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Published by , 2017-07-18 09:40:52

Cityside Orientation Edoc

Cityside Orientation Edoc

Table of Contents

1. Introduction Keller Williams Realty .................................................................................
Belief System ....................................................................................................................
Welcome to Keller Williams Realty Letter.......................................................................
The History of Keller Williams.........................................................................................
Gary Keller ........................................................................................................................
Mo Anderson.....................................................................................................................
Chris Heller .......................................................................................................................
John Davis .........................................................................................................................

2. Office Information ............................................................................................................
Meet Cityside ....................................................................................................................
Jean Rawls.........................................................................................................................

3. Our Affiliates.....................................................................................................................
Why You Should Use Our Affiliates ................................................................................
WR Starkey Mortgage.......................................................................................................
Supreme Lending ..............................................................................................................
Perrie & Associates—David Perrie...................................................................................

4. Productivity Coaching.......................................................................................................
Benefits of Business Coaching..........................................................................................
Ignite, KW Connect, BOLD..............................................................................................
12 Week Quick Start Guide...............................................................................................
Compliance........................................................................................................................
Agent 411 ..........................................................................................................................
Broker Review...................................................................................................................

5. Introduction to Keller Williams Cityside ..........................................................................
Who Do I Ask?..................................................................................................................
Frequently Asked Questions .............................................................................................
What is the ALC? ..............................................................................................................
2015 ALC Members..........................................................................................................
KWRI & Cityside Policies ................................................................................................
General Information ..........................................................................................................
Fee Breakdown..................................................................................................................
Market Center Cap ............................................................................................................

6. Getting Started ..................................................................................................................
The MyKW.KW.com Intranet ..........................................................................................
Rawls Group Help Desk – Tech Support ..........................................................................
Voicepad Set-Up ...............................................................................................................
SWIFT ...............................................................................................................................
KWLS................................................................................................................................
Realtor.com .......................................................................................................................

7. Transaction Procedures .....................................................................................................
How Do I Turn In A Listing?............................................................................................
How Do I Change A Listing?............................................................................................
How Do I Turn Over Earnest Money?................................................................................
How Do I Turn In A Sale? ………………………………………………………………..
How Do I Turn In A Closing?.............................................................................................
How Do I Get Paid At Closing?...........................................................................................
How Do I Request an Earnest Money Refund?....................................................................

8. Supplies…………………………………………………………………………………...
Office Supply Requisition Form………………………………………………………….
Business Cards, Name Badges, Signs……………………………………………………

9. Medical Insurance………………………………………………………………………
10. KW Cityside Policies and Procedures

1

1

Introduction to Keller
Williams Realty

The Keller Williams Realty

Belief System

WI4C2TS

Win-Win or no deal
Integrity DO THE RIGHT THING
Customers ALWAYS COME FIRST
Commitment IN ALL THINGS
Communication SEEK FIRST TO UNDERSTAND
Creativity IDEAS BEFORE RESULTS
Teamwork TOGETHER EVERYONE ACHIEVES
Trust STARTS WITH HONESTY
Success THROUGH OTHERS



Mission: TO BUILD CAREERS WORTH HAVING, BUSINESS WORTH OWNING,

AND LIVES WORTH LIVING

2

Welcome to Keller Williams Realty

We are proud you have joined our firm and we are excited to be your partner in
building your career. Keller Williams Realty International (“KWRI”) is a company
led by successful people, for successful people, which offers many opportunities for
career growth and development.
Quite simply, the Keller Williams goal is to help you build the strongest real estate
business in your market. We want to associate interdependently with the exceptional
real estate sales people in our industry.
What makes Keller Williams unique is our focus on who is our customer and partner
–you. This focal point sets the tone for everything we do, from how decisions are
made to our compensation opportunities. Everything about Keller Williams is
unique because the company is built around what our associates believe is best for
their careers. We believe results come through people and that opportunities abound
when careers are built on this philosophical foundation. We believe that if the
company develops the individual, then the individual develops the company.
We are more than a real estate company. We are a culture and a belief system in
action. We are REALTORS® who, through the daily operation of our own
successful company, discovered a better way of running a real estate company. We
uncovered a better way of life for ourselves and our associates. Our dollars are
invested right beside yours–and we are dedicated, just as you are, to providing the
best service to all buyers and sellers.
I encourage you to “talk the talk, walk the walk, and live the life” of the Keller
Williams way of doing business. We are committed to support, and help to assure
the professional and personal success of each of our associates. Being a member of
the Keller Williams family is exciting and if we all work together, you can gain the
competitive advantages you’ve been looking for. We are delighted you have joined
us in our cause.
SEE YOU IN THE MARKETPLACE!
Gary Keller
KELLER WILLAMS
Chairman of the Board
Keller Williams Realty International

3

Gary Keller

Co-founder and Chairman of the Board

As chairman of the board for Keller Williams Realty,
Gary Keller helps provide strategic direction for the
company, while serving as a visionary leader within the
North American real estate industry.

Keller and his writing team have written several nationally
best-selling books: The Millionaire Real Estate Agent, The
Millionaire Real Estate Investor, SHIFT: How Top Real
Estate Agents Tackle Tough Times, FLIP: How to Find,
Fix, and Sell Houses for Profit, HOLD: How to Find, Buy, and Rent Houses for
Wealth, and The ONE Thing: The Surprisingly Simple Truth Behind Extraordinary
Results. In 2012, Keller and his team launched KellerINK, setting out to create
books that challenge and inspire readers, while giving them the practical tools and
instruction needed to turn inspiration into action.

Based on his leadership qualities and contributions to the real estate industry, Inman
News has named Keller to the 100 Most Influential Real Estate Leaders. He has also
been voted as one of the five "Most Admired People" in a survey conducted by
REAL Trends magazine, was named Ernst & Young Entrepreneur of the Year for
Central Texas and the second most influential person in the real estate industry by
REALTOR® magazine, and was a finalist for Inc. magazine’s Entrepreneur of the
Year award.

Despite the sharp downturn in the real estate market, Keller Williams Realty
continues to grow. Last year, it surpassed Century 21 to become the largest real
estate company in North America. Keller Williams Realty also recently announced
its first overseas franchise in Vietnam and plans to add 50,000 global associates over
the next 10 years.

Keller’s passions include snow skiing, fly fishing, playing the guitar, horseback
riding, golf, reading, movies, rock concerts, football, basketball, and spending as
much time as possible with his family and friends. He lives in Austin, Texas, with
his wife, Mary, their son, John, and their three dogs, Max, Grace and Cash.

4

The History of Keller Williams

Founded in 1983, Keller Williams® Realty Inc. is an international real estate
company with more than 600 offices located across the United States, Canada and
World Wide. Keller Williams Realty began franchising its offices in 1991, and
following years of phenomenal growth and success, the company is currently the
largest U.S. residential real estate firm in North America. The company has
succeeded by treating its 72,000-plus associates as partners and shares its
knowledge, policy control, and company profits on a system-wide basis.
Keller Williams Realty is founded on an “agents as partners” business model.
Agents and staff have access to the company’s financial reports, share in up to 50
percent of company profits, and have a say in all decisions. Most real estate
companies operate on a dependent model where the broker provides leads to sales
people and then offers them a commission, or they operate on an independent model
where agents receive minimal support from the broker but keep more of the
commission. In contrast to these traditional models, the Keller Williams Realty
model fosters a synergistic environment where both parties succeed through
teamwork. This model encourages agents and brokers to share their best practices
with each other and rewards associates who bring others into the company. It is these
industry-changing philosophies that have rocketed Keller Williams Realty past older,
more established companies to claim a top-five spot in the real estate industry.
Even today, as Keller Williams Realty grows, the founding philosophies of the
company stay the same.

5

Mo Anderson
Vice Chairman

Mo Anderson is the heart and truly beloved leader of
Keller Williams Realty. Her personal integrity and
unending drive are touchstones that have made Keller
Williams Realty one of the most successful franchises in
real estate history.
Mo was named Keller Williams Realty's president and
chief executive officer in 1995. Known at times as the
“Velvet Hammer" for her uncompromising approach,
Mo’s astute business acumen and leadership abilities are
uniquely matched by her faith and compassion. She has continuously cultivated the
firm’s value system, inspiring tens of thousands of associates throughout North
America to maintain high standards of character within both their personal and pro-
fessional lives.
Originally an elementary school music teacher, Mo’s first love was the piano. She
taught music for 14 years before entering the real estate field, where her talents as a
business women quickly took hold. She established her first real estate office, a
Century 21 franchise, in Edmond, Okla., in 1975; soon after, it was the third top-
producing office out of 7,500 Century 21 locations in North America. In 1986 Mo
sold the company to Merrill Lynch Realty, where she served as a district Vice Presi-
dent until December 1989.
In her current role as vice chairman of Keller Williams Realty, Mo spends a
significant amount of her time traveling and teaching at Keller Williams’ training
events. In December 2006, Mo was named one of America’s Top 25 Influential
Thought Leaders by REALTOR magazine. In January 2007, the Women’s Council of
REALTORS featured Mo as one of Real Estate’s Most Influential People in an
article published in Connections. And, in 2008, Mo was inducted into the prestigious
Hall of Leaders by the CRB Council.
Mo Anderson has been named twice as Oklahoma’s Women in Business Advocate of
the Year by the U.S. Small Business Administration. She serves, or has served, on
the boards of Edmond Memorial Hospital, the Francis Tuttle Vo-Tech Foundation,
the Daily Living Center, and Ravi Zacharias International Ministries.

6

Chris Heller
CEO

Chris's determination, relationship-building skills and ex-
treme success in real estate make him an ideal leader for a
global real estate giant. This is especially true since he de-
scribes the industry as an incredible opportunity for unlim-
ited income - or an entrepreneur's dream. And we've only
scratched the surface.
At age 20, Chris Heller got his real estate license. After
three years of follow-up, a broker finally talked him into
joining his company. In his first year, Chris was named
Rookie of the Year, and his career trajectory has continued on a steady upward climb
ever since.
Chris has sold more than 100 homes per year for the last two decades, and more than
3,000 to date. During a five-year stretch of one of the most challenging real estate
markets in history, his sales volume totaled more than $450 million. At the same
time, Chris launched a market center, which is now one of the region's most produc-
tive and profitable.
In 2012, as president of KW Worldwide, Heller launched the first Keller Williams
regions outside of North America. He was named CEO of Keller Williams in 2015.
Chris's success in an increasingly complex and competitive marketplace is a func-
tion of his tenacity, drive, leadership skills and ability to assemble and empower
high-functioning teams. Still, he credits Keller Williams' brilliant mix of culture,
systems and philosophy of succeeding through others for much of his own triumph.
When Chris isn't jet setting to the next KW locale, he's more than likely exercising
outside with ear buds in - for the latest jam, of course. Chris lives in Austin, Texas.

7

John Davis
President

Known for his enthusiastic approach to leadership and endless
energy, John Davis is a dynamic and resourceful leader with a
track record of successfully developing Keller Williams mar-
ket centers and regions into thriving businesses. He has more
than 20 years’ experience as a Keller Williams agent, team
leader, operating partner and regional leader.
As a team leader, he turned the Southlake-DFW market center
into one of the most profitable offices in the Keller Williams
system – a pattern he has replicated in market centers and re-
gions throughout the company. A highly regarded presenter and teacher, John is one of
the real estate industry’s leaders in attracting and developing talent.
In each of his roles, John has been instrumental in assisting and consulting with Keller
Williams leadership teams, using his experience as a business leader to drive growth
throughout the Keller Williams system.
Since 2012, John has led the Keller Williams Growth Initiative, a companywide recruit-
ing and accountability program that has fueled historic agent count, productivity and
profitability gains. He has also led the Keller Williams regions. Together, they've helped
Keller Williams become the largest real estate franchise by agent count in the world and
put it on the path to becoming the worldwide leader in transactions and sales volume.
John was named president of Keller Williams in 2015.

8

Mary Tennant
Member, Board of Directors

As a Keller Williams leader, Mary helps define the mission
and vision for the Keller Williams international support center
and raise the bar for the entire company in terms of profits,
production, technological leadership, culture and education.
Not to mention a joyful approach to work and life.
Tall orders for an average girl who grew up riding horses in
the small community of Greeley, CO. But there is nothing
typical about Mary. In fact, when she joined Keller Williams
in 1992, she was named Rookie of the Year. Since then she
has consistently redefined what's possible, while opening doors of wealth building and
leadership for countless real estate professionals.
Holding tight to her go-getter reins, Mary blew the hats off her colleagues when she
took the Austin Southwest market center from $90 million in closed volume sales to
$1.3 billion in eight years. She outpaced most by moving from COO to COO and Pres-
ident within one year. And, she gained industry acclaim when she was celebrated as a
Leading Woman in Real Estate by the Women's Council of REALTORS, received
the Austin Business Journal'sProfiles in Power Award and was named among the 100
Most Influential Leaders in Real Estate by Inman News.
Always wanting to be remembered most as someone who made things better, Mary
strives to keep learning each day. Patience, for instance, is not a virtue she was gifted.
However, she prides herself and Keller Williams in the care provided to their family
members.
When Mary's not making things better at KW, you may find her and her husband Jack
visiting her stepson Duane in the Windy City, hanging with her son David and his three
boys or helping her daughter Jessica renovate her next property. Mary lives in Austin,
TX.

9

2

Office Information

Welcome to Keller Williams Cityside

3350 Atlanta Rd SE
Smyrna, GA 30080
770-874-6200 Office 770-874-6300 Fax

Office Hours: Monday-Friday 9:00 am to 5:00 pm.
Team Meetings: Please join us in the Training Room for Team Meeting every other
Tuesday 9:30 am -10:45 am.
Intranet Site: We rely on our Intranet Site to update our agents and staff of
upcoming events and notices. Please review this site daily, as it will be your best
resource for quick and current information. For your assistance, we also have
valuable links to other sites and other documents on-line.
Training Calendar: Our Market Center values training and we ask that you please
take time to review your monthly training opportunities. The calendar can be found
on www.mykw.kw.com
Mail: Mail is dispersed, each day, after 2 pm.
Incoming Faxes: All incoming faxes arrive at the front desk via efax. The front desk
will forward the efax to your email.

*Before and after office hours, the faxes print out on the fax machine located
behind the front desk.
Outgoing Faxes: Outgoing faxes can be done from two locations. Each of the large
copiers located on the main & upper level can send outgoing faxes.
Supplies: Please complete the supply form located in the mail room with requested
items. Give the completed form to the front desk attendant to fill the order.

10

Meet Cityside

Ceci Osburn Elida Baverman
Team Leader Managing Broker

Email: [email protected] Email: [email protected]
Ext: 6271 Ext: 6206
Recruiting & Retention Broker/Contract Questions
Team Meetings, Coaching Broker/Contract Issues
Compliance, Office Profitability, Compliance
Staff Leadership & Development

Denise Wade Kameko Langston
Director of Career Development MCA
and Training
Email: [email protected]
E: [email protected] Ext: 6304
Ext: 6279 Closings
Career Development, Coaching, Office Accounting
Team Meetings, Technology Training, Agent billing
Vendor Program, Training Calendar, E&O, W9s and 1099s
Office Events & Marketing, Cap and Split questions

Amy Thompson Isaacphine Lincoln
Agent Services Coordinator Assistant MCA

Email: [email protected] E: [email protected]
Ext: 6290 Ext: 6213
Agent Onboarding Green Sheets
Social Media myTransactions
Board Memberships Earnest Money
GREC Roster DA Requests

Jane Johnston
Director of First Impressions

Email: [email protected]
Ext: 0 or 6200
Answer Phones/ Greet Guests
Mail & Incoming Faxes
Reserve Conference Rooms
Supplies

11

Jean and Shaun Rawls
Operating Partner / Broker

Keller Williams Realty First Atlanta
Keller Williams Realty Cityside
Keller Williams Realty Peachtree Road
Keller Williams Realty Buckhead
Keller Williams Realty Atlanta Perimeter
Keller Williams Realty East Cobb

In 1999, Jean and Shaun Rawls opened the very first Keller Williams Realty office in
the state of Georgia, Keller Williams Realty First Atlanta. Since then, they have either
opened or acquired five additional Keller Williams Realty franchises in Atlanta.
Collectively, these “market centers” rank among the best in all of Keller Williams
Realty International, and have placed him in the elite category of RIS Media’s “Top
200 Power Brokers” in the United States (#79 as of 2008). Additionally, these
market centers give back over $1 Million annually to its associates through the
Keller Williams profit share program!
Their experience, success and “down-to-earth” style make them one of the most
sought after teams throughout the Keller Williams system. They continuously strive to
provide the best educational platform for agents in the real estate industry today.
They also provide servant leadership through their participate as active board mem-
bers of KW Cares, a 501C-3, non-profit organization within Keller Williams that
gives back more than $1 Million per year to KW associates who have been victims of
unexpected sickness, injury or acts of God.
Mission Statement:
“To master life, work and relationships to such a degree that we can’t help but attract
others who seek the same sense of mastery in their lives.”
Together they have two sons, Noble and Steel.

12

3

Cityside Affiliates

Why You Should Use Our Affiliates

We have gone through an extensive process to find the best partners for our clients.
By partnering with these companies great benefits accrue to you, our client and
customer.
1. Accountability. These companies are accountable to us to do a good job. If they

fail to perform, we can impart pressure to correct deficiencies.
2. Great Service. The Vendors we are affiliated with provide World Class Service.
3. Close on Time. Time is valuable. You want to make certain that the transaction

closes in a timely manner. If you leave it up to someone else to choose the
lender and the closing attorney you may end up with companies that are not
skilled in the disciplines necessary to:
 Proactively work in advance of closing to make certain problems do not oc-

cur at the closing;
 Make certain that you have a closing statement in advance of the closing;
 Make certain that the closing starts on time;
 Make certain that the closing is completed in an efficient and timely manner;

and
 Make certain that all post closing matters are completed within 24 hours.
4. Convenient Location. You want to make certain that the closing takes place at a
place that is convenient and familiar for you. If you do not control the closing
you could find yourself traveling 30 miles to the other end of Metro Atlanta.
5. Closing Information. Our affiliated partners need information from the parties
to complete the transaction. If you use our affiliated partners, they have that in-
formation already and are familiar with the personnel, procedures and required
information.
6. Teamwork. Our staff is familiar with both the lenders and closing attorney’s
staff which will facilitate a team approach to the closing. If you use other vendors,
they will be unfamiliar with the staff and will have to repeat a multitude of steps
with the staff of the closing attorney and lender.

13

Lloyd Fiedler

(404) 421-8770
[email protected]
www.loansbylloyd.com

A Native to Washington, DC., I graduated from Clemson University in Finan-
cial Management and hold extensive experience in the mortgage industry, as
well as resort real estate marketing and sales. I have been in mortgage banking
since 1996 and have been awarded several awards for sales and service, in-
cluding April 2005 issue of Mortgage Originator Magazine’s “List of Top
Originator’s”. As a Senior Loan Officer, I am committed to using my skills
and experience to provide each customer with the highest level of service, integrity and profes-
sionalism. I currently reside in Atlanta and am a supporter of The American Cancer Society.

An avid tennis player, I compete in several tennis leagues in the Greater Atlanta area. I also en-
joy fishing, traveling and spending time with my incredible wife Laura.

Over the last several years, I have been able to assist many families obtain financing, many of
them for the first time, and it never gets old. To me, it’s always been more than a job. The satis-
faction and pride I feel each time one of my Borrowers becomes a Homeowner is indescribable.
Each one is an emotional investment for me as every Borrower is more than just a loan, they are
friends, neighbors & my community. My extensive experience as a Loan Officer and knowledge
of the industry allows me to tailor each loan to meet the specific needs of each individual. My
job is to find the perfect fit!

Lisa Brereton-Hinds
(404) 312-9588
[email protected]
www.liasbhomeloans.com

Helping families realize the dream of homeownership is my passion. Over the
years, I have been able to assist many families obtain financing, many of them
for the first time, and it never gets old. To me, it’s always been more than a
job. The satisfaction and pride I feel each time one of Borrowers becomes a
Homeowner is indescribable. Each one is more than a loan, they are friends,
neighbors & my community.

My extensive experience as a Loan Officer and knowledge of the industry al-
lows me to tailor each loan to meet the specific needs of each individual. Everyone’s story is dif-
ferent, so no one loan will fit everyone’s needs. My job is to find the perfect fit. Buying a home
is the single most important investment we make. Although it can seem intimidating, I am dedi-
cated to making the process a positive and rewarding experience for you, and I welcome the op-
portunity to earn your business and your trust.

14

Nancy
Frazier

Senior Loan Officer
C: 404.488.5870 | F: 678.809.3302
[email protected]

15

3350 Atlanta Rd SE
Smyrna, GA 30080

770-579-2700

David S Perrie

(770) 331-3414
[email protected]

Attorney David S. Perrie has over 18 years experience in the title underwriting in-
dustry, where he initially was hired as an internal auditor, then was promoted to
EDP Auditor, conducted commercial and residential real estate settlements, and ab-
stracted real estate titles. His duties and responsibilities expanded to overseeing all
Georgia operations for a leading national title insurance company and became
Southeastern Manager with operations in six states under his purview. He holds a
CPA degree and in 1998 he graduated from Georgia State University with a JD de-
gree and began practicing law in the real estate field. He was a founding partner of
Perrie & Perrie, PC; Perrie & Cole, LLC and now the firm of Perrie & Associates,
LLC
Admitted to Bar 1998, State of Georgia
Admitted to Georgia Court of Appeals, 2010
Admitted to U.S. District Court, Northern District of Georgia 2010
Admitted to U.S. District Court, Middle District of Georgia 2010
Admitted to U.S. District Court, Southern District of Georgia 2012
Admitted to U.S. Court of Appeals for the Eleventh Circuit 2012
Admitted to the Georgia Supreme Court 2012

PRACTICE AREAS:
Real Estate
Foreclosure
Bankruptcy
Corporations
Wills and Estate Planning
Immigration

Education:
University of Georgia (B.B.A., 1977, M.B.A., 1982)
Georgia State University (J.D., 1998)
C.P.A., (1986, Texas; 1989, Georgia)

16

4

Productivity Coaching

Benefits of
Business Coaching

Setting goals and building a solid foundation on the fundamentals will help to make your Real Estate career very
successful. We have in place a “Business Coaching” program specifically tailored to meeting the needs of both
new and experienced Realtors. As the leadership team, we are committed to providing the best tools and direction
available in the Real Estate Industry. No one undertakes a journey alone. We all depend on others constantly, in
ways both tangible and intangible, to move towards our destination.
Keep In Mind:
 Success Leaves Clues, Successful people do specific action activities that create results. Using the Millionaire

Real Estate Agent as our model guide, our BC program will help you to stay on task and on purpose with build-
ing your business.

 Action is the source of all results. We are looking to help each sales associate to be able to discover exactly and
specifically what successful agents are doing and how to model a business plan that maximizes your earning
potential.

Questions to ask yourself about your business

 What are your highest value activities?
 What can I do daily that will make a significant contribution to building my business?
 What is the most valuable use of “my” time right now?
 What are your income goals?
 What are your personal goals?

What are your thoughts on Accountability vs. Productivity?

Business Coaching Topics: Building Rapport
Lead Generation Special Stips
Working with Buyers Personality Profiles
Showing Property The listing appointment
Continuing Education/ Investing in YOU Negotiation Skills
Closing the Buyer Time Management
Farming Working with Buyers
Overcoming Objections Showing Property
Accountability Continuing Education/ Investing in YOU
Asking for the Business Closing the Buyer
Knowing your competition Farming
Getting the Price Reduction Overcoming Objections
Business Plans Accountability
Your 1st 90 days in the Business Asking for the Business
Prospecting Knowing your competition
Writing a Great Contract Getting the Price Reduction
Taking Your Business to the Next Level

17

NEW AGENT QUICK START CHECKLIST

PHASE I: This phase should be completed in 2 weeks

Attend the New Agent Onboarding and Activate E-edge Class
 Submit all paper work to the Agent Services Coordinator
 Meet with the Denise to obtain your domain name (Ex. Your-
name.com)
 Attend the New Agent Workshop*
 Attend Team Meetings and Caravans
 Sign up for at least one FMLS & GMLS training class
 Have your photo made for your business cards and upload it to the
office intranet
 Order Name Badge and Business Cards
 Join a Board of Realtors within 14 days of activating your license
 Purchase your Supra Key
 Begin reading The Millionaire Real Estate Agent book by Gary Kel-
ler (MREA red book). Rd pages 1-172.

8x8 Assignment: Gather together the names of everyone you know and
enter them into your database.

Lead Generation Activities
 Contact your database and let everyone know that you are a Realtor (Do

not be a “secret agent”)
 Watch the Power Perspectives Videos “History of KW and WI4C2TS”
 Preview properties in different price points to learn price and condition
 Find an accountability partner and set up weekly phone calls to discuss

your weekly progress
My accountability partner is:

Once completed: Please Sign and Date below:

Agent Signature:

Date:

*Completion of this activity is contingent on the dates it is offered at the market center

18

PHASE II: This phase should be completed in 2 weeks

 Attend new agent workshop*
 Register for the Ignite Training*
 Get your mykw profile to 100% (you are not searchable when your pro-

file is less than 100%)
 Attend Team meetings and Caravans
 Set up your KW email marketing systems at mykw.com
 Decide on what areas you would like to specialize in and preview proper-

ties in that area
 Introduce yourself to 10 agents in the office
 Talk to 10 new people about real estate and add them to your database
 Open a business checking account
 Complete a mock Comparative Market Analysis (CMA) using the FMLS

system
 Build your KW website using E-edge on the mykw.com website
 Create your buyer presentation using the mykw.com website (under Mar-

keting—Market My Business)
 Read pages 172-312 in the MREA book
 Utilize the Online 4-1-1 tool located on the mykw website under the Re-

sources tab
 8x8 Assignment: Mail out announcement cards or letters to your database

(cards can be purchase from the office store)

Lead Generation Activities:
 Watch the Power Perspectives Videos “Lillie Mae Tillman, Mo on the

ALC, and KWCares” from the mykw website under KWConnect
 Watch the Agents in Action Buyer Consultation Video from the mykw

website under KWConnect
 Write a practice offer on one of the listings you previewed
 Compile market statistics on your preferred areas of influence
 Schedule activities for the upcoming week and check in with your ac-

countability partner

Once completed: Please Sign and Date below

Agent Signature:

Date:

*Completion of this activity is contingent on the dates it is offered at the market center

19

PHASE III: This phase should be completed in 3 weeks
After Phase I and Phase II have been completed you become qualified to
schedule your first Coaching appointment!

 Schedule a Coaching Appointment with Denise Wade
 Attend the New Agent Workshop*
 Attend Power Up, Team Meetings, and Caravans
 Host an Open House
 Call 5 Expired Listings
 Schedule a time on the calendar to be Agent on Duty (located at the front

desk)
 Preview properties and drive thru prospective FARM areas
 Drive around and find For Sale By Owners (FSBO’s) signs and door

knock
 Create your listing presentation using mykw.com under Marketing-

Market My Business
 Do a mock listing presentation with your accountability partner
 Visit two new home communities

8x8 assignment: Call the people you mailed out announcements to, using
the advocacy script in your agent toolkit. Use this opportunity to up-
date their contact information.

Lead Generation Activities
 Watch the Power Perspectives Video “Move from E to P” and “Make

Being Learning Based...” KWConnect
 Watch the Power Perspectives Video “Remove your Limiting Beliefs and

Be Accountable” on KWConnect
 Practice on your listing and buyer presentation
 Email an article about the real estate market and home ownership to your

database

Once completed: Please Sign and Date below: Date
Agent Signature Team Leader Signature

Date Productivity Coach Signature Date

*Completion of this activity is contingent on the dates it is offered at the market center

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21

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23

BROKER REVIEW

CONTRACTS:

All “blanks” in every contract form must be filled with information or N/A. This includes Brokerage En-
gagements, Listing Agreements, Purchase and Sale Agreements, Leases, Exhibits and Amendments.
Every contract must have a legal description. The Tax ID is located in tax records, and the Deed Book and
Page in tax records unless no sale or mortgage has been filed in many years.
Every Residential contract must have year-built disclosure (was or was not built prior to 1978) completed.
If “any portion thereof or painted fixture therein” predates 1978, you must have parties complete the Lead-
Based Paint Exhibit.
All Exhibits must be listed in the contract under “Exhibits and Addenda” to be attached and part of the con-
tract. They should be named Exhibit “A” Exhibit “B” etc. – not numbered or with other definitions.
Every contract form must have all signatures and/or initials to be binding and enforceable.
Every contract form must have a Binding Date or Acceptance/Acknowledgment Date to be binding and
enforceable.
If you are “working with” a Buyer and/or Seller, you must have a written Brokerage Engagement for every
Buyer and/or Seller outside the contract plus disclosure of agency within the contract, even if they are un-
represented. Form Types: Listing Agreement, Buyer/Tenant Brokerage, Agreement to Show Unlisted
Property, Agreement to Work with Buyer as a Customer. (BRRETA)
Every Residential contract must have a signed Affiliated Business Arrangement Disclosure. If a party will
not sign, such as a bank, put “Seller will not sign” in the signature space. (RESPA)
If a property is listed in FMLS, you must fill out the FMLS 117 Notice of Contract and FMLS 118 Notice of
Closing. If it is your listing, you must fax the FMLS 117 to FMLS at the time of contract. The FMLS 118
is submitted by the office. The forms can be found on the first page of the FMLS website under the “Print
on Demand” tab at the upper left of the screen.
A Commission Confirmation Agreement/Instructions to Closing Attorney must be included in every file
unless the commission is clearly stated in the contract.
When you receive a notice from DotLoop that you have a “Status Change,” “Tags” or “Notes,” please open
as soon as possible to see what is needed in the file. If you have any questions about the tags or notes,
please call the Broker sending the notice.
NOTE: If you have a quick closing coming up, let us know to review the contract so you can close and get
paid.

ADVERTISING:

ALL advertising must be reviewed by a Broker prior to distribution, including but not limited to: business
cards, custom signs, flyers, brochures, Craigslist ads, FaceBook ads, websites, etc. to insure compliance
with Georgia law.
If advertising is not reviewed by a Broker and corrections made, the agent will be responsible for all fines
and sanctions.

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25

5

Introduction to Keller
Williams Cityside

Question Concerning Who Do I Ask? Extension

Contact

1 Phone and Voicemail Denise 6279

2 Copy Codes Amy 6279

3 New Agent Forms Amy 6279

4 KW Store Items Jane 6200

5 KW Signs Jane 6200

6 Jams or Supplies for Copier/Printer Jane 6200

7 Georgia Real Estate License Denise 6279

8 Education CE & Post License Classes Denise 6279

9 Training Classes & Calendar Denise 6279

10 Coaching Denise 6290

11 Advertising Review Ceci 6271

12 Recruiting/Consulting Ceci 6271

13 Compliance Elida 6206

14 Questions for Broker Elida 6206

15 Closing Payments/ Commission Checks Kameko 6304

16 Termination of Contracts Kameko 6304

17 Agent Office Billing Kameko 6304

18 1099, W9, E&O & Liability Ins Questions Kameko 6304

19 All Accounting Questions Kameko 6304

20 Computer Problems www.rawlsgrouphelpdesk .com

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Frequently Asked Questions

How can I access the computer network?

The computers in the common areas of the building are available for agents to use. The
username is the first initial of your first name then your last name ie: msmith and the password is
your last name and last 4 of your social security number ie: smith1234

How do I make copies?

Black and white copies are $.05 each and color copies are $.25 each. The code that you were
given on your password will allow you to use the copiers in the work areas. If you have not been
given you a code, please see the previous form and ask the appropriate staff member.

**Remember to log-off all copiers, printers and computers to avoid being charged for prints or
copies which you did not make.**

How do I gain access to FMLS and MLS?

Upon completion of your paperwork, we will fax the appropriate paperwork to the FMLS office. If
you are a newly licensed agent, we encourage you to sign up for classes at each site to learn how
to access these systems. FMLS will email your username and password to the MCA and the in-
formation will be put on your password sheet. You will be added on-line for GAMLS. GAMLS will
email you your username and password. If you are already a licensed agent, you will be
transferred from your previous office and your username and password will remain the same as
before.

FMLS 404-255-8660 5457 Roswell Road Atlanta, GA
GAMLS 770-493-9000 1414 Montreal Road Tucker, GA

Do I have to join a Board of REALTORS?

It is the policy of our market center that all agents join one of the boards we are affiliated with.
Please see the AMCA to get a list of these boards. It is important to know that when all agents are
not affiliated with the board, this jeopardizes the Market Center’s status. You are required to be
a member of a board within 14 days of joining the office and it is mandatory that you take their
Orientation Class.

When do I take Postlicense Class?

You will need to take and pass the Postlicense Class within twelve months of obtaining your
Georgia Real Estate License. These classes are offered at a Board of Realtors or online. IGNITE
is offered at Cityside for Post License credit.

When are office bills due?

Office bills are emailed to you by the 10th and are due by the 20th of the month. We require
a valid debit or credit card on file at all times even if you pay by check.
**Any overdue bills will be deducted from your commission check.**

When are commission checks cut?

Our goal is to have your check ready within 24 hours of closing. Once your check is ready, you
will get an email and it will be placed in your mail file in the mailroom.

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How do I reserve a conference room or the Training Room?
Please see the receptionist to reserve a conference room for a specific time. In order to
book the Training Room please see Jane.
How do I get Keller Williams Cityside letterhead?
We have letterhead available through our store. Please fill out the Supply Request Form,
located at the mail room. You can also order stationary and many other promotional or
business items on-line. When you log into www.mykw.kw.com go to “Resources”, then
“New Agent”, and then “Agent Tool Kit”. This takes you to the Keller Williams store at
ABGraphics. They carry a wide variety of Keller Williams products.
Where can I find the monthly Training Calendar?
The Training Calendar can be accessed at www.mykw.kw.com and accessing the office’s
intranet. Then click on the calendar.
How do I set up my own website?
Contact Rawls Group Help Desk. Scott and Yonko will help you set up your website.
How can I get business cards?
There are a few options in this binder. However, there are many companies to can meet
your business cards needs. All business cards must be approved by the Managing
Broker before printing.
How can I get a nametag?
You can order your nametag on-line from Starburst Enterprises at
www.starburstenterprises.com. You can either order directly from their site, or print off the
form and fax it to them. However, there are many options to meet your nametag needs.
How do I get For Sale signs?
We have stock yard signs available to purchase. Please fill out the Supply Request Form
located in the mail room. We generally order from Farmer Signs.
**All custom signs must be approved by the Managing Broker before being ordered.**
What is the procedure for recruiting an agent?
Please email Ceci at [email protected] with the agent’s name, phone number and a brief
description of what you know about the agent. Ceci will contact you before
making contact with this person.

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What is the ALC?

(Agent Leadership Council)

Each Market Center has a Local ALC. The Local ALC is made up of:
1. The Chairperson, who shall be the team leader (TL) of the Market Center.
2. Associates from the top 20% of the Market Center (MC). They are invited to

join the Council based on closed production from the previous year.
3. The Operating Partner for the MC is a voting member of the ALC. They may

attend ALC meetings and cast the ownership vote, or they may delegate their
vote to the Team Leader of the Market Center. Any other owner(s) of the MC,
other than the Operating Partner, is/are also eligible to serve on the ALC as a
voting member(s) provided they meet the top 20% production guideline.
New Councils will be formed annually by January 5th and the first meeting of each
New Year will be held by January 15th.
The Local ALC may decide:
 All designated Local ALC issues set forth in the Keller Williams Realty Interna-
tional Policies & Guidelines Manual.
 Those local procedures and operations researched, recommended and approved
by the various Local ALC committees.
 Monetary assessments as described in Section 4.4.2.6 on page 4-9.
 Other local issues as from time to time requested by the Local ALC and ap-
proved by the Chairman of the International ALC.
 The Local ALC is not empowered to hire market center staff and/or hold them
accountable.

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30

KWRI Policies

Keller Williams Realty International (KWRI) maintains a comprehensive and up to
date Policies and Guidelines manual on their website www.kw.com. Please read
KWRI’s Policies and Guidelines manual completely. To find the KWRI manual
log onto www.kw.com, click on “Resources”, click on “IALC Documents” and
then click on the “Policies and Guidelines Manual”. We provide you a copy of
these policies on the CD located in the back of this manual.

KWSV Policies

Supplementing the policies laid out in the KWRI Policies and Guidelines manual
are the policies developed and implemented in our own Market Center (KWSV).
These policies are not comprehensive. Please read the KWRI Policies and
Guidelines manual. Our policies are meant to fill the gaps not covered by the
KWRI manual. A copy of these policies were in the paperwork packet signed upon
joining Keller Williams Realty Cityside.

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General Information for Submitting Paperwork
 All listings should be submitted within 72 hours via myTransactions/Dotloop.
 All contracts should be submitted within 3 business days via myTransactions/

Dotloop upon binding, with or without earnest money. Use appropriate envelope
for submitting earnest money or notify us to deposit earnest money that is on
hold.
 All closing documents should be submitted to the office via myTransactions/
Dotloop.

FMLS Admin forms
Affiliated Business Arrangement Disclosure
Disbursement Authorization Request
W9
Multi Million Dollar Club Form for sales and leases
Earnest Money release forms
 Requests for Funding at Closing need to be submitted to the MCA office as fol-
lows:
REO’s, Short Sales, or Mail Away - 7 days
All others need to be turned in 72 hours before closing
(Do not attach the request with initial transaction submission as there is no
trigger for us to pull it at the appropriate time)
Fax your Disbursement Authorization (DA) to the attorney ahead of time-No
changes may be made to the DA without written MCA approval.
It is the responsibility of the agent to take earnest money check to the closing
when necessary.
 Closings are processed and commission checks are paid out within 24 hours with
review completed and proper documents.
 Referrals to be paid must include Broker (Company) Name, full address, tax ID,
and agent name on the greensheet in the referral section. We must have a W9 on
file.

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Realty Cityside, LLC, d/b/a Keller Williams Realty Cityside

Agent Schedule of Dues and Fees

Associate Application and Startup$65.00 - Please make check payable to Keller Williams
Realty Cityside.

Agents will be invoiced by the 10th of each month for their monthly set expenses, generally as
follows:

GAMLS Dues $20.00
E&O Insurance $32.00
Consortium Fee & eEdge Fee $25.00
Telephone Services $10.00
Criss Cross $1.00
REALTOR.com (Enhanced Listings) $25.00
VoicePad $ 5.00
Chartmasters (quarterly stats) $7.00
Bill) $125.00 (Minimum Monthly

Desk: Office Desk - $150.00/month
Cubicle Desk - $50.00/month
*Please see either the TL or MCA to inquire about Office/Cubicle space

Supplies, desk rental fees, copies, color prints, withdraw/duplicate/rental fees from the listing
services, and other miscellaneous charges will be included on the same bill each month. .
It is the policy of KWRI that no agent’s balance should be due at the end of the month. There-
fore, we ask that all accounts be settled by the 20th of the month. If not, the account will be sub-
ject to a late charge of $15.00.
KW Cityside reserves the right to collect any unpaid amount from your next closing.

** PLEASE NOTE: AN ASSOCIATE RENEWAL FEE OF $25 WILL BE CHARGED EACH JANUARY **

Supra - Lockbox
Board Dues: Must join with 14 days of joining KW Cityside and renew every year

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Keller Williams Realty Cityside
Market Center Cap $18,000

Company Dollar $15,000
KWRI Royalty $3,000

Company dollar is taken from each closing at a rate of 30% per closing
until you cap. This money stays at Cityside.

Royalty is taken from each closing at a rate of 6% per closing until you
cap. This money is sent to Keller Williams Realty International.

So, you receive 64% from each closing less any FMLS fees or other de-
ductions.

Once you have capped you receive 100% until your anniversary date
which is the 1st day of the month following the month you joined KW.

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6

Getting Started

The MyKW.KW.com Intranet

Keller Williams is changing the way its real estate agents can
access all of their websites, resources and technology. Using
MyKW.KW.com, the Keller Williams intranet, you have access to
educational materials, training videos, calendars, reports and even
referral networks all in one place. We’re making it easier for you
to stay in touch with current events and keep your real estate
business organized.

Check out MyKW.KW.com today.

35

Rawls Group Help Desk
Scott Hardy

www.rawlsgrouphelpdesk.com
Technology and Design Solutions for REALTORS

Who we are and what we do:
 The Rawls Group Help Desk is a team of the best technicians providing IT sup-

port to all of the Rawls Group Market Centers!
 The Rawls Group Help Desk will provide problem determination and technical

advice to as many agents needed at any time. Technical issues can be solved in
most cases, the same business day.
 Agents at supported KWR Market Centers can contract The Rawls Group Help
Desk for any computer issue at a discounted rate.
 Visit www.rawlsgrouphelpdesk.com for more detailed info.
Support:
 All desktop and laptop PCs, including Macintosh.
 Software support, including WinNT/2000/XP/9x. Microsoft Office, Internet,
etc.
 Wireless Network configurations and setup.
 Virus removal, data backup, system reloads.
 Website design and consultations.
 Realtor.com

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37

HOW TO USE MLS SWIFT

MLS Swift is a listing entry program which provides the following benefits:
 Off-line listing data entry and storage
 Unattended listing data transmission
 A log of complete listing activity & exceptions log-in report
 Creates a historical listing database for inquiries or revisions

ADDING LISTINGS
From the Menu-
Select File

 New FMLS Residential –OR-
 MLS Single Family Listing –OR-
 Click on the first icon on the toolabar
The ENTRY screens will display (enter listing):
Select File-
 New other listing –OR-
 Click on the second icon
When entering your listing, each file needs to be completed and every feature should have a selection
checked.

SAVING & VERIFYING LISTINGS
After you have completed the listing entry:
 Click on the RED check mark in the upper right corner of the screen. If you have completed all

fields correctly, you will receive a message box that reads: “Would you like to send this listing
during your next online sessions?”
 Click Yes
If you Do NOT receive this message, your cursor will blink in any incomplete fields or unchecked fea-
ture options.
 Enter the information in the missing fields.
 Click the RED check mark in the upper right corner of the screen. If you have completed all fields
correctly, you will receive a message box that reads: “Would you like to send this listing during
your next online sessions?”
 Click Yes

SENDING LISTINGS
To send a listing to the listing services:
Select FILE

 Send Listings –OR-
 Click the fourth icon on the toolbar.
A screen will display to enter a your password. Enter your agent ID and password. The box will display
the connection activity on the screen. A listing number will be assigned for each listing services.

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Enable ListHub for Single Point of Entry

To ensure your listings in MLSSWIFT transfer to KWLS, the “ListHub Enabled”
checkbox MUST be checked.
1. Sign into mykw.kw.com
2. Click the Technology tab at the top of the screen
3. Select the KWLS option from the drop menu
4. Select the ListHub Enabled checkbox

ListHub & KWLS Syndication

39

Realtor.com Information
1-800-878-4166

Monday – Friday 9:00am-8:00pm EST
For Resources, Printable Materials, and Powerpoint Presentations:

www.support.realtor.com
(Use the search bar at the top of page if you need help during weekends)
*You must join a to access Realtor.com. Wait 1-2 days after joining. (Time will vary)
To Access Realtor.com:
1. Login to Realtor.com
2. Go to section: For Agents, then click on Log In within this section
3. Go to section: Don’t have an account? Click on Sign Up
4. Enter your KW email address, password (that you’d like to use for this website), and
your mobile number. (Mobile number is recommended for texting purposes)
5. Since you will be a member of 2 MLSs, (FMLS & GaMLS), you will have 2 accounts.
If you would like to merge them, call Realtor.com
6. Your Username for Atlanta will be your FMLS username. Your name for AtlantaNorth
will be your GaMLS username.
7. Once inside Realtor.com, it will prompt you to enter your NRDS information.

Important: may only skip 3 times as of 12/2015. Realtor.com should be able to
look this information up for you.
1. Important Tabs:
PRODUCT SETUP: To enter information connected to your listings such as name,
phone numbers, broker information
PROFILE MANAGER: Complete this section as much as possible. This section is for
when someone is new to the area and wants lists of brokers in that zip code, etc.
If you change boards, you must wait for new information to update to realtor.com. You will have
a second profile created. Call the number listed above to merge the two accounts. Also, if you’re a
member of 2 boards, it is your preference to have the two accounts merged.

40

HOW DO I
TURN IN A
LISTING?

41

LISTING DOT LOOP CHECKLIST

 Enter listing into FMLS and Georgia MLS
(Cityisde Staff will Enter listings for Free!! See Cityside Listing Procedures)
 Create the listing loop in MyTransactions to the office
 Paperwork that needs to be submitted to the office should include...

- Copy of each FMLS and MLS printout.
- Exclusive Listing Agreement
- Seller Property Disclosure
- Short Sale Verification Form if it’s a short sale
Also include any of the following where available (these are NOT required, but may
prove useful to you) :
- Appraisal
- Termite Letter
- Survey
- Home Warranty
- Tax information
- Utility and Insurance Costs
 Submit the listing loop for Review to the office

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Listings Procedure

FMLS Dual Entry Forms can be found on the FMLS website. Simply log on to
www.FMLS.com, click on Print on Demand and choose the proper SWIFT Dual
Entry Form.
Cityside Staff will be happy to enter your listing for you into the listing services. You
will be required to fill out the Dual Entry Form completely or it will be returned to
you to complete. Cityside Staff will enter 1 photo. Please email your photo and have
it already sized to the acceptable standards of FMLS. You must then need to submit
your signed and dated Listing Agreement to the office thru myTransactions within
72 business hours.
When you (or your assistant) enter your listing, you must submit your signed and
dated Listing Agreement to the office thru myTransactions within 72 business
hours.
Documents required to be submitted for a Listing
**Signed and Dated Listing Agreement
**FMLS Printout
**Signed Seller’s Property Disclosure Statement
**Signed Affiliated Business Disclosure

Fines and Fees
**Agents are responsible for all fines and fees assessed by listing services.**
FMLS charges a fee of 0.12% of the selling price per brokerage per listing. FMLS also charges
$25 for a withdrawn listing.
GAMLS does not charge a fee for listings. They do, however, charge $25 for withdrawn listings.
If you do not change the status of your listing in a timely manner they will fine you $25 the first
day and $5.00 a day thereafter until the status is changed.

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