2. Agenda
Why How To
Real Get
Estate? Started.
Choosing
An
Office.
© Copyright Keller Williams® Realty, Inc. 2010
www.kw.com

3. Mike Devlin
Keller Williams Realty
WHY REAL ESTATE
© Copyright Keller Williams® Realty, Inc. 2010
www.kw.com

4. What You Can Do With License
Residential
Commercial
Loans
Property Management
© Copyright Keller Williams® Realty, Inc. 2010
www.kw.com

5. Advantages Of A Career In Real Estate
Freedom and independence.
Financial rewards.
Investment opportunities
Security
© Copyright Keller Williams® Realty, Inc. 2010
www.kw.com

6. What Do Agents Do All Day?
• Lead Generation
• Meetings, tours, and other networking
activities
• Client representation
• Training, continuing education,
designations, and licensing
• Administration
© Copyright Keller Williams® Realty, Inc. 2010
www.kw.com

7. What Real Estate Agents Do To
Generate Leads
• Sphere of influence
• Networking
• Target marketing
• Internet marketing
• Social media
• Open houses
© Copyright Keller Williams® Realty, Inc. 2010
www.kw.com

8. Working conditions
• Divide time between cars, broker's office and
home office, as well as clients' homes.
• Set own hours, but are somewhat dependent
on when buyers and sellers are available.
• Many work long hours in the evenings and on
weekends.
• The industry is becoming increasingly reliant
on technology.
• A nice car to escort buyers to homes is also a
necessity.
© Copyright Keller Williams® Realty, Inc. 2010
www.kw.com

9. How Real Estate Agents Are Paid
$500,000 price
x .06 commission
$30,000
total commission
Listing Office Selling Office
$15,000 $15,0000
Sales Associate Sales Associate
$10,500 $10,500
9
© Copyright Keller Williams® Realty, Inc. 2010
www.kw.com

10. How much CAN you make?
$10,500 x 6 = $63,000
$10,500 x 12 = $126,000
$10,500 x 24 = $252,000
© Copyright Keller Williams® Realty, Inc. 2010
www.kw.com

11. 70/30 to 100%
• You receive 70% of the gross
commissions up to $100,000 ($70,000 to
you/$30,000 to office)
• After that, 100% to you until beginning of
next year.
• Year determined on when you start at
Keller Williams.
© Copyright Keller Williams® Realty, Inc. 2010
11 www.kw.com

12. Types of real estate careers
Big Time
Full Time
Part Time
Referral Only
Mentor/Coaching
© Copyright Keller Williams® Realty, Inc. 2010
12 www.kw.com

13. The News
• Experts say Bay Area likely to remain a jobs
engine despite U.S. slowdown – San Jose
Mercury News - 07/06/2012
• REALTORS® may see a 13 percent rise in
income this year compared to last year,
according to projections by National Association
of REALTORS®‟ Chief Economist. 7/2/2012
• Home building revives to meet renewed demand
for housing - siliconvalley.com - 07/06/2012
• Mortgage rates fall to record lows - Los Angeles
Times 7/6/2012
© Copyright Keller Williams® Realty, Inc. 2010
www.kw.com

14. The News
• Home building revives to meet renewed
demand for housing– San Jose Mercury
News - 07/06/2012
• High Rental Yields Make U.S. Housing
Market An Attractive Buy
• July 3, 2012 - Seeking Alpha
• Fewer Home Owners Late on Mortgage
Payments | Realtor Magazine - Daily Real
Estate News | Thursday, June 28, 2012
© Copyright Keller Williams® Realty, Inc. 2010
www.kw.com

15. Some US metros “in the clear”
of housing crisis
ECONOMY WATCH, MSNBC – July 3, 2012
• On the sunnier side of the market, Trulia
is sounding ―in the clear‖ alerts for San
Jose – with a 6.2 percent annual price
spike and a foreclosure rate of 10.0
homes out of every 1,000 properties...
© Copyright Keller Williams® Realty, Inc. 2010
www.kw.com

16. Business Insider - Jul. 7, 2012
• Forget The Gloomy Headlines: Here Are
9 Reasons To Stay Bullish On Stocks
And The Economy
• There are positive catalysts in the
economy for those who look.
• Top economist and analysts gave at least
9 reasons why we should see the glass
as half full.
© Copyright Keller Williams® Realty, Inc. 2010
www.kw.com

17. 1. The forward indicators suggest jobs should improve
very soon
2. A historical pattern shows the August jobs number tend
to be awesome
3. Strategists haven't been this bearish in 15 years, and
that's bullish
4. Investors are panicking, and that's usually a good sign
for stocks
5. Key fundamentals in the US economy are strong and
improving
A. A strong, hiring corporate sector.
B. A turnaround in consumer behavior.
C. Housing provides a lift.
© Copyright Keller Williams® Realty, Inc. 2010
www.kw.com

18. 6. Higher oil prices are coming, which will boost
energy stocks and the whole S&P 500
7. Global central banks continue to be extremely
accommodative
8. America's aging population is very good for
stocks right now
9. Markets are moving the way they do in most
election years, which means the worst may be
behind us
© Copyright Keller Williams® Realty, Inc. 2010
www.kw.com

19. The Law Of Equilibrium
“…the available income in a market
determines the number of agents in that
market.”
“…when the number of available
transactions falls, so does the number of
agents.”
Shift, Gary Keller
© Copyright Keller Williams® Realty, Inc. 2010
www.kw.com

20. The Law Of Equilibrium
“The low point of income opportunity then
occurs when the most agents are chasing
the least amount of income. The high-
income opportunity point occurs on the
way up when the fewest agents are
chasing the most amount of income.”
Shift, Gary Keller
© Copyright Keller Williams® Realty, Inc. 2010
www.kw.com

21. Salesperson Licensees
400000
350000
300000
250000
200000
150000
100000
50000
0
April 2006
April 2007
April 2008
April 2009
April 2010
April 2011
April 2012
© Copyright Keller Williams® Realty, Inc. 2010
www.kw.com

22. © Copyright Keller Williams® Realty, Inc. 2010
www.kw.com

23. Mike Devlin
Keller Williams Realty
CHOOSING AN OFFICE
© Copyright Keller Williams® Realty, Inc. 2010
23 www.kw.com

24. Introduction
The Evolution of the Real Estate Industry
Traditional Companies Keller Williams 100% Companies
Realty
•Associates are •Associates have an •Associates are
dependent on the interdependent relationship independent and have
company; with the company and a landlord/tenant
mutual interest in success; relationship with their
•Financial gain is directed
primarily to the brokers •Associates and brokers company
and the company; work as teams in achieving
•Associate –focused
financial goals;
•Associates have fewer environment with limited
opportunities for •Associates do not assume high-level support
financial, legal or
accumulating wealth •Associates assume all
management responsibilities
the financial, legal and
management
responsibilities
dependent interdependen independent
t
© Copyright Keller Williams® Realty, Inc. 2010
www.kw.com

25. Defying the Market
Outpacing the Industry
Keller Williams Realty is the second-largest real estate franchise in the United States based on the total
number of sales professionals, according to research conducted by REAL Trends.
k
w
*2011 competitor numbers not available at time of
publishing
© Copyright Keller Williams® Realty, Inc. 2010
www.kw.com

26. Defying the Market
While others are slowing … Keller Williams Realty is growing.
*2011 competitor numbers not available at time of
publishing
© Copyright Keller Williams® Realty, Inc. 2010
www.kw.com

27. Top real estate agents featured in
'The Thousand' report
• Source: The Wall Street Journal/Real Trends Inc.
• Keller Williams Realty agents and teams
accounted for 233 spots overall on the
list, and accounted for nearly half (122) of
the top 250 teams by transaction sides.
• Among the top 10 teams in that category,
Keller Williams made up four out of the
10.
© Copyright Keller Williams® Realty, Inc. 2010
www.kw.com

28. Keller Williams Realty Dominates REAL
Trends Rankings, Continues Strong Growth Trajectory
• On the REAL Trends 500 report, Keller
Williams brokerages represented 23
percent (116 offices) of the top 500
brokerages ranked by closed transactions
and 24 percent (119 offices) of the top
500 brokerages ranked by closed volume.
The number of KW brokers ranked on the
list far surpassed all other major franchise
players.
© Copyright Keller Williams® Realty, Inc. 2010
www.kw.com

29. 10. Keller Williams Realty, Inc. is an Austin, Texas-based, real
estate franchise company with more than 80,000 real estate
agents, operating in approximately 690 market centers
(offices) across the United States and Canada.
© Copyright Keller Williams® Realty, Inc. 2010
www.kw.com

30. Keller Williams Realty
Not Your Ordinary Real Estate Company
We like to think we stand out from other real estate firms in many
ways, and FOUR areas in particular define Keller Williams Realty:
1 2 3 4
education technology culture wealth building
© Copyright Keller Williams® Realty, Inc. 2010
www.kw.com

31. Education
A Resource For Every Career Level
“We are a training and
coaching company – that
just happens to be in the
business of real estate.”
- Gary Keller
More than 60 KWU courses are
downloadable from the KWU
Website at no cost to our
associates.
© Copyright Keller Williams® Realty, Inc. 2010
www.kw.com

32. Education
Cornerstone Courses
Ignite
Ignite is packed with the skills and scripts to spark any real
estate career. A great starting point for anyone looking to
close at least 16 transactions a year.
Lead Generation 36:12:3
Lead Generation 36:12:3 teaches you the disciplines and
habits you need to close 36 transactions in 12 months by
mastering 3 hours a day of lead generation.
Buyer Mastery and Seller Mastery
These two courses teach you the scripts and tactics of top
producers on the both sides of the transaction.
© Copyright Keller Williams® Realty, Inc. 2010
www.kw.com

33. Education
Responding to the Market of the Moment
© Copyright Keller Williams® Realty, Inc. 2010
www.kw.com

34. Education
On Demand Learning – Available 24/7
© Copyright Keller Williams® Realty, Inc. 2010
www.kw.com

35. MAPS | COACHING
“We absolutely hold the key to greatness in our hands; it‟s a conscious choice.
MAPS is here to hold you accountable to making that happen.”
DIANNA KOKOSZKA, PRESIDENT OF MAPS COACHING
© Copyright Keller Williams® Realty, Inc. 2010
www.kw.com

36. kw | TECHNOLOGY
The My Listings, My Leads Philosophy
You work hard to get your listings, so in our book, you deserve every lead that comes from
them.
Our entire online lead generation system is built around this philosophy.
© Copyright Keller Williams® Realty, Inc. 2010
www.kw.com

37. Technology
Agent-Driven Solutions
eAgentC - In 1999, this agent-led technology group, was launched
to protect and develop your position in an increasingly technology-
driven industry. This led to the development of a complete lead
generation network for every Keller Williams associate.
eEdge – Exclusively envisioned by, voted on and built for Keller
Williams Realty associates, eEdge is the real estate industry‟s first
and only complete lead-to-close agent business solution –
including lead management, contact management, a marketing
library and a paperless transaction system. All your contacts and
data feed straight through the system – no double entry, no
multiple log-ons.
eEdge was honored by industry trend-watchers at Inman
News as the Most Innovative Web Service in the real
estate industry in 2011!
© Copyright Keller Williams® Realty, Inc. 2010
www.kw.com

38. Technolog
y
Keller Williams Listing System
KW | Technology
kw.com
kw.com Profiles
Office Website
KWLS Syndication
Agent Websites
© Copyright Keller Williams® Realty, Inc. 2010
www.kw.com

39. Technolog
y
Agent Sites
Two Choices:
1. Customizable
2. Set it and forget it
KW | Technology
kw.com
kw.com Profiles
Office Website
KWLS Syndication
Agent Websites
© Copyright Keller Williams® Realty, Inc. 2010
www.kw.com

40. Technology
eEdge – The Power to Produce
Your myKW control panel is home base for your business and has
everything you need, right where you need it.
© Copyright Keller Williams® Realty, Inc. 2010
www.kw.com

41. kw | MARKETING
“I can honestly say that Keller Williams is a culture where the „best of the best‟ share with everyone in our family
and this brings tremendous value to every agent and team within the company.”
CHRISTINE
LEE, JACKSONVILLE, FL
© Copyright Keller Williams® Realty, Inc. 2010
www.kw.com

42. Marketing
Your Local Brand Matters Most
―We stand behind our agents, not in front of
them.‖ Gary Keller on the KW Brand
Philosophy
© Copyright Keller Williams® Realty, Inc. 2010
www.kw.com

43. Marketing
Consumers Do Business With YOU
It‟s your own brand that matters most ­ because nobody does it better than you.
48 percent buyers and 64 64 percent of buyers and 66 Only 3 percent of buyers and 4
percent of percent of sellers only contacted percent
sellers found their agent through one real estate agent before of sellers cited an agent‟s affiliation
a deciding who to work with. with
referral or personal contact with a a particular firm as the most
friend, neighbor or relative. important
Source: National Association of factor when choosingHome Buyers and
REALTORS® 2010 Profile of their agent.
Sellers
© Copyright Keller Williams® Realty, Inc. 2010
www.kw.com

44. Automated Marketing
Lead Generation and Marketing to Your Sphere
At the same time, we provide models and tools that help power your efforts. Our eEdge
myMarketing solution offers you a complete suite of lead generation materials and tools.
© Copyright Keller Williams® Realty, Inc. 2010
www.kw.com

45. Automated Marketing
Winning Business
We stand behind you at every listing appointment and buyer consultation with
benchmarked, proven presentations that help you stand out from the competition.
© Copyright Keller Williams® Realty, Inc. 2010
www.kw.com

46. Automated Marketing
Marketing Properties and Projects
And when it‟s time to market your listings, turnkey marketing solutions save you time and
money.
© Copyright Keller Williams® Realty, Inc. 2010
www.kw.com

47. KW Commercial
Targeting the Commercial Market
© Copyright Keller Williams® Realty, Inc. 2010
www.kw.com

48. KW Luxury Homes
Targeting Luxury Buyers and Sellers
© Copyright Keller Williams® Realty, Inc. 2010
www.kw.com

49. kw | WEALTH BUILDING
THE POWER OF PASSIVE INCOME
© Copyright Keller Williams® Realty, Inc. 2010
ILAN BRACHA
www.kw.com

50. Wealth Building
The Power of Passive Income
―You could listen to the rumors – or you could profit from the truth.‖
•The Keller Williams Realty wealth building models are designed to reward associates for
building the company.
•In 2012, Keller Williams Realty announced the company‟s first overseas franchise and
expanded its wealth building platform to include growth share, a program in which
international franchisees reward associates who help the company grow globally, much like
profit share.
•These programs allow any Keller Williams Realty associate, affiliate broker, or employee the
opportunity to participate in the business they help generate without assuming any financial
risks.
•You are vested after three years, and your profit share and growth share can be passed on
through generations by willing it to a designee.
Profit share and growth share dollars may vary — this is not an earnings clai
© Copyright Keller Williams® Realty, Inc. 2010
www.kw.com

51. Wealth Building
Income Beyond Your Commissions
Profit share and growth share dollars may vary — this is not an earnings clai
© Copyright Keller Williams® Realty, Inc. 2010
www.kw.com

52. Wealth Building
Income Beyond Your Commissions
Profit share and growth share dollars may vary — this is not an earnings cla
© Copyright Keller Williams® Realty, Inc. 2010
www.kw.com

53. kw | CULTURE
“KW has a fundamental commitment to development and growth ….a commitment to building careers,
building business and building lives…it‟s a catalyst for transforming lives. I should know - it transformed
mine."
BO MENKITI, WASHINGTON D.C.
© Copyright Keller Williams® Realty, Inc. 2010
www.kw.com

54. Associate Leadership Council
Open the Books, Share the Decision Making
At Keller Williams Realty, our books are open to our associates. On a monthly basis
the market center financials are reviewed by our Associate Leadership Council (ALC).
There are Budget Business
NO Secrets Accountability Accountability
Because we are all Our ALC takes an Many of our
in business together active role in the associates
and we share in the budgeting process participate in the
profits of our market and helps our office financial
center, you‟ll be able leadership team in planning and learn
to review the office making decisions principles they can
financials whenever that affect the apply to their own
you like. financials of the businesses.
office.
© Copyright Keller Williams® Realty, Inc. 2010
www.kw.com

55. Culture in Action
Giving Where We Live
Inaugurated in 2009, RED Day (Renew, Energize and Donate) is
Keller Williams Realty‟s annual, company-wide, day of community
service.
Keller Williams associates are asked to “give where they live” and
dedicate a day to renewing and energizing the communities they
serve.
Mary Tennant, President and COO
© Copyright Keller Williams® Realty, Inc. 2010
www.kw.com

56. Wellness Program
The Keller Williams Health Providers Program
You are more than just an associate with our company, you‟re a member of our family.
Through our health provider program, we offer options for you and your family‟s health
care.
© Copyright Keller Williams® Realty, Inc. 2010
www.kw.com

57. Mike Devlin
HOW TO GET STARTED
© Copyright Keller Williams® Realty, Inc. 2010
57 www.kw.com

58. Types of Licenses
• Salespersons license
– Work with a Broker
– Start here
• Broker license
– Independent
– Claim higher expertise
– Salesperson first, then broker
© Copyright Keller Williams® Realty, Inc. 2010
www.kw.com

59. General Requirements
18 Or Older
Can Prove Legal Presence in
US
Not Convicted Of Certain
Crimes
© Copyright Keller Williams® Realty, Inc. 2010
www.kw.com

60. Licensing Process
Complete 3 College-
Level Courses
Pass Salesperson’s
Exam
Apply For
Salesperson’s
License
© Copyright Keller Williams® Realty, Inc. 2010
www.kw.com

61. Before Applying For State
Exam
Real Estate Principles
Real Estate Practices
Elective Course
© Copyright Keller Williams® Realty, Inc. 2010
www.kw.com

62. Elective Course
Real Estate Appraisal General Accounting
Property Management Business Law
Real Estate Finance Escrows
Real Estate Economics Mortgage Loan Brokering
and Lending
Legal Aspects of Real Computer Applications in
Estate Real Estate
Real Estate Office Common Interest
Administration Developments
© Copyright Keller Williams® Realty, Inc. 2010
www.kw.com

63. College-Level Course Options
1 • College
2 • Online
© Copyright Keller Williams® Realty, Inc. 2010
www.kw.com

64. Exam Format
150
Questions
70% Correct
50+% Fail
© Copyright Keller Williams® Realty, Inc. 2010
www.kw.com

65. Real Estate Classes
12 Live Classes
Video Replays
Exam Workshop
Start with any one
Take in any order
Repeat as often as needed
© Copyright Keller Williams® Realty, Inc. 2010
www.kw.com

66. 12 Lesson Rotating Class Plan
1. Ownership & Property
12. Capitalization & Math 2. Encumbrances
You can start
with any
lesson, repeat as
often as 11. Appraisal 3. Real Estate Law
necessary.
10.
Land, Subdivisions, Bus. 4. Finance 1
Opps.
9. Taxation 5. Finance 2
8. Agency 6. Real Estate Practice
7. Contracts
© Copyright Keller Williams® Realty, Inc. 2010
www.kw.com

67. • 12 Class Handouts
Course • 12 Online Quizzes
• Definitions
Materials • DRE Reference Book
Testing • 6 Practice Exams
• 150 Questions Each
Program
• Exam Success Workshop
Workshops • Math Workshop
• Principles
College-level • Practices
Courses • Finance
© Copyright Keller Williams® Realty, Inc. 2010
www.kw.com

68. And More
High Pass Rate
Pass, Or Your Money Back, Guarantee
Free Guest Lesson
Placement Assistance
100% Tuition Rebate Program
Course Tuition - $300
© Copyright Keller Williams® Realty, Inc. 2010
www.kw.com

69. Once You Pass the
Examination
Application - RE 202/RE 435
$275 Fee
Fingerprints – Live Scan
Proof of Legal Presence
© Copyright Keller Williams® Realty, Inc. 2010
www.kw.com

70. Time Line
Principles
2.5 weeks
Practices
2.5 weeks
Third Course
2.5 weeks
Application
4 weeks
© Copyright Keller Williams® Realty, Inc. 2010
www.kw.com

71. More Information
• Contact:
– Michael Devlin
– Keller Williams Realty
• 408-409-6021
• www.kwRealEstateSchool.com
• mdevlin@kwrealestateschool.com
© Copyright Keller Williams® Realty, Inc. 2010
www.kw.com