Provided By KW Blog
For most entrepreneurs and independent business owners, fourth quarter is a time of reflection on the past year’s successes and an opportunity to put together a solid business plan for the next 12 months.
As you might imagine, Gary Keller, co-founder and chairman, Keller Williams Realty, Inc. goes through a rigorous planning process. Below is an email exchange between him and Todd Butzer, regional director, North Central on creating the “Master Plan.”
-----Original Message-----From: Todd ButzerTo: Gary KellerSubject: planning questionGary –
I am pretty sure you go through a specific planning ritual this time of year.
Wonder if you would mind sharing any part of it?
T
Todd Butzer
Regional Director
North Central Region
-----Original Message-----From: Gary KellerTo: Todd ButzerSubject: RE: planning questionhey !
i work from a simple concept:
1. i start with the end in mind: i envision my life at the end of it and ask myself what i want to have done. i then mock up a simple 5 year look (in
kind of a grid form with the years to the left and along the top the categories – like health, giving, john, mary, mom, business, writing,etc…) at what i should be doing to be on track and then i look at the first year.
that creates my goals for the year.
2. i then take each goal and ask one question: what is the one thing i can do that by doing it everything else that could also be done to accomplish this would either be easier or unnecessary?
3. last, i go to my calendar with that answer for each goal and i time block out the year to make sure those things get done. first, i time block all my time off – vacations, days off, short days, etc., so that i make sure they don’t get left out. if i intend to work hard then i’ll need this time to renew. next is, my meetings with the people who report to me. next, i make sure i have my time to plan out every week. (i’ve done this so long on a sunday night that i don’t even block it anymore), usually an hour a week on a sunday. then it’s all about work. so, for example, if lead generation is your number one business action then you time block it for 5-6 days a week for 3 -4 hours a day before noon. for me it’s writing so my goal is to just make sure that gets done – then i’m open to the possibilities of everything else.
my motto is “until my number one priority on my list is done each day all else
is a distraction”! ALL ELSE! as such, i guard my time when i’m on a priority task fiercely and without apologies. it’s my life and i answer to no one as to my time. doesn’t always make me highly visible or highly social, but that isn’t the goal when i’m doing what i want my life to be about.
hope this helps. feel free to share.
onward……
garykeller
Thursday, November 10, 2011
Tuesday, November 8, 2011
Sharing Our Table
Dear Rockwall Community,
We are now accepting non perishable food donations for families in need in.
Drop off box is located inside the entrance of Keller Williams Realty. For more information please contact us at 972.772.7000 or email us at frontdesk552@kw.com.
"Thanksgiving, after all, is a word of action."
-W.J. Cameron
We are now accepting non perishable food donations for families in need in.
Drop off box is located inside the entrance of Keller Williams Realty. For more information please contact us at 972.772.7000 or email us at frontdesk552@kw.com.
"Thanksgiving, after all, is a word of action."
-W.J. Cameron
Wednesday, November 2, 2011
Retail vs. The Clearance Rack
Provided By KW Blog
WHEN SELLERS AREN’T INCLINED TO PRICE THEIR HOMES COMPETITIVELY, HERE’S A SHOPPING ANALOGY TO DRIVE THE POINT HOME.
It’s one thing for your clients and prospects to read in the paper or hear on the news that home prices have declined. It’s quite another when the reality hits home, and you’re at the kitchen table helping a client come to terms with the fact that the price that they want or “need” isn’t in line with current market values.
Pricing conversations can be a critical moment of truth in any market, but when local market values have trended downward, pricing a home to sell – and explaining this dynamic to sellers – takes on a new dimension.
I was recently talking to Shaun Rawls, concerning the challenge of resetting seller’s expectations about the listing price and market value of their home. He offered some great perspectives and a solid script.
Gary: How are you counseling your agents to initiate pricing conversations with sellers?
Shaun: It’s a conversation that should be backed into, and is the case of so much of what we do, success hinges on asking good questions. Even though the media has given a lot of attention to the “down real estate market,” we need to keep in mind that most people have come to take for granted that home values would remain on a constantly upward trajectory. The last time they bought or sold a home, they essentially hit the pause button on market dynamics. That’s why, before we start talking price, it’s important to ask, “Tell me about when you bought this house.” That opens the conversation to a comparison of how the current market is different from the market that they remember.
Gary: So I tell you, as the seller, that I bought the house back in 2002 for $317,000. It was listed at $319,000 and needed work. I took out a line of credit for $50,000, updated the kitchen, and bought all new appliances. It’s just been repainted, the landscaping is beautiful, and you’re telling me, based on your comparative market analysis that you recommend I list it for $324,000!
Shaun: Here’s a script that our agents are finding helpful:
Let’s pretend it’s my birthday and someone gives me a $75 gift card to Nordstrom. One day, I run into the Nordstrom men’s department where I find a table of new shirts, and find one that’s my size in a color that I like … and the price is $75. Jackpot! I pick up the shirt and head for the register. Right before I get there, I notice a big rack of clothes with a sign that says, “CLEARANCE.” So, I take a quick detour, and as I am looking at the clothes in my size, I see a shirt that I like even more that was originally priced at $200 and is now marked down to $75! I really have a dilemma on my hands now.
Do I buy the $200 shirt for $75, or do I buy the $75 shirt for $75?
Well, buyers in this market have a similar choice to make when they are looking for homes. Except they have the option of buying the $1 million home for $750,000 or they can purchase the $600,000 home for $750,000.
All too often, new sellers put a high price on their home with the expectation of negotiating if it doesn’t sell at that price, but the point is this: in order to sell, a new listing must hit the market on the clearance rack on Day 1.”
Gary: So what if I tell you that this doesn’t really apply to me, because I don’t really have to sell.
Shaun:
While you may think that’s an advantage, it’s actually a disadvantage in this market. What we are seeing is that sellers who don’t have to sell, don’t, because they’re competing with sellers who absolutely, positively have to sell and will do whatever it takes to do so. Selling a home in this market is a price war and a beauty contest.”
Gary: Shaun, thanks so much for sharing this with us! If anyone has a script they’d like to share, leave a comment below.
Onward...
WHEN SELLERS AREN’T INCLINED TO PRICE THEIR HOMES COMPETITIVELY, HERE’S A SHOPPING ANALOGY TO DRIVE THE POINT HOME.
It’s one thing for your clients and prospects to read in the paper or hear on the news that home prices have declined. It’s quite another when the reality hits home, and you’re at the kitchen table helping a client come to terms with the fact that the price that they want or “need” isn’t in line with current market values.
Pricing conversations can be a critical moment of truth in any market, but when local market values have trended downward, pricing a home to sell – and explaining this dynamic to sellers – takes on a new dimension.
I was recently talking to Shaun Rawls, concerning the challenge of resetting seller’s expectations about the listing price and market value of their home. He offered some great perspectives and a solid script.
Gary: How are you counseling your agents to initiate pricing conversations with sellers?
Shaun: It’s a conversation that should be backed into, and is the case of so much of what we do, success hinges on asking good questions. Even though the media has given a lot of attention to the “down real estate market,” we need to keep in mind that most people have come to take for granted that home values would remain on a constantly upward trajectory. The last time they bought or sold a home, they essentially hit the pause button on market dynamics. That’s why, before we start talking price, it’s important to ask, “Tell me about when you bought this house.” That opens the conversation to a comparison of how the current market is different from the market that they remember.
Gary: So I tell you, as the seller, that I bought the house back in 2002 for $317,000. It was listed at $319,000 and needed work. I took out a line of credit for $50,000, updated the kitchen, and bought all new appliances. It’s just been repainted, the landscaping is beautiful, and you’re telling me, based on your comparative market analysis that you recommend I list it for $324,000!
Shaun: Here’s a script that our agents are finding helpful:
Let’s pretend it’s my birthday and someone gives me a $75 gift card to Nordstrom. One day, I run into the Nordstrom men’s department where I find a table of new shirts, and find one that’s my size in a color that I like … and the price is $75. Jackpot! I pick up the shirt and head for the register. Right before I get there, I notice a big rack of clothes with a sign that says, “CLEARANCE.” So, I take a quick detour, and as I am looking at the clothes in my size, I see a shirt that I like even more that was originally priced at $200 and is now marked down to $75! I really have a dilemma on my hands now.
Do I buy the $200 shirt for $75, or do I buy the $75 shirt for $75?
Well, buyers in this market have a similar choice to make when they are looking for homes. Except they have the option of buying the $1 million home for $750,000 or they can purchase the $600,000 home for $750,000.
All too often, new sellers put a high price on their home with the expectation of negotiating if it doesn’t sell at that price, but the point is this: in order to sell, a new listing must hit the market on the clearance rack on Day 1.”
Gary: So what if I tell you that this doesn’t really apply to me, because I don’t really have to sell.
Shaun:
While you may think that’s an advantage, it’s actually a disadvantage in this market. What we are seeing is that sellers who don’t have to sell, don’t, because they’re competing with sellers who absolutely, positively have to sell and will do whatever it takes to do so. Selling a home in this market is a price war and a beauty contest.”
Gary: Shaun, thanks so much for sharing this with us! If anyone has a script they’d like to share, leave a comment below.
Onward...
Monday, October 31, 2011
Thursday, October 13, 2011
Will Norton: A Life Worth Remembering and Celebrating
The KW Culture is strong. It’s God, Family, then Business. You feel it in the way associates treat each other and the way they speak to each other. It’s lending a hand and lifting people up when times are tough or there is a great need.
Nowhere was that philosophy more apparent than during KW Cares Party with a Purpose held during Mega Camp 2011 where associates united to raise more than $130,000 to benefit the Will Norton Memorial Fund. It was an incredible night filled with recognition of loss, and a celebration of life – and everyone brought incredible energy and a giving spirit to the event!
Norton was an 18 year old with blue eyes and a big smile, the kind of guy who never met a stranger. He was creative, courageous, and lively. With a true servant’s heart, he gave generously to those less fortunate, volunteering his time to local organizations. He loved his family and friends, and was deeply loved in return.
The Joplin tornado hit Will and his father in their car on the way home from his graduation. When the ambulance reached his father at the car, Will was unfortunately missing. An international search team—led by Sarah, his sister and best friend—looked for him for an agonizing five days until his body was found.
To honor his memory and those of the other 161 lives that were lost, Keller Williams is committed to raising money to create the Joplin memorial park. The highlight of the park will be the Will Norton Miracle Field, where handicapped children can come together to play our national pastime, baseball.
To read more on Will and his amazing life please visit www.kwcares.org.
Please take a minute to donate to the Will Norton Memorial Fund and celebrate this young man’s life.
Nowhere was that philosophy more apparent than during KW Cares Party with a Purpose held during Mega Camp 2011 where associates united to raise more than $130,000 to benefit the Will Norton Memorial Fund. It was an incredible night filled with recognition of loss, and a celebration of life – and everyone brought incredible energy and a giving spirit to the event!
Norton was an 18 year old with blue eyes and a big smile, the kind of guy who never met a stranger. He was creative, courageous, and lively. With a true servant’s heart, he gave generously to those less fortunate, volunteering his time to local organizations. He loved his family and friends, and was deeply loved in return.
The Joplin tornado hit Will and his father in their car on the way home from his graduation. When the ambulance reached his father at the car, Will was unfortunately missing. An international search team—led by Sarah, his sister and best friend—looked for him for an agonizing five days until his body was found.
To honor his memory and those of the other 161 lives that were lost, Keller Williams is committed to raising money to create the Joplin memorial park. The highlight of the park will be the Will Norton Miracle Field, where handicapped children can come together to play our national pastime, baseball.
To read more on Will and his amazing life please visit www.kwcares.org.
Please take a minute to donate to the Will Norton Memorial Fund and celebrate this young man’s life.
Tuesday, October 11, 2011
How HOT is your production?
Provided By KW Blog
So many things come to mind when I think of the word.
Combustion, fire, flames, spark, imagination, light bulb, innovation. I don’t see a camp fire, I see a bon fire! I bet the fire you see is different from the one I am imagining, and yet they are both hot! I’m not looking at the actual size of the light bulb, but the fact that there is light in the dark that existed before that ray brightened the room.
When I think of the word Ignite and how it plays into a real estate agents’ career, I see something so similar! Success, listings, contracts, money, leads, growth, achievement are all words that come to mind. And again, I am not seeing a new agent just starting out or launching their career, I am seeing agents, and their rise to the level of success the desire. And here’s the coolest part. The level could be 20-40 deals, or 100-200, or maybe it’s taking the leap to achieve a first transaction. I bet the level of success I am thinking is different from yours, yet they both are successes.
We all know that the fundamentals of real estate still apply. We are in the business to generate leads. Without lead generation, our careers may shrink and force us to believe that we need to go find a “real” job. What we have to remember is that real estate sales IS a real job. Too often we stand around the water cooler and buy into the gossip about how open houses do not work, and cold calling is terrible. Or that no one wants to hear from us anyways, so “why bother calling.”
After attending some of the best education and training events, like Mega Camp and Family Reunion, I can tell you with confidence that the people who are knocking it out of the ballpark understand that real estate is a business and a full-time job – regardless of market conditions.
Here’s what I know. I’ve been a Team Leader with Keller Williams Realty for 10 years and when our education arm, Keller Williams University rolls out a new course, I immediately take notice! And so when they announced Ignite at Mega Camp, you better believe I jumped on board to host a class for our agents!
The class is structured to steer you on the right path in your career and your life. You create new habits that lead to success and we hand you a road map that is easy to follow.
The other part I love: we’re all learning and working through our challenges together, as we work toward mastery.
So many things come to mind when I think of the word.
Combustion, fire, flames, spark, imagination, light bulb, innovation. I don’t see a camp fire, I see a bon fire! I bet the fire you see is different from the one I am imagining, and yet they are both hot! I’m not looking at the actual size of the light bulb, but the fact that there is light in the dark that existed before that ray brightened the room.
When I think of the word Ignite and how it plays into a real estate agents’ career, I see something so similar! Success, listings, contracts, money, leads, growth, achievement are all words that come to mind. And again, I am not seeing a new agent just starting out or launching their career, I am seeing agents, and their rise to the level of success the desire. And here’s the coolest part. The level could be 20-40 deals, or 100-200, or maybe it’s taking the leap to achieve a first transaction. I bet the level of success I am thinking is different from yours, yet they both are successes.
We all know that the fundamentals of real estate still apply. We are in the business to generate leads. Without lead generation, our careers may shrink and force us to believe that we need to go find a “real” job. What we have to remember is that real estate sales IS a real job. Too often we stand around the water cooler and buy into the gossip about how open houses do not work, and cold calling is terrible. Or that no one wants to hear from us anyways, so “why bother calling.”
After attending some of the best education and training events, like Mega Camp and Family Reunion, I can tell you with confidence that the people who are knocking it out of the ballpark understand that real estate is a business and a full-time job – regardless of market conditions.
Here’s what I know. I’ve been a Team Leader with Keller Williams Realty for 10 years and when our education arm, Keller Williams University rolls out a new course, I immediately take notice! And so when they announced Ignite at Mega Camp, you better believe I jumped on board to host a class for our agents!
The class is structured to steer you on the right path in your career and your life. You create new habits that lead to success and we hand you a road map that is easy to follow.
The other part I love: we’re all learning and working through our challenges together, as we work toward mastery.
Thursday, October 6, 2011
Ken DeLeon fears living a mediocre life
Provided By KW Blog
The music started, the lights started flashing and two dynamic individuals came rushing on the stage… Not walking, but dancing! Yes dancing… Now these weren’t the cheerleaders from the morning session, and they were not some of our wonderful KW family demonstrating the WI4C2TS… It was Ken DeLeon and Dianna Kokoszka! Yes, Ken got our awesome Dianna dancing on stage in front of our Keller Williams leaders from across out company. And if you were wondering, they BOTH had some great moves!
I am not sure if Ken ever stopped dancing through his amazing story about his way to the top.
He lives an amazing life… He does not have a fear of dying; he has a fear of living a mediocre life. So he lives every day in a way that can uplift others that are around him. By smiling, waiving, dancing, smiling – he thrives on the emotions he brings out in others.
If you haven’t yet had a chance to hear his incredible story, I will do my best to recap quickly here in this post: Ken lost his sister, and now carries her on his journey in life. He has survived an ongoing battle with cancer and a devastating car accident. Despite these set-backs Ken pushes on. He carries those life experiences as catalysts for success and as a result he has poised himself to emerge at the nations #1 producing agent across the board. He hopes to achieve over $275,000,000 in closings.
Ken joined Keller Williams Realty from another national brand in 2005. When he left that company, he had just closed $26 million. During Ken’s first year with Keller Williams Realty he closed $55 million – a 52% increase in his business. Every year for him in real estate has been his best year in the business, and he is not close to stopping.
Ken is a dear friend of mine and someone I admire. We enjoy looking out for one another, and helping each other out. Extending a hand whenever we feel the other may need it.
One day back in 2006 Ken and I were talking about where he stood against KW’s top agents, and what it would take to be No. 1. I pulled the numbers, and we saw he ranked No. 5. What a wonderful moment. $55,000,000 in closed transactions, doing 32 units, and No. 5!
Yest what we kept on looking at was the 32 units.
I pointed out that the No. 4 agent in Keller Williams had done around 270 units to achieve an amount above $55 million. I said to him “If I stripped away the $55 million and dropped him in an area where prices were at $100,000 and kept his 32 units, would he still be happy with his success where he stood right now?”
We both had a moment of clarity, and he himself made the decision to go from entrepreneurial to purposeful in his career. As Gary Keller wrote in The Millionaire Real Estate Agent, “From ‘E’ to ‘P.’”
As we fast forward to today… And $275,000,000 later… His current successes are just more stepping stones on Ken’s amazing journey in life.
It was truly a treat to have Ken with us today at our Mega Agent Camp
The music started, the lights started flashing and two dynamic individuals came rushing on the stage… Not walking, but dancing! Yes dancing… Now these weren’t the cheerleaders from the morning session, and they were not some of our wonderful KW family demonstrating the WI4C2TS… It was Ken DeLeon and Dianna Kokoszka! Yes, Ken got our awesome Dianna dancing on stage in front of our Keller Williams leaders from across out company. And if you were wondering, they BOTH had some great moves!
I am not sure if Ken ever stopped dancing through his amazing story about his way to the top.
He lives an amazing life… He does not have a fear of dying; he has a fear of living a mediocre life. So he lives every day in a way that can uplift others that are around him. By smiling, waiving, dancing, smiling – he thrives on the emotions he brings out in others.
If you haven’t yet had a chance to hear his incredible story, I will do my best to recap quickly here in this post: Ken lost his sister, and now carries her on his journey in life. He has survived an ongoing battle with cancer and a devastating car accident. Despite these set-backs Ken pushes on. He carries those life experiences as catalysts for success and as a result he has poised himself to emerge at the nations #1 producing agent across the board. He hopes to achieve over $275,000,000 in closings.
Ken joined Keller Williams Realty from another national brand in 2005. When he left that company, he had just closed $26 million. During Ken’s first year with Keller Williams Realty he closed $55 million – a 52% increase in his business. Every year for him in real estate has been his best year in the business, and he is not close to stopping.
Ken is a dear friend of mine and someone I admire. We enjoy looking out for one another, and helping each other out. Extending a hand whenever we feel the other may need it.
One day back in 2006 Ken and I were talking about where he stood against KW’s top agents, and what it would take to be No. 1. I pulled the numbers, and we saw he ranked No. 5. What a wonderful moment. $55,000,000 in closed transactions, doing 32 units, and No. 5!
Yest what we kept on looking at was the 32 units.
I pointed out that the No. 4 agent in Keller Williams had done around 270 units to achieve an amount above $55 million. I said to him “If I stripped away the $55 million and dropped him in an area where prices were at $100,000 and kept his 32 units, would he still be happy with his success where he stood right now?”
We both had a moment of clarity, and he himself made the decision to go from entrepreneurial to purposeful in his career. As Gary Keller wrote in The Millionaire Real Estate Agent, “From ‘E’ to ‘P.’”
As we fast forward to today… And $275,000,000 later… His current successes are just more stepping stones on Ken’s amazing journey in life.
It was truly a treat to have Ken with us today at our Mega Agent Camp
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