Keller Williams Quarterly Agent Career Magazine

1. MAKING MOVES
VOL. 14.3 2017
HEAD-TURNERS

2. VOL. 14.3 2017
9 A WIN-WIN DEAL
Keller Mortgage breaks the mold of
traditional lending to put more money
in clients’ pockets without sacrificing
agent commissions.
12 I DIDN’T KNOW BIG UNTIL
I CAME TO KW
Jay White makes the case for limitless
success after growing his production to
numbers he never thought possible.
20 PUT A STOP TO SHINY
OBJECT SYNDROME
Don’t let distractions deter you from
profitability! Defend your business with
these tips from Wendy Papasan and
Joe Bogar.
22 BUILDING NEW
BEGINNINGS
The KW Metropolitan market center
brings the dream of homeownership
to life for four families with Habitat
for Humanity.
27 WHAT YOU SHOULD KNOW
Keller Williams’ in-house research
team give you the latest on
consumers, the economy and
tech trends.
2 MAKE YOUR MARK IN A
TIGHT INVENTORY MARKET
Mega agent Daniel Beer shares his
strategy on taking territory in a tight
inventory market.
4 BULLETPROOF YOUR
TRANSACTIONS
Ensure successful closings in any
market with these strategies and
scripts from Karen Scully, Tammi
Juengst and Sarita Dua.
8 FAMILY REUNION TAKES A
TRIP AROUND THE GLOBE
This beloved KW event makes its way
to five worldwide regions and each
adds their unique flair.
Look for associates accelerating their success with KW MAPS Coaching.
KW MAPS Mastery
Coaching Client
BOLD Graduate
IN THIS ISSUE
WHEN OPPORTUNITY
CALLS, SAY YES
Meet the couple who grew their
market share by 25 percent
overnight by saying “yes.”
HOW SHE DID IT
Amina Blake-Foreman has the
best month of her career with
the odds stacked against her.
10 18
RISING FROM A
SIX-FIGURE LOSS
Keller Williams Cherry Hill’s remarkable
comeback is proof that growth is cultural.
24F R O M
Y O U R
L E A D E R S H I P
JOHNDAVIS
CEO
During a storm, forces unite to try to push us DOWN.
The culture of Keller Williams is to lift everyone UP …
our people, our families and our communities. We
pursue ABUNDANCE so we can stand strong against
any storm that could impact our business and the
lives we’re funding!
It’s who we are. And it’s how we SHOW UP!
We are incredibly grateful to the Keller Williams
first responders who rushed to their fellow citizens’
defense. As soon as Hurricane Harvey struck, more
than 3,500 Keller Williams associates representing
22 states made their way to the areas hardest hit by
the storm.
At Mega Relief, more than 4,000 Keller Williams
agents from around the world joined us in Austin to
make a difference in people’s lives. And thousands
more have donated to our RED Relief campaign to
support Keller Williams family members in Texas,
Florida, and Puerto Rico.
Abundance made all of this possible. And in this
issue, you’ll read about how agents around the
world are using Keller Williams as a platform to
make more and give more. You’ll discover why our
culture of production is attracting more and more of
the industry’s top agents. And you’ll learn how we
stand together … DEFIANT despite the storm! … to
embrace the higher purpose of business.
DEFIANT DESPITE
THE STORM
ON THE COVER
14 MAKING MOVES
Top-producing agents are making
the move to Keller Williams every
day. Learn what inspired five of
them to make the leap.
SPECIAL EDITION
MEGA RELIEF: COMING TOGETHER FOR TEXAS
Thousands of KW associates come together during Mega Relief to
provide aid to those impacted by Hurricane Harvey.
BACK COVER

3. 54 VOL.14.3 2017
are not providing them with
superior customer service. This
was a concept Beer borrowed
from Michael Hicks.
We over-deliver
Through the use of a very de-
tailed process, clearly identified
communication expectations
and a CRM with targeted
automation, we try to over-
deliver on our promise.
We listen and close the loop
After every closing, I send a
one-question survey request-
ing a score of 1-10. Our team
is diligent about follow-up
to obtain the score. We circle
back with the client to let them
know their input is valued
and how it has been used to
implement new efficiencies,
processes and standards.
Telling Your Story
“To take territory, you need to get
your name out there – everywhere!”
Beer says. Understanding the
importance of capturing the widest
audience possible, Beer uses several
different methods to achieve this.
For starters, he doesn’t go light
on open house signage. When
the Beer Home Team has an open
house, residents can expect to see
upward of 60 signs in the area.
With their eye-catching design and
vibrant colors, it’s impossible to
miss these strategically placed signs.
Beer says he also relies heavily on
direct marketing mailers and tar-
geted radio advertisements to reach
potential clients.
Embracing the vast reach avail-
able on social media, Beer recently
crafted a Facebook Live show called
“Real Estate Exposed”. This show
is a way for him to connect with
current and prospective clients
through education.
“We wanted to do this show be-
cause we want to help buyers and
sellers become more informed and
feel more comfortable during their
real estate transactions,” says Beer.
Succeeding in the Current Market
In the first half of 2017, the indus-
try has seen inventory levels near
record lows, particularly for entry-
level housing. OutFront asked Beer
what advice he would give other
agents looking to thrive in the
current market when inventory is
low. “The tips I would give are the
same in any market,” he says. “You
just have to do more of it right now
because there are fewer listings
available.”
“SHIFT (a book written by
Gary Keller, co-founder of Keller
Williams) talks about strategy in a
shifting market that is turning into
a recession – we have a recession of
listings right now with very tight
inventory, so you need to double
down on the activities to get the
same results.” He also suggests
getting more creative with your
approach to crafting your story and
making sure you differentiate your-
self enough to stand out. “When
you have your own unique way to
tell your story and compare it to the
industry, the story catches eyes.”
Stand Out With
a Unique Selling
Proposition
Create a unique, memorable, and
persuasive statement that helps you
stand out among your competitors.
STEP 1: Write the words and phrases you use
to describe yourself
Throughout your life, you have accumulated experi-
ences, knowledge and beliefs that weave together
to tell your unique story. Begin by examining your
résumé. What experiences stand out to you? What
lessons define you? What changes taught you
growth? Think about how all of these pertain to real
estate.
STEP 2: Write down the words and phrases
others use to describe you
Reflect on what those closest to you, colleagues,
vendors and clients think you offer. Testimonials are
a great starting point to get this process flowing as
they are third-party endorsements that reflect the
attitudes, skills and beliefs that others think you offer.
STEP 3: Define your customer service and
the quality you offer
Get specific about the unique services and personal
touches you offer your clients. What lengths do
you go to in certain areas to make sure your client
remains satisfied with your service? What are your
strengths that directly benefit your clients (i.e., as-
sessing your clients’ needs and motivations, negotia-
tion prowess, documentation and legalities, selling
strategies)?
STEP 4: Create your value proposition
Take your service offerings and transform them into
client benefits. These benefits explain your value,
underline your commission and accentuate the
dynamics of what it is that you do.
Your value proposition outlines what they get from
you that they could never get from the internet or
working alone.
STEP 5: Combine everything for your USP
Now you’re ready to create your Unique Selling
Proposition – your personal “brand identity.” Having
a well-defined self-statement will set you apart from
the crowd and reinforce your validity as the agent
they should hire.
Source: Lead Generation 36:12:3
CUSTOMER SERVICEDANIEL BEER SAN DIEGO (CALIF.) By Allison Teegardin
Beer and his team closed out 2016
with a total of $151 million in vol-
ume and 188 units. And they are
on track to surpass that in 2017.
“There are many different compo-
nents that come together to close
the kind of volume our team does,”
says Beer, noting that it’s not just
one thing that works – it’s about
being clear on what you want to
accomplish, defying the status quo
and telling a story that can capture
a large audience.
Going Above and Beyond
Beer has always known he would
never settle for average. Consider-
ing that it would take the average
agent more than 56 years to sell
what Beer sold in 2015 alone, it is
clear that he is achieving his goal.
“Clients are easily frustrated by the
status quo approach to real estate
and deserve more,” says Beer. To
better serve his clients, Beer identi-
fied where gaps in the industry
were and closed them with excep-
tional customer service, which has
garnered the attention of numerous
publications including The Wall
Street Journal and REAL Trends.
Laura Branca, chief operating
officer of the Beer Home Team,
shares how they go above and
beyond to provide exceptional
customer service:
We promise
During our initial appointment
with our clients, we promise
that we will deliver the ulti-
mate experience centered on
communication and transpar-
ency from the minute we begin
working together to after the
closing.
We reiterate our promise at the
beginning of every transaction
and encourage our clients to
let us know at any time if we
MAKE
YOUR
MARK
IN A
TIGHT
INVENTORY
MARKET
Situated along the Pacific coast,
San Diego, Calif., is one of the
nation’s hottest housing markets
– so hot that supply is having a
hard time keeping up with de-
mand. Home to beautiful beaches
and high-end homes, the city is
also home to Keller Williams Mega
Agent Daniel Beer, owner and
CEO of the Beer Home Team in
the San Diego North Inland market
center. Despite the shortage of in-
ventory, Beer and his team are still
taking territory. A lot of territory!

4. You’ve experienced “it.” Every agent
has. The sinking feeling when the
deal falls apart before it reaches the
closing table. To avoid this, bul-
letproof your transactions!
“In a changing or shifting market,
bulletproof transactions are the dif-
ference between those that survive
and those that don’t,” says Keller
Williams agent Karen Scully of
the Ballantyne Area (N.C.) market
center. It’s not just about protecting
the sale. It’s about “creating the best
experience for our clients in such
a way that they will always keep us
top of mind.”
Tammi Juengst, a BOLD Coach
from the Lake Norman-Mooresville
(N.C.) market center, drives home
how deals that fall apart can create a
disastrous domino effect.
“Ultimately, the largest risk is
that you have a failed sale and an
unhappy client,” she says. “Since
the majority of our business should
come from our sphere and past cli-
ents, the risk of having an unhappy
client far exceeds the transaction
you are in with them today.” If
agents bulletproof in advance, have
systems in place and communicate
often, the success of the sale is
higher. When the client is happy,
they’re more likely to use their agent
again and send referrals.
As agent Sarita Dua of the Portland
West (Ore.) market center points
out, there are many reasons a trans-
action might fall apart.
“It could be due to the inspection,
the appraisal or any other contin-
gencies,” she says. “It could be due
to the lender. It could be due to a
co-op agent doing their job poorly.
It could be due to the market and
the buyer’s attitude going into that
market. For example, in a seller’s
market, with very limited inventory
like our current market in Portland,
buyers sometimes have to make a
decision quickly, which will require
them to pay quite a bit over asking
price. This is where buyer’s remorse
sinks in and the deal falls apart.”
On the other hand, a buyer’s mar-
ket is not immune to failed transac-
tions either.
“Because all markets are cyclical,
we have been in a buyer’s market
where there is an abundance of
homes,” Dua continues. “In that
situation, a buyer may want to
continue to negotiate with the seller
with no fear of losing the house as
there are several others that may
work for them.”
Dua, Juengst and Scully agree
that some of the biggest reasons
deals fall apart are unreasonable
expectations on behalf of the buyer
or seller, poor communication, the buyer’s inability to
secure financing, negotiations around repairs, appraisals
coming in lower than the contract price, and a lack of
solid systems in place.
CHECK-IN
By implementing solid systems and models, agents can
stop the transaction from going south. For example,
Scully bulletproofs transactions regardless of if she is
representing the buyer or seller with a “halfway check-in”
system.
“This is an email or call from our director of opera-
tions ensuring that they are pleased with the level of
service we’re providing during the transaction,” she says.
“While our listing or buyer agent is in constant contact
with the client, we thought it would be beneficial to
get some feedback midway through the transaction as
opposed to waiting until the end of the transaction –
because at that point, it can be too late.”
BE PREPARED TO SAVE THE DAY
Often, systems are put into place after the implosion
of a transaction or a close call. “An example is a buyer
using a lender they found from the internet with rates
‘too good to be true,’ Dua recalls. “When it came time
to close, the lender was three weeks behind and did
not care.”
Unfortunately, this is all too often the case because
most lending solutions are designed with the lender in
mind. Keller Mortgage is one alternate option for KW
buyers and buyers of KW listings. The company was
launched specifically to create a differentiated value
for a KW agent’s business and a true win, in terms of
thousands of dollars in savings, for their clients.
While working with a reputable lender like Keller
Mortgage upfront is always ideal, there are steps an
CLOSINGS
SO WHY DO DEALS
FALL APART?
BULLETPROOFING 101
TIM GILSON
STRATEGIES
FOR ENSURING
SUCCESSFUL
CLOSINGS IN
A SHIFTING
MARKET
BULLETPROOF YOUR TRANSACTIONS By Shelby O’Neill
76 VOL.14.3 2017

5. 9
Exercise:
Make a list of the reasons this house is “the one”
together. When you’re finished, make copies,
distribute them, and tell them to go back to it in
moments of doubt.
Buying our home at 123 Main Street is
a great decision because:
We previewed 50 properties online
We looked at 20 houses from the outside
We toured the 10 BEST houses
We are clear about what we want and
don’t want
We rejected a lot of homes because they
were not priced right
We decided this was our house because:
We love the stone exterior
It’s on a quiet street
The landscaping is beautiful
It has the three bedrooms we need,
and an extra one!
The payments are within our
monthly budget
The commute to work is short
We got it for the same price as other
homes in the neighborhood and
ours is in better condition
WHEN BUYER’S
REMORSE SETS IN ...
“YOU HAVE TO
CONSTANTLY
RESELL THE
BUYERS ON
THEIR DECISION.”
-MARTIN BOUMA
CLOSINGS
During the transaction process, your buyers may second-guess their
decision to buy a home; this is called buyer’s remorse. In SHIFT, a
course taught by KWU, instructors outline several ways you can help
your buyer(s) overcome their hesitation.*
1
TAKE THE DIRECT APPROACH AFTER THE CONTRACT IS SIGNED
Say: I’m going to help build your immune system and give you an an-
tidote for a common affliction at this point of the home-buying process
– it’s called buyer’s remorse.
Next, explain the triggers of buyer’s remorse – news reports, friends,
and well-meaning family members.
2
PERFORM A COMPARATIVE MARKET ANALYSIS (CMA) PRIOR TO MAK-
ING AN OFFER
This will let your buyers know what the property is most likely to sell for.
When your buyers have data to show they’re paying a fair price, they
won’t have so many worries about paying too much.
3
AFTER THE OFFER IS ACCEPTED, CELEBRATE OR “MARK THE MOMENT
OF VICTORY”
Once you’ve had a moment of victory, it’s hard to reverse a decision.
During the celebration, confirm all the decisions why purchasing this
home NOW is a good decision.
Say: You know, this is a great buy ______________ (buyer’s name).
OR Nice job. This is a great decision!
4
GIVE YOUR BUYERS A FINANCIAL REMINDER
Remind your buyers that thanks to the research you conducted together,
they know more about their real estate market than their well-meaning
family and friends. Reassure them that they made a good decision.
Source: SHIFT Tactic 12: Bulletproofing Transactions
BULLETPROOF YOUR TRANSACTIONS
agent can take should they expect
that the lender the buyer chose will
not be able to deliver. In one spe-
cific instance, Dua coordinated with
her lender partner, who kept the file
open and swooped in to save the
transaction in the final hour. While
it was still delayed, thanks to good
communication with the seller’s
side, she was able to up the ante on
earnest money to mitigate the risk
and show goodwill.
When you have an effective han-
dle on the situation and a solution
in place for when things start going
south, that’s when you truly show
off the value you add throughout
the entire real estate transaction.
MAKE SURE FINANCING IS SECURED
Because financing can fall apart,
Juengst recommends early conversa-
tions on both the buyer and seller
sides to prevent the issue from
derailing the transaction.
“When working with buyers,
make certain they are fully pre-
approved,” she says. “In the lending
market today, there are many
lenders who do a full approval that includes underwrit-
ing prior to the buyer finding a home. Not only does
this give you leverage in a multiple offer situation, it
also greatly reduces the risk of the transaction failing
because of financing.”
“When representing a seller, after receiving an offer,
make certain that the buyer is fully pre-approved,”
Juengst continues. “Have a conversation with the
buyer’s lender, ask questions about their pre-approval
process and how in-depth the pre-approval is. If the
sale had multiple offers, have the seller choose a second
offer and request the buyer to agree to be a backup offer
in the event the first offer falls apart.”
When considering a lender that provides seam-
less financing, Keller Mortgage is an excellent option.
Consumers begin the process with the touch of a finger
on the Keller Williams home search app and experience
prompt customer service.
DISCUSS APPRAISAL SCENARIOS
When sellers receive multiple offers and properties go
well above asking price, appraisals become a threat to a
successful closing.
“Initially our team would discuss various appraisal sce-
narios at a listing appointment, taking for granted that
the information remained top of mind with the sellers
throughout the transaction,” Scully says. “After an expe-
rience where an appraisal didn’t come in for one of our
sellers and our team nearly lost the listing and sale, we
decided to put a three-step process
in place to ensure this wouldn’t hap-
pen again. We now discuss possible
appraisal scenarios at the listing
appointment, our follow-up listing
appointment and once we know the
appraisal has been scheduled.”
Juengst suggests going on the of-
fensive to prevent a low appraisal.
“Make sure you’re notified about
the day and time the appraisal is
scheduled,” she says. “Do home-
work on comparable sales in the last
six months and print those MLS
sheets for the appraiser. Leave all of
them on the kitchen counter with a
note to the appraiser to take them.
Appraisers are sometimes very busy,
so taking the time to do research for
them can pay off. Have your seller
put together a list of improvements
they’ve made to the property since
purchasing and leave that for the
appraiser to take.”
9
A home is a major investment - likely one of the
largest investments your clients will ever make.
Before your clients decide to purchase or sell a
home, make sure the home is more than
inspected — make it AmeriSpec inspected.
call us today
877.769.5217
www.amerispec.com
Keller Williams Approved Vendor Program members are business entities independent from Keller Williams Realty,
Inc. Neither Keller Williams Realty, Inc. nor its affiliated companies warrant AmeriSpec, their products, or their
services.
AmeriSpec services provided by independently owned and operatedfranchises. Prices and services vary by location.
© 2017 AmeriSpec L.L.C. All rights reserved.
discover the Amerispec difference
YEARS
what makes amerispec different, makes us better

6. 1110 VOL.14.3 2017
A home purchase is more than a
transaction for your clients – it’s a
defining moment that will result
in memories for years to come. But
first, funding must be secured.
As you have likely experienced,
this part of the transaction can
be stressful. From delays to fees,
clients often look to you for help
and guidance as they navigate the
lending waters. However, options
are limited. Until now!
In keeping with its commit-
ment to its associates, the company
introduced an exclusive tool: Keller
Mortgage.
“Keller Mortgage is allowing us to
help our associates in a completely
different way,” says Adam Berzsenyi,
CEO, Keller Mortgage. “Our Buyer
Advantage program is exclusive to
KW transactions and offers zero
lender fees. It is not only making
our associates even more competi-
tive in the field, it really has their
clients’ best interests in mind.” And
to top it off, when the loan amount
exceeds $150,000, the consumer
gets a $1,000 credit toward third-
party costs.”
By offering a way for associates
to help save their clients thousands
of dollars without sacrificing any of
their commission, Keller Mortgage
is an innovative way to create sig-
nificant value for consumers.
With an average of more than
eight years of experience, each
Keller Mortgage loan officer is help-
ing put the service into customer
service. Keller Mortgage loan offi-
cers have an approximate inquiry re-
sponse time of two minutes and are
available seven days a week from 9
buying process was smooth from start to finish.”
After moving just two years prior, Lopez is thankful
for her KW agent, Jordan Davis, and the lenders at
Keller Mortgage.
“The purchase of a home is an emotional process.
You’re giving up one for another, but having a sup-
portive KW agent and mortgage company to guide you
through makes all the difference.”
KELLER MORTGAGE
A WIN-WIN DEAL
a.m. to 9 p.m. “Understanding the
industry and knowing that transac-
tions don’t always take place only
during (normal business hours,)
Keller Mortgage wanted to ensure
it was available when consumers
needed them to be, especially in a
tight market when time is of the
essence,” says Berzsenyi.
Clients Win
Christina Lopez of Burleson,
Texas, is a consumer that has
experienced the benefits of Keller
Mortgage. Within 30 days, she
and her husband were able to
close on their new home and save
$5,400 in the process.
“Previous lenders were unorga-
nized and scattered. What they were
telling us was different than what
was in writing. This was not the
case with Keller Mortgage. They
were transparent, prompt and
willing to help out with costs. The
Keller Mortgage is the first of its kind, offering consumer savings and exclusive benefits to KW associates and their clients
“The purchase of a home is an
emotional process. You’re giving
up one for another, but having
a supportive KW agent and
mortgage company to guide you
through makes all the difference.”
- Christina Lopez
Associates Win
Davis, lead agent at The Davis Team, speaks to how
Keller Mortgage hasn’t only been a game changer for
her clients like Lopez, but for agents as well.
“Keller Mortgage is helping us get buyers who
couldn’t afford the loan off the fence and into a home,”
she says. “It has given our buyers a step up in a multiple
offer situation. In the Dallas metroplex area, we’re see-
ing 8-10 offers on homes $200,000 or less. Keller Mort-
gage has allowed these buyers to take closing costs they
would be paying and secure the offer. Because of this,
our team is winning one in three out of those multiple
offers we put in and puts money back in the agents’
pockets. Keller Mortgage is helping us close more deals.”
Keller Mortgage has also provided Davis and her
team with a touch point for prospects in their sphere
who aren’t in the market for a home.
“We’re talking to our sphere about how they can refi-
nance with zero closing costs and credit through Keller
Mortgage. This is especially beneficial for those who
didn’t have a good interest rate when they purchased
a home. With a lower interest rate, they can refinance
and see instant savings.”
KW PORTUGAL
Returning: January 17-19, 2018
Eduardo Garcia e Costa, regional
owner of Keller Williams Portu-
gal, considers Family Reunion
indispensable to the strengthening
of his region’s culture. Attendees
enjoyed two days of networking,
educational breakout sessions and
an award ceremony where 70 as-
sociates were recognized for their
personal achievements.
KW SPAIN
Returning: March 1-2, 2018
KW Spain’s inaugural Family
Reunion was so well-organized that
it earned a spot in the top three real
estate conventions in the country.
The KW culture shined brilliantly
as well, as representatives from a
local organization took the stage to
share how Keller Williams part-
nered with them on RED Day.
KW WORLDWIDE
Each year, nearly 20,000 people attend Keller
Williams’ Family Reunion in the United States, an
immersive and inspiring power-packed networking
and training event. Having expanded to 25 coun-
tries already, the event has even more weight glob-
ally. “Family Reunion boosts our associates’ energy
and motivates them to grow their businesses. It also
reinforces our systems and models and transfers
this knowledge around the world,” says Bill Soteroff,
president of KW Worldwide.
“Our culture – the basis of all that we represent
– is easily transferred through our associates
to each market center and country in our KW
Worldwide family.”
Take a trip around the world to see how this beloved
event has been replicated in five worldwide regions
and how each has added their unique touch.
KW MEXICO
Returning: March 14-16, 2018
The event allowed for rich network-
ing and an exchange of ideas that
opened new avenues of business for
associates and guests. Held in the
northern city of Monterrey, Family
Reunion provided leaders “a rare
opportunity to share our mission,
vision and values with people out-
side of the company, so they could
realize how joining KW can evolve
their careers,” says Regional Operat-
ing Principal Jorge Carbonell.
KW TURKEY
Estimated dates: April 4-7, 2018
KW Turkey’s Family Reunion
event garnered more than half of
the region’s total agents. Notable
moments included the signing
of a 17.5 million Turkish Lira
($5 million) commercial listing
agreement and a cultural sum-
mit. The room was full of tears as
the region’s training director and
coordinator shared stories of how
KW Cares has changed lives in
the region.
KW SOUTHERN AFRICA
Returning: May 20-23, 2018
KW Southern Africa held their
event at a UNESCO World Heri-
tage site. With natural beauty all
around, delegates listened intently
as international guests and panelists
spoke openly about their journey
with Keller Williams. Keeping in
step with Keller Williams’ culture
of giving, delegates distributed
ponchos and extra food to commu-
nity leaders so they could share with
those in need in their towns.
FAMILY REUNION
TAKES A TRIP AROUND
Each worlwide region has their own Family Reunion event! Join the celebration kwworldwide.com/family-reunion
By Allison Teegardin

7. 1312 VOL.14.3 2017
When her family moved to the
United States from Trinidad while
she was in her early teens, she
helped her father manage all the
details and paperwork involved
in purchasing their home. The
agent handling the transaction was
impressed with her and brought her
on as a part-time assistant. Blake-
Foreman worked for that agent
until she got her own license some
years later. After graduating with
a degree in education she began
scouting teaching jobs and realized
that she earned more working part
time in real estate than she would
working full time as a teacher, so
she opted for the real estate route.
After breaking six figures at Cold-
well Banker, she told her leaders
that she wanted to get to $200,000
in production, but they thought
she should be happy where she was.
Unsatisfied, she picked up a copy
of The Millionaire Real Estate Agent
and recalls “the moment” she real-
ized there was more for her.
“That was it for me. I read the
book and realized there was some-
thing bigger and better. I became
part of the KW family the first day
I returned from vacation.”
Almost immediately Blake-
Foreman plugged into KW MAPS
Coaching. Though she had no strong
family role models, her coaches
became mentors and helped nurture
in her an intention and the skills to
become a millionaire real estate agent.
Breaking the Cycle
Real estate is more than a career
for Blake-Foreman; it’s a gateway
allowing her to break unhealthy
generational cycles. She is the first
in her family to attend and gradu-
ate from college and wants to blaze
many more trails for those who
come behind her.
“Legacy is my Big Why,” she
ponders. “I look around and I see
so many who have raised children
and are now caring for their parents.
Not only do I not want to put a
financial burden on those who
come after me, but I want to leave
markers and mileposts along my
path that pave the way for their
brighter future.”
Grant attests to Blake-Foreman’s
drive and ambition.
“I have heard it stated that it
is not skills, abilities, geography,
biography, or resources that make
a person successful in life, rather it
is hunger and resourcefulness,” says
Grant. “Amina absolutely is hungry
and resourceful when it comes to
moving forward.”
Blake has taken BOLD at least
10 times and doesn’t plan on stop-
ping. The transformative mindset
exercises have impacted every part
of her life. When she enrolled
in the course for the first time,
she was going through a divorce,
parenting a child alone, growing
a business, and trying to raise her
financial thermostat. Initially, she
said it was about scripts and busi-
“Legacy is my Big
Why. I want to
leave markers and
mileposts along
my path that pave
the way for their
brighter future.”
ness techniques, but the mindset element has changed
everything for her.
“I have learned how to quickly identify my limiting
beliefs, the things that are holding me back, and catch
myself before falling into a funk.” She now serves as a
table leader at BOLD and encourages new attendees
with what she has learned. Dianna Kokoszka, CEO of
KW MAPS Coaching, reflects, “Amina has continued
to go to BOLD since I coached her and does not take
a break! Even through knee surgery and bedrest, she
generated leads all day.”
Making Her Mark
Though she never taught in a school with her educa-
tion degree, she teaches and comes from contribution
every day in real estate. At the market center, she leads
Win with Sellers and became a certified KW MAPS
Coach. She is working to become a 7th Level team,
and would love to expand and become a BOLD Coach
to take others through the program that has made
such a difference in her life.
Grant says, “Amina maintains the Keller Williams
belief system and values as very high standards in her
life. She is not only an amazing mother to her son, she
is a model of a great businessperson, coach, leader and
servant to others in our office. Our local market center
is richer because of our partnership with Amina.”
KW MAPS COACHINGBy Celesta Brown
Serious leg injuries are plenty cause
to sideline most people for a few
weeks, if not months.
But not Amina Blake-Foreman of
the Greater Hartford (Conn.) mar-
ket center. Blake-Foreman was in a
bounce house celebrating her son’s
7th birthday, when she sustained
several injuries to her knee. But in-
stead of slowing down, after surgery
she dug in, applying all she learned
in BOLD (Business Objective: Life
by Design) during her recovery and
had the best January of her entire
career with 14 closings.
After breaking the news that
she’d be laid up for a month to
her KW MAPS Coach, her coach
responded with a one-two punch of
care and candor.
“I am very sorry for your injury,
truly I am, but thank God your
mouth is still working.”
Blake-Foreman took her coach’s
comment to heart. She made a vi-
sion board, posted it confidently on
the wall in her room, picked up her
phone, and started lead generating.
By the end of the month, Blake-
Foreman had taken seven listings
from her bed with the help of her
coach and her supportive team.
“Since I would be unable to go
to coaching sessions, my coach
offered to pause coaching for a few
months, but I knew that I needed it
more than ever. Rather than scale
back, we still continued to have
our weekly calls. She texted and
checked on me regularly.”
The coaching sessions encouraged
Blake-Foreman to keep going and
think outside of the box when it
came to running her business.
“My showing partner, Matt,
previewed my appointments, and
we set up webinars with clients to
do listing appointments. By using
screen share, I was able to take
the listings. Tammy in operations
stepped up and was able to do
buyer consults for the first time.”
Although she is fully recuper-
ated, Blake-Foreman continues to
leverage technology and is seeing
dramatic results in her production.
“My injury taught me that I don’t
have to be on all listing presenta-
tions. Now, for certain price points,
I just do my consult over the phone
and through a webinar. I’ve sold six
homes that I’ve never seen.”
A History Steeped in Determination
The people closest to her aren’t sur-
prised: Blake-Foreman’s history is
steeped in determination, grit and
perseverance.
“Time and time again, I have seen
Amina rise above any challenges
that have come her way without
giving up,” says Chris Grant, Blake’-
Foreman’s team leader.
With the odds stacked
against her, Amina
Blake-Foreman had
the most successful
month of her career.
10
12 VOL.14.3 2017
A BOLD
COMEBACK
AMINA BLAKE-FOREMAN WEST HARTFORD (CONN.)

8. 1514 VOL.14.3 2017
ally and nationally – a move that
not only provided a wider referral
platform for the team, but led him
to become a KW MAPS Coach and
earn an invitation to Gary Keller’s
Masterminds.
“(This) exposed me to people
who thought a whole lot bigger
than I ever knew was possible,” Jay
recounts. “Gary said that we under-
estimate what we can do in 10 years
and overestimate what we can do
in one.”
Scaling Business with the CGI
Jay took Keller’s words to heart and
began reevaluating his team’s goals.
Despite the fact that they were
already doubling their production
year-over-year for the past three
years, he knew that it was time to
think bigger, so the team created
a five-year plan and dove into the
Career Growth Initiative, starting
with the CGI Calculator.
“Before the CGI Calculator,
figuring out our production goals
was almost like picking at random.
Now it’s easy. We just plug in our
numbers, conversion rates and it
spits everything out for us. The
calculator has made it easy to plan
what the next couple of years has to
look like.”
The Pipeline Tool has been in-
strumental in helping Jay and Marc
keep the team on track.
“Every week we have a team meet-
ing, and Marc or I meet with agents
one-on-one to discuss who they
have in their pipeline and if it’s big
enough to support their goals. For
example: If someone has a pipeline
of three or four prospects, two buy-
ers and one listing, but has a goal
that requires six closings, it becomes
clear that they aren’t going to reach
their goal.”
Staying plugged into your pipe-
line is critical, Jay stresses. “If you
don’t know what’s going on in your
pipeline, you don’t know what’s go-
ing on in your business.”
He really enjoys that the CGI has
helped him build a predictable and
sustainable business.
“Since we know what our
monthly expenses are, we can
forecast what they will be in 30, 60,
90 days and look at our pipeline to
see if we have enough revenue to
support our expenses. If the market
is great, we tend to be less budget-
conscious and spend without much
thought. When inventory is tight,
every cent matters. The tool helps
us stay focused.”
Staying focused is especially
important as Jay has moved into
the role of productivity coach. He is
now passionate about also helping
others think without limits.
“In the past seven months, Jay has
helped over 140 agents get into pro-
duction faster and is creating more
cappers,” says Walton, who is now a
team leader at the Ballantyne Area
market center. “I’ve watched Jay
come into the company and trans-
form his life, his family’s life and the
lives of hundreds of people.”
MINDSET
Jay White has his
eyes set on limitless
growth, and he is
proving that with the
right philosophies
and tools in place,
anything is possible
in real estate.
Jay White, CEO and president of
The White Group, thought he and
his dad, Johnny White, were doing
well selling $3.5 million annually in
Charlotte, N.C., before 2010. But
after being a part of the Ballantyne
Area market center for six and a half
years and experiencing a 12-month
production of $43 million, his views
have changed considerably.
With a renewed vision of success,
Jay White has his eyes set on limit-
less growth, and he is proving that
with the right philosophies and
tools in place, anything is possible
in real estate.
He didn’t always think this way.
It was a series of experiences that
shifted his mindset.
The Early Years
Jay began his career in real estate
in 2006 after forming The Johnny
White Team with his dad at Cold-
well Banker. Because his dad knew
so many people in the Charlotte
area, business grew quickly, but Jay
admits they didn’t have an accurate
view of what success was.
“We were setting our goals based
on what other companies were
doing. We didn’t know what doing
really well was.”
After consistently ranking among
the top agents in their office, the
bottom fell out of the market.
Companies stopped relocating
employees and the team’s business
all but dried up by 2010.
Meanwhile, during the chaos, he
noticed many agents who left Cold-
well Banker went to Keller Williams.
Curious, Jay reached out to them to
ask what they were doing differently.
In a networking group, a Keller
Williams agent gave him a copy of
The Millionaire Real Estate Agent.
And he devoured the book.
“I think I read it over the weekend.
It just really spoke to me,” Jay says.
A Big Step in Faith
Jay met with Ann Yountz, the Bal-
lantyne Area market center team
leader at the time, over Thanksgiv-
ing weekend 2010 and moved to
Keller Williams within days.
The transition meant giving
back 15 listings. Something that
wasn’t easy to do, but Jay and his
JAY WHITE CHARLOTTE (N.C.)
dad stepped out in faith, knowing
they wouldn’t be without resources
at Keller Williams. Accustomed
to listings being handed to them
through the relocation team, the
Whites had to learn how to find
business on their own – and it
wasn’t easy. After four months, Jay’s
production stalled, and he knew it
was time for help.
After reaching out to other agents,
they recommended he talk with
Chip Walton. Walton, a produc-
tivity coach at the market center,
began coaching Jay, giving him the
knowledge he needed to build a
strong foundation for his business.
“He taught me how to lead gener-
ate and be more structured with my
time management, and he really
helped me create a vision for what
this (business) could look like.”
The Whites focused on lead
generation, and within six months
they were back on track – hitting
$4 million in 2011.
“We thought that was amazing.
Again, we didn’t know what big re-
ally looked like,” Jay says.
New Possibilities
It was the Business Objective: Life
by Design (BOLD) training in
2011 where Jay’s eyes were opened
to new possibilities.
“BOLD let me know that if we
focus on lead generation, we could
grow it. It just opened up a mindset
of abundance. We did $9 million
that year,” he says.
Over the next couple of years, the
team expanded to include his sister,
Lea Lempesis; a full-time execu-
tive assistant; and his brother Marc
White, who was selling real estate in
the mountains of North Carolina
and became one of the top agents in
that market.
With his team in place, Jay began
teaching real estate classes region-
By Dorothy de Souza Guedes
I DIDN’T
KNOW
UNTIL
I CAME
TO KW
BIG
3

9. 17
“Within my first month,
I attended workshops that
discussed the importance
of social media and time
management. Despite my years
in real estate, I was pleased to
learn of new ways to improve
my business.”
What led Tushar Vakhariya to Keller
Williams is a common refrain expressed
by many other agents on the move: He
wanted to join a company that could
help sustain his business’s success. A
top-performing owner in a Birmingham
RE/MAX office, Vakhariya had earned
a Lifetime Achievement Award,
consecutive Diamond Award Club
recognitions and acknowledgement for
being the No. 1 associate in Michigan
for three consecutive years. In 2016
alone, Vakhariya secured $45 million
in sales. But eventually he realized
that his rapid growth needed additional
support, particularly in the areas of
innovation and technology.
Vakhariya was familiar with several
Keller Williams agents in his area, and
their work ethic, professionalism and
enthusiasm piqued his interest in their
shared brokerage. So, in March 2017,
Vakhariya made the move to Keller
Williams.
“I knew that a change was needed,”
says Vakhariya. “Within my first month,
I attended workshops that discussed
the importance of social media and
time management. Despite my years
in real estate, I was pleased to learn
of new ways to improve my business. I
have also been impressed with the staff
and the beautiful office.”
During what Vakhariya says has been a
smooth transition, he has marveled as
the company’s team approach creates
an environment where his business
can thrive – and his clients have stayed
with him. “In fact,” he says, “I have
more people reaching out to me.”
TUSHAR VAKHARIYA
BIRMINGHAM, MICH.
MOVES
MAKING
HEAD-TURNERS
They moved because ...
They were craving innovative ideas and
supportive culture.
They needed a brokerage that would challenge
them to move past the status quo.
They saw a family ready to welcome them with
open arms.
While the reason for making a brokerage change
is personal for each and every agent, the desire
to grow personally and professionally is evident
in all. Meet the movers and shakers of real estate
who are now proud to call KW home.

10. 1918 VOL.14.3 2017
FARGO, N.D.
KATHERINE KIERNAN
“Running such an uphill battle all the
time became very disengaging and
very stressful.”
Despite her accomplishments as a high-performing agent at Element
Realty, with $24 million in closed volume and 104 units in 2016, Katherine
Kiernan was ready to quit real estate. The brokerage lacked education
opportunities, organization, innovative ideas and a culture that supported
her team’s growth. “Everything I learned was self-taught,” Kiernan recalls.
“Running such an uphill battle all the time became very disengaging and
very stressful.”
On top of that, when Kiernan took two months off to be with her young son
as he received out-of-town treatment for a serious illness, she had trouble
finding colleagues who would help with home showings, contracts and
inspections. “That just broke me,” she says.
But when two Keller Williams agents reached out to her, Kiernan realized
what she really needed was a new professional home. She had already
read The Millionaire Real Estate Agent, attended educational classes and
BOLD as a guest, all of which blew her away. Additionally, she was a
long time admirer of the vice chairman, Mo Anderson. “I thought
to myself, they have a strong, driven woman like that
sitting at the top, then that’s something we can identify
with,” Kiernan says. “And they have all of these systems
and models and processes in place. It would be pretty
foolish of me to hang up my license before I at least
gave it a shot. I knew there was no other brokerage I
wanted to go to.”
So in December 2016, Kiernan left Element Realty,
which had just announced it was joining Coldwell
Banker, and became a part of Keller Williams
Inspire Realty. She is thrilled that the company’s
structure supports her goal to have a referral-
sustained business and is most impressed with
the supportive culture.
“I think that’s one thing that people don’t have
elsewhere,” Kiernan says. “They don’t get that
experience, that consistency, that true, genuine
desire to see everybody thrive. But you get that here.
And as we continue to go through some challenges
with our little guy, all I have to do is post a message
and I have 15 people saying they’re happy to help.”
After returning from their annual
New Year’s retreat to the woods of
Central Virginia, Debbie Wicker and
her husband and business partner Tad
Wicker knew they wanted to change
brokerages. Though Debbie had been
an accomplished agent with RE/MAX
for almost two decades, she and Tad
wanted more favorable financials and
better support for growing their team.
Five days later, Debbie received a call
from a Keller Williams agent from the
Dulles market center, followed by an
invitation from the team leader to attend
Family Reunion. As Debbie says, the
rest is history: The Wickers joined Keller
Williams on March 1, 2016. Debbie and
Tad finished that year with a 12-month
total closed volume of $40 million and
75 units, a significant increase from the
year prior.
At Family Reunion, the Wickers
experienced Keller Williams’ culture and
resources, including the company’s core
values of God, family, then business.
Debbie’s “aha moment” happened
when she arrived five minutes into a
presentation early Sunday morning. “I
walk into this room and it was supposed
to sit around 700 people and there were
easily 1,400. I thought, OK, there is
something going on here.”
Tad was likewise impressed, particularly
with the transaction numbers shared
by session panelists. “We’ve been in
national coaching with some big-name
organizations and have never seen
numbers like that,” he says.“It was such
a no-brainer of a business decision.”
Since the move, the Wickers have been
awarded their office’s CultureAward and
Debbie has become a member of the
Associate Leadership Council. Among
the benefits of joining Keller Williams,
the Wickers note the importance of
their team leader being a true strategic
business partner.
“The culture of leads, listings, leverage and
proactive prospecting is a magic model if you ask
me.” – Debbie Wicker
“The kind of money Keller Williams is going to
spend on technology, what they are going to
have is something I’ve always dreamed of.”
HEAD-TURNERS
18 VOL.14.3 2017
DEBBIE & TAD
WICKER
JORGE MIER
POTOMAC FALLS, VA.
AURORA, COLO.
By Lindsay Mader
Jorge Mier is no stranger to personal
growth. The Zacatecas, Mexico, native
has built a successful real estate
businessintheDenverSoutheastmarket
center, while making time to travel the
world and cycle thousands of miles each
year. So it was a natural extension of
Mier’s spirit when he wanted to take his
real estate team to new heights. In April
2017, after more than 12 years with RE/
MAX, Mier joined Keller Williams with a
2016 12-month closed volume of $20.8
million and 85 units.
Mier was ready for the move when he
realized he wanted a brokerage that
encouraged continuous improvement
instead of satisfaction with the status
quo. Among many things, it was KW’s
determination to bring agents truly
innovative technology that swayed him.
“The kind of money Keller Williams is
going to spend on technology, what
they are going to have is something I’ve
always dreamed of.”
Mier’s biggest concern was that his
Latino clientele identified with the RE/
MAX brand, but he quickly found they
were more interested in his own beliefs
and values. Since taking the leap,
Mier says he’s been amazed at how
determined agents have been to help
him succeed.
“I had never had that before,” he says.
“Most of the companies out there want
to keep it secret. It opened my eyes to
the things that I can do.”

11. 2120 VOL.14.3 2017
Keller Williams brokerages in Reno
and Sparks, Nev. and a business
center in Elko, Nev. Somewhere
warm beckoned for their next
investment. Ed says he was even
considering investing outside of
real estate, in a Dunkin’ Donuts
or Krispy Kreme. But Fairbanks,
the largest city in Alaska’s interior,
made sense.
The city, where an average home
costs $230,000, is made up of three
distinct resident groups: a sizable
military community that rotates
in and out of the area, oil and gas
workers, and lifelong Fairbanks
natives. Soon, an expected 3,500 ac-
tive military members will arrive in
town. Outside Fairbanks at Eielson
Air Force Base, the population will
likely double by 2022 following the
arrival of two squadrons of F-35
interceptors, with $298 million in
projects underway.
Madden had spoken to other
investment firms about a merger,
but once he knew the Waldens
were interested – they had social-
ized at several events, and got along
well – the deal moved fast. “If you
find someone at this level, and
they’re willing to sell and you’re in a
position to do it, really think about
jumping on it,” says Dar, who has
been in real estate for 17 years, the
last nine with Keller Williams.
Removing Ego
Lawyers drew up contracts, but the
Waldens did much of the negotiat-
ing themselves. In Fairbanks, they
stayed with Madden and his wife in
their home. They spent their days
combing through contracts, and
their nights going back and forth
about their vision for the transition
over beers on the Maddens’ couch.
“We see Wes as our business part-
ner, and wanted to start out on the
right foot,” Ed says. Dar chimes in,
“We all knew we had a lot of people relying on us for
their paychecks, so it had to be done right. There was
no room for error”.
The Waldens ultimately decided to keep the Madden
name, a respected brand that Madden built up over
more than a decade. They also asked Madden to stay on
as a minority owner for a few years.
“Fairbanks is a tight knit community,” says Dar.
“We knew we couldn’t just come in, plant our feet and
change signs. The changeover is very gradual. Keep-
ing Wes involved in the business is important to a
successful transfer.” Ed adds, “You have to take the
ego out of it. You need to consider what’s best for the
business’ success.”
In late April, from a Madden office in downtown
Fairbanks and one outside the city in the North Pole
– a log cabin adjacent to the Santa Claus House – the
Waldens coordinated the changeover of 100 signs
overnight. Team members stomped through snowbanks
to swap signs with new ones printed with the Keller
Williams logo. “It was total teamwork,” says Dar.
“Take the Risk”
Madden ran his business like a Keller Williams mega
agent team even though it was an independent broker-
age, and that made the transition easier, the Waldens say.
But the merger still had its share of challenges. Madden
agents never had an agent commission cap; that’s taken
some getting used to, says Dar. Out of the 18 Madden
agents, 13 decided to stay after the merger, including
Greg Baldwin, who started out as a buyer specialist at
Madden Real Estate in 2013.
“The synergy [between Madden and Keller Williams]
is awesome,” says Baldwin, “and everyone here is super
excited about the company, the trainings, the systems
and the technology that Keller Williams has brought to
the table.”
Two major benefits, adds Baldwin, are the connec-
tion agents now have with colleagues across the country,
ACQUISITION
“If you find someone at
this level, and they’re
willing to sell and
you’re in a position to
do it, really think about
jumping on it.”
- Dar Walden
DAR AND ED WALDEN ANCHORAGE (ALASKA) By Deborah Blumberg
Stopped in a snowy parking lot,
the co-owners of the Anchorage,
Alaska-based Dar Walden Team
found their friend Matt Wagner –
owner of an ad agency for the real
estate industry – on the line with
big news. Wes Madden, a fellow
client, was toying with the idea of
selling his Fairbanks-based inde-
pendent brokerage, Madden Real
Estate, Alaska’s top real estate firm.
“Matt told us there’s this huge
opportunity, and we needed to
call Wes,” says Dar. “My husband
and I looked at each other. I said,
‘Should we?’ And he said, ‘Are you
kidding? Let’s get on this’. In 2016,
Madden sold more than 600 homes
for $138 million in sales in a town
Bundled in thick scarves
and warm coats,
Dar and Ed Walden
were out navigating
Anchorage’s icy roads
when the call came in.
DAR AND ED WALDEN GREW THEIR
MARKET SHARE BY 25 PERCENT
OVERNIGHT AFTER SAYING “YES”
WHEN OPPORTUNITY CALLS
SAYYESof 100,000 people –“phenomenal
numbers,” says Ed.
Six days later, the Waldens
boarded a plane to Fairbanks to
meet with Madden. Less than 60
days later, they merged to create
the largest real estate firm in the
state. The deal put the Dar Walden
Team on track to sell more than
700 homes in 2017, more than four
times the 168 they sold in 2016.
The Dar Walden Team has consis-
tently ranked in the top 1 percent
of real estate professionals in the
United States, and they became a
mega agent office the day Dar and
Ed purchased the Madden group.
The acquisition is a prime ex-
ample of how – as listings become
tighter and tighter – agents must
get creative in how they take market
share. Mergers are an excellent way
to grow market share, expand your
geographical area and boost sales.
The Madden acquisition gave the
Waldens an immediate 25 percent
market share in Fairbanks. It was
their fourth merger after three
smaller ones in Anchorage. It’s a
strategy that has served them well as they work through
a recession in Alaska, which currently holds the highest
unemployment rate in the United States.
A City That Made Sense
Fairbanks wasn’t an urgent expansion target for the
Waldens, a California couple that made their way to
Alaska after Ed was transferred to Anchorage with
the military.
The day the Waldens received the call from Wagner,
it was 40 below in Fairbanks. The Waldens also co-own
and their ability to provide the full
scope of services to clients moving
in and out of the state. “It’s been a
seamless transition,” he says “and
all of us are excited to be a part of a
big team.”
For Ed and Dar, it’s been chal-
lenging to transfer accounts and
recurring business expenses. And
ferrying between Anchorage and
Fairbanks has been hectic. The
Waldens spend two to three days in
each city, rent an apartment in Fair-
banks and are looking to buy a car.
“We’re being pulled in a lot of di-
rections,” says Ed. “But we need to
immerse ourselves in the Fairbanks
community. They need to know
us. It takes away a little bit of your
freedom, but I think the investment
will be huge.”
In Fairbanks, the new team
helped out at a local food bank
for RED Day, and the group has
donated money to four local high
schools and sponsored a table at a
military appreciation dinner. The
team also recently sponsored an
autism run in town.
As for advice for other teams
looking to acquire, the Waldens say
“take the risk” and take advantage of
the support Keller Williams offers.
They credit Keller Williams staff
with helping to make their merger
a success.
Bruce Hardie, regional director
for the Northwest Region, visited
the team in Fairbanks and led a
class for agents. “Bruce was a great
sounding board,” says Dar. “He re-
ally helped us with the transition.”
For now, the Waldens are content
with their team; no more mergers
are on the horizon. But “the door
is always open,” says Ed. “If the
opportunity presents itself, and it’s
the right opportunity, we wouldn’t
say no.”

12. 2322 VOL.14.3 2017
PRODUCTIVITY
tentional with time. To this day,
when I come home from work, I
immediately change clothes and
it serves as a symbolic shift from
work to home.
JOE My way around distractions
is to get up earlier than everyone
else in my family to spend time
with God. That gets me grounded
for my day. To be the best hus-
band and dad that I can be, I
cannot be a 24/7 agent. I have
learned to be clear about when to
shut my phone and business off so
that I can give my full attention
to my family. Something I think
about when I am tempted to lose
sight of my one thing is that al-
lowing distractions to get the best
of me is robbing me of time with
my family.
WHAT OTHER LESSONS HAVE
HELPED YOU OVERCOME SHINY
OBJECT SYNDROME?
WENDY The idea of leverage from
The Millionaire Real Estate Agent
was huge for our growth. We hired
good help so that we could give up
dollar-per-hour tasks in order to
focus on clients and lead genera-
tion. Mastering the hiring process
is essential to the conversation
about avoiding distractions because
having the right team in place al-
lows everyone to work according to
their skills and talents and to their
highest potential. Keller Williams’
Leverage Series is a fantastic cur-
riculum of courses that has helped
us put our team together.
JOE We have been utilizing Tactic
#4 (Find the Motivated – Lead
Generation) from SHIFT and it has
been extremely helpful for our team.
We block our time and look for 8-12
quality leads per hour. If we are con-
sistently falling short of that number,
then there must be a disconnect,
some type of distraction.
IN THE ONE THING, WE ARE RE-
MINDED THAT CHANGING OUR
FOCUS FROM BEING BUSY TO BEING
PRODUCTIVE SETS THE TONE FOR
THE DAY AND HELPS US “GO SMALL.”
HOW DO YOU HELP YOUR TEAM
NARROW THEIR CONCENTRATION?
WENDY We have a brief standing
meeting where we go around in a
circle and say what our one thing
is right now. For most of us, it is
lead generation and setting ap-
pointments, and for our adminis-
trative team, it can look different
every day.
Additionally, we create our 1-3-5,
which is a mini-business plan where
our team members identify their
one thing, hone in on three strate-
gies to achieve it, and then spell out
five tactics to make it happen.
We then turn it into a 4-1-1, a
weekly accountability meeting, and
use it to structure our time and
keep our attention focused on our
one thing.
JOE Structure helps our team stay
focused. Every Monday morn-
ing, we say what our goal, our one
thing is for the week, and on Fri-
day we evaluate how it went. The
team meets at 8 a.m. to practice
scripts before they begin generat-
ing leads at 8:45.
We help protect our people
from distractions by putting them
in the bunker. This is where time
blocking and safeguarding lead
generation on our calendars is cru-
cial. While our sales team makes
calls from 8:45 to 11:30 a.m., the
support staff is fielding calls and
intercepting emails. This keeps
the sales team in the bunker while
ensuring our clients are serviced
and satisfied.
DO YOU FIND THE PROCESS OF
ELIMINATING DISTRACTIONS MORE
OR LESS DIFFICULT WHEN IT COMES
TO YOUR PERSONAL LIFE?
WENDY Distractions are part of
life and they continue on a daily
basis. When I first began in real
estate, I was only able to work
between 8:30 a.m. and 1:30 p.m.
while my daughter was in pre-
school, so I had a small window of
opportunity to produce. Because
my time was so limited, I learned
how to push away distractions. I
am thankful for those early days
where I learned how to be in-
You Have Two Choices: Be FOCUSED or Be UNFOCUSED
The ONE Thing
Figure 6
WENDY
PAPASAN
Owner, Papasan
Properties
Group in Austin.
Top 250 Keller
Williams agent
for units sold in
2016.
JOE BOGAR
Owner, The
Bogar Pilkington
Group. #1 Keller
Williams team in
Colorado. #74
Keller Williams
team worldwide
out of over
135,000 agents
in 2015.
You cannot get a prescription for it, but it is a
real condition. It is “shiny object syndrome,” a
highly contagious disease of distraction. And
you may be infected with it if you’re experi-
encing one or more of these symptoms:
You get excited about new projects, but
quickly lose interest after you begin and
jump to the next one.
You are set on implementing a new strat
egy into your business, but have no game
plan to bring it to life.
Your team is confused by your constantly
changing business direction.
As an agent, these distractions not only deter you from
the most important task at hand, but from profitability.
OutFront magazine interviewed two top-producing
agents: Wendy Papasan, owner of Papasan Properties
Group and Joe Bogar, owner of The Bogar Pilkington
Group, to learn how they and their thriving teams are
overcoming shiny object syndrome by using lessons
from New York Times bestselling books The Million-
aire Real Estate Agent, The ONE Thing, and SHIFT, as
well as employing Keller Williams models and systems.
WHAT ARE SOME OF THE DISTRACTIONS YOU MUST
DEFEND AGAINST DAILY?
WENDY PAPASAN The struggle that every agent I know
wrestles with is learning how to determine the vital
differences between the urgent, the merely important,
and today’s one thing. There are so many activities in
real estate that are on an already established timeline,
such as closings in 30 days or people needing to get out
of a lease, that it’s easy to get caught up in something
that feels like it needs your attention right now.
JOE BOGAR There are innumerable distractions that
come from a myriad of angles and sources from our
own team to meeting with other agents to client needs
and expectations. We must be clear about what and to
whom we give our time.
BEAT DISTRACTIONS By Shelby O’NeillBy Celesta Brown
“Making a difference is hard. It
requires persistence and dedication,
which both require focus, something
I’m not particularly — hey, look a bird!”
-Jeff Goins, Business Strategist

13. 2524 VOL.14.3 2017
“Never in a million
years would I have
thought this would
happen. I feel so
blessed, thinking that
they’re contributing
to something for me
and my kids.”
– Dahiana Marte
After Habitat for Humanity
reached out to Meaux with the
volunteer opportunity she turned
it over to the office’s cultural
committee co-chairs, Denise Pitts-
Mortenson and Cathy Lutz. The
duo spearheaded the effort and
organized the volunteers week after
week from Feb. 3 to May 11, when
the project culminated with more
than 100 Keller Williams associates
hard at work on the build site and
ReStore. “They took off with the
idea and nailed it!” Meaux exclaims.
The experience was a triple
win for the office. They learned
something new, they gave
something back, and they walked
away with a smile. “A lot of people
felt that way,” says Pitts-Mortenson.
Associates did anything that
needed to be done, from painting,
to landscaping and tiling. Lutz
remembers marveling at her
colleague’s attention to detail and
level of dedication. “What I saw was
– without being told – they cared
about doing it right.”
CULTURE
Matt Bilheimer, director of agent services for KW
Metropolitan, says being involved “opened my eyes to
home construction elements from start to finish.”
In his current role, he’s not directly involved in the
home buying and selling process, but was glad to learn
about other methods for people to find and purchase
a home. He was surprised to learn that Habitat for
Humanity homes are sold to home partner families
and are financed through affordable long-term loans.
Homeowners have to qualify for a mortgage and put in
sweat equity hours. “They have to put in all this time
and all this effort – and pay for it,” he says.
What Blair Schleicher Bravo, CEO of Morris Habitat
for Humanity, noticed was the group’s energy week
after week.
“The Keller Williams group was probably the most
excited, happy and engaged group we’ve had in a long
time,” Bravo says, adding that on May 11 when the
project culminated, “they all left tired, dirty and happy.”
Morris Habitat typically has seven to eight projects
going, building 10 to 30 homes, at any time. This year
32 homes are under construction, including several
multi-home sites like the Harding Avenue project,
Bravo says.
“It’s unusual to have such a long-term commitment
on a Habitat project. Having the same team come back
week after week builds skills and confidence of the
volunteers and helps families get in their homes sooner.”
Another homeowner on Harding Avenue is Dahiana
Marte. Currently, Marte and her three boys – ages 11,
6 and 2 – live in a one-bedroom apartment where she
has to go into the bathroom to have a private phone
conversation. Soon they’ll spread out in a three-
bedroom home.
“People you don’t know doing this for you. We’re
blessed, we’re humbled, we’re honored,” she says with a
sense of disbelief.
“Never in a million years would I have thought this
would happen. I feel so blessed, thinking that they’re
contributing to something for me and my kids.”
Contribution is at the “heart of our organization
and Keller Williams culture,” says Mo Anderson,
vice chairman of the board at Keller Williams Realty
International and one of the most vocal champions of
RED Day.
“Every year, as our company grows, so does the power
and impact of the community contribution we can
make collectively. I know I speak for the entire Keller
Williams family when I say that giving back is one of
our greatest joys!”
NEW BEGINNINGS
For 14 weeks, February through May, associates from
KW Metropolitan worked tirelessly to build four
homes for veterans and single-parent families headed
by women at a Morris Habitat for Humanity project
on Harding Avenue in Dover, N.J.
Nathalie Figueroa is both: a veteran and active in the
Army Reserve as a military police officer and a mother
of a young son. She is still in shock that she’ll be a
homeowner, a dream she thought she’d never realize.
Figueroa was prompted by her mother to apply for
Habitat for Humanity, which she did in February. She
took a two-day course that explained homeownership,
financial responsibility, the process of having a
mortgage through Habitat and her 300-hour sweat
equity obligation. In April, her
application was drawn and she was
selected to own a three-bedroom
home with two bathrooms that she
will share with her grandmother.
“I was in shock, it was pretty
amazing. I never really won or
received anything,” Figueroa says.
She is in awe of the many
volunteers who have worked on her
home, including the Keller Williams
associates.
“That’s amazing how people
volunteer for free to help out,” she
Every day, Keller Williams agents help people buy homes, “but it’s something different
when we’re helping to build them,” says Beverly Meaux, team leader at Keller Williams
Metropolitan in Morristown, N.J.
says. “I’m going to volunteer and
help out with the awesome things
that they do.”
KW Metropolitan’s involvement
with the project was a natural
progression. Since opening their
doors in 2012, the market center
has participated in Keller Williams’
annual day of service, RED Day –
which stands for Renew, Energize,
and Donate. Meaux realized after
last year’s event that her team –
which had grown to more than 300
– wanted to do something bigger.
KW METROPOLITAN MARKET CENTER MORRISTOWN (N.J.) By Dorothy de Souza Guedes
BUILDING
24 VOL.14.3 2017

14. 2726 VOL.14.3 2017
“I asked George if I could do that
for the market center, and he said,
‘Are you sure?’ she recalls.
Plugging Agents into Resources
that Work
Today, Dewees uses an intercon-
nected set of tools called the
Career Growth Initiative to help
agents learn what their greatest
strengths are and build their busi-
nesses accordingly. Cathy Cac-
ciavillano, market center admin-
istrator, also works with agents to
set annual business goals with the
CGI and helps established agents
plan their next steps as they move
toward retirement.
“Our leadership team is focused on
helping agents build their legacies
and earn profit share so they can
experience passive income even after
their last deal has closed,” she says.
As their team has grown, the
impact of their philanthropic efforts
has too. During a recent RED Day,
the Keller Williams’ annual day of
giving, 75 agents went to a food bank and donated more
than 4,000 pounds of food, while another 75 agents
went to a homeless shelter and cooked meals for guests,
cleaned the shelter, and donated thousands of dollars.
“It was wonderful to see seasoned agents within the
market center work alongside those that recently joined.
And new agents rolling up their sleeves really loving
what this company is about,” Denney says.
Accelerating Growth Model
Finding the right people and using the right tools has
allowed Keller Williams Cherry Hill to set some ambi-
tious goals for the coming years. In order to hit their
goal of $500,000 in profit share, they analyzed what
that meant in terms of owner profit, units and listings.
The agents within the market center have since hit that
goal and moved the goal line to $1,000,000.
“I think our real goal in all of this is legacy,” McGavisk
says. “Leaving something behind for all of the agents
that we work with, helping them build their lives, help-
ing them build their businesses, helping them be able to
move forward in accomplishing their dreams.”
LEADERSHIP
“Our leadership
team is focused on
helping agents build
their legacies and
earn profit share so
they can experience
passive income even
after their last deal
has closed.”
– Cathy Cacciavillano
LEFT TO RIGHT:
MIKE MCGAVISK, CATHY CACCIAVILLANO,
ELISA DEWEES, GEORGE DENNEY
While the organizational growth has been satisfying,
the true reward for Operating Principal Mike Mc-
Gavisk lies in what it has allowed his leadership team
to do for others.
“We’re able to help our agents build the businesses
of their dreams and give back to their communities in
meaningful ways,” he says.
The state of Cherry Hill today can be credited to
McGavisk’s decision to shake loose from complacency
and stop the hemorrhaging of his business. He turned
to agent George Denney to fill the role of team leader.
Denney immediately jumped in, driven by a big num-
ber: He would not only right the ship and erase the
loss, but drive the team to hit $300,000 in profit share.
Initially, he was supposed to fill the team leader role
temporarily. But soon it was clear this was what he was
meant to do.
“[Keller Williams Vice Chairman] Mo Anderson said
to me personally once, ‘If you’re not in profit, you’re not
in culture,’” Denney recalls. He says he didn’t quite un-
derstand it at the moment, but now it’s clear: If you’re
not profitable, you don’t have a business worth owning.
Cherry Hill Makes a Strategic Comeback
After Denney became team leader, he and McGavisk
got back to the basics and renewed their commitment
to the Keller Williams Growth Initiative – a compre-
hensive program geared at helping
market centers grow their market
share and their people. Soon, they
brought on a productivity coach
and implemented a mentor system,
both of which help new agents get
into production quickly and estab-
lished agents hit their caps sooner.
Getting the Right People on the Bus
They knew the key to their growth
was placing the right people on
their team. Early on, Denney was
convinced that he could attract top
performers in the region, based
both on the Keller Williams ap-
proach to selling real estate and the
infectious culture of their team. He
began by looking at market share
as a primary qualifier for joining
and assessing if the individual was
a cultural fit, not based on emo-
tions, but data.
Denney used the Keller Personal-
ity Assessment (KPA) to find out
“what makes people tick.” The KPA
is an enhanced behavioral assess-
ment tool and a key piece of Career
Visioning – a proven system to help
market center leaders ensure the
best and brightest talent join their
team and succeed. The KPA helped
him determine what role the new
person would play in the market
center – which is crucial for a team
that runs on evidence-based models.
And it worked! One agent who
came on board averaging $65,000
three years ago closed $1 million in
GCI last year. In April 2017 alone,
the team hired 14 new agents.
Elisa Dewees, an Associate Lead-
ership Council member and the
team’s top agent last year, was one
of Denney’s key hires during Cherry
Hill’s restructure. An agent for 17
years, she joined the team a year and
a half ago and quickly “fell in love”
with the people and its systems. “Ev-
eryone was so helpful,” she says. She
jumped in, helping others grow, but
wasn’t interested in starting her own
team. Then, she found out about
the Productivity Coach role.
RISING F ROM A
SIX -F I GU RE LOSS
By Gwen Moran
Over the past several years, Keller Williams Cherry Hill transformed from a struggling market
center with a $120,000 carry-forward loss to a thriving center with more than $300,000 in
profit share. The office has grown from 88 agents to approximately 406 in the past three years,
making it the No. 1 office in their region.
MASTERBUILDERS CHERRY HILL (N.J.)

15. MILLENNIALS HAVE TAKEN THE
LEAD IN HOME OWNERSHIP
Millennials are making news as they’re
leading the pack in home ownership.
According to the 2016 National
Association of REALTORS® Home Buyer
and Seller Generational Trends study,
millennials are the largest share of home
buyers, representing 34 percent of recent
home purchases. The study also states
that 66 percent of Millennials were first-
time home buyers and 85 percent viewed
homes as a good investment. The survey
revealed that the millennial generation’s
desire to own a home of their own as
the primary reason for their purchase
is increasing, up to 48 percent. As for
information sources used in the home
search process, the highest percentage of
searching online came from millennials (99
percent) in comparison to other groups.
Also cited is the fact that 58 percent of
millennials use mobile devices when
searching for homes. All important factors
to consider when getting to know this
demographic.
A TIGHT INVENTORY CONTINUES
TO DRIVE UP HOME PRICES
The story of the housing market this year
is once again a familiar one. We are seeing
strong demand pushing inventory to
constrained levels and driving up prices.
Increases in median price have averaged
6.5 percent year-over-year based on
NAR data, showing that low inventory
is driving price increases above of the 4
to 6 percent sustainable range. Sales at
the beginning of the year showed year-
over-year gains between 4 percent and 7
percent but that was partially attributable
to warmer-than-normal weather last winter
in many parts of the country. In the late
spring and early summer, sales slowed
to levels close to last year’s and are likely
to be similar the rest of the year. We are
also still seeing a division in most major
markets along price levels. Demand right
now is strongest for entry-level homes,
where construction has been lacking and
many buyers have been late in entering
the market as many of them needed more
time following the recession to recover.
ARTIFICIAL INTELLIGENCE SHOWS
BIG PROMISE FOR THE INDUSTRY
Experts predict that 90 percent of all the
data in the world today was created within
the past few years. This is the main driver
of what I believe to be the most impactful
technology trend within the industry, artificial
intelligence. AI is technology that will
empower agents to create new experiences
that will elevate the consumer journey to
new heights.
Most real estate AI applications in the
industry are focusing on lead response,
capture, and nurture due to the challenges
of converting online leads. These
applications just scrape the surface of AI’s
potential in the real estate vertical. We
anticipate machine learning and computer
vision applications to play a bigger role in
the industry in terms of generating insights
out of raw data, but ultimately AI will be
the vehicle that delivers that information to
agents and their clients. This is why we’re so
focused on developing our own proprietary
AI solution, Kelle.
Madiha Ashour
Consumer Research Analyst
Ruben Gonzalez
Staff Economist
Adi Pavlovic
Technology Strategist
Do you want to know more about consumer demographics, how the economy will impact
your business or technology trends coming to the forefront? If so, the in-house research team at
Keller Williams Realty International has you covered.
WHAT YOU NEED TO KNOW
CONSUMERS • THE ECONOMY • TECHNOLOGY
29
RESEARCH TRENDING
$
$
$
2.47
1.99
15
Minimum order 100 pieces.
Regularly $2.77.
Design fees may apply.
Minimum order 100 pieces.
Regularly $2.34. Design
fees may apply
Regularly $15.75 at 12 pieces.
Design fees may apply.
800.861.7355
LifeLongGifts.com/out-front
INFINITY
BOX & BOTTLE OPENER
INFINITY
KITCHEN SCRAPERS
INFINITY
STAINLESS STEEL SOAP
No home is complete without this multi-
purpose bottle opener. Featuring a tapered
edge for opening boxes and a magnetic
back, this powder-coated opener is the
only one you’ll ever
need. With
full-color
personalization,
they’re ideal
as open-house
favors and drop-
by gifts. Available
in black or white.
Your clients will love how easily Innity
Kitchen Scrapers remove stuck-on
food from pans, counters, grills and
more; you’ll love how bold your contact
information looks on them. Perfect for
drop-bys, open houses or as a business
card alternative. Full-color printing
available on red, green, orange, yellow,
black, purple or white scrapers.
Not only will clients nd the Innity Steel
Soap incredibly effective at removing
cooking odors from their hands, but they’ll
be reminded of your business with every use.
Available with four standard messages.
EACH
EACH
OFF
SANDWICH SHARK
This completely redesigned sandwich knife now features the
same forged, high-carbon steel as the rest of the LifeLong
Collection — while still boasting a exible blade.
USE CODE
KWOFBBO
USE CODE
KWOFSWS
USE CODE
KWOFSSS
USE CODE
KWOFKSC
Any order
of 12 or
more soaps.
$
10Regularly $74 at 2 pieces.
Design fees may apply.
OFFAny order of 2 or
more Sandwich
Sharks.
Keller Williams Approved Vendor
Program members are business
entities independent from Keller
Williams Realty, Inc. Neither Keller
Williams Realty, Inc. nor its affiliated
companies warrant LifeLong Cutlery,
their products, or their services.

16. 31
NAME CITY, STATE GCI UNITS
1 Bob Lucido Team Ellicott City, Md. $4,122,611.60 462
2 Alchemy Real Estate Group Seattle,Wash. $2,189,643.62 85.45
3 Ben Kinney Team Bellingham,Wash. $2,136,607.09 263.336
4 Dave Clark Team Campbell, Calif. $1,845,708.13 51.75
5 Kevin Blain Team Visalia,Ariz. $1,804,988.78 343.1
6 The Ensbury Group El Segundo, Calif. $1,773,937.15 47.35
7 The Loken Group, Inc. Katy,Texas $1,726,281.46 472
8 The Peggy Hill Team Barrie, Ontario $1,697,069.13 167.25
9 Reynolds Team Realty Chantilly,Va. $1,631,877.29 125.108
10 Jeff Glover & Associates Plymouth, Mich. $1,604,030.29 240
11 Global Living Philadelphia, Pa. $1,402,647.10 174.2
12 Chernov Team Studio City, Calif. $1,373,497.75 37.95
13 The Ez Sales Team Westlake, Ohio $1,354,152.45 290
14 Five Doors Network - Hub Pikesville, Md. $1,343,515.09 0
15 The Rider Elite Team Scottsdale,Ariz. $1,336,950.98 240
16 Sue Adler Team Summit, N.J. $1,288,478.62 48
17 Laurie Reader Team Plantation, Fla. $1,287,700.36 144.385
18 Jay Schmidt Group Whitefish Bay,Wis. $1,286,334.39 134.975
19 Steven Cohen Team Boston, Mass. $1,261,855.69 75
20 Boyenga Team Los Gatos, Calif. $1,230,793.88 36
21 Jennifer Young Team Chantilly,Va. $1,200,948.32 125
22 Lysi Bishop Real Estate, LLC Boise, Idaho $1,177,086.25 84.225
23 Juliana Lee Team Palo Alto, Calif. $1,157,625.95 28
24 The Search In Seattle Team Seattle,Wash. $1,156,472.29 83
25 Beer Home Team San Diego, Calif. $1,077,979.07 61.8
26 Brett Jennings Real Estate Experts Los Gatos, Calif. $1,076,653.27 38
27 Noel Team Santa Monica, Calif. $1,026,780.00 39
28 Jonville Team Carlsbad, Calif. $1,015,351.80 62
29 The Heyl Group Austin,Texas $1,006,975.18 87
30 Bouma Group Ann Arbor, Mich. $981,635.97 107
31 The Huff Group Overland Park, Kan. $981,154.94 128
32 Kenny Klaus Team Mesa,Ariz. $969,860.53 140
33 Lee Tessier Team Bel Air, Md. $963,347.18 133
34 The Steller Group Englewood, Colo. $963,038.40 75
35 Josh Deshong Real Estate Charlotte, N.C. $952,872.21 129
36 Unity Home Group Anchorage,Alaska $943,185.46 133
37 Team Chou Alhambra, Calif. $941,964.62 57.166
38 The Dar Walden Team Anchorage,Alaska $926,687.57 116
39 The Ribble Group Wheat Ridge, Colo. $899,980.99 79
40 The Graham Seeby Group Atlanta, Ga. $891,258.96 98
41 Phil Chen - Sybarite Team Burlingame, Calif. $881,681.25 12
42 The Mark Z Team Novi, Mich. $879,906.70 117
43 Teambuilderkw Kirkland,Wash. $879,099.47 123.5
44 Center City Listings Philadelphia, Pa. $875,912.26 116
45 Eng Garcia Properties Washington D.C. $871,320.23 58.8
46 The Robert Northfield Team Maplewood, N.J. $868,713.69 59
47 Jim Shaffer And Associates Royal Oak, Mich. $864,140.99 132
48 Fulcrum Properties Group Washington D.C. $856,483.56 52.95
49 Fineman Suarez Team Marina del Rey, Calif. $856,256.50 32.65
50 Team Jordan Barrie, Ontario $853,458.11 132.35
TOP-PRODUCING TEAMS
YOUR
N
B
U
E
M
R
S
50
*Based on data/transmittals received for 2017 (April to June 2017).
Closed transactions identified with specific agent/team.
NUMBERSSECOND QUARTER 2017*
Download our lists of
top performers.
Scan the QR code!
30 VOL.14.3 2017

17. 33
NUMBERS
20 5TOP RECRUITERS TOP COMMERCIAL
NAME MARKET CENTER
ASSOCIATES
SPONSORED
1 Gaurav Gambhir Philadelphia - Center City 41
2 Brent Mitchell Austin SW 38
3 Bill Linkwald Atlanta - Roswell 23
4 Ronda Thurlkill Frisco 16
5 Kasey Williams Spokane 15
6 Leigh Broughman Lynchburg 14
7 Paul Ryan Charlotte - South Park 12
7 Robert Wiley
Keller Williams Legacy
Metropolitan
12
7 Bodie Stark DFW Metro SW 12
8 Steve Lay Plano 11
8 Christopher Martindale KW Utah Realtors Keller Williams 11
8 Janice Maynard Ballantyne Area 11
9 Dana Johnson Houston Memorial 10
10 Diallo Stevens NYC - Queens/Jackson Heights 9
10 Juliana Vallee
Keller Williams Black Diamond
Realty
9
10 Lou Tutko Clearwater 9
10 Ann Flanagan Metropolitan 9
10 Monty Maulding Austin SW 9
11 Darlene Mayernik Moorestown 8
11 Traci Rochon Alexandria - Kingstowne 8
MARKET CENTER CITY, STATE TEAM LEADER PROFIT
1 Ballantyne Area Charlotte, N.C. Chip Walton $856,565.49
2 Austin SW Austin,Texas Diane Johnson, Melanie Kennemann $645,529.71
3 Heritage San Antonio,Texas Craig Owen, Lisa Munoz $616,587.15
4 Arlington Arlington,Texas Dennis Tuttle $532,913.79
5 Greater Portland Portland, Ore. Shannon Selig $519,243.65
6 Greater Howard County Columbia, Md. Lorri Cutler $470,920.68
7 Summit Federal Way,Wash. Julie Costa $425,309.69
8 Ridgewood Mt. Pleasant, S.C. Sally Ponchak $421,926.33
9 Peninsula Estates Cary, N.C. Carl Battiste $416,152.04
10 Montclair, NJ Montclair, N.J. Alicia Acciardi $403,606.48
11 Metropolitan Bedford, N.H. Gregory McCarthy $394,849.43
12 Houston Metropolitan Houston,Texas Kenneth Zarella $384,370.98
13 Danville Danville, Calif. Kristin White $375,769.35
14 Minneapolis Lakes Minneapolis, Minn. Jake Luehrs $364,806.22
15 Woodbury - East Suburban Woodbury, Minn. Steve Hyland $357,236.62
16 Dallas Preston Road Dallas,Texas Theresa Flood,Tommy Flood $356,575.51
17 Charlotte - South Park Charlotte, N.C. Stefanie Scroggins $355,671.51
18 Washington Capitol Hill Washington D.C. Mary Garner DeVoe $349,032.26
19 Greater Hartford West Hartford, Conn. Christopher Grant $344,519.51
20 Boise Boise, Idaho Stacie States $340,739.95
TOP MARKET CENTERS20
NAME CITY, STATE GCI UNITS
1 Robert Stepp Long Beach, Calif. $2,037,046.86 43.2
2 Byron Field Los Angeles, Calif. $630,574.88 17
3 Carlos Ros Miami, Fla. $555,300.00 3
4 Ron Feder Calabasas, Calif. $492,632.12 7.3
5 Charles Allen Santa Cruz, Calif. $456,928.00 9
*Based on data/transmittals received for 2017 (April to June 2017).
Closed transactions identified with specific agent/team.
SECOND QUARTER 2017*
32 VOL.14.3 2017
With Sonic Automotive and the Concierge Services team, one of Keller Williams’
newest approved vendors, you’ll never have to leave your home to buy a car again.
Now you, your family, friends AND clients will have access to these great benefits:
sonicvipservices.com/ppp/KW.htm
888-882-1004
Shop SonicAutomotive for Your Next Car
Stefanie Raychelle Katy DanielleDan David Bruce
Keller Williams Approved Vendor Program members are business entities independent from Keller Williams Realty, Inc. Neither Keller Williams Realty, Inc.
nor its affiliated companies warrant Sonic Automotive, their products, or their services.

18. Vol.14.3 2017
OutFront is a publication of
Keller Williams Realty, Inc.
1221 S. MoPac Expy., Ste. 400
Austin, Texas 78746
512.327.3070
OutFront is published by Keller Williams Realty, Inc. The entire
document of OutFront is copyright© 2017 by Keller Williams
Realty, Inc. No portion may be reproduced in whole or in part
by any means, including electronic retrieval systems, without
the express written permission of the publisher. Editorial or
advertising does not constitute advice but is considered informative.
Copyright© 2017 Keller Williams Realty, Inc. All rights reserved.
50
NAME CITY, STATE GCI
1 Stephanie Vitacco Encino, Calif. $1,324,781.07
2 Efraim Tessler New York, N.Y. $1,063,397.80
3 Rama Mehra Danville, Calif. $665,070.25
4 Barbara Stoehrer Manhasset, N.Y. $642,500.00
5 Julie Wyss Los Gatos, Calif. $576,490.46
6 Eric Delgado Encino, Calif. $565,670.53
7 Paige Martin Houston,Texas $559,793.25
8 Bryan Miyamoto Los Angeles, Calif. $519,314.50
9 Kimberly Ziton Woodbury, Minn. $511,385.41
10 Andrea Farrell Destin, Fla. $499,979.00
11 Sophie Ravel Palo Alto, Calif. $442,260.00
12 Kyle Seyboth Cumberland, R.I. $414,896.21
13 Greg Simpson Los Gatos, Calif. $386,495.00
14 Dominic Serna Albuquerque, N.M. $381,423.12
15 Lenwood Johnson Woodbridge,Va. $379,909.52
16 Tara Savage Charlottesville,Va. $365,696.55
17 Rachel Kelly New York, N.Y. $365,690.00
18 Chloe Mei Cupertino, Calif. $362,000.00
19 Missy Improta Calabasas, Calif. $357,275.00
20 Leonard Stone Burlingame, Calif. $357,267.50
21 Michael Toveg Santa Monica, Calif. $356,202.64
22 Gregg Phillipson La Mesa, Calif. $354,935.05
23 Evangelyn Lin Pasadena, Calif. $352,124.25
24 Dae Young Hur Los Angeles, Calif. $348,554.37
25 Tom Francis McLean,Va. $334,791.25
26 Robert Aldana Santa Cruz, Calif. $332,868.73
27 Disen Cai Burlingame, Calif. $331,930.20
28 Tammy Jin Burnaby, British Columbia $323,362.06
29 Steve Blankenship Park City, Utah $323,068.62
30 Anthony Koutsos San Francisco, Calif. $322,275.00
31 Linda Nguyen Kirkland,Wash. $313,552.79
32 Jay Barry Washington D.C. $312,971.85
33 Diane Terry Summit, N.J. $312,000.00
34 James “Kimo” Quance El Cajon, Calif. $310,723.00
35 Rumana Jabeen Burlingame, Calif. $306,135.82
36 Sophia Xu Palo Alto, Calif. $301,180.00
37 Jennifer Gelfand Boston, Mass. $295,909.00
38 Emily Hetrick Portland, Ore. $292,026.53
39 Mark Tyoran Westlake Village, Calif. $289,935.10
40 Joe Clair Durango, Colo. $288,414.20
41 Bernard Tardif Montreal, Quebec $286,250.00
42 Voss Sartain Bozeman, Mo. $285,149.00
43 John Walker Falls Church,Va. $282,774.25
44 Liza Vernazza San Carlos, Calif. $281,720.00
45 Penelope McCann Seal Beach, Calif. $281,382.50
46 Gregory Harbottle Kahului Maui, Hawaii $281,240.00
47 Hari-Mara Martin Montreal, Quebec $276,477.32
48 America Michael El Segundo, Calif. $275,552.50
49 Cricket Forsey Portland, Ore. $274,335.50
50 Kathleen Kulik Montclair, N.J. $271,701.25
TOP-PRODUCING AGENTS
*Based on data/transmittals received for 2017 (April to June 2017).
Closed transactions identified with specific agent. All production completed by non-
commercial agents who do not serve on a team.
NUMBERS
34 VOL.14.3 2017
SECOND QUARTER 2017*
Executive Editor: Annie Switt
Editor: Lalaina Rabary
Brand Manager: Robin Jhaveri
Copy Editor: Jeff Ryder
Art Director: Caitlin McIntosh
Designers: Karla Teceno | Ashley Rogers
Contributors: Allison Teegardin | Catherine O’Donnell |
Celesta Brown | Dorothy de Souza Guedes | Deborah Blumberg |
Gwen Moran | Lindsay Mader | Shelby O’Neill
Advertising: Tom Freireich (advertising@kw.com)
Job Inquiries: (outfront@kw.com)
Photography:
Brian Fitzsimmons | pg. 8
Chuk Nowak | Cover | pg. 14
John Trice | pg. 2
Josh Baker | pg. 8
Ryan Kelly | pg. 10, 22, 23, 25
Sarah Lewis | pg. 18
SPECIAL EDITION
Contributors: Deborah Blumberg | Kevin Priestner |
Lalaina Rabary | Robin Jhaveri
Photography:
Josh Baker | Cover | pg. II, III, IV, V
Ryan Kelly | pg. I, II, III, VI, V, VII

19. ENROLL: 2-10.com | 800.795.9595
2-10 HBW pays
97.5%
of claims
2-10 Home Buyers Warranty® (2-10 HBW®) offers the industry’s leading
Home Warranty Service Agreement
that protects the home’s major systems and appliances.
Keller Williams Approved Vendor Program members are business entities
independent from Keller Williams Realty, Inc. Neither Keller Williams
Realty, Inc. nor its affiliated companies warrant 2-10 Home Buyers
Warranty, their products, or their services.
SPECIAL EDITION
COMPASSION IN THE STORM

20. MEGA RELIEF
60,000
volunteer
hours contributed
10,000
lbs. of food
distributed
150+
homes
cleaned
5,000
clean up kits
assembled
II
People Before Profits
In 48 hours, a decision was made.
After intensive conversations with the City of Austin
about contingencies and expectations, Keller Williams
chose to turn away millions of dollars in potential revenue
and pivot from Mega Camp to Mega Relief – a weeklong
event focused on providing immediate aid to those
impacted by the storm.
“We had the hotel rooms, we had the buses, and we had
the hardest-working, most compassionate real estate agents
in the world,” CEO John Davis says. “We decided to do
the right thing and leverage the energy and generosity of
our associates to make a real difference in people’s lives.”
After Davis made the announcement, positive responses
spread through social media.
“Kudos to KWRI for making this shift and mobilizing
our people resources to help the community in this time
of need,” wrote Ron Kowalski on Facebook. “Love being a
part of this company. We’re there!”
Karen Rengert Standridge commented that after taking
the real estate test she would “hopefully be working for
When Hurricane Harvey devastated the Texas coast, thousands of Keller Williams
associates rushed in to help those in need while the Keller Williams Realty International
team was putting the finishing touches on planning Mega Camp. Soon KW associates
from around the world would be heading to Austin for the company’s second-largest
training event of the year.
But after Austin Mayor Steve Adler announced that Austin would welcome thousands
of hurricane evacuees to the Austin Convention Center, Keller Williams leaders faced a
big business and cultural decision: Should Mega Camp go on?
this amazing company soon!” Many shared that they were
proud to be a part of the KW community.
“This solidifies part of my why for KW. Proud!”
exclaimed Dana K. Cullins Macalik, a new team leader.
On Sept. 11, 2017, more than 4,000 associates made
their way to Austin energized for a week of service.
Amos Naim traveled 25 hours from Israel to participate
in the event. “It was important for me to come here,
because it’s all about culture,” he says. “The chance for us
to help all the people in Texas is amazing.”
Working with community partners and disaster relief
organizations like the Austin Disaster Relief Network,
the Central Texas Food Bank, and the Salvation Army,
Keller Williams associates were bused to volunteer sites in
Austin, Houston, and hard-hit towns like Sealy during the
day, and they returned to Austin for nighttime events to
raise awareness and funds for the victims of Harvey and
Hurricane Irma, which had recently struck Florida.
The impact on people’s lives was unforgettable.
I

21. Faces of Mega Relief
“You came here and helped.
That means a lot to us.” – Jorge Perez
In Austin, Mega Relief projects
spanned from packing food at
the Central Texas Food Bank to
organizing donations at Austin
Pets Alive. One of the most
memorable projects was Shop
with a Cop.
When Hurricane Harvey blew
through southern Texas, it forced
thousands to flee their homes.
Some evacuees were bused three
hours away to the City of Austin’s
mega-shelter – a centralized loca-
tion where housing and support
services could be provided. (After
Keller Williams announced its
pivot to Mega Relief, the Austin
City Council leased shelter space
near the Austin airport, which
allowed Keller Williams to gather
and organize resources at the
Austin Convention Center and
loan space to volunteer teams
from the American Red Cross.)
During the week of Mega Re-
lief, approximately 400 evacuees
were set to return home or to
a shelter closer to their home.
Before their send-off, Keller
Williams and the Austin Police
Department planned a special
excursion for the kids.
To help bring comfort and
normalcy to their lives, 40
kids – ranging from elemen-
tary through high school-aged
– joined Austin police officers and
Keller Williams volunteers for
a back-to-school shopping trip.
Each child was partnered with a
volunteer and given a gift card
for $150 to pick out brand-new
clothes and shoes – items of their
choosing, bought specifically for
them so that they feel confident
as they walk into their new
classrooms.
As Mike Sheffield of the Office
of Community Liaison with
the Austin Police Department
explained, “We want to make life
just a little easier for these kids
whose lives have been turned
upside down. While staying at
the shelter, they’ve been thrown
back into school, and we want to
help make this re-entry as simple
as possible.”
Austin, Texas
MEGA RELIEF
IV
I’m feeling thankful
nothing happened
to my family and
that Keller Williams
sent a lot of people
to help us. Also, for
the church. We’ve
been blessed. Going
through this alone
would be very difficult.
– Jorge Perez
III

22. The Lazy River subdivision, just outside of
Sealy, Texas, has one entrance in and out.
And it’s a tiny bridge that stretches over a
creek that usually flows gently. As Hurri-
cane Harvey hovered over Texas, it dropped
unprecedented rainfall, causing the creek
to overflow its banks and flood the houses
around it. To compound the situation, the
community was just starting to recover
from a massive flood the previous year when
many homes took in water up to their roofs.
Anna Sherman and her son Jared, 18, were
sleeping when the Brazos River started ris-
ing. “We got a phone call from a neighbor
to get up and get out,” she says. The creek
near her home had already spilled a foot and
a half of water onto the road. It would soon
rise several more feet. “We grabbed what we
could put in a backpack, and we took off as
fast as we could.”
Two weeks later, Sherman stood in her
front yard with her neighbor, Joyce Gaylen,
surrounded by Keller Williams associates
from across the world. As she spoke, vol-
unteers were pulling out sheetrock, clearing
away debris and helping disinfect her home
so she can rebuild.
“We’re so blessed to have the help and the
assistance that is so dearly needed,” Sherman
says. “It’s definitely tough, because you lose
everything. It turns everything upside down.”
Her voice wavers. “But we didn’t lose our
lives, and we got our dogs.” She looks around
at the volunteers. “The feeling of helplessness
you get when things like this happen, it’s
finally starting to go away.”
When Keller Williams volunteers arrived,
waterlogged chairs, refrigerators, family pho-
tos and mattresses lined the curbs.
“People are devastated,” says Rusty Griffin,
lead pastor at Christian City Fellowship in
Sealy. “They were trying to rebuild their lives,
and now they’re going through this again.
Without Keller Williams [the help they’re
getting] wouldn’t have been possible.”
Ofelia Montoya, a longtime resident of
Lazy River, is known for her strong faith
and positive spirit. She remembers praying
and shortly afterward learning that Keller
Williams volunteers would come to her com-
munity.
“God was so busy he sent his angels to help
us,” she says.
Abbey Wood from Keller Williams Raleigh
wasn’t originally registered to attend Mega
Camp, but she signed up after it transformed
into a week of service. “It’s an amazing thing,”
she says. “I’ve never worked for a company
where everybody can come together like this,
and everyone values the same things.”
From southern Maryland, Danny Martin
and his team were on their way to Florida
with a trailer and supplies to help Hurricane
Irma victims when they received word that
the Federal Emergency Management Agency
(FEMA) was unlikely to let them in. “So
we re-geared,” he says, heading instead to
Sealy. “Our team’s vision is to revolutionize
real estate, to impact the community and to
change lives,” he says, a mission well-suited
to their Sealy trip.
Sealy, Texas
Above:
Ofelia Montoya
Left page:
Top: Kathy Murdoch
Left-Right: Anna Sherman,
Joyce Gaylen
MEGA RELIEF
VI
This is just
a house. My
husband and I
make it a home.
We have each
other and our
crazy dog, so
life is good.
– Kathy Murdoch