Regional Directors Meeting
December 14, 2007
2
Keller Williams Regional
Directors Webinar
Agenda:
1. 2007 Outcomes
2. 2008 Goals
3. 2008 Focus: Phase II of Operation Heart to Heart 2:
1) Operating Principal Focus
2) Team Leader Focus
3) Regional Focus
4. 2008 Deliverables
1)
2)
3)
4)
5)
6)
KWU
MCAngels
Millionaire Systems
KWConnect
MAPS
eAgentC
3
2007 Outcomes
Keller Williams 2007 Probable
Outcomes
•
•
•
•
76,000 Agents
675 Market Centers
$80,000,000 in Royalty
$47,000,000 in Profit Share
4
5
2008 Goals
6
Keller Williams 2008 Goals
•
•
•
•
82,000 Agents
700 Market Centers
$85,000,000 in Royalty
$52,000,000 in Profit Share
“Authority is a language of
minimums. Leadership is a
language of maximums”
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2008 Focus
8
Keller Williams 2008 Focus
Phase II of Operation Heart to Heart 2:
1. Operating Principal Focus: The
Mindset of an OP
1) Wealth-Building and Leadership
2) Business Ownership
3) Succeeding through Others
9
Keller Williams 2008 Focus (cont.)
Phase II of Operation Heart to Heart 2 (cont.):
1. Operating Principal Focus: The Mindset of
an OP (cont.)
1) Wealth-Building and Leadership
•
•
The Pathway to Wealth-Building
MC Leadership
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Keller Williams 2008 Focus (cont.)
Phase II of Operation Heart to Heart 2 (cont.):
1. Operating Principal Focus: The Mindset of
an OP (cont.)
2) Business Ownership
•
•
•
•
OP Training – “Mindset”
RSTLM
MC Financials Training with Vital Signs
Scorecard
Quarterly Touch for Top 50 OPs
11
Keller Williams 2008 Focus (cont.)
Phase II of Operation Heart to Heart 2 (cont.):
1. Operating Principal Focus: The Mindset of an OP
(cont.)
3) Succeeding through Others
•
•
•
•
Training on How to Identify and Train Team Leaders
Mastermind Series for Succeeding through Others
Ongoing OP Calls
Ongoing Team Leader Identification and Qualification
–
–
Recruit-Select 20 TLs from ALC DISCs
Future Team Leader Development
classes held in Every Region
12
Keller Williams 2008 Focus (cont.)
Phase II of Operation Heart to Heart 2 (cont.):
2. Team Leader Focus: The Five Things a TL
Needs to Know How to Do
1)
2)
3)
4)
5)
The Ability to Recruit
The Ability to Implement a Training Curriculum
The Ability to Master Mega Productivity
The Ability to Recruit and Train a Staff
The Ability to Understand Financial
Management
13
Keller Williams 2008 Focus (cont.)
Phase II of Operation Heart to Heart 2 (cont.):
2. Team Leader Focus: The Five Things a TL Needs to
Know How to Do (cont.)
1) The Ability to Recruit
•
•
•
•
•
Mastering Recruiting Scripts with Dianna Kokoszka
Recruiting in a Shifting Market
Recruiting from Struggling and
Failing Brokerages
Recruiting by the Book
(MREA Recruiting)
ALC Training and Cultural Messages
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Keller Williams 2008 Focus (cont.)
Phase II of Operation Heart to Heart 2 (cont.):
2. Team Leader Focus: The Five Things a TL
Needs to Know How to Do (cont.)
2) The Ability to Implement a Training
Curriculum
•
•
•
•
Lead Generation 36:12:3
CAMP 4:4:3
MREA Curriculum
The Who, What, When and How’s
of a MC training curriculum
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Keller Williams 2008 Focus (cont.)
Phase II of Operation Heart to Heart 2 (cont.):
2. Team Leader Focus: The Five Things a TL
Needs to Know How to Do (cont.)
3) The Ability to Master Mega Productivity
•
•
•
Thriving in a Shifting Market
Advanced Consulting Clinic: Mega
Productivity
Recruiting by the Book
(MREA Recruiting)
16
Keller Williams 2008 Focus (cont.)
Phase II of Operation Heart to Heart 2 (cont.):
2. Team Leader Focus: The Five Things a TL
Needs to Know How to Do (cont.)
4) The Ability to Recruit and Train a Staff
•
•
•
•
RSTLM: Recruit-Select
RSTLM: Action Training
RSTLM: Leadership and Motivation
Leadership Training
17
Keller Williams 2008 Focus (cont.)
Phase II of Operation Heart to Heart 2 (cont.):
2. Team Leader Focus: The Five Things a TL
Needs to Know How to Do (cont.)
5) The Ability to Understand Financial
Management
•
•
MC Financials Training with Vital Signs
Scorecard
Ongoing Team Leader Calls
Keller Williams 2008 Focus
(cont.)
Phase II of Operation Heart to Heart 2 (cont.):
3. Regional Focus
1) 1 Great New Franchise
2) 1 Great New TL and 10+ Outstanding TL
Candidates
3) 1 Great New Icon Agent Who Is Passionate
about KW
2008 Is The Year of Leadership!
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Keller Williams 2008 Focus
(cont.)
Phase II of Operation Heart to Heart 2 (cont.):
3. Regional Focus: 1st Quarter Plan
1) Identify 20 TL Candidates through Leadership
Development Series
2) Lead Generate for OP Candidates
3) “Get the Book” on every OP (videos available)
4) Validate AVAs on every OP
5) One In-Person Visit to all Market
Centers
6) Heart to Heart 2 Implementation
7) Find Your Agent Icons
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2008 Deliverables
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KWU 2008 Initiatives
New Individual Agent Field Guides for 2008:
12 Tactics for a Turbulent Market (working title)
1.
2.
3.
4.
5.
6.
Seizing Opportunities (Mindset)
Staging
Pricing
Lead Gen
Lead Conversion
Internet Lead Conversion
7. Expense Management
8. Transaction Issues
9. Short Sales, Foreclosures, REOs
10. Leverage
11. Creating Urgency in Buyers
12. Alternative Financing (eBook by
David Reed)
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KWU 2008 Initiatives (cont.)
New Agent courses for 2008 (continued):
1. Lead Generation and Conversion Audio
Scripts
2. CAMP 4:4:3 update (including new
“Contract-to-Close” power session)
3. Quantum Leap revision
4. MREA Curriculum revisions
5. Buyer Mastery
6. Seller Mastery
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KWU 2008 Initiatives (cont.)
New Market Center Leadership courses for 2008:
1.
2.
3.
4.
5.
6.
7.
8.
9.
10.
RSTLM: Action Training
RSTLM: Leadership & Motivation
TL Recruiting Course/Tour with Holly Perry
Leverage for Team Leaders
Market Center Training
Market Center Financials
OP Clinic
Recruiting Audio Scripts CD Product
MCA Clinic
Regional Training
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MCAngels 2008 Initiatives
1. First 100 days training for MCAs, ROMs,
RMCAs
2. Training modules for MCAs on KW
Connect
3. MCA blog
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Millionaire Systems 2008
Initiatives
1. Your First Home: A Proven Path to Home Ownership
–
–
–
1st of the Keller Williams Realty Guides series authored
by Gary Keller, Dave Jenks and Jay Papasan.
Lays out the benefits of home ownership, addresses
many of the common objections, emphasizes the value
of working with an agent and serves as a guide through
the process of purchasing your first home in the US and
Canada.
Available onsite at Family Reunion.
2. Green Your Home
–
–
2nd of the Keller Williams Realty Guides series.
The 2008 election year is sure to include much debate
on everything green. Our book will be the first to show
home owners to bring sustainable living to their current
home--think practical, economically sensible solutions. A
timely gift from agents to their clients for life.
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Millionaire Systems 2008
Initiatives (cont.)
3. MREA, 2nd edition
• The #1 best-selling real estate career guide will get an important
update, addressing the Internet, discounters, shifting markets
and much more.
• Each month at launch, Mo Anderson invited anyone attending
who did $20M in production or more to join her and share why
they joined KW--85% cited MREA as a principle reason! You're
most powerful recruiting tool is about to get even better.
4. Audible.com
We have a relationship with Audible.com which will make all of
our products available for mp3 download. Audible also supplies
audio book content for Apple's iTunes and Amazon.com.
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KWConnect 2008 Initiatives
1.
2.
3.
4.
5.
6.
Agent Mountain
Sales Meeting Library – Volume 2
36-12-3
Buyer Mastery
Momentum Corner
…and more!
KWConnect 2008 Initiatives
(cont.)
Heart to Heart II Downloadable Audio
1.
2.
3.
4.
5.
Future Team Leader Development
Team Leader Recruiting Training
Jeff Elias Creative Financing
Thriving in a Shifting Market
30-40 various calls recorded
Available as free downloads at
www.kellerwilliamsuniversity.com/h2h2
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KWConnect 2008 Initiatives
(cont.)
Updated KWConnect Website
• Searchable videos and audio files (including
Agent Mountain content)
• Videos sorted by area topics (e.g., “Staging” or
“Lead Generation”)
• Better reporting on online training viewed for
Leadership to hold associates accountable
• Improved player, with enlarged viewing area and
easier content interface
• More downloadable audio
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No More Certification!
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MAPS 2008 Initiatives
MAPS 2008 Coaching Programs
• Coaches Training Skills Camp
• Mastery Business Coaching
• Mastery Combo Coaching
• Mastery Recruiting Tech Coaching
• Mastery Agent Lead Generation Tech
Coaching
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MAPS 2008 Initiatives (cont.)
MAPS 2008 Coaching Programs (cont.)
• Mastery Prospecting Coaching
• MCA Coaching
• Breakthrough Coaching
• Fast Track Coaching
• Rising Stars CAMP 4-4-3 Coaching
• Productivity Coaching
• …and more.
37
MAPS 2008 Initiatives (cont.)
MAPS 2008 Coaching Tools
1.
2.
3.
4.
5.
6.
Productivity Coaches Game book
Playbook for Agents in Productivity Coaching
Agent Mastermind Attendee Role Model DVD
Team Leader Mastermind Attendee CD
Owner Mastermind Attendee CD
Coaches Training Skills Camp Manual
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MAPS 2008 Initiatives (cont.)
Masterminds 2008
• Three sessions, one of which is combined with Mega
Camp 2008
• Regular sessions are two half days
• Programs:
–
–
–
–
–
–
Agent
Team Leader
Operating Principal
Technology
Loan Officer
MCA
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eAgentC 2008 Initiatives
Agent Tools
1. KWLS 3.0
2. Online Instant valuation tool
3. Listing Presentation Wizard
4. Agent Websites 4.0
5. Domain Purchasing
6. Lead Generation Networks
7. White Pages (Netferral)
8. ProManage (new Top Producer 8i)
9. Email expansion (to 200mb per user
from 100mb)
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eAgentC 2008 Initiatives (cont.)
Leadership Tools
1. eAgentC Guest Tour
2. Recruiting Simulator
3. eAgentC MC Websites
4. Lead Management
5. Intranet Upgrade
6. Reports Upgrade
7. MORE Upgrade
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and all of our associates.