recruitingpresentation q12013 final

7/28/2019 RecruitingPresentation Q12013 Final

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www.kw.com Copyright Keller Williams Realty, Inc. 2013

The Evolution of the Real Estate Industry

dependent interdependent independent

Keller Williams Realty

Associates are dependenton the company;

Financial gain is directed

primarily to the brokers and

the company;

Associates have fewer

opportunities foraccumulating wealth

Associates have aninterdependent relationshipwith the company and a mutualinterest in success;

Associates and brokers workas teams in achieving financialgoals;

Associates do not assumefinancial, legal or managementresponsibilities

Associates are independent

and have landlord/tenant

relationship with their

company

Associatefocused

environment with limited

high-level support

Associates assume all the

financial, legal and

management responsibilities

Traditional Companies 100% Companies

Introduction


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About Us

Awards and Honors

J.D. Power & AssociatesKeller Williams Realty Ranked "Highest in Customer Satisfaction Among

Home Buyer and Seller Segments, 2012

Workplace DynamicsOne of Americas Top 10 Workplaces, 2012

REAL Trends, Inc.Represented 23 percent of the top 500 brokerages ranked by closed transactionsand 24 percent of the top 500 brokerages ranked by closed volume in the annual REAL Trends 500,2012

REAL Trends, Inc./Wall Street JournalRepresented 15 percent of the top1,000 agents and teamsin the U.S. in annual The Thousand report, including 35 percent of top teams ranked by transaction

sides, 2012

EntrepreneurMagazineRanked #1 real estate franchise on Franchise 500 list, 2012

Inc. MagazineOne of the Top 5000 Fastest Growing Private Companies in America, 2012

Franchise Times- Top Quartile of Franchise Operations in the U.S., 2011

Inman News Co-Founder and Chairman of the Board Gary Keller named one 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 Training Top 125, 2010

Swanepoel Trends ReportMost Recognizable Real Estate Franchise for 2009, #1 IndustryTrendsetter for 2009

American Business AwardsSales Training/Coaching Program of the Year in 2009
http://www.entrepreneur.com/http://www.trainingmag.com/http://www.inman.com/


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About Us

SHARED VISION

Mission

To build careers worth having, businessesworth owning and lives worth living.

VisionTo be the real estate company of choice.

Values

God, family and then business.

Gary Keller, co-founder and chairman


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About Us

SHARED BELIEFS

Win-Winor no deal

Integritydo the right thing

Customersalways come first

Commitment in all things

Communicationseek first to understand

Creativityideas before results

Teamworktogether everyone achieves more

Trustbegins with honesty

Successresults through people

The WI4C2TS Belief System

Mo Anderson, Vice Chairman


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About Us

SHARED PERSPECTIVE

We believe that real estate is a local

business,driven by individual agentsand their presence within theircommunities.

We believe in results through people.

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.

Mark Willis, CEO


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About Us

SHARED DECISION MAKING AND PROFITS

The ALC is the heartbeat of the market

centerinvolved and invested inevery decisionthat affects our agents.

As long as we listen to our agents

and deliverwhat they wantthey willprosper and so will we.

Mary Tennant, President


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About Us

A Real Estate Powerhouse

1983 Keller Williams Realty is founded by Gary Keller and Joe Williams in Austin, Texas

1984 Keller Williams becomes the #1 single office in Austin

1988 KW becomes #1 real estate company in Austin, a position still held today

1990 KW begins franchising in the United States

1998 KW begins franchising in Canada

2004 KW becomes 4th largest real estate company in the United States

2009 KW becomes 3rd largest real estate company in the United States

2010 KW becomes 2nd largest real estate company in the United States, announces intent to begin

wide-scale international franchising

2012 KW opens in Vietnam, 1st global office launch

2013 KW becomes the #1 largest real estate company in the United States


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2004 2006 201220102009

ERA

Prudential

RE/M

AX

Century21

80,000

#5

#4 #3 #2

#1

Outpacing the Industry

MODELS & SYSTEMS

ColdwellBanker

GROWTH TRAJECTORY | Surpassing All Major Franchise Competitors


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50%

40%

30%

20%

10%

0%

-10%

-20%

-30%

-40%

-50%

While others are slowing

Keller Williams Realty is growing.

MODELS & SYSTEMS

Keller Williams Realty All OtherBrokeragesCombined

kw+40%

-35%

MAJOR BROKERAGES, Closed Sides on REAL Trends 500 Report | 2007-2011


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50%

40%

30%

20%

10%

0%

-10%

-20%

-30%

-40%

-50%

Keller Williams Realty All OtherBrokeragesCombined

kw+29%

-46%

MAJOR BROKERAGES, Closed Volume on REAL Trends 500 Report | 2007-2011

While others are slowing

Keller Williams Realty is growing.

MODELS & SYSTEMS


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Our owners business are growing

MODELS & SYSTEMS

OFFICE PROFITABILITY | END OF YEAR 2012

91%


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20%15%10%5%0%

Our agents businesses are growing

MODELS & SYSTEMS

kw: +17.8%

Industry: 9.2%

PRODUCTIVITY PER AGENT (Increase in Avg. Volume Closed) | END OF YEAR 2012


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Defying the Market

Agent Productivity

KW: 17.8%

NAR: 9.2%

INCREASE IN UNITS CLOSEDU.S. | END OF YEAR 2012


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Defying the Market

Agent Productivity

KW: 9.7%

CREA:-1.1%

INCREASE IN UNITS CLOSEDCanada | END OF YEAR 2012

0


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Defying the Market

Our Agents Earned More Income

$3.2 Billion

$2.6 Billion2011

2012

TOTAL COMMISSIONS EARNED | END OF YEAR 2011

+24%


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We like to think we stand out from other real estate firms in many ways, andFOUR areas in particular define Keller Williams Realty:

marketing &technology

cultureeducation

1 2 3 4

wealth building

Keller Williams Realty

Not Your Ordinary Real Estate Company


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I feel like Ive uncovered a company that took education and training just as, if not more, seriously as

anything I had ever experienced before.

kw | EDUCATION

PAUL CHIOLO, OCEAN CITY, N.J.


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Education

A Resource For Every Career Level

We are a training and coaching

companythat just happens to

be in the business of real estate.

- Gary Keller

More than 60 KWU courses aredownloadable from the KWU Website atno cost to our associates.


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Education

Cornerstone Courses

Ignite

Ignite is packed with the skills and scripts to spark any real estatecareer. 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 habitsyou need to close 36 transactions in 12 months by mastering 3hours 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.


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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 aspecific, 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 youhave a highly productive, self-managed employee.

Leadership & Motivation

These are the systems for building highly productive, rock-solidrelationships that retain talent on your team.


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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 realestate career guide shows you how its done.

TheMREA Curriculum

The complete MREA Curriculum drills down on the models of

MREA, giving you and your team the steps, scripts and systems totake your business to the 7th level.


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Education

Timely Resources

SHIFT: How Top Real Estate Agents Tackle Tough Times

Shifts happen.

Markets shift and so can you. Both transform your business andyour life. In Gary Kellers third national best-seller, you will learnthe 12 proven tactics that will power your business forwardno

matter the market. An entire curriculum is also available thatdrills down on the 12 tactics from the book.

SHIFT Commercial

SHIFT Commercialtakes the tactics of SHIFT and focuses on theimplementation 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. andCanada.


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Responding to the Market of the Moment

Education


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Building a Life Worth Living

Education

The ONE Thing:The Surprisingly Simple Truth BehindExtraordinary Results

In The ONE Thing, New York Times bestsellingauthors Gary Keller and Jay Papasan

present the lies that block your success andhow to identify (and thwart) the thieves

that steal your time and your life. Theymodel the laws of purpose, priority andproductivity, and finally, they teach you that

the ONE Thing can radically change the wayyou work, the choices you make and theresults you get.


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Education

On Demand LearningAvailable 24/7


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Education

Family Reunion

Experience the most highly-attended private real estate franchise

event in the industry!This four-day companywide annual convention prepares you formastering the current market with more than 150 breakout sessions

taught by the best in the business.

Phoenix, AXFebruary 15-19, 2014


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MAPS | COACHING

DIANNA KOKOSZKA, PRESIDENT OF 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.


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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 theirbusiness and income as swiftly as possible, no matter the market.

Similar in design to our Mastery Coaching, Breakthrough Coaching offerspersonalized 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 inspecific areasfrom developing the right mindset to mastering language patterns totaking and servicing REO and short sale listings.
http://images.google.com/imgres?imgurl=http://quaero.csgsystems.com/writable/images/steviewinner_logo.jpg&imgrefurl=http://quaero.csgsystems.com/about/team/8-naras_eechambadi_phd&usg=__GhGQ-gE4F5kh_h3EXmwgoouUI58=&h=395&w=445&sz=160&hl=en&start=9&um=1&itbs=1&tbnid=x2QahzijScWthM:&tbnh=113&tbnw=127&prev=/images?q=american+business+awards&hl=en&rlz=1T4DMUS_enUS215US216&sa=N&um=1http://www.mapscoaching.com/Group-Coaching/Fast-Trackhttp://www.mapscoaching.com/s.nl/it.A/id.21/.fhttp://www.mapscoaching.com/s.nl/it.A/id.24/.f


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Coaching

BOLD Business Objective: A Life by Design

Written by MAPS President, Dianna Kokoszka, BOLD includesthe mindset, skills and scripts that have propelled Kokoszka's own

million-dollar real estate career and secured her place as theindustry's "Queen of Systems and Scripts."

In 2011, Top Producing Agents

Who Took BOLD:

- SOLD 79.6% more volume- SOLD 85.6% more units

- EARNED 118% more money


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Coaching

MAPS Signature Events

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 networkwith the best!

2013 Mega Camp

September 16-20

2013 Masterminds

April 16-18September 16-20

November, Dates TBD

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!


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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.

kw | TECHNOLOGY


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Technology

Agent-Driven Solutions

eAgentC - In 1999, thisagent-led technology group, was launched toprotect and develop your position in an increasingly technology-drivenindustry. This led to the development of a complete lead generationnetwork for every Keller Williams associate.

eEdgeExclusively envisioned by, voted on and built for Keller WilliamsRealty associates, eEdgeis the real estate industrys first and onlycomplete lead-to-close agent business solutionincluding leadmanagement, contact management, a marketing library and a paperlesstransaction system. All your contacts and data feed straight through thesystemno double entry, no multiple log-ons.

eEdge was honored by industry trend-watchers at Inman Newsas the Most Innovative Web Service in the real estate

industry in 2011!


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Technology

Your Technology SuiteProviding you witha complete LEAD

CONVERSIONto CLOSE system- myLeads- myContacts- myMarketing- myTransactions

KW Support, Email &Technology Training

Providing you witha complete LEAD

GENERATION

network- kw.com- kellerwilliams.ca- KW agent websites- KW market centerwebsites

- KWLS /listingsyndication

- Online training- Weekly webinars- Mega Tech Camp- Manuals & Tutorials- [email protected] support.kw.com
mailto:[email protected]:[email protected]


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Technology

International Reach, Local Feel

kw.com Profiles

Office Website

KWLS Syndication

Agent Websites

KW | Technology

kw.com

kw.com is home to more than 5 million

listings (including yours)!


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Technology

Agent Profiles

kw.com Profiles

Office Website

KWLS Syndication

Agent Websites

KW | Technology

kw.com


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Technology

Office Sites

kw.com Profiles

Office Website

KWLS Syndication

Agent Websites

KW | Technology

kw.com


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kw.com Profiles

Office Website

KWLS Syndication

Agent Websites

KW | Technology

kw.com

Technology

Keller Williams Listing System


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Two Choices:

1. Customizable2. Set it and forget it

Technology

Agent Sites

kw.com Profiles

Office Website

KWLS Syndication

Agent Websites

KW | Technology

kw.com


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Technology: eAgentC

Lead Generation $2.23

IDX $3.68

- Agent Websites- MC Websites- KW.com- Lead Routing- KWLS

- Agent IDX- Office IDX- International IDX

Research and Education $1.12

- eAgentC Certification- R&D for Agent tools and systems- eAgentC training Lab- Tech Masterminds- Mega Tech Camp

- Manuals and Tutorials

Agent Help Desk$1.21- [email protected] Support.kw.com

Productivity $1.76- Agent Tools- Goal Setting- M.O.R.E.- Reports
mailto:[email protected]:[email protected]


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Technology

eEdgeThe Power to Produce

Your myKW control panel is home base for your business and has everything you

need, right where you need it.


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Technology

Your KW Lead Generation NetworkCanada


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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 youto 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-oiledmachine. From emails postcards to listing presentations to phone scripts, eEdge offers acustomizable library of material.

Efficient. Economical. Environmentally-conscious.myTransactions makes you practically paperless and totally mobile all the way throughclosing. All the parties you choose to invite into the transaction can see thedocuments and the progress of the transactionthe YOUR branded website.


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Technology


Training $1.12

Support $1.03

myTransactions $6.11myMarketing $.45

myLeads/myContacts $4.46

Marketing $.25

New Product Development $1.00 Infrastructure $.58

k | MARKETING


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kw | MARKETING

CHRISTINE LEE, JACKSONVILLE, FL

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.


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Marketing

Your Local Brand Matters Most

We stand behind our agents, not in front of them.Gary Keller on the KW Brand Philosophy


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Marketing

Consumers Do Business With YOU

50 percent buyers and 61 percent ofsellers found their agent through areferral or had used their agentpreviously.

66 percent of buyers and 65percent of sellers only contactedone real estate agent beforedeciding who to work with.

Only 3 percent of buyers and 4 percentof sellers cited an agents affiliation witha particular firm as the most importantfactor when choosing their agent.

Source: National Association of REALTORS 2012 Profile of Home Buyers and Sellers

Its your own brand that matters most because nobody does it better than you.


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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.


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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.

Automated Marketing


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Marketing Properties and Projects

Automated Marketing

And when its time to market your listings, turnkey marketing solutions save you time and money.

G S S


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eEdge myMarketing Means Business

MARKETING RESULTS

In less than one year, Keller Williams eEdge Users

28,384

Launched

automated, customizablemarketing campaigns

Reached

2,529,456consumers

Experienced

67%increase in gross

commission income

MARKETING MODELS


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eEdge myMarketing Means Business

MARKETING MODELS

Now, these numbers have more than doubled. As of Jan. 2013

70,350

Launched

automated, customizablemarketing campaigns

Reached

5,412,280consumers

KW C i l


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KW Commercial

Targeting the Commercial Market

KW L H I i l


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KW Luxury Homes International

Targeting Luxury Buyers and Sellers

k | WEALTH BUILDING


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THE POWER OF PASSIVE INCOME

kw |WEALTH BUILDING

ILAN BRACHA

W lth B ildi


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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 thecompany.

Wealth building is exponential. The Keller Williams Realty wealth building platform now includesgrowth share, a program in which overseas international franchisees reward associates who help the

company grow across the globe, much like profit share. An associate can participate in both profit shareand growth share.

These programs allow any Keller Williams Realty associate, affiliate broker, or employee theopportunity 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 throughgenerations by willing it to a designee.

Profit share and growth share dollars may varythis is not an earnings claim.

Wealth Building


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Wealth Building

Profit share and growth share dollars may varythis is not an earnings claim.

Income Beyond Your Commissions

$55.3M

$38.3M

PROFIT SHARE | END OF YEAR 2012

2011

2012 +44%

Wealth Building


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2012 total profit share distributed in the

U.S. and Canada

Associate Stakeholders

$55.3 Million

37,981

Stakeholders Receiving Profit Share 36,052

Numbers are North America, USD, as of year-end, Dec. 2012

Growth share and profit share amount may varythis is not an earnings claim.

Wealth Building

Wealth Building


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400

300

250

200

150

100

50

0


Profit share and growth share dollars may varythis is not an earnings claim.Numbers are North America, USD, as of year-end, Dec. 2012

KW CUMULATIVE PROFIT SHARE | 1996-2012, IN MILLIONS

Wealth Building

kw | CULTURE


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kw | CULTURE

BO MENKITI, WASHINGTON D.C.

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."

Associate Leadership Council


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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).

BusinessAccountability

BudgetAccountability

There areNO Secrets

Because we are all inbusiness together andwe share in the profitsof our market center,youll be able to

review the officefinancials wheneveryou like.

Our ALC takes anactive role in thebudgeting process andhelps our leadershipteam in making

decisions that affectthe financials of theoffice.

Many of our associatesparticipate in theoffice financialplanning and learnprinciples they can

apply to their ownbusinesses.

Culture in Action


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Culture in Action

Giving Where We Live

Mary Tennant, President and COO

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.

Wellness Program


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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.


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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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