VOL. 1.3 2019
South Africa
SOUTHERN AFRICA
HEAD HEAD-TURNERS
Every day, top-producing agents are turning heads as they continue to utilise their KW business tools Here’s a look at two of these head turners
TURNERS ROODEPOORT, GAUTENG
ANOUSCHKA LUBBE In her four years with Keller Williams, Anouschka Lubbe capped each year. In 2016, she increased her year-on-year Gross Commission Income with 290%, in 2017 with 42% and in 2018 with 143%! In her first year, she was nominated as Rookie of the Year and hasn't looked back! Curious about OP Marco Coetzer's Facebook posts, Anouschka enquired what Keller Williams was about and 'it changed my life forever!' '"The culture, compensation plan, system and models immediately caught my attention. I love that I can grow limitless within myself and in my business. My big why is my legacy - I want to not only reach my own goals but help others to reach theirs and also change their lives," says Anouschka. As a KWSA Cultural Ambassador for 2018, RED Day is her favourite day of the
year. She loves not just setting an example but BEING an example. KW Advance is a big supporter of Matla A Bana (voice against sexually abused children and women) and through some of the work that the Market Centre has done, has contributed to two life sentences being served. The Market Centre supports this initiative throughout the year with comfort packs for the victims in their community. She receives many referrals and says she wants clients for life. "Our values, God, family and then business, influence everything we do as a company and has created the culture that you see today. KW associates find fulfillment in their daily surroundings. They are positively influenced by their workplace environment and motivated to succeed by their likeminded peers." "Staying plugged into your pipeline is critical. If you don’t know what’s going on in your pipeline, you don’t know what’s going on in your business. The Career Growth Initiative tool has helped me build a predictable and sustainable business." "Although my business production has grown 1250% since joining, it is time to think even bigger ... team expansion is my next goal!"
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VOL.1.3 2019
PORT ELIZABETH, EASTERN CAPE
JESS PEENS The entrepreneur in agent, Jess Peens, immediately identified with Keller Williams' business model and the prospect for both personal and professional growth. 'I love what Gary Keller stands for and found the KW brand fresh and different from the traditional real estate company,' explains Jess on why she joined Keller Williams. 'I missed systems and models, training and a framework at the previous brokerage.' Jess joined KW after getting her first taste in real estate through handling referrals from her mother-in-law for three years. After separating from her husband, she needed to generate an income and real estate was the obvious choice to gain quick momentum. 'My clients get the best possible service because of the tools and technology that I implement in my business continuously. My business has grown exponentially because of the KW model!' Jess is an agent at KW Explore Port Elizabeth. She has had great referral business from past happy clients as a result of the KW WinWin belief. She continues to strive to make
all dealings a win-win situation for everyone involved. 'I want my clients to recognize that I take my fiduciary duty seriously, so I act with the highest standard and accountability when they entrust a mandate to me.' Jess' values of honesty, integrity and ethics, which aligns strongly with KW's, influence her daily activities. When a team member needs help, she is willing and happy to assist. 'It's awesome to be part of each other's journeys and growth,' she shares. 'The KW culture is a key part of our identity and it is prioritised and focused on. I love that it's not just about the numbers, but that personal growth is as important, and is a critical part of our success.' 3
T E C H N O L O GY
T E C H N O L O GY
Who controls your data?
By Deon Terblanche
Business as usual
How does that make you feel? Let's ask the question in a different way. If a property portal owns your most important business data, who is in control of your business? For the promise of more leads, are you giving up precious and invaluable data that will power the agent-enabled platforms of your competitors?
The past few years estate agents had a lovehate relationship with large property portals like Property 24 and Private Property. On the one hand, property portals provide agents with a platform to advertise properties for sale. A very large majority of purchasers begin their search for properties online these days. Property portals provide a great starting point with their wide selection of properties for sale. On the other hand, with their above-inflation price increases and murky expansion agendas, among other things, agents regard property portals as a necessary thorn in the side.
Data is the new oil The real estate industry is changing. Keller Williams Realty is unequivocal about our view that estate agents must own their business data. Estate agents had many questions about the stunningly tone-deaf move by the bank. What was FNB's intent? Would they still be wooing the property industry for mortgage business? Were the bank planning to get a fidelity fund certificate and become an online estate agency? Why did they not engage with the property industry before going down this road?
It was and still is quite similar with the banks. Estate agents need business and trust bank accounts to operate legally. They also send billions of Rand worth of mortgage business to banks each year. The interaction between estate agents and banks are crucial for a well-functioning property market. Most buyers cannot afford to buy homes without obtaining a bank loan. If the banks are unwilling or unable to lend money to property purchasers, sellers cannot sell their properties. This will negatively affect the property market.
However, the most important question was, “How did FNB get those listings and data without our permission?”
Unusual business
Who owns your data?
They got it Recently, in a move that from Private surprised many estate In order to be competitive Property. agents, First National and successful in the future, It was nicely Bank began offering packaged a direct selling option agents must control their in a feed to property sellers on data. from Private its nav>>Home app. Property to What got many estate FNB. In a agents hot under the press release, Mark Coetzee, the COO of collar was the fact that FNB was loading its Private Property said, “Private Property have nav>>Home app with estate agents' listing had a long standing commercial relationship data. Yes, that's right. FNB used estate with FNB whereby we syndicate listings agents' listing data without their permission to their banking platform.” According to circumvent estate agents. to Coetzee, this was done to widen the
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audience of property buyers and sellers and to increase the leads to estate agents. I have no reason to doubt Coetzee's statement. Unfortunately it means that Private Property was also surprised by FNB's use of estate agents' data. In fact, Coetzee admits that, ” this new feature may be seen as step in the direction of a direct to consumer strategy by FNB so, although we are bound by our commercial terms with FNB, we are nonetheless engaging with them urgently.” Whether Private Property knew of the bank's plans in advance is a moot point. It's interesting that Coetzee would be referring to Private Property's “commercial terms with FNB”. This normally means that one gets paid for delivering something of value (a listing data feed, maybe?). The point is that estate agents' data was used without their permission to prop up a competitor to estate agents. Estate agents willingly loaded their listing data on Private Property in exchange for leads. The portals receive the data, store it, glean insights from it and, as can be seen from the FNB debacle, also send it to direct competitors of estate agents.
time. Mark Coetzee announced they will remove the listings of all their clients from the bank's app with immediate effect. He said they had a responsibility to protect the industry they operate in. Again, I have no reason to doubt him. One has to wonder, though, what effect the industry storm that erupted and social media outrage had on the bank and the portal's decision. Let's hear from the bank. Marius Marais, FNB Mortgage Cluster Head, said FNB values the contribution from estate agents
Change is coming. Are you ready? Are you ready for the coming changes to the property industry? Will you be able to deal with digital disruption by technology companies that want to use your business data against you? Is your company ready? Are you still giving your data away in exchange for leads or do you know how to generate your own?
Our co-founder and Chairman, Gary Keller, recently made a distinction between agent-enabled technology and the technology-enabled agent saying, “You can either be an agent who is enabled by tech or you’re going to be the agent who is enabling tech. This is a battle over who will be the fiduciary.” In order to be competitive and successful in the future, agents must control their data . With the impending “digital boom,” more and more technology companies (and even banks!) are flooding into the real estate space, vying for agents’ data. The goal is to turn this data into meaningful insights and run their businesses off of agents’ hard work. According to Gary Keller, “The one with the most insights wins. And the one with the most data will have the most insights. Let someone else have your data and soon they’ll know more than you do.”
and mortgage originators, but they follow a multi-channel approach at the bank. Private listing opportunity is in response to a worldwide trend where there are customers who desire to do things themselves on digital platforms. FNB has reiterated its commitment to continue engaging with industry players to meet the needs of customers through a multi-channel approach, which improves the buying and selling process. He's right.
How did it work out? Private Property and FNB relented, this
Deon Terblanche KW Eden & KW Scenic
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M O N T H LY AWA R D S
Y E S A w a rd s
10
Y o ur E xc e lle nc e S ho w s
6
VOL.1.3 2019
1
KW EDGE
3
KW CLOCKWORK
KW CENTURION
Riaan van Deventer Diane Cross
Louis Joubert
TOP MARKET CENTRES - REGISTERED TRANSACTIONS: UNITS
2
1
KW EDGE
3
KW CENTURION
KW CLOCKWORK SANDTON
Riaan van Deventer Louis Joubert
Deon Tromp
PERFORMERS
TOP MARKET CENTRES - REGISTERED TRANSACTIONS: COMMISSION
TOP
TOP
PERFORMERS
SEPTEMBER 2019
2
NUMBERS
M O N T H LY AWA R D S
TOP-PRODUCING MARKET CENTRES #
MARKET CENTRE
1 2 3 4 5 6 7 8 9 10
KW Edge KW Clockwork KW Centurion KW Clockwork Sandton KW Advance KW Explore Port Elizabeth KW Impact KW Premier KW Select KW Clockwork Benoni
SEPTEMBER 2019
LANGUAGE OF REAL ESTATE
PERFORMANCE AND OPPORTUNITIES Monthover-Month
Year-toDate
Registered Units
25%
13%
Registered Sales Volume
12%
14%
Listings Taken
19%
14%
Listings Taken Volume
4%
-13%
Listings Sold
52%
37%
Listings Sold Volume
36%
23%
Contracts Written
26%
28%
Contracts Written Volume
5%
16%
Registered GCI
12%
14%
Growth Share
12%
14%
SEPTEMBER 2019
7
M O N T H LY AWA R D S
NUMBERS
M O N T H LY AWA R D S
Y E S A w a rd s
50
Y o ur E xc e lle nc e S ho w s
TOP INDIVIDUALS - REGISTERED TRANSACTIONS: COMMISSION
1
2 4
KW CLOCKWORK
3
KW ADVANCE
5
KW CLOCKWORK SANDTON
Jess Peens
Lusanda Noyana
KW NORTH
Thean Olivier
Francois Auret
Lara Bragge
TOP INDIVIDUALS - REGISTERED TRANSACTIONS: UNITS
2 4
KW EXPLORE PORT ELIZABETH
3
KW EXPLORE PORT ELIZABETH
5
KW PREMIER
Tessa Semple
Lindi Brougham-Cook
8
1
KW CLOCKWORK SANDTON
VOL.1.3 2019
Nonhli Sephula
TOP
KW EXPLORE PORT ELIZABETH
KW EXPLORE PORT ELIZABETH
Jess Peens
Derick Ndlovu
PERFORMERS
SEPTEMBER 2019
TOP-PRODUCING AGENTS
SEPTEMBER 2019
1 Jess Peens KW Explore Port Elizabeth 2 Lusanda Noyana KW Clockwork 3 Thean Olivier KW Advance 3 Lara Bragge KW Clockwork Sandton 4 Francois Auret KW North 5 Karien Burger KW Edge 6 Mandy Pelser KW Eden 7 Michelle Crouse KW Select 8 Shepherd Shabangu KW Clockwork 9 Tessa Semple KW Explore Port Elizabeth 10 Lindi Brougham-Cook KW Premier 11 Mark Wildschut KW Premier 12 Hanna Smith KW Red Door 13 Marita Jevon KW Centurion 14 Xavier De Buck KW Edge 15 Stuart Hyslop KW Clockwork 16 Tania van Rooyen KW Edge 17 Cecile Janse van Vuren KW North 18 Jodi Shearer KW Clockwork Sandton 19 Gill Clemen KW Premier 20 Margerie Maartens KW Edge 21 Tallies Taljaard KW Impact 22 Zesh Fernandes KW Clockwork 23 Linda Burke KW Edge 24 Sheila Southwood KW Clockwork 25 Crista Du Plessis KW Advance
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26 27 28 29 30 31 32 33 34 35 36 37 38 39 40 41 41 42 43 44 45 46 47 48 49 50
Marco Freitas Santa Reynolds Ben Du Plessis Nonhli Sephula Denalee Drotskie Sandile Sibanda Marinda Otto Tristan Smith Andrew Potgieter Derick Ndlovu Lisa Karovsky John Howell Joseph Mpinganjira Felecia Lawrence Liz Ellice Herman Matlou Ruben Adams Gary Berkowitz Shaine Webb Chima Okonkwo Shane Shaw Tumi Mahapa Ronak Spamer Gerda Olsen Norman Moodley Ken Inggs
KW Select KW Edge KW Edge KW Clockwork Sandton KW Clockwork Sandton KW Clockwork Benoni KW Impact KW South KW Advance KW Explore Port Elizabeth KW Centurion KW Clockwork Sandton KW Clockwork Sandton KW Centurion KW Clockwork Sandton KW North KW Impact KW Select KW Edge KW Edge KW Advance KW Advance KW Premier KW Clockwork Benoni KW Clockwork KW Red Door
I love what Gary Keller stands for and found the KW brand fresh and different from the traditional real estate company. Jess Peens
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OutFront is published by Keller Williams Realty, Inc. The entire document of OutFront is copyrightŠ by Keller Williams Realty, Inc. No portion may be reproduced in whole or in part by any means, including electronic retrieval systems, without the express written permission of the publisher. Editorial or advertising does not constitute advice but is considered informative. CopyrightŠ 2018 Keller Williams Realty, Inc. All rights reserved.