KW Outfront Online July/August 2010

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

Mastering
T H E D I S T R E S S E D P RO P E RT Y M A Z E - PG.4

TIME TO GROW YOUR MEGA CAMP TO
TALENT FOLLOWS BOLD AND
PROFIT SHARE TREE! - FEATURE THE "BEST OF
TALENT - PG. 12 BEYOND! - PG. 15
PG. 3 THE BEST" - PG. 14

table of contents vol. 7, no. 4 - July/Aug. 2010

BROADEN
Y O U R
PERSPECTIVE

KW Market
04 MARKET OF
THE MOMENT
A look at
06 HEAVY HITTERS

Proof positive
Navigator: Vision and some of the new leaders of KW Commercial’s
Opportunities 2010: of the distressed property value proposition.
New from KW Research! realm.
• Gary Keller’s vision for
the real estate market
• First-time buyers
• What’s selling and why

08 10
• Distressed properties
THE TRUMP BRING IT ON!
• PLUS a DVD of Gary
Keller's 2010 Family CARD
Reunion Vision Speech
Lessons on winning Gary Keller on turning
Cover price: $49 one step backward into
KW Leadership and
with the top luxury
Associate price: $5 players. 10 steps forward.
To place your order, go to:

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

22 ENTERPRISING
GEN Y-ERS 30 SOUL MATES
Mo Anderson

Meet KW’s six new 30 and Ebby Halliday

Under 30 stars. exchange wit, wisdom and
winning attitudes.

July/Aug. 2010 vol. 7 no. 4 Executive Director of Marketing and Communications: Ellen Marks OutFront is published by Keller Williams Realty, Inc.
OutFront is a publication of Editor: Lisa Wahlgren (outfront@kw.com) The entire document of OutFront is copyright© 2010
Keller Williams Realty, Inc. Marketing and Communications Coordinator: Laura Price by Keller Williams Realty, Inc. No portion may be
reproduced in whole or in part by any means, including
Copy Editor: Jeff Ryder
electronic retrieval systems, without the express written
807 Las Cimas Parkway, Suite 200 Design: Travis Drake
permission of the publisher. Editorial or advertising does
Austin, Texas 78746 Contributors: Celesta Brown | Jill Dwyer | Jennifer LeClaire | Elizabeth not constitute advice but is considered informative.
(512) 327-3070 phone
Millard
(512) 328-1433 fax
Advertising: Tom Freireich (advertising@kw.com) Copyright© 2010 Keller Williams Realty, Inc.
Job Inquiries: (jobs@kw.com) All rights reserved.

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

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

5
change your life. And here’s the third thing: dream

big ... Because you can. That’s what being a part of
Simple
Keller Williams Realty is all about.
Questions
In fact, nothing thrills us more than within your community, you are the TO GROW YOUR
knowing that, this summer, thousands face of Keller Williams Realty. It is your
PROFIT SHARE TREE
and thousands of you are getting on an success, your spirit and your growth
exciting new wealth-building path! that will attract your colleagues at other
Our “Just Ask” theme cuts right companies to Keller Williams Realty. In 1. THE SIMPLE COFFEE QUESTION
to the heart of what this year’s profit other words, your underlying strategy
“Would you like to meet for coffee? I’d
share campaign is all about. You are for building your profit share tree love to get to know you and talk shop.”
a respected and connected real estate should be to tap into everything that
2. THE SIMPLE EVENT QUESTION
professional and opportunities are all this company has to offer – enhancing
around you every day to reach out to your knowledge, income and validity “Do you have a minute? Look, I called
you because you were great to work
your sphere of influence. Just ask one every step of the way. with. There are going to be 7,000 agents
of the “5 Simple Questions,” spark So make sure that you attend every in Austin, Texas, for an event called
interest and start the conversation. Your class offered in your market center – Mega Camp. I knew you would be an
agent who would enjoy networking, as
team leader has the training to take it especially the Grow Your Profit Share well as hearing the latest compelling
from there. Tree and Wealth Building Workshop research on real estate. Top agents will
share their marketing ideas, scripts,
To date, 15 Keller Williams associates courses! Read and share with your dialogues and more.”
have earned more than $1 million in colleagues The Millionaire Real Estate
3. THE SIMPLE BUSINESS
profit share, and 23,769 associates Agent and SHIFT, become accountable CONSULTATION QUESTION
have become participants in our profit to achieving your biggest goals by
“My team leader is somebody you need
share program. We fully expect that enrolling in MAPS Coaching and BOLD to know! You owe it to yourself to talk
both of those numbers will double and and, of course, register NOW for Mega with them. Would you mind if I had
quadruple in the coming years. We want Camp 2010. (http://events.mapscoaching. them call you?”
you on the list, embracing profit share com). Better yet, invite a colleague from 4. THE SIMPLE TRAINING QUESTION
as your No. 1 vehicle for passive income another company to join you at Mega
“Our training is fantastic – you actually
growth! Camp! grow your business while you’re in class!
Our training, technology, culture Great things are in store for you and Would you like to attend Buyer Mastery
with me?”
and wealth-building opportunities far for Keller Williams Realty.
exceed that of any other real estate This is our time! 5. THE SIMPLE GIFT QUESTION
company in North America. We have “My team leader has one of the greatest
what real estate professionals need right business-building books available, The
now to grow their careers and fund the Millionaire Real Estate Agent, and I think
you would love it. It made a tremendous
lives they’ve always dreamed of living. impact on my business. Would you like
And, most importantly, we have you Mark Willis, CEO her to call and set up a time with you to
come by and get one?”
on our team. Among your clients and Keller Williams Realty

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

Cover Story

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

MARKET OF THE MOMENT DEMANDS
D E C I S I V E S T R AT E G I E S A N D C L E A R V I S I O N

By Lisa Wahlgren

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.

Brian Gubernick, Scottsdale-Southwest market center Marketing edge: Hosts a weekend morning radio show, “Treu
Real Estate 911.”
Business snapshot: Sole focus on short sales.
Completed 200 transactions in 2009 and is Success strategies: Come from contribution at every stage of the
on track for 275 to 300 in 2010. Business process, based on empathy for all parties: buyers, sellers and
is split into two entities: One takes short bank negotiators. Master negotiation skills, earn the respect of
sale listings and sees them through to close, key players, don’t accept a “no” when the answer should be “yes.”
the other negotiates with banks on behalf of Banks know when they are working with an experienced agent.
other agents’ short sale listings.
Market perspective: Transaction time frames are shortening.
Market perspective: Increasing trend toward “strategic Recently closed a short sale in seven days and three others
defaulters” – homeowners who are financially able to make their in 30 days. Smaller banks, which are not as inundated with
payments, but are underwater on their mortgage and choose to requests, are able to move faster than larger ones. Knowledge and
walk away from their mortgage due to a perception that they’ll negotiation skills speed the process.
never recoup the value that was lost during the shift. In the
Phoenix market, short sales and even foreclosures have become Mandi Ross, associate, Phoenix/Goodyear market center
far more socially acceptable than a few years ago.
Business snapshot: 102 transactions closed
Key success factor: Built a team based on the experience that in 2009, 99 percent of which were REOs
lead generation and taking listings is a separate skill set from and short sales. 67.7 percent of market
negotiating with banks. Focuses on negotiation, leveraging in- inventory is distressed properties. Close rate
depth knowledge of the various players, policies and systems at for short sales is 89 percent. Moving toward
various financial institutions. a sharpened focus on short sales.

Adrienne Gillis, associate, Bothell (Wash.) market center Why short sales?: The opportunity to build
relationships for life by serving as a consultant and adding
Business snapshot: Focused on REOs for the enormous value.
past 15 years. 99 percent of business is REOs.
Completed 101 transactions in 2009. Market perspective: Bank-owned inventory is down to a three-
month supply from 13 months a year ago. Investor demand for
Market perspective: 2010 has seen a bank-owned properties has increased, due to dwindling supply.
slowdown in new assignments, partly due The market’s average short-sale close rate has increased from 13
to greater cooperation from banks on loan percent two years ago to 46 percent today, due to improvements
modifications and short sales, but another in bank systems and infrastructures.
wave of foreclosures is anticipated.
Key success factors: Constant education, systems that ensure
Advice to prospective REO specialists: The playing field, which optimal leverage of team resources, selective acceptance of
was once limited to a select few, has opened up. Banks are much listings, consultative approach with clients concerning what’s in
more willing to work with newcomers. their best interest. kw

The best strategy for breaking into the business: Get your name
out there. Do massive numbers of BPOs. Looking to learn more?
Key success factor: ALWAYS be a part of the solution, Short-sale aficionado Knolly Williams, associate with
determined to tackle anything that comes up with the attitude the Austin Southwest market center, kicked off Keller
that it’s never a problem. Williams Agent to Agent Market this year with his 7 Days
to Success with Short Sales Toolkit.
Lisa Treu, associate, Boynton Beach (Fla.) market center (http://agenttoagentmarket.com).

Business snapshot: On track for 100 Bring buyers up to speed on the facts. Opportunity is
transactions in 2010. Along with husband, Knocking: Your Guide to the Ins and Outs of Finding a Good
Steve, runs a team whose business is 70
Deal in Today’s Market is available from the Marketing tab
on (http://mykw.kw.com).
percent short sales. Close rate stands at 98
percent, allowing for the fact that when
The KW Market Navigator 2010: Vision and Opportunities
buyers fall out of a short sales transaction,
presents a research-based resource for navigating the
the sales cycle starts over and the deal is
current market – and includes an entire section on
submitted a second time.
distressed properties.
(http://kwu.kw.com/kwu/marketnavigator).

KW Commercial

THE PROOF IS IN THE PEOPLE
INDUSTRy HEAVY HITTERS SEE UNIqUE
OPPORTUNITY IN KW COMMERCIAL

Photos By: Sara Kerver
Larry Locke Butch and Rhonda West

By Celesta Brown and Lisa Wahlgren

The Austin-Southwest market center’s recent infusion of top give back, and be part of a team that feels like family. Rhonda
commercial talent is sending a big message out to the market: and I can make a difference here.”
KW Commercial has arrived. Joining Rhonda and Butch is Larry Locke, another heavy
Drawing on her 31 years of experience in commercial real hitter who brings more than three decades of insightful
estate management, leasing, sales and acquisitions, Rhonda industry knowledge to his new role as KW Commercial
West, associate, is spearheading training and education. “We director. At his previous company, he developed a land
see a paradigm shift in the commercial real estate industry. brokerage division throughout central Texas and had amassed
The KW Commercial business model is appealing to people more than 40 listings – 5,000 acres’ worth – in the four years
who have been on their own and are now in need of more he was with them. As a testament to the strength of the
support and training.” relationships that Locke forged with his clients, all his current
Rhonda’s husband, Butch, is equally excited about joining listings have come over to KW Commercial with him.
KW Commercial. Having flown solo and affiliated with some Locke’s particular strength is forecasting and trend spotting.
of the top commercial brokerages in the business, Butch and It’s second nature to him to look for undeveloped areas where
Rhonda were looking for new opportunities and outlets to use expansion and growth are forthcoming. Over the years, he’s
what they have learned to benefit others. Lately, they’ve been worked for companies, been on his own, spent time working
volunteering almost half of their time, working for the CCIM on brokerage financing overseas, and worked in all parts of
(Certified Commercial Investment Member) Institute and real estate sales from shopping malls to office parks, but he
other organizations. “We have a lot to give,” Butch says. “KW always gravitates back to land brokerage.
Commercial provides us a platform to share our expertise, He was attracted to Keller Williams Realty because of the


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
Phone KW Commercial

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
POWER
wholly different,” he says. Because the shifted market
hasn’t fully impacted the commercial side of the business, The growth of the Austin-
yet, he says residential agents are curious about moving Southwest market center’s
into commercial, thinking there are huge commissions. commercial division has
But he warns that it often takes years to get to closing. For
this reason, Locke is interested in guiding and mentoring relied on the oldest
promising commercial agents. technique in the book:
“Commercial brokerage is a slow business; the attrition is cold calling.
substantial. You have to have a support system, and I want
to develop and lead training endeavors that will assist new First there was
brokers on their journey to success.” He acknowledges that the call last year from
the Keller Williams team culture will give commercial agents Assistant Team Leader
a considerable competitive advantage. “Everyone at Keller
Williams is so willing to lend a hand, which is refreshing Eric Copper, to Eden
because that’s not usually the way it is in the land brokerage Box, urging the Austin-
business.” Photos By: Sara Kerver
area real estate icon out
Nowhere was that more apparent to Larry, Rhonda and
Butch than during their trip to Family Reunion this year,
of retirement to ser ve as
prior to signing on with KW Commercial. “I talked to the commercial division’s
so many people and I never got one negative comment. director of development.
Everyone was happy,” Rhonda says. kw
Eden Box
“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 ver y successful
in their businesses, and it took a
while to persuade them that this
would be even more fun.”


Photo By: Ron Murray
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

BY JENNIFER LECLAIRE

Linda D’Ambrosi ventured into real estate seven years ago This newly-minted luxury home agent got plenty of advice
with a big goal: to work with Donald Trump. But it wasn’t from her team leader and from the leadership at Luxury Homes
until she signed on as a member of Luxury Homes by Keller by Keller Williams before meeting with Trump. The advice she
Williams at the L.A. Harbor market center that she finally received gave her the confidence to go into the meeting boldly.
landed that Trump deal. D’Ambrosi knew she had an entire team behind her, even
D’Ambrosi and her partner Sandra Callen represent The though she had yet to meet them.
Estates at Trump National Golf Club in Palos Verdes, four “If you take the free classes the division offers and combine
grand estates on the Palos Verdes Peninsula. Prices of the it with all the tools that are available, the impact is amazing,”
exclusive properties range from $3.4 million to $12 million and she says. “The Platinum Sales Systems Website, one of the
offer private, coastal living just outside of Los Angeles. preferred partners of the division, is very effective. The
The homes range from 6,000 to more than 15,000 square mastermind luxury group, where you can speak with other
feet and include access to the luxury golf club with its 45,000 luxury agents throughout North America, is incredible. There’s
square-foot clubhouse. no other real estate company where agents are so willing to
After spending most of her professional career as a paralegal, share advice.”
D’Ambrosi has become a rainmaker in the luxury real estate D’Ambrosi considers the Luxury Homes by Keller Williams'
market. Her philosophy: “Get it done now!” Her mission: arsenal of training and tools to be key to the success of her
“Help all parties in a challenging real estate transaction business, and she notes that the division is constantly building
accomplish their goals.” Her mantra: “It’s not one person who new resources for members.
creates success; it’s everyone around you.” Currently, she says that 80 percent of her time is
“When I went to talk to Mr. Trump, I was very secure in concentrated on Trump properties. Callen, works in the
my mind knowing that I would get the deal even though I had $1-million to $4-million range that D’Ambrosi calls the “bread
never sold $4-million or $10-million or $12-million homes and butter.” The duo both target foreign buyers looking for
before,” D’Ambrosi says. “Because I had just joined Luxury oceanfront homes.
Homes by Keller Williams to position myself in the luxury “Many of our clients come from Asia, and it’s a whole
market, I was able to tell Mr. Trump that I was a luxury home different sphere of influence,” D’Ambrosi says. “People with
agent.” money will always purchase if it’s the right spot.” kw


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CO MMER CIA L
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PA L M S P R I N G S V E N T U R E M A R K S N E W C H A P T E R F O R
L U x U Ry H O M E S B y K E L L E R W I L L I A M S A N D K W C O M M E R C I A L

Visitors to the La Quinta market center’s new business center that when markets shift you need to anticipate the change and
near Palm Springs, Calif., are in for a treat. With a sharp focus switch strategies. We saw a shift coming to more luxury home
on luxury and commercial properties, “The environment is a sales, and we wanted to be positioned to fully leverage that
blend of elegant hotel lobby and spa, kind of like a resort,” says opportunity.” KW Commercial has also been folded into the mix,
Michael Hilgenberg, a founding director of Luxury Homes and Hilgenberg anticipates that commercial activity will account
by Keller Williams and the operating principal of the La Quinta for approximately 10 percent of sales. “It’s an important selling
market center. point,” he explains.
Plans for the center kicked off in December 2009 during a ALC member Linda Baughman adds, "We’re anticipating
joint Associate Leadership Council (ALC) planning session in an upward spike as the business cycle advances. The Coachella
which associates noted the need to raise Keller Williams Realty’s Valley is a well-known haven for the rich and famous, and this is
stature among luxury and commercial clients in the Coachella the perfect time to position Keller Williams as the luxury home
Valley. "We wanted to follow what Gary Keller teaches, which is leader." kw


Bring It On

…
TB ACKS, SHIF TS, OBSTACLES
SE at it.
All a matter of how you look
iams Realty
an, Keller Will
r, co-found er and chairm
By Gary Kelle 05, and
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?
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env ugh as it is
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g to let the environm , “If you think
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Because w and theologia intolerable. O
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vorite authors u'll find it quite
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d simply for o correction, it’
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bookkeep er and reloca had ever see
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arkets Austin d go against
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to 33 agent ke: I could e ither go with
t this time
ecision to ma iness. It was a
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ue the way I
or just contin s Realty was
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it. I could re invent myself Keller William
as on’t feel like
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t saying this to
it at the m oment. I’m no

Marnie Bennett


Bring it On

great live
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The Next Step

Big Names BIGGER
P OT E N T I A L
KELLER WILLIAMS REALTY PROVES TO BE THE PLACE
FOR TOP AGENTS WHO ARE LOOKING FOR MORE
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:

closing table – 65 percent higher than the national average. As
Ed Goldfarb, a distressed property expert, he regularly shares his knowledge
associate, with local and national media outlets, including USA Today, the
Pembroke Pines/Miramar (Fla.) The Miami Herald, The Sun Sentinel and National Public Radio.
market center Rita Polit, team leader of the Pembroke Pines/Miramar
For nearly 20 years, ed market center views his media presence as a by-product of the
Goldfarb has been a real estate degree to which his clients respect him, as well as his “tenacity
icon in Florida, racking up top and passion for helping others. He’s an example to our entire
achievements year after year with industry. "
RE/MAX. He has reached a On May 1, 2010, his entire team – two buyer’s agents, an
staggering number of career sales: administrative assistant and a mediator for short sales – joined
1,540, with 43 of those in the first the Pembroke Pines/Miramar market center.
half of 2010. Goldfarb was never one to seek designations, Goldfarb estimates the switch will translate into an
but several years ago he had the vision to seek the Certified additional $25,000 to $30,000 in his pocket every year. He
Distressed Property Expert (CDPE) designation which proved anticipates that he’ll double or even triple his sales and is
to be critical. Since then, he has become a leading voice on confident that he has sided with a company that can support
short sale reform and a master of the market of the moment. him and help make it happen.
On average, 95 percent of his short sales make it to the

the opportunity to hear Gary Keller
Jim Kaemingk, associate, speak and realized “they knew what
Bellingham (Wash.) market center they were doing.” He joined the
As a top-producing Windermere Real Estate agent in the Bellingham market center shortly
Northwest, Jim Kaemingk was often solicited to join other thereafter.
firms. He was happy where he was and wasn’t looking to make a Chad Hyams, team leader, says,
move. “Jim has brought a powerful energy
That all changed when Ben Kinney, operating principal of the to our office.”
Bellingham market center, gave him a copy of SHIFT: How Top Kaemingk says he is impressed
Real Estate Agents Tackle Tough Times. He says that the powerful with the team emphasis at Keller
messages in the book really resonated with him. He’d had at Williams Realty. He didn’t have that
least five years of unbridled success before the market began to before and finds the positive energy
change. When he read the book, “the light came on.” He realized translates easily to clients. With
he had to shift his mindset and his business. more than 40 listings, the transition from Windermere seemed
Soon after, Kinney and Kaemingk went to MAPS Coaching's insurmountable. That wasn’t the case; Kaemingk has doubled his
Masterminds together in Austin, Texas, where Kaemingk had listings in about six weeks.


Big New Recruits

Mike Mazyck, 4) He was already using The Millionaire Real Estate Agent
models. Amber Boyd, team leader of the Rockwall market
associate, center, says she was thrilled to discover that Mazyck had already
Rockwall (Texas) market center put the MREA models to work for him. “In 2009, our office
For several years running, Mike had a Business Planning Clinic and a Mega Agent Panel. Mike
Mazyck has been the No. 1 agent agreed to sit on the panel, and I was amazed when I listened to
in the Rockwall, Texas, market. his answers to learn that he ran his business by following The
He has spent all of his seven Millionaire Real Estate Agent models! I thought, ‘WOW, why isn’t
successful years in the business this guy with KW?’ After months of talking and networking
at Coldwell Banker, but recently together, Mike and his team of six joined the Rockwall market
joined the Rockwall market center, located outside of Dallas. center."
He’s very clear on his reasons for doing so: “When I am talking with new talent, I am looking for
1) He wanted to have control of his business. someone who can produce, and more importantly, someone with
“At Keller Williams, all of my business is mine. As I grow it, I great leadership skills who is a fit with our culture. Mike met all
need to know I’m doing it for me.” of those qualifications and then some." Boyd says.
2) He wanted to have his own phone number on his "for Dee Dee trosclair, the regional director of the Texas-North
Sale" signs. Mazyck explains that, previously, his "For Sale" and New Mexico Region, couldn’t agree more. “Having Mike in
signs had the broker’s office number on them. Now that his own our Keller Williams family in North Texas has helped solidify
contact information is on his signs, he’s in a better position to the strong market presence we have developed in the last few
manage the leads. years. He is an example of the validity in our agent-focused
3) Keller Williams Realty is open to out-of-the-box model. Mike built his team using the MREA while he was at his
thinking. Mazyck says he feels more at home with the former company, again reinforcing that our systems and models
motivated, ambitious agents at the Rockwall office and he’s eager work. We’re glad he came to the source to build the rest of his
to put some nontraditional ideas into action. bright future!”

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W I L L YO U B E A M O N G T H E

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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 Internet site • BEST Seminar Approach
• BEST Craigslist Approach • BEST Pre-list Package
• BEST Social Media Approach • BEST Leverage
• BEST Farming • BEST Organization Approach
• BEST Open Houses • BEST Approach for Working with Buyers
• BEST FSBO/Expireds Approach • BEST Short Sales Approach
• BEST Referral Approach • BEST Wealth Building Through Profit Share

S: my award-winning Christopher ChroGa, rwyillKpeellrfeorrm live,
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The rview wit
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O
THIS AND AhwHises to be the most inform
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Mega Camp 2010
Austin,Texas
Mega Agent Camp Sept. 15-16
Mega Leadership Camp Sept. 13.14
Mega Tech Camp Sept. 14

MEGA CAMP 2010 | SEPTEMBER 13-16
AUSTIN CONVENTION CENTER |AUSTIN,TEXAS
REGISTERTODAY! HTTP://EVENTS.MAPSCOACHING.COM

BOLD and Beyond
MAPS Coaching

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

A full year after graduating from the intensive

The nuMBeRs
coaching experience, BOLD alumni report
that they are still going strong with the
mindset and the success habits that BOLD
TeLL The STORy! set in motion.
Among them: Tim heyl, associate
with the Austin-Southwest market center.
During the first 12 A rookie and recent college graduate at
months of BoLD: June the time he enrolled in BOLD, heyl laughs
openly when asked what his career and GCI
2009 through may 2010
would have looked like had it not been for BOLD.
… “When I got into real estate, my goal was to make
• 10,342 participants $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
enrolled in BOLD during structure to my day and i know what it is that i need to do to
achieve my goals."
100 separate sessions. 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
• Number of contracts
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
taken during the program: – not hoping to get lucky or land one huge listing.”
excited about enrolling in BOLD again next time it’s offered in Austin,
72,863! 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.”

W h AT ' S N e x T f O R B O L D ?
BOLD Revolution! Starting

July 18, 2010, follow four

BOLD participants’ breakdowns

and breakthroughs, reality TV
BOL D fOR L e aDe Rshi p!
style, during their eight-week Launching Sept. 14, 2010 at Mega Leadership in
Austin, Texas.
BOLD Journey. (http://apps. “I want every leader in our company to take this course!”
Mary Tennant, President and COO, Keller Williams Realty.
kw.com/bold-revolution).


RED Day

Dear Team,
RED Day is now an entrenched part
of our culture, and it’s one of my
favorite days of the year.
Here at our International Support As we got in our cars and drove back
Center, where the concept of RED to our homes on May 13 – along many
Day was born, bred and embraced, newfound blisters and sore muscles –
nearly every one of us – 150 in total we were reminded how powerful we
– participated this year. Along with are as a team. And the best part of all:
associates from other Austin market the realization that tens of thousands
centers, our RED Day initiatives ran of you at nearly 700 market centers
the gamut. We picked up trash on a throughout North America had also
hike-and-bike trail; painted murals; gotten together as a team to have a
landscaped and put on a party at a significant impact on various corners
children’s home; of your communities.
spruced up an That’s what being
Witnessing the
animal shelter; a part of the Keller
rehabbed a local many ways that Williams family is all
theatre; put up a about. As Mark Ozman,
cedar log fence; we responded to associate with the
planted and Indianapolis/Carmel
cleared trails at community needs market center, wrote in
a biodiversity an article that appears
site; and got a was a wonderful on page 29 of this issue,
children’s hospital “RED Day isn’t about
set up with privilege. cleaning up a park. It
donated formal is a one-day expression
dresses, shoes and accessories in of what happens 24/7 in the Keller
preparation for the Cancer Ward’s high Williams culture. It is seeing a need,
school prom. discovering who can meet that need
Spouses, children, guests and and then getting it done.”
prospective associates joined the fun. Well said, Mark. I couldn’t agree with
It could not have been a better day. you more.
To witness the many ways that
we responded to community needs Yours in living the Keller Williams
and to be able to take part in so culture,
many different service projects was a
wonderful privilege. The community
took note: local newspapers and TV
stations covered us, and prospective Mary Tennant
agents got to experience the Keller President and COO
Williams culture firsthand. Keller Williams Realty


Tech Tips

PUT YOUR BEST
FACE FORWARD
N E W “ F I N D A N AG E N T ” S E A R C H TO O L O N

Cary Sylvester
K W. C O M G I V E S yO U T H E O N L I N E E D G E – J U S T
B E S U R E yO U ’ R E N OT C A M E R A S H y
AGENT SEARCH
By Cary Sylvester, Executive Director of Technology, Keller Williams
GO! Realty International Support Center

Online personalities can have a lot of clout these days, and to your local online outlets.
whether online or off, you are the brand that matters.
You are your own brand and, as such, you are in control
Last year, when we began laying out the blueprint for the of your KW.com agent profile. Make yours as simple or as
new KW.com, the most important goal behind the site was robust as you’d like. It’s up to you. Just remember, the more
delivering more leads to our associates. While resources on keyword-rich content you add to your profile, the more
buying and selling homes are readily available on KW.com, likely you are to be found by a consumer or agent searching
it is you, the agent, who acts as the interpreter. Real estate for someone with your expertise. kw
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.
H O W TO B U I L D YO U R
This capability has been refined to the point that K W. C O M A G E N T P RO F I L E
consumers can search for an agent based on any number
of criteria: location, industry designations, certifications, 1. Start by logging into MyKW through
languages spoken, or specific areas of expertise such as
green homes, investment properties, short sales or first-time
www.kw.com.
home buyers. Once the consumer lands on an agent profile 2. Once logged in, click on the link for the White
page, they see that agent’s contact information, current Pages under your photo on the left-hand side.
listings, any additional information added by the agent and, 3. When the White Pages open, click on My Profile,
ideally, the agent’s current photo.
then go back and click on My Referral.
So how do you ensure that consumers find you when 4. There are six items of information needed:
they are searching for someone whose expertise and market A. My Profile: Upload Agent Photo, Biography,
matches yours? Update your agent profile! Email, Cell Phone, Text Messaging
The best place to start is with an updated photo. So many B. My Referral: Languages Spoken, Specialties,
times I see agents upload outdated photos, or worse, no Designations
photo at all. In an age when your online profile has power, 5. Be sure to save your updates!
a picture that reflects you are on top of necessary details is 6. Now when consumers search for you on the
critical.
new KW.com, they will see a more complete and
Once you’ve uploaded your photo, be sure to include informative representation of you!
relevant biographical information along with your
specialties, designations, certifications, languages and any For detailed video instructions, log on to the
niche markets you serve. Are you on Facebook, Twitter? Do intranet (http://mykw.kw.com) and click on
you have a Website? Add that to your profile to drive traffic KWConnect under the Education tab.


Risk Management

IS SELLER FINANCING

GOING THE WAY OF
T H E D I N O S A U R ?
UNINTENDED CONSEqUENCES OF THE SECURE AND FAIR
ENFORCEMENT FOR MORTGAGE LICENSING ACT OF 2008
ARE SHEDDING NEW LIGHT ON SELLER FINANCING
By Avis Wukasch

The Secure and Fair Enforcement the money to purchase. Some attorneys
for Mortgage Licensing Act of 2008 interpreting this law also believe the
(S.A.F.E.) was signed into law in July buyer broker/agent who assists a buyer in
of that year by then President Bush. negotiating the terms of a seller-financed
The intent was to create oversight of transaction would also be subject to
mortgage loan originators and have some licensure, although the rules are not clear
regulation over who could assist a buyer on this for everyone.
in obtaining what is, for most, the largest Another unintended consequence of this
loan they will ever have. The Act requires Act is its effect on Habitat for Humanity
registration, education, background checks – an organization which Keller Williams
(fingerprinting) and testing in order to Realty supports all over the country. All
become or to continue as a loan originator. Habitat for Humanity loans are “seller
The stated purpose: “increase uniformity, financed.” Currently, Congress is working
reduce regulatory burdens, enhance on this financing situation – with bills that
consumer protection and reduce fraud." are before both the House and the Senate.
By now, each state should have passed Although this legislation is currently stuck
enabling legislation in order for this Act to in committee, there could be an outcome
be enforceable in the states. by the time this article is published.
Now why wouldn’t all this be great? So what do you need to do? Find out
For the most part it is, but be aware of what your state has done or is doing to
the unintended consequences of the Act. implement the S.A.F.E. Act, and contact
It covers anyone who takes a residential your state’s REALTOR® association and
mortgage loan application and offers or find out where you stand if you have a Avis Wukasch is team leader of the Round
negotiates terms of a residential mortgage proposed owner-financed sale. If you Rock (Texas) market center. Having
for compensation or gain. Perhaps in some are in Texas, there is a moratorium until recently been ranked among the 100 Most
states no one offers or involves themselves August 31 on enforcement of the license Influential Women in Real Estate, Avis
in owner financing, but in Texas, seller requirement for seller financing. currently serves as a commissioner for the
financing is sometimes an alternate way to It is hoped that by August 31 a rule will Texas Real Estate Commission and is the
finance something that someone otherwise be passed reinstituting a previous Texas immediate past chairman of the board for
the Texas Association of REALTORS®. On
could not purchase. My son was able to exemption allowing sellers to finance up to
the forefront of regulatory issues affecting
purchase a home a few years ago because five transactions in a 12-month period (the
real estate professionals in Texas, Wukasch
a family member loaned him the money "de minimus" exemption). Stay tuned. Pay
is certified to teach continuing education
to become a homeowner. If that sale were attention. Who knows what may happen
and prelicensure classes on agency,
occurring today, the family member would next. kw
marketing, law and contracts.
most likely need a loan originator’s license
in 49 of 50 states in order to loan him


TOP 50
PRODUCING 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

1 Express Realty Services Reston, Va. $1,478,743.46 284.25
2 Marnie Bennett Ottawa, Ontario $1,447,210.15 103
3 The Paul Rushforth Team Ottawa, Ontario $1,216,602.94 156
4 The Rhodes Team Dallas, Texas $984,472.79 140
5 Brandon Green Companies Washington, D.C. $848,105.43 135.75
6 The Heller Real Estate Group San Diego, Calif. $846,730.75 67
7 Philbeck and Associates Orlando, Fla. $822,388.74 319
8 Sue Adler Team Summit, N.J. $780,237.50 46
9 The Belt Team McLean, Va. $777,909.80 49
10 The Fabulous Properties Team Pleasanton, Calif. $769,412.94 34
11 Tricia Fox Group Chicago, Ill. $746,815.02 72.15
12 The Bocage Team Fremont, Calif. $745,611.55 95.45
13 The Monaghan Group Glendale, Ariz. $740,878.53 244
14 The Ida Terbet Team Raleigh, N.C. $738,396.58 101
15 The Buehlers & Associates, Inc. Flower Mound, Texas $727,319.26 109
16 Mike Clarke Real Estate Team Toronto, Ontario $721,399.59 78.55
17 The Noel Team Santa Monica, Calif. $699,110.42 30.90
18 Home Resource Group Cedar Park, Texas $697,890.95 112
19 Guldi Real Estate Group Waldorf, Md. $695,428.68 161
20 The Bouma Group Ann Arbor, Mich. $693,432.94 118
21 Jennifer young Team Chantilly, Va. $678,920.09 107
22 The Kink Team The Woodlands, Texas $677,486.29 76
23 The Seybert Team Henderson, Nev. $676,752.49 198.75
24 Bizzy Blondes Marina del Rey, Calif. $657,787.49 40.65
25 The Kenny Klaus Team Mesa, Ariz. $640,982.46 123.90
26 Carol Royse Lifestyle Team Tempe, Ariz. $639,679.36 131
27 The Builders Wife Team Plano, Texas $636,711.98 49.34
28 Szakos & Associates Camarillo, Calif. $630,860.70 85.70
29 The Jordan Team Bonita Springs, Fla. $630,764.27 35.50
30 The Kristan Cole Team Anchorage, Alaska $621,443.06 91
31 The Levanson Team Phoenix, Ariz. $620,442.02 158.50
32 The Millman Team Torrance, Calif. $613,455.45 60.50
33 Smith Premier Properties Folsom, Calif. $609,812.50 113.50
34 Mulholland and Ross North york, Ontario $600,174.21 43
35 Eng - Garcia Group Washington, D.C. $589,860.29 42.50
36 Brenkus Team Henderson, Nev. $583,072.17 177.50
37 The DeBerry Team Plano, Texas $573,949.00 94
38 The Jonville Team Carlsbad, Calif. $566,923.42 42.53
39 The Marshall Group Salt Lake City, Utah $566,150.34 132
40 Ben Kinney/Home 4 Investment Team Bellingham, Wash. $562,944.78 98.18
41 Stephen Cooley Team Fort Mill, S.C. $559,629.16 104
42 The Graham Group St. Clair Shores, Mich. $556,842.48 219.25
43 Jansen Coastal Largo, Fla. $550,622.30 41
44 The Michael Reese Group Frisco, Texas $548,022.17 93.55
45 The Sunset Team Los Angeles, Calif. $547,167.00 23.50
46 McCormick Team Palo Alto, Calif. $546,537.50 8
47 The Jeff Silva Team Blue Bell, Pa. $544,126.54 68
48 Olsen Real Estate Group Woodbury, Minn. $539,229.02 159
49 Legacy Group Spokane, Wash. $538,087.99 120
50 The Karen Parker Group Vienna, Va. $534,375.74 139


KW Outfront Online July/August 2010

KW Outfront Online July/August 2010

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