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Passport to Success Keller Williams Real Estate – Exton #331 100 Campbell Blvd. Suite 106 |Exton, PA 19341 | 610-363-4300 | fax 610-363-4399
Passport to Success
Keller Williams Real Estate – Exton #331 100 Campbell Blvd. Suite 106 |Exton, PA 19341 | 610-363-4300 | fax 610-363-4399
At KELLER WILLIAMS International, we proudly and fondly refer to our beliefs as WI4C2TS. They are how we grow our relationship among ourselves.
Win-Win ~ Or No Deal
Integrity ~ Do the Right Thing
Customers ~ Always Come First
Commitment ~ In All Things
Communication ~ Seek First to Understand
Creativity ~ Ideas before Results
Teamwork ~ Together Everyone Achieves More
Trust ~ Begins with Honesty
Success ~ Results Through People
Our Mission: To build careers worth having, business’ worth owning and lives worth living. Who we are: A Training and consulting company that also provides the franchise systems, products and services that lead to productivity and profitability.
Important Information List
Office Leadership
Cindy Dickerman Operating Principal (OP) 610-363-4383 [email protected] Ed Fordyce Team Leader (TL) 610-363-4300- 2444 [email protected]
Amanda Nettles MCA 610-363-4303 [email protected] Amber Amoriello Assistant MCA 610-363-4348 [email protected] Lindsay Martin Front Desk Coordinator 610-363-4300 [email protected]
David Ashe Broker of Record (BOR) 610-363-4300 [email protected] Marilyn Lieb Transactional Coach 610-363-4337 [email protected]
Annemarie Hinds Productivity Coach 610-363-4300x2429 [email protected] Lisa Chaban West Chester Business Center 610-436-6500 [email protected]
Agent Leadership Council
Anna Abbatemarco 484-593-4131 Anna@AnnaKnowsRealEstate Lauren Dickerman 610-363-4374 [email protected]
Caleb Knecht 610-363-4300x2413 [email protected] Chris LaGarde 610-363-4300-2413 [email protected]
CJ Stein 610-363-4300x2456 [email protected] Andrew Addy 610-405-4075 [email protected]
Beth Stein 610-363-4300x2456 [email protected]
Doctor on Call Please refer to the Doctor on Call Schedule for who is on duty!
Ed Lieb 484-888-6915 Jean Gross 610-368-3003
Lauren Dickerman 484-459-2147 Kathy Wolfgang 610-283-9428
Bev Raspanti 610-213-3573 Deb Hepler 610-420-6500 Dave Ashe 610-864-6125
Caleb Knecht 484-995-1591 Cheryl Jacobs 610-212-4755 Marilyn Lieb 610-585-3693
Important Information My copier code (last 4 digits of SS#) _________________My office phone number ______________ My Trends MLS username: ________________________ password: _________________________ Keller Williams Exton Computer login(reppert) username:____________ password:______________ My mykw.kw.com username: _______________ password: _________________ Market Center ID #331
Commitment to Excellence In Real Estate there are three (3) Levels to your career: Launch – Growth and Achievement. At Keller Williams Real Estate, we understand how critical great training and support are in order to for you to achieve a high level of success. With this in mind, we require all our agents to make the following commitment
Launch – <12 transactions Growth - 12 - 25 transactions Team 26 + transactions Orientation Orientation Orientation Computer Training Monthly Office Meeting Monthly Office Meeting Ignite Agent Round Table Agent Round Table Converting Leads to Sales Converting Leads to Sales Converting Leads to Sales Listing, Leads and Leverage Listing, Leads and Leverage Listing, Leads and Leverage Monthly Office Meetings Monthly Office Meetings Monthly Office Meetings Simple Secrets to Profit Share Simple Secrets to Profit Share Simple Secrets to Profit Share Productivity Coaching PAR Script Practice KW Connect Training Agent Roundtable Ignite Agent Round Table PAR Classes ALL Regional Training Inspections Classes Quarterly Master Minds Forms and Procedures Training Family Reunion Mega Agent Camp Mega Camp Training Family Reunion Coaching Training Support Daily Office Trainings MAPS Coaching Team Leader Regional Trainings Bold Maps Coaching KW Connect Agent Masterminds Bold BOLD
Support
Support Team Leader Pro Coach MAPS Coaching Team Leader Agent Masterminds Ignite Doctor on Call KW Connect ALC Regional Training
Dual Career Agents- if you are an agent with a Dual Career then your goal must be to become a full time agent. We will revisit your progress monthly. Your goal should be to have a minimum of three (3) closings within your first 3 months. We strongly recommend that your second career be an evening position so your days and weekends are available for real estate
I, ______________________________, am 100% committed to participating in the training necessary to become a great agent. I understand the commitment my Team Leader, ALC and office are making in return, in order to support me in my efforts. I understand that is an expectation of being a part of Keller Williams Real Estate part of the W4C2TS is “Commitment in all things”
___________________________________________ _____________________________________________ Agent Signature Date Team Leader Signature Date
Questions about my office bill Amber Amoriello 610-363-4303 [email protected]
Profit Share information Amanda Nettles 610-363-4303 [email protected]
Question regarding escrow money Amber Amoriello 610-363-4303 [email protected]
General office info / passwords Amanda Nettles 610-363-4303 [email protected]
Referral commission questions Amanda Nettles 610-363-4303 [email protected]
1099 Information Amanda Nettles 610-363-4303 [email protected]
Keller Williams Exton Polices Amanda Nettles 610-363-4303 [email protected]
Contract Questions Doctor on Call Schedule located on Intranet CALL 610-363-4300 for help
Legal Issues David Ashe 610-363-4300 [email protected]
Coaching questions Marilyn Lieb 610-585-3693 [email protected]
Training Calendar info Marilyn Lieb 610-585-3693 [email protected]
How to work the Copier / Phones / Scanners Lindsay Martin 610-363-4300 [email protected]
Was a package was delivered or fax received? Lindsay Martin 610-363-4300 [email protected]
I'd like to talk to an co- op agent about KW Ed Fordyce 610-363-4300 [email protected]
Question about Dotloop Annemarie Hinds 484-713-2429 or Dot Loop Support [email protected]
Questions about your KW email Annemarie Hinds 484-713-2429 or KW support [email protected]
Questions about Greensheets Amanda Nettles 484-713-2429 - 610-363-4303 [email protected]
Questions about Conveyancing Lois Frederick, FLT 610-363-4347 [email protected]
Questions about Title Services Erica Werner, FLT 610-363-4304 [email protected]
Questions about Mortgage Frances Patton | Jason Ashe 610-363-4327 www.myprospectmortgage.com/
Do I need a U and O Suburban West Realtors Alliance www.suburbanrealtorsalliance.com
Questions about Continuing Education Suburban West Realtors 866-495-SWRA www.Suburbanwestrealtors.com
Questions about Designations Suburban West Realtors 866-495-SWRA www.Suburbanwestrealtors.com
Questions about code of Ethics Violations Suburban West Realtors 866-495-SWRA www.Suburbanwestrealtors.com
Co-Broker Commissions Issues Suburban West Realtors 866-495-SWRA www.Suburbanwestrealtors.com
Quick Reference Phone Numbers
Market Leader www.marketleader.com 800-491-4234 www.MarktetLeader.com
Reppert Factor www.reppertfactor.com 215-945-8869 www.ReppertFactor.com
Dot Loop www.dotloop.com 513-257-0558 www.dotloop.com
West Chester Business Center Lisa Chaban 610-436-6500 [email protected]
Suburban West Realtors www.Suburbanwestrealtors.com 866-495-SWRA www.Suburbanwestrealtors.com
TREND www.trendmls.com 1-877-330-9900 www.trendmls.com
First Land Transfer www.firstlandtransfer.com 610-363-4304 www.firstlandtransfer.com
Quick Reference Info
What is our NAID number for a HUD deal? CHSTER6893
What is our Federal tax ID number? #32-0086893 If W9 is needed - contact Amanda
What is my NRDS number? www.Realtor.org www.PAR.net
What is our Broker number? RB065420
Frequently Asked Questions – General Information
4-Week Success Program
Task Date Due Date Completed
MREA BOOK – read 3x License Received by State New Agent Orientation Meeting 1 New Agent Orientation Meeting 2 Membership Trend Membership Suburban West Realtor Association KW Email Address Set Up eAgentc Website Set Up eEdge Website Profile 100% Have Professional Photo Taken Order Business Cards Order Name Badge Set up Voicemail Purchase 2 domain names Attend Suburban West Association Orientation Purchase Supra Key Pad Setup/Purchase Calendar Complete 411 Complete Business Plan Setup Dot Loop Forms Attend Office Meeting Purchase Open House Signs Purchase For Sale Signs Complete Reatlor.com Profile Complete Trend Orientations Set up KW app Complete and Review Disc Assessment Attend Broker’s Open Completer Buyer’s Presentation Complete Seller’s Prelisting Presentation
Agent Training Program Checklist
IGNITE Date Completed Instructor Signature
Session 1: Rev Up Session 2: Your Database Session 3: Open Houses Session 4: Prospecting Session 5: Accountability Session 6: Prepare to Work with Buyers Session 7: Buyer Consultation Session 8: Find and Show Homes Session 9: Make and Receive Offers Session 10: Accountability Session 11: Negotiate Win-Win Agreements Session 12: Find Seller Leads Session 13: Accountability Session 14: Your Prelisting Packet and Consultation Session 15: Price Right and Present Your CMA Session 16: Market and Service Your Listings Session 17: Contract-to-Close and Post-close Systems Session 18: Accountability
Other Important Training Date Completed Instructor Signature
Orientation to Market Center Greensheet Training Dotloop Training Code of Ethics & Board Orientation Trend MLS Orientation KW Difference - Culture & the Gift of Profit Share MREA Listings, Leads and Leverage Converting Leads to Sales (floor time) Floor Duty Training w/Call Coordinator (floor time) Floor Duty Training with Duty Agent Forms and Procedures PAR Forms Training
Kellerisms
At Keller Williams, we have a language all our own. We affectionately refer to our modified words as “Kellerisms.” Below is a list of Kellerisms, along with their definition: 4-1-1 The 4-1-1 is a productivity tool that drives your goal setting from the
desired end results to the present. 4-1-1 stands for four weeks, one month, and one year; but you must first set the yearly goals and then detail monthly and weekly goals. It is not a to-do list; it’s a have-to-do list.
8 x 8 A lead generation schedule consisting of eight touches over eight weeks.
A high-impact, high-saturation technique that is designed to put you in the number-one position in the minds of everyone in your Met database within an eight-week period.
Above the Line Above the Line Expenses are also known as Approved Expenses.
They are deducted from the Market Center income before Profit Share is calculated.
ALC Associate Leadership Council. A group of individuals drawn from the top 20 percent of Market Center producers.
Allied Resources People in a position to help each other reach their goals. These are individuals you have met that you expect either to do business with or to receive leads from every year.
Below the Line Below the Line Expenses are expenses that are taken out of owner profit after Profit Share is calculated.
Big Rocks If you are given a glass, different materials, large rocks, small rocks,
pebbles, sand, water; fit into the glass in different ways. By putting water first, then sand, then pebbles, then small rocks, then big rocks, you would fit less material. But if you put the big rocks in first, etc., you can fit more materials into your glass.
Capper An individual who produces sufficient GCI and contributes enough
Company Dollar to the Market Center to satisfy his/her annual commission Cap requirement. After capping, the individual keeps all commission income.
Company Dollar The money the Market Center keeps after all the agents are paid their commissions. The Market Center uses these funds to pay bills and to make a profit.
Core Group The influential group of people at a Market Center who are recruited for
their ability to recruit other sales associates and thereby increase MC profitability.
DISC A written personality profiling system that assesses Aggression/Response to Challenge, Influence/Persuasion, Activities/Responsibilities, and Rule/Regulation. The system then describes an individual’s personality in terms of D: Dominant/Driver, I: Influencing/Inspiring, S: Stable/Steady and C: Compliant/Correct.
Fill Your Bucket During staff meetings, you might recognize an individual who has helped
you by going above and beyond their job description—you might “fill their bucket.”
GCI Gross Commission Income. The total amount of commission dollars the
Market Center receives from a transaction. High-D An individual with a high score in the Dominant/Driver category of the
DISC personality evaluation. Team Leaders are typically High-D.
MCA Market Center Administrator. The MCA is responsible for implementing and maintaining all operating systems in a KW Market Center.
OP Operating Principal. The Operating Principal is responsible for the success
of the business venture. They are also responsible for bringing Capital, Leadership, and Accountability.
Paid On Volume Closed Sales Volume on which the associate paid Company Dollar
(until they cap).
Profit Share Amount of Market Center profit that is sent to KWRI for distribution to the appropriate Associate in the Profit Share Tree.
RD Regional Director. The Regional Representative who administers KW in
a geographical area. RD’s award franchises to prospective owners and see that the KW Model is followed in their Region.
The Model The process set forth by Keller Williams Realty International that describes the guidelines to be followed for the successful launch and profitable operation of a Market Center.
Transmittal The monthly process through which the Market Center closes their books
and sends their information to KWRI. Transmittals are due by the 3rd business day of the following month. Market Centers transmitting late are assessed a late transmittal fee of $100 per day. This late charge is never waived. Successful transmittal is a critical task for the Market Center leadership team.
The Keller Williams MVVBP Mission To build careers worth having, businesses worth owning, and lives worth living. Vision To be the real estate company of choice. Values God, Family, then Business. We believe real estate is a local service business driven by individual real estate agents and their local image with their centers of influence and client base. We believe our associates should be treated like “stakeholders.” We believe stakeholder companies always measure profit or loss, open the books, and tell the truth. We believe who you are in business with really does matter. We believe profit matters. We believe no transaction is worth our reputation. Beliefs (Rules) At KELLER WILLIAMS® International, we proudly and fondly refer to our beliefs as WI4C2TS. They are how we grow our relationship among ourselves. This symbolizes:
W – Win-Win ─ Or no deal I – Integrity ─ Do the right thing C – Customers ─ Always come first C – Commitment ─ In all things C – Communication ─ Seek first to understand C – Creativity ─ Ideas before results T – Teamwork ─ Together everyone achieves more T – Trust ─ Begins with honesty S – Success ─ Results through people
Perspective A training and consulting company that also provides the franchise systems, products, and services that lead to productivity and profitability. Keller Williams thinks like a top producer, acts like a trainer-consultant and focuses all its activities on service, productivity and profitability
What is Red Day RED Day (Renew, Energize, and Donate) is an initiative dedicated to celebrating Keller Williams Realty’s year round commitment to improving our local community. Each year, on the second Thursday in May, tens of thousands of associates from across the United States and Canada participate in a wide range of projects, devoting our time to renewing and energizing aspects of neighborhoods in which we serve. Recognizing her leadership in guiding the culture or our company, RED Days is held in honor of Mo Anderson, vice chairman of the board, Keller Williams Realty. Our Vision is for this day is that all Keller Williams associates will actively engage in a coordinated effort to improve their local community. In order with this day to be a huge success, we need your energy and commitment. RED Day is always held on the second Thursday of May – so mark your calendars now!
KW Cares Established in 2003, KW Cares is a tax exempt 501(c)3 public charity created to support Keller Williams Realty associates and their family in times of extreme hardship. This charity is the heart of Keller Williams culture in action – finding and serving the higher purpose of business through charitable giving in the community where our agents live and work. KW Cares was the brainchild of the agents of Keller Williams Realty and Mo Anderson, Vice Chairman of the Board at Keller Williams Realty International, took this dream and brought it to fruition. Today it is supported by all Associates. WeKare is the Exton division of KW Cares and is also a 501(c)(3) national public charity. It was
created to help support the people in our area and our Associates and their families during hardships caused by sudden emergencies. WeKare is funded thru the efforts of our Associates and thru various fundraisers held each year. Lookout for our Summer Bar-b-que’s, Holiday Lunches and Golf Tournament
KWConnect
KWConnect is an internet based training program provided by Keller Williams University. KWConnect brings world class trainers right to your home computer any time YOU want! To access KWConnect
1. Log onto www.kellerwilliamsuniversity.com and click on KWConnect 2. Click on Power Perspectives or Courses and select the video you’d like to view 3. When prompted, login with your KW username and password.
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