BREAKTHROUGHS! - Keller Williams Realty

MEGA MIGRATION: TOP INDUSTRY PLAYERS TAKE
A NEW LOOK AT KW VALUE PROPOSITION - PAGE 6
A PUBLICATION OF KELLER WILLIAMS REALTY, INC.
SEPTEMBER/OCTOBER 2009, VOL.6 NO.5
7 weeks
11 locations
599 AGENTS
5,582 transactions
BREAKTHROUGHS!
Start living your Life by Design - Page 4
creates online community of high achievers
- PAGE 12

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Sept./Oct. 2009 • Vol. 6 No. 5
Keller Williams Realty

Dear
Associates,
We’ve entered into the home stretch
of 2009 with absolute, proof positive
that Keller Williams Realty has
seized the shift to create a forward
momentum of opportunity and
industry recognition.
Topping that list is one of the
greatest public accomplishments
that our associates have ever
achieved. Keller Williams Realty
has been named by the J.D. Power
and Associates 2009 Home Buyer
- Seller Study as highest in overall
satisfaction for home buyers among
national, full-service real estate
firms for the second year in a row.
By nearly every measure, you are
outshining and outperforming the
industry.
Ever since we announced at Family
Reunion in February that Keller
Williams Realty is now definitively
the third-largest real estate company
in the United States, the evidence
has continued to mount that we are
gaining our “unfair share” of the
market.
In May, we received further
validation of our models, our culture
and the talent that surrounds
us, with the announcement that
Keller Williams Realty had more
brokers represented on the REAL
Trends 500 report than any other
company. We were also the only
major real estate franchise company
to report an increase in the number
of associates and the number of sides
for both the REAL Trends 500 and the
RISMedia Power Broker Report.
And the positive proof that we are
gaining market share has continued
to mount. In June of 2009, our
productivity per agent increased by
20 percent in one month.
Since the beginning of 2009,
our agent count has grown
by approximately 2 percent,
compared to a 10 percent decrease
in membership for the National
Association of REALTORS® (NAR).
In Canada, the gap between Keller
Williams Realty and the rest of the
industry is even greater, and it’s
no wonder, given the world-class
regional leadership and incredible
influx of top talent there.
Not one of us is in this alone, and
never has it been more apparent to
me what it means to be in business
with the very best.
It’s because of you, and everyone
like you who stayed the course,
steadfastly followed the model, took
your lead generation up several
notches and got real about the
market that we’re in, that Keller
Williams Realty is clearly on a
trajectory to become No. 1.
As we do so, it is so important that
we maintain our humility every step
along the way. Our results speak for
themselves; bragging does not serve
us. Always remember that the glue
that holds our culture together is
kindness, well-being and grace.
Yours in humility,
Mark Willis
CEO, Keller Williams Realty
Letter from
the CEO
Not one of us is
in this alone, and
never has it been
more apparent to
me what it means
to be in business
with the very best.
Sept./Oct. 2009 vol. 6 no. 5
OutFront is a publication of
Keller Williams Realty, Inc.
Marketing and Communications Director: Ellen Marks
Editor: Lisa Wahlgren (outfront@kw.com)
Marketing and Communications Coordinator: Laura Price
Copy Editor: Jeff Ryder
Design: Michael Balistreri | Travis Drake
Contributors: Celesta Brown | Jill Dwyer | Jennifer LeClaire |
Elizabeth Millard | Shelley Seale
Advertising: Tom Freireich (advertising@kw.com)
Job Inquiries: (jobs@kw.com)
OutFront is published by Keller Williams
Realty, Inc. The entire document of OutFront is
copyright© 2009 by Keller Williams Realty, Inc.
No portion may be reproduced in whole or in
part by any means including electronic retrieval
systems, without the express written permission
of the publisher. Editorial or advertising does not
constitute advice but is considered informative.
807 Las Cimas Parkway, Suite 200
Austin, Texas 78746
(512) 327-3070 phone
Copyright© 2009 Keller Williams Realty, Inc.
(512) 328-1433 Keller fax Williams Realty Sept./Oct. 2009 • Vol. 6 No. 5
All rights reserved.
outfront 3

Breaking through
across North America!
Fast Track To The Top
Tim Heyl graduated from Texas
A&M University last May with
a degree in finance and a real
estate license that he earned on
the side during his last semester.
Turning down a solid job offer
with a steady income, he signed
on with the Austin Southwest
Tim Heyl
market center in June, and on
July 2, he enrolled in BOLD.
Over the course of the eightweek
BOLD program, he took 10 listings and closed
three contracts. His most recent listing was for a
$2.99 million property. “If it hadn’t been for BOLD,
there’s no way that I would have gone after such an
expensive property,” he says. But armed with BOLD
scripts and a BOLD mindset, he fearlessly picked
up the phone and got an appointment. “I didn’t
address my age; I just explained how ambitious,
persistent and hard working I am.”
Even though Heyl had been in real estate for just
a few weeks prior to BOLD, he’s very clear on the
difference it’s had on his business. “I got one listing
before BOLD, but I felt like it was a matter of luck.
“Now I realize that it’s a matter of picking up the
phone and doing things that are uncomfortable
and doing them all the time – the things that other
people don’t want to do. I know that if I haven’t
talked with 25 people a day about real estate, that
I haven’t done my job. BOLD has made me realize
that real estate is as predictable as you make it.
Successful agents choose to make it predictable at a
high level.”
Based on the momentum that Heyl has
experienced during his first four months in real
estate, he says he’s on track to exceed $200,000
within his first year in the business.
“I knew after college that I didn’t want to settle for
a salary of $60,000. I wanted a job where the harder
I worked, the more money I’d make.”
Looks like he’s found it.
NO "TRYING," JUST "DOING"
A nine-year veteran of the real
estate business, Gary Budek
had a solid track record as a top
producer – until this year when
he describes his production as
“dismal.”
“I was letting the market get to
me and getting entrenched in all
Gary Budek the negative talk.” But halfway
through the year, he left
RE/MAX, signed on with the
Spring Hill (Fla.) market center, and enrolled in the
BOLD program.
That changed everything.
During the eight weeks that he was in BOLD, he
took 14 listings and closed 21 buyer transactions,
quadrupling his production from the first part of the
year. “It was like a new lease on life for my business.
I realized that my mind hadn’t been in the game and
I needed to take a stand and get back to being the
agent that I knew I was.
“It’s like they say in BOLD, ‘There’s no trying, just
doing.’ We can overthink this business, and when we
just do it, it’s amazing. It works.” So much so, that
Budek has signed up to take the program again!
BOLD FACTS: Round 1
A total of 599 AGENTS signed on for
the first round of BOLD this summer, which
was taught at 11 locations throughout
North America. Collectively, they closed
5,582 transactions in seven weeks.
BOLD FACTS: Round 2
1,680 agents signed on at 22 locations.
Projected transactions: 21,000!
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Sept./Oct. 2009 • Vol. 6 No. 5
Keller Williams Realty

You've done it again!
J.D. Power and Associates has awarded Keller Williams associates the distinct honor of
"Highest Overall Satisfaction for Home Buyers Among National
Full Service Real Estate Firms, Two Years in a Row!*"
The time to incorporate this honor into your marketing, advertising
and communications with your clients is NOW!
All use of Licensed J.D. Power and Associates Claims and Awards must adhere to very
specific guidelines that can be accessed from myKW. Go to (http://mykw.kw.com) and click
on the marketing tab to review the guidelines in full and to download images of the award.
*Keller Williams Realty received the highest numerical score among full service real estate firms for home buyers in the proprietary J.D. Power and Associates 2008-2009
Home Buyer/Seller Study SM . 2009 Study based on 3,138 total evaluations measuring 7 firms and measures opinions of individuals who bought a home between March 2008
and April 2009. Proprietary study results are based on experiences and perceptions of consumers surveyed April-June 2009. Your experiences may vary.
Keller Williams Realty Sept./Oct. 2009 • Vol. 6 No. 5
outfront 5

Mega
M
David and Sally Hansen
Madison East, Wis.
Ashley Wilson
Raleigh, N.C.
Robert Grunnah
Austin, Texas
Isabel Stephenson
Jupiter, Fla.
Kathleen Bucher
Austin , Texas
Eric Pruitt
Palm Beach,
Fla.
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Sept./Oct. 2009 • Vol. 6 No. 5
Keller Williams Realty

igration
By Jennifer LeClaire
Keller Williams value
proposition is resonating
with top producers like
never before.
A bright light is shining on Keller Williams
Realty, as mega agents throughout North
America re-evaluate their options in a
tight market.
The word is out about the education,
support and business model that has
helped make Keller Williams Realty the
third-largest real estate company in
the United States. As a result, market
centers are growing, operating principals
are putting together merger deals to
roll in neighboring brokerages, and the
momentum is building.
Keller Williams Realty Sept./Oct. 2009 • Vol. 6 No. 5
outfront 7

MEGA MIGRATION
RALEIGH’S RISING STAR
Ashley Wilson, a prominent player
in the Raleigh, N.C., real estate
community, joined Keller Williams
Realty in May.
She has posted $76 million in
sales over the past three years,
won MAME Award for Top
Producer in 2007 and 2008, and
was recognized with Coldwell
Banker’s National Sales Team of the Year Silver Award.
And she’s only been in the business for six years.
Wilson got her start selling houses in the Triangle
region. It didn’t take her long to get the industry’s
attention. She’s been named one of REALTOR®
Magazine’s 30 Under 30, she’s built relationships with
25 homebuilders, and she’s sold 200 homes in six years.
The Triangle market is faring better than the rest of
the nation, Wilson says, and now she plans to take her
career to the next level.
Deciding that the time was right to start building her
business, rather than the business of the company she
worked for, Wilson observes, “At Keller Williams, it’s
about the people. I want to build my team. I want to
help build the wealth of others. I believe in the Keller
Williams philosophy. That’s why I made the move.”
Although Wilson points out that her move from such
a prominent company surprised her colleagues, she’s
confident that Keller Williams Realty is destined to
become a major force in the market, and she’s looking
forward to helping make it happen.
PROACTIVE IN PALM BEACH
Eric Pruitt was the No. 1 agent
for RE/MAX in the Palm Beach
County, Fla., market for 21 years.
He joined Keller Williams Realty in
July and is now one of the newest
mega agents at the Palm Beaches
market center.
Although Palm Beach County is
one of the hardest-hit real estate
markets in the country, Pruitt is taking a proactive
approach to selling real estate by specializing in “highly
motivated sellers.” In the midst of the downturn, he
remains at the top of his game.
“I believe in win-win or no deal,” Pruitt says. “So
Keller Williams’ commission structure and business
model were attractive to me, but it was more than the
money. It was the culture and the professionalism of the
agents.”
Pruitt is raising the bar higher than ever before, and
has set new goals for listings, sales and revenues. In
his 29 years in the business, he says he hasn’t found
room for training. But he points out that the support
he’s found at Keller Williams Realty is preparing him to
double or triple his million-dollar annual commissions.
“My colleagues were shocked when I moved to Keller
Williams because I’ve been with RE/MAX for so long,”
admits Pruitt, who has closed $25 million in sales in
the past 12 months. I needed a new model – and Keller
Williams has it.”
“THE WHOLE PACKAGE”
Isabel Stephenson’s RE/MAX office
was closing and she had a decision
to make. In July, she opted to join
forces with Keller Williams Realty
– the real estate company that’s
dominating the Jupiter residential
real estate market. Her decision
followed 18 months of reflection,
and the 12-year real estate veteran
wanted the training and support Keller Williams Realty
offered to help her rebuild her business in a down
economy.
“This company has the whole package: the
commission structure, the support system for agents
and the brand recognition in the local market. I wanted
to be with a growing company and Keller Williams
Realty is it.”
Stephenson says the transition to the Jupiter market
center has been “positive.” When you ask her what’s
next, she answers, “I make lots of money!”
Now that she’s regained her enthusiasm for real estate,
her next step is to rebuild her team and start running
with the Keller Williams business model.
Keller Williams has outstanding training
programs for my team, and for myself.
I wanted access to first-class coaching,
because even though I am a topproducing
agent, I know I waste time.
- Robert Grunnah
Austin, Texas
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Sept./Oct. 2009 • Vol. 6 No. 5
Keller Williams Realty

MEGA MIGRATION
ENTREPRENEURIAL EDGE STILL SHARP
During his four-year real estate
career, Robert Grunnah quickly
became a force in the Austin, Texas,
real estate market. He founded
Castle Hill Investments to specialize
in the sale of investment properties
and sold close to $70 million at
the height of the market in 2006.
In August, he joined forces with
the Austin-Southwest market
center, where he knows he can remain an entrepreneur,
while taking advantage of industry-leading training
opportunities.
“The time was right to affiliate with Keller Williams,”
Grunnah says. “I’m not able to provide my team the
training they need because I am too busy doing deals.
Keller Williams has outstanding training programs for
my team, and for myself. I wanted access to first-class
coaching, because even though I am a top-producing
agent, I know I waste time.”
Grunnah was also attracted to Luxury Homes by Keller
Williams. Having established himself in the residential
duplex rental properties niche, he sees the luxury homes
division as a perfect platform to drive additional sales, as
he moves forward with a goal of bringing his successful
single-family duplex sales model to market centers
across the United States.
“More experienced agents are now looking at Keller
Williams Realty as a viable business model,” says
Grunnah, who closed $21 million in 2008. “I can see
the tide turning. Mega agents are recognizing the value
proposition of the company. With the training available
at Keller Williams, I expect my production to rise back to
$50 million within two years.”
INROADS INTO MILWAUKEE
A Milwaukee suburb, that’s
approximately 90 minutes from
Madison, the Brookfield market
has barely heard of Keller Williams
Realty. That’s all soon to change.
The mega agent, husband-wife team
of David and Sally Hansen began
putting their 30 years of experience
to work for Keller Williams Realty
this summer. Having been aligned with one of the largest
independent brokerages in Madison, Wis., they signed on
with Keller Williams Realty on July 4, a day they now refer
to as Independence Day in more ways than one.
The decision to switch allegiances to Keller Williams
Realty was not an overnight one for the Hansens. The
mega agent couple had been approached by every major
brokerage and some not-so-major brokerages.
“We want to help build a Keller Williams Realty office in
Brookfield. We’re actively building our profit share tree
just by explaining to agents Keller Williams’ business
model. We’re either pioneers or guinea pigs. We prefer to
be pioneers,” Sally quips.
As Certified Distressed Property Experts and with
expertise in commercial real estate, the Hansens are
ready to take on the Brookfield market and have a
significant sphere of influence to tap into.
“With KW Commercial growing as it is, people are going
to be really surprised at how quickly Keller Williams
Realty grows here,” David says.
“We believe in education and training, so Keller
Williams Realty was very attractive to us from an
operational perspective,” he adds. “This company also
focuses more on the agents rather than the brokerage,
and they have a much sounder approach to growing. The
business model just makes sense.”
LUXURY ALIGNMENT
Kathleen Bucher has been a major
player in the Austin real estate
market for nearly two decades. She
first hung her license with RE/MAX
and then with Coldwell Banker
before transferring to the Austin -
Southwest market center in August
to capitalize on the city’s luxury
housing market.
A member of the Elite 25, who consistently sells more
than $20 million a year, Bucher concedes, “for an agent
who does as much business as I do, transitioning to a new
company can be complicated. I always have properties
under contract. I always carry a high inventory of listings
and I always have closings."
Nevertheless, she determined that Keller Williams
Realty was a move worth making, and she took the leap.
“Keller Williams is agent-driven,” Bucher says, “and
the luxury division really enticed me because I’ve been
growing that part of my business. The opportunity to be
a part of such a strong luxury program was a big plus.”
After just two weeks on board with the company,
Bucher discovered another benefit: individual agent
Websites. All told, she’s wondering why she didn’t make
the move two years ago. kw
Keller Williams Realty Sept./Oct. 2009 • Vol. 6 No. 5
outfront 9

MEGA
CAMP
MEGA MOMENTUM
Breaking records
and barriers!
Lighting the fire within at Mega Camp 2009
Concentrating on mindset this year, Dianna Kokoszka confers
with Martin Bouma.
Mega Camp 2009 came with a call to “Light the
Fire Within,” and if the 100-degree-plus temperatures in
Austin, Texas, were any indication last month, it appears
that the event’s 6,500 attendees managed to light fires that
heated up the entire town.
Record-breaking attendance defied all odds within
an industry that is retrenching – creating a new
understanding of the Keller Williams difference and
sparking rave reviews from attendees who boarded their
planes recharged and ready to seize the market with a
renewed sense of purpose and power.
Highlights from the three-day event:
• An announcement from Mark Willis, CEO, that
Keller Williams Realty was voted highest in customer
satisfaction among home buyers and second highest
in customer satisfaction among home sellers in the J.D.
Power and Associates Home Buyer - Seller Study for the
second year in a row. (See page 5)
• The rollout of myKW – the associate-facing side
of kw.com that consolidates all Keller Williams tools,
resources and enhanced reporting functions in one site.
(See page 12)
• A thoroughly successful second annual Luxury Homes
by Keller Williams retreat, providing members with the
opportunity to network with other high-end associates
throughout North America, and sharpen their edge at
highly targeted business-building sessions.
(See page 11)
• An eye-opening exploration of the new world of
social media by Mega Tech keynote speaker, Juliette
Powell author of 33 Million People in the Room.
Powell’s overriding message to attendees: “Build social
capital by adding value to your community. Position
yourself to become the ‘it’ person. Social media has a
low barrier to entry and gives you the potential to
become a ‘microcelebrity’ within your community."
• Reinforcing the idea that mastery in any field is
a function of focus and lots of practice, Gary Keller
interviewed an inspirational array of musicians, an
accomplished painter, a motivational speaker with
severe physical challenges, and a Harvard-educated
writer and speaker who was homeless during her
adolescent years.
• Lessons on lead generation and wealth building from
Alan Domb, a top-producing real estate broker for
the past 20 years, who now controls 75 percent of
Philadelphia’s center city condo market.
• A Mega Leadership wrap-up address by Susan Scott,
author of Fierce Conversations and the soon-to-bepublished
Fierce Leadership.
Power-packed panels, notable networking and the release of
myKW made this Mega Camp the most memorable yet!
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Sept./Oct. 2009 • Vol. 6 No. 5
Keller Williams Realty

LUXURY AGENTS
BRIEFED ON “MADISON
AVENUE” METHODS
MEGA MOMENTUM
MEGA
CAMP
"'Perfect' homes go unsold all
the time,” Stan Barron told
attendees at the second annual
retreat for members of Luxury
Homes by Keller Williams.
An advertising consultant,
author and REALTOR®,
Barron provided attendees
with strategies for breaking out of the mold
in the marketing of their properties, based
on key tenets of effective advertising. Namely:
talk benefits, not features. "Sell a lifestyle.
Describe what it’s going to be like to live
there."
• Tap into the emotional reasons why
a buyer might want to live in a listed
property and set out to sell the fantasy.
Sellers are often the best sources of
information. Ask them what attracted them
to the property in the first place, their
favorite time of day and year, and whether
they have interesting stories to share
about the house.
• Get professional-quality photographs,
Barron emphasized, and above all: create
attention-grabbing headlines. "Headlines
are read five times as often as anything
else, so that’s where the home’s most
compelling features need to be captured."
• Embrace whatever features might
typically be viewed as drawbacks in an
effort to market the home toward a
targeted niche: If the home has a small
yard, emphasize the benefits of "low
maintenance." If the price is high,
emphasize the status and prestige
of living there. "Embrace what the
home has to offer and get the home’s
personality into the marketplace."
For more insight into Barron’s distinct
approach to marketing and advertising
properties, he suggested attendees
conduct a Google TM search on “Stan Barron
headlines,” as well as visit his Website
(www.stanbarronproperties.com).
2nd annual Luxury Homes
Retreat proves to be the
"right thing - at the right time"
Priceless Pointers
“Four leads that resulted in three sales, two referrals, a
wealth of new business-building ideas, outstanding speakers
and some of the best accommodations in Austin, Texas.”
That’s how Theo Harris, associate and operating principal at
the Baltimore market center, described the pre-Mega Camp
Luxury Homes retreat, which nearly tripled its attendance
and networking opportunities in 2009.
For Shari Harris, team leader, the greatest value was the
new ideas for effectively coaching luxury agents, while
“creating lasting connections with other luxury agents
throughout North America.
“The level of instruction has been spot on. We would never
miss this event,” she said. As far as Mega Camp as a whole:
“Prior to joining Keller Williams, we used to go to the NAR
Convention every year, but we no longer feel the need to go
outside of Keller Williams for education and networking.”
From left to right: Theo Harris, Aaron Rice, Dee Shutlz
From left to right: Barbara Preston, Peg Braxton,
Russ Eitel, Amber Hart, Mary Lynne Gibbs, Kathy
Neu, Elaine Garner
Connections and contacts were cultivated at the 2nd annual Luxury Homes Retreat
in Austin, Texas. Attendees also enjoyed guest speakers including Sara Canaday,
Certified image consultant, and Stan Barron, a noted advertising consultant, author and
REALTOR®.
Keller Williams Realty Sept./Oct. 2009 • Vol. 6 No. 5
outfront 11

MEGA
CAMP
MEGA MOMENTUM
It’s here and it’s already changing the way that Keller Williams associates conduct business. Serving
as a one-stop resource for everything Keller Williams, myKW centralizes access to the intranet, as
well as all Keller Williams technology, training, education, MAPS coaching, and reporting resources.
myKW has been designed to be customized by every Keller Williams associate, allowing for:
1. Up-to-date information on profit share, personal production and goals
2. Instant access to all Keller Williams tools and resources
3. Connection to all communities
Highlights of myKW include:
Recognizing that accountability is a critical thread
that unites all high achievers, current production
and capping information will be automatically
updated and will appear on the dashboard, every
time associates log in. myKW also incorporates a
customizable reporting interface on the reports tab.
An upgraded referral search feature enables
associates to identify their areas of specialization
within their referral profile and conduct referral
searches for clients, based on specific criteria. Within
a single entry search box, associates can enter, for
example, cities, designations, languages spoken, as
well as a particular expertise such as short sales,
luxury homes or commercial.
A comprehensive search feature allows
associates to see at one glance all of the resources
available on a particular topic. For example, entering
“short sales” into the search bar will return a
comprehensive list and online access to everything
available from Keller Williams Realty pertaining to
short sales – training classes, KWU course materials
(which are now downloadable), KWConnect videos,
Agent Mountain content, interviews with Gary Keller,
and MAPS Coaching programs.
In order to integrate the Keller Williams
culture of sharing into myKW, the new platform is
designed to create a closer connection and greater
synergies within communities. Members of the
luxury homes and commercial divisions can access
their online communities right under profile pictures.
Also, online for all Keller Williams associates is the
distressed properties community where associates
can learn and share tips for listing and buying REOs
and short sales.
The myKW calendar feature currently
indicates all upcoming events sponsored by the Keller
Williams Realty International Support Center. By
Family Reunion, this calendar will integrate market
center and regional training calendars. kw
To learn more about the full potential of myKW to
power your business, go to (http://www.kw.com),
and enter "myKW" into the search bar in the
upper right of the home page.
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Sept./Oct. 2009 • Vol. 6 No. 5
Keller Williams Realty

MEGA MOMENTUM
Cary Sylvester
Named Director of the AssociateTechnology Council
MEGA
CAMP
Following a distinguished group of real estate
professionals that includes Mike Brodie, Georgia
Alpizar, Craig Owen and Dave Therrien, Cary Sylvester
was named director of the Associate Technology
Council (ATC) last month. A distinctly Keller Williams
concept, the ATC harnesses the collective vision and
expertise of Keller Williams Realty's most tech-savvy
real estate professionals in the company for purposes
of determining the direction of the entire slate of
Keller Williams technology products and services – all
of which are grouped under
the umbrella of the Electronic
Agent Consortium (eAgentC).
In a recent interview, Cary
Sylvester, executive director
of information technology
for the Keller Williams Realty
International Support Center
discussed the company's
current technologies and the
opportunities that lie ahead.
OutFront: What’s your
perspective on your role as
director of the ATC
Cary: eAgentC was built, and
is run, by many of the most
technologically adept agents
throughout North America.
My job is to support, direct and
implement that vision, and
continue to give our associates
a competitive and operational
advantage through technology.
Cary Sylvester
The ATC consists of an amazing
group of individuals who
bring a wealth of knowledge to Keller Williams, and
its structure very much reflects the philosophy of our
company – run by agents for agents.
OutFront: What distinguishes Keller Williams Realty's
technology offerings
Cary: We offer a huge platform of technology via
eAgentC for $10 a month, and what’s unique about our
approach is that the $10 is devoted to providing agents
with industry-leading tools to build their businesses
– not corporate branding or national corporate
advertising campaigns. Our direction and priorities are
guided by agents, and we are the clear industry leader
in a number of key areas. Kw.com has more listings
than any other home search engine in North America,
which is a critical competitive advantage. As we know,
98 percent of homeowners are starting their home
search online, and they don’t need to look any further
than one of our agents’ Websites. Of course, the Keller
Williams Listing System (KWLS), which immediately
uploads listing information to all of the major home
search sites once they are entered into the system, is an
unsurpassed advantage in a listing presentation.
OutFront: What’s the most underutilized capability
Photo by: Matt Lankes
Cary: I think the biggest
opportunity that too many
agents are missing is the full
scope of IDX capabilities, which
are free through eAgentC. IDX
powers the lead cultivation
process by noting the listings
that visitors to their sites are
clicking on and tracking activity
on the site throughout the home
search process. It also supports
niche strategies, by inviting
visitors to search within a
designated property type, price
range, neighborhood, etc. For
example, “Click here to view
lakefront homes.”
OutFront: What’s new
Cary: Having just launched
myKW, the agent side of kw.com,
we’ve streamlined access to
all Keller Williams tools and
resources via a single portal.
We’ve also vastly enhanced our
agents’ ability to connect within online communities
and to reach out more effectively in targeting referrals.
OutFront: What’s next
Cary: By Family Reunion 2010, kw.com will be the
best real estate Website in North America – with an
overarching goal of continuing to drive more and more
leads to our agents. Stay tuned.
LEARN MORE ABOUT myKW HERE:
http://www.kw.com
Keller Williams Realty Sept./Oct. 2009 • Vol. 6 No. 5
outfront 13

FROM THE CHAIRMAN
Script Power
By Gary Keller, co-founder and chairman,
Keller Williams Realty
Scripts rule!
Whether you’re generating leads, calling FSBOs, explaining the importance of pricing a home
competitively, or being asked to discuss your commission, nothing is more important than a wellrehearsed
script that keeps the conversation on track.
There’s no question that internalizing the dialogues that drive real estate sales is the foundation for
a highly successful career in this business. When I was getting started, I practiced scripts with a roleplaying
partner every morning, prior to picking up the phone and lead generating. Recently, I sat down
with some of the top-producing agents in our company and role-played some more.
The complete video from that conversation is available on Agent Mountain. Log on to (www.
agentmountain.com). Click on "Video," then "Scripts and Dialogues Roundtables."
Here's a great script that we shared for discussing the listing price, with a potential seller. kw
Scripts
that sell
Gary Keller (as the prospective seller): We’ll lose
money if we sell it at that price. We need to net
$30,000.
Agent: Gary, a buyer doesn’t care what you
need. They’re only willing to pay fair market
value for your home. And based on the comps,
it looks like fair market value is going to net you
closer to $15,000.
Gary: But I need $30,000.
Agent: Let me ask you this, are you willing to
stay in your house for another five or six years in
order to get $30,000 in equity out of your home
Gary: Well, I was hoping not to.
Agent: Because if you look at the trends and
what’s happened to housing prices, we’re
probably looking at a minimum of five to six
years before we return to the values of a couple
of years ago. You know, there are 50 houses for
sale in your price range, and right now, they’re
selling at a rate of about one a month. As you
can see from this graph, only 16 percent of the
houses on the market sold last quarter. If you
want to be out of this house by winter, we’re
looking at two, maybe three houses selling out
of 50. We have to be positioned as one of those
three that are going to sell. It’s a matter of supply
and demand. If there are 10 houses on the
market and you are priced up there with number
nine or 10, all you’re doing is helping numbers
five through one to sell.
ROUNDTABLE PARTICIPANTS:
Kristina Arias, associate, Integrity First Realty-Mesa/Gilbert market center
Martin Bouma, associate, Ann Arbor market center
Michaelann Byerly, associate, New Tampa market center
Doris Carlin, associate and operating principal, Joplin market center
Tony DiCello, manager, MAPS Coaching
Gary Keller, co-founder and chairman, Keller Williams Realty
Dianna Kokoszka, president, MAPS Coaching
Brad Korn, associate, Kansas City-Eastland market center
Linda McKissack, associate, Denton market center; regional operating
principal, Ohio Valley
David Norberg, associate, La Mesa/East County market center
Lesley Thomas, associate, Atlanta-East Cobb market center
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Sept./Oct. 2009 • Vol. 6 No. 5
Keller Williams Realty

“Affordable
Health Insurance
is Finally Mine!”
HEALTH PROVIDERS PROGRAM
Health Providers Program
expands options
I've been
struggling for
more than two
years to find
health insurance.
Most companies
Jeannine Gaster either turned me
down flat because
of my past history of melanoma, or
quoted a rate that was very expensive
with a large deductible. An example
was a plan costing almost $500 a
month with a $5,000 deductible.
I decided to look into the major
medical being offered through the
Keller Williams Health Providers
Program. I called the 800 number and
the customer representative was very
helpful.
As I had previously experienced,
I received the dreaded call in a few
weeks stating I would have to speak
to the underwriting department. That
usually was the step that resulted in
my being turned down. However, this
time I returned from vacation to find
a Priority Mail package waiting for me
with a policy.
The price was actually what had
been quoted on the phone with
no surcharge for previous medical
problems. This is all very similar to
what I had as a dependent on my
ex-husband's insurance. I can now
concentrate on real estate and stop
looking for a job with benefits.
- Jeannine Gaster, associate,
Slidell (La.) market center
When the Keller Williams
Health Providers Program was
introduced to associates in
February of 2009, it represented
a new chapter is the company’s
value proposition – offering
all KW associates options for
limited medical benefit plans,
vision, dental, cancer and
catastrophic coverage.
As promised at the time, the
addition of new benefits and
new providers has continued
to enhance the program. The
addition of Small Business
United Association (SBU),
which was announced at Mega
Camp last month, opens up a
unique group platform to Keller
Williams associates, available in
all 50 states.
“We are simply thrilled to be
able to offer yet another option
for our family members to take
care of their own and their
families’ health, and we are
grateful to SBU for helping us
to further this objective,” says
Mary Tennant, president and
COO.
As of Oct. 1, 2009, SBU will also
offer Keller Williams associates
several 401(k) plan options for
self-employed persons, as well as
Group Term Life, Group Short-
Term Disability, Group Long-
Term Disability and purchasing
discounts for legal services,
human resources services and
more.
“The plans we are providing for
Keller Williams associates are
unique because it allows them,
for the first time, access to a
wide range of health insurance
programs on a group basis. All of
our health insurance plans are
guaranteed issue with no health
questions asked, and some
don’t even have a pre-existing
exclusion. In addition, Keller
Williams associates can now get
AFLAC plans to supplement their
existing health insurance or our
own plans,” says Tom Newby,
president of SBU.
Open enrollment for Keller
Williams associates continues
through Oct. 15, 2009, for a Nov.
1, 2009, effective coverage date.
After open enrollment, new
agents joining will be able to
enroll on an ongoing basis, and
coverage will become effective
60 days after their start date with
Keller Williams Realty.
For more information on the
new benefit options, and updates
to the KW Wellness Program, go
to (www.mykw.com) and click
on the Resources tab, then “KW
Wellness Program.” kw
Keller Williams Realty Sept./Oct. 2009 • Vol. 6 No. 5
outfront 15

YOUR FIRST HOME
Racing to the
finish line
Your First Home fuels final
dash for first-time home
buyer tax credit
By Elizabeth Millard
2009 stands to go down in real estate history as the year of the
first-time home buyer. The Obama administration’s first-time home buyer
tax credit, slated for Jan. 1, 2009, through Nov. 30, 2009, coupled with sharp
improvements in housing affordability, breathed new life into home sales.
First-time home buyers were projected to account for
53.5 percent of U.S. home sales in 2009 – up from 41
percent in 2008, according to the National Association
of REALTORS® (NAR), and by all accounts, they'll
exceed that figure.
Amidst the flurry of first-time home buying
activity, Keller Williams associates are sharpening
their competitive edge, leveraging Your First Home
to cultivate leads, and hosting Your First Home
seminars based on the downloadable presentation
on the Millionaire Systems Website (www.
millionairesystems.com/msys/YFH.html).
Among them: Shayla Sharp, associate with the Mid-
Willamette market center, Corvallis, Ore. “Associates
can do a lot to help buyers take advantage of the
timing," Sharp says.
This summer, Sharp, along with fellow associates
Kathy Corjasso and Judy Clark, have been highly
successful with informative seminars for prospective
first-time home buyers. As part of the seminar, Sharp
invited a lender, a title company and the manager from
the Willamette Neighborhood Housing Services. She
advertised the events on Craigslist, as well as on a local
community calendar and some social networking sites.
The June seminar drew in 22 attendees and resulted
in five buyers. The July event drew in 23 attendees, and
has resulted in another four sales to date, with more
prospects in the pipeline.
INFORMATION EDGE
Sharp attributes the success largely to the highly
informative presentations. She put together spiralbound
booklets for attendees, and along with Corjasso
and Clark, covered short sales, foreclosures, buyer
experiences, the advantages of working with an agent,
loan programs and the $8,000 tax credit. The lender,
title company representative and manager from the
neighborhood housing services organization also spoke,
and attendees were invited to jump in with questions at
any point.
Based on the success of the seminars, Sharp has the
following recommendations:
• Pursue a team approach that draws upon the
expertise of a lender and title company representative.
Advertise at least two weeks in advance. Find a
comfortable, easily accessible location, such as the
meeting room of a local library.
• Download the Your First Home PowerPoint
presentation as a seminar guide.
• Be informative, but don’t overwhelm attendees with
information. Remember that other presenters will be
giving attendees information to digest as well.
“Modifying materials to the audience is crucial,”
Sharp says. “We opted to use our own materials and
tailor those to fit our particular location, market and
demographics. This is a very key element. A presentation
designed for a large metropolitan center may not work
for a university town, which is our location.”
She adds that Your First Home is the ideal gift for
attendees, and she includes a business card in every
book that she gives out.
Maggie Crosby, team leader at the New Bern, N.C.,
market center, recently held a Your First Home Webinar
for Keller Williams associates, and offers additional
16 outfront
Sept./Oct. 2009 • Vol. 6 No. 5
Keller Williams Realty

Shayla Sharp
Kathy Corjasso
Judy Clark
insights into how to optimize both attendance and
impact at the seminars. Beyond utilizing Keller
Williams resources, she encourages agents to start
thinking creatively about lead generation for first-time
home buyers.
“You have to be focused on finding people to go to
your seminar,” she notes. “Start pulling from different
resources in the community, which include banks,
leaders at community development programs, and even
make contacts at workplaces such as hospitals, fire
stations, K-12 schools, community colleges, military
bases and grocery stores."
Reaching out to clients in their late 40s and 50s is also
useful, she adds, because many tend to have children
who are considering buying their first home. “Think
outside your normal database,” says Crosby. “There
are prospects everywhere. Follow the wedding and
birth announcements in the paper. Talk to wait staff at
restaurants. Talk to everybody.”
On a final note, Crosby emphasizes that agents should
be thoroughly knowledgeable about the $8,000 tax
credit for first-time home buyers, because that’s a major
source of questions.
“The more you know, the more you can share,” she
says. “You can become a valuable resource to them, and
a partner, which is particularly important as this tax
credit opportunity comes to a close.” kw
JOIN THE CONVERSATION!
The Your First Home Facebook page (www.facebook.com/yourfirsthome) is a growing
online community of Keller Williams associates, whose niche includes first-time home buyers.
Some recent business-building suggestions from fans of the page:
MICHELE REID KYLE HINRICHS CRISTIAN TRAMONTOZZI
Michele Reid, associate,
Towson (Md.) market center,
identified recently graduated
(and employed) friends of
her college-age children, and
sent them copies of Your First
Home, along with a flier on the
$8,000 tax credit.
Kyle Hinrichs, associate,
Hudson (Wis.) market center,
gives a second copy of the
book to all of his first-time
buyers at closing, and requests
they share it with one friend
who’s in the market for their
first home.
Cristian Tramontozzi
posted signs for a first-time
home buyer seminar at his
neighborhood association, and
noted that the first five people
to register would receive a free
copy of the book.
Keller Williams Realty Sept./Oct. 2009 • Vol. 6 No. 5
outfront 17

To the top
Persistent talent search sparks turnaround
By Steve Tufts, operating principal, Jacksonville Beach market center
This is a success story
that includes ALC
commitment, mega
recruiting, two mergers,
and just working on the
“blocking and tackling” as
a market center. It is about
the Keller Williams models
and culture at its best.
The Jacksonville Beach
market center was opened
in May 2006, a challenging
Steve Tufts
time to be starting a real
estate business in Florida.
After struggling through
2006 and 2007, and experiencing sizeable losses,
things began to change in early 2008.
At the end of 2007, Jacksonville-area agents were
looking for answers to the issues of the shifting
market and not finding them at the local, full-service
or discount firms. All over our market, brokerages
were eliminating services and increasing fees to
agents. At the same time, our new Jacksonville Beach
market center had quietly grown from
No. 19 in the market to No. 7.
Two things happened in the first
few months of 2008 that changed this
market center: First, one of our ALC
members happened upon an icon
agent, Phil Pierce, in a restaurant. Phil
was on our “top 50” prospect list and
had been talking with us for years.
He was becoming frustrated with
his current brokerage. He agreed to
meet with us again, and after several
interviews, Phil joined us in January
2008.
In the next few months, he became
our biggest fan and told everyone
how happy he was at Keller Williams
Realty. By year's end, his Level 1 profit
share tree had five megas in it. Our estimate is that his
presence in our market center was responsible for at
least 10 recruits that year, and another 10 or so who
are still in the pipeline.
A similar thing happened again that April. Margi
Petitt, another icon in our market ran into one of our
ALC members. We had been in dialogue with Margi
for several years. She mentioned that the future of
her current real estate office was uncertain, and she
agreed to meet with us the following week. She joined
us a few days later.
The next day, her managing broker, Connie Grubbs,
called to arrange an exploratory meeting. After a
few meetings, she agreed to introduce me to the
owner of the office in the hope that a merger could
be accomplished. Before the meeting ever occurred,
most of the top producers in the office had already
decided to join forces with our market center.
At the request of the remaining agents, we held a
group orientation meeting that was attended by 14 of
them. By the time we met with the owner, the “foldin”
was essentially completed. The only thing left to
decide was what to do with pending contracts and
Jacksonville Beach profit share earners celebrate their first check
18 outfront
Sept./Oct. 2009 • Vol. 6 No. 5
Keller Williams Realty

Steve Tufts on how the Jacksonville Beach market center went from No. 19 to No. 1
• We were patient - yet - persistent in building relationships with the top talent in the marketplace.
• We embraced the Keller Williams models and the concepts taught in Profit Camp.
• We taught from SHIFT and The Millionaire Real Estate Agent constantly. We retaught the MREA models that most of our new
agents and some of the veterans had never learned.
• To provide motivation, we talked about the law of equilibrium regularly, emphasizing the approaching period of growth and the
importance of lead generating for “mind share” during the slow times.
• We created an army of “local economists of choice” in our community by regularly distributing a collection of reports,
statistics and relevant news to our agents.
• We were aggressive with pricing listings and scrutinizing expenses.
• We taught classes on handling REO property and short sales.
• We held group accountability classes focused on lead generation and time blocking.
• We created an atmosphere of being on the leading edge of market survival techniques.
how to announce the “merger.” Connie became our
productivity coach and new agent mentor.
This fold-in brought another 20 agents to our market
center. Again, they raved in the marketplace about
our culture, our training and the quality of Nancy
Freeman, our MCA, and Pat Sarver, our director of
first impressions.
In the following few months, at least 10 other agents
joined us on the news that Keller Williams Realty was
the “place to be” for producing agents. Among them:
another icon, Mark Werner, a local developer and
broker. He closed his office and folded his operations
into our market center. Although there were only
four people involved in the fold-in, the news was very
big, and we ended up with a large Keller Williams
billboard in front of a high-profile condo complex.
By the end of 2008, we had netted approximately 30
engaged producers while eliminating
two competitive offices that had been
in the top 10 in recent years.
In February 2009, Mark Dilworth,
another local icon who had been
talking with us for almost three
years, joined our market center as
team leader. His presence gained
the enthusiastic approval of our
existing agents and the attention of
the local market. He further added to
the sense of calm confidence of our
associates. He immediately recruited
Neil Esfahani, one of the most well-
Mark Dilworth
known commercial land agents in the
area, and our commercial division was
born. Like the others, Neil had been in dialogue with
us for several years.
The change in our financial results has been
noteworthy. We’ve been profitable for 13 of the past 14
months. By year-end 2008, we had grown our listing
volume by 48 percent, our closed volume was up by 30
percent, our GCI by 26 percent, our company dollar
by 25 percent, and we made a $73,000 improvement in
our profitability. We ended 2008 ranked No. 3 in our
local market in units and No. 4 in volume.
At the same time, we’ve hit our goals for KW Cares
donations and have devoted countless hours to local
charities. We are known in the community for having
an optimistic, upbeat, positive culture.
In the first six months of 2009, we cleared our loss
carry forward and profit shared for the first time in
July. Our local newspaper covered the story.
As of August 2009, the Jacksonville Beach market
center is tied for No. 1 in market share among the five
Jacksonville Beach MLS territories. We are also the
No. 2 office in the entire Jacksonville-area MLS by
volume.
What we’ve come to learn is that any day, any
associate might run into someone
casually or receive a phone call that will
materially change the market center. The
challenge is to get up every day and lead
by example. We need to focus on positive
outcomes for our businesses, despite
short-term challenges.
Having been with our market center
for nearly a year and a half, Phil Pierce’s
recent comment sums up the Keller
Williams opportunity.
“This place is unreal. I wish I had
listened to you when you first called me
three years ago. I wish you had come
over to my house and grabbed me by
the collar and dragged me over here and
made me listen to you. My life would have been better
and my wallet would be a lot thicker.” kw
Keller Williams Realty Sept./Oct. 2009 • Vol. 6 No. 5
outfront 19

President’s
Perspective
Dear
Team,
Impact of June 2009
SHIFT into Profit Share
campaign:
• 17,000 additional copies of SHIFT into
the hands of prospective new agents
• 2,706 new associates joined Keller
Williams Realty in June (a 15% yearover-year
gross increase)
• FIRST year-over-year increase in agent
count since April of 2007
• BIGGEST year-over-year increase since
May of 2006
• Net change for NAR’s June 2009 yearover-year
membership: -10%
I couldn’t be happier about the fact
that so many of you are realizing
what a great time this is to grow
your profit share trees.
This past summer represented
one of the biggest growth surges
in the history of our company; it’s
just the beginning of the next era
in our growth trajectory. For those
of you who are partnering with us
in growth by attracting new talent
into your market centers, you too
are on the edge of a huge financial
leap forward.
It is such a joy to be a part of a
company that is so devoted to
building wealth for its people –
people who then in turn devote
themselves to helping others build
wealth. Since 1997, Keller Williams
Realty has given $237.7 million back
to our people in the form of profit
share. We anticipate that profit
share for 2009 alone will amount
to $25 million. That’s a fabulous
statistic in any economic climate,
but within the current economic
upheaval, it’s nothing short of
astounding.
We’re not about playing small in
this company, and helping others to
achieve their dreams is a large part
of what drives us.
For most of us, dreams take
money, and in many cases, a whole
lot of money. If that’s the case with
you, we’re thrilled.
Gary Keller didn’t write The
Financially Solvent Real Estate Agent
or The Reasonably Comfortable
Real Estate Agent. He wrote The
Millionaire Real Estate Agent, and
that was just the beginning.
So don’t hesitate to set the bar
high for yourself. You are in good
company!
As Shaun Rawls, regional director
for our Upper New York – Tri-
State Region, recently pointed
out, tapping into this profit share
opportunity is a matter of thinking
enough of yourself to know that you
are worth it. You deserve it. And it’s
yours for the taking.
If you are looking for some
guidance on how to go about doing
that, we have put together some
extraordinary resources this year.
We’re encouraging every team
leader to teach our new profit share
class every week in the market
center. Make sure you attend that
course – again and again. And
thanks to our new intranet, you
can access all of our profit share
resources from one spot.
Just go to (www.mykw.kw.com)
and enter profit share into the
search box.
As we power forward with our
real estate sales careers, it’s the
alternate stream of passive, profit
share income that can stand as
the foundation for our financial
wealth. It’s up to all of us to decide
whether we’re going to be one of the
people who seizes the profit share
opportunity that’s out there, or one
of those who lets it slip by.
Yours in opportunity,
Mary Tennant
President and COO
Keller Williams Realty
20 outfront
Sept./Oct. 2009 • Vol. 6 No. 5
Keller Williams Realty

OUR MAIN EVENT
FEBRUARY 20 - 24 • NEW ORLEANS, LOUISIANA
Red Bash
Powerful speakers
Real fun
keller williams realty
WHAT IS FAMILY REUNION
Culture
Notable networking
Moments that inspire
Want to attend Family Reunion for free
Visit (http://familyreunion.kw.com/outfront.shtml)
to be eligible to win back your registration fee!
Breakthrough breakout sessions
Extraordinary stories
Industry-leading
education
All new
3-month payment
plan available!
Register by Nov. 15
and get access to
Gary Keller's
special session.
Keller Williams *No Realty purchase necessary. See official rules and regulations Sept./Oct. on Website. 2009 • Vol. 6 No. 5
outfront 21

COMMERCIAL GROUP IN ATLANTA
Changing the way commercial
real estate is done
By Jennifer LeClaire
Charlie Lockwood
David Thomas
Among commercial real estate agents in Atlanta,
Charlie Lockwood and David Thomas are at the top of
the list.
Lockwood has been doing commercial deals since
1972, and in April of this year, he joined forces with the
Atlanta-Perimeter North market center as director of
the newly formed commercial division.
“I was working with a small firm and was not sure
that the direction they were heading was best for me,”
Lockwood says. Having made a name for himself with
some of the most prominent firms in commercial real
estate, Lockwood discovered that, “Keller Williams was
the right fit for me at this stage in my career.”
His list of reasons for choosing Keller Williams
Realty is a long one, but at the top of it is the referral
network from residential agents, the rapidly growing
North American network of commercial agents, the
commission structure, the profit sharing, and the
opportunity to cultivate multiple streams of income.
A renowned power player, Lockwood graduated from
Georgia Tech with a civil engineering degree and was
awarded a Teagle Fellowship to attend the Harvard
Business School where he received his MBA. He has
been an Atlanta Commercial Board of REALTORS® Top
5 Producer in Retail and received the Phoenix Award in
2004 in recognition of having achieved Million Dollar
Club status for 10 consecutive years. He’s a past director
of the Commercial Board of REALTORS, and in 2008, he
was named REALTOR of the year. He currently serves
as chairman of the board of governors of the Georgia
Institute of Real Estate.
“Charlie is a respected leader in the commercial
industry,” says Connie Carlson, team leader. “He’s
at the stage in his career where he’s looking to help
mentor people."
POWERFUL MAGNET
According to Carlson, Lockwood did not waste any time
in growing the market center’s commercial agent base.
As soon as he came on board, he booked a professor of
economics from Mercer University at a Keller Williams
Realty event to discuss the local real estate market.
That event drew big name brokers such as David
Thomas, who signed on a week later and brought
several commercial brokers with him. With more
than 35 years of experience in commercial investment
real estate, Thomas’ credentials include: REALTOR
Associate of the Year and “Exchanger of the Year” for
the state of Georgia.
“Charlie and David have given me a long list of
respected commercial brokers in the Atlanta area and
have helped me continue conversations with a number
of them,” Carlson says. “Since they came on board,
we’ve added 16 agents.”
ACHIEVING MORE
Lockwood describes himself as a team player and he
knows how to leverage multiple levels of expertise. He
recently got a referral from a Keller Williams residential
agent to lease a medical office building, and quickly
teamed up with two other commercial agents in the
market center to make a strong presentation that
tapped into each of their specialties.
“Rocky Kaufmann has experience with landlord
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Sept./Oct. 2009 • Vol. 6 No. 5
Keller Williams Realty

epresentation and office property
sales. Grace Wilson has experience
in landlord representation. "I
came out of a background of
development, leasing brokerage
and tenant representation,”
Lockwood says. “We’re expecting to
get a 50,000-square-foot lease from
that presentation.”
Lockwood is also helping to lead
a “power hour,” during which the
market center’s KW Commercial
agents get together to share
information and motivational
items that equip the team for
greater success with prospective
client calls. He says the commercial
agents encourage each other and
hold each other accountable.
“My goal is to change the way
commercial real estate is done. The
commercial industry has always
been very close to the vest and very
competitive – even within the same
company,” Lockwood says.
"Charlie exemplifies the Keller
Williams culture. The new agents
that are coming in from larger
brokerages are experiencing
something different, and it’s
opening eyes to a community of
sharing.” kw
Keller Williams Realty Sept./Oct. 2009 • Vol. 6 No. 5
outfront 23

Top 50
Producing Teams*
* Based on transmittals received for all June/July 2009 closed transactions identified with the specific team.
Name City, State GCI Units
1
2
3
4
5
6
7
8
9
10
11
12
13
14
15
16
17
18
19
20
21
22
23
24
25
26
27
28
29
30
31
32
33
34
35
36
37
38
39
40
41
42
43
44
45
46
47
48
49
50
Rushforth Team
Rhodes Team
The Buehlers & Associates, Inc.
Bocage Team
The DeLois Smith All Star Team
Bizzy Blondes
The Middleton Team
Express Realty Services
Brenkus Team
Seybert Team
Guldi Real Estate Group
Mike Clarke Group
The Ida Terbet Team
The Jan Richey Team
Brandon Green and Associates
Pat Hiban Real Estate Group
Lentz Team Associates
Ruben & Mary Solis
Brad Reeser Group
Sue Adler Team
The Belt Team
McKissack Group Realty
The Builders Wife Team
Jennifer Young Team
Tricia Fox Group
The Jeff Silva Team
The Joe Iuliucci Team
The Rivers Group
The Franke Team
The Bartlett Real Estate Group
The Michael Reese Group
Bouma Group
The Monaghan Group
Joel Nelson Group
The Elite Partners
C. Morgan Davis PC
CC Sells
The Josh Bath Team
The Parsons Real Estate Team
The Rugolo Team
Philbeck and Associates
Eng Garcia Group
The Don Wenner Team
The Zeleznak Group
The Marshall Group
Carol Royse Lifestyle Team
The Heller Real Estate Group
The Hoffman Murphy Team
The Gary Segal Team
Neal and Associates
Ottawa, Ontario
Dallas, Texas
Flower Mound, Texas
Fremont, Calif.
Hattiesburg, Miss.
Marina del Rey, Calif.
San Diego, Calif.
Reston, Va.
Henderson, Nev.
Henderson, Nev.
Waldorf, Md.
Toronto, Ontario
Raleigh, N.C.
Frisco, Texas
Washington, D.C.
Glen Burnie, Md.
Eagan, Minn.
San Antonio, Texas
Edmond, Okla.
Summit, N.J.
McLean, Va.
Denton, Texas
Plano, Texas
Chantilly, Va.
Chicago, Ill.
Blue Bell, Pa.
Las Vegas, Nev.
Tallahassee, Fla.
Conroe, Texas
Austin, Texas
Frisco, Texas
Ann Arbor, Mich.
Glendale, Ariz.
Washington, D.C.
Palmdale, Calif.
Portland, Ore.
Sterling, Va.
Port Coquitlam, British Columbia
Pasadena, Calif.
Scottsdale, Ariz.
Orlando, Fla.
Washington, D.C.
Quakertown, Pa.
Scottsdale, Ariz.
Salt Lake City, Utah
Tempe, Ariz.
San Diego, Calif.
Hermosa Beach, Calif.
Blue Bell, Pa.
Wichita, Kan.
$740,319
$695,650
$472,496
$448,149
$403,363
$390,156
$383,144
$368,102
$363,362
$357,988
$356,984
$353,429
$349,879
$342,957
$333,637
$330,385
$327,980
$325,254
$304,004
$303,378
$303,203
$302,757
$295,575
$294,704
$293,371
$291,557
$287,413
$281,899
$269,300
$266,691
$266,591
$264,460
$262,968
$258,948
$258,632
$256,476
$253,785
$252,871
$252,187
$248,568
$248,214
$245,223
$244,551
$244,252
$244,119
$243,154
$242,917
$242,630
$240,763
$238,895
93
94
63
77
53
24
33
70
101
120
78
40
46
23
26
41
122
15
32
20
21
62
25
59
33
33
72
56
61
30
44
44
101
20
82
21
31
38
17
64
91
17
38
27
51
50
23
15
21
35
24 outfront
Sept./Oct. 2009 • Vol. 6 No. 5
Keller Williams Realty

Top 10
Stakeholders!**
** Top 10 agents with the most growth at the first level of their profit share tree. January through June 2009.
Name City, State Market Center Recruits
1
2
3
4
5
6
7
8
9
10
11
Tom Min
Brent Mitchell
Tammy Barbee
Joe Gluckman
Arlene Waltzer
Dean Thomas
Paul Heidegger
Deborah Myers
Jim Willis
Glenda Miller
Amelita Bautista
Northridge, Calif.
Austin, Texas
Escondido, Calif.
San Antonio, Texas
Aventura, Fla.
Torrance, Calif.
Bozeman, Mont.
San Antonio, Texas
Novi, Mich.
Colorado Springs, Colo.
Glendale, Calif.
Northridge-Central
Austin Southwest
Escondido/North County
Heritage
Aventura
South Bay
Bozeman
Heritage
Northville
Colorado Springs East
Glendale
73
55
52
37
22
21
17
17
16
15
15
Top 30
Moneymakers***
*** Data from CEO report used for award purposes for the 12 months of August 2008 through July 2009.
Name
City, State
OP
TL
Total Profit
1
2
3
4
5
6
7
8
9
10
11
12
13
14
15
16
17
18
19
20
21
22
23
24
25
26
27
28
29
30
Austin Southwest
Antelope Valley
Roseville
Austin Northwest
Heritage
Ottawa
Dallas Preston Road
Vancouver, WA
Asheville
Atlanta - Sandy Springs
Dallas DFW
Clarksville
Greater Portland
Houston Metropolitan
Albuquerque
Blue Bell
San Antonio Legacy Group
Richmond West
Summit
Scottsdale - Southwest
Exton
Atlanta - Sugarloaf
Edmond
Hollywood Hills
Baton Rouge
The Woodlands
Santa Clarita
Grand Rapids East
Charlotte - South Park
San Antonio IH-10
Austin, Texas
Palmdale, Calif.
Roseville, Calif.
Austin, Texas
San Antonio, Texas
Ottawa, Ontario
Dallas, Texas
Vancouver, Wash.
Asheville, N.C.
Atlanta, Ga.
Southlake, Texas
Clarksville, Tenn
Portland, Maine
Houston, Texas
Albuquerque, N.M.
Blue Bell, Pa.
San Antonio, Texas
Richmond, Va.
Summit, N.J.
Scottsdale, Ariz.
Exton, Pa.
Duluth, Ga.
Edmond, Okla.
Los Angeles, Calif.
Baton Rouge, La.
The Woodlands, Texas
Valencia, Calif.
Grand Rapids, Mich.
Charlotte, N.C.
San Antonio, Texas
Mary Tennant
Sam Rafeh
Wayne Hall
Mary Tennant
Mark Willis
Jeff Hooper
David Osborn
Patti Siebold
Michael Tavener
Shaun Rawls
David Osborn
Mark Kelly
Dottie Bowe
Mark Willis
David Osborn
Michael Campo
Jerri Smallwood
Tipper Williams
Cara Moxley
James D. Dunning
Cindy Dickerman
Bryan Fair
Mo Anderson
Paul Morris
Larry Champagne
Judith Hopkins
Steve White
Karol Cooley
Ed Arrington
Mark Willis
Eric Copper
Amy Constantine
Brent Gove
Linda Bartlett
David Jones, Jr.
Sunny Daljit
Brett Caldwell
Brian Combs
Michael Zullo
Steve Kout
Lesli Akers
Kevin Van Aken
Mark Richard
Candace Caspersen
Tina Eberly
Todd Polinchock
Steven Gragg
Michael Maloney
Debra Ann Meckbach
Philip Rankin Cooney
Edward Fordyce
Paige Powers
Susan Miller
TBA
Mary Garner DeVoe
Diane Flicker
Frank Crandall
Jon Jackson
Amy Hawke
Wendi Harrelson
$912,319
$907,127
$656,684
$590,752
$566,140
$536,346
$503,779
$493,680
$443,295
$440,889
$394,767
$391,675
$383,910
$365,664
$362,227
$360,698
$354,894
$341,000
$328,083
$322,982
$321,658
$318,909
$311,038
$307,709
$305,261
$304,093
$303,729
$297,365
$296,021
$293,744
Keller Williams Realty Sept./Oct. 2009 • Vol. 6 No. 5
outfront 25

42 AGENTS STRONG
are already in place."
By Celesta Brown
Phil Limon
"All the elements for success
When Phil Limon joined Keller
Williams Realty's Downey-Pico
market center in May, he didn’t come
alone. 42 agents came with him.
A veteran of the business and a broker since 1995,
Limon had seen the market’s ups and downs before, but
none so challenging as this one. It was time to rethink
how he was going to do business.
Limon realized that adaptability is crucial in a shifted
market. So as someone who had made a name for
himself in the greater Los Angeles area and had racked
up numerous awards, he was committed to doing what
was best for his agents. Even though he had always
owned his own company, the writing was on the wall.
Affiliating with Keller Williams Realty was a way to stay
healthy in a softening market.
Attracted by the company's staying power in the midst
of the downturn, Limon began discussions with Rosie
Rodriguez, an associate at the Downey-Pico market
center. He was impressed most of all by the Keller
Williams model and supportive culture.
Three months into the conversations with Rodriguez,
Limon was ready to make the move. He stepped up to the
Photo by: Ron Murray
role of team leader of the 140-agent Downey-Pico market
center. He had built a team so loyal they said, “Wherever
you go, we are going.” And they all joined forces with
him. They quickly learned, as Phil had promised, that
a reservoir of business-building resources was at their
fingertips. Joining Keller Williams Realty had given them
the structure and support to grow their businesses.
Production was picking up and they were finding their
places within the Downey-Pico team.
Currently, Limon sees the company as a lighthouse
– giving agents some light to steer by, guiding their
direction, helping them navigate their businesses. It’s
a perspective that Craig Owen is promoting during his
ongoing North American mergers and acquisitions tour.
As regional director of South Texas, Owen is excited
about helping market center leaders learn how to bring
entire offices into the Keller Williams fold.
Acknowledging that this is no time to weather the
market alone, Owen says, “Our business model gives
market center owners economies of scale to survive
shifts in the marketplace and compete aggressively in a
buyers’ market. We know Keller Williams is a company
that succeeds when its people do. There’s no other real
estate company that shares its resources and profits like
Keller Williams does.”
While profit share is a notable advantage in any
market, Owen adds, “Having open books, an open forum
for input and a world-class training program will propel
our owners to new heights in the business.”
As for Limon, who has owned his own real estate
company since 1996 he sees Keller Williams Realty as
exactly the best place to be, explaining, “I sleep better
with the support of a team.”
And he’s excited about building the Downey-Pico
market center. “The company’s agent-first philosophy is
what sets it apart no matter how the market is doing,” he
says. “This is a place where all the elements for success
are already in place.” kw
The company’s agent-first
philosophy is what sets it apart
no matter how the market is
doing.
- Phil Limon
Downey, California
26 outfront
Sept./Oct. 2009 • Vol. 6 No. 5
Keller Williams Realty

Events
Calendar
Unless otherwise noted, visit (www.kellerwilliamsuniversity.com)
or (www.mapscoaching.com) to register for these training sessions.
OUR MAIN EVENT
FEBRUARY 20 - 24
NEW ORLEANS, LA
JUST ANNOUNCED!
Family Reunion
three-month payment plan
Deadline: Nov. 15, 2009
Did you miss out on the
last payment plan This is
your last chance to split your
Family Reunion investment into
easy and affordable payments.
Sign up today to attend
Gary Keller's special session,
exclusive to associates who
register before Dec. 15, 2009.
Go to (http://familyreunion.
kw.com) to register today!
FIERCE CONVERSATIONS
OP mca agt tl alc tc pc
Oct. 21 - 22
Today’s market calls for conversations that
matter. Take advantage of an exclusive
opportunity to be part of the exciting
Fierce Conversations® program, based on
the national best-selling Fierce Conversations:
Achieving Success at Work & in Life, One
Conversation at a Time, written by Susan
Scott.
Led by: Antoinette Perez in Austin, Texas
TEAM LEADER BOOT CAMP
OP mca agt tl alc tc pc
Oct. 19 - 21
Team Leader Boot Camp teaches you
how to master the three P’s of the team
leader role: People, Production and
Profit. Learn the importance of building
relationships and mastering job one –
recruiting – through the best practices
and scripts from top recruiters in
Keller Williams Realty.
Led by: Beverly Steiner
TRAIN THE PRESENTER
(formerly Train the Trainer I)
Oct. 19 - 20
*ALL NEW MATERIAL
Learn what it takes to deliver industryleading
education to create a world-class
training calendar in your market center!
Train the Presenter is designed to provide
the knowledge and skills to successfully
conduct Keller Williams University
courses and focuses on presentation skills
and course delivery.
Led by: Antoinette Perez in Austin, Texas
FRANCHISE SYSTEMS ORIENTATION
OP mca agt tl alc tc pc
Oct. 19 - 23
Joining Keller Williams Realty is an exciting
time and there’s a lot to learn to get on
board with training, education, events,
culture, models and more! During this
weeklong event, you’ll learn about the
models and systems that drive market
center and agent productivity, and what
you can do to take advantage of all the
opportunities that are available to you as a
Keller Williams associate.
OPERATIONS BOOT CAMP
MARKET CENTER LAUNCH
MCA SUCCESS IN THE OFFICE
POWER DAYS
MASTERMINDS
OP mca agt tl alc tc pc
Join Keller Williams Realty executives and
your peers in Austin, Texas for collaborative
peer-group sessions where you’ll learn
problem-solving techniques and hard-won
wisdom, while learning powerful new ways
to succeed in business.
Operating Principal Masterminds:
Nov. 9 - 10
Agent Masterminds:
Nov. 10 - 11
Productivity Coach Masterminds:
Nov. 10 - 11
Team Leader Masterminds:
Nov. 11 - 12
MCA Masterminds:
Nov. 11 - 12
Tech Masterminds:
Nov. 11
Visit http://familyreunion.
kw.com/outfront for a
chance to win back your
registration fee!*
ALC
MCA
ASSOCIATE
LEADERSHIP COUNCIL
MARKET CENTER
ADMINISTRATOR
TC
OP
TECH
COORDINATOR
OPERATING
PRINCIPAL
PC
TL
PRODUCTIVITY
COACH
TEAM LEADER
AGT AGENT
*No purchase necessary. See official rules and regulations on Website.
Keller Williams Realty Sept./Oct. 2009 • Vol. 6 No. 5
outfront 27

Risk Management
by Avis Wukasch
Connected or exposed
Play it safe with your social media
If in your online
communities you are
giving notice to the
world that you are a
Keller Williams team
member, keep in mind
what you put in writing
reflects on us all.
Avis Wukasch is team leader of the Round Rock
(Texas) market center. Having recently been ranked
among the 100 Most Influential Women in Real
Estate, Avis currently serves as a commissioner
for the Texas Real Estate Commission and is the
immediate past chairman of the board for the Texas
Association of REALTORS®. On the forefront of
regulatory issues affecting real estate professionals
in Texas, Wukasch is certified to teach continuing
education and prelicensure classes on agency,
marketing, law and contracts.
LinkedIn, Facebook, Plaxo, Naymz,
Spoke.com, Bebo, Experteer, XING,
Twitter, Friends Reunited.
For a while I thought these were
diseases. Now of course, all you Gen
Xers and Gen Yers know this is written
by a Boomer. Social networking is
certainly a new way to stay in touch,
and agents are using these forms
of media for lead generation – both
for business and personal use.
The question is no longer “are you
connected,” the question is “are you
making the most of your connection
and are you protected”
There are many resources available
on how to use all the new media for
lead generation. In this article, I want
you to consider not only the liability
for your content but also the image
you are projecting.
If in your online communities
you are giving notice to the world
that you are a Keller Williams team
member, keep in mind what you
put in writing reflects on us all. Our
market center’s Associate Leadership
Council (ALC), with the assistance
of our local attorney, put an online
communities policy in place earlier
this year. Certainly, our market center
is not trying to infringe on our agents’
freedom of speech as individuals;
however, when an agent puts “Keller
Williams Realty” on their online
community sites, their social media
could reflect negatively on us all.
As a broker or agent, you might
consider developing your own
online community policy. The major
components, which we included, are:
1. Be polite. Don’t attack others.
2. Be concise and clear in your
comments and don’t reflect
negatively on the company.
3. Don’t post commercial messages
for others.
4. Use caution when discussing
clients, products or competitors.
5. Defamatory, threatening, offensive,
pornographic or illegal material is
strictly prohibited.
6. Obey copyright and intellectual
property laws.
7. Use caution when accepting friends
into your site.
8. Your conduct must conform to our
state laws and the National
Association of REALTORS® Code of
Ethics.
Beyond the policy suggestion,
perhaps you should consider in
this economy whether or not it is a
good idea to pontificate on political,
religious or social issues if you are
using an online community to lead
generate. Think about this: at a party
with your friends, you make a speech
on a social or political issue. Your
friends may agree or disagree and it
may end. But in social media, once
it is written, it is out there for lots of
folks to see, read and reflect upon and
judge you on.
And here’s another test for whether
or not to post something: “How would
you feel if Mo Anderson read it” If the
answer is embarrassed or humiliated
… don’t post it.
Look for me on LinkedIn and
Facebook.
28 outfront
Sept./Oct. 2009 • Vol. 6 No. 5
Keller Williams Realty

REFERRAL RESOURCES
Keller Williams Realty Sept./Oct. 2009 • Vol. 6 No. 5
outfront 29

REFERRAL RESOURCES
30 outfront
Sept./Oct. 2009 • Vol. 6 No. 5
Keller Williams Realty

REFERRAL RESOURCES
BECOME A FAN
of Keller Williams
Realty, Inc., on
Where’s your next
great idea going to
come from
MAPS Masterminds Fall 2009
Owner Mastermind Session 3 - $650
*Monday November 9th, 2009 1:30pm - 5:30pm
*Tuesday November 10th, 2009 8:00am - 12:00pm
Agent Mastermind Session 3 - $650
*Tuesday November 10th, 2009 1:30pm - 5:30pm
*Wednesday November 11th, 2009 8:00am - 12:00pm
MASTERMINDS
Join the skill-building seminars led by Gary
Keller, Mark Willis, Mary Tennant and Dianna
Kokoszka. Masterminds gives you practical,
tried-and-true ideas and solutions that
you can implement immediately when you
return to your market center.
Productivity Coach Mastermind Session 3 - $650
*Tuesday November 10th, 2009 1:30pm - 5:30pm
*Wednesday November 11th, 2009 8:00am - 12:00pm
Team Leader Mastermind Session 3 - $650
*Wednesday November 11th, 2009 1:30pm - 5:30pm
*Thursday November 12th, 2009 8:00am - 12:00pm
Tech Mastermind Session 3 - $650
*Wednesday November 11th, 2009 1:30pm - 5:30pm
*Thursday November 12th, 2009 8:00am - 12:00pm
MCA Mastermind Session 3 - $650
*Wednesday November 11th, 2009 1:30pm - 5:30pm
*Thursday November 12th, 2009 8:00am - 12:00pm
To register now or for more information, go to
(www.events.mapscoaching.com)
Keller Williams Realty Sept./Oct. 2009 • Vol. 6 No. 5
outfront 31

RED ALL OVER
A LEAD GENERATION
JOB WELL DONE
Marco Island (Fla.) market center
The Marco Island (Fla.) market center set the stage for a
strong finish in 2009 with a lead generating contest in July.
Challenging agents to hone their skills during daily Power
Hour warm-ups, Ken Gandy, team leader, urged them to
lead generate for two hours a day, which he emphasizes,
“is essential to succeeding in today’s shifting real estate
market.” For 20 days, the 19 participating associates
sharpened their sales skills and challenged themselves to
get more listings, more leads and more appointments.
It worked. By the end of the month, they had made
8,000 phone calls, 2,101 contacts, 86 appointments, 11 new
listings, six sales and 31 referrals. “This contest has ignited a
tremendous amount of teamwork and improved the skills
of the 19 agents,” says Gandy. “The habits they’ve formed,
they’ll keep forever.”
To celebrate their phenomenal success, associates
gathered at a local restaurant where, to their surprise, Mary
Tennant, president and COO, and Mark Willis, CEO, Keller
Williams Realty, joined the team via Webcam. “We want to
congratulate you on seizing the opportunity through MAPS
Coaching’s Power Hour,” Willis said to the associates. “By
putting yourself in the way of business, you are creating a
2009 Lead Generation Winners
game plan for the rest of the year and you are absolutely
disrupting your market!”
“We are all going to have better businesses because of
the example you are setting. You are all extraordinary,”
added Tennant.
Names were then drawn from a red hat for prizes,
including $5,000, won by Chris Schouw; an expense-paid
trip to Mega Camp, won by Mike Doerhoefer; a free Fast
Track Program from MAPS Coaching, won by Denis Smith;
and free office fees for six months won by Maria Fiume.
Other participating associates:
Alice Cain, Ben Rouleau, Bill Bergen, Debby Lasek,
Kerri Herrity, Mary Schouw, Mike Roller, Sandy
Carinci, Terry Rouleau, Angela Palmer, Bev Moyer,
Donna Theis, Frank Troester, Nikki McGrath and
Susan Schmidt.
32 outfront
Sep/Oct 2009 • Vol. 6 No. 5
Keller Williams Realty

KW CARES
"$3,000 In 30"
many times over
The competitive spirit was strong during the month of July when market centers across the North
America stepped up to the KW Cares Challenge to raise $3,000 in 30 Days. Congratulations to Atlanta-
Sandy Springs (#1), Austin Southwest (#2), and Newport (#3) market centers for having the highest
level of donations to KW Cares year-to-date. They received recognition at Mega Camp and KW Cares
T-shirts for everyone in the market center. Atlanta-Sandy Springs will also receive a visit from Mo
Anderson who will conduct an upcoming team meetings. Another big congratulations to all of the 30
market centers who met or exceeded the goal to raise $3,000 in 30 days.
Bel Air market center makes
a hole - in - one!
Tim Langhauser, MCA with the Bel Air market center,
knew that in order to raise $3,000 in 30 days, he would
have to come up with an idea that stood to raise a lot of
money quickly, without requiring much of an upfront
outlay. And so, the “Putts for Bucks” fund-raiser was
born.
At just $20 a ticket and with the help of Beth Incorvati,
team leader, Diane Mahaffey, operating principal, and
Jennifer Dietrich, agent services coordinator, the familyfriendly
tournament became a reality. “I was really
excited with the level of enthusiasm and participation,”
Incorvati says. “Tim and Jen worked so hard. We had
raffle prizes, scorecards, placemats and even custom
T-shirts for the event. It was a great day for a great
cause,” she adds.
Whatever it takes
When associates at the Newport (R.I.) market center
learned about the KW Cares $3,000 in 30 Days Challenge,
they jumped at the opportunity to participate. “The
challenge was particularly important to us as, earlier
this year one of our agents, Shannon Buss, was the
recipient of a grant after her brother was attacked and
left in critical condition,” says Julie Costa, team leader.
“Without KW Cares, Tommy would not have gotten the
care he needed,” says Buss.
The market center first set out the “change jar.” “Before
we knew it, agents were writing checks and some were
dropping in $20s and even $100s,” explains Costa. The
next step to reach the $3,000 mark was a yard sale, bake
sale and a charity social that included raffles and a pool
tournament. In total, the market center raised $4,965.81.
“We looked at this challenge as motivation to reeducate
our agents on the importance of KW Cares and
what it does for the culture of our market center and the
entire company. It was a great time,” says Costa.
Making it happen as a market center
The philosophy that “together everyone achieves more”
certainly rang true at the Rockwall, Texas, market center
during the $3,000 in 30 Days Challenge. Having already
raised $3,000 for KW Cares during the year, Amber Boyd,
team leader, set out to gain 100 percent participation
for a new initiative called the “Greensheet Campaign,”
where agents commit to donating a portion of each
transaction to KW Cares.
“Within the first few days, we had more than 50 percent
of our agents participating,” says Boyd. “It’s now our
primary means for raising money for KW Cares in our
market center!” By the end of July, associates had raised
another $1,000 through Greensheet donations. “Our
market center is blessed with so many giving agents,”
adds Boyd. kw
1.
2.
3.
4.
5.
Top 10
Who met or exceeded the goal to
raise $3,000 in 30 days.
Atlanta - Sandy Springs
Austin - Southwest
Newport
Bryn Mawr
Dallas DFW
Market Centers
6. Phoenix/Glendale - Peoria
7. Houston Clear Lake
8. Denver Tech Center
9. Bel Air
10. Asheville
Keller Williams Realty Sep/Oct 2009 • Vol. 6 No. 5
outfront 33

KW CARES
OPEN HEARTS:
A helping hand
across the
generations
In 2007, KW Cares extended its reach to offer
educational grants for family members of associates
whose families experienced financial hardship due
to major unexpected emergencies.
Karen Wallmueller and daughter, Emily Clapper
Emily Clapper is exactly the sort of person that the
Martha Squires Educational Grant was created to help.
Clapper is the daughter of Karen Wallmueller, who
was an associate with the Boynton Beach market center,
when she passed away last spring after a battle with
cancer. While she was ill, her market center showered
her with love and support, hired Clapper for a summer
job as the director of first impressions, and initiated
a KW Cares grant to help with the remaining medical
expenses. After Wallmueller died, the support continued
in an equally meaningful way.
Donna Tavares, team leader,
encouraged Clapper to apply for
a Martha Squires Educational
Grant.
“I didn’t even know about this
grant, but within a few days after
the application, it was approved,
and I received the money,”
recalls Clapper. “This grant is
helping take a huge weight off
my shoulders.” Because Clapper
transferred colleges to be closer
to her mother, her loans were
already due for repayment, so
the grant will help her to pay for
tuition at her new college, as well
as books and supplies she might
have struggled to buy otherwise.
The ability to extend help to
Clapper is a great boost for the
whole market center, Tavares
says: “I have Karen’s sweater on
the back of my office chair. She
is with us and we speak of her
often. I believe our KW Cares
contributions have increased, and
our KW Cares committee is more
driven to create new and original
donation drives because of Karen
and her family.”
Tavares adds that Clapper understands and
demonstrates the KW culture so well that she received
the market center’s culture award in July. She says,
“She’s amazing; she’s so much like her mother.”
According to Clapper, this type of support and
encouragement abounds in the market center. “My
mom used to say her work wasn’t work, because it’s a
family, with everyone looking out for each other,” she
says. “I’m happy to be part of that family now. It’s just a
wonderful place to be." kw
34 outfront
Sep/Oct 2009 • Vol. 6 No. 5
Keller Williams Realty

My Dear
Friends,
MoMentum
Corner
From the beginning of our great organization, it has been
our deep desire to build a unique real estate company
where partnership was more than just a mere word. We
strive to exemplify the fact that no one succeeds alone.
This is the foundation upon which “WI4C2TS – Our Keller
Williams Belief System in Action” was built.
Today our belief system remains a
positive and powerful guide for our
dedication to building worthwhile
individual careers and businesses,
while creating fulfilling personal
lives. The WI4C2TS, along with
our unique culture, sets Keller
Williams Realty apart from all other
companies in our industry.
“Integrity – Do the Right Thing”
is the second element of our belief
system. Make no mistake, this is
not a "sometimes" or "if it fits"
guideline. In our Keller Williams
family, integrity is the very core,
the essence of who we are – as
individuals and as a company in
general.
And, with that in mind, there is a
recurring issue about which I’d like
to visit with you: recruiting integrity.
While I am thrilled on a daily basis
with reports of loving compassion
shown by our family members, I am
also equally dismayed by reports of
less-than-fair recruiting incidents.
In addressing the first of two areas
of great concern, I’d like to remind
everyone that regional and market
center leadership must always
defer sponsorship of a recruit to
the associate who brings a lead to
Keller Williams Realty. It is critical
that the initial generation of a lead
be honored. It reflects integrity, it
builds trust – it is simply the right
thing to do!
The second area concerns
the recruiting of one individual
by multiple team members
within a market center. In such
a circumstance, the guideline is
clear – the team leader must ask the
recruit whom they wish to be their
sponsor. The answer should always
be the person who is responsible
for bringing the recruit to Keller
Williams Realty. It is not the team
leader’s responsibility to make the
selection. It is the responsibility of
the recruit.
My dear family, I know your hearts
and they are good! I am continually
touched by the knowledge that
you always aspire to do the right
thing and exemplify the highest
possible professional and personal
ethical standards. Where else
could one experience the amazing
outpouring of love and charity you
so generously shared on our recent
RED Day Only within our Keller
Williams family!
I urge and even challenge you to
commit to following the path that
was first designed for us many years
ago, living up to the extraordinary
cultural standards that have come
to define us as company. Let our
integrity guide us as we share our
incredible spirit and culture. Also,
let us powerfully impact the world
and move forward in becoming a
company of destiny!
Yours in integrity first!
Mo Anderson
Vice Chairman,
Keller Williams Realty
I’d like to remind everyone
that regional and market
center leadership must
always defer sponsorship
of a recruit to the associate
who brings a lead to Keller
Williams Realty.
WI4C2TS
Keller Williams Realty Sep/Oct 2009 • Vol. 6 No. 5
outfront 35

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