioOttawa, OntarioDallas, TexasWashington, D.C.San Diego, Calif.Orlando, Fla.Summit, N.J.McLean, Va.Pleasanton, Calif.Chicago, Ill.Fremont, Calif.Glendale, Ariz.Raleigh, N.C.Flower Mound, TexasToronto, OntarioSanta Monica, Calif.Cedar Park, TexasWaldorf, Md.Ann Arbor, Mich.Chantilly, Va.The Woodlands, TexasHenderson, Nev.Marina del Rey, Calif.Mesa, Ariz.Tempe, Ariz.Plano, TexasCamarillo, Calif.Bonita Springs, Fla.Anchorage, AlaskaPhoenix, Ariz.Torrance, Calif.Folsom, Calif.North york, OntarioWashington, D.C.Henderson, Nev.Plano, TexasCarlsbad, Calif.Salt Lake City, UtahBellingham, Wash.Fort Mill, S.C.St. Clair Shores, Mich.Largo, Fla.Frisco, TexasLos Angeles, Calif.Palo Alto, Calif.Blue Bell, Pa.Woodbury, Minn.Spokane, Wash.Vienna, Va.

$1,478,743.46 $1,447,210.15 $1,216,602.94 $984,472.79 $848,105.43 $846,730.75 $822,388.74 $780,237.50 $777,909.80 $769,412.94 $746,815.02 $745,611.55 $740,878.53 $738,396.58 $727,319.26 $721,399.59 $699,110.42 $697,890.95 $695,428.68 $693,432.94 $678,920.09 $677,486.29 $676,752.49 $657,787.49 $640,982.46 $639,679.36 $636,711.98 $630,860.70 $630,764.27 $621,443.06 $620,442.02 $613,455.45 $609,812.50 $600,174.21 $589,860.29 $583,072.17 $573,949.00 $566,923.42 $566,150.34 $562,944.78 $559,629.16 $556,842.48 $550,622.30 $548,022.17 $547,167.00 $546,537.50 $544,126.54 $539,229.02 $538,087.99 $534,375.74

284.25103156140135.756731946493472.1595.4524410110978.5530.9011216111810776198.7540.65123.9013149.3485.7035.5091158.5060.50113.504342.50177.509442.5313298.18104219.254193.5523.50868159120139


Susan ForsterPeggy WilsonKathleen Rita KellyBrent MitchellAnn Lucia KrauterBruce TrammellAdrian BatesSteve LeibhanLawrence Chandler IIIJohn GaffordJoan McCollom

California-SouthernCarolinasGreater - PennsylvaniaTexas-SouthCalifornia-Inland EmpireMichigan-Northern OhioCalifornia-Westside LAMichigan-Northern OhioVirginiaSouthwestTexas-South

2723212120181313131111

La JollaSpartanburgMediaAustin SouthwestWest FoothillsGreater Cleveland SouthwestMarina/LAFarmington HillsReston/HerndonLas Vegas Southeast /HendersonSan Antonio IH-10

Name Region Market Center Agents Sponsored

** AGENTS WITH THE MOST GROWTH AT THE FIRST LEVEL OF THEIR PROFIT SHARE TREE DURING THE FIRST

HALF OF 2010 (JANUARY THROUGH JUNE).

Austin SouthwestRosevilleGreater PortlandBeverly HillsThe WoodlandsHeritageOttawaVancouver, WAAustin NorthwestSummitBernardsvilleBlue BellBayside, queensBoiseGrand Rapids EastCharlotte - South ParkSan Antonio Legacy GroupBedford-ManchesterSanta MonicaBaton RougeDallas Preston RoadRichmond WestBonita SpringsDallas Park CitiesBoston - MetroHollywood HillsDenver Tech CenterHouston MetropolitanDFW Metro SouthBucks County South

Austin, TexasRoseville, Calif.Portland, MaineBeverly Hills, Calif.The Woodlands, TexasSan Antonio, TexasOttawa, OntarioVancouver, Wash.Austin, TexasSummit, N.J.Bernardsville, N.J.Blue Bell, Pa.Flushing, N.y.Boise, IdahoGrand Rapids, Mich.Charlotte, N.C.San Antonio, TexasBedford, N.H.Santa Monica, Calif.Baton Rouge, La.Dallas, TexasRichmond, Va.Bonita Springs, Fla.Dallas, TexasBoston, Mass.Los Angeles, Calif.Englewood, Colo.Houston, TexasArlington, TexasLanghorne, Pa.

$380,726.21 $323,394.08 $321,910.39 $297,253.03 $279,629.16 $273,055.37 $264,058.28 $257,447.19 $257,295.40 $251,589.36 $225,292.92 $221,884.21 $220,776.45 $216,270.20 $216,161.65 $216,110.36 $210,566.81 $203,671.15 $197,501.57 $190,555.13 $188,291.90 $187,930.62 $185,401.92 $183,350.09 $182,904.63 $182,122.45 $182,014.29 $173,148.02 $172,319.27 $172,184.48

123456789101112131415161718192021222324252627282930

Market Center City, State

Mary TennantWayne HallDottie BowePaul MorrisJudith HopkinsMark WillisJeff HooperPatti SieboldMary TennantCara MoxleyRoxanne FormisanoMichael CampoLouis CardenasErica HillKarol CooleyEd ArringtonJerri SmallwoodAlan RiceRick CunninghamLarry ChampagneDavid OsbornTipper WilliamsJim MurphyMike MillerDavid McCarthyPaul MorrisPamela KikerMark WillisJohn DavisPaul Allen

OP Ancillary andTax Adjusted Profit

Diane JohnsonBrent GoveLeanne Barschdorf NicholsRobert M. AignerDiane FlickerCraig OwenSunny DaljitBrian CombsGene FrederickDebbie MeckbachMichael BrandTodd PolinchockAllison GamboneCarla ThompsonJon JacksonAmy HawkeSteven GraggMark MulcahyColette ChingMary Garner DeVoeBrett CaldwellMichael MaloneyMary CassidyLinda CarothersAaron LippertGary ReavisAnthony CarnesiCandace CaspersenSmokey GarrettDebra Breen

TL

Jeanie HarveyChris ApsleySharon KimballMatthew A. KessellChristopher WebsterAnna ReiswigDebra BourneLaura UphoffLinda TimmermanJoanne MorgenrothJamie KinselJennifer BernsteinGeorge HerreraBarbara Jo ChartersLynne HeinzStar WaddellJoan AdamsDebi LevineValerie K. FairmanCindy NewchurchSandra GriffinCheryl TurnerNiki ZenczakTBADan BarczewskiCarmen GuevaraLinda DunningJanine Broussard FordHolly SerbenDawn Myers

MCA

TOP 11STAKEHOLDERS**

TOP 30MONEYMAKERS***

***DATA FROM CEO REPORT USED FOR AWARD PURPOSES (KW OWNER PROFIT ADJUSTED FOR FEDERAL/STATE TAxES), THE FIRST HALF OF 2010 (JANUARY THROUGH JUNE).

1234567891011


EACH YEAR, REALTOR® MAgAzInE, WHICH IS PUBLISHED By THE NATIONAL ASSOCIATION OF REALTORS®,

REVIEWS HUNDREDS OF NOMINEES TO NARROW DOWN A PRESTIGIOUS LIST OF 30 REAL ESTATE

PROFESSIONALS WHO ARE UNDER THE AGE OF 30 AND DEMONSTRATE PARTICULAR PROMISE. IN 2010 FIVE

KELLER WILLIAMS ASSOCIATES MADE THE CUT, AND SOON AFTER REALTOR® MAgAzInE PUBLISHED ITS LIST, A

SIxTH JUMPED ON BOARD WITH KELLER WILLIAMS REALTy. HERE ARE THEIR STORIES:

Reprinted from REALTOR® Magazine, June 2010 with permission of the NATIONAL ASSOCIATION OF REALTORS®. Copyright 2010. All rights reserved.

'30 Under 30': S E E K I N G A H I G H E R L E V E L

VALERIE ALMANZAR, associate, Albuquerque Westside mArket center

Sante Fe-born Valerie Almanzar holds a deep passion for her native state – its beautiful weather, inspiring landscape

and outdoorsy lifestyle. Her enthusiasm yielded her nearly $4 million in sales in 2009 as a licensed broker and real

estate professional – and a spot on HGTV.

Almanzar, who holds two degrees from the University of New Mexico, was once asked, "What is someone with an

MBA doing in real estate?" She replied, "Not working for someone else." An avid marketer who takes pride in personal

presentation, Almanzar says you are your own best marketing tool.

"Around the world there are six degrees of separation, but in New Mexico there are three," she says. She also

regularly seeks guidance from experienced veterans. In addition to cultivating a network of mentors in her community,

every year for the last several years, she has tracked down previous "30 Under 30" honorees.

30 Under 30

BRETT BOETTGE, team leader, mAdison eAst mArket center

Six years into his first job as a trainer and consultant for a large corporation, Brett Boettge took two weeks off to get

his real estate license. He never went back. Within 14 months, Boettge was asked to relaunch his company – as CEO.

He walked in with a new set of standards and expectations. Eighteen months later, the company has gained market

share and launched a successful Milwaukee office, he says.

He says his training background helps him manage and motivate his "agent-run democracy," a roster of 65 sales

professionals. "There are only 800 transactions in your quarter, so if you have them all, then that's a pretty good

quarter," he says. "That's how I think. That's how I'm wired. I set very clear goals, with a very clear focus."

CHRISTINA C. VALKANOFF, associate, rAleigh, n.c. mArket center

Growing up, Christina Valkanoff was introduced to real estate as she helped clean and paint the investment

properties her parents owned. She obtained her license while still in college and started working with a top-

producing team. Upon graduating from North Carolina State University, she started her own team.

Valkanoff doubled her sales from 2008 to 2009 but says she's now focused on growing her team and continuing

her community involvement. Valkanoff is also involved in the profession; she was one of 12 agents selected for her

local association's leadership academy.

Valkanoff attributes her success to not following the herd. From the start, she has focused on the quality of the

listings she takes, believing that a quality product would beget quality clients, thereby building her brand.


HEMI "CHRISTINE" LEE, associate, JAcksonville-mAndArin mArket center

When she was 16, Hemi "Christine" Lee started her first of many online businesses: a video distribution service that

served 16 countries. While earning a degree in computer information systems at the University of North Florida,

she handled Web marketing for a real estate appraisal company. That work led her into the real estate industry. She

earned a master's degree in real estate and founded her own mortgage and real estate companies. She doubled her

business from 2008 to 2009 and is aiming for an ambitious $40 million in sales this year.

Lee says her edge comes from having a commanding knowledge in what she calls "the trifecta" of success:

technology, marketing and real estate. She also believes in delegation. "If you get the right talent," she says, "they'll

take off with [a task] and take things off your plate."

"I identified and secured great mentors, veterans in the industry," Lee says. "Their helpfulness and willingness to

share with me has saved me a lot of time and money."

MATTHEW HAYES, associate, bArrington (ill.) mArket center

Matthew Hayes says he never wanted an "ordinary life." So after graduating from Colorado State University, he heeded

the alluring call of real estate. Without any significant exposure to the business, Hayes doubled his personal income and

sales volumes in each of the past four years while becoming an expert at corporate sales and bank-owned properties.

Hayes firmly believes that "a meaningful real estate career is about being a steward to your community." He started

a recruitment program for Big Brothers Big Sisters of McHenry County, coaches a youth soccer team, and volunteers

weekly at a local soup kitchen. He also helped develop "A Dime of your Time," a friend's volunteer recruitment

program, hosted a fundraiser for an African relief organization, and spent 10 days in Uganda staffing a medical clinic.

Hayes holds himself accountable for every minute of his day. "I believe at my core that anything is a possibility. If you

look at every situation as an opportunity to learn or grow in a capacity, then there isn't really any risk."

By Celesta Brown

When Spring Bengtzen started looking at ways to stay competitive in the shifted market, she knew that she had to weigh all her options. She had worked successfully for a developer in a master-planned community for several years, but she knew that it was time to make a change. As her goal, Bengtzen was working toward

restructuring and building a boutique firm that served the beautiful and unique area of Eden, Utah, but one that wasn’t restricted to a single community. Her appearance in REALTOR® Magazine’s "30 Under 30" this year caught the eye of many real estate firms in the area. While others were pursuing her because of the recent publicity, Lene Balster, team leader at the South Ogden market center, says, “I pursued Spring because of her culture. She’s a true giver.” Bengtzen explains that Keller Willams Realty had shown up

as the perfect partner. She says she invested a lot of energy into researching companies, talking to top agents, and weighing the pros and cons of each firm before deciding on the company that provided the best opportunities. According to Bengtzen, Keller Williams Realty has the tools to help her get where she wants to go. She was also drawn to the team atmosphere and the empowerment that Keller Williams gives by encouraging its agents to brand and market themselves. With all of this in mind, she says she’s very excited to attend Mega Camp in September. Even before she made the choice to join Keller Williams Realty, Bengtzen says she was impressed with how helpful Keller Williams associates were in her dealings with them. Now that she has joined, colleagues have reached out from near and far to welcome her and help her get off to a good start. “Spring is truly awesome in so many personal and business ways,” says Lee Stern, regional director for Utah. “We are so fortunate to have her in our KW family.”

A N O T H E R ‘ 3 0 U N D E R 3 0 ’ H O N O R E E , SPRING BENGTzEN SIGNS ON WITH KELLER WILLIAMS!


kw NOW

DID yOU KNOW?Established in the spring of 2009, the

REALTORS® Federal Credit Union is the

first completely Web-based credit union

– offering U.S.-based call center support

24/7. Operating in partnership with the

National Association of REALTORS®as a

REALTOR Benefits® Program Partner, the

REALTORS® FCU is chaired by Keller

Williams Realty's own Mike Brodie, an

associate with the Plano market center

who also serves as regional operating

principal for Maryland and D.C., as well

as a regional investor for the California-

Northern and Hawaii, Upstate New York/

Manhattan, and Canada Regions.

Brodie explains that membership is open to all REALTORS®

and their families. The purchase of a $100 “share” provides

full access to all of the products and services that the

REALTORS®FCU has to offer, along with a share of accrued

profits.

Federal credit unions are not-for-profit, cooperative financial

institutions that are owned and operated by their membership.

Deposit insurance of $250,000 is available

through the National Credit Union Share

Insurance Fund, which is backed by the full

faith and credit of the US government.

Due to volunteer board membership

and member ownership, members of the

REALTORS® FCU have access to a range of

benefits that include:

•Votingrightsonissuesconcerning

operations and policy

•Customizedproductsandservicesin

response to the financial and cash-flow needs of

self-employed REALTORS®

•Fee-freeeCheckingwithaccesstothousands

of surcharge-free ATMS

•Secure,24-houronlinebankingandbillpay

•Competitiveloanandsavingsrates

•Fewerfeesthanotherlendinginstitutions

•Profitshareformembersthroughthepaymentofdividends

For more information go to (http://www.realtorsfcu.org) or

call 866-295-6038. kw

Mike Brodie

KW Market Navigator: Vision and Opportunities 2010, sets forth Gary Keller's vision for the real estate market and KW Research’s market-leading studies.

This new book can power marketing, consultations and negotiations forward by broadening your perspective and sharpening your expertise.

The inaugural edition has a cover price of $49. Due to its strategic significance and the help of our friends at OfficeMax, we are making it available to Keller Williams market center leadership and associates for $5 per copy.

To place your order, go to http://kwu.kw.com/kwu/marketnavigator.

GET THE INFORMATION EDGE!


Referral Resources

Meet me in St. Louis!I look forward to serving you and

your clients that are moving to the St. Louis area!

[email protected] 314.965.5000

www.StLouisHome.com

Ranked as one of the top 25 Real Estate Agents in St. Louis!

Member of Gary Keller’s Mastermind Group!

Register now at http://kwluxuryhomes.com!

“Whenever I’m at a Luxury Homes by Keller Williams educational event, I receive a wealth of information on tools, marketing tips and ideas for meeting extraordinary customer service needs. I’ve truly never seen this kind of sharing happen. It’s a fantastic thing to be a part of.”

Don’t miss the 3rD AnnuAl luxury homes by Keller WilliAms retreAt!

Sept. 16-18, 2010Austin, Texas

At the brand new flagship Westin at

the Domain


Referral Resources

*Call Mike on all Short Sales and REOs

FINDINGSOLID GROUND

of Keller Williams Realty, Inc., on BECOME A FAN

M E G A L E A D E R S H I PSept. 13-14

M E G A T E C H N O L O G YSept. 14

M E G A A G E N TSept. 15-16

wHAT DO I NEED TO KNOw TODAY?” CHECK YOUR INBOx

EVERY SUNDAY FOR THE THISwEEK@Kw

ENEwSLETTER - YOUR WEEKLY INSIGHT INTO

ALL THINGS HOT AND HAPPENIN’ AT Kw.


KW Cares

FINDINGSOLID GROUND

When news about the earthquake in Haiti reached Kerby Laurent, associate with the Atlanta Smyrna-Vinings market center, it took nearly two weeks to find out that all 18 family members were alive. His next concern: the well-being of his father, Noel, who'd been struggling with cancer and was now forced to sleep on the street. "My father never wanted to live in the United States. He loves his country, but we had to do something," says Laurent. In February, Laurent brought his father to Atlanta. The transition was an inevitable challenge, not the least of which involved costs for medical care. At the suggestion of John fountain, Laurent’s team leader, he applied for a KW Cares grant, and soon after, financial help was on the way. “It's amazing to me the way people give money to KW Cares, in whatever amount they can afford. It's not like

something they have to do, or that they owe you, they just do it to help. It's provided great help for my family, and I'm so grateful." The market center has also stepped in to help. Starting with a fund to pay for Noel's airfare from Haiti, to the collection of clothing and necessities to help him get settled, “they’ve really come through for me,” Laurent says. Throughout it all, Laurent, who is fairly new to the market center, has managed to take his career up a notch – plugging into classes and getting more purposeful about lead generation, Fountain notes. "Something I've learned in real estate is that you have to know why you do your business,” Laurent says. “For me, my family is that 'why,' and taking care of my father has made that more clear than ever." kw

By Elizabeth Millard

Kerby Laurent and father, Noel


fuels powerful launch

KW Cares

RED DayBy Jennifer LeClaire

Tommy Welchman on kitchen duty during RED Day

Considering that team building factors into a successful market center launch, Port Charlotte-Punta Gorda appears destined for greatness. Opening its doors on the same week as RED (Renew, Energize, Donate) Day, the market center was on board and ready to go. “We wanted to be consistent with the KW culture and we wanted to land the market center with a splash,” says tommy Welchman, operating principal. “We have people with the right character on this core team who were fired up about RED Day. So two months beforehand, we got everybody on board with a project we could believe in.” The market center chose to partner with the Charlotte County Homeless Coalition on a renovation project, and divided into three teams. “We ended RED Day by throwing a barbecue for all the residents,” Welchman says. "When I saw our associates working with the Homeless Coalition, I thought, ‘Wow!’ I couldn't believe how they reached out to others in the middle of a major business transition. How cool that Tommy, Lynn Doty, the team leader, and their team of agents really get our culture!” says Mark Olesh, regional director, Florida-South. With associates joining the Port Charlotte-Punta Gorda market center from various brokerages in the region, it was the first time many of them knew who was switching to Keller Williams Realty. “Doing something charitable in the community was a good way for these agents to get introduced to each other as fellow market center members,” Welchman says. “When we opened the market center three weeks later, there was already a feeling of camaraderie and teamwork.” kw

Congratulations to the regional winners of the RED Day participation contest!First Place: Carolinas – 44.5 percent agent participation reported. Janet Faulk, regional director; Suzanne Ludwig, regional operations manager

Second Place: Florida-North – 43.32 percent agent participation reported. Georgia Alpizar, regional director; Brenda Ridley, regional operations manager

Third Place: California-Northern and Hawaii – 42.5 percent agent participation reported. Maureen Barker, regional director; Debra Bradley, regional operations manager


fuels powerful launch

Community Convergence

RED ALL OVER

Real estate people are some of the most talented and multifaceted people around. We know law, marketing, construction, deeds and mortgages. We know how to handle mold, termites, lead-based paint, clouds on title, short sales, underground storage tanks and zoning problems. We are forced to be experts in time management. When you send us to do a task, you can sit back and count it done. Even if it is a new challenge, something we’ve never done before, we help each other; we learn quickly. And that’s what happened on May 13, 2010, as close to 100 agents of the Greater Indianapolis-area Keller Williams offices converged on Riverside Park with rakes, shovels, chain saws, wheelbarrows, paint brushes, lopping shears, and even a John Deere 6 x 4. For more than six hours we cut brush piles, trimmed trees, painted picnic tables, swept and cleaned the Aquatic Center, spruced up the parking lots, and weeded 96 acres of neglected parkland. Indianapolis Mayor Greg Ballard stopped by, looked around and said, “I appreciate you, Keller Williams, for coming out to have fun, and for giving back to the community. Riverside Park is a huge task.” Park Manager Tony Johnson added, “This Keller Williams RED Day is one of the best, most extensive community-help projects I have seen in over 20 years.” He and the mayor both commented that the work we did was far more than the budget and time constrained park maintenance staff could ever get to. If we hadn’t done it, it wouldn’t have gotten done.

So who helped? Skyler Greer, age 7, daughter of agent Carol Greer; Jeremy Walters, age 16, and Raquel Walters, age 13, son and daughter of agent Shelly Walters; and Tyson, age 5, son of Kendrea Williams. And agent Herman Koehl, age 75, was hard at work as well. Bank of America donated $1,500 toward feeding all of us, and First American Title helped in painting and passing out a welcome bottle of water to all the thirsty workers. Right at about 10 a.m., two small buses from St. Mary’s Child Center pulled in with an additional 12 helpers, ages 3, 4 and 5, and their adult leaders. The kids jumped off the buses, put on red shirts donated by agent Rob Montgomery, and set about planting flowers and tossing bird seed and playing on the playground. The St. Mary’s directors explained, “These are high-risk kids. We are teaching them how to give back to their community. When we heard about RED Day, we thought it would make a great field trip for them.” At the end of the day, the mayor and park manager thanked us for all we did. No need. We thank Mo Anderson for setting an example for us. And we thank the kids of St. Mary’s for showing us why we do it. Scott Denham, a volunteer who is considering a career in real estate, summed it up: “It’s a hard day’s work, but it is worth it to see the smiles on the St. Mary’s kids' faces.” RED Day isn’t about cleaning up a park. It is a one-day expression of what happens 24/7 in the Keller Williams culture. It is seeing a need, discovering who can meet that need, and then getting it done. kw

By Mark Ozman, associate, Indianapolis/Carmel market center


One of the things that I love most about Keller

Williams Realty is that we dream big, and as we

achieve one goal, we move on to bigger ones. We

also understand that none of us succeeds alone,

so when we let our dreams be known, we’re in the

company of open hearts and high achievers who

can help us get to where we want to go.

MoMentum Corner

C O R N E R

T

Ebby Halliday and Mo Anderson

his spring, I fulfilled a dream that was near the top of my Bucket List. I got to meet Ebby Halliday, a pioneer in the real estate business, who has been one of my heroes for a long time. At 99 years old, Ebby still goes into work every day, and is known throughout our industry as "The First Lady of Real Estate." Ebby Halliday, REALTORS, the company that she founded back in 1945, now ranks as the top independent real estate company in Texas and the 10th largest in the country. Having seen her share of market shifts over the years, her company managed to grow during the recent downturn, with 2009 being the most successful year ever. Throughout the years, I’ve heard so much about Ebby’s business sense, her deep concern for the success of her 1,600 associates and her commitment to community service. Her company’s values seemed so closely aligned with ours, that it was just time that the two of us got to know each other. I’m happy to say that someone else was thinking the same thing! It just so happens that Matt Hilton, team leader of our McKinney North Collin County market center, learned from Dee Dee Trosclair, the regional director of Texas-North and New Mexico that meeting Ebby Halliday was on my Bucket List, and he set out to make that happen. Despite a lot of limiting beliefs about the likelihood of getting in to see Ebby, he drove to her office and explained to Ebby’s assistant that he was on a mission to fulfill a wish. She ushered Matt into Ebby’s office, where he explained his mission on my behalf. She graciously presented him with six dates that she could be available for lunch in April. The first I knew of any of this was the next day when I received an email from Matt. I was completely overwhelmed by his initiative and very excited about the prospect of meeting Ebby. We decided on a lunch date at the restaurant that she had selected. My only request was that Matt join us.


kw

The two of us arrived at the restaurant prior to Ebby, and we were assured by the wait staff that we were in for a treat. Were they ever right! Soon after, Ebby arrived, impeccably dressed, perfectly poised, and with a spark that filled the room. As we sat down, I presented her with a gift that she opened with the utmost grace. It was a handmade, circular platter designed by an artist in California, with an inscription based on Proverbs 31 etched in glass. Ebby admired it, and then read every word aloud: Awomanof valor,whocanfindher?Shestretchesherhandtothepoorandreaches forth her hand to the needy. Strength and honor are her clothing, she shall rejoice in the time to come. She shall be honored for her kindness and good deeds. She speaks words of wisdom, compassion is her virtue. She has patience and devotion for her family. Once she finished reading it, she looked at me and said, “Oh Mo, that was so precious, and Mo, this will be my tombstone.” It was a deep connection that set the tone for the rest of our lunch. As we expected, Ebby was a delightful conversationalist. She’s politically active, very knowledgeable of current events, a contributor to many causes, and her spiritual life is clearly at the center. She openly answered every question that I had, and of course, the burning question in my mind was her secret for staying so active and engaged as she headed into her 100th year. Her answer is something that I’ll never forget. “I don’t drink. I don’t smoke. And I don’t retire!” As our lunch came to an end and we got in Matt’s car to drive her home, I had no idea that the afternoon still held some wonderful surprises. The drive up Preston Road proved to be a brief driving tour in North Texas real estate as she pointed out some of the first properties she sold, the location of her first office and other high points. Once we got to her house, she invited us into her home to visit some more. Her home was lovely, with one particularly special room off of the kitchen that she led us into. It was a beautiful dining room with a complete wall of windows looking out onto a garden. “This is where I get my inspiration,” she said. As she showed us stacks of papers and index cards that she was organizing for an address she was preparing to deliver the following day to more than 300 men and women. Not bad for 99.

Yours in living lives that are vibrant, full, and free of limiting beliefs,

Mo Anderson, Vice Chairman, Keller Williams Realty

MoMentum Corner

Mo Anderson joins prominent global

business leaders in a discussion of the

difference that faith-based values can

bring to the business world.

Having addressed MBA students at

Yale on the essence of the Keller

Williams culture, Mo Anderson is now

featured among North America's top

business leaders in a new business

book. Our Souls at Work: How Great

Leaders Live Their Faith in the Global

Marketplace is published by Russell

Media

For a compelling read and a refreshing

take on success in the business world,

go to (http://www.russell-media.

com/kellerwilliams) to order

your copy and

enter code

"KellerWilliams"

(one word) at

checkout to

receive a 21

percent discount.

Lessons inLEADERSHIP

kw outfront magazine online - july/august 2010

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