Thursday, May 7, 2015

MASTER ANY MARKET

Imagine going on a cold call and walking away with a $6 million transaction. That’s what happened to Tosha Corrigan of the Tosha Corrigan by the beachDestin (Fla.) market center. The sale never would have happened if not for the accountability she has to her KW MAPS Mastery coach, Monica Reynolds, which led to her cold calling that day.
“That sale broke a lot of records,” Corrigan says. “It’s the highest priced residential Gulf-front lot ever. When the new house is complete, I’ll be listing the house that the client is currently in.”
KW MAPS Coaching changes agents’ businesses and lives because of its intense focus on accountability. “Coaching is a business decision for a businessperson,” says Reynolds, a 20-year coach.
Developed from models Gary Keller laid out in bestselling books like The Millionaire Real Estate Agent, SHIFT, and The ONE Thing, KW MAPS Mastery Coaching is designed for highly motivated individuals looking to take their business to the top.
KW MAPS Coach Monica Reynolds“MAPS coaches take a three-pronged approach with Mastery clients: we coach, consult and train,” said Kate Patulski, who has been coaching since 1997. “Coaching challenges the client to move beyond their current production and see  themselves performing at a higher level. It challenges the status quo.”
Through weekly personalized coaching sessions, elite privileges and exclusivity, KW MAPS Mastery Coaching clients receive the insights and clarity they need to boost productivity and profits.
Imagine Outperforming the Market
“Whether you have a strong market or a shifting market, you need coaching,” Reynolds says. “Everyone who has done anything phenomenal, from Michael Phelps to Bill Gates, had a coach. It’s great to have someone who encourages you,   gives you reality checks, helps with your skills and team-building and takes a look at your profit-and-loss statements. Why make mistakes when someone can provide a better idea?”
While some may feel less need for coaching when the market’s hot, Reynolds says this is precisely the time to differentiate yourself from the competition. “If the market is strong, gobble up as much business as possible by cranking up your lead generation and building your database.”
Headshot of KW MAPS Coach Joe BogarJoe Bogar has been a KW MAPS Mastery coach for six years. He says coaching during a strong market is a smart business strategy. “You have the choice to trend with the market or to trend above the market,” he says. “KW MAPS Coaching helps you trend above  the market. By increasing your market share when the market is strong, your business will be better positioned when the market inevitably shifts.”

Patulski says that regardless of market conditions, having a KW MAPS coach is essential to growth and profitability. “If an agent evaluated the number of listings taken or sales in any given month – they would probably find that they missed several opportunities, which equates to money left on the table,” she says. “Opportunities are typically missed because agents experience limiting beliefs. Great coaches challenge us to want to be better agents because they see the best possible  versions of ourselves.”
Imagine Increased Productivity
Dana Cox, an associate with the Ellis County (Texas) market center, says KW MAPS Coaching keeps her focused on business and encourages her to work smarter, not harder. “In 2011, I took BOLD and it taught me the basics and habits of  becoming a topproducing agent,” she explains. “Two years later, I took BOLD again because I needed something to get me out of my comfort zone so I would keep growing my business.”
Cox realized she was ready to add the next coaching step. “I needed someone to keep me focused and help me think outside the box and keep growing,” she says. “I didn’t want to max out my business at the age of 23. Today, I’m a 25-year-old  mega agent and on track to exceed my goal of 52 transactions this year.”
Corrigan began coaching with KW MAPS in 2012 because she wanted to make her real estate career more profitable. “The biggest thing Monica changed for me was my schedule and time-blocking.” Corrigan says. “She holds me accountable and it pays off.”
For Bogar client Tony Baroni of the Brandon (Fla.) market center, Mastery Coaching helped him increase productivity by staying focused on his role and the role of his team members.
“My business had grown 336 percent in 12 months and I really needed a KW MAPS coach to help me with building my team and to keep me accountable on a weekly basis,” he says. “It’s one of the best decisions I have ever made.”
Keller Williams associate Kelly Hagglund of the Portland Premiere (Ore.) market center, has been in KW MAPS coaching for five years. She attended a BOLD Experience, and it seemed like the right thing for her to put herself under this type of  accountability. Coaching with KW MAPS Coaching has benefited Hagglund by creating accountability and providing valuable mentoring.
“If you want to grow your business and be profitable, KW MAPS coaching is the ONE Thing that will get you there,” she says. “I am very passionate and motivated. Having a KW MAPS coach keeps me on track.”
Imagine Amplified Profitability
As with any business investment, coaching clients think of coaching in terms of ROI. “KW MAPS Coaching has helped me more than double my earnings,” Corrigan said. “Last year, I did $8.2 million, and this year, we’ve closed over $20 million so far.”
“We are on track to surpass our 2014 goal,” Hagglund concurred. “KW MAPS Coaching helped me see that in my heart of hearts it was all right to make money.”
Cox has learned that smart investments in her business pays dividends. “I am spending more money now than ever in my business and making more money than ever before,” she says. “I cut spending on all the little shiny objects in real estate because it is really about the basics and picking up the phone and calling your sphere.
With the assistance and encouragement of his coach, Baroni grew his team, which in turn grew his profits. “KW MAPS Mastery Coaching has made me more profitable by knowing what each member of my team needs to focus on each day and allowing  me to focus on my 20 percent,” he said.
Headshot of KW MAPS Coach Kate PatulskiBefore she became a coach, Patulski was a coaching client. “I remember when I first hired a coach,” she reflected. “It was in the early 1990s and the investment to have a coach was practically the same as it is today. I was a single mother not  making a lot of money and nervous about the commitment. My coach saw me differently than I saw myself. He helped me keep my emotions between the lines and focus on the things that would give me the biggest return in my business.  That relationship has been one of the most pivotal in my career.”

Wednesday, May 6, 2015

Booming and Moving

Getting to know the Baby Boomers of 2015 and their impact on the housing market.

Group of diverse seniors smiling and raising their hands up
Real estate sales is not a one-size-fits-all business. Different generations require different tactics. It is imperative that agents understand their clients both individually and generationally. The age group expected to have a big impact on the housing market this year is baby boomers.  Baby boomers are those born between 1946 and 1964.
More Americans were born in 1950 (41 million) than in any other year and they are turning 65 this year. It is estimated that 10,000 boomers a day will turn 65 from now through 2030.  What are they going to do with their existing homes? Will they stay or will they sell?
A recent survey conducted by the California Association of REALTORS® found that less than half of baby boomers who are currently renting do not have debt that would prevent them from buying a home.  The survey further found that 22 percent of those renting plan to buy a home in the next five years and 63 percent of them would like to buy a home if they could afford it. This survey polled baby boomers only in California where there is are 8.6 million baby boomers (representing 11% of all baby boomers). (U.S. Census Bureau)
So what should real estate agents know about this demographic that is expected to take the housing market by storm in 2015?
Boomers make up 40 percent of U.S. household heads
40 percent of U.S. households are headed by someone who is between the ages of 50-69. (1)
Boomers are not retiring only in sunny states (2)
83 percent chose to remain in the same state whether it was cold or sunny.  The four most baby-boomer-populated states are California, New York, Florida and Texas.
Boomers prefer diverse neighbors (2)
Only 7 percent of retirees today live in age-restricted communities.
Boomers have been, and will continue to be, an entrepreneurial generation (3)
They will launch twice the number of new businesses as Millennials in the next year. This could mean they will move to states with favorable business taxes and benefits.
Boomers make up a large percentage of existing homeowners (4)
Homeownership among those over 55 is about 80 percent.
72 percent of those over 65 have no mortgage.
People over 65 have an average home equity of $212,800.
64 percent are likely to move at least once during retirement.
They want to receive in-home health care (4)
Nursing home residents have declined 5% to about 1.4 million from about 1.5 million during the 10 years that ended in 2012.
The number receiving in-home care is up nearly 30 percent to 3.4 million during the same period.
They are attracted to homes and neighborhoods with features that appeal to older buyers (5)
This includes maintenance-free amenities, open floor plans, walking trails and social and fitness activities.
They are active-adults that prefer new(er) construction (5)
Homebuilders like PulteGroup with its Del Webb Communities are appealing to affluent active-adult buyers with their open floor plans, convenience to service amenities and recreation opportunities.
Are you interested in learning more?
Purple box with text inside that reads, "Baby Boomers are the fastest growing segment of our population. Are you fully tapped into this source of busines?" KW MAPS Group Coaching CourseExplore the systems for increasing your listing inventory at minimal cost through probate listings and senior downsizing opportunities in the Group Coaching program Baby Boomer Listings. In the KW MAPS Group Coaching course Baby Boomer Listings taught by Aaron Simmons [Total GCI: $21,487,300.79 // Closed Units 1,528 (Member of the Chris Heller Team)],  you will learn to build systems within the three pillars of the baby boomer / senior business; Probates, Implementing the senior transition program, Establishing a professional referral network.

Friday, May 1, 2015

Resolution in Greater Des Moines!

Dear Keller Williams Family,

We're thrilled to announce one of the most incredible examples of the Keller Williams culture in action: 

After three long years, our Greater Des Moines Market Center and its major local competitor have agreed to establish a customary working relationship. 

And it's all thanks to YOU!

From the day we entered the market – our associates had a somewhat adversarial relationship with their competitor, earning only $1 in commissions on most of the competitor's listings.

Because of you and your unwavering love and support, not a single agent lost a dollar. Every agent has been paid in full! 

At Keller Williams, we take care of family. When you first learned about the Des Moines situation at the 2013 Inspirational Brunch, you quickly raised more than $100,000 to help offset their commissions. Your contributions grew to millions of dollars as our culture grew stronger and stronger.

We can’t imagine any other company where this could happen. You pulled together and proved once again that the Keller Williams culture is stronger than any obstacle. 

As the Stanford Business School recently shared with the world, our culture is key to our success. It's a culture deeply rooted in a belief system that starts with Win-Win or No Deal and finishes with Success: Results through People. The resolution of the Greater Des Moines challenge encapsulates the WI4C2TS perfectly. 

Thank you for your compassion, generosity and resolve. We’re a better company – and a stronger family – because of the commitment of associates like you!

Yours in keeping our family whole,