1. The Six Personal Perspectives
Instructor's Notes
2/24/2019
The Six Personal Perspectives
Foundational Perspectives to Propel You to the Highest Level of Achievement
Keller MREA Business Planning Clinic Jan 2004

2. Defining the Six Personal Perspectives
Instructor's Notes
2/24/2019
Defining the Six Personal Perspectives
Foundational to Keller Williams Realty
Part of our basic vocabulary and philosophy
Mindset is key to high achievement
Page 7
Keller MREA Business Planning Clinic Jan 2004

3. Defining the Six Personal Perspectives
Instructor's Notes
2/24/2019
Defining the Six Personal Perspectives
Discussion:
When you hear the word “vacation,” what comes to mind?
Is everyone thinking the same thing? Probably not. Why?
Page 9
Keller MREA Business Planning Clinic Jan 2004

4. Defining the Six Personal Perspectives
Instructor's Notes
2/24/2019
Defining the Six Personal Perspectives
What do your personal perspectives of achievement say about you?
High achievers have a similar mindset when it comes to success and achievement—the key points encompassed in the Six Personal Perspectives.
Page 9
Keller MREA Business Planning Clinic Jan 2004

5. Defining the Six Personal Perspectives
Instructor's Notes
2/24/2019
Defining the Six Personal Perspectives
I am going to nail it! I am going to master this!
I am going to focus on my Big Rocks.
I am purposeful about breaking through my ceiling of achievement.
I am willing to be taught. I always pursue learning.
I unlimit my thinking and my success!
It’s mine—I own it!
Page 11
Keller MREA Business Planning Clinic Jan 2004

6. Defining the Six Personal Perspectives
Instructor's Notes
2/24/2019
Defining the Six Personal Perspectives
Powerful Perspectives
Lee Stern
Nikki Ubaldini
Beverly Steiner
Todd Butzer
Page 13
Keller MREA Business Planning Clinic Jan 2004

7. Defining the Six Personal Perspectives
Instructor's Notes
2/24/2019
Defining the Six Personal Perspectives
Exercise: What will you achieve with the Six Personal Perspectives?
What is the Keller Williams Mission Statement?
To build careers worth having, businesses worth owning, and lives worth living.
What is one goal you need to achieve on your path to a career worth having?
Continued . . .
Page 15
Keller MREA Business Planning Clinic Jan 2004

8. Defining the Six Personal Perspectives
Instructor's Notes
2/24/2019
Defining the Six Personal Perspectives
Exercise: What will you achieve with the Six Personal Perspectives? (cont.)
What is one goal you need to achieve on your path to building a business worth owning?
What is one goal you need to achieve on your path to having a life worth living?
Visualize what your world will look like once you master the Six Personal Perspectives and are living the Keller Williams Mission Statement.
Time: 15 minutes
Page 15
Keller MREA Business Planning Clinic Jan 2004

9. Defining the Six Personal Perspectives
Write Your Aha’s
What did you learn? What are your aha’s?
Be prepared to share with your instructor and class.
Page 17

10. Step 1: Commit to “Self-Mastery”
Instructor's Notes
2/24/2019
Step 1: Commit to “Self-Mastery”
Self-mastery is …
… the possession of great knowledge, skills, and habits that make YOU the master of YOU.
Page 19
Keller MREA Business Planning Clinic Jan 2004

11. Step 1: Commit to “Self-Mastery”
Instructor's Notes
2/24/2019
Step 1: Commit to “Self-Mastery”
When you commit to achieving self-mastery, you
Know your goals,
Know your strengths and weaknesses, and
Know how to work with both your strengths and weaknesses to reach your goals.
Page 19
Keller MREA Business Planning Clinic Jan 2004

12. Step 1: Commit to “Self-Mastery”
Instructor's Notes
2/24/2019
Step 1: Commit to “Self-Mastery”
High achievers …
. . . make a commitment to self-mastery.
Page 19
Keller MREA Business Planning Clinic Jan 2004

13. Step 1: Commit to “Self-Mastery”
Read, underline, and share . . .
“Be first a master of yourself, and only then a master of anything else.” —Baltasar Gracián, Spanish Author
Page 21

14. Step 1: Commit to “Self-Mastery”
Instructor's Notes
2/24/2019
Step 1: Commit to “Self-Mastery”
Role-Model Video
Watch Beverly Steiner, multiple Market Center OP, talk about her first big aha about committing to self-mastery.
Page 21
Keller MREA Business Planning Clinic Jan 2004

15. Step 1: Commit to “Self-Mastery”
Instructor's Notes
2/24/2019
Step 1: Commit to “Self-Mastery”
Mastery is …
… the possession of great knowledge, skills, and habits that make one a master of a subject.
Page 23
Keller MREA Business Planning Clinic Jan 2004

16. Step 1: Commit to “Self-Mastery”
Instructor's Notes
2/24/2019
Step 1: Commit to “Self-Mastery”
Discussion:
Someone has decided to master lead generation.
The goal is setting more appointments.
What are some strengths that person would need to master lead generation?
What are some weaknesses that might hinder their mastery?
Page 23
Keller MREA Business Planning Clinic Jan 2004

17. Step 1: Commit to “Self-Mastery”
Instructor's Notes
2/24/2019
Step 1: Commit to “Self-Mastery”
Exercise: Achieve Goals through Self-Mastery
For each of the three goals you wrote on p. 15, list one obstacle you think might hinder your achievement of this goal.
Consult and discuss with your partner so you are sure to dig deep—it’s not always the most obvious choice!
Share with your partner what strengths you feel you have that will help you overcome each obstacle.
Continued . . .
Pages 25-27
Keller MREA Business Planning Clinic Jan 2004

18. Step 1: Commit to “Self-Mastery”
Instructor's Notes
2/24/2019
Step 1: Commit to “Self-Mastery”
Exercise: Achieve Goals through Self-Mastery (cont.)
What weaknesses might hinder you from overcoming the obstacles? How can you conquer them? Brainstorm with your partner.
Are the obstacles movable? Is there something you can master that will help?
Time: 15 minutes
Pages 25-27
Keller MREA Business Planning Clinic Jan 2004

19. Step 1: Commit to “Self-Mastery”
Write Your Aha’s
What did you learn? What are your aha’s?
Be prepared to share with your instructor and class.
Page 29

20. Step 2: Commit to the 80/20 Principle
Instructor's Notes
2/24/2019
Step 2: Commit to the 80/20 Principle
Truth
There is a pattern of predictable imbalance in life. It is called the 80/20 Principle.
Page 31
Keller MREA Business Planning Clinic Jan 2004

21. Step 2: Commit to the 80/20 Principle
More results, fewer activities . . .
Excerpt from
The Millionaire Real Estate Investor
Page 31

22. Step 2: Commit to the 80/20 Principle
Instructor's Notes
2/24/2019
Step 2: Commit to the 80/20 Principle
When we are focused on the 20 percent that matters, we get 80 percent of the results we want.
Page 33
Keller MREA Business Planning Clinic Jan 2004

23. Step 2: Commit to the 80/20 Principle
Focus on what matters . . .
Excerpt from
The 4-Hour Workweek
Page 33

24. Step 2: Commit to the 80/20 Principle
Instructor's Notes
2/24/2019
Step 2: Commit to the 80/20 Principle
High achievers …
. . . always have a focus, and they use the 80/20 Principle as the method of their focus.
Page 35
Keller MREA Business Planning Clinic Jan 2004

25. Step 2: Commit to the 80/20 Principle
Instructor's Notes
2/24/2019
Step 2: Commit to the 80/20 Principle
Role-Model Video
Watch David Osborn, Regional OP and multiple Market Center OP, talk about how focusing on the 20 percent helped him avoid burnout and turn his business around.
Page 35
Keller MREA Business Planning Clinic Jan 2004

26. Step 2: Commit to the 80/20 Principle
Read, underline, and share . . .
The Big Rocks and the Jar
Page 37

27. Step 2: Commit to the 80/20 Principle
Instructor's Notes
2/24/2019
Step 2: Commit to the 80/20 Principle
Exercise: Work in Your 20 Percent
What are some tasks you perform on a typical day?
List one of the goals you wrote down on p. 15.
Now go back and circle all the tasks that will help you accomplish this goal.
What are the 20 percent activities you are or need to be doing?
Time: 5-7 minutes
Page 39
Keller MREA Business Planning Clinic Jan 2004

28. Step 2: Commit to the 80/20 Principle
Instructor's Notes
2/24/2019
Step 2: Commit to the 80/20 Principle
Focus with the 4-1-1
Set SMART Goals
Create a Powerful Productivity Tool
Page 41
Keller MREA Business Planning Clinic Jan 2004

29. Step 2: Commit to the 80/20 Principle
Sample Mega Agent 4-1-1
Page 43

30. Step 2: Commit to the 80/20 Principle
Build Your 4-1-1
Page 45

31. Step 2: Commit to the 80/20 Principle
Instructor's Notes
2/24/2019
Step 2: Commit to the 80/20 Principle
Time blocking is …
… dedicating specific periods of time to specific purposes.
Page 47
Keller MREA Business Planning Clinic Jan 2004

32. Step 2: Commit to the 80/20 Principle
Instructor's Notes
2/24/2019
Step 2: Commit to the 80/20 Principle
High achievers …
… know what matters—the 20 percent—and they block the time to do that first!
Page 47
Keller MREA Business Planning Clinic Jan 2004

33. Step 2: Commit to the 80/20 Principle
Instructor's Notes
2/24/2019
Step 2: Commit to the 80/20 Principle
Five Keys to Successful Time Blocking
Be consistent enough to set the habit.
Be thoughtful and purposeful about the items you list on your calendar.
Be diligent by not allowing anything to steal time you have dedicated to the activities on your calendar.
Always time block for the “Big Rocks” (your 20 percent) that ensure your success and the success of your business.
If you erase, you must replace!
Page 47
Keller MREA Business Planning Clinic Jan 2004

34. Step 2: Commit to the 80/20 Principle
Instructor's Notes
2/24/2019
Step 2: Commit to the 80/20 Principle
Exercise and Discussion: Time Block Your 20 Percent
Earlier you identified some 20 percent activities.
What should your appointment book look like when you are time blocking for these activities?
What do you do if someone interrupts you during an appointment you have set with yourself?
Time: minutes
Pages 49-51
Keller MREA Business Planning Clinic Jan 2004

35. Step 2: Commit to the 80/20 Principle
Write Your Aha’s
What did you learn? What are your aha’s?
Be prepared to share with your instructor and class.
Page 53

36. Step 3: Move from “E” to “P”
Instructor's Notes
2/24/2019
Step 3: Move from “E” to “P”
Moving from “E” to “P”
Page 55
Keller MREA Business Planning Clinic Jan 2004

37. Step 3: Move from “E” to “P”
Instructor's Notes
2/24/2019
Step 3: Move from “E” to “P”
Moving from “E” to “P” means
Moving from an Entrepreneurial Style
Doing what comes naturally
To a Purposeful Style
Doing what comes unnaturally
Page 55
Keller MREA Business Planning Clinic Jan 2004

38. Step 3: Move from “E” to “P”
Instructor's Notes
2/24/2019
Step 3: Move from “E” to “P”
High achievers …
… are always looking for the purposeful way. By doing this, they break through the ceiling of their natural behavior.
Page 57
Keller MREA Business Planning Clinic Jan 2004

39. Step 3: Move from “E” to “P”
Instructor's Notes
2/24/2019
Step 3: Move from “E” to “P”
Role-Model Video
Watch Linda McKissack, Regional OP, talk about how getting purposeful and breaking through a ceiling of achievement is necessary to attain your goals.
Page 57
Keller MREA Business Planning Clinic Jan 2004

40. Step 3: Move from “E” to “P”
Five Steps to Getting Purposeful
Step 1. Focus
Write your goals.
Focus on the 20 percent.
Step 2. Find Strategic Options
Ask, “How can this be done?”
Ask, “Are there different, better ways to do it?”
Step 3. Look for Models to Follow
Attend training that teaches you how to get where you want to go.
Identify mentors/people who have done it.
Step 4. Install Systems
Time block.
Practice scripts.
Create checklists.
Make sure the systems you install work consistently and efficiently.
Step 5. Bring in Accountability
Measure what you do.
Keep track with the Action Goal Worksheet.
Have an accountability partner.
Page 57

41. Step 3: Move from “E” to “P”
Instructor's Notes
2/24/2019
Step 3: Move from “E” to “P”
Exercise: Break Through Your Ceiling
Write one of your goals. What are the 20 percent activities you must do to accomplish this goal?
How are you going to do this?
Is there training you can attend? A mentor who can help?
Are there systems you can install? What are they?
How will you track your progress? Who will hold you accountable?
Time: minutes
Page 59
Keller MREA Business Planning Clinic Jan 2004

42. Step 3: Move from “E” to “P”
Write Your Aha’s
What did you learn? What are your aha’s?
Be prepared to share with your instructor and class.
Page 61

43. Step 4: Make Being “Learning Based” the Foundation of Your Action Plan
Instructor's Notes
2/24/2019
Step 4: Make Being “Learning Based” the Foundation of Your Action Plan
A learning-based individual is …
… an individual who has made the decision to use effective learning as the foundation piece for their action plan to develop their life.
Page 63
Keller MREA Business Planning Clinic Jan 2004

44. Step 4: Make Being “Learning Based” the Foundation of Your Action Plan
Instructor's Notes
2/24/2019
Step 4: Make Being “Learning Based” the Foundation of Your Action Plan
Know for Doing’s Sake
Page 63
Keller MREA Business Planning Clinic Jan 2004

45. Step 4: Make Being “Learning Based” the Foundation of Your Action Plan
Instructor's Notes
2/24/2019
Step 4: Make Being “Learning Based” the Foundation of Your Action Plan
Four Levels of Competency
Page 65
Keller MREA Business Planning Clinic Jan 2004

46. Step 4: Make Being “Learning Based” the Foundation of Your Action Plan
Instructor's Notes
2/24/2019
Step 4: Make Being “Learning Based” the Foundation of Your Action Plan
High achievers …
… make training, education, and self-development the foundational piece of their action plan to achieve their goals.
Page 67
Keller MREA Business Planning Clinic Jan 2004

47. Step 4: Make Being “Learning Based” the Foundation of Your Action Plan
Instructor's Notes
2/24/2019
Step 4: Make Being “Learning Based” the Foundation of Your Action Plan
Role-Model Video
Watch Bruce Hardie, Area Director, share his first aha about being learning based and how important it is to know for the sake of doing.
Page 67
Keller MREA Business Planning Clinic Jan 2004

48. Step 4: Make Being “Learning Based” the Foundation of Your Action Plan
Instructor's Notes
2/24/2019
Step 4: Make Being “Learning Based” the Foundation of Your Action Plan
Agent Curriculum: Launch (Annual Unit Production: 0-16 Units)
Time Management with the 4-1-1
Success Series
CAMP 4:4:3
Page 69
Keller MREA Business Planning Clinic Jan 2004

49. Step 4: Make Being “Learning Based” the Foundation of Your Action Plan
Instructor's Notes
2/24/2019
Step 4: Make Being “Learning Based” the Foundation of Your Action Plan
Agent Curriculum: Growth (Annual Unit Production: Units)
Lead Generation 36:12:3
Buyer Mastery
Internet Lead Generation
Seller Mastery
Page 71
Keller MREA Business Planning Clinic Jan 2004

50. Step 4: Make Being “Learning Based” the Foundation of Your Action Plan
Instructor's Notes
2/24/2019
Step 4: Make Being “Learning Based” the Foundation of Your Action Plan
Agent Curriculum: Achievement (Annual Unit Production: 36+ Units)
RSTLM™: Recruit-Select
RSTLM™: Leadership and Motivation
MREA Curriculum
RSTLM™: Action Training
Page 73
Keller MREA Business Planning Clinic Jan 2004

51. Step 4: Make Being “Learning Based” the Foundation of Your Action Plan
Instructor's Notes
2/24/2019
Step 4: Make Being “Learning Based” the Foundation of Your Action Plan
Agent Curriculum: All Levels
Wealth-Building Workshop
Quantum Leap
Grow Your Profit Share Tree
Page 75
Keller MREA Business Planning Clinic Jan 2004

52. Step 4: Make Being “Learning Based” the Foundation of Your Action Plan
Instructor's Notes
2/24/2019
Step 4: Make Being “Learning Based” the Foundation of Your Action Plan
Supplement the Curriculum
The Millionaire Real Estate Series
MREA
MREI
FLIP
SHIFT
Continued . . .
Page 77
Keller MREA Business Planning Clinic Jan 2004

53. Step 4: Make Being “Learning Based” the Foundation of Your Action Plan
Instructor's Notes
2/24/2019
Step 4: Make Being “Learning Based” the Foundation of Your Action Plan
Supplement the Curriculum (cont.)
Events
Coaching
Online Learning Tools
Page 79
Keller MREA Business Planning Clinic Jan 2004

54. Step 4: Make Being “Learning Based” the Foundation of Your Action Plan
Write Your Aha’s
What did you learn? What are your aha’s?
Be prepared to share with your instructor and class.
Page 81

55. Instructor's Notes
2/24/2019
Close your manuals.
Now, by a show of hands and without speaking, how many of you can draw?
Keller MREA Business Planning Clinic Jan 2004

56. Step 5: Remove Your “Limiting Beliefs”
Instructor's Notes
2/24/2019
Step 5: Remove Your “Limiting Beliefs”
Clear your mind of limiting beliefs.
Develop a positive attitude.
Redirect any negative thoughts into positive ones.
Page 83
Keller MREA Business Planning Clinic Jan 2004

57. Step 5: Remove Your “Limiting Beliefs”
Instructor's Notes
2/24/2019
Step 5: Remove Your “Limiting Beliefs”
High achievers …
… remove beliefs from their thinking that hold them back.
Page 83
Keller MREA Business Planning Clinic Jan 2004

58. Step 5: Remove Your “Limiting Beliefs”
Instructor's Notes
2/24/2019
Step 5: Remove Your “Limiting Beliefs”
Role-Model Video
Watch Kay Evans, Southeast Regional Investor, share how she had to work to remove her limiting beliefs when the opportunity presented itself to expand the Southeast Region.
Page 83
Keller MREA Business Planning Clinic Jan 2004

59. Step 5: Remove Your “Limiting Beliefs”
Instructor's Notes
2/24/2019
Step 5: Remove Your “Limiting Beliefs”
Redirect and remove …
Lee Stern
Page 85
Keller MREA Business Planning Clinic Jan 2004 59

60. Step 5: Remove Your “Limiting Beliefs”
Instructor's Notes
2/24/2019
Step 5: Remove Your “Limiting Beliefs”
Discussion: Remove Your Limiting Beliefs
Think of a time in your life when you had a limiting belief you needed to remove.
How did you do it?
What new successes came your way once you removed the limiting belief?
Time: 5-7 minutes
Page 87
Keller MREA Business Planning Clinic Jan 2004

61. Step 5: Remove Your “Limiting Beliefs”
Instructor's Notes
2/24/2019
Step 5: Remove Your “Limiting Beliefs”
Exercise: Remove Your Limiting Beliefs
Pair up with a partner. Ask that person for one limiting belief he/she has that is holding them back.
What steps could your partner take to remove this limiting belief?
Switch roles and share a limiting belief you feel is holding you back.
What action steps does your partner think you could take? Incorporate these into your
Time: minutes
Page 87
Keller MREA Business Planning Clinic Jan 2004

62. Step 5: Remove Your “Limiting Beliefs”
Write Your Aha’s
What did you learn? What are your aha’s?
Be prepared to share with your instructor and class.
Page 89

63. Step 6: Be Accountable Are you accountable? Or are you a victim?
Instructor's Notes
2/24/2019
Step 6: Be Accountable
Are you accountable?
Or are you a victim?
Page 91
Keller MREA Business Planning Clinic Jan 2004

64. Step 6: Be Accountable Being a Victim Being Accountable
Instructor's Notes
2/24/2019
Step 6: Be Accountable
Being a Victim
Being Accountable
Doesn’t seek reality
Seeks reality
Fights reality
Acknowledges reality
Blames
Owns it
Personal excuses
Finds solutions
Waits and hopes
Gets on with it
Page 91
Keller MREA Business Planning Clinic Jan 2004

65. Accountability is an attitude and an approach.
Instructor's Notes
2/24/2019
Step 6: Be Accountable
Accountability is an attitude and an approach.
Accountability is a tool for changing the results in your life.
Accountability is a dynamic cycle, not a static concept.
Page 93
Keller MREA Business Planning Clinic Jan 2004 65

66. Step 6: Be Accountable Role-Model Video
Instructor's Notes
2/24/2019
Step 6: Be Accountable
Role-Model Video
Watch Lee Stern; Regional Director, Team Leader, and KWU Master Faculty; share how she created a culture of accountability in her Market Center.
Page 93
Keller MREA Business Planning Clinic Jan 2004 66

67. … are diligent about being accountable.
Instructor's Notes
2/24/2019
Step 6: Be Accountable
High achievers …
… are diligent about being accountable.
Page 93
Keller MREA Business Planning Clinic Jan 2004

68. Step 6: Be Accountable Exercise: Accountable vs. Victim
Instructor's Notes
2/24/2019
Step 6: Be Accountable
Exercise: Accountable vs. Victim
Think of an issue or problem you are struggling with right now.
You have two minutes to complain (be in “victim mode”) about your problem with others in the classroom.
After two minutes of “victim mode,” return to your seats.
Utilizing the “Be Accountable” steps, work through and write down the necessary approach and actions you can take to resolve this issue or problem.
Time: 10 minutes
Page 95
Keller MREA Business Planning Clinic Jan 2004 68

69. … have someone holding them accountable on a regular basis.
Instructor's Notes
2/24/2019
Step 6: Be Accountable
High achievers …
… have someone holding them accountable on a regular basis.
Page 97
Keller MREA Business Planning Clinic Jan 2004 69

70. Accountability–The People in Mo’s Box
Instructor's Notes
2/24/2019
Step 6: Be Accountable
Accountability–The People in Mo’s Box
Page 97
Keller MREA Business Planning Clinic Jan 2004

71. Step 6: Be Accountable Exercise: Who are the people in your box?
Instructor's Notes
2/24/2019
Step 6: Be Accountable
Exercise: Who are the people in your box?
Do you have a financial, spiritual, physical, and business coach, or are you just winging it?
Using the “People in the Box” graphic in your manual, write in who could potentially hold you accountable or who already is holding you accountable in these areas.
You can have more than one accountability partner if you really want to grow!
Time: 10 minutes
Page 99
Keller MREA Business Planning Clinic Jan 2004

72. Step 6: Be Accountable Accountability Session Model for Consulting
Instructor's Notes
2/24/2019
Step 6: Be Accountable
Is there anything that might keep you from doing that?
If you needed training or support to do this, what might it be?
What was your goal?
How did you do?
How do you feel about that?
Based on how you did, what is your goal and what do you need to do now?
Accountability Session Model for Consulting
Page 101
Keller MREA Business Planning Clinic Jan 2004 72

73. Step 6: Be Accountable Write Your Aha’s
What did you learn? What are your aha’s?
Be prepared to share with your instructor and class.
Page 103

74. Become a High Achiever Page 105
I am going to nail it! I am going to master this!
I am going to focus on my Big Rocks.
I am purposeful about breaking through my ceiling of achievement.
I am willing to be taught. I always pursue learning.
I unlimit my thinking and my success!
It’s mine—I own it!
Page 105

75. Don’t forget your evaluations!
Thank you
for being here!
Don’t forget your evaluations!