YOUR GUIDE TO YOURREAL ESTATE CAREER

Everythingyou need to knowabout startinga business at KWNE

TABLE OFCONTENTS

Market Center Info

Your Passwords

Good To Know

At Your Service

Our Belief System

Things To Remember

Agent Leadership Council

Your First Six Weeks

Representing A Client

The Bottom Line

Glossary

MARKET CENTER INFOIntroduction

Physical Location Information

Technology Info Useful Info for Transactions

Recommened Reading

“Your next step is simple. You are the first domino.” - Gary Keller

We are excited to help you launch your real estate career with Keller Williams. Our leadership has one vision: to guide a determined agent to success through KW's proven models and systems by building a community aimed to help one another. Through this guide you will find useful informa�on about the market center and the real estate industry as a whole. If you have any ques�ons, please reference the "At Your Service" page.

Address: 2005 W Happy Valley Rd Ste 150, Phoenix, Arizona 85085 Phone: 623.399.9949 Fax: 623.399.9832 Market Center Number: 574

Tax ID Number: 20-2463586 MLS ID: kwne01 ADRE License Number: LC566885000 HUD/NAID Number: ZATRLT3586 Designated Broker: Sco� Crouch

WiFi Name: kwnephx WiFi Password: 158Gosell Copier Password: 7 + last 4 of your SSN Back Door Code: Last 4 of your SSN then *

The Millionaire Real Estate Agent (MREA) - Gary Keller SHIFT: How Top Real Estate Agents Tackle Tough Times - Gary Keller The ONE Thing - Gary Keller Miracle Morning for REALTORS - Michael Maher

IMPORTANT PASSWORDS

IMPORTANTPASSWORDS

NOTES

AZRE.gov (Dept of Real Estate)

Association of Realtors

ARMLS (armls.flexmls.com)

mykw.kw.com (intranet)

michaellewismarketingsuite.com

Command (agent.kw.com)

KW Email (gmail.com)

Kelle (same as Command)

_____________________________

klrw574@kw.comHaving issues with your Keller Williams websites or apps? Contact Matthew Chiasson, our MCA at

YOUR PREFERENCES

Additional Resources For You:

GOOD TO

Keller Williams makes up over 5% of ARMLS residential production?

KNOWKellerwilliamsphoenix.com is

our market center website

which includes information

about joining our office,

getting CE credits, training

calendar and more.

Did you know?

Partner Mee�ngs

Third Wednesday of each month from 9:30am to 11:00am

Associate Roster

Our agent roster is updated weekly. It is required to alert our MCA of any changes to your contact informa�on within 48 hours.

Training Calendar

Our training classes can be accessed via kellerwilliamsphoenix.com/events or via our printed calendars available for pickup.

Facebook Group

Join us on our private FB group for up to the minute informa�on and collabora�on with all of our agents. facebook.com/groups/kwnephx

Agent on Duty (AOD)

Agents have the opportunity to generate walk-in or call-in leads through our AOD programs. The sign up calendar is emailed to all agents and posted to our FB group. Sign ups are on a first come, first serve basis.

Visit youtube.com and search for KW Northeast Realty to view up-to-date training videos.

BUYING 101

AT YOURSERVICE

Alex Fajardo - CEO/Team Leader480.244.3444 - yourcareer@kw.com

Matthew Chiasson - M.C. Administrator623.399.9949 - klrw574@kw.com

1 3

Answer all questions regarding company dollar, royalty, current splits and office space

Disbursement authorizations for your escrows

Commission submission questions/changes

Associate Billing/Statements & Market Center reports

Checks, Fundings & Accounts ReceivableScott Crouch - Operating Principal480.213.9399 - crouch@kw.com

2

Vision, Leadership & Capital

Liaison Between Owners of the Market Center

Support of TL, MCA & ALC

Chair of Ownership Group

KWRI & Southwest Region Duties

Angie Legge - Managing Broker602.882.5956 - angie.legge@kw.com

4

Code of Ethics Related Questions & ARMLS Rules

Transaction Support

Client Concerns and Questions

Broker to Broker Issues

Contract questions including correct documents or verbiage to use.

Legal/Dispute Resolution

File Compliance/Review

Docusign Questions

Opportunities in Command

Coaching/Consulting Agents Recruiting/Agent Referrals to KWNE Business Marketing Strategies Oversee Day to Day Operations & Company Policies Consult and Lead the KWNE Staff

https://kellerwilliamsphoenix.com/our-leadership/

Our Leadership Team is here for you:

OUR BELIEFS

OUR BELIEF“WI4C2TS,” is a term that may not roll off your tongue with ease, but it is the foundation of the Keller Williamsbelief system that is helping to create thousands of successful real estate careers. The meaning behind this jumble of letters and numbers is the difference that makes KW stand out from all other agencies in the industry. Once you learn the Keller Williams mission statement (WI4C2TS), you will understand how you too can have a successful and prosperous real estate career.

SYSTEM

MY PROMISE

TOTHINGSREMEMBER

• The 21st of every month is Profit Share Day! If you've helped with growth, check your bank! • The 20th of each month your office bill is due, or it goes on your card on file. This includes your monthly office dues, printing overage and office rent, if applicable. • Check your mailbox often. Our mailboxes are the file cabinet next to the copier. • You will be billed on your monthly office bill for any print that exceeds your 100 B&W copy credit. • B&W copies are $0.05 per print after your 100 credit, and $0.37 per color print. • You will receive a 5 digit code from our MCA for the copy machine. The same machine has copy, fax, and scanning capabilities. This code will be needed to print from your computer. Please visit our MCA for instructions to set up printing on your personal computer. • Incoming faxes go to an eFax account that is regularly checked by our MCA, as well as print off the copy machine. If you are expecting a fax, please send the MCA an email. • Each associate is responsible for his or her own postage. Our postage machine requires a PIN code, which is known by our MCA. Please visit our MCA for current mailing prices. • Each associate is given a door code to the office at sign up. You are free to visit the office at any time of day. Upon leaving, please ensure all doors are closed properly and all lights are turned off. • The Keller Williams Policies & Guidelines Manual can be found on your mykw.kw.com on the left side under quick-links. A printed copy is available to review in office.

WHO WE ARE

from

OUR MISSION

OUR VISION

OUR VALUES

To build careers worth having, businesses worth owning, lives worth living, experiences worth giving, and legacies worth leaving.

To be the real estate company of choice.

God - Family - Business

OUR LEADERSHIP

OUR AGENTLEADERSHIPCOUNCILBUILT BY AGENTS, FOR AGENTS

FRANK MAY BRYAN BAYLON

RON GUZMAN TARA KELLERHALS

The Keller Williams ALC or Agent Leadership Council is made up of the top 20% of agents in each office. This dynamic ‘board of directors’ is ac�vely involved in the leadership decisions that make the office more produc�ve and profitable.

FIRSTSIX WEEKS

FIRST THINGS FIRST

• Get your Photo taken—Low and High Resolution are both important.• Sit with our Phoenix Title sales rep and order business cards• Change a�liation with Board of Realtors/MLS - Send MLS ID to MCA

- WEEK 1

ASSIGNMENTS

• Your Database is the foundation of your business. Compile everyone you know onto the Command import spreadsheet. Need help finding it? Let your MCA or TL know. • Set up your contacts using the DTD2 system. These are 13 groups to organize your database in a way to ensure you call everyone quarterly.• Call your entire database to let them know of your new career, or your move to KW. • Send follow up handwritten note. Make sure you are asking for their mailing address if you don't already have it:

"Hi ____ It was great talking with you today! Congratulations on the new _________! Thanks again for your support in my real estate business. If there is anything I can do to help you or your family, don't hesitate to call!

• Begin customized Social Media Marketing and announce your business.

• Begin customization of Agent Website in Command. Michael Lewis

Marketing Suite will have started the process for you and sent email.

• Incorporate o�ce calendar with your own. Please make sure to schedule

around any mandatory classes.

Schedule Week 2 activities on your calendar

BUILD THE HABITS

FIRSTSIX WEEKS

FIRST THINGS FIRST

• Attend o�ce sponsored Training Classes/Meetings• Explore incorporation of your business (optional but recommended).• Meet with 2 Market Center Strategic Partners

- WEEK 2

ASSIGNMENTS

• Lead Generation: Continue database calls & handwritten notes.• See MCA for Agent on Duty sign up. • Read Page 1-106 in the Millionaire Real Estate Agent book (Red Book)• Customize your Smartplans for new leads (8x8 campaigns) and your 36 touch campaign for database in Command.• Set up your Facebook Business page. This page will allow you to run Campaigns in Command to advertise listings and generate leads.• Set up your "Promote My App" Smartplan in Command, and add your database to Smartplan.• Create 2 marketing pieces in Designs, 1 social media and 1 print.

"Hi ____ It's _____ with Keller Williams! How are you and your family doing? Is there anything I can do to help, whether personal or business? I want to be sure I bring more value to those in my database. Would it be okay if I start sending you market snapshots of your neighborhood? Great! What's your address and best email?

Schedule Week 3 activities on your calendar

Need a good "Care Call" script?

BUILD THE HABITS

GLOSSARY

FIRSTSIX WEEKS

FIRST THINGS FIRST

• Attend o�ce sponsored Training Classes/Meetings• Introduce yourself to 10 associates. You can call or meet them in o�ce.• Open a business checking account (optional but recommended).

- WEEK 3

ASSIGNMENTS

• Lead Generation: Schedule open houses for week 4. Contact KS signs for our market center special on Open House signs.• Continue/complete database calls and notes.• Sit Agent on Duty 2 times (if availablility exists).• Read pages 107-171 in the MREA (red) book.• Explore KW Connect (kwconnect.com) and visit Tech-Enabled Agent to continue more education on Command. • Head over to designs and create your Buyer Presentation.• Expand your market through social media - join FB groups in your desired market and post a relevant real estate post. Neighbhorhood Video in Designs is a great one to promote your KW app link.

1. How long have you been in real estate?2. What's your favorite lead generation source?3. Do you have any favorite scripts for calling your database?

Schedule Week 4 activities on your calendar

Questions to ask other KWNE agents:

BUILD THE HABITS

FIRSTSIX WEEKS

FIRST THINGS FIRST

• Attend o�ce sponsored Training Classes/Meetings• Watch the Power Perspectives Videos on KW Connect - "Little Mae Tillman", "Mo on the ALC", and "KWCares".• Drive thru 3 prospective neighbhorhoods you'd like to farm

- WEEK 4

ASSIGNMENTS

• Compile market statistics for your farm neighborhoods.• Lead Generation: Door knock or call 100 homes in your immediate neighbhorhood to introduce your business and leave behind an area market update (Phoenix Title can help!).• Read pages 172-227 in the MREA (red) book.• Explore the Referral tab on Command. Check out referral patterns on "Maps".• Get into Designs and create your Listing Presentation in the "Print" section.• Sit 2 Open Houses with an agent or by yourself. • Preview 5 vacant listings in your preferred area. Take a stab at "running comparables" in the MLS. We'll train on this later.

1. Turn over rate. How many listings have sold or tried selling compared to the number of homes in the neighborhood? 2. Are there any agents with 2 or more listings in the last 12 months?3. Is the number of total homes in your budget to mail to?

Schedule Week 5 activities on your calendar

What statistics are important for a "farm"?

BUILD THE HABITS

FIRSTSIX WEEKS

FIRST THINGS FIRST

• Attend o�ce sponsored Training Classes/Meetings• Watch the Power Perspectives Videos on KWConnect: "Going into Business" with Mo Anderson, Mark Willis, and Dave Jenks.• Visit New Home Sites in your area (including Union Park across the street), and get info on specs and build a referal relationship.

- WEEK 5

ASSIGNMENTS

• Lead Generation: Continue Database Calls (or go a second round to get those who haven't answered you) and send thank you notes to everyone you met door knocking.• Post a video to social media regarding your market• Sit 2 Open Houses• Sit 1-2 Agent on Duty Shifts• Read pages 228-312 in the MREA (red) book.• Practice your Listing Presentation with another agent.• Practice your Buyer Presentation.• Explore the "Tech-Enabled Agent" on KWConnect to continue sharpening your Command knowledge.

1. How many contacts are in the database of a Millionaire Real Estate agent? 2. What is the budget model in MREA? Hint: It's 3 numbers.3. What is the average cost per lead running a Facebook ad through Campaigns in Command?

Schedule Week 6 activities on your calendar

Can you answer these questions?

BUILD THE HABITS

FIRSTSIX WEEKS

FIRST THINGS FIRST

• Attend o�ce sponsored Training Classes/Meetings• Watch the Power Perspectives Videos on KWConnect: "Commit to Self Mastery and the 80/20 principle"..

- WEEK 6

ASSIGNMENTS

• Lead Generation: Sit 2 Open Houses• Practice delivering Buyer & Listing Presentations• Practice scripts and dialogues.• Find an "accountability partner" to check in on your progress. • Send handwritten "thank you" notes to everyone you meet. It takes 66 days to build a habit!• Reach out to agents at previous company that may be a good fit for KW, and build your profit share downline. Need help with a script, contact our Team Leader to role play!

1. Start by creating a GPS (1-3-5) plan. Let's get laser focused on your main goal. 2. Listen to the "Think Like a CEO" podcast with Gary Keller & Jay Papasan.3. Make Lead Generation your ONE thing every day. Turn Leads into Contacts, and grow your database daily. 4. Have a servitude mentality. Service first. Sale second. When you master this, it won't be 2-3 hours of lead generation, it will be 2-3 hours of giving.

Keep up your Time Blocking! You're on your way!

Next level activities of a successful agent

BUILD THE HABITS

CLIENT SERVICE

CLIENT SERVICE

OUR PROMISE

THEBOTTOMLINEReal estate is simple but it is not easy.

It will test you in ways you never expected.

That's where we come in. You do not need to recreate the wheel. Instead you can stand on the shoulders of giants, and forge ahead with confidence.

While we can not make you successful, we can guide you to success. Together we will build your processes and strengthen your focus on your ONE thing. You will not be another statistic who didn't make it.

We are ready to help you break through ceilings.

The only question left is; are you?

GLOSSARY

CLOSING DISCLOSURE

A document that provides an itemizedlisting of the funds that were paid ordisbursed at closing.

COMMONLYUSED TERMS

DEED

The legal document conveying title to aproperty.ANNUAL HOUSEHOLD INCOME

Collective income from everyone in yourhousehold before taxes or other deductionsare taken, investment income or dividends,Social Security benefits, alimony, andretirement fund withdrawals.

DOWN PAYMENT

A cash payment of a percentage of thesales price of the home that buyers payat closing. Different lenders and loanprograms require various down paymentamounts such as 3 percent, 5 percent,or 20 percent of the purchase price.

APR

APR refers to the annual percentage rate,which is the interest rate you'll pay expressedas a yearly rate averaged over the full termof the loan. APR includes lender fees in therate, so it's usually higher than your mortgageinterest rate.

EARNEST MONEY DEPOSIT

Also known as an escrow deposit,earnest money is a dollar amount buyersput into an escrow account after a selleraccepts their offer. Buyers do this toshow the seller that they're entering areal estate transaction in good faith.

APPRAISAL

A written justification of the price paid for aproperty, primarily based on an analysis ofcomparable sales of similar homes nearby.

ENCUMBRANCE

Anything that affects or limits the feesimple title to a property, such asmortgages, leases, easements, orrestrictions.

APPRAISED VALUE

An opinion of a property's fair market value,based on an appraiser's knowledge,experience, and analysis of the property.Since an appraisal is based primarily oncomparable sales, and the most recent saleis the one on the property in question, theappraisal usually comes out at thepurchase price.

EQUITY

A homeowner's financial interest ina property. Equity is the differencebetween the fair market value of theproperty and the amount still owed on itsmortgage and other liens.

CLOSING COSTS ESCROW

Generally 2 to 5 percent of the purchaseprice including lender fees, recording fees,transfer taxes, third-party fees such as titleinsurance, and prepaids and escrows such ashomeowner's insurance, property taxes, andHOA fees.

Putting something of value, like a deedor money, in the custody of a neutralthird party until certain conditionsare met.

GLOSSARY

MORTGAGEHOMEOWNERS ASSOCIATION FEE (HOA)

A loan from a bank, credit union, orother financial institution that relieson real estate for collateral. The bankprovides money to buy the property,and the borrower agrees to monthlypayments until the loan is fully repaid.

A fee required when you buy a homelocated within a community with an HOAthat typically pays for maintenance andimprovements of common areas and mayinclude the use of amenities.

HOMEOWNER'S INSURANCEMORTGAGE INSURANCEInsurance that provides you with property

and liability protection for your propertyand family from damages from a naturaldisaster or accident. Lenders usuallyrequire borrowers to buyhomeowner's insurance.

Insurance that protects the lenderand repays part of the loan if theborrower defaults and the loan can'tbe fully repaid by a foreclosure sale.Usually required on loans with lessthan a 20 percent down payment.

HOME WARRANTYPROPERTY TAXESA contract between a homeowner and a

home warranty company that provides fordiscounted repair and replacement serviceon a home's major components, such asthe furnace, air conditioning, plumbing,and electrical systems.

Typically imposed by localgovernments on real propertyincluding residential real estate. Thetax rate can change annually, andthe assessed value of your property isusually recalculated annually.

LENDER FEES

PREPAIDSPart of the closing costs of a homepurchase and may include an applicationfee, attorney fees, and recording fees. Thelender's underwriting or origination fee isusually 1 percent of the loan amount.

Prepaids are expenses paid atthe closing for bills that are nottechnically due yet, such as propertytaxes, homeowner's insurance,mortgage insurance, and HOA fees.

LOAN TYPESTHIRD-PARTY FEESMortgages have different terms ranging

from 10 to 30 years and are availablewith fixed or adjustable interest rates.Your lender can discuss down payment,insurance, credit requirements, and otherspecifics of various loan types.

Any closing costs charged bysomeone other than your lender,typically including fees for anappraisal, a property survey, a titlesearch, owner's and lender's titleinsurance, and sometimesan attorney.MONTHLY DEBT

The minimum payment on credit carddebt; auto, student, and personal loanpayments; and alimony or child support.Rent or mortgage for a property that youwill pay after your home purchase mustalso be included.