Mark Willis

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State of the CompanyAugust 27, 2008
Mark Willis
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Introduction

• Year-To-Date Growth
• Industry Regional Comparisons
• What KWRI Is Doing to Help You
• Profitability at Any Agent Count
• Recognition for Team Leaders
• Five Leadership Challenges

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Whats Up with the Disrupt!
Integrity Northwest, MN Market Center
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Keller Williams Realty Agent Growth
20052008 YTD July and EOY (2008 Projected)
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National Association of REALTORS
Membership 20052008 YTD June EOY(2008
Projected)
Annualized
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National Association of REALTORS
Existing Home Sales 20052008 YTD June
EOY(2008 Projected)
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Joining Forces!
Hilton Head Island, SC Market Center
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Keller Williams Realty Closed Units
2005-2008 YTD July and EOY (2008 Projected)
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Keller Williams Realty Closed Units Canada
20052008 YTD July and EOY (2008 Projected)
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Trend Data
Steve Murray, REAL Trends Inc.

• July 2008 S. Cal. sales jump 13.8.
• June 2008 CA NV closings up 6.6 3.6.
• Average price of homes sold down 28.3 in CA,
  32.3 in NV vs. one year ago.
• Case-Schiller other price indices show declines
  leveling off.
• Conserve cash/credit like never before.
• Opportunities for roll-ins, acquisitions
  recruiting.
• Credit markets settling down. High quality
  lenders still active.

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Merger in Salt Lake City
South Valley, UtahMarket Center
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Carolinas Agent Growth
The Carolinas Region Agent GrowthLast 18 Months
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A Business Worth Owning
Brevard, NC Market Center
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Atlanta Comparison
Top Atlanta Companies Market Share Growth
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Mid-Atlantic Comparison
NC, VA, MD, PA Closed Production 2005 2007
Source RISMedia Power Broker Report
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Mid-Atlantic Comparison
NC, VA, MD, PA Agent Count 2005 2007
Source RISMedia Power Broker Report
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Market Center Power Stories!
Increased Agent Count YOY by 50 or more
Chattanooga Downtown, TN 76 Hollywood Hills,
CA 74 Asheville, NC 73 Modesto, CA 66 Memphis
East, TN 63 Encino Sherman Oaks ,
CA 62 Burbank, CA 60
Cherry Hill, NJ 59 Studio City, CA 58 Summit,
NJ 56 St. Louis Kirkwood, MO 51 Bothell,
WA 51 La Quinta, CA 50
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Market Center Power Stories!
Increased Agent Count YOY by 100!
Orem, Utah 100
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(No Transcript)
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What KWRI Is Doing to Help You!
New resources to help you power through the shift!
BE DISRUPTIVE! EXPLOIT WHAT YOU HAVE!
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Profit Share
20052008 YTD July and EOY (2008 Projected)
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Profitability Study
Keller Williams Profitability by Agent Count

• Detailed analysis 2007 profitable, full-year
  Market Centers by agent count
• Of the 582 full-year Market Centers, 424 were
  profitable (73)
• To validate the viability of the Keller Williams
  Economic Model
• To provide targets/standards for achieving and
  sustaining profitability

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Profitability Study
Keller Williams Profitability by Agent Count

• There is a formula
• 90 of 100 agent MCs were profitable, 97 of
  150 agent MCs were profitable
• Profitability is possible at every level (from
  40 to more than 600 agents)

Agent count is the insurance policy.
Agent count is the insurance policy.
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Profitability Study
Income (Co), Costs, Profit by MC Size
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Profitability Study
Expenses, Costs, Profit by MC Size - of Co
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Profitability Study
What Does a Profitable Market Center Look Like?
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Profitability Study
Recap

• The formula is 90-207030
• You can be profitable at ANY size!(from 40 to
  more than 600 agents)

Follow the Co and Expense ratios for your size!
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Training for Profitability
KWU Courses
1 on 1 Coaching
CAMP 443
LEAD GENERATION 36123
SHIFT Coaching
BUYER MASTERY
Fast Track Coaching
SELLER MASTERY
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Timely
Timeless
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Team Leader Recognition
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Team Leader Hall of Fame
SkillsMental ToughnessResults (Sustained Over
Time)

• CEO Award
• Team Leader Hall of Fame
• Team Leader Academy

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The Growth Game
South Valley, Utah Market Center
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Leadership Challenges
Five Challenges for Leaders in Tougher Times!

• Send SHIFT to Top 50 Agents
• Meet with 1 Independent Broker/Day
• Time block to call Cappers
• Build the Cultural Fortress
• Follow the 111 Formula

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God Family Business
We are a company of destiny!