market center systems more profit freedom
TRANSCRIPT
Microsoft PowerPoint - Market Center Systems More Profit
Freedom.pptxSherry Lewis
Sherry Lewis
Market Center Systems for More Profit ... and Freedom
Tell Keller Williams University what you think! Simply enter
www.evalfr.com into any mobile device to complete your
evaluation for this session.
3 Market Center Systems for More Profit ... and Freedom
The Ten Steps to Operating a Profitable Market Center 1. Productivity Specific
Environment Systems
4. Education Systems
Market Center Systems for More Profit ... and Freedom4
6. ALC Systems
7. Communication Systems
8. Technology Systems
10. Culture Systems
The Keller Williams MVVBP Mission
To build careers worth having, businesses worth owning, and lives worth living.
Vision
To be the real estate company of choice.
Market Center Systems for More Profit ... and Freedom5
The Keller Williams MVVBP Values • God, family, then business. • We believe real estate is a local service business driven by individual real
estate agents and their local image with their centers of influence and client base.
• We believe our associates should be treated like “stakeholders.” • We believe stakeholder companies always measure profit or loss, open the
books, and tell the truth. • We believe who you are in business with really does matter. • We believe profit matters. • We believe no transaction is worth our reputation.
Market Center Systems for More Profit ... and Freedom6
The Keller Williams MVVBP Beliefs (Rules) W– Win-Win — Or no deal I – Integrity — Do the right thing C – Customers — Always come first C – Commitment — In all things C – Communication — Seek first to understand C – Creativity — Ideas before results T – Teamwork — Together everyone achieves more T – Trust — Begins with honesty S – Success — Results through people
Market Center Systems for More Profit ... and Freedom7
The Keller Williams MVVBP Perspective A training and consulting company that also provides the franchise systems, products, and services that lead to productivity and profitability.
Keller Williams thinks like a top producer, acts like a trainer- consultant, and focuses all its activities on service, productivity, and profitability.
Market Center Systems for More Profit ... and Freedom8
1. Productivity Specific Environment Systems The Key Areas of the Productivity Specific Environment 1. Entry/Reception Area 2. Client Presentation Rooms (Conference Rooms) 3. Training Room 4. Technology Center 5. Team Leader’s Office 6. MCA’s Office 7. Town Square/Café/Break Area 8. Associate Work Areas 9. Unique Area Ideas
(Lead Generation/Power Hour Area, Lion’s Den, Stand-up Library, etc.) 10. Power Walk Stations
Market Center Systems for More Profit ... and Freedom9
1. Productivity Specific Environment Systems
Market Center Branding Elements
mykw.kw.com/mcbranding.com
The Power Walk
3. Train your people.
1. Productivity Specific Environment Systems
Power Walk Stations 1. Welcome Board and Training Calendar 2. Portraits of ALC Members 3. Anniversary Board 4. Financial Bulletin Board 5. ALC Bulletin Board 6. Listing and Sales Boards 7. Oversized Profit Share Check
Close the Opportunity
2. Staffing Systems The KW Organizational Structure
Market Center Systems for More Profit ... and Freedom13
2. Staffing Systems
Self-funded Positions
Staff Appreciation
5. Handwritten Notes
6. Life Events
2. Staffing Systems
Create Teamwork
Rock and Role
Rock – Make sure everyone understands precisely what the key goals for the Market Center are. These are your “Big Rocks.”
Role – Make sure each team member understands exactly how their job contributes to helping achieve the Market Center’s goals (Big Rocks).
3. Recruiting and Retention Systems
Market Center Systems for More Profit ... and Freedom17
The Growth Initiative – The Four Conversations
3. Recruiting and Retention Systems
Market Center Systems for More Profit ... and Freedom18
The Growth Initiative Tools
3. Recruiting and Retention Systems The Ten Recruiting Sources 1. KW Associates Profit Share Training
2. Calling to Targeted Database
3. Books
6. Real Estate Schools
7. Career Opportunity Events
8. Social Network Marketing
10. Recruiting Advertisements
3. Recruiting and Retention Systems Needs Analysis
How do you uncover what a recruit needs?
1. Ask great questions.
Market Center Systems for More Profit ... and Freedom20
3. Recruiting and Retention Systems KW’s Value Proposition – Fill Your Toolbox
Market Center Systems for More Profit ... and Freedom21
1. Education and Training 2. Culture 3. Coaching 4. Consulting 5. Events 6. The History of
Keller Williams Realty 7. The Business Model
8. Technology 9. Compensation 10. Industry Specializations 11. Profit Share and Growth Share 12. Health and Wellness Program 13. Growth 14. Accomplishments 15. Your Market Center
Closing the Invitation
3. Recruiting and Retention Systems Retention Systems 1. Stay in Touch
2. One-on-One Consulting
4. Recognition
6. Support the Associates through Life Events
7. Handwritten Notes
8. Leverage eEdge
3. Recruiting and Retention Systems Sample Exit Interview Questionnaire
Market Center Systems for More Profit ... and Freedom23
4. Education Systems Keller Williams University Overview
• Market Center Training
4. Education Systems
Core Agent Curriculum
Core Agent Curriculum
• Win with Buyers
• Win with Sellers
4. Education Systems
Market Center Systems for More Profit ... and Freedom27
Market Center Training Calendar Ten Steps to a World-Class Training Calendar Available in the Recruiting Great Agents Toolkit
4. Education Systems
Install World-Class Training in Your Market Center
M ay
2 0
1 2
• First Analysis
Market Center Systems for More Profit ... and Freedom29
Commit to Consulting
Market Center Systems for More Profit ... and Freedom30
Accountability Model for Consulting
Why Was the ALC Created?
1. For Team Leaders to hang out with their top people!
2. So top people could improve their leadership skills.
3. So top people could get their share of the “gift.”
7. Communication Systems
Communication Within the Market Center
1. Market Center Weekly
7. Team Meeting
7. Communication Systems Team Meeting • Have a powerful reason for the meeting.
• Take responsibility for attendance.
• Respect the team’s time.
• Never schedule a speaker unless you have personally heard the speaker.
• Follow the team meeting outline.
• Publish the topics in advance.
• Always be positive.
• Be real and interact.
8. Technology Systems
kw.com
Market Center Systems for More Profit ... and Freedom35
9. Financial and Profit Sharing Systems KW Economic Terms 1. Closed Sales Volume
2. Gross Commission Income (GCI)
3. Paid on Volume
4. Paid on GCI
10. Three Levels of Profit Division
11. Managed Rate of Return
12. Profit Sharing
13. Owner Profit
15. Pretax Owner Profit
9. Financial and Profit Sharing Systems KW Economic Fundamentals 1. Lead with revenue
2. Keep debt low
4. KW Chart of Accounts
5. High volume/low margin
6. Competitive commission/Cap Co. $
Market Center Systems for More Profit ... and Freedom37
9. Financial and Profit Sharing Systems KW Economic Fundamentals (cont.) 9. Review Balance Sheet/Income Statement
10. Charge office/desk rent
12. Bill back for consumables
13. Class operation but no frills
14. Multi-use space
16. Cappers pay Grand Total Operating Expense
17. Open the books
Market Center Systems for More Profit ... and Freedom38
9. Financial and Profit Sharing Systems KW Economic Fundamentals (cont.) 18. Share the decisions
19. Share the profit
21. Interdependent model
23. Feedback is the breakfast of champions
24. Profit is the goal, not the purpose
25. What correlates with profit matters
Market Center Systems for More Profit ... and Freedom39
9. Financial and Profit Sharing Systems
Market Center Systems for More Profit ... and Freedom40
Profit Share Worksheet
Market Center Systems for More Profit ... and Freedom41
Profit Share Worksheet
10. Culture Systems 1. Making decisions that are right for the Market Center regardless of
individual impact
2. Taking a stand on an issue that is not popular, but is right
3. Being the best co-op associate possible; always respecting other associates
4. Helping someone in the Market Center willingly and with a smile, even though you are busy
5. Doing something right without wanting to be recognized or acknowledged for it
6. Paying a struggling associate’s fees anonymously
7. Complimenting others regularly
Market Center Systems for More Profit ... and Freedom42
10. Culture Systems 8. Being a part of the solution and not the problem in a Market Center
9. Taking the high road on confrontational issues or points of difference
10. Handling a fellow associate’s business when personal or family illness occurs
11. Paying a struggling associate’s tuition to a class that may impact the associate’s productivity
12. Living up to the covenant if you are on the ALC
13. Representing the Market Center and the company in a positive way—always
14. Smiling at others in the Market Center regularly
Market Center Systems for More Profit ... and Freedom43
10. Culture Systems 15. Staying home if you’re having a bad day attitudinally
16. Speaking without profanity
18. Committing a random act of kindness every day
19. Honoring the policies and protocol of the Region regarding recruiting
20. Giving seven hugs a day
21. Not recruiting associates from another KW Market Center
22. Being willing to walk away from a transaction that compromises your principles
23. Being considerate of the staff
Market Center Systems for More Profit ... and Freedom44
10. Culture Systems 24. Paying your Market Center bills on time
25. Not looking for loopholes in Cap and Royalty payments
26. Responding to clients’ calls and concerns in a timely manner
27. Considering the other person’s viewpoint before reacting
28. Following the model
29. Being excited about saying, “Would you mind if my Team Leader called you?”
30. Implementing the Keller Williams productivity systems
31. Finally creating the budget you know you need for your business
32. Not only learning but living the WI4C2TS
Market Center Systems for More Profit ... and Freedom45
10. Culture Systems 33. Putting God and your family first, and the business second
34. Understanding that the higher purpose of business is to give, share, and care
35. Building your level-one Profit Share downline to 15, as soon as possible
36. Lead generating for three hours every day
37. Using a monthly Profit and Loss Statement to analyze your real estate business
38. Hitting your monthly and annual production goals
39. Profitability in your personal real estate business
40. Be nice!
Market Center Systems for More Profit ... and Freedom46
Market Center Systems for More Profit ... and Freedom47
What Is Culture? It is an environment where all people are treated with regard and respect. In an environment like this, everybody thrives.
When everybody thrives, success shows up in the Market Center’s growth, productivity, and profitability.
10. Culture Systems
Use any mobile device!
Sherry Lewis
Market Center Systems for More Profit ... and Freedom
Tell Keller Williams University what you think! Simply enter
www.evalfr.com into any mobile device to complete your
evaluation for this session.
3 Market Center Systems for More Profit ... and Freedom
The Ten Steps to Operating a Profitable Market Center 1. Productivity Specific
Environment Systems
4. Education Systems
Market Center Systems for More Profit ... and Freedom4
6. ALC Systems
7. Communication Systems
8. Technology Systems
10. Culture Systems
The Keller Williams MVVBP Mission
To build careers worth having, businesses worth owning, and lives worth living.
Vision
To be the real estate company of choice.
Market Center Systems for More Profit ... and Freedom5
The Keller Williams MVVBP Values • God, family, then business. • We believe real estate is a local service business driven by individual real
estate agents and their local image with their centers of influence and client base.
• We believe our associates should be treated like “stakeholders.” • We believe stakeholder companies always measure profit or loss, open the
books, and tell the truth. • We believe who you are in business with really does matter. • We believe profit matters. • We believe no transaction is worth our reputation.
Market Center Systems for More Profit ... and Freedom6
The Keller Williams MVVBP Beliefs (Rules) W– Win-Win — Or no deal I – Integrity — Do the right thing C – Customers — Always come first C – Commitment — In all things C – Communication — Seek first to understand C – Creativity — Ideas before results T – Teamwork — Together everyone achieves more T – Trust — Begins with honesty S – Success — Results through people
Market Center Systems for More Profit ... and Freedom7
The Keller Williams MVVBP Perspective A training and consulting company that also provides the franchise systems, products, and services that lead to productivity and profitability.
Keller Williams thinks like a top producer, acts like a trainer- consultant, and focuses all its activities on service, productivity, and profitability.
Market Center Systems for More Profit ... and Freedom8
1. Productivity Specific Environment Systems The Key Areas of the Productivity Specific Environment 1. Entry/Reception Area 2. Client Presentation Rooms (Conference Rooms) 3. Training Room 4. Technology Center 5. Team Leader’s Office 6. MCA’s Office 7. Town Square/Café/Break Area 8. Associate Work Areas 9. Unique Area Ideas
(Lead Generation/Power Hour Area, Lion’s Den, Stand-up Library, etc.) 10. Power Walk Stations
Market Center Systems for More Profit ... and Freedom9
1. Productivity Specific Environment Systems
Market Center Branding Elements
mykw.kw.com/mcbranding.com
The Power Walk
3. Train your people.
1. Productivity Specific Environment Systems
Power Walk Stations 1. Welcome Board and Training Calendar 2. Portraits of ALC Members 3. Anniversary Board 4. Financial Bulletin Board 5. ALC Bulletin Board 6. Listing and Sales Boards 7. Oversized Profit Share Check
Close the Opportunity
2. Staffing Systems The KW Organizational Structure
Market Center Systems for More Profit ... and Freedom13
2. Staffing Systems
Self-funded Positions
Staff Appreciation
5. Handwritten Notes
6. Life Events
2. Staffing Systems
Create Teamwork
Rock and Role
Rock – Make sure everyone understands precisely what the key goals for the Market Center are. These are your “Big Rocks.”
Role – Make sure each team member understands exactly how their job contributes to helping achieve the Market Center’s goals (Big Rocks).
3. Recruiting and Retention Systems
Market Center Systems for More Profit ... and Freedom17
The Growth Initiative – The Four Conversations
3. Recruiting and Retention Systems
Market Center Systems for More Profit ... and Freedom18
The Growth Initiative Tools
3. Recruiting and Retention Systems The Ten Recruiting Sources 1. KW Associates Profit Share Training
2. Calling to Targeted Database
3. Books
6. Real Estate Schools
7. Career Opportunity Events
8. Social Network Marketing
10. Recruiting Advertisements
3. Recruiting and Retention Systems Needs Analysis
How do you uncover what a recruit needs?
1. Ask great questions.
Market Center Systems for More Profit ... and Freedom20
3. Recruiting and Retention Systems KW’s Value Proposition – Fill Your Toolbox
Market Center Systems for More Profit ... and Freedom21
1. Education and Training 2. Culture 3. Coaching 4. Consulting 5. Events 6. The History of
Keller Williams Realty 7. The Business Model
8. Technology 9. Compensation 10. Industry Specializations 11. Profit Share and Growth Share 12. Health and Wellness Program 13. Growth 14. Accomplishments 15. Your Market Center
Closing the Invitation
3. Recruiting and Retention Systems Retention Systems 1. Stay in Touch
2. One-on-One Consulting
4. Recognition
6. Support the Associates through Life Events
7. Handwritten Notes
8. Leverage eEdge
3. Recruiting and Retention Systems Sample Exit Interview Questionnaire
Market Center Systems for More Profit ... and Freedom23
4. Education Systems Keller Williams University Overview
• Market Center Training
4. Education Systems
Core Agent Curriculum
Core Agent Curriculum
• Win with Buyers
• Win with Sellers
4. Education Systems
Market Center Systems for More Profit ... and Freedom27
Market Center Training Calendar Ten Steps to a World-Class Training Calendar Available in the Recruiting Great Agents Toolkit
4. Education Systems
Install World-Class Training in Your Market Center
M ay
2 0
1 2
• First Analysis
Market Center Systems for More Profit ... and Freedom29
Commit to Consulting
Market Center Systems for More Profit ... and Freedom30
Accountability Model for Consulting
Why Was the ALC Created?
1. For Team Leaders to hang out with their top people!
2. So top people could improve their leadership skills.
3. So top people could get their share of the “gift.”
7. Communication Systems
Communication Within the Market Center
1. Market Center Weekly
7. Team Meeting
7. Communication Systems Team Meeting • Have a powerful reason for the meeting.
• Take responsibility for attendance.
• Respect the team’s time.
• Never schedule a speaker unless you have personally heard the speaker.
• Follow the team meeting outline.
• Publish the topics in advance.
• Always be positive.
• Be real and interact.
8. Technology Systems
kw.com
Market Center Systems for More Profit ... and Freedom35
9. Financial and Profit Sharing Systems KW Economic Terms 1. Closed Sales Volume
2. Gross Commission Income (GCI)
3. Paid on Volume
4. Paid on GCI
10. Three Levels of Profit Division
11. Managed Rate of Return
12. Profit Sharing
13. Owner Profit
15. Pretax Owner Profit
9. Financial and Profit Sharing Systems KW Economic Fundamentals 1. Lead with revenue
2. Keep debt low
4. KW Chart of Accounts
5. High volume/low margin
6. Competitive commission/Cap Co. $
Market Center Systems for More Profit ... and Freedom37
9. Financial and Profit Sharing Systems KW Economic Fundamentals (cont.) 9. Review Balance Sheet/Income Statement
10. Charge office/desk rent
12. Bill back for consumables
13. Class operation but no frills
14. Multi-use space
16. Cappers pay Grand Total Operating Expense
17. Open the books
Market Center Systems for More Profit ... and Freedom38
9. Financial and Profit Sharing Systems KW Economic Fundamentals (cont.) 18. Share the decisions
19. Share the profit
21. Interdependent model
23. Feedback is the breakfast of champions
24. Profit is the goal, not the purpose
25. What correlates with profit matters
Market Center Systems for More Profit ... and Freedom39
9. Financial and Profit Sharing Systems
Market Center Systems for More Profit ... and Freedom40
Profit Share Worksheet
Market Center Systems for More Profit ... and Freedom41
Profit Share Worksheet
10. Culture Systems 1. Making decisions that are right for the Market Center regardless of
individual impact
2. Taking a stand on an issue that is not popular, but is right
3. Being the best co-op associate possible; always respecting other associates
4. Helping someone in the Market Center willingly and with a smile, even though you are busy
5. Doing something right without wanting to be recognized or acknowledged for it
6. Paying a struggling associate’s fees anonymously
7. Complimenting others regularly
Market Center Systems for More Profit ... and Freedom42
10. Culture Systems 8. Being a part of the solution and not the problem in a Market Center
9. Taking the high road on confrontational issues or points of difference
10. Handling a fellow associate’s business when personal or family illness occurs
11. Paying a struggling associate’s tuition to a class that may impact the associate’s productivity
12. Living up to the covenant if you are on the ALC
13. Representing the Market Center and the company in a positive way—always
14. Smiling at others in the Market Center regularly
Market Center Systems for More Profit ... and Freedom43
10. Culture Systems 15. Staying home if you’re having a bad day attitudinally
16. Speaking without profanity
18. Committing a random act of kindness every day
19. Honoring the policies and protocol of the Region regarding recruiting
20. Giving seven hugs a day
21. Not recruiting associates from another KW Market Center
22. Being willing to walk away from a transaction that compromises your principles
23. Being considerate of the staff
Market Center Systems for More Profit ... and Freedom44
10. Culture Systems 24. Paying your Market Center bills on time
25. Not looking for loopholes in Cap and Royalty payments
26. Responding to clients’ calls and concerns in a timely manner
27. Considering the other person’s viewpoint before reacting
28. Following the model
29. Being excited about saying, “Would you mind if my Team Leader called you?”
30. Implementing the Keller Williams productivity systems
31. Finally creating the budget you know you need for your business
32. Not only learning but living the WI4C2TS
Market Center Systems for More Profit ... and Freedom45
10. Culture Systems 33. Putting God and your family first, and the business second
34. Understanding that the higher purpose of business is to give, share, and care
35. Building your level-one Profit Share downline to 15, as soon as possible
36. Lead generating for three hours every day
37. Using a monthly Profit and Loss Statement to analyze your real estate business
38. Hitting your monthly and annual production goals
39. Profitability in your personal real estate business
40. Be nice!
Market Center Systems for More Profit ... and Freedom46
Market Center Systems for More Profit ... and Freedom47
What Is Culture? It is an environment where all people are treated with regard and respect. In an environment like this, everybody thrives.
When everybody thrives, success shows up in the Market Center’s growth, productivity, and profitability.
10. Culture Systems
Use any mobile device!