My Big Announcement

Walking the Walk..

When I was deciding which real estate company to join six years ago, one of the aspects of Keller Williams that appealed to me was that Keller Williams is not shy about sharing its value system of God, Family, and then Business. Time and time again, I have been humbled by the agents in our company and their commitment to the most important things in life – their faith and their family.

Recently, I have been giving a lot of thought to what is most important to me. I have always struggled with what Gary Keller calls the “Big Why”. What really motivates me? I came to realize that the most important thing to me is that my family is happy. I know that isn’t very profound or complex and I know that there will probably never be a KW Connect video on my “Big Why”. But that is truly what it is most important. The word “happy” seems to sum up so many aspects of life. It means that we are free from financial stress, we are healthy, my children are given what they need to be successful and happy in life, and that we spend quality time together – a life with no regrets.

These last two years I have poured my heart and soul into helping the agents at KW Atlanta Perimeter have a great real estate career and business. It has been so rewarding for me to help others achieve their goals and to watch the energy and talents of our agents go to a higher level. But there is no denying that it is a “big” job. And unfortunately, my commitment to my career was starting to put a lot of strain on my family as they tried to graciously support me.

As a Team Leader we are expected to be good role models. I realized that as a role model, I needed to “walk the walk” and live by the KW Value system of God, Family, then Business. I have, therefore, made the decision to step down as Team Leader so that I can focus on my family. I have two middle-school aged children and although they would never admit it – they need their Mom a bit more that I have been able to give to them lately. (Check out the attached "Big Why" video that I made to remind me every day of what it is all about - BE SURE TO TURN THE MUSIC OFF ON THE PLAYLIST TO THE RIGHT)



As I mentioned in the team meeting this morning, Mo Anderson says that “When your vision is clear, decisions are easy”. My vision is now clear - but this was definitely not an easy decision. But I know in my heart that it is the right one.

I want you to know that I have no regrets with my decision to come to KW Dunwoody as a Team Leader. It has been a tremendous honor to work alongside each and every one of you. I have made some lasting friendships and no one can ever take away from me the joy that this position has brought into my life. I am truly blessed.

I want to thank everyone for the amazing support and encouragement that I received today. This office and this Company is a special place. I am honored to be a Keller Williams agent.

With love,

Connie Carlson

Farming Does Work - A Testimonial

I just received a touching call from a client of mine whose house is finally under contract. She is packing up her household of 25 years, throwing out, giving away, etc. etc. promising never to become a packrat again. Well, one of the items she ran across was the very first newsletter that I mailed her in 2002!!!! My first listing was in her neighborhood, and just after it sold I had started writing a newsletter and farming her neighborhood.
Over 3 years ago she called me to enter into discussions about selling her house - and it took 3 years for her to be mentally prepared to sell it and to get it "show ready" in order to list it.
Anyway, I am very touched that she kept my newsletter for 7 years and excited that I am able to help her move on to meet her new life goals.
So, yes, farming does work! And I thought this might be encouraging to others in the office.
LuAnn

My Big Why

Today we had our Business Planning Workshop. This workshop is designed to help agents figure out what they need to do in order to achieve their business, financial, personal, spiritual, and family goals.

Following the MREA (Millionaire Real Estate Agent www.millionairesystems.com) we have learned to follow the models and systems of those who have gone before us.

When we look at successful agents we find that they were powered by a "Big Why". The Big Why is the underlying reason that motivates you to do what you do each day. This concept can be hard to grasp and even harder to put down in words as it relates to your own life.

So what does a life worth living look like to you? Take a moment to think about what motivates you to get out of bed every day?

Try this exercise.

1. On a piece of paper write down what you want to make in the next twelve months.
2. Take out your checkbook and write yourself a check for that amount. Then write 11 more, one for each month of the year.
3. If you had that much money to spend every month what would you buy? Write it out. What would you buy this month. Next month... the next month....
4. At some point you realize that you have everything you need and want. Now what would you do?
5. What do you want to be known for?

All of this plays a part in your Big Why.

Today, a group of agents explored what it was that truly motivates them. Watch this video to see their desires. Don't miss the BIG FINISH as the end!

So my question to you is "What is your Big Why?"

News You Can Use

Happy Sunday to You!

Only 25 business days before the First Time Homebuyers' Tax Credit expires...if you have a buyer who is interested in moving ahead, we have very little time left to process a loan. Please have them call me for preapproval.

In Other News...

Continued good news from corporate earnings and from the real estate world shows us that the bottom is firming up! Don’t we all wish we could say that about ourselves! This week, according to the National Association of Realtors, the inventory of existing homes shrunk to a 7.8 month supply, down from a recent high of 10.1 months in April. New homebuilders continue to start homes at a level that is ½ of what it was in 2007, creating a similar reduction in months of supply of new homes. THIS IS KEY for the stability of home prices as the fewer homes on the market, the more pricing power the sellers have. But estimates are that 45% of last month’s sales were made up First Time Homebuyers as they rushed in to take advantage of the $8000 tax credit.

By the way, WR Starkey Mortgage is a certified Homepath Lender...more about that at Tuesday's Team Meeting.

This week, rates ranged from 4.875% – 5.125% depending on program, credit and points.

Have a great weekend. Have your buyers call me so we can get them approved to buy!

Neil

Neil Hediger
Senior Mortgage Consultant
W.R. Starkey Mortgage
THE HEDIGER GROUP Mortgage Advisory Team
115 Perimeter Center Place, Suite 100
Atlanta, GA 30346

Office: 678-298-1631

Gary Keller’s Writes about Leveraging the Buyer Side of Your Business

Focus on Leverage – the Buyer Side

Published

by

Gary Keller, Co-founder and Chairman

on October 1, 2009

in Uncategorized

. 6 Comments Tags: buyer specialist, SHIFT, showing assistant, The Millionaire Real Estate Agent.

In The Millionaire Real Estate Agent, we declared you could be just three exceptional hires away from having the organization of a Millionaire Real Estate Agent. That's still absolutely true. However, our ongoing research for both MREA and SHIFT has given us new insight into how these key positions evolve. Some of you got a sneak peak at Mega Camp 2009. For the rest, here's a quick look at hiring and compensating a Showing Assistant.

Leverage is ultimately about focus. You hire talent to keep you focused on your most dollar-productive activities and they focus on everything else. After entrusting your admin and marketing chores to another person, you look for help on the buyer sales side of the business. Successfully showing homes can be extremely time intensive and help here should keep you focused on leads and listings. So who do you hire?

In the past, research pointed us to a licensed buyer specialist paid on a 50/50 commission split. Today, some successful agents are first hiring an unlicensed Showing Assistant to keep their costs of sale low and their productivity high.

A Showing Assistant can literally jump into the driver's seat with your buyers while keeping you in the driver's seat when it comes to converting buyer leads, getting signed agreements, identifying wants and needs and eventually writing and negotiating contracts. A good one should be able to successfully show homes to around three to four buyers a month while earning bonuses based on 25 percent of each deal. Based on a $5,000 average commission, a good Showing Assistant could earn $60,000 a year. This is a terrific opportunity for someone. Better yet, you get to stay focused and 75 percent of the buy-side income stays on your side of the ledger.

You are still looking for someone who has the ability to grow into your Lead Buyer Specialist. So when you have someone with the ambition and proven ability to succeed with a high volume of buyers over time, your Showing Assistant earns the right to be promoted to a licensed Buyer Specialist. Your Buyer Specialist would then handle buyers from the appointment to closing and now earn 50 percent of the commissions. Again, a good one should be able to handle three to four buyer sales a month without burning out.

Burnout is a key word. Once you have identified a great Buyer Specialist, you don't want to lose them! When they burn out and walk out, guess who gets their job? You do. And you've already got a job.

When your business is generating enough leads on a consistent basis to push a great Buyer Specialist past their ability to successful manage them all, the Showing Assistant concept reenters the picture. Now your Buyer Specialist has the opportunity to hire a Showing Assistant of their own. The Showing Assistant is still paid on a 25 percent bonus; however, that money comes out of the Lead Buyer Specialist's half of each commission. Effectively, you continue to earn 50 percent of each buyer transaction, while the Buyer Specialist earns 25 percent and the Showing Assistant earns the final 25 percent as a bonus. Any buyer transactions your Buyer Specialist closes without the help of a Showing Assistant would still be on a 50/50 split.

Now your Buyer Specialist might successfully help four buyers on their own and another four with the help of a Showing Assistant. That's now eight closed buy-side transactions each month. And with an average commission of $5,000, your Buyer Specialist has the ability to gross as much as $180,000 a year while just personally showing three or four buyers a month!

Showing Assistants may come and go—each auditioning for a shot at being your Lead Buyer Specialist. But once you find one, hiring and managing Showing Assistants moves from your plate to theirs. You have found your leader for working with buyers. Any additional help needed to keep your buyer transactions on track becomes their issue and opportunity.

Showing Assistants can save you money on the frontend, reduce turnover on the backend, all the while providing the best possible service to your buyers.

Click here for a video highlighting The Organizational Model and MREA.

(with Jay Papasan)

Letter from Rocky Kaufmann an agent in my office who helped organize the first annual KW Charity Ride:

This past weekend was a great example to me as to why our office is considered one of the best places to work. We would never have been able to pull off the KW Charity Ride without help of many KW people. There are so many of you that helped with the event I am afraid to starting listing all of you because I would inevitably forget someone. All of the volunteers and participants have my sincere appreciation. I do want to name a few people specifically. Mia did a phenomenal job taking charge of the end event. She spent countless hours making sure we had a good time at H&R Ranch. Charlie Lockwood displayed his exception organizational skills while Jake Duffy provided coffee and doughnuts for everyone at the front end of the ride. Michael Martino was always there for advice and came with me for a couple of test runs. Felicia Leyva-Adams and her husband took the long way back home so that they could stop at every turn and pull all thirteen directional signs out of the ground, and she was always happy to help me print flyers and disseminate event info. And of course our team leader, Connie Carlson, was the biggest supporter of the KW Charity Ride. Connie provided the motivation and encouragement to make it possible. Lastly, Shaun Rawls took the time to not only participate, but also worked as a ride captain. The big man looked great in his bright yellow safety vest. I know that this event would have never happened without all of you.

Thank you,

Rocky Kaufmann

What's All The Hype About?

http://www.atlantaandcompany.com/article.aspx?storyid=135855

Last week it was announced that the Rawls Group of Keller Williams Realty was selected as one of the "Best Places to Work in Atlanta". Since then we have received a flood of calls and emails from agents wondering what makes us different from other real estate companies. I would be happy to share my experience at Keller Williams Realty with you and explore whether the opportunities we offer are right for you. In the meantime, click on the video above to hear a bit more about our office and what makes us unique. I look forward to your call! - Connie

KELLER WILLIAMS REALTY – THE RAWLS GROUP BECOMES THE ONLY LARGE REAL ESTATE COMPANY NAMED AMONG ATLANTA’S BEST PLACES TO WORK

The Rawls Group Takes the #2 Spot in Prestigious List

September 25, 2009, Atlanta, GA -- Atlanta’s leading business publication, the Atlanta Business Chronicle, named Keller Williams Realty – The Rawls Group, to its list of “Atlanta’s Best Places to Work.” The Rawls Group ranked No. ­­­2 on the 2009 list of Atlanta’s best places to work for large companies and is the only top 10 real estate company.

Shaun Rawls, Operating Partner noted “It is truly an honor to be recognized on this list and to be No. 2 is outstanding. It is because of our real estate professionals and our staff that we are being featured and I see this as an opportunity to thank them. To be recognized for providing culture, service and for building trust in our company is extremely rewarding as we strive for this every day. When real estate companies are closing their doors, The Rawls Group continues to provide services to our agents, add value through education and coaching and gain Atlanta market share.”

“We are so fortunate to be surrounded by talented people who have built an organization to be proud of. Through the models at Keller Williams Realty, businesses have been created that can survive in any market. We believe that by providing a powerful and productive work environment and sharing our profit with our agents, the individual sport of real estate has become a team sport where everyone benefits. We are grateful and humbled to appear on this list,” said General Manager, Jeri Moran.

Atlanta Business Chronicle, in partnership with Quantum Market Research Inc., recently surveyed the metro area’s businesses and organizations to find those that have discovered how to be among Atlanta’s Best Places to Work. More than 500 companies participated. Independent research firm, Quantum Market Research conducted anonymous employee surveys to tabulate the results. Best Places to Work winners are ranked based on numerous topics including, manager effectiveness, trust in senior leaders, alignment with goals and team effectiveness, among other criteria. To find Atlanta’s 2009 Best Places to Work, the Chronicle asked readers to nominate workplaces in metro Atlanta. Nominations were accepted during June through the Chronicle’s Web site. From July to mid-August, employees of the nominated organizations filled out online surveys containing 37 questions about their work environment, co-workers and managers. All answers were evenly weighted using a six-point Likert scale (1=strongly disagree, 6=strongly agree).

Led by Operating Partner Shaun Rawls and General Manager Jeri Moran, Keller Williams Realty First Atlanta, Sandy Springs, Keller Williams Realty Peachtree Road, Keller Williams Realty Smyrna/Vinings, Keller Williams Realty Buckhead, Keller Williams Realty East Cobb, Keller Williams Realty Perimeter North, Dunwoody and Keller Williams Realty Peachtree Battle, The Rawls Group offices are “Changing the way you THINK about Real Estate”. Keller Williams Realty is the fastest growing and third largest residential real estate firm in the United States.

Balance Workshop Today at 11 am

Do you feel that you are living a willy nilly life? Want to say "I am glad I did vs. I wish I had?"

Join me today at 11 am for the Balance Workshop.

Notes from my BOLD Journal

"If I don't take action toward my goals someone else will."

Make the contact list before I make my calls.

"Everyday we need to get in the right mindset by saying affirmations AROUND our goals"
ie. by making 20 calls today my children will be able to attend any college they want.

"Stop losing sleep over people who are not losing sleep." [love this one]

FSBO = Fastest Source of Business Opportunity

You can't help people until they recognize they have a problem.

Involve the people in my life to my success.

Special Letter from my Leader

Yesterday I received a very nice letter from my OP, Shaun Rawls, in regards to the Best Places to Work award that we received on Friday morning. The Rawls Group consist of 7 offices in Atlanta. The offices are each lead by some of the best Team Leaders in the country. I am so blessed to work with John Thompson, John Fountain, Deborah Blue, Cynthia Lippert, Steve Kout, Brad Feiman, and Brenda Richterkissing. A year ago, these team leaders of the Rawls Group met for lunch in Austin, Texas. We decided that we were going to band together and work as a team to dominate the Atlanta Real Estate Market. Since that time we have been sharing ideas, role playing, holding each other accountable, and just having fun!

Our desire to work as a team has infiltrated the Associate Leadership Councils and the associates of each of the offices. We frequently hear of agents volunteering to share their talents with other offices. It's a beautiful thing.

Here is Shaun's nice letter.

Superstar Leaders…

I really appreciate the emails you all sent yesterday. The recognition that we have received as a group truly feels like something that should be savored and appropriately digested. I’m not sure that I really felt the magnitude of what we were being recognized for until I saw the list of names of companies that I would never have thought that we could compete with on any level professionally. Wow. I am truly full of pride, satisfaction, joy and gratitude.

The beauty of it is that this is, perhaps, the ultimate recognition of being a true team. I don’t always think of what we do or how we operate as particularly special. However, I think because what we do and how we think about and approach things…it sheds light on how EASY it is for others not to do the right things. I also think that the power of the award comes from the Large Company category in that we are 7 completely different offices that, on a fundamental level, operate with collective focus and have a synergistic effect on our most valuable assets – our agents.

When you zoom out mentally and look at the momentum we have a group right now, the next six months could be really interesting. Between this Best Places recognition and BOLD, we should have a superbly growth oriented and productive future – more than any other company out there.

I’ve said numerous times this year that the most successful people in life are the most cooperative, team players. I guess that’s the same for companies, too. I think yesterday each one of us as the Leaders of The Rawls Group were recognized for being the most cooperative leaders in the real estate industry. I know it’s not always easy move 7 offices as a synergistic group, but I think yesterday proves that there are some advantages never foreseen or expected that can result out of good old-fashioned and consistent team play.

Thank you so much for what you do every day, the big stuff and the little stuff, that makes your office one of the Best Places to work on the planet. And a special thanks to Jeri, whose love for, commitment to and focus on our team’s brand recognition is ultimately why we have so much to celebrate. She’s definitely our secret weapon!

I hope you are enjoying your weekend. The Rawls Family celebrated with dinner at The Waffle House and made our way to Lake Hartwell last night. Life is good in The Rawls Group.

Love you all.

Shaun

#2 Feels Really Good

Although the flood has “dampened” the week, I participated in an event this morning that took all the clouds away. This morning, the Atlanta Business Chronicle recognized the Rawls Group as the Runner Up for the Best Places To Work in Atlanta.


Having come from a corporate background, after joining Keller Williams in 2004, I quickly realized that I was working for a company that was very different from traditional companies. I was surrounded by associates that really cared about each other. Time and time again, I have been humbled by the level of professionalism, caring, and integrity of the people I work with.

For instance, I am currently participating in the BOLD coaching program. During the first session with Michael Bastian, Michael asked us to write down what a life worth living looks like? This was a powerful question. Michael then dug deeper by asking “why is that important to you?” Michael's probing questions helped me to realize what truly matters to me and as a result I got a little teary-eyed. Later that evening I received an email from another team leader who was sitting in the room. He said “Connie, people that cry concern me. Why were you crying this morning? Everything okay?” That little gesture of concern was so heartfelt and honest. It exemplifies how Keller Williams’ agents really do care about helping others.


I have always struggled with how to tell others how incredible it is to work in the Rawls Group (http://www.rawlsgroup.org/) at Keller Williams Realty. Culture is a “feeling”. It is hard to describe a feeling.


Today, at the Georgia Aquarium, surrounded by some of the best companies in Atlanta, that “feeling” was validated. There is no other award that we could have received that would have meant more to me as a leader in the company.


If you would like to know more about why Keller Williams Atlanta Perimeter is the Best Place to Work in Atlanta, please give me a call for a confidential appointment. It truly is a great place to work (and we have a lot of fun, too)!!!

Focused Action Goal Setting

I have found that our positive attitudes combined with focused action on our goals have been the greatest factors in my success this past year.

Here are some thoughts to share on motivation & goal setting I wanted to pass on...

Step 1: Decide exactly what you want. This immediately moves you into a separate category of people because most people have no idea of what they really want. Clarity is the most important single quality of goal-setting and perhaps the most important single quality of success. Decide exactly what you want in each area of your life. Instead of fuzzy goals like more money, better health and happiness, be specific about exactly how much more money you want to earn in a specific period of time and combine that with exactly what level of health and fitness you desire.

Most people are unconsciously preoccupied with the fear of failure. It is the greatest single obstacle to success in adult life. And the fear of failure can work on you unconsciously by blocking you from setting clear specific goals. Why? Well, if you don't set clear, specific goals, then you can't fail to achieve them. So your subconscious mind is actually protecting you by helping you to avoid failure.

You must resist and overcome this tendency by having the courage to be bold and specific about exactly what you want. This is step number one.

There has never been a better time in all of human history to be alive than today. There are more opportunities for you to accomplish more things, in more different fields, engaging in more different activities, than have ever existed before.

Resolve today to make the coming year the very best year of your life. Resolve today to draw a line under your past and to focus very clearly on your future. Resolve today that you are going to set goals, make plans, take actions and achieve more in the coming year than perhaps you have ever accomplished in any one single year before.

I am teaching a variety of classes this month to help you achieve the focus you need to succeed. I will be teaching a “Balance Workshop” on October 2nd based on Gary Keller’s Quantum Leap class, Managing your Time To Achieve More on October 16th, and a Business Planning Workshop on October 30th. Now is the time to get clear on your goals for 2010. What you do now will determine what your January will be. Don’t delay in planning for your success.

Understanding the Three Markets in the Real Estate World Today

September 2009 Article – Jeri Moran

Understanding the THREE markets in the real estate world today

As we enter the last quarter of the year, it is more important than ever to stay focused and help buyers understand the urgency the three markets out there today. With less than 100 days left for first time homebuyers to benefit from the $8,000 tax credit, there is no time to waste educating our clients after the fact. A thorough buyer consultation is critical and handling all possible objections prior to them coming up will make the difference.

There is no surprise that countless numbers of classes have come out on creating buyer urgency, scripts to talk to buyers all addressing the fact that when inventory increases, we are showing more and more homes and buyers are reluctant to make a decision. With the local and national media creating a doomsday perception of the market, buyers are over confident and want “a deal.” However, because there are three markets, many are loosing out on the “best” homes that sell the fastest, because they are the “best” homes.

The following is a dialogue that I encourage you to have with your perspective buyers prior to going out to see homes.

“Mr. and Mrs. Buyer, I am so excited to work with you to find the home you are going to buy. Before we go out and look at homes, I’d like to spend a few minutes and share with you the different segments of our current market. Would that be ok? The average number of homes a buyers looks at in today’s market is eight. We’ve found that if you look at too many homes, you’ll start combining the kitchen in one, the backyard of another and create a home that doesn’t exist. What you’ll find out there is three markets, the foreclosure market, the short sale/distressed market and the residential re-sale market (which is broken in to two sub markets). In the foreclosure market, banks have created what is called a sellers market. What that means is they put properties on the market at a price that is under market value to create multiple offers and garner over list price. (At this time show some examples). The second market is short sales. Are you familiar with what this is? (Explain if they say no). When purchasing one of these homes, we must be prepared to wait 3, 6 and even up to a year before being able to close on the home. Finally, there is the resale market. In this market there are two categories. There are the homes that are selling in under 30 days and getting approximately 96% of their asking price and then there are the homes that have chased the market and sell in over 120 days for sometimes as little as 73% of their original asking price. It is my job, together with you, to determine with type of home we are looking at. If we find the under 30 day home, will you be prepared?”

Keep your clients focused and move them towards what they really want…to BUY a home!

Happy hunting!

High school teammates carry on

High school teammates carry on

Recently, I watched a video on ESPN about two teenagers on a Cleveland wrestling team. The story is an impactful illustration of what it means to be a good friend and what can happen when you have someone who supports you in your dreams. (You can watch the video by clicking on the link at the bottom of this email). Now, probably more than ever, we need to have friends, both personally and professionally, who encourage and push us to reach our hopes and dreams.

This morning I woke up to the following email from my Operating Partner, Shaun Rawls. It is comforting to know that I have leadership and friendships within my professional life that will push me to achieve at the highest level – and pick me up when I fall.
If you are falling short of the goals you have set for yourself and feel that you need someone to encourage and support you, please give me a call. It would be my pleasure to “give you a lift”!

Letter from Shaun Rawls:



I recently attended a workshop for the Master Faculty of Keller Williams. One of the highlights of the session was a presentation by an Improvisational Comedian who shared many important insights into the world of communication, and something – in particular – had a massive impact on me and the way I view our team. It was the phrase, “I got your back” that was so meaningful to me.

While “I got your back” isn’t necessarily proper from a grammatical point of view, its meaning is entirely “proper.” You see, as the comedian explained it, saying “I got your back” is a ritual phrase that’s spoken amongst improvisational comedians immediately before taking the stage for a show. It’s improv’s version of “Break a leg.”

The reason these comedians say “I got your back” is because you can’t do improv alone, and it’s a signal that reminds each performer that they have no excuse but to test the limits of their talent and skill by being daring and taking risks because their partners will not allow them to fail or fall or falter. In other words, “I got your back” means, “I am a safety net for you that will be here to protect you, so don’t be afraid to give it all you’ve got.”

When I heard the reasoning behind this awesome little phrase, I was captivated by what it could mean to our business, our community, our culture. My vision for what we mean to each other became ever clearer and my hopes became higher.

What if you slaughtered every fear you had with action taken in spite of that fear? Action taken due to the confidence that being surrounded by a team of people who care enough about you to never let you fall could provide. What if? What if you knew you could not fail or fall or falter because your team won’t let you? Even better, what if YOU were the one to say “I got your back,” and you were the one who was committing to saving your team members in the event of mistakes. Which has more meaning to you? Being saved by someone who has your back, or saving someone else by having theirs? In the truest definition of a team – or partnership – both are equally important.

Whether you are a member of The Rawls Group of Keller Williams market centers in Atlanta or a member of the Greater Than Ever New York Region, know that “I got your back.” And accept the responsibility of being a part of this amazing community of people by saying to everyone in our company, “I got your back,” too.

I am convinced that in addition to behaving nice and professionally, we can help all of us to behave boldly, daringly and extremely by offering one another the assurance of the phrase, “I got your back.”

Posted using ShareThis

Thank You Teri Frye

Teri:

I just want to thank you for the time you took today to spend with my team as our guest for our Inside the Agent’s House Series. I had several people come up to me after the interview and tell me how much what you said resonated with them. The common theme was that they could relate to your style and it felt like a comfortable way for them to approach their own business. One ALC member said to me, “I like how she doesn’t get caught up in all that detailed stuff. What she is focused on is the right stuff…she’s previewing properties and knows the market and provides great service with integrity.” I think that sums up the impact you had on the team….you just touched about 40 lives today! I owe you one…thanks for sharing your valuable time and knowledge with us today! Hope I see you at Mega Camp!

Brenda Richterkessing
Team Leader Managing Broker

Interesting Stats About Housing Market

Interesting report compiled from responses from 500,000 real estate agent responses.

http://www.campbellsurveys.com/AgentSummaryReports/AgentSurveyReportSummary-June2009.pdf

Little long but some good ditties of info:

Partial Summary of Statistics and Facts

Key statistics and facts from the survey results include:

• The market for home purchases can be divided into segments of 26% for
damaged REO, 23% for move-in ready REO, 14% for short sales, and 36% for
non-distressed properties.

• Forty-three percent of homebuyers are first-time homebuyers, 29% are current
homeowners, and another 29% are investors.

• First-time homebuyers account for the majority of move-in ready REO sales while
investors account for the majority of damaged REO sales.

• Current homeowners concentrate their home purchases on non-distressed
properties and buy comparatively less damaged REO.

• Real estate agents expect appraisal issues to be the No. 1 reason for
cancellations of signed Purchase and Sales agreements over the coming
summer months.

• Only 31% of non-REO home sale listings are unforced or optional; other major
reasons for listings include financial stress (including short sales), long distance
relocation, and divorce or estate sales.

• Homeowners are choosing to not list homes primarily because of “Falling prices”,
followed by “Competition with distressed properties”.

• For first-time homebuyers, “Government incentives to buy (tax credits, mortgage
deduction)” is the No.1 motivation to buy.

• For current homeowners buying homes, “Retirement relocation” and “job
relocation” are the No.1 and No. 2 motivations to buy, respectively.

• “Sale of residence” is the No. 1 impediment to current homeowners seeking to
buy another home.

• “Downpayment for mortgage” is the No. 1 impediment to first-time homebuyers
seeking to buy a home, followed by “Slow answers on short sale offers.”

• Seventy-six percent of first-time homebuyers accept a mortgage
recommendation of the real estate agent, 68% of current homeowners accept a
recommendation, and 53% of investors accept a recommendation.

• On average, mortgage servicers take 9.5 weeks to provide a “yes” or “no”
response to an offer to buy a short sale property.

• According to real estate agent respondents, “Mandated one-week response time
on short sales offers” is the No. 1 rated action that the government could take to
increase home sales and stabilize prices.

• According to real estate agent respondents, “Provide consistent one-week ‘yes’
or ‘no’ response to offers” is the No. 1 rated action that the mortgage servicers
could take to increase short sales.

• According to real estate agent respondents, “Provide consistent one-week ‘yes’
or ‘no’ response to offers” is the No. 2 rated action that the asset managers could
take to sell REO properties with lower overall losses; the No. 1 rated action is
“Turn on utilities for inspections.”

Superstars…

Well, it’s August, and we’re almost halfway through the third quarter of 2009. Having completed all of our presentations of the 2nd quarter statistics last week, Jeri and I want to make sure that you have a clear grasp and understanding of what’s happening in the market and what it means for our buyers and sellers.

The Atlanta real estate market is in a very interesting place. “Things” are generally improving, numerically. Although there’s no guarantee that they will continue to do so, these improvements should be a real wake-up call for buyers who continue to wait for prices to continue to decline. As we move forward, the very best deals of the economic downturn are probably going to be seen through the rear view mirror. The “fact of the market” is that inventory is decreasing, prices are rising and the good properties that come on the market at the right price are selling faster than we’ve seen in a long, long time. In fact, the statistics show that in 39 FMLS Areas in Metro Atlanta, there is less than 11 months of inventory on the market, the median sales price is $162,000 and the median Days On Market (“DOM”) for properties that sell without a price reduction is 24 days (Compared to 252 days on market for properties that have to reduce their price before they sell!). For quite some time now, buyers have had the luxury of not having to fight for, or compete for, homes for sale. Those days are gone, or at least they are fading fast. It’s almost as if there is a “Seller’s Market” for great homes at a great price while there is a “Buyer’s Market” for average to below average homes on the market.

For Sellers, it’s critical that they realize that these improvements in the market in no way give them a green light to be cocky or overly confident. There is a fine line between a good listing and a great one, and a tremendous difference in the results that are realized for each. One of the “Aha’s” that I have had for sellers is this: Seller’s that “don’t have to sell” are disadvantaged in this market. The HUD-1’s are going to the sellers that have to sell, not to the sellers who don’t. In fact, if a seller doesn’t “have to sell,” then they should know that they have an immediate and obvious handicap in the selling process. Those sellers that do have to sell can and will do whatever it takes to sell their homes, and thus have an “advantage” over most other sellers. In this market, Sellers that DO have to sell DO sell, and sellers that DON’T have to sell DON’T.

One of the most important things that I see going wrong for listings in this market is that sellers and agents are spending too much time focusing on determining what a home is worth, rather than determining the listing price that will most certainly generate offers from buyers in the market place. Appraisers determine the value of a home. Real estate professionals determine what the sticker price needs to be in order attract offers that can begin a dialogue of successful negotiations that will result in a successful closing. Price is king in this market. Remember: “The right price overcomes any objection.” If you’re not the best listing at the best price in the market, then you won’t get offers. In 20 years in this business, I’ve never shown property to a buyer who said, “Let’s make an offer on the third best house that we saw today.” Never.

The other issue that is plaguing our market is ineffective price reductions. Simply put, if you reduce the price of a home to a price that doesn’t put the home in front of a new pool of buyers, then such a reduction is typically a waste of time. We have to remember what price ranges we put into the computer when we search for homes, and when we need to make a reduction to re-position the home on the market we must introduce it to the buyers who are searching for homes in the next lowest price point.

These are interesting times. The investment that we have made, and continue to make, in the most comprehensive and relevant statistics in the real estate industry is done so that you have every opportunity to be the absolute best real estate agent a person can hire. Your ability to share information with them that virtually no one else has is a gift that we hope you make the most of. Statistics and scripts can make your career in any market because they give you the wisdom you need to tackle the toughest of clients or the toughest of markets.

I encourage you to make the time to come to the quarterly stats presentations every time Jeri and I do them. While the stats are great by themselves, hearing some of the scripts and insights that are provided in these sessions could make all of the difference to you when you present them to your clients.

Recently, Gary Keller said, “It’s not whether or not the market is getting better; it’s whether or not YOU are getting better.” All of us should take that to heart and consider it a personal challenge to meet the demands of the day and improve our businesses and our lives.

We have so many resources to help you get better. There’s never been a better time to sharpen our saws. These are, indeed, interesting times. They are interesting mostly because of how they are shaping us and what they are helping us to become as professionals.

I am so honored to be a part of Keller Williams Realty, and I’m even more honored that you are building your career here, at The Rawls Group of Keller Williams Market Centers. Together, we are focused on building our business in a learning based, productivity specific environment that insures that we provide the very best service in the real estate industry.

Win, win…or no deal.
Integrity…do the right thing.
Customers…always come first.
Creativity…ideas before results.
Communication…seek first to understand.
Commitment…in all things.
Trust…begins with honesty.
Teamwork…Together Everyone Achieves More.
Success…results through people.

Your #1 Fan…

SHAUN

As Long as it Takes

 

As long as it takes


What if you knew that you could reach your goal by taking
just one more step? Would you take that step?

At some point in the process of achievement, the final
hurdle is reached. What a shame it would be to stop just
short of that one last obstacle.

Achievement does not require extraordinary ability.
Achievement comes from ordinary abilities applied with
extraordinary persistence.

You already know you can do what it takes. To reach any
goal, simply do what it takes for as long as it takes.

It's really not that difficult to take just one step, to do
just a single task, to make one bit of progress. And if you
can do it once, you can do it again, and again, and again
without much problem.

Keep the faith and keep up the effort. Your persistence will
get you there.


Courtesy of: Chris Heller, Keller Williams Realty
_________________________
The Home Seller

It's Halftime

By: Jeri Moran, General Manager for the Rawls Group

It’s Halftime!

July marks the mid year review, the time to re-group and re-focus and to reflect on the goals you’ve set and see now where you need to go. The greatest predictor of the future is the past. So, below you’ll find the 21 tactics that we set out to make 09 a productive year. I challenge you to rate yourself from 1-5 (5 being GREAT) and then re-margin your second half of the year objectives. The key will be in writing them down and the accountability to the results.

1. Master the 12 Tactics outlined in SHIFT.
2. Have a PLAN. A set of business models/disciplines to follow. You must have specific, daily lead generation commitments that you see as a priority above all else, for nothing is as important as your consistent time on the task of finding buyers and sellers.
3. You must stop using your database as a phone book and start using it like an ATM card. Create a touch program that fits your budget…and stick to it.
4. Your relationship with your database and your knowledge of your industry must win over the messages in the media. You have to “out-relationship” the media with your clients.
5. Become a Data Junkie. Know the numbers that create the “Hmmm Factor.”
6. You must find a way to generate more listing leads than ever before in order to feel confident enough to walk away from unrealistic Sellers.
7. You must develop the mindset & perspective of a surgeon, where you are immune the unprofitable distractions that emotional sympathy for your clients create.
8. You must preview the homes that are UNDER CONTRACT as a means of “sharpening your saw.”
9. You have to hit the “RESET BUTTON” as it pertains to your historical knowledge of home values.
10. Become an Inventory Junkie. Knowing the difference between the vital few and the trivial many will prove critical to your success.
11. You have to internalize the relationship between Consumer Confidence and the Economy. As Realtors we have to be on the leading edge of Consumer Confidence at all times.
12. Improve your knowledge of “alternative transactions.” Lease/Purchases, Subject To, Wraps, Reverse Mortgages, Short Sales and Foreclosures.
13. Make reverse offers to buyers who have an interest in your listings.
14. Ask for the order.
15. Use email to distribute opportunities to your database and beyond.
16. Do not push back on the developing power that social/business networking (Facebook, LinkedIn, Plaxo, Twitter, etc.) offers to leverage your database efforts and expand your web of prospects.
17. When a niche presents itself, go deep.
18. You must commit to better financial management. Invest your time and money in things, people, partners & companies that generate a return on your investment; Spend on “Need to Haves;” Build your reserves.
19. Be an optimist and an opportunist at all times.
20. Take care of your selves – your Spiritual Self, your Physical Self, your Emotional Self.
21. Improve your ability to “zoom out” and turn your Fear into Force.
And, remember – You CAN do it - FINISH STRONG!

Database Development Workshop Starting July 7th

Ask yourself these questions:

1. Would you like to close at least 1 transaction for every 10 people in your database? ___ Yes ___ No
2. Are you feeling overwhelmed and disorganized? ___ Yes ___ No
3. Are you tired of attending classes that introduce you to a lot of concepts but don't help you implement what you learned? ___ Yes ___ No
4. Would you like to learn how to easily, systematically, and economically market to your database?___ Yes ___ No

Luckily, if you said "Yes" to any of these questions, SHIFT 2 Overdrive Database Development Workshop is the answer to help you make more money with less effort.

The SHIFT 2 Overdrive Database Development Workshop is an 6 week, hands-on workshop where you will learn the secrets to closing at least one transaction for every 10 people in your database. Each session will be a combination of instruction and hands-on exercises where you will be implementing the database tools and strategies that you learn. Some of the tools that we will be focusing on include:
• Implementation of lead generation ideas presented in the books SHIFT and Millionaire Real Estate Agent by Gary Keller
• Calculating how many people you need in your database to make your financial goals
• Effective Scripts and dialogs to add people to your database and how to make effective follow up calls
• Using Top Producer 8i to streamline your contact entry, notes, and follow up systems
• Creating proven follow up systems using Top Producer 8i
• Creating mass mailings for your database including Best Buy List, Market Analysis emails, etc...
• Weekly homework and accountability to ensure that you get the most from these workshops


RSVP: ConnieCarlson@kw.com - Seating is limited to 50 people
Cost: No Charge
Dates: Every Tuesday starting July 7, 2009 from 2 to 3:30 pm for 6 weeks.
Where: Keller Williams Atlanta Perimeter, 115 Perimeter Center, Dunwoody, GA 30346 678-298-1600
What to Bring: Laptop (wi-fi available), Millionaire Real Estate Agent and SHIFT by Gary Keller (we will have some available for purchase)
Instructor: Connie Carlson, Team Leader for Keller Williams Atlanta Perimeter

Connie started her residential real estate career in 2004 with Keller Williams Realty. She immediately read the Millionaire Real Estate Agent by Gary Keller and began to implement the 33 touch system program outlined in the book. Using Top Producer as her client management system, Connie managed a database of 120 people. Following the models, Connie was able to sell 20 homes and gross over $240,000 her first full year as an agent and she continued to have a steady stream of leads and closings during the five years she sold as a REALTOR. Using these models she developed a team including a full-time licensed assistant and two buyer's agents. She leveraged her business to not only become a top producer but also she had a balanced life that included most weekends off to spend with her family. As a Team Leader with Keller Williams, Connie's passion is helping other agents experience the same results. She wants to help others have "a career worth having, a business worth owning, and a life worth living".

There are a rare few who you meet in life who, from the first moment you meet, your life becomes richer and fuller. Ms. Sally Washburn had that impact on me. I met Sally for the first time about one year ago. What an honor it was for me to be in partnership with a woman who had not only accomplished so much in her career but, more importantly, positively impacted the lives of so many others.

A few months ago, Ms. Sally celebrated her 90th birthday party!

http://www.youtube.com/watch?v=U7UbPl6N8vk

We had a wonderful tribute in our office for this momentous occasion. I was so touched with the beautiful tributes given by a number of the agents in our office. Ms. Sally mentored, inspired, and supported so many agents in Atlanta.
I only wish I could have met Sally sooner. I went to visit her a few weeks ago. She looked fantastic. Even though I made a surprise visit, Sally had her hair done beautifully and her make up was perfect. She looked vivacious and full of life. She was alert and (in true Sally fashion) so very happy to see me. Sally was always so gracious and humble. Yet at the same time she was a little “spitfire”. We talked about real estate (her favorite subject) and how she wanted so badly to attend some of the wonderful training we were offering in our market center. Sally never wanted to stop learning.

I really wish that I could have known Sally longer. In the precious moments we spent together, Sally helped me get a clearer idea of the “big” picture in life. Sally accomplished many great things in her career. And yet, today we celebrate HER! We celebrate the love that she had for her family, the love she showed to her friends and colleagues and her un-bounding energy to enjoy life.
Sally may not be here with us physically but she will always be with us in our hearts. Thanks for being with us Sally! The angels are singing....

Thankfully, when Sally joined our office she brought her granddaughter, Kristie, with her. Kristie is an agent in our office and she has helped Sally continue her business. Kristie and Sally worked together as a team and were very close. Please don’t forget to extend your condolences to Kristie.

To help the family, I have offered to bring them dinner tomorrow night. I am currently making two big pans of lasagna. If you would like to contribute some food to bring to the Washburn family, please bring it by the office sometime tomorrow.

Many Blessings,
Connie

KW Atlanta Perimeter Wins!!!

In the SHIFT into Profit Share Contest that is currently going on nationally at KW, our office was the first winner in the daily drawings! Watch this video to see what
we won!

Weekly ReKWAP

I hope you had a prosperous week! Here is a reKWAP of events in the market center next week as well as some tips to help improve your business.
1) The SHIFT 2 tour is on Wednesday, June 17th. The tour is SOLD OUT! I do, however, have ONE TICKET left for a recruit. Is there someone you would like to come to the event. Let me know. First come first serve.
2) Thursday, June 18th at 10:30 am: John Thompson will be teaching Writing and Negotiating Contracts. If you have never taken a "Contracts" class this class is a requirement. The last thing you want to happen is to make a mistake and end up in a costly lawsuit. Right?
3) Mark your calendars: The next MANDATORY meeting will be July 21, 2009 from 10:00 to 11:30 am.
4) As part of Power Hour this month we have guest speakers calling in. Today we heard from Bruce Hardie. The call was fantastic and will give you some great tips to improve your lead generation. The call has been recorded and you can listen to it by calling 712-432-1590 and then entering 528674#. It is worth 15 minutes of your time.
5) In Bruce's call he told us that NAR is providing the 2008 Profile of Home Buyers and Sellers for FREE. I have downloaded the document and attached it to this email.
6) There are only 3 GOLD Leaves on the Profit Share Tree. That means that Nancy Halsema (2 leaves) and Jim McKechnie are the only agents who are currently eligable to win the FLIP video camera and a call from Gary/Mo/Mark/or Mary to the recruit of their choice. I have attached the directions to participate in the Shift into Profit Share Contest. What do you say we give them some competition. All you need to do is help me get an appointment with a potential future KW agent.
6) This email template (and letter below) is available in Top Producer for you to send to your database on a monthly basis. If you would like us to have a training event to teach you how to send an email in Top Producer please let JohnThompson@kw.com know.
7) Thanks to ALL of your hardwork, the office's commissions were up over 40% in May vs April!!! June is looking to be a great month as well! Keep making those calls and writing those contracts! You guys are rockin!
Have a fantastic weekend,
Connie

Thank You Tanya!

I’ve been asked to comment upon my experience since joining Keller Williams in January. Thus far, it has been an amazing journey of self discovery, endurance and professional advancement. The moment that I arrived in the office to meet with my team leader, Connie Carlson, I knew that I was “home”.

Connie has this amazing ability to attract and inspire everyone that she encounters. In fact, she is easily one of the most impressive & committed leaders that I have ever known. Of course, meeting with the rest of the support team only solidified my decision to join.

Regina, our Agent Services Coordinator (ASC) is like the “glue” that holds us all together. Beyond her formal duties, she extends her friendship, encouragement and even a bit of spiritual guidance should you seek it. What more can I say, she is exactly what we all need to keep business running smoothly.

Then there’s Felicia, our office manager extraordinaire. She holds down the fort with style and grace, greets our clients with ultra professionalism & vanishes our errors; all while making us feel important by mere association.

Next up, Sir Darin. He’s our in-house financial genius a.k.a. “money man”. Darin wears a stern face, but has a heart as vast as the ocean. He’s the type of guy you want on your team for life, in that he looks out for you and never lets you down.

Last but not least, our fearless leader & broker John Thompson. John is charismatic, collected and incomparable. He protects us, advises us and gently pushes us to become better professionals overall.

The superior staff and formidable training at KW have been my saving grace in this volatile, “shifting” market. Particularly since, until recently, my business and finances had plummeted significantly. In any other environment, it would have been so easy to give up. Instead, I absorbed all the positive energy, participated in a plethora of events and took as many classes as my brain could hold. My reward for faith & perseverance was a glorious day of triple closings (personal best) and more to come soon. Ultimately, had it not been for the camaraderie and moral support of my KW family, I would likely have retired my license months ago.

So thank you family, for believing in me and inspiring me to continue this journey. I now have the confidence to meet and even exceed all of my professional goals & dreams, even in the face of uncertainty.

Go Red!

Tanya Tilton

THIS WEEK AT KWAP

A number of you have suggested that we send an email once a week outlining the training and events for the following week. My hope is that this will allow you to time-block working "on" your business for the following week.

So that we can plan accordingly, please reply to feliciaa@kw.com and let her know which classes you intend to attend. We are keeping event signup sheets at the front desk to allow us to be better prepared for all future training.

    I plan to attend the following events (see below for details):

    ____ SHIFT 2 Tour with Gene Rivers – June 17^th (see attached flyer)

    ____ Developing an Investment Strategy that Leads to Financial Independence with David Thomas, Remax (June 5 at 10 am)

    ____ How to Sell 50+ Homes Per Month with Connie Carlson (June 5 at 10 am)

    ____ Online Social Networking Workshop (June 10 at 1 pm)

    ____ Developing an Investment Strategy that Leads to Financial Independence (June 5 at 10 am)

Tuesday: June 2^nd – 10 am Team Meeting –

We have put together a great team meeting for Tuesday. This Tuesday we will be presenting two out-of-the-box initiatives that will help put more money in your pocket.  There is no cost (FREE) to participate and the up-site potential for income generation is HUGE (I mean bigger than big).  

Developing an Investment Strategy That Leads to Financial Independence for You and/or Your Clients, Friday, June 5^th: 10 am

Join David Thomas, with ReMax Commercial, as he shows you the step-by-step process to grow wealth through 1031 Exchanges of Residential Real Estate. According to Rocky Kaufmann in our office, David is one of "the best" trainers in Atlanta. We are so fortunate that David has volunteered to share his proven investment strategies. In fact, I recently met with one of David's co-workers, a young gentleman around 30 years old, who told me that he was on track to own (in an investment group) 50 homes by the time he was 40. Another investor says "I have been doing David's program for 9 years and I have already reached the point where I am making $125,000 a year. I am financially independent and I could retire at any moment. But I love doing this so I have no intentions of stopping…" How would you like to be financially independent in 9 years? Even if investing in real estate is not in the cards for you, I bet you know of someone who would be interested. Right? Great…I will see you Friday at 10 am.

How to Sell 50+ Homes a Month, Friday, June 5^th: 2 pm

I bet you read the title of this class and you think "yeah right". I would have thought the same thing until I met Brent Gove from Roseville, California. I rode to the Austin airport with Brent last month and he told me that he sold between 400 to 700 homes a year!!! I asked him how he did that. He replied "open houses". After I picked my jaw up off the car floor, I asked him if he would be willing to share his secret to successful open houses. And share he did….Brent told me that he typically had 25 to 50 people at every open house (in a community where the average agent only had 2 or 3 people at an open house). I was still a bit skeptical until two weeks ago when I drove by orange open house signs like the signs in Brent's program. .  I think to myself "I'll be darn.  I am going to check this out and see how many people are at this open house."  The home that was being held open had boarded windows and is listed for $170k.  It is located in the Brookstone Country Club subdivision in West Cobb County. Homes in Brookstone have historically sold for $250k to $1.5 million.  It is raining.  There are two ERA agents in the house who have been there for about 1.5 hours.  They tell me that it has been very slow because of the rain.  They have had only 15 buyers walk through.  They said that a couple weeks before they held open a home in Douglasville and had 200 people come through the open house.  I am a huge believer now!!!! Meet me on Friday at 2 pm and see how open houses can change your life!!!

Online Social Marketing Workshop, June 10^th: 1 - 5 pm

I was very fortunate to meet John Damiano, Associate Broker with The Providence Group at Remax, a couple weeks ago. John and I both have a passion for networking and referral based business. John is also very passionate and knowledgeable about the benefits of "Social Networking" (visit http://en.wikipedia.org/wiki/Social_networking if you would like further clarification on what I mean by "Social Networking"). John has graciously agreed to help YOU get connected online through Social Networking sites such as Facebook, Linked In, Twitter, etc. He will also be able to answer questions you may have about what is appropriate, the benefits of social networking, etc. This is a "workshop" so bring your laptop. John and I decided to design the class so that when you leave at 5 pm you will personally be set up on all the major sites – and you may have some other cool tricks/tips up your sleeve.

Recently I asked in Facebook how Social Networking had impacted agent's careers. Attached are just a few of the testimonials I received. If you too would like to start generating business, reconnecting with friends, having fun, and being on the cutting edge of the real estate then plan on joining us next Wednesday.

SHIFT 2 Overdrive Tour, June 17^th: All day

Gene Rivers, a MEGA agent within KW, will be here in Atlanta on June 17^th for the Shift 2 Workshop. For only $15 you can attend this all day workshop at the Renaissance Atlanta Hotel. They have already SOLD OUT 300 SEATS! I just put a call into Region and they believe that they may be opening up an additional 40 to 50 seats. It is IMPERATIVE that if you plan to attend that you sign up at the front desk. To make registration as easy as possible on you, we will take care of reserving a block of seats on your behalf. RSVP to Felicia right
now at feliciaa@kw.com (we will charge the $15 on your next office bill)

You came to the 2008 SHIFT Tour. Why come back?

Ask Yourself ...

• Are you holding your money accountable?
  
• Is every one of your listings priced in the market?
  
• Are your lead generation efforts producing the RIGHT leads?
  
• Do you know exactly what activities are growing your profit?
  
• Do you know the right scripts for buyers who want to wait?
  
• Are you armed with the skills to generate REO and short sale business?
  
• Do you know exactly how many listing appointments you need to meet your goals? 
  

  If you can't answer "YES" to every one of these questions, you need to be there!
  

Grow Your Profit Share Tree, Every Monday in June from 10:30 to 12:00. This new course designed by KW International will help you know the privilege of being treated like a stakeholder and have a plan to activate your passive income potential. Kelly Coker Smith attended this training event about two months ago and told me it was one of the best courses she has taken in this market center "have more classes like this" Kelly said. Wondering if Profit Share is "real". Try asking Deborah Harris who shared with me that as of February she had over $109,000 deposited into her savings account from Profit Share. Isn't it about time that you started experiencing "the Gift"?.

Wednesday and Thursday: June 3-4: Certified Distressed Property Expert Training in Sandy Springs.

Of course, we continue to have a successful Power Hour that starts every day at 9 am! In the Month of May we made 685 calls, spoke to 341 people, and made 99 appointments. That means for every 3 people we spoke to during Power Hour we booked an appointment with!!! Ladies and Gentlemen these numbers are spectacular. If you are not yet participating in Power Hour you are really missing out on a great opportunity to improve your business.

I realize that this was a long email. I would appreciate your feedback on whether you think it was helpful and if you would like me to continue sending these on a weekly basis!

Yours in productivity!

Connie Carlson
Team Leader
Keller Williams Atlanta Perimeter
678-298-1665

 

Conditions are Improving...Are You Ready?

As we close in on the end of May, I am extremely encouraged by the level of activity and closings that you have posted this month, and even more encouraged by the closings that are already scheduled for June! This past week, HUD improved the $8,000 tax credit for first time home buyers by allowing the credit to be used towards the down payment of home purchases for first time buyers, which will surely provide an uncontestable motivation for wannabe homeowners. This is an unprecedented “stimulus package,” and everyone you know should be prompted to help you contact anyone who wants to own a home for the first time. As a professional, this new opportunity presented by HUD should be presented in practically every e-mail, every note, every call and every conversation you have for quite some time!

Based on the amount of activity that is occurring in the market right now, all buyers who have been dragging their feet, hoping that economic conditions might even worsen and improve their ability to strike a “Guinness Book” deal on a home should be very concerned that they may have, indeed, missed their best opportunity. It is imperative that you study the statistics in the market and immediately feed them to your database and your farm. While there is a lot of biased, agenda-focused reporting on our industry, our data is unbiased, unfiltered and exactly what consumers need to be using when making critical decisions for buying and selling real estate. Additionally, make sure you come to team meetings on Tuesdays because these meetings are the best indicators of the market’s direction. When our people come together for Tuesday team meetings, everyone has a sense of the energy and the demands of the market, and that’s precisely the ingredient that could make or break your ability to properly guide your clients through the week ahead.

In February, Gary Keller said that the next 180 days may be the toughest days in our careers. If we keep leaning into this dip, we may find that it was only 90 days of extraordinary pain, rather than 180. May and June feel like a welcomed rain at the end of a long drought. Perhaps our greatest responsibility is going to be doing everything we possibly can to keep this momentum going and make every month a rainmaking month. Let’s dig in and make sure that this big, ugly thing we’ve been pushing continues to move. Bit by bit, we are gaining speed.

I am so proud of our collective efforts. As tough as this market has been on everyone everywhere, I have to say that I feel that our market centers feel more like a team than ever. What a testament to the culture of this company and the unshakable entrepreneurial spirit of our people.

For years we have said that “money doesn’t change people – it exposes them for who they are.” While I wholeheartedly agree with that, I have to say that a lack of money exposes people even more. Each of you has proven your mettle just by outlasting the shift in the market. I’m proud to say that our market centers have been “hurricane ready” in our construction and our commitment to protecting the jobs of our staff, the businesses of our associates and the value that we strive to provide in the market place.

I hope this message finds you – or makes you – more determined and more optimistic than you’ve been in a long, long time.

Your #1 Fan…

Shaun Rawls

Sheryl's First Power Hour

Did You Know?

Check out this video. It is Mindboggling!
(turn off the Playlist music on the right side of screen)



By: Karl Fisch, Scott McLeod, and Jeff Bronman

The Power of Power Hour

Congratulations to Gail Burns who is on FIRE since participating in our Suit up and Show Up Program here at KW Atlanta Perimeter. Listen to the results of this morning's efforts!

Better Your Inputs

I just received this email message from my Operating Partner, Shaun Rawls. When he mentioned this at the Mastermind lunch last week it really struck a cord with me and the other agents at the luncheon. I wanted to share it with you as well. Perhaps it may have a positive impact on your life. Enjoy!
At our monthly agent mastermind lunch, I urged those in attendance to take inventory of their inputs. “Inputs” are simply the people/tasks/things that have your time and attention, and therefore have an impact on your perspective, your attitude, your energy level, your intelligence and frankly, your future. Now more than ever, who you spend time with matters. Where - and how - you spend your time matters. So, ask yourself… Who and what are you plugged into? What value are they adding to (or taking away from) the quality of your life? How does your environment support your needs, reduce your fears and arm you with strength, knowledge and confidence? The quality of the next 10 years of your life will be determined by your answers to these questions today.
How much time are you giving to the people who contribute the most to the quality of your life? How much time are you giving to the people who take away from it? If you don’t like the answers to these two questions, then you have to ask yourself, “Why?” “Why am I giving too much time to the wrong people and too little time to the right ones?”
Recently, an agent joined us after she told her broker that she wanted to make $100,000 in the next year, and her broker told her that $100,000 was too lofty a goal for her and that she should set her sights on something more realistic in this market! As a leader, I cannot imagine having such a limiting view of someone’s potential – particularly if that someone is in our company! The biggest frustration I have always dealt with is seeing more in people than they see in themselves. As challenging as this market is, making a six figure income is something everyone CAN do. Not earning a six figure income in any market has nothing to do with “can” or “can’t” and everything to do with “will” and “won’t.” My suspicion is that everyone who won’t make six figures is being told they can’t. They’re telling themselves they can’t; their friends say they can’t; their spouse says they can’t; even their broker says they can’t! Those who will are those who believe they can, and most likely, their inputs help shape their thoughts and their successful realities.
To me, the word “can’t” means “impossible.” And since very few things in life are impossible, then “can’t” should be replaced with “not willing to put forth the effort.” There’s no such thing as “I can’t.” There is only “I won’t.” “Can’t” sounds better to most people because it implies that something is outside of your control, which means one is merely a victim of circumstance. “Won’t” is tougher to say because it more accurately says that things are within your control and you are not willing to put forth the effort necessary to accomplish it.
Jennifer Barnes recently said that her favorite word is “Yes” and her least favorite word is “No.” Who’s telling you “Yes, you can!”? Who’s telling you “No, you can’t!”?
All of us need a cheering section of people shouting, “You can do it!” as we run our races. We have a responsibility to choose our cheering section well and to make sure that we are properly cheering others on, too. What we expect and need from others we should provide to them as well. To get good input we have to give good input. Ultimately, it’s the demonstration of the right thoughts and behaviors that will influence us the most.
Thinking bigger than ourselves and bigger than our current situations rarely comes from within without the consistent exposure to others who demonstrate how to do it. For nearly 10 years now, I have enjoyed the pride that comes with being a tiny part of building a company that matters to every agent who wants to make a difference and who wants to succeed in a positive, caring, learning based and productive environment. Our sources of input are unrivaled. Culture, productivity, profitability and personal and professional growth are demonstrated every single day in our market centers.
If you are reading this and thinking that you need to upgrade the inputs in your life right now, I can think of no better place to start to do that than our offices. I doubt that there is any company, in any industry, that is equipping its associates to succeed in any market like we are. Abundance lives here.
Better your inputs, better your life.
Your #1 Fan…
SHAUN RAWLS
Multiple Operating Partner
Keller Williams Realty
www.RawlsGroup.org

Congratulations to our Cultural Icon

Congratulations to Jake Duffy from the Keller Williams Atlanta Perimeter office. Jake was selected by his peers to be the Cultural Icon Recipient for our office. He was then selected to be the 2008 Southeast Region's Cultural Icon. We are so blessed to work with a man with such outstanding moral charactor. He truly does live and breath KW Culture!! Here is the video when he was presented with his Cultural Icon pin by Mo Anderson at the Cultural Summit in Austin, Texas on May 1, 2009.

Impromptu Pep Rally Pumps up Participants

RED Day spirit was out and in full force during Masterminds in Austin, Texas last week when attendees were treated to a spontaneous pep rally led by KWRI staff members.
(remember to turn off the Music on the right side of the screen)

NANCY HALSEMA JOINS KELLER WILLIAMS ATLANTA PERIMETER IN DUNWOODY, GEORGIA!

"We're excited to welcome Nancy Halsema to Keller Williams Realty family," says Connie Carlson, Team Leader of Keller Williams Atlanta Perimeter. "This company succeeds through its people, and having Nancy on our team is a huge win for us"

Nancy was a REALTOR with Harry Norman for over 12 years and decided to join the Keller Williams Realty Atlanta Perimeter team April 1, 2009. The changes in her industry of the past few years makes it imperative that she grow and change with it if she wants to continue to be a successful and well-positioned agent. Nancy is a life-time member of the Atlanta Board of Realtors, and holds additional designations of ABR, CRS and GRI. She is also a REO specialist and is very knowledge of the current marketplace.

In her former career she spent 26 years in Tampa, Florida where she was an Interior Designer first working under a prestigious local firm and later starting her own business, NestFeathers. While in Tampa Nancy and her husband also renovated 7 historic homes for resale (and one she continued to work on until they moved - her own home). She has experience in both residential and commercial design, historically-sensitive restoration, and renovations and updating of 21st century homes.