Regional Directors Meeting December 14, 2007

2 Keller Williams Regional Directors Webinar Agenda: Outcomes Goals Focus: Phase II of Operation Heart to Heart 2: 1)Operating Principal Focus 2)Team Leader Focus 3)Regional Focus Deliverables 1)KWU 2)MCAngels 3)Millionaire Systems 4)KWConnect 5)MAPS 6)eAgentC

Outcomes

4 Keller Williams 2007 Probable Outcomes 76,000 Agents 675 Market Centers $80,000,000 in Royalty $47,000,000 in Profit Share

Goals

6 Keller Williams 2008 Goals 82,000 Agents 700 Market Centers $85,000,000 in Royalty $52,000,000 in Profit Share “Authority is a language of minimums. Leadership is a language of maximums”

Focus

8 Keller Williams 2008 Focus Phase II of Operation Heart to Heart 2: 1.Operating Principal Focus: The Mindset of an OP 1)Wealth-Building and Leadership 2)Business Ownership 3)Succeeding through Others

9 Keller Williams 2008 Focus (cont.) Phase II of Operation Heart to Heart 2 (cont.): 1.Operating Principal Focus: The Mindset of an OP (cont.) 1)Wealth-Building and Leadership The Pathway to Wealth-Building MC Leadership

10 Keller Williams 2008 Focus (cont.) Phase II of Operation Heart to Heart 2 (cont.): 1.Operating Principal Focus: The Mindset of an OP (cont.) 2)Business Ownership OP Training – “Mindset” RSTLM MC Financials Training with Vital Signs Scorecard Quarterly Touch for Top 50 OPs

11 Keller Williams 2008 Focus (cont.) Phase II of Operation Heart to Heart 2 (cont.): 1.Operating Principal Focus: The Mindset of an OP (cont.) 3)Succeeding through Others Training on How to Identify and Train Team Leaders Mastermind Series for Succeeding through Others Ongoing OP Calls Ongoing Team Leader Identification and Qualification –Recruit-Select 20 TLs from ALC DISCs –Future Team Leader Development classes held in Every Region

12 Keller Williams 2008 Focus (cont.) Phase II of Operation Heart to Heart 2 (cont.): 2.Team Leader Focus: The Five Things a TL Needs to Know How to Do 1)The Ability to Recruit 2)The Ability to Implement a Training Curriculum 3)The Ability to Master Mega Productivity 4)The Ability to Recruit and Train a Staff 5)The Ability to Understand Financial Management

13 Keller Williams 2008 Focus (cont.) Phase II of Operation Heart to Heart 2 (cont.): 2.Team Leader Focus: The Five Things a TL Needs to Know How to Do (cont.) 1)The Ability to Recruit Mastering Recruiting Scripts with Dianna Kokoszka Recruiting in a Shifting Market Recruiting from Struggling and Failing Brokerages Recruiting by the Book (MREA Recruiting) ALC Training and Cultural Messages

14 Keller Williams 2008 Focus (cont.) Phase II of Operation Heart to Heart 2 (cont.): 2.Team Leader Focus: The Five Things a TL Needs to Know How to Do (cont.) 2)The Ability to Implement a Training Curriculum Lead Generation 36:12:3 CAMP 4:4:3 MREA Curriculum The Who, What, When and How’s of a MC training curriculum

15 Keller Williams 2008 Focus (cont.) Phase II of Operation Heart to Heart 2 (cont.): 2.Team Leader Focus: The Five Things a TL Needs to Know How to Do (cont.) 3)The Ability to Master Mega Productivity Thriving in a Shifting Market Advanced Consulting Clinic: Mega Productivity Recruiting by the Book (MREA Recruiting)

16 Keller Williams 2008 Focus (cont.) Phase II of Operation Heart to Heart 2 (cont.): 2.Team Leader Focus: The Five Things a TL Needs to Know How to Do (cont.) 4)The Ability to Recruit and Train a Staff RSTLM: Recruit-Select RSTLM: Action Training RSTLM: Leadership and Motivation Leadership Training

17 Keller Williams 2008 Focus (cont.) Phase II of Operation Heart to Heart 2 (cont.): 2.Team Leader Focus: The Five Things a TL Needs to Know How to Do (cont.) 5)The Ability to Understand Financial Management MC Financials Training with Vital Signs Scorecard Ongoing Team Leader Calls

18 Keller Williams 2008 Focus (cont.) Phase II of Operation Heart to Heart 2 (cont.): 3.Regional Focus 1)1 Great New Franchise 2)1 Great New TL and 10+ Outstanding TL Candidates 3)1 Great New Icon Agent Who Is Passionate about KW 2008 Is The Year of Leadership!

19 Keller Williams 2008 Focus (cont.) Phase II of Operation Heart to Heart 2 (cont.): 3.Regional Focus: 1 st Quarter Plan 1)Identify 20 TL Candidates through Leadership Development Series 2)Lead Generate for OP Candidates 3)“Get the Book” on every OP (videos available) 4)Validate AVAs on every OP 5)One In-Person Visit to all Market Centers 6)Heart to Heart 2 Implementation 7)Find Your Agent Icons

Deliverables

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22 KWU 2008 Initiatives New Individual Agent Field Guides for 2008: 12 Tactics for a Turbulent Market (working title) 1.Seizing Opportunities (Mindset) 2.Staging 3.Pricing 4.Lead Gen 5.Lead Conversion 6.Internet Lead Conversion 7.Expense Management 8.Transaction Issues 9.Short Sales, Foreclosures, REOs 10.Leverage 11.Creating Urgency in Buyers 12.Alternative Financing (eBook by David Reed)

23 KWU 2008 Initiatives (cont.) New Agent courses for 2008 (continued) : 1.Lead Generation and Conversion Audio Scripts 2.CAMP 4:4:3 update (including new “Contract-to-Close” power session) 3.Quantum Leap revision 4.MREA Curriculum revisions 5.Buyer Mastery 6.Seller Mastery

24 KWU 2008 Initiatives (cont.) New Market Center Leadership courses for 2008: 1.RSTLM: Action Training 2.RSTLM: Leadership & Motivation 3.TL Recruiting Course/Tour with Holly Perry 4.Leverage for Team Leaders 5.Market Center Training 6.Market Center Financials 7.OP Clinic 8.Recruiting Audio Scripts CD Product 9.MCA Clinic 10.Regional Training

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26 MCAngels 2008 Initiatives 1.First 100 days training for MCAs, ROMs, RMCAs 2.Training modules for MCAs on KW Connect 3.MCA blog

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28 Millionaire Systems 2008 Initiatives 1. Your First Home: A Proven Path to Home Ownership –1st of the Keller Williams Realty Guides series authored by Gary Keller, Dave Jenks and Jay Papasan. –Lays out the benefits of home ownership, addresses many of the common objections, emphasizes the value of working with an agent and serves as a guide through the process of purchasing your first home in the US and Canada. –Available onsite at Family Reunion. 2. Green Your Home –2 nd of the Keller Williams Realty Guides series. –The 2008 election year is sure to include much debate on everything green. Our book will be the first to show home owners to bring sustainable living to their current home--think practical, economically sensible solutions. A timely gift from agents to their clients for life.

29 Millionaire Systems 2008 Initiatives (cont.) 3. MREA, 2nd edition The #1 best-selling real estate career guide will get an important update, addressing the Internet, discounters, shifting markets and much more. Each month at launch, Mo Anderson invited anyone attending who did $20M in production or more to join her and share why they joined KW--85% cited MREA as a principle reason! You're most powerful recruiting tool is about to get even better. 4. Audible.com We have a relationship with Audible.com which will make all of our products available for mp3 download. Audible also supplies audio book content for Apple's iTunes and Amazon.com.

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31 KWConnect 2008 Initiatives 1.Agent Mountain 2.Sales Meeting Library – Volume Buyer Mastery 5.Momentum Corner 6.…and more!

32 KWConnect 2008 Initiatives (cont.) Heart to Heart II Downloadable Audio 1.Future Team Leader Development 2.Team Leader Recruiting Training 3.Jeff Elias Creative Financing 4.Thriving in a Shifting Market various calls recorded Available as free downloads at

33 KWConnect 2008 Initiatives (cont.) Updated KWConnect Website Searchable videos and audio files (including Agent Mountain content) Videos sorted by area topics (e.g., “Staging” or “Lead Generation”) Better reporting on online training viewed for Leadership to hold associates accountable Improved player, with enlarged viewing area and easier content interface More downloadable audio

34 No More Certification!

35 MAPS 2008 Initiatives MAPS 2008 Coaching Programs Coaches Training Skills Camp Mastery Business Coaching Mastery Combo Coaching Mastery Recruiting Tech Coaching Mastery Agent Lead Generation Tech Coaching

36 MAPS 2008 Initiatives (cont.) MAPS 2008 Coaching Programs (cont.) Mastery Prospecting Coaching MCA Coaching Breakthrough Coaching Fast Track Coaching Rising Stars CAMP Coaching Productivity Coaching …and more.

37 MAPS 2008 Initiatives (cont.) MAPS 2008 Coaching Tools 1.Productivity Coaches Game book 2.Playbook for Agents in Productivity Coaching 3.Agent Mastermind Attendee Role Model DVD 4.Team Leader Mastermind Attendee CD 5.Owner Mastermind Attendee CD 6.Coaches Training Skills Camp Manual

38 MAPS 2008 Initiatives (cont.) Masterminds 2008 Three sessions, one of which is combined with Mega Camp 2008 Regular sessions are two half days Programs: –Agent –Team Leader –Operating Principal –Technology –Loan Officer –MCA

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40 eAgentC 2008 Initiatives Agent Tools 1.KWLS Online Instant valuation tool 3.Listing Presentation Wizard 4.Agent Websites Domain Purchasing 6.Lead Generation Networks 7.White Pages (Netferral) 8.ProManage (new Top Producer 8i) 9. expansion (to 200mb per user from 100mb)

41 eAgentC 2008 Initiatives (cont.) Leadership Tools 1.eAgentC Guest Tour 2.Recruiting Simulator 3.eAgentC MC Websites 4.Lead Management 5.Intranet Upgrade 6.Reports Upgrade 7.MORE Upgrade

42 We are committed to serving you and all of our associates.