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www.kw.com Copyright Keller Williams Realty, Inc. 2013
The Evolution of the Real Estate Industry
dependent interdependent independent
Keller Williams Realty
Associates are dependenton the company;
Financial gain is directed
primarily to the brokers and
the company;
Associates have fewer
opportunities foraccumulating wealth
Associates have aninterdependent relationshipwith the company and a mutualinterest in success;
Associates and brokers workas teams in achieving financialgoals;
Associates do not assumefinancial, legal or managementresponsibilities
Associates are independent
and have landlord/tenant
relationship with their
company
Associatefocused
environment with limited
high-level support
Associates assume all the
financial, legal and
management responsibilities
Traditional Companies 100% Companies
Introduction
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About Us
Awards and Honors
J.D. Power & AssociatesKeller Williams Realty Ranked "Highest in Customer Satisfaction Among
Home Buyer and Seller Segments, 2012
Workplace DynamicsOne of Americas Top 10 Workplaces, 2012
REAL Trends, Inc.Represented 23 percent of the top 500 brokerages ranked by closed transactionsand 24 percent of the top 500 brokerages ranked by closed volume in the annual REAL Trends 500,2012
REAL Trends, Inc./Wall Street JournalRepresented 15 percent of the top1,000 agents and teamsin the U.S. in annual The Thousand report, including 35 percent of top teams ranked by transaction
sides, 2012
EntrepreneurMagazineRanked #1 real estate franchise on Franchise 500 list, 2012
Inc. MagazineOne of the Top 5000 Fastest Growing Private Companies in America, 2012
Franchise Times- Top Quartile of Franchise Operations in the U.S., 2011
Inman News Co-Founder and Chairman of the Board Gary Keller named one of the 100 Most
Influential Leaders in Real Estate, 2011
Inman News eEdge named the Most Innovative Web Service in the real estate industry, 2011
Training Magazine Highest ranked real estate franchise on Training Top 125, 2010
Swanepoel Trends ReportMost Recognizable Real Estate Franchise for 2009, #1 IndustryTrendsetter for 2009
American Business AwardsSales Training/Coaching Program of the Year in 2009
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About Us
SHARED VISION
Mission
To build careers worth having, businessesworth owning and lives worth living.
VisionTo be the real estate company of choice.
Values
God, family and then business.
Gary Keller, co-founder and chairman
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About Us
SHARED BELIEFS
Win-Winor no deal
Integritydo the right thing
Customersalways come first
Commitment in all things
Communicationseek first to understand
Creativityideas before results
Teamworktogether everyone achieves more
Trustbegins with honesty
Successresults through people
The WI4C2TS Belief System
Mo Anderson, Vice Chairman
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About Us
SHARED PERSPECTIVE
We believe that real estate is a local
business,driven by individual agentsand their presence within theircommunities.
We believe in results through people.
We are a company that thinks like a top
producer, acts like a trainer-consultant, and
focuses all its activities on service,productivity, and profitability.
Mark Willis, CEO
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About Us
SHARED DECISION MAKING AND PROFITS
The ALC is the heartbeat of the market
centerinvolved and invested inevery decisionthat affects our agents.
As long as we listen to our agents
and deliverwhat they wantthey willprosper and so will we.
Mary Tennant, President
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About Us
A Real Estate Powerhouse
1983 Keller Williams Realty is founded by Gary Keller and Joe Williams in Austin, Texas
1984 Keller Williams becomes the #1 single office in Austin
1988 KW becomes #1 real estate company in Austin, a position still held today
1990 KW begins franchising in the United States
1998 KW begins franchising in Canada
2004 KW becomes 4th largest real estate company in the United States
2009 KW becomes 3rd largest real estate company in the United States
2010 KW becomes 2nd largest real estate company in the United States, announces intent to begin
wide-scale international franchising
2012 KW opens in Vietnam, 1st global office launch
2013 KW becomes the #1 largest real estate company in the United States
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2004 2006 201220102009
ERA
Prudential
RE/M
AX
Century21
80,000
#5
#4 #3 #2
#1
Outpacing the Industry
MODELS & SYSTEMS
ColdwellBanker
GROWTH TRAJECTORY | Surpassing All Major Franchise Competitors
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50%
40%
30%
20%
10%
0%
-10%
-20%
-30%
-40%
-50%
While others are slowing
Keller Williams Realty is growing.
MODELS & SYSTEMS
Keller Williams Realty All OtherBrokeragesCombined
kw+40%
-35%
MAJOR BROKERAGES, Closed Sides on REAL Trends 500 Report | 2007-2011
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50%
40%
30%
20%
10%
0%
-10%
-20%
-30%
-40%
-50%
Keller Williams Realty All OtherBrokeragesCombined
kw+29%
-46%
MAJOR BROKERAGES, Closed Volume on REAL Trends 500 Report | 2007-2011
While others are slowing
Keller Williams Realty is growing.
MODELS & SYSTEMS
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Our owners business are growing
MODELS & SYSTEMS
OFFICE PROFITABILITY | END OF YEAR 2012
91%
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20%15%10%5%0%
Our agents businesses are growing
MODELS & SYSTEMS
kw: +17.8%
Industry: 9.2%
PRODUCTIVITY PER AGENT (Increase in Avg. Volume Closed) | END OF YEAR 2012
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Defying the Market
Agent Productivity
KW: 17.8%
NAR: 9.2%
INCREASE IN UNITS CLOSEDU.S. | END OF YEAR 2012
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Defying the Market
Agent Productivity
KW: 9.7%
CREA:-1.1%
INCREASE IN UNITS CLOSEDCanada | END OF YEAR 2012
0
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Defying the Market
Our Agents Earned More Income
$3.2 Billion
$2.6 Billion2011
2012
TOTAL COMMISSIONS EARNED | END OF YEAR 2011
+24%
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We like to think we stand out from other real estate firms in many ways, andFOUR areas in particular define Keller Williams Realty:
marketing &technology
cultureeducation
1 2 3 4
wealth building
Keller Williams Realty
Not Your Ordinary Real Estate Company
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I feel like Ive uncovered a company that took education and training just as, if not more, seriously as
anything I had ever experienced before.
kw | EDUCATION
PAUL CHIOLO, OCEAN CITY, N.J.
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Education
A Resource For Every Career Level
We are a training and coaching
companythat just happens to
be in the business of real estate.
- Gary Keller
More than 60 KWU courses aredownloadable from the KWU Website atno cost to our associates.
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Education
Cornerstone Courses
Ignite
Ignite is packed with the skills and scripts to spark any real estatecareer. A great starting point for anyone looking to close at least
16 transactions a year.
Lead Generation 36:12:3
Lead Generation 36:12:3 teaches you the disciplines and habitsyou need to close 36 transactions in 12 months by mastering 3hours a day of lead generation.
Buyer Mastery and Seller Mastery
These two courses teach you the scripts and tactics of top
producers on the both sides of the transaction.
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Education
Support in Building Your Team
Recruit-Select
Recruit-Select lays out how to build a pipeline of qualified
candidates, effectively use behavioral job matching, and gives you aspecific, defined system for three interviews to hire talent
Action Training
Action Training defines the process for a new hires first hundred
days on the job so that at the end of that period you know if youhave a highly productive, self-managed employee.
Leadership & Motivation
These are the systems for building highly productive, rock-solidrelationships that retain talent on your team.
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Education
Timeless Resources
The Millionaire Real Estate Agent
Do you ever ask yourself, How do I, as a real estate salesperson,
net $1 million a year? Gary Kellers nationally best-selling realestate career guide shows you how its done.
TheMREA Curriculum
The complete MREA Curriculum drills down on the models of
MREA, giving you and your team the steps, scripts and systems totake your business to the 7th level.
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Education
Timely Resources
SHIFT: How Top Real Estate Agents Tackle Tough Times
Shifts happen.
Markets shift and so can you. Both transform your business andyour life. In Gary Kellers third national best-seller, you will learnthe 12 proven tactics that will power your business forwardno
matter the market. An entire curriculum is also available thatdrills down on the 12 tactics from the book.
SHIFT Commercial
SHIFT Commercialtakes the tactics of SHIFT and focuses on theimplementation of each into a commercial brokers business.
This book is also packed with the proven models, tactics and
insights from top commercial brokers across the U.S. andCanada.
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Responding to the Market of the Moment
Education
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Building a Life Worth Living
Education
The ONE Thing:The Surprisingly Simple Truth BehindExtraordinary Results
In The ONE Thing, New York Times bestsellingauthors Gary Keller and Jay Papasan
present the lies that block your success andhow to identify (and thwart) the thieves
that steal your time and your life. Theymodel the laws of purpose, priority andproductivity, and finally, they teach you that
the ONE Thing can radically change the wayyou work, the choices you make and theresults you get.
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Education
On Demand LearningAvailable 24/7
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Education
Family Reunion
Experience the most highly-attended private real estate franchise
event in the industry!This four-day companywide annual convention prepares you formastering the current market with more than 150 breakout sessions
taught by the best in the business.
Phoenix, AXFebruary 15-19, 2014
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MAPS | COACHING
DIANNA KOKOSZKA, PRESIDENT OF MAPS COACHING
We absolutely hold the key to greatness in our hands; its a conscious choice.
MAPS is here to hold you accountable to making that happen.
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Coaching
MAPS Lives in Keller Williams Realty
One-on-One Coaching
MAPS Coachings award-winning Mastery program offers personalized coaching,
business planning, and high-level accountability for those committed to growing theirbusiness and income as swiftly as possible, no matter the market.
Similar in design to our Mastery Coaching, Breakthrough Coaching offerspersonalized coaching on a bi-weekly schedule at a lower price with the goal of
quickly accelerating you into the Mastery program.
Group Coaching
Our Fast Track programs give you exclusive access to improve your business inspecific areasfrom developing the right mindset to mastering language patterns totaking and servicing REO and short sale listings.
http://images.google.com/imgres?imgurl=http://quaero.csgsystems.com/writable/images/steviewinner_logo.jpg&imgrefurl=http://quaero.csgsystems.com/about/team/8-naras_eechambadi_phd&usg=__GhGQ-gE4F5kh_h3EXmwgoouUI58=&h=395&w=445&sz=160&hl=en&start=9&um=1&itbs=1&tbnid=x2QahzijScWthM:&tbnh=113&tbnw=127&prev=/images?q=american+business+awards&hl=en&rlz=1T4DMUS_enUS215US216&sa=N&um=1http://www.mapscoaching.com/Group-Coaching/Fast-Trackhttp://www.mapscoaching.com/s.nl/it.A/id.21/.fhttp://www.mapscoaching.com/s.nl/it.A/id.24/.f7/28/2019 RecruitingPresentation Q12013 Final
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Coaching
BOLD Business Objective: A Life by Design
Written by MAPS President, Dianna Kokoszka, BOLD includesthe mindset, skills and scripts that have propelled Kokoszka's own
million-dollar real estate career and secured her place as theindustry's "Queen of Systems and Scripts."
In 2011, Top Producing Agents
Who Took BOLD:
- SOLD 79.6% more volume- SOLD 85.6% more units
- EARNED 118% more money
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Coaching
MAPS Signature Events
Mega Camp is the place where the industrys
top-producers gather hear the latest insights,trends and skill they need to succeed from
Gary Keller and special guests and networkwith the best!
2013 Mega Camp
September 16-20
2013 Masterminds
April 16-18September 16-20
November, Dates TBD
With a focus on collaboration and learning from
each other's "been-there-done-that" wisdom,Masterminds puts you an all-day brainstorming
session with top-producing agents and leaders!
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The My Listings, My Leads Philosophy
You work hard to get your listings, so in our book, you deserve every lead that comes from them.
Our entire online lead generation system is built around this philosophy.
kw | TECHNOLOGY
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Technology
Agent-Driven Solutions
eAgentC - In 1999, thisagent-led technology group, was launched toprotect and develop your position in an increasingly technology-drivenindustry. This led to the development of a complete lead generationnetwork for every Keller Williams associate.
eEdgeExclusively envisioned by, voted on and built for Keller WilliamsRealty associates, eEdgeis the real estate industrys first and onlycomplete lead-to-close agent business solutionincluding leadmanagement, contact management, a marketing library and a paperlesstransaction system. All your contacts and data feed straight through thesystemno double entry, no multiple log-ons.
eEdge was honored by industry trend-watchers at Inman Newsas the Most Innovative Web Service in the real estate
industry in 2011!
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Technology
Your Technology SuiteProviding you witha complete LEAD
CONVERSIONto CLOSE system- myLeads- myContacts- myMarketing- myTransactions
KW Support, Email &Technology Training
Providing you witha complete LEAD
GENERATION
network- kw.com- kellerwilliams.ca- KW agent websites- KW market centerwebsites
- KWLS /listingsyndication
- Online training- Weekly webinars- Mega Tech Camp- Manuals & Tutorials- support@kw.com- support.kw.com
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Technology
International Reach, Local Feel
kw.com Profiles
Office Website
KWLS Syndication
Agent Websites
KW | Technology
kw.com
kw.com is home to more than 5 million
listings (including yours)!
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Technology
Agent Profiles
kw.com Profiles
Office Website
KWLS Syndication
Agent Websites
KW | Technology
kw.com
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Technology
Office Sites
kw.com Profiles
Office Website
KWLS Syndication
Agent Websites
KW | Technology
kw.com
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kw.com Profiles
Office Website
KWLS Syndication
Agent Websites
KW | Technology
kw.com
Technology
Keller Williams Listing System
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Two Choices:
1. Customizable2. Set it and forget it
Technology
Agent Sites
kw.com Profiles
Office Website
KWLS Syndication
Agent Websites
KW | Technology
kw.com
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Technology: eAgentC
Lead Generation $2.23
IDX $3.68
- Agent Websites- MC Websites- KW.com- Lead Routing- KWLS
- Agent IDX- Office IDX- International IDX
Research and Education $1.12
- eAgentC Certification- R&D for Agent tools and systems- eAgentC training Lab- Tech Masterminds- Mega Tech Camp
- Manuals and Tutorials
Agent Help Desk$1.21- suport@kw.com- Support.kw.com
Productivity $1.76- Agent Tools- Goal Setting- M.O.R.E.- Reports
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Technology
eEdgeThe Power to Produce
Your myKW control panel is home base for your business and has everything you
need, right where you need it.
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Technology
Your KW Lead Generation NetworkCanada
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Technology
eEdgeThe Power to Produce
Dont let another lead get away.
Lead response time is crucial, and with eEdges lead notification and automated follow-up systems,you ensure your response is immediate and meets consumer needs.
Real estate is a contact sport and your business IS your database.eEdge provides a state-of-the-art, fully functioning contact management that allows youto track and tally each of your clients and all your communications with them.
Put an end to the marketing madness.With the eEdge contact management system, your marketing campaigns run like a well-oiledmachine. From emails postcards to listing presentations to phone scripts, eEdge offers acustomizable library of material.
Efficient. Economical. Environmentally-conscious.myTransactions makes you practically paperless and totally mobile all the way throughclosing. All the parties you choose to invite into the transaction can see thedocuments and the progress of the transactionthe YOUR branded website.
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Technology
eEdgeThe Power to Produce
Training $1.12
Support $1.03
myTransactions $6.11myMarketing $.45
myLeads/myContacts $4.46
Marketing $.25
New Product Development $1.00 Infrastructure $.58
k | MARKETING
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kw | MARKETING
CHRISTINE LEE, JACKSONVILLE, FL
I can honestly say that Keller Williams is a culture where the best of the best share with everyone in our family and this
brings tremendous value to every agent and team within the company.
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Marketing
Your Local Brand Matters Most
We stand behind our agents, not in front of them.Gary Keller on the KW Brand Philosophy
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Marketing
Consumers Do Business With YOU
50 percent buyers and 61 percent ofsellers found their agent through areferral or had used their agentpreviously.
66 percent of buyers and 65percent of sellers only contactedone real estate agent beforedeciding who to work with.
Only 3 percent of buyers and 4 percentof sellers cited an agents affiliation witha particular firm as the most importantfactor when choosing their agent.
Source: National Association of REALTORS 2012 Profile of Home Buyers and Sellers
Its your own brand that matters most because nobody does it better than you.
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Automated Marketing
Lead Generation and Marketing to Your Sphere
At the same time, we provide models and tools that help power your efforts. Our eEdge
myMarketing solution offers you a complete suite of lead generation materials and tools.
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Winning Business
We stand behind you at every listing appointment and buyer consultation with benchmarked, proven
presentations that help you stand out from the competition.
Automated Marketing
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Marketing Properties and Projects
Automated Marketing
And when its time to market your listings, turnkey marketing solutions save you time and money.
G S S
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eEdge myMarketing Means Business
MARKETING RESULTS
In less than one year, Keller Williams eEdge Users
28,384
Launched
automated, customizablemarketing campaigns
Reached
2,529,456consumers
Experienced
67%increase in gross
commission income
MARKETING MODELS
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eEdge myMarketing Means Business
MARKETING MODELS
Now, these numbers have more than doubled. As of Jan. 2013
70,350
Launched
automated, customizablemarketing campaigns
Reached
5,412,280consumers
KW C i l
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KW Commercial
Targeting the Commercial Market
KW L H I i l
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KW Luxury Homes International
Targeting Luxury Buyers and Sellers
k | WEALTH BUILDING
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THE POWER OF PASSIVE INCOME
kw |WEALTH BUILDING
ILAN BRACHA
W lth B ildi
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Wealth Building
The Power of Passive Income
You could listen to the rumors or you could profit from the truth.
The Keller Williams Realty wealth building models are designed to reward associates for building thecompany.
Wealth building is exponential. The Keller Williams Realty wealth building platform now includesgrowth share, a program in which overseas international franchisees reward associates who help the
company grow across the globe, much like profit share. An associate can participate in both profit shareand growth share.
These programs allow any Keller Williams Realty associate, affiliate broker, or employee theopportunity to participate in the business they help generate without assuming any financial risks.
You are vested after three years, and your profit share and growth share can be passed on throughgenerations by willing it to a designee.
Profit share and growth share dollars may varythis is not an earnings claim.
Wealth Building
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Wealth Building
Profit share and growth share dollars may varythis is not an earnings claim.
Income Beyond Your Commissions
$55.3M
$38.3M
PROFIT SHARE | END OF YEAR 2012
2011
2012 +44%
Wealth Building
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Income Beyond Your Commissions
2012 total profit share distributed in the
U.S. and Canada
Associate Stakeholders
$55.3 Million
37,981
Stakeholders Receiving Profit Share 36,052
Numbers are North America, USD, as of year-end, Dec. 2012
Growth share and profit share amount may varythis is not an earnings claim.
Wealth Building
Wealth Building
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400
300
250
200
150
100
50
0
Income Beyond Your Commissions
Profit share and growth share dollars may varythis is not an earnings claim.Numbers are North America, USD, as of year-end, Dec. 2012
KW CUMULATIVE PROFIT SHARE | 1996-2012, IN MILLIONS
Wealth Building
kw | CULTURE
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kw | CULTURE
BO MENKITI, WASHINGTON D.C.
KW has a fundamental commitment to development and growth .a commitment to building careers,building business and building livesits a catalyst for transforming lives. I should know - it transformed mine."
Associate Leadership Council
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Associate Leadership Council
Open the Books, Share the Decision Making
At Keller Williams Realty,our books are open to our associates. On a monthly basis the
market center financials are reviewed by our Associate Leadership Council (ALC).
BusinessAccountability
BudgetAccountability
There areNO Secrets
Because we are all inbusiness together andwe share in the profitsof our market center,youll be able to
review the officefinancials wheneveryou like.
Our ALC takes anactive role in thebudgeting process andhelps our leadershipteam in making
decisions that affectthe financials of theoffice.
Many of our associatesparticipate in theoffice financialplanning and learnprinciples they can
apply to their ownbusinesses.
Culture in Action
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Culture in Action
Giving Where We Live
Mary Tennant, President and COO
Inaugurated in 2009, RED Day (Renew, Energize and Donate) is Keller Williams Realtys
annual, company-wide, day of community service.
Keller Williams associates are asked to give where they live and dedicate a day to
renewing and energizing the communities they serve.
Wellness Program
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www.kw.com Copyright Keller Williams Realty, Inc. 2013
Wellness Program
The Keller Williams Health Providers Program
You are more than just an associate with our company, youre a member of our family.
Through our health provider program, we offer options for you and your familys health care.
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Keller Williams Realty is
built by agents, for agents.
Were a company thats changing lives.
The next one could be yours
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