Powerful Women in Real Estate: Break the Chains, ROAR and Discover Your Hidden Treasure!

The world’s most influential women scrolled across the screens as I Am Woman Hear Me ROAR by Katy Perry rang through the air during the Reach Out and Achieve Results (ROAR) breakout session during Family Reunion in Phoenix, Ariz. The crowd ROARED for Dianna Kokoszka, CEO of KW MAPS Coaching and KWU who led the intimate hour full of life lessons shared by Keller Williams businesswomen. The dynamic group of real estate powerhouses revealed their ability to confront adversity and persistently rise up to make their dreams come true.

The crowd ROARED for Dianna Kokoszka, CEO of KW MAPS Coaching and KWU who led the intimate hour full of life lessons shared by Keller Williams businesswomen. The dynamic group of real estate powerhouses revealed their ability to confront adversity and persistently rise up to make their dreams come true.

Guests on her panel included Keller Williams Vice-Chairman of the Board Mo Anderson, PresidentMary Tennant, Associate and top-producing KW Commercial member Heidi Prosser, KW MAPS Coach Kate Patulski, Associate and Market Center Investor Marci Fair and Kokoszka’s grandsonDante, who dedicated a special performance of Katy Perry’s Roar to Anderson.

Kokoszka asked each panelist to look back to their pasts and disclose their most cherished lessons of empowerment. “It all started while walking down pasture lane and dreaming of a life full of greater means,” said Anderson, who pulled herself from childhood poverty to become Keller Williams Realty’s vice-chairman the board. Anderson’s life of conditioning through hardship, she says is what gave her the grit to stay in the game despite its obstacles.

Reflecting on her experience going through BOLD, Prosser said, “I am truly living a life by design. The more faith I have instilled in my journey, the more doors have opened for me.” Labeled the “Queen of Leverage,” she has been able to stay dialed into both her personal and business life. “Women can have it all, but they can’t do it all. You must realize that leverage is a mindset and it’s not about how much money you have in your bank account, it’s about learning how to let go. It can happen in the smallest ways, progressing into bigger opportunities. It will never be easy to take that step, but you have to put one foot in front of the other and jump.”

“I want every little girl who is told she is bossy to be told she has leadership skills,” said Kokoszka. “We have to fight for women to get into leadership! We have to help women rise up!”

When you drink the water don’t ever forget who dug the well,” she added. “We had to work hard to break into the industry. We not only had to sell real estate, we had to sell our dream. We had to sell that a woman can be a great leader.”

Kokoszka charged the crowd to take the reins of their lives and release their greatness. “You must realize you have what it takes and your talents will be released. It’s not the power inside anyone else. It’s according to the power that you believe in. Stop discounting yourself, if your treasure is going to come out, you have to believe you have what it takes.”

She acknowledged the “drunk monkey” inside everyone, saying that it’s just as easy to talk yourself into something as it is to talk yourself out of it. “Average is the best of the worst and worst of the best. You wouldn’t be here if you were average. Get ready for the release of your untapped talent inside you!” she continued.

The powerful hour closed with Tennant, who shared that she has loved every minute of her life and discovered one lucky gift to share. “Enjoy and love the experiences you have when you have them because you don’t get to do it again.” She concluded “You’ve just experienced one of the most wonderful women and leaders of our century. Dianna Kokoszka has made every one of us better.”

Kokoszka then charged the crowd, “Now’s your chance, go forth and ROAR! Change the WORLD!”

Mega Agent Expansion: Go Forth and Multiply!

Before a packed audience last week, co-founder and chairman Gary Keller explained the origins and opportunities of the next evolution for real estate teams – Mega Agent Expansion.

“Simply stated, Mega Agent Expansion is taking your administration systems and team and your lead generation systems and team to an additional location,” he said.

Keller said there are three big reasons to expand:

1. To increase profits;
2. To expand the vision for your business so you can attract and retain more and higher quality talent;
3. And to deepen your bench.

Keller interspersed his comments with stories about the early years of Keller Williams and the lessons he and the company learned. “In Austin, we had two market centers and I resisted adding any more.”  Eventually, he awarded new market centers in the area to other owners. “What’s interesting is that our business grew at the original.” The expansion didn’t diminish the growth potential, in fact, it enhanced it.

Keller told attendees not to give themselves a ceiling. “This is a wealth-building seminar. If you don’t want to build wealth you can leave.”

Based on his conversations with agents, operating principals and team leaders, Keller identified the four “myths” people experience when they think about Mega Agent Expansion:

1. “I’m an agent, not a businessperson.”
2. “Expansion is for companies, not agents.”
3. “I can just make more money with my current team.”
4. “My plate is so full with my current business that I don’t see how I have the bandwidth or resources to do this.”

Keller debunked the myths one by one. “This is a big, big opportunity,” he said.

For attendees wondering when to expand, Keller offered a basic rule of thumb: net income of at least $100,000 and an organizational structure to support expansion.

“Income doesn’t determine when to expand,” he declared. “It’s when you have someone to do the job. The real question is ‘what are you expanding?’ Expansion should be a natural extension of your lead generation and administrative expertise.”

Keller recounted CEO Mark Willis’ rise through the ranks at Keller Williams. Willis was at a market center in Austin, Texas when Keller asked him to meet for Mexican food. At one point during the meal, Keller literally slid a folder across the table with the keys to an office in San Antonio. Willis accepted the challenge, and after he proved himself there, Keller made him the Regional Director. And when Mo Anderson was ready to transition into a new role with Keller Williams, Willis was ready to step in. “Three great hires made all this possible: Sharon Gibbons, Mo Anderson and Mark Willis,” said Keller.

While expansion may show moderate gains in the first two to five years, the next few years might be very challenging. “You’ll get pummeled, which will be hard, but then you’ll experience a geometric progression and launch into explosive growth,” he said. “Keller Williams didn’t turn a profit for several years, but then we reeled off nine years of growing 40 percent or more each year.”

What’s the path to Mega Agent Expansion?

1. First you expand in your city, which has the convenience of the same MLS.
2. Next you expand into a different city in the same state, which probably means a new MLS.
3. Next you expand into a different state, which means not only a different MLS but probably different licensing requirements.

Addressing owner/brokers, operating principals and team leaders in the audience, Keller encouraged them to seize, rather than resist Mega Agent Expansion. “This is already happening,” he said. “The mega agent is already validated and they’re going to recruit agents to your office. I’d get on the phone and call top producers in your area and ask if they want to expand into your market center. Imagine if you have 20, 30 or 40 expansion teams operating out of your market center? If you have 100 expansion teams earning $100,000, that’s $10 million a year.”

Keller brought the message home by interviewing a panel of Keller Williams mega agents who have already started expanding into new markets: Adam Hergenrother, Ben Kinney, Brian Gubernick, Brandon Montemayor and Jason Lindstrom.

“This is the ultimate destiny,” Keller said. “It’s a distribution network for top-producing agents.”

At the conclusion of the panel, Dianna Kokoszka, CEO of KW MAPS Coaching and KWU, and Kristan Cole, vice president of Mega Agent Expansion, introduced the Explorer-level and Expansion-level membership benefits, which include Webinars, monthly training calls, exclusive breakout sessions and masterminds opportunities.

Check with your regional leadership to see when the Mega Agent Expansion Launch Tour is coming to your region!

Click here to find out more: http://mykw.kw.com/kwintranet/getSite.action?id=1342

The Inside Sales Associates AKA Call Crushers

We’ve all heard it: Work smarter, not harder. And, it’s a little thing called leverage that continues to keep KW competitive as the industry shifts. When a market changes, agents need to reevaluate and adjust their strategies to stay on point with their business models. Hiring an Internal Sales Associate (ISA) is one trending topic people couldn’t help but talk about at this year’s Family Reunion.

“Think of the ISA as a phone animal – a highly skilled, well-paid professional salesperson who is extremely comfortable and productive spending 80-85% of their time on the phone,” said Aaron Armstrong of Nashville, Tenn., during just one session on the subject.

So what does this person do, exactly? In a nutshell, the ISA converts your leads so you and the rest of your team can focus on your ONE Things. How they do it can vary – outbound prospecting, focusing on expireds and FSBOs, calls to the sphere… however you are capturing leads. The rest of the role’s job is spent training – record and listen to their own calls, listen to other ISA’s calls and study and practice scripts.

Tim Heyl, head of the Heyl Team in Austin, Texas, calls his ISAs “call crushers,” and suggests using the ISA hires as a way to get real specific on what everyone in your organization does? Then go out and find talent to fill those shoes. “Give your team the opportunity to focus and succeed through their ONE Thing,” Heyl said, “which means your market center profits.”

Of course we’ll reiterate the key to this if finding the right people, and panelists from varying sessions said it can take a lot of trial and error. While everyone agreed putting in the time and getting clear on your needs – who will they be talking to, what side of your business will they be on, what are your team’s numbers, etc. – is the way to find talent.

Vija Williams from Kirkland, WA, and Dar Walden from Anchorage, AK, have both had their ups and downs in trying to find the perfect ISA. While many think a high Vector 1 and 2 is the way to go, Williams and Walden warned be careful. They both caution that your ISA needs to have a good balance and recommend possibly having the high V1/Vs back up a different lead Vector.

Let us reiterate: Make your talent search specific to you and your team’s needs.

And when you’re missing person’s report is ready in hand, reach out to your network to start the search. A few successful finds have happened via scouting your Market Centers to see who’s super excited about prospecting and lead generating, and look outside real estate – put ads on Craigslist and look to other industries with similar positions. “Inside Sales Talent make great ISA recruits,” said Sam Monreal of ____________. “They’re comfortable cold calling and communicating the value of the business.” What industries? Think insurance, TV and phone, anyone who has spent most of their work hours on the phone and rocked it.

To wrap it up, top agents already in business with awesome ISAs said: focus on your business needs, will will beat skill, training is vital and stay in tune with your new hire.

Keller Williams Reports Record Growth, Productivity and Profitability Gains

AUSTIN, TX (February 17, 2014)- Real estate industry giant Keller Williams reported record growth, productivity and profitability gains for 2013. Already the largest real estate franchise by agent count in North America, the company added 15,000 associates last year, bringing its overall associate count above 95,000.

 

During the company’s annual convention in Phoenix, Keller Williams CEO Mark Willis announced that the company’s associates had both outpaced the industry and shattered records in every category Keller Williams measures:

• Transactions were up nearly 20 percent to 644,000 units
• Sales volume was up almost 30 percent to $158 billion
• Commissions earned increased by 30 percent to $4.2 billion

The extraordinary productivity gains drove profitability for franchise owners and fueled historic Profit Share distributions to associates. Ninety-five percent of offices were profitable for the year – a figure far above the standard for franchise businesses. The company shared more than $78 million with associates through its Profit Share program – an increase of 41 percent over 2012. Since the program’s inception in 1996, the company has distributed $475 million in profits with associates. It is on pace to double that cumulative Profit Share to more than $1 billion over the next five years.

 

The strong financial results are the exclamation point on an historic year for the Austin-based company:

• Signing master franchise agreements covering Austria, Germany, Switzerland, Turkey and the UK and celebrating the launch of KW Indonesia, KW Southern Africa and KW Vietnam.
• Being named the #2 training organization across all industries by Training Magazine.
• Reaching No. 1 on the Wall Street Journal business bestseller list with co-founder Gary Keller’s The ONE Thing, which has now been translated into 23 languages.
• Unveiling a new logo and branding campaign;
• Transitioning the company’s entire associate base to Google Apps for Business;
• Launching a mobile search app individually branded for associates and holding a consumer sweepstakes that will give $50,000 to a consumer who downloads the Keller Williams Real Estate Search App.

“Keller Williams family, this year you showcased to the world that an education-based, technology-driven, consumer-focused company can drive innovation and excellence,” Willis said. “You’ve shown what an energized army – 96,000 strong and growing – can achieve when we all work together and are focused on a shared vision.”

 

During an update on the company’s global expansion, Keller Williams Worldwide President Chris Heller announced plans to open Keller Williams offices in Dubai. He also welcomed more than 130 guests from 24 countries.

 

Keller Williams President Mary Tennant shared that the company’s charitable foundation, KW Cares, had awarded more than $2.5 million in grants in 2013 to Keller Williams associates and family members struggling against unexpected hardships – from health issues to natural disasters, such as tornados in Oklahoma and flooding in Colorado.

 

“Thanks to you, Keller Williams has developed a culture of success, innovation, giving, and fun,” Tennant said. “You’ve attracted the best people, delivered the most impressive results and created the strongest culture. You and your colleagues have built the most extraordinary real estate business in the world.”

You Own a Business — Act Like a Business Owner

When you think about a business, what do you picture? Maybe your first thoughts are of places that have inventory that is sold directly to consumers, like your local Starbucks or McDonalds. After all, a single Starbucks location can create $1.1 million in revenue per year. A McDonalds franchise can do twice that number, pulling in around $2.4 million each year.

Your real estate career is no different than those other more traditional businesses. In fact, when it comes down to numbers, a real estate business often can do even bigger business than those examples from above. Take it from Tony DiCello, vice president of research and development for MAPS Coaching. “How many other businesses move $45 million in product?” DiCello asks. “Just because we don’t take possession of inventory doesn’t mean we don’t have businesses. You own a business – act like a business owner.”

Before you can focus on effective team building for your real estate business, you have to focus on the “business” part of your real estate practice. As a real estate agent, you own a business. You may start off as the sole employee of your business, but as you move into real estate team building, you’ll need to be sure you have the foundations of a successful real estate business in place first.

The power of an extraordinary business can be yours by focusing on the following three foundations to grow your real estate business:

1) Lead generation through leverage: Lead generation is the heart of your business. Your efforts toward building a real estate team will ultimately be about increasing your capacity for lead generation.

2) Leadership: Not all agents are leaders, but without this learned skill, you will find it nearly impossible to grow your team and your business.

3) Scalability through the Millionaire Real Estate Agent (MREA) Models: A commitment to MREA Models will keep your business efficient as it grows. 

With these foundations underneath your business, you’re already acting like a business owner.

5 Things To Do Before Keller Williams’ Family Reunion

Social media guru, COO of The Belt Team and KW Blog Contributor Christy Belt Grossman delivers her top five things to do before Keller Williams’ Family Reunion.  Whether this will be your first Family Reunion or 15th – she shares some great tips for taking your online relationships offline to generate more ideas and more business. Check it out!

Need some more strategies to make the most of your time at convention? Check out Chad Hyam’s awesome annual Family Reunion Survival Guide on ActiveRain. Hyams has experienced Family Reunion as an agent, team leader, vendor with IMSD  general manager, KW MAPS Coach and now as the Growth and Productivity Director for the Keller Williams Southeast Region. Here are some of our favorite highlights from his extensive overview. 

“Start putting a small amount aside each month so you are ready for 2015 and of course follow the hashtag #KWFR.”

“Before you get near the airplane for your trip to Phoenix (or in your car if you live close enough) visit FamilyReunion.KW.com and check out the breakout schedule. Take the time now to figure out the 2 sessions you want to attend in each time block.”

“If you really want to make the most of Keller Williams Family Reunion we suggest you figure your ONE Thing in advance and ask everyone the same question. Maybe you want to know how hold the world’s best open house. Maybe you want to know how to list more homes. Maybe you want to learn how to close quicker. Whatever it is, figure out your ONE question and ask EVERYONE you can.”

2014 is starting off to be already a great year for Keller Williams Realty

POSTED ON FEBRUARY 5, 2014

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2014 is starting off to be already a great year for Keller Williams Realty. In addition to the awards and accolades they received during 2013, they have just been named the No. 2 training organization in the world by Training Magazine. 

Outranked only by Jiffy Lube International, Keller Williams was joined in the top five by Capital BlueCross, Mohawk Industries and CHG Healthcare Services. Training magazine recognized the 2014 Training Top 125 winners and revealed their rankings during the Golden Gala, held on February 3rd during the Training 2014 Conference & Expo at the San Diego Convention Center. Companies that wish to be considered for Top 125 ranking complete a detailed application, which is scored both quantitatively (70 percent of total score) by an outside research and statistical data company and qualitatively (30 percent of total score) by Training magazine editors and Top 10 Hall of Fame representatives. “We want to thank all of our coaches, course writers, instructors and associates for embracing these training programs and delivering extraordinary results,” said Dianna Kokoszka, CEO of KW MAPS Coaching and Keller Williams University.

Some of the training resources Keller Williams was recognized for included:

    BOLD (Business Objective: Life by Design) – a transformative program that helps real estate professionals increase sales through the relentless pursuit of leads and business-building activities. Over the course of seven weeks, BOLD conditions agents with powerful mindset exercised, language techniques and lead-generation activities. Participants are assigned to accountability teams and challenged to push each other to achieve big results. BOLD attracts real estate professionals from brokerages and brands throughout the industry, many of whom sign up every time it is offered. Last year, BOLD graduates increased their closed transactions by 50 percent and their income by 114 percent compared with agents who did not take BOLD.

    RSTLM (Recruit, Select, Train, Lead and Motivate) – a comprehensive training course for finding, hiring, training and leading talent. RSTLM is an intensive, four-day training program. Leaders use it to recruit and retain talent. Agents use it to hire teams so they can grow and work effectively. Leaders who have taken the series and use the models and systems have shown a 63 percent increase in franchise office profitability compared with other leaders, contributing to the record 95 percent market center profitability Keller Williams offices achieved in 2013. Agents using RSTLM reported a four-fold increase in income, from $50,000 to $212,000.

Keller Williams prides themselves on being a “education-based, technology-driven company”, which is just another reason why agents flock to work for their organization. Employees with access to training and development programs have the advantage over employees in other companies who are left to seek out training opportunities on their own. The investment in training that a company makes shows the employees they are valued. The training creates a supportive workplace. Employees may gain access to training they wouldn't have otherwise known about or sought out themselves. Employees who feel appreciated and challenged through training opportunities may feel more satisfaction toward their jobs. 

A commitment to training and coaching at every level is at the heart of what sets Keller Williams Realty apart from other organizations. With valuable resources such as Keller Williams University and KWConnect, there’s no easier way or better time to get your foot in the door at Keller Williams.

BOLD Coming to Salt Lake City March 25, 2014!

Tired of the same routine?  Interested in making a change in your life and income? Take the first step to BOLD absolutely FREE! Traning Information: SEATING IS LIMITED SO MAKE SURE TO REGISTER TODAY! COST: FREE DATE:  MARCH 25, 2014 Time: 9:00 am - 3:30 pm (8:30 check-in) Location: SLCC Miller Conference Center - in the Theatre 9750 S. 300 W., Sandy Deadline to register is March 20, 2014 When you attend BOLD, you will: Overcome your limiting beliefs Set BOLD goals Learn how to deliver powerful scripts that naturally influence people to work with you Build an abundance of leads into your business Incorporate time-saving strategies and techniques that will take your business to the highest levels Actually make calls, set appointments and close contracts! Are you ready to go BOLD? Dianna Kokoszka, president of kw|MAPS Coaching and KWU, created and wrote an IMPROVED BOLD... for YOU. Over seven weeks, BOLD conditions agents with powerful mindset exercises, language techniques, business-building strategies and live lead generation activities. Have you ever been to a great training event, pledged to turn over a new leaf and two weeks later, found yourself running your business the same way you were before?  BOLD is different! Out of all producing agents, the ones that took BOLD in 2013… BOLD Agents Average GCI 2013……... $102,353 Non BOLD Agents Average GCI 2013…. $46,893 Sold 79.6% more dollar volume Sold 85.6% more units and made 118% more money (GCI) than agents who did not take BOLD in 2013 During BOLD, you condition yourself to adopt the mindset and the activities that allow you to cut through the clutter and head straight for your dreams. You will stop living a life by default and step up to a life by design.

Countdown to Family Reunion: 5 Days!

Check out what's happening on the Main Stage!

Vision Speech Join Gery Keller, Jay Papasan, and Canada's John Furber as they explore the numbers, events, and economics that drive the real estate industry Sunday 9:00-11:30am Main Stage, North 300 Level
	Red Bash and Casino Night Don't biss the biggest Red Bash party yet! Dance the night away with Grammy-Award winning artist Kenny Loggins, and try your luck at the biggest ever Casino Night. Wear red, place your bets, and enter the "Danger Zone"! Sunday 7:30-10:00 pm Main Stage, North 300 Level
State of the Company and State of the Culture Address Join Mark Willis and Mary Tennant as they take the stage for their annual presentation of the State of the Company and State of the culture. Chris Heller will also update us on the state of KW Worldwide. Hear where we are today and where we'll go tomorrow. Monday 9:00-11:00am Main Stage, North 300 Level
	Keynote Speakers: The Tuohy Family Don't miss this opportunity to hear and learn from an incredible family whose story inspired the bestselling book and Oscar-nominated movie, The Blind Side. Tuesday 9:00-11:00am Main Stage, North 300 Level
Inspirational Brunch Conclude your Family Reunion experience with this heartwarming and powerful session, in which Mo Anderson and her guests share stories of strength, perseverance, and inspiration. Featuring "Take 6," the most-awarded vocal group in history. Wednesday 9:00-11:00am Main Stage, North 300 Level
We look forward to seeing you in Phoenix soon!

Agent teams are the fastest-growing model in real estate

What works and what doesn’t in this new business dynamic? Insights from Sue Adler, CEO of the Sue Adler Team; Ben Kinney, operating principal, Keller Williams Realty; and Jennifer Berman, general manager, Hilton & Hyland.