1. No category

Ignite
skills to spark a great career
Power Session 1: Rev Up
Energize Your Business Today
Mona Covey and Brenda Marshall
Notices
While Keller Williams Realty, Inc., (KWRI) has taken due care in the preparation of all course materials, we cannot
guarantee their accuracy. KWRI makes no warranties either expressed or implied with regard to the information and
programs presented in the course or in this manual.
This manual and any course it’s used as a part of may contain hypothetical exercises that are designed to help you
understand how Keller Williams calculates profit sharing contributions and distributions under the MORE System,
how Keller Williams determines agents’ compensation under the Keller Williams Compensation System, and how
other aspects of a Keller Williams Market Center’s financial results are determined and evaluated. Any exercises are
entirely hypothetical. They are not intended to enable you to determine how much money you are likely to make as a
Keller Williams Licensee or to predict the amount or range of sales or profits your Market Center is likely to achieve.
Keller Williams therefore cautions you not to assume that the results of the exercises bear any relation to the financial
performance you can expect as a Keller Williams Licensee and not to consider or rely on the results of the exercises
in deciding whether to invest in a Keller Williams Market Center. If any part of this notice is unclear, please contact
Keller Williams’ legal department.
Materials based on the Recruit-Select-Train-Manage-Motivate™ (RSTMM™) system and the Winning Through
Selection™ course have been licensed to Keller Williams Realty, Inc., by Corporate Consulting. KWRI has the exclusive
right within the residential real estate industry to market and present material from RSTMM™, Winning Through
Selection™, and any derivatives owned by or created in cooperation with Corporate Consulting.
Material excerpted from The Millionaire Real Estate Agent appears courtesy of The McGraw-Hill Companies. The
Millionaire Real Estate Agent is copyright © 2003–2004 Rellek Publishing Partners, LLC.
Copyright notice
All materials are copyright © 2011 Keller Williams Realty, Inc.
No part of this publication and its associated materials may be reproduced or transmitted in any form or by any means
without the prior permission of Keller Williams Realty, Inc.
Acknowledgments
The authors gratefully acknowledge the assistance of the following exceptionally
talented and caring individuals in the creation of this course. Our mega contributors
include Dianna Kokoszka, president of KW MAPS Coaching and author of BOLD
Experience, BOLD Leadership, and many other coaching programs; Tony DiCello,
director of KW MAPS Coaching, who after a very successful real estate career has
logged more than 10,000 coaching hours helping agents achieve success; Chris Heller,
mega agent and president of KW Worldwide, who brings a sense of humor to the
serious business of sales; and Ben Kinney, mega agent and vice president of KW
MAPS Technology, who offers insights into using the latest electronic tools to enhance
workflow. Shon Kokoszka, KW MAPS Coach and agent in Arvada, Colorado, and
Diane Mitchell, area director, Canada, from Newmarket, Ontario, lent their talent and
expertise to the process as well. This dedicated group chose to share their experience
and wisdom so others can learn and achieve success, and now agents have the path
to a great career illuminated before them. With a combination of commitment and
execution of the learning activities of Ignite, the possibilities are limitless.
We also thank our Ignite champions Dick Dillingham, Matt Fetick, and Ryan Secrist
for delivering this course’s first Train the Trainer session, and we thank all of our early
adopters for being Ignite ambassadors. This course could not have been launched with
the positivity and momentum behind it without your help. Several Market Centers
pilot-tested Ignite while in development and provided invaluable feedback to improve
it: Thank you to the Austin Southwest and Austin Northwest Market Centers, along
with the Cedar Park/Leander and Round Rock Market Centers.
We deeply appreciate the assistance of the following individuals at Keller Williams
Realty International in the creation of this course and its supporting systems:
Mary Keith Trawick, Michael Balistreri, and Jennifer Boyd for their graphic design
wizardry; Jeffrey Ryder and Maryanne Jordan for their editing genius; Jay Papasan,
Joelle Senter, Danny Thompson, Heidi Fore and Bruce Virgil for their valuable
review of content; Dawn Sroka for keeping faculty informed; John Paul Lewis, Katie
Nelms, and Derick Joe for scripting, shooting, and editing the videos; Allie Arges for
coordinating the website; Margaret Potyrala and Annie Switt for generating a buzz
with marketing; Scott Anthony, Veronica Diaz, James Elsea, Ben Herndon, Ryan
Hromadka, Ann Nguyen, Dan Tecson, Kari Trecker, and Joe Wilhelmy for creating
the online accountability system myTracker; Kaitlin Merchant and Alice Nguyen
for research support; and Tamara Hurwitz for orchestrating the printing—Team
AWESOME!
None of this would be possible without the driving forces behind this course, the
inspiration they provide, the value they place on education, and the true desire to
help associates achieve the very best—Mo Anderson, vice chairman of Keller Williams
Realty, Inc., Mark Willis, chief executive officer of Keller Williams Realty, Inc., Mary
Tennant, president and chief operating officer of Keller Williams Realty, Inc., and
Gary Keller, cofounder and chairman of the board of Keller Williams Realty, Inc.
We bow to you all!
Mona Covey, Julie Fantechi, Roger Higle, and Bre nda Marshall
Table of Contents
Advance Preparation...................................................... 1-1
Other Important Classes. .......................................................1-1
Key Ingredients. .....................................................................1-1
Get Your Head in the Game............................................ 1-3
Your Path to Success..............................................................1-5
Your Ignite Tools...................................................................1-7
Don’t Let Myths Slow You Down............................................1-8
Help When You Need It. ........................................................1-9
Today’s Plan of Action.........................................................1-10
Gear Up...............................................................................1-10
1. Aim for Your Goal.................................................... 1-11
What Is Success in Real Estate?............................................1-11
What Is the Payoff?..............................................................1-11
What Is Your Goal?..............................................................1-12
2. Win Customers......................................................... 1-13
Countdown to Payday..........................................................1-13
Get Leads—Start With Who You Know................................1-14
3. Build Your Business Database................................... 1-22
4. Become a Customer Service Professional.................. 1-25
Identify Your Transferable Skills. . ........................................1-25
Know Your Big Why.............................................................1-26
Know the Value You Provide................................................1-28
5. Power Forward With Habits That Count.................... 1-32
Lead Generation—It’s Job No. 1.........................................1-32
The Lead Generation Pipeline............................................1-32
Learn Your Lead Generation Lingo....................................1-34
Four Powerful Habits—Daily 10/4......................................1-35
6. Plan Your New Life.. ................................................. 1-41
How to Live Like a Successful Agent...................................1-41
How to Protect Your Time...................................................1-43
7. Leverage Resources.................................................. 1-44
8. Open for Business.................................................... 1-49
Your Business Checklist.......................................................1-49
Your Action Plan.......................................................... 1-51
1. Get Ready to Preview Homes...........................................1-51
2. Select an Open House.....................................................1-53
3. Prepare for Future Power Sessions..................................1-55
4. Plan and Time Block Your Daily 10/4.............................1-55
Aha’s....................................................................................1-56
Advance Preparation
Other Important Classes
Your participation in Ignite over the next four weeks will
determine your success in achieving your goal. To make the most
of your experience, we suggest you take the following classes
before the start of any Power Session of Ignite.
† † Market Center Orientation – You will receive a tour of the
office and meet the people who are available to help. You will
receive your key and passwords and get signed up for eEdge,
your Keller Williams technology system.
† † Technology Orientation – You will learn about and get started
with the technology system.
† † Productivity Coaching Orientation (if your Market Center has
a Productivity Coach) – You will learn about the value of the
coaching program that keeps you accountable to your goals.
Key Ingredients
You’ll need to acquire a few key ingredients for your business right
away. If you don’t already have the following, they are your first
priority.
† † Complete KW Profile—100 percent
† † Activate eEdge and eAgentC Website
† † Email Address – Keller Williams provides you with an email in
the form of [email protected]. Use this or an email
address you already have or create a new one on another service
provider.

† † URL (Internet domain name) – Choose a web address that is
exclusively you. Keller Williams Realty provides you with a URL
in the form of x123456.yourkwagent.com or firstnamelastname.
kwrealty.com, both of which are editable. You may want to
explore options and purchase your URL on a domain website
such as www.kwdomainstore.com or www.godaddy.com. When
you purchase a domain name, make it automatically renewable.
† † Business Cards – Get help from the agent services person in
your Market Center. Generic designs with your name, phone
number, email address, and website (that’s why it is so important
to lock these down) will work fine. You can work on a fancier
design when you order your next batch soon enough.
Ignite Power Session 1: Rev Up – v3.3 © 2011 Keller Williams Realty, Inc.
1-1
1-2
Ignite Power Session 1: Rev Up – v3.3 © 2011 Keller Williams Realty, Inc.
Get Your Head in the Game
Imagine the following …
• Your business is thriving and your life is everything you’ve
dreamed of.
• You are the top agent in your Market Center, or Rookie of
the Year if you’re new. You walk across the stage at Family
Reunion to accept your award.
• You’ve already capped—you are receiving 100 percent of your
commissions.
“Think Big. Act Bold.
Live Large. Become
the very best you can
become!”
Gary Keller
Cofounder and COB
Keller Williams Realty, Inc.
• You’re poised to hire a team and grow your business.
• Your customers rave about the service and value you provide
and think of you first when they have a real estate need.
• Your family and friends are so proud of your success and are
consistently referring business your way.
You are helping others live their dream of owning a home because
you are focused on helping them get what they desire. You are
building the foundation and momentum for your entire career,
and gaining relationships and experiences and the income you
desire. Today you start down the path to making this vision a
reality.
Gary Keller, cofounder and chairman of the board of Keller
Williams Realty, Inc., wants you to have success in real estate and
to build a career worth having, a business worth owning, and a life
worth living.
Ignite Power Session 1: Rev Up – v3.3 © 2011 Keller Williams Realty, Inc.
Win for ...
You:
Get set to open for
business today!
Your Customers:
Their real estate
needs will be
professionally and
completely ser viced
today.
1-3
Ignite Introductory Video
Watch Gary Keller’s video and answer the following questions.
1. What is the ONE way to achieve success in real estate?
2. Which is more important—dealing with business or finding
business? Why?
3. What are the habits of top-producing agents?
Time: 5 minutes
1-4
Ignite Power Session 1: Rev Up – v3.3 © 2011 Keller Williams Realty, Inc.
Your Path to Success
Ignite is designed to get your business up and running and into
production as quickly as possible. The entire journey consists of
18 Power Sessions that lead you down a path of discovery and
experience—you learn what you need to know when you need to
know it.
Ignite is structured to be taught five days a week for four weeks,
each Power Session lasting between 2–3 hours, with a few being
longer and some being shorter. Every day of Ignite is full of action,
productivity, tracking, and results!
The Power Sessions and their descriptions are detailed below, and
the following page shows the monthly calendar for Ignite. Note
that this schedule may differ in your Market Center.
Ignite Power Sessions
Description
1. Rev Up
“Ignite” your business with a goal and a path to customers. Gain the
productive habits and professional skills needed to succeed. Make the most of
your time by scheduling your days and leverage resources to get the help you
need now.
2. Your Database
Learn the value of your database. It IS your business. Begin building it and
automating it today. Make your database work for you!
3. Open Houses
Get in front of and gain customers quickly with the Seven-level open house
model.
4. Prospecting
Find out why prospecting is the key to ignite your business quickly. It is the
cornerstone of lead generation. Gain skills to go after customers immediately.
5. Accountability – Check
in on Your Goals and
Big Why
Each week ends with a check-in on how you’re doing against the plans
you made for yourself. You will address issues that slowed you down and
emphasize the ones that propelled you forward. This week you’ll focus on
goals.
6. Prepare to Work with
Buyers
Find and service buyers simply, inexpensively, and quickly, and earn income fast.
7. The Buyer Consultation Consult with buyers to ensure a win-win.
8. Find and Show Homes
Streamline the process of helping buyers find the exact right home to buy.
9. Make and Receive
Offers
Perfect your technique to streamline the offer process.
10. Accountability – Check
in on Time Blocking
Each week ends with a check-in on how you’re doing against the plans
you made for yourself. You will address issues that slowed you down and
emphasize the ones that propelled you forward. This week you’ll focus on your
calendar and time blocking.
continued
Ignite Power Session 1: Rev Up – v3.3 © 2011 Keller Williams Realty, Inc.
1-5
Power Sessions (cont.)
Description
Market Center Topics
These two sessions will be determined by your Market Center and may cover
contracts, risk management, or technology, for example.
11. Negotiate Win-Win
Agreements
Practice the ar t and skill of negotiation to attain win-win agreements with
both par ties—your customer and the person on the other side of the
transaction.
12. Find Seller Leads
Identify the unique needs of sellers and their motivations. Prepare for doorknocking, prospecting to a geographic farm, and working with FSBOs, expired
listings, and withdrawn listings.
13. Accountability – Check
in on the 4-1-1
Each week ends with a check-in on how you’re doing against the plans
you made for yourself. You will address issues that slowed you down and
emphasize the ones that propelled you forward. This week you’ll focus on the
unique accountability tool—the 4-1-1.
14. Your Prelisting
Packet and Listing
Consultation
Learn the value of a prelisting packet in securing the listing. Create your own
in class. Go to your listing appointment with confidence, set to get a listing
agreement signed. Answer all the seller’s questions and objections before they
come up.
15. Price Right and Present
Your CMA
Learn to price correctly to ensure a sale. Create a Comparative Market
Analysis for your seller clients.
16. Market and Service
Your Listings
Learn how to deliver marketing effor ts and personal service to sellers that
gets their home sold and wins you long-term business.
17. Contract-to-Close and
Postclose Systems
Make sure the transaction gets all the way to close with minimal hassle and time.
18. Accountability – Check
in on Your Numbers
and What’s Next
This final accountability session sets you up for success as you continue the
journey on your own.
Ignite Power Session Training Calendar
are Your
here!
1. AimYou
for
Goal
Monday
Tuesday
Wednesday
Thursday
Friday
1. Rev Up
2. Your
Database
3. Open Houses
4. Prospecting
5. Accountability
– Check in on
Your Goals
and Big Why
6. Prepare to
Work with
Buyers
7. The Buyer
Consultation
8. Find and Show
Homes
9. Make and
Receive
Offers
10. Accountability
– Check in on
Time Blocking
Market Center
Topics
Market Center
Topics
11. Negotiate
Win-Win
Agreements
12. Find Seller
Leads
13. Accountability
– Check in on
the 4-1-1
16. Market and
Service Your
Listings
17. Contract-toClose and
Postclose
Systems
18. Accountability
– Check in on
Your Numbers
and What’s
Next
14. Your Prelisting
Packet
and Listing
Consultation
1-6
15. Price Right
and Present
Your CMA
Ignite Power Session 1: Rev Up – v3.3 © 2011 Keller Williams Realty, Inc.
Your Ignite Tools
Your Ignite tools include the following:
• Power Session course manual. All 18 of the Ignite Power
Sessions are available for free download on kwu.kw.com/
ignite. Your instructor or Market Center may provide copies.
• Scripts, so you always know what to say when making
connections, asking for business or referrals, or when handling
challenging conversations. Scripts are included in each Power
Session.
• Job aids, such as marketing campaign planners, checklists,
and client communication templates. These are available for
download on kwu.kw.com/ignite on the Toolkit tab.
• Daily planner. To form a habit of productivity and to stay
motivated, use this planner to schedule your activities every
day, or use your own calendar or planner.
These tools are built on proven models for success. Trust in them
and the wisdom of those who have gone before you and succeeded!
Ignite Power Session 1: Rev Up – v3.3 © 2011 Keller Williams Realty, Inc.
Leverage eEdge
eEdge, an exclusive
Keller Williams
business system,
is a single place
for all of your
lead management,
contact management,
marketing, and
paperless transaction
activities. It was
designed with the
successful real estate
agent in mind—the
agent who wants to
spend more time in
front of clients than
behind a computer.
1-7
Don’t Let Myths Slow You Down
Sadly, many good agents hold themselves back from ever realizing
their full potential because they hold on to old, negative beliefs
about success. This can cause self-doubt, which in turn limits one’s
own success.
We call these beliefs myths because they are rarely, if ever, true. In
The Millionaire Real Estate Agent, Gary Keller writes, “The source
of most of our fears is myth. I find it extremely helpful to think of
fears in terms of what generally creates them—myths—and what
sets us free from them—truths. It’s about learning to look past
your fears to the truth of a situation, investigating the myths, and
avoiding the misunderstandings that hold us back.”
Eliminate myths and reach your full potential in real estate.
STOP
and DO
Are Myths Holding You Back?
1. Read through and circle any of the myths below that you may have
heard or believed.
2. Your instructor will provide the truth to counteract each of these myths.
Myth
Truth
1. I have to be an expert and know
everything before I can kick-start my
business; I’m not valid yet.
2. I don’t know what to say.
3. My formal licensing and accreditation
training prepared me for success in
the real estate business.
4. I don’t have time for training.
5. I will need to invest a lot of money to
kick-star t my real estate career.
6. Because I’m in the business, the
business will come.
7. I’m really busy, so I’m productive.
8. Now that I’m my own boss, I don’t
need to be held accountable.
Time: 10 minutes
1-8
Ignite Power Session 1: Rev Up – v3.3 © 2011 Keller Williams Realty, Inc.
Help When You Need It
Accountability sessions
No one can truly hold themselves accountable. True accountability
requires someone else holding you to your goals. In Ignite, you
will have regular accountability sessions at the end of each week.
During these sessions, you will review your progress, make any
necessary adjustments to your action plans, and get answers to any
questions you have.
“Keller Williams Realty
is a training and
coaching company that
just happens to be in the
business of real estate!”
Gary Keller
Coaching
After Ignite, there are several coaching avenues to keep you on
the path of success. Besides your Productivity Coach, KW MAPS
Coaching provides several programs to keep you accountable to
your goals. One follow-up program you’ll want to schedule as soon
as it shows up in your area is BOLD Experience. It’s an intensive
eight-week program that will truly take your business to new
heights.
Cofounder and COB
Keller Williams Realty, Inc.
The Learn to Earn Model
When you achieve your goals, the learning does not stop. You’ll be
poised for taking on bigger challenges and further learning. This is
the Learn to Earn Model of Keller Williams Realty.
Keller Williams is unique in that we have a deep commitment to
training and coaching at all levels. All of our training and coaching
activities will help propel your business toward maximum levels of
productivity and profitability, while you provide the best customer
service in the industry. Keller Williams Realty is in the business of
helping our associates become the best they can be, and to build
careers worth having, businesses worth owning, and lives worth
living.
Ignite Power Session 1: Rev Up – v3.3 © 2011 Keller Williams Realty, Inc.
1-9
Today’s Plan of Action
This first Power Session gets you going in eight easy steps.
1. Aim for your goal.
2. Win customers.
3. Build your business database.
4. Become a customer service professional.
5. Power forward with habits that count.
6. Plan your new life.
7. Leverage resources.
8. Open for business.
Gear Up
Ignite is designed to keep you active and in productivity in class,
so today you will be doing the following:
1. Learning and role-playing what to say when you talk with
people
2. Making phone calls for business
3. Building your database of contacts
4. Scheduling time for classes and daily activities in your
calendar
For today’s session, you will need the following:
† † Your cell phone
† † A few note cards and envelopes
Other optional items that will help you today:
† † Laptop or tablet
† † List of names and phone numbers of people to call
1-10
Ignite Power Session 1: Rev Up – v3.3 © 2011 Keller Williams Realty, Inc.
1. Aim for Your Goal
What Is Success in Real Estate?
You can achieve success with the systems provided in this course.
Ignite puts you on track to make a minimum of 16 transactions a
year and well on your way to receiving 100 percent commissions.
By deciding to embark on this journey, you’ve shown that you
already have the right mindset to succeed in real estate. You have
the motivation, drive, and passion to help people—all of the gear
you need to run a thriving real estate business. You’re ready to go!
What Is the Payoff?
What does achieving 16 transactions look like? It’s the same as
achieving four buyer sales and four listings in three months, and
this puts you on track to outperform the average agent.
According to the National Association of Realtors (NAR) 2010
Member Profile, the average agent had 8 transactions in 2009.
Annual Transactions
20
15
10
5
Average
Agents
Ignite
Agents
0
The median sales price at the end of 2010 was $172,900, and the
average sales price was $220,000. With a 6 percent commission
rate, after first-year expenses, achieving 16 transactions or more
nets a very comfortable income.
Ignite Power Session 1: Rev Up – v3.3 © 2011 Keller Williams Realty, Inc.
1-11
What Is Your Goal?
Whether it’s 16 transactions or many more is your choice. What’s
important is that you have a goal, check in on it every day, and
always work at the right tasks to keep you moving toward the goal.
Calculation example
A
Annual Gross
Income Goal
$100,000
B
C
D
E
Annual
Transaction
Goal (A / D)
STOP
and DO
Average Sales
Price
Commission
Percentage
Commission
Dollar (B x C)
$200,000
3%
$6,000
16
Your Goal
Fill in the blanks to calculate the number of transactions to attain
your personal income goal.
A
Annual Gross
$
Income Goal
B
C
D
E
Average Sales
Price
Commission
Percentage
Commission
Dollar (B x C)
$
$
Annual
Transaction
Goal (A / D)
Time: 5 minutes
1-12
Ignite Power Session 1: Rev Up – v3.3 © 2011 Keller Williams Realty, Inc.
2. Win Customers
Your business is built on customers and you are selling your
service. So now that you’re open for business, there’s no
better time to get customers and get closer to your first closed
transaction.
Countdown to Payday
Your Countdown to Payday begins with getting leads—people who
have a real estate need now or in the near future. The countdown
continues when you move a lead to an appointment, then secure
their agreement to work exclusively with you. Next comes a
contract to list their house or negotiate an offer on their behalf.
Finally, you service the entire transaction through to a successful
closing and receive your commission—it’s payday!
Leads
Appointments
Agreements
Contracts
Closings
$
The top three elements are the “fun” tasks, working with people and
developing great relationships. While the bottom three may be less
“fun” because they are transactional and not involved with people, they
are equally important.
Ignite Power Session 1: Rev Up – v3.3 © 2011 Keller Williams Realty, Inc.
1-13
Get Leads—Start With Who You Know
The countdown starts with leads, and leads start with who you
know. Because we want your business to get off to a quick start,
today you are going to start calling some of those people. Prepare
to call them by learning the first of many scripts you’ll be using
throughout this course.
A word about scripts
“Scripts keep you in
control. Sellers and
buyers have strategies;
you need one too!”
Tony DiCello
Director of KW
MAPS Coaching
Scripts are the tools of the real estate trade. Knowing the exact
right thing to say at the exact right time is critical to your success
as a sales professional. For mountain climbing, you need a rope,
harness, and carabiners; in real estate sales, you need scripts.
Seasoned and successful agents practice them daily, keep them in
sight as they make calls, and attribute their success to them. You’ll
be doing the same throughout Ignite.
The scripts in this course are the same scripts used by our Ignite
advisers: Chris Heller, Ben Kinney, Tony DiCello, and Shon
Kokoszka, as well as the most successful Keller Williams mega
agents. These scripts have been selected and perfected by Dianna
Kokoszka, president of KW MAPS Coaching and “queen of
scripts.”
To the uninitiated, using someone else’s words may seem awkward
at first, and you may think, “That’s not me.” Don’t give up on
scripts until you have tried them! Many people never appreciate
the importance of scripts until they have success with one.
Top coaches insist you use scripts the way they’re written, because
the scripts are planned in advance to get the response you’re
looking for. Tony DiCello says, “Winging it doesn’t work because
there’s no strategy in it.” Just remember to try them out and see
what happens. After all, their effectiveness is proven by our topproducing agents.
For your first call today, you have your choice of four different
scripts. Choose the one that best suits your status.
1. New to Real Estate Script
2. New to Keller Williams Script
3. Remind People You’re in Real Estate Script
4. New to Area Script
1-14
Ignite Power Session 1: Rev Up – v3.3 © 2011 Keller Williams Realty, Inc.
Scripts for Calling People You Know
Read through the four scripts and choose one to role-play with a
partner. One of you takes the role of the agent, and the other takes
the role of someone the agent knows.
Role
Play
The “agent” reads the following to his/her partner. Then, switch roles.
Time: 10 minutes
New to Real Estate
Hello, this is _______ and this is a business call. Do
you have a moment? I’d like to share some exciting
news with you. I have become a real estate agent and
have joined as a par tner with Keller Williams Realty.
Now, you may be thinking, “Wow, he’s/she’s brandnew and I may not want to work with someone so
new.” Yet with Keller Williams and our par tnership, I
have all their knowledge helping and suppor ting me.
Plus, my clients get all my enthusiasm and hard work.
And as you already know, I’ll do whatever it takes to
help people.
With all scripts in
this course, always
introduce yourself
this way: “This is
(full name) with
(name of business or
Market Center).”
So of all the people I thought about connecting with,
I knew you would be someone to help me get my
career star ted. May I count on you? (pause)
Great! So I wanted to ask who you might know from
work, your neighborhood, or a group you belong to
who’s interested in buying a home, selling a home, or
investing in real estate. Can you think of anyone right
now? (pause)
Thanks for taking a moment to think about it.
If they respond “yes,”
ask for the name and
contact information
and ask for permission
to make the connection
with the referral. And
thank them!
Also, I have a wealth of interesting and timely
information about the real estate market in your
area. May I go ahead and send you something about
the market from time to time? (pause)
Great, now your email address is __________?
Thank you for your time, and please let me know if
there is anything I can ever do for you or anyone you
know.
Ignite Power Session 1: Rev Up – v3.3 © 2011 Keller Williams Realty, Inc.
You can also ask
for other contact
information
or if they’re on
Facebook.
1-15
New to Keller Williams
Hello, this is ______ and this is a business call. Do
you have a moment? I’d like to share some exciting
news with you. Usually, I’m the one helping people
make a move. This time, I’m the one who’s moved! I
wanted you to be one of the first to know that I’ve
moved my license over to a new company—Keller
Williams Realty.
Just because the company name has changed, the
level of service I offer to clients hasn’t. My clients will
continue to get all my enthusiasm and hard work.
And as you already know, I’ll do whatever it takes to
help people. May I count on you to help me grow
my business?
If they respond “yes,”
ask for the name and
contact information
and ask for permission
to make the connection
with the referral. And
thank them!
Great! So I want to ask, who might you know from
work, your neighborhood, or a group you belong to
who is interested in buying or selling real estate? Can
you think of anyone right now? (pause)
Thanks for taking a moment to think about it.
Also, I have a wealth of interesting, timely information
on the real estate market in your area. May I go
ahead and send you something about the market
from time to time? (pause)
Great, let me check your email/address. It’s
__________, right?
Thank you for your time, and please let me know if
there is anything I can ever do for you or anyone you
know.
1-16
Ignite Power Session 1: Rev Up – v3.3 © 2011 Keller Williams Realty, Inc.
Remind People You’re in Real Estate
Hello, this is ______ and this is a business call. Do
you have a moment? First of all, I’d like to apologize
for not staying in touch. I’ve been very busy growing
my real estate business and working with great
clients like you. I wanted to share with you that I
have a personal goal to help __#__ families get into
the home of their dreams this year. As you already
know, I’ll do whatever it takes to help people. May I
count on you to help me reach my goal?
Great! So I want to ask, who might you know from
work, your neighborhood, or a group you belong to
who is interested in buying or selling real estate? Can
you think of anyone right now? (pause)
Thanks for taking a moment to think about it.
Also, I have a wealth of interesting, timely information
on the real estate market in your area. May I go
ahead and send you something about the market
from time to time? (pause)
If they respond “yes,”
ask for the name and
contact information
and ask for permission
to make the connection
with the referral. And
thank them!
Great, let me check your email/address. It’s
__________, right?
Thank you for your time, and please let me know if
there is anything I can ever do for you or anyone you
know.
Ignite Power Session 1: Rev Up – v3.3 © 2011 Keller Williams Realty, Inc.
1-17
New to Area
Hello, this is ______ and this is a business call. Do you
have a moment? I’d like to share some exciting news
with you. I have moved to ___ (new town) and I have
become a real estate agent and par tner with Keller
Williams Realty!
With Keller Williams’ par tnership, I have all their
knowledge suppor ting and helping me. My clients get all
my enthusiasm and hard work. And as you already know,
I’ll do whatever it takes to help people.
So of all the people I thought about connecting with, I
knew you would be someone to help me get my career
star ted. May I count on you?
If they respond “yes,”
ask for the name and
contact information
and ask for permission
to make the connection
with the referral. And
thank them!
Great! So I want to ask, who might you know who lives
in or near _____ (new town) or is thinking of moving to
___ (new town) that I may connect with? Can you think
of anyone right now? (pause)
You may not know that I am able to help people in
other cities/towns/locations with their real estate needs
by putting them in touch with the perfect real estate
agent in their area. So may I ask, who might you know
from work, your neighborhood, or a group you belong
to who is interested in buying or selling real estate? Can
you think of anyone right now? (pause)
Thanks for taking a moment to think about it.
Also, I have a wealth of interesting, timely information
on the real estate market. May I go ahead and send you
something about the market from time to time? (pause)
Great, let me check your email/address. It’s __________,
right?
Thank you for your time, and please let me know if
there is anything I can ever do for you or anyone you
know.
1-18
Ignite Power Session 1: Rev Up – v3.3 © 2011 Keller Williams Realty, Inc.
A note on messages:
If you leave a message, does that count as a contact in the business
of real estate? No, it does not!
A contact is actual dialogue between two or more people that
addresses real estate business.
Your goal in leaving messages is to generate a response. When you
get a call back, you’ve made a contact and have the opportunity to
ask for business referrals.
Message Script
Hi, this is ____________________, and I’ve got
something exciting to share with you. Call me back!
Your Connecting Calls
Now get out your phone and call people you know, and don’t forget
to ask for referrals. Use one of the scripts from the previous pages.
• Keep calling until you make contact with at least three people.
Real
Play
• Record the call information in the tracking form below:
Name
Phone
Date
Referral Name
1.
2.
3.
Time: 20 minutes
Congratulations!
You just did the scariest part of real estate!
Ignite Power Session 1: Rev Up – v3.3 © 2011 Keller Williams Realty, Inc.
1-19
Your Sphere of Influence (SOI)
Sphere of Influence
You just spoke with three people you know—now who else do you
know? All of these people are your Sphere of Influence. And your
goal is for them to know you’re in real estate.
All the people who
know you, trust you,
and may do business
with you.
Think of the people closest to you as the Inner Circle of your
Sphere of Influence. They are your biggest champions. They
already know, trust, and respect you—therefore, they are likely to
be willing to help you. Because, after all, people like to do business
with those they know, trust, and respect.
Your Inner Circle is the group of people you’ll look to most
often—and reward most often—for help and support in referring
business your way. In fact, the majority of your business during
your first year in real estate will most likely originate from your
Inner Circle.
It’s only natural that your Sphere is the place where you’ll begin to
find leads.
Sphere of Influence
Friend
Friend
Friend
Neighbors
Inspectors
Dentist
Lenders
Insurance
Agent
Family
Past
Coworkers
Spouse or
Partner
Immediate
Family
Hairstylist
KW Agents
Outside
Your Market
Social
Media
Networks
Kids,
Friends,
Parents
Neighbors
YOU
Friends
Banker
Mechanic
Relatives
Doctor
Mail
Carrier
Places of
Worship
1-20
Closing
Company
Your
Kids’
Teachers
Ignite Power Session 1: Rev Up – v3.3 © 2011 Keller Williams Realty, Inc.
Your Sphere Is Bigger Than You Think
In the form below, underneath each category, write down as many names as you
can. Even if you only know someone’s first or last name, write it down!
STOP
and DO
My Sphere
Immediate Family
Hobby/Sports Group
Personal Services (Hair/Nail/
Other)
Friends
Teachers (Yours/Your Kid’s)
Home/Auto Repair
Relatives
Church/Clubs/Volunteer
Real Estate Agents
Neighbors
Doctors/Dentist
Mor tgage/Title/Appraiser/
Inspection
Past Coworkers
Banker/Insurance/Financial/ Attorney
Other
Time: 10 minutes
Ignite Power Session 1: Rev Up – v3.3 © 2011 Keller Williams Realty, Inc.
1-21
3. Build Your Business Database
Your Sphere of Influence becomes your database—your business
database, which is your most valuable asset. It’s critical to have as
much contact information as possible—mailing addresses, phone
numbers, email addresses, and social media account names—so
you can connect with your Sphere quickly, easily, and in a variety
of ways.
STOP
and DO
Begin to Build Your Database
1. From your cell phone: On the following page, write the name of every
contact in your cell phone. Complete as many of the columns for each
person as possible.
2. From your sphere (on the previous page): Transfer those names onto
the “My Database” form, completing as many columns per person as
possible.
3. From social media: Log in to Facebook, LinkedIn, Google+, or
Twitter, add friends, and indicate who’s connected and how in the
Social Media column.
4. Block time in your calendar to finish any of the above steps that you
could not complete in class.
Time: 15 minutes
Congratulations!
You’ve built and expanded your business database!
1-22
Ignite Power Session 1: Rev Up – v3.3 © 2011 Keller Williams Realty, Inc.
My Database
Name
Phone
Email
Mailing Address
Social Media*
1.
2.
3.
4.
5.
6.
7.
8.
9.
10.
11.
12.
13.
14.
15.

* If you are connected on social media with this person, indicate which social media outlet name:
FB (Facebook), LI (LinkedIn), T (Twitter), G+ (Google+), or others.
Ignite Power Session 1: Rev Up – v3.3 © 2011 Keller Williams Realty, Inc.
1-23
My Database
Name
Phone
Email
Mailing Address
Social Media*
16.
17.
18.
19.
20.
21.
22.
23.
24.
25.
26.
27.
28.
29.
30.
1-24
Ignite Power Session 1: Rev Up – v3.3 © 2011 Keller Williams Realty, Inc.

* If you are connected on social media with this person, indicate which social media outlet name:
FB (Facebook), LI (LinkedIn), T (Twitter), G+ (Google+), or others.
4. Become a Customer Service
Professional
Real estate is all about customer service. Everything that is a part
of real estate—meeting people and selling and showing homes—
follows spectacular customer service. The kind of service that
customers rave about.
“A Big Why brings
big focus and
big energy. High
achievers always
have a Big Why!”
Being a great customer service professional starts with knowing
yourself—your passions and the skills and experience you bring to
the game, and how you can create value for your customers.
Identify Your Transferable Skills
Gary Keller
Cofounder and COB
Keller Williams Realty, Inc.
Believe it or not, you already possess great qualities that set you
apart from your competition. Identify the knowledge, skills, or
abilities you bring to the table that make you uniquely qualified to
best serve your customers.
STOP
and DO
What Tools Are You Already Carrying?
1. Fill in the My Experience column with everything you can think of.
2. In the My Transferable Skills column, write specific skills or talents that
you used and/or discovered through your experience.
Time: 10 minutes
My Experience
My Transferable Skills
Previous occupations
Professional training or education
Professional designations or certifications
Technical skills
Hobbies and interests
Organizations that I am involved with
Relationships that I have
Places I’ve lived in or visited
Ignite Power Session 1: Rev Up – v3.3 © 2011 Keller Williams Realty, Inc.
1-25
Know Your Big Why
Anyone can achieve the goals set in this course, but not everyone
will. The journey requires discipline and a commitment to
following systems, models, and a schedule every day.
While on your journey, you may feel as though you are climbing a
mountain, and as with any climb, you will encounter obstacles on
your way to the pinnacle. You may feel confused, uncomfortable,
or even a little scared. You may notice your old beliefs and myths
creeping back into your mind. These feelings are okay and quite
typical—you’re not alone!
Counter any obstacles you meet with what we call your “Big
Why”—that which drives you, motivates you, inspires you, and
gives you great joy. Once you are clear about your Big Why, it acts
as a weapon to beat back any doubt, delay, or detour. Keep your
sights on your Big Why and you’ll soon be amazed at the results
you’ll produce.
Maybe you want to be your own boss—you are ready to exit the
corporate world and have more control over your career and future.
Perhaps you want a more flexible schedule that affords you more
time with your family. Or, your desire is to be a Millionaire Real
Estate Agent and enjoy the wealth that will bring. You might have
plans to do the following:
• Donate to charities
• Lay away for an early retirement
• Pay off debts
• Provide more for your family
• Assist your aging parents • Run your own successful business
• Save for your children’s
college education
1-26
Ignite Power Session 1: Rev Up – v3.3 © 2011 Keller Williams Realty, Inc.
What is your driving motivation—
the why of doing what you’re doing—
and what would achieving your goal mean for you?
STOP
and DO
In what ways would your life change? What doors would open for you?
What does it look or feel like? Write a statement that represents your Big
Why.
My Big Why
_______________________________________________________
_______________________________________________________
_______________________________________________________
_______________________________________________________
_______________________________________________________
_______________________________________________________
_______________________________________________________
_______________________________________________________
Time: 5 minutes
Your Big Why keeps you going, even when the going gets tough.
Keep it front of mind at all times to help you power through to
your goal. Remember, a Big Why brings big focus and big energy!
Ignite Power Session 1: Rev Up – v3.3 © 2011 Keller Williams Realty, Inc.
1-27
Know the Value You Provide
You are the CEO of your own business and to succeed you will
adopt the mindset, behaviors, and habits of a CEO. Consider this
… would you hire you?
The answer of course is yes, especially since your focus is on your
customer. And the way to express your superior customer service is
through a succinct Value Proposition (VP).
Like the Big Why, every successful agent knows and can articulate
their VP at any time. Your VP is customer focused and serves two
purposes:
Value Proposition
A statement you
present to your
clients that lets them
know who you are
and what you can
do for them. Your
VP is unique to you.
It depends on your
strengths and the
unique qualities and
ser vices you bring to
the table.
1. To validate to a customer that working with you will
benefit them
2. To demonstrate to a customer how your services will
benefit them
The key point here is that your VP focuses on the benefit to your
customer. It’s true that most customers are still more concerned
with getting value through excellent customer service. And don’t
just talk about your VP, demonstrate it!
What makes you valid?
The knowledge, attitudes, skills, and beliefs you already have.
Here are some example VPs that you can use or modify to make
them your own.
Sample Value Propositions
General:
I offer personal and professional service for all your real estate
needs, including getting your home sold or helping you find the
home of your dreams in less time and with less hassle, which helps
you get what you desire with ease.
Technology Focus:
I’m an efficient, effective agent who won’t waste your time.
Property searches on my website are simplified. You’ll get
immediate review of all properties that fit your criteria and be
able to get an appointment to visit properties with just two clicks.
Electronic documents and e-signing assure your offer won’t arrive
late. It’s simple and quick, with your needs in mind.
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Ignite Power Session 1: Rev Up – v3.3 © 2011 Keller Williams Realty, Inc.
Buyer Focus:
I am your real estate consultant and advocate and offer you
access to my technology system, which allows you to have more
information quicker so you can act accordingly to get into the
home of your dreams.
Buyer Focus:
I specialize in finding homes in great neighborhoods with great
schools and easy access to shopping, which helps you find the
home you want with confidence.
Luxury Focus:
I specialize in luxury properties, including view, lakeside, and
second homes. I provide personal attention, market expertise, and
counseling on all aspects of your transaction and make the process
effortless and uncomplicated to you our valued customer.
Green Focus:
I specialize in green real estate including green building,
sustainable construction, and sustainable design. This allows me to
market properties with green features to buyers who want to save
money and live comfortably, through energy efficiency, renewable
energy, and environmentally sensitive choices. My company wrote
the book on greening your home, which allows me to provide
buyers with information on topics such as green financing, energyefficient appliances, radiant floor heating, mold mitigation, and
much more.
C
hris Heller, mega agent and
president of KW Worldwide,
uses the following as his Value
Proposition:
As your agent, I will be at your side from
listing to closing, ensuring that your property
sells smoothly and you get the most money possible from the
sale. My local real estate market expertise allows me to determine
an optimum pricing strategy so your property will sell. I dig
deep to learn the unique selling points of your property and
neighborhood, so my marketing plans and strategies effectively
target and attract your potential buyers. It’s a formula for
success for you.
Ignite Power Session 1: Rev Up – v3.3 © 2011 Keller Williams Realty, Inc.
1-29
Power Words
1-30
Advocated
Generated
Released
Solidified
Translated
Aided
Guided
Remodeled
Solved
Transmitted
Analyzed
Helped
Renegotiated
Sourced
Traveled
Answered
Influenced
Repaired
Specialized
Treated
Appraised
Interacted
Replaced
Spent
Tripled
Arbitrated
Interpreted
Represented
Sponsored
Turned
Arranged
Leveraged
Reproduced
Star ted
Uncovered
Assessed
Listened
Requested
Steered
Under took
Assisted
Managed
Researched
Stimulated
Unear thed
Calculated
Marketed
Resolved
Streamlined
Unified
Captivated
Maximized
Responded
Strengthened
United
Championed
Mediated
Reviewed
Studied
Updated
Clarified
Motivated
Revised
Submitted
Upgraded
Coached
Negotiated
Revitalized
Succeeded
Upheld
Collaborated
Optimized
Revolutionized
Suggested
Urged
Communicated
Persuaded
Rewarded
Summarized
Used
Condensed
Planned
Safeguarded
Suppor ted
Utilized
Conferred
Prepared
Saved
Surpassed
Validated
Consulted
Presented
Searched
Surveyed
Valued
Contacted
Prevented
Secured
Synthesized
Verbalized
Contributed
Prioritized
Selected
Systemized
Verified
Convinced
Processed
Sent
Tackled
Viewed
Cooperated
Produced
Separated
Talked
Visualized
Corresponded
Projected
Served
Targeted
Volunteered
Counseled
Proposed
Serviced
Tasted
Weathered
Demonstrated
Protected
Set up
Taught
Weighed
Educated
Provided
Settled
Teamed
Won
Encouraged
Quadrupled
Shared
Terminated
Worked
Estimated
Qualified
Shor tened
Tested
Wrote
Exceeded
Quantified
Showed
Testified
Yielded
Expedited
Questioned
Signed
Topped
Explained
Ranked
Simplified
Totaled
Facilitated
Rated
Slashed
Tracked
Familiarized
Reached
Smoothed
Trained
Forecasted
Realigned
Solicited
Transformed
Formulated
Reiterated
Sold
Transitioned
Ignite Power Session 1: Rev Up – v3.3 © 2011 Keller Williams Realty, Inc.
STOP
and DO
Put It Together
1. Write out your Value Proposition (VP) using one of the examples
provided or using transferable skills and Power Words (on the previous
page).
My Value Proposition
2. Say your VP to a partner and ask for feedback. Do the same for them.
Use your VP any time you need to make an “advanced presentation,”
such as ...
• On your eEdge website (you’ll do this in Power Session 6: Prepare to
Work with Buyers)
• In your marketing pieces
• In your scripts
Time: 3 minutes
Leverage eEdge
Did you know that as
soon as you activate
your eEdge account,
your eEdge website
instantly goes live?
Customize your
website by including
your VP on the Home
page and/or Meet
page.
Refer to the eEdge
101 Training Guide on
mykw.kw.com/eEdge
to learn how to set up
your eEdge website.
Ignite Power Session 1: Rev Up – v3.3 © 2011 Keller Williams Realty, Inc.
1-31
5. Power Forward With Habits
That Count
Ignite is your road map to success and all you have to do is follow
it. This is not just a course; it’s a business-amplifying program
designed to get you into production immediately, and we begin
with the most important habit and skill—lead generation.
Lead Generation
The conscious effor t
to make contact with
people in order to
find those who will
do business with you
right now, as well
as next week, next
month, next year, and
beyond.
Lead Generation—It’s Job No. 1
Top agents that we’ve interviewed all make lead generation a
priority. In fact, they devote three hours every day to it.
Ignite helps you establish the habit of generating leads three hours
a day. After all, you need leads in order to have sales, closings, and
income. And that’s what you intended, right?
The Lead Generation Pipeline
The Countdown to Payday is moving leads to appointments,
then agreements, then contracts, and then closings, which yield
commission.
The question becomes, “How many leads does it take to generate
one closed contract?” While the answer may vary slightly from
top agent to top agent, we know that it takes more leads than you
might think. So leads are your priority, and lots of leads are your
Job No.1.
Countdown to Payday
Leads
Appointments
Agreements
Contracts
Closings
$
1-32
Ignite Power Session 1: Rev Up – v3.3 © 2011 Keller Williams Realty, Inc.
This pipeline diagram emphasizes why it is so important to
generate a large number of leads.
Leads
Captured
TRUTH
Appointments
Scheduled
Agreements
Signed
Contracts
Written
Contracts
Closed
$
For example, let’s say that out of 200 leads, between 1 and 10
move to an appointment. This is a typical rate for agents who are
getting started.
Keep in mind that not every appointment will result in a signed
agreement. Furthermore, not every agreement will lead to a sale.
You cannot get
business without
leads. Experienced
agents do not
get distracted by
the number of
transactions they
must close. Instead,
they focus on the
number of people
with whom they
need to make regular
contact. The business
will come if you
create a daily habit to
make connections and
generate leads.
So, how many leads do you need? In short, you need a LOT. You
need to keep the pipeline full. If you make enough calls each day,
you’ll soon see results—leads will turn into appointments!
That’s why, for the first week, every Ignite session includes a lead
generation focus and an opportunity to get more leads.
Over time, you will find that it takes fewer leads to get
appointments. Your results will improve when you follow the
models, systems, and your schedule; leverage eEdge and other
resources; and master the scripts.
Ignite’s focus is on prospecting!
Ignite Power Session 1: Rev Up – v3.3 © 2011 Keller Williams Realty, Inc.
1-33
Learn Your Lead Generation Lingo
You’ll hear these terms throughout Ignite and your career with
Keller Williams Realty. How familiar are you with them now?
• Mets – People you know—anyone with whom you have an
association.
• Haven’t Mets – People you don’t know and who don’t know
you, but with whom you would like to do business.
• Prospecting – Seeking customers and referrals; finding people
who need your services. This technique has short-term return,
and is low-to-no cost.
• Marketing – Attracting customers and referrals by having
people find you when they have a need. This technique, while
effective, generally has long-term return.
Lead generation is about prospecting, at first. It’s active—you take
action to reach clients (e.g., phone calls, handwritten notes, or
in-person visits), whereas marketing is passive—your clients have
to take action to meet you (e.g., by landing on your website or
reading a mass email that you send).
Ignite is about prospecting, not marketing. And prospecting is not
just cold calling, as you’ll learn in Power Session 4: Prospecting.
1-34
Ignite Power Session 1: Rev Up – v3.3 © 2011 Keller Williams Realty, Inc.
Four Powerful Habits—Daily 10/4
Now that you see the importance of making lead generation a
priority and having lots of leads, you need to ensure that you will
stay on task.
You got into real estate as an independent businessperson—in
the business of sales—and you plan to be successful, right? Well,
the success of your business depends on you having productive,
business-building habits, performed every day. This course will
provide you with the systems to build those habits.
Sure, it will be tough at the start. In fact, during your time in
Ignite, the first week of your journey will be the hardest. The
second week will be less hard but still tough, and by weeks three
and four, you’ll begin to gain traction. The good news is that,
by the end of three months, you will find the work to be easier
because you will have built the habits that will bring you the
wealth, freedom, and success you desire. Lead generation activities
will have become as much a part of your daily routine as brushing
your teeth.
Leverage eEdge
Whatever your goal, it’s critical you get into these habits right
away—especially the Four Powerful Habits. These are the
four things all successful real estate agents must do every day
throughout their careers!
eEdge helps you know
your market!
Four Powerful Habits
1. Build and Manage Your Database (you’ve already started!)
Well
Done
2. Prospect
3. Follow Up
4. Know Your Market
Ignite Power Session 1: Rev Up – v3.3 © 2011 Keller Williams Realty, Inc.
1-35
The challenge—Daily 10/4
The four habits are so important to achieving your daily challenge.
Your goal is to meet the challenge of the Daily 10/4, beginning
today! The Daily 10/4 sets minimum goals for each day for the
next three months. Countless agents will attest that accomplishing
this daily challenge will put you in easy reach of Top Agent or
Rookie of the Year status at your Market Center! Most importantly,
doing the Daily 10/4 will get you into the four habits quickly.
The Daily 10/4
10
People
10
Connections
10
Notes
10
Homes/
Week
1. Build and Manage Your Database – Add 10 people to your
database with complete contact information.
Every day, add ten additional people to your database—this
means adding their name, address, phone number, cell phone,
and more contact information if you can get it. These can
be people you know or have just met or people you know
peripherally—that is, you know of them through someone else.
Just make sure that by the end of the day, you have added ten
complete records to your database. We will discuss methods for
building and managing your database in Power Session 2: Your
Database.
2. Prospect – Connect with 10 people.
Every day, connect with at least ten people from your
database. The purpose for the call is to let them know about
your business, to ask for their business, and to ask for referral
business. You’ll learn scripts so you’ll know what to say in
Power Session 4: Prospecting.
3. Follow Up – Write 10 notes.
Every day, send a handwritten note or letter with a business
card to at least ten people from your database. Begin with
those you’ve called—this is the follow-up to the call. This
habit alone will differentiate you from others in a big way.
Think about it, when was the last time you received a
handwritten note from anyone? Don’t worry if this is a new
habit for you … you’ll learn exactly what to write. You’ll have
an opportunity to write notes later in today’s session.
4. Know Your Market – Preview 10 homes per week.
Every week*, preview at least ten homes in your marketplace.
Your marketplace may be the neighborhood or price range
you plan to focus on, or you can explore and find homes by
driving a different route to work each day or by searching the
MLS. Successful real estate agents know their market. In fact,
you may find that market knowledge trumps experience! This
is huge as you get started in this business. Later in today’s
session, you’ll learn how to preview homes.
* Think of this as two per day, or ten per week.
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Ignite Power Session 1: Rev Up – v3.3 © 2011 Keller Williams Realty, Inc.
Great habits lead to great results
We’ve talked about the importance of keeping leads in your
pipeline so that you’ll have enough appointments. You might now
be wondering how many appointments you need to achieve 16
transactions a year.
The answer: Approximately 2 appointments a week.
As we’ve mentioned, the first couple of weeks in Ignite will be the
hardest. You may not start getting appointments until your second
or third week into the program. But by that time, you’ve also
established some great habits which will yield results when you
stick to your schedule.
Expected number of appointments
per week during and after Ignite
Week
Week
Week
Week
1
2
3
4
Month 1
0
0-1
1-2
1-2
Month 2
2
2
2
2
Month 3
2
2
2
2
Success tracking
What better way to measure success than to track it and share it
with others! Throughout Ignite, you are expected to track your
activities—the Daily 10/4—along with the results you obtain
from them. Doing the activities and tracking them will move you
toward solid habits.
Daily 10/4
Four Habits
Daily Goal
Build and Manage Your
Database
Add 10 people to your
database.
Prospect
Results/
Ratings
Wins and
Opportunities
Connect
with 10 people.
Follow Up
Write 10 notes.
Know Your Market
Preview 10 homes/week.
Ignite Power Session 1: Rev Up – v3.3 © 2011 Keller Williams Realty, Inc.
1-37
myTracker online tracking system
Track your progress in the online myTracker system each day.
Your results will then be rolled up by team and by class and
presented during each Power Session by your Ignite instructor.
This process is meant to be fun and motivating. Your instructor,
your classmates, and myTracker will keep you focused and on task
to reach your goals.
You may also keep a paper record of your daily progress and
accomplishments on your Ignite Success Tracker, if you prefer. The
front of the Ignite Success Tracker allows you to keep a record of
your Daily 10/4 activities. The back of the tracker allows you to
enter your milestones—appointments made, listings taken, and
sales made.
Note: Find myTracker on mykw.kw.com on the Education tab, or on
the Ignite product page.
1-38
Ignite Power Session 1: Rev Up – v3.3 © 2011 Keller Williams Realty, Inc.
Name:
Ignite Success Tracker
Track Your Daily 10/4 Activities
Month:
Year:
Four Habits
Daily Goals
Mon.
Tues.
Wed.
Thu.
Fri.
Sat.
Sun.
Weekly
Totals
Week 1
Build and Manage
Your Database
10 People
10
Connections
Prospect
Follow Up
10 Notes
Know Your Market
10 Homes/
Week
Week 2
Build and Manage
Your Database
10 People
10
Connections
Prospect
Follow Up
10 Notes
Know Your Market
10 Homes/
Week
Week 3
Build and Manage
Your Database
10 People
10
Connections
Prospect
Follow Up
10 Notes
Know Your Market
10 Homes/
Week
Week 4
Build and Manage
Your Database
10
Connections
Prospect
Follow Up

10 People
10 Notes
Know Your Market
10 Homes/
Week
Ignite Power Session 1: Rev Up – v3.3 © 2011 Keller Williams Realty, Inc.
1-39
Name:
Ignite Success Tracker
Track Your Milestones
Month:
Year:
Mon.
Tues.
Wed.
Thu.
Fri.
Sat.
Sun.
Weekly
Totals
Week 1
Appointments
Listing and Buyer
Agreements
Contracts Written
Contracts Closed:
Listings and Buyers
Week 2
Appointments
Listing and Buyer
Agreements
Contracts Written
Contracts Closed:
Listings and Buyers
Week 3
Appointments
Listing and Buyer
Agreements
Contracts Written
Contracts Closed:
Listings and Buyers
Week 4
Appointments
Listing and Buyer
Agreements
Contracts Written
1-40
Ignite Power Session 1: Rev Up – v3.3 © 2011 Keller Williams Realty, Inc.

Contracts Closed:
Listings and Buyers
6. Plan Your New Life
How to Live Like a Successful Agent
What does it mean to be an achiever? Success leaves clues, so look
no further than a typical day in the life of a successful real estate
agent. One thing is for certain—successful agents plan their days
and stick to their plans.
In Ignite, you’ll get into the habit of planning for the critical tasks
each day. Schedule those activities that generate revenue first, and
schedule those that maintain your business second.
Here are examples of how your week might look Monday through
Friday:
AM
After Ignite
Monday–Friday
Monday–Friday
6
Wake up
7
AM
6
Wake up
Personal improvement
(workout, read,
meditate, etc.)
7
Personal improvement
(workout, read,
meditate, etc.)
8
At office, respond to
emails
8
At office, respond to
emails, practice scripts
9
Practice scripts
9
10
10
Ignite session
11
PM
During Ignite
11
12
Lunch
Attend Market Center
training
1
Attend Market Center
training
2
3
Lead generation
activities
4
Go on appointment
4
5
Preview homes
5
Preview homes
6
Home, dinner,
relaxation, and family
time
6
Home, dinner,
relaxation, and family
time
12
Lunch
1
2
7
8
PM
Lead generation
activities
3
7
8
Go on appointments
9
Prepare tomorrow’s
schedule
9
Prepare tomorrow’s
schedule
10
Lights out!
10
Lights out!
with
t
i
s
Plu
BOLD
If it’s not on your calendar, it doesn’t exist.
Ignite Power Session 1: Rev Up – v3.3 © 2011 Keller Williams Realty, Inc.
1-41
Here are examples of how your weekends might look.
During and After
Ignite
Saturday
AM
7
Wake up; personal time
8
Prepare for open house
7
8
9
10
10
11
Open house
PM
12
2
3
4
5
6
12
1
1
Open house follow-up and
lead generation
2
3
5
Preview homes
6
7
9
Prepare next week’s schedule
9
10
Lights out!
8
Day off—have fun!
4
Home, dinner, relaxation,
and family time
7
STOP
and DO
AM
9
11
PM
Sunday
8
10
Schedule Like You Mean It
Get out your planner, or use the daily planner at the end of your handout.
1. Schedule your personal time first—your days off, your family time,
your vacations in your annual calendar.
2. Time block the hours you’ll be in Ignite sessions.
3. Beginning with the day immediately after the final Power Session,
time block three hours of lead generation—Daily 10/4 activities—each
day in your planner.
4. Time block for other training classes: Contracts, Risk Management,
Technology, etc.
Time: 2 minutes
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Ignite Power Session 1: Rev Up – v3.3 © 2011 Keller Williams Realty, Inc.
How to Protect Your Time
Lead generation is your most critical business activity; therefore,
scheduling and protecting your prospecting time is imperative.
There are just three simple rules for success:
1. Block your calendar for the same time period—before
noon—every single day, week after week. The morning is
generally the best time for lead generation, as it ensures you
do not get caught up in other activities and lose the day.
2. No skipping. If you erase, you must replace! If any event
stops you from accomplishing your lead generation at your
set time, that commitment does not simply disappear. It’s
up to you to make up the lost opportunity in another time
slot.
3. Allow no interruptions unless it is a REAL emergency,
like a family crisis. It’s easier than you think to fritter away
precious time on unrelated phone calls, water-cooler chat,
or putting out fires that can wait until later.
These rules may be hard to follow at first. Your goal is to improve
every day!
As you start your business, you will be on the job 24/7. That is
why you need to schedule your time for yourself and your family
FIRST, and then let nothing interfere. Protect your time.
You also need a lot of miscellaneous time to accommodate random
calls and tasks. One hour in the morning and another in the
evening will suffice.
Ignite Power Session 1: Rev Up – v3.3 © 2011 Keller Williams Realty, Inc.
1-43
7. Leverage Resources
No one succeeds alone, and together everyone achieves more. You
will want to place yourself at the center of a team of professionals
who can provide services for your customers at different phases of
your work with them.
There are three groups of resources you’ll want to identify. Begin
with the first and second ones immediately!
1. Your Market Center team
2. Your Allied Resources
3. Your B2B (business-to-business) team
1. Your Market Center team
You have a ready-made team in your Market Center. Your Team
Leader, MCA, and others are able and ready to answer any and all
of your questions, help you find resources, and point you in the
right direction. Be sure to seek their help and give lots of thanks!
2. Your Allied Resources
Allied Resources are the people who help you get deals done. First
and foremost, you want the most reliable, skilled, and professional
people on your team. Be selective with those you identify as Allied
Resources and interview them before adding them to your team.
The service they provide reflects on you. You’ll want to identify
the following experts right away:
• Lenders
• Closing companies (title/escrow/attorney)
• Inspectors
These people at the innermost core of your Sphere of Influence
provide valuable service for you, and can be a rich source of
referrals, so treat them like gold. Keep in frequent contact with
them—meeting face-to-face several times a year—and always
reward them for sending referral business your way; in fact, send
them referrals.
3. Your B2B team
The people on your business-to-business team will provide
invaluable services to you and your clients, so you want people
who are reliable, skilled, and professional. These people represent
and assist you and, in return, you help them by providing them
with business.
1-44
Ignite Power Session 1: Rev Up – v3.3 © 2011 Keller Williams Realty, Inc.
Find Your Resources
Go on a scavenger hunt for resources in and around your Market Center.
STOP
and DO
1. Select a partner for this activity.
2. With your partner, complete the following form with names and
contact information for each person or groups of people listed. Ask
for recommendations from agents in your Market Center if you need
them.
Time: 30 minutes
Market Center Team
Name
Phone
Email
Ignite Instructors
Ignite Classmates
Productivity Coach
Team Leader
Assistant Team
Leader
Associate
Leadership Council
(ALC) Members
Market Center
Administrator
(MCA)
eEdge
Ambassadors

Market Center
Tech Coordinator
Ignite Power Session 1: Rev Up – v3.3 © 2011 Keller Williams Realty, Inc.
1-45
Allied Resources
Name
Phone
Email
Phone
Email
Lenders (at least 2)
Closing Company*
(Title/Escrow/Attorney)
*varies by state and
country
Inspectors (at least 2)
B2B Team
Name
Attorneys
Cer tified Public
Accountants (CPAs)
Plumbers
Landscapers
Electricians
Carpenters
Foundation Experts
Security Companies
Exterminator
Painter
Roofer
Chimney Expert
House Cleaner
Stager
Pool Cleaner
1-46
Ignite Power Session 1: Rev Up – v3.3 © 2011 Keller Williams Realty, Inc.

Window Cleaner
Resources Scripts
Role
Turn to a partner to practice scripts. One of you takes the role of the
agent, and the other takes the other role. Then, switch roles.
Time: 5 minutes
Play
Allied Resource
Hello, this is ________. I’m a real estate agent with Keller Williams
Realty and I’m interviewing three of the top (lenders/title/escrow/
inspectors) in the area to see where I would like to send all my
potential business. I chose you based on (referral from _______
/ hearing of you/knowing of your company). Would you like to
interview for the job of receiving my clients?
Wonderful! There will be some expectations. Since I will be sending
my clients to you, I would expect at least two referrals a year from
you. Does that sound reasonable?
Great, when should we get together? ___________ or ____________?
Thank you, and I look forward to seeing you then.
Mets
Hi, this is _________. Do you have a few minutes? In my business of real
estate, from time to time I am in desperate need of plumbers, handymen,
landscapers, painters, window cleaners, house cleaners, and the like. Do
you know of anyone you would recommend to help me?
Thank you! I’ll be sure to let them know that you gave me their name.
B2B
Hello, ________. You don’t know me; I am _______ of Keller Williams
Realty and your name was given to me by __________, who said you
were a fabulous ___________. Is that true?
Of course! That’s what I’m always looking for—great people like you.
Therefore, may I place you in my professional services directory? There is
no charge, and I only want to recommend one person for each service.
Which means if someone calls you and says that I recommended your
ser vices, that you would keep track of how many recommendations I
gave you. And when you hear of someone wanting to buy or sell real
estate, knowing that I give referrals, that you would be happy to give me
referrals in return. Do you agree that it’s a two-way street? Can I count
on you to exchange referrals?
Great! When would be a good time to meet and exchange business
cards, so you can give mine out to people who need my services and I
can give yours to people who need your services? Is ___________ or is
____________ a better time for you?
Ignite Power Session 1: Rev Up – v3.3 © 2011 Keller Williams Realty, Inc.
1-47
Call for Resources
Real
Call using the previous scripts and set appointments.
Name
Play
Type of Resource
Appointment
Date/Time
1.
2.
3.
Time: 5 minutes
1-48
Ignite Power Session 1: Rev Up – v3.3 © 2011 Keller Williams Realty, Inc.
8. Open for Business
Your Business Checklist
In order to get your business up and running today, you’ll want to
gather the items on the checklist below. The list includes essential,
must-have items, as well as items that are nice to have but not
immediately necessary.

Right Away
Where to Find It
Email address
URL (domain name)
Business cards
eEdge account activated
Agent name tag
Note cards, envelopes (50–100)
Stamps
Open House signs (4–20)
Sign riders

As Your Business Grows
Where to Find It
For Sale signs
Lockboxes
Free Download
*As your business grows, purchase these items over time.
Ignite Power Session 1: Rev Up – v3.3 © 2011 Keller Williams Realty, Inc.
Download electronic
versions of the toolkit
items from the Ignite
course page at
kwu.kw.com/ignite
1-49
“Make money
before you spend it.”
Gary Keller
Cofounder and COB
Keller Williams Realty, Inc.
1-50
Lead with revenue
One of the biggest mistakes agents make when kick-starting their
careers is to devote a significant amount of money to signs or
printed marketing materials. They then become frustrated when
they don’t see a quick return.
When you are just starting your business, your first priority is
to build your database—to lead generate—by finding people
who will work with you NOW. As your business grows, begin to
purchase the nice-to-have items.
Ignite Power Session 1: Rev Up – v3.3 © 2011 Keller Williams Realty, Inc.
Your Action Plan
1. Get Ready to Preview Homes
This is part of your Daily 10/4 and the best way to study your
market.
• Begin with vacant homes. If occupied, tell the seller they
don’t have to clean it up or worry about animals—you are just
previewing and trying to learn about the market.
• Go with a group.
• Go to a builder community so you can learn the amenities.
• Look at your local board for property tours and attend them!
• While previewing, if you see any neighbors, ask them what
they like about their neighborhood.
To find homes to preview
1. Check the MLS for homes you can preview on your way to
or from the office.
2. From the MLS, print property information sheets for each
home.
3. For each home, print a copy of the Home Tour Checklist
(on next page).
Once a home is found
1. Make the appointment.
2. Arrive on time.
3. Don’t linger—plan to spend no more than ten minutes at
each property.
4. Lock up, turn off lights—leave the house the way you
found it.
5. Pay attention to written instructions about pets.
Free Download
For more tips on
previewing homes,
download the Home Tour
Checklist (on next page)
from the Ignite course
page at kwu.kw.com/
ignite, in the ToolKit
6. Make thorough notes to use later.
7. Also note ... who would be the optimal/perfect buyer for
this property?
Ignite Power Session 1: Rev Up – v3.3 © 2011 Keller Williams Realty, Inc.
1-51
HOME TOUR CHECKLIST
Property Address:
Property
Comments
Exterior
View
Foundation
Lot Size
Roof
Landscaping
Architectural Style
Square Footage
Deck Patio
Interior
Comments
Swimming Pool
Number of Bedrooms
Garage
Number of Bathrooms
General Exterior
Condition
Living Room
Location
Kitchen
Convenience to Work
Dining Room
Convenience to Shopping
Family Room
Convenience to Schools
Study
Convenience to Daycare
Fireplace(s)
Nearby Recreational
Openness of Home
General Appearance of
General Interior
House Value Relative to
Basement
Other
Condition
Comments
Comments
Facilities
Houses in the Area
the Area
1-52
Ignite Power Session 1: Rev Up – v3.3 © 2011 Keller Williams Realty, Inc.

Additional Comments:
2. Select an Open House
This coming weekend you’ll host an open house! This may be your
first opportunity to be in front of customers, representing yourself
as the customer service professional you are.
Select at least four listings and talk with the listing agents about
holding the open house for them. Before Power Session 3: Open
Houses, gather the following pieces of information about the
listings you’ve selected:
• Property address
TIP
• Map of the area (5-mile radius of the property)
• Owner’s contact information
Pick a winner
For any open house, you want to pick a winner.
The early bird gets
the worm! The best
open houses get
snapped up early in
the week. Select yours
by Monday or Tuesday.
You’ll start by identifying the area—focus on one to two
neighborhoods at first. Check the sales for the last ninety days in
the MLS for those neighborhoods. Know the days on market for the
property, because the newer the property on the market, the better.
Next, search for listings that appeal to you in terms of price point
and neighborhood, and then ask the listing agent a few questions
to be sure that you are getting an open house that can deliver
leads, and an appointment.
Interview the listing agent. Think of it as a property interview to
determine whether or not you want to go to work at that location.
1. Does it show well?
The answers you’re looking for:
Yes, it has been staged.
Yes, it is beautifully furnished with great curb appeal.
2. How easy is the signage?
The answers you’re looking for:
There are no regulations./There are hardly any regulations.
The property isn’t far from the main road—there are only a
few turns.
3. Have you already held an open house at this listing?
If yes:
How was the traffic? Can you tell me how many visitors
you had?
Ignite Power Session 1: Rev Up – v3.3 © 2011 Keller Williams Realty, Inc.
1-53
The answers you’re looking for:
Traffic was great! I had xx people come through.
If no:
Have you already spoken to the owners about having an
open house and set your expectations?
The answers you’re looking for:
Yes, they have agreed to an open house. They will leave the
house clean and take the dog with them when they leave. I
have a checklist that I give to all my sellers so they know what
to do.
If the listing agent has the answers you’re looking for, you’ve found
your open house!
4. Would you like me to call the seller to set up the open
house, or will you?
STOP
and DO
Select Open House
1. Neighborhood ______________________________________________
2. Home Address ______________________________________________
3. Owner Contact Information _____________________________________
_____________________________________________________________
____________________________________________________
4. Listing Agent Contact Information______________________________
_____________________________________________________________
_______________________________________________________
5. Date of Open House ________________________________________
Time: 3 minutes
1-54
Ignite Power Session 1: Rev Up – v3.3 © 2011 Keller Williams Realty, Inc.
3. Prepare for Future Power Sessions
Bring the following with you to all remaining sessions.
• Your database
• Your cell phone
• Ten note cards, envelopes, and stamps
• Ten business cards
• Your Value Proposition
4. Plan and Time Block Your Daily 10/4
STOP
and DO
Plan and Time Block
1. Estimate the time needed to complete each of your Daily 10/4 activities
listed below.
Daily 10/4
Activity
Time Needed
Add names and contact information of 10 people
referred to you into your database.
Connect with more people to meet your daily goal of 10.
Write and send 10 handwritten notes.
Preview homes—your weekly goal is 10 homes.
2. Time block each activity in your planner to be completed before the end
of day today.
3. Follow your schedule! Do what you said you would do.
Time: 1 minute
Ignite Power Session 1: Rev Up – v3.3 © 2011 Keller Williams Realty, Inc.
1-55
Aha’s
STOP
and DO
My Aha’s
1. Write down your three most powerful aha’s from this Power Session.
1.
2.
3.
2. Share one aha with the class.
Time: 5 minutes
1-56
Ignite Power Session 1: Rev Up – v3.3 © 2011 Keller Williams Realty, Inc.
Ignite Power Session 1: Rev Up – v3.3 © 2011 Keller Williams Realty, Inc.
1-57
10 PM
9 PM
8 PM
7 PM
6 PM
5 PM
4 PM
3 PM
2 PM
1 PM
Noon
11 AM
10 AM
9 AM
8 AM
7 AM
6 AM
Rating:
Preview 10 homes/
week.
Write 10 notes.
Connect
with 10 people.
Add 10 people to
your database.
Daily Goal
Contracts Closed
Contracts Written
Agreements Signed
Appointments
(–) Didn’t quite meet the goals of 10
Results/
Wins and Opportunities
Ratings
Milestones
Results
Your Milestones
() Met the goals of 10 () Exceeded the goals of 10
Know Your Market
Follow Up
Prospect
Build and Manage
Your Database
Four Habits
Your Daily 10/4
Thought for Today: “Human beings, by changing the inner attitudes of their minds, can change the outer aspects of their lives.”
– William James
Today’s Date: ________________________
Build and Manage
Your Database
Connect
with 10 people.
Add 10 people to
your database.
Milestones
Results
Your Milestones
(–) Didn’t quite meet the goals of 10
Results/
Wins and Opportunities
Ratings
Your Daily 10/4
Prospect
Write 10 notes.
Daily Goal
Follow Up
Preview 10 homes/
week.
Contracts Closed
Contracts Written
Agreements Signed
Appointments
() Met the goals of 10 () Exceeded the goals of 10
Rating:
Know Your Market
Four Habits
Thought for Today: “If you can dream it, you can do it. Always remember that this whole thing was started with a dream and a mouse.”
– Walt Disney
Today’s Date: ________________________
6 AM
7 AM
8 AM
9 AM
10 AM
11 AM
Noon
1 PM
2 PM
3 PM
4 PM
5 PM
6 PM
7 PM
8 PM
9 PM
10 PM
Ignite Power Session 1: Rev Up – v3.3 © 2011 Keller Williams Realty, Inc.
1-58
Ignite Correction and Suggestion Log
Instructor Name: ________________________________________________ Date: ________________
Market Center: _________________________________________________
Content Type
(instructor manual, student
manual, job aid)
Page
Type of Correction
(misspelling,
wrong reference to
Number
resource, etc.)
Power Session #: _______
Description of
Correction or Suggestion
Suggestions for this Power Session:
__________________________________________________________________________________________
Please send this completed form to KWU
email: [email protected], attn: KWU Ignite
fax: 512-328-1433
mail: 1221 South Mopac Expressway, Suite 400 Austin, TX 78746