VOL. 1.2 2019
South Africa
HEAD HEAD-TURNERS
Every day, top-producing agents are turning heads as they make the move to Keller Williams. Here’s a look at a few who are now proud to call KW home.
TURNERS PRETORIA, GAUTENG
CHRIS YEOMANS "Operating in an interdependent business model like Keller Williams versus being an independent agent operating on my own, has brought exponential growth opportunities for me, my agents and all of our families’ lives. It truly changed my perspective about the real estate business," explains Mega Agent and Top Gross Commission Income Award Winner 2018, Chris Yeomans. Since 2001, Chris and wife, Lindi, were working for themselves with a handful of agents in their team. "Although I have done some great sales, consolidation of developments and commercial transactions, I had reached a ceiling." Chris got more purposeful in his business and agreed to meet with KW in 2014. "When we walked into the KWSA Head Office and saw the company’s value system on the wall – GOD, FAMILY and the BUSINESS – I said to Lindi 'we are home'." The value system, training and the Growth Share system were the main attractions to choosing Keller Williams. 22
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Chris' business is based on positive referrals and by working tirelessly on his clients' behalf, he earns their respect, standing by his values and offering sound advice. "I do what I say I'm going to do. You can fire me if I don’t – that is the motto of my Exclusive Mandate and exactly why it is working! If at any point during our relationship you cannot give me a five star wow experience, please tell me so I can correct it. Because I want to make you a forever client." "No one succeeds alone. What culture at KW means to me, is treating all our agents and people around me as family. Whether it is help with a listing, contract or with something personal we will always stand together and be there for each other. We are only as strong as our people." "While building my business, I provide opportunities for people on this platform to do the same and better their lives. That in turn means I build a big business and life for my family." As Gary Keller says ... “Success demands singleness of purpose. Passion for something leads to disproportionate timepracticing or working at it. That time spent eventually translates to skill, and when skill improves, results improve. Better results generally lead to more enjoyment, and more passion and more time is invested. It can be a virtuous cycle all the way to extraordinary results.”
SANDTON, GAUTENG
ROLO ARMER 'What am I going to sell one day?', Mega Agent Rolo Armer asked himself many times while working as a solo agent. "I realised that I needed to work towards building a business with equity value."
"Since I've joined KW, I've had very posititve feedback from my clients about the KW campaigns and the feedback that we get from our myEdge system is superb!".
He joined Keller Williams because it allows him to build a sustainable business within Keller Williams, while maintaining his individual brand -'the sweetest taste in real estate!'
After 19 years in the industry, Rolo still enjoys the different people he meets dialy. Recently, he moved into the Team Leader position at KW Sandton.
"My previous agency did not offer me the same global footprint, the KW culture of sharing (which means quicker conversions into sales) or the specialist opportunities created by the buyer and seller sides of a transaction," he explains.
"While my team is running my business, I will now focus on growing the Market Centre's agent count. I love to introduce recruits to the KW culture of love and respect towards business partners and clients, and that we act with integrity in all dealings."
"I love that you are not only a number, but a part of a family where opportunity is created for each individual to achieve on their terms. The KW culture creates a platform for effective communication and time management which ultimately leads to greater profit and business success."
"For me, the bigger the challenge, the more exciting the results. Bring it on!"
3
LEAD GENERATION
L E A D G E N E R AT I O N
How to use Facebook for Lead Generation Kirby Chan applies the techniques he’s learned about lead generation – specifically the Four Laws of Lead Generation – to Facebook and is reaping big rewards from his efforts. Here’s how he adapts the Four Laws of Lead Generation to Facebook:
YOU’VE GOT A FRIEND In some offices, Facebook might see a distinction between friends be considered a distraction. But and clients because our clients when appropriately harnessed, the become our friends and vice versa.” ubiquitous social network can be Through Facebook, Kirby maintains a powerful tool for lead generation five friends lists, each with a specific and promoting your real estate purpose. The friends list functionalbusiness. Just ask Keller Williams ity allows for post updates to only associate Kirby Chan of the Newappear visible to members of a market, Ontario, Canada, market certain friends list, which streamcenter. lines communication. Also, the Kirby got his first taste of Facefriends list newsfeed will only show book’s potential when he was work- the newsfeed from that particular ing as the tech trainer and eEdge friends list. “Anyone that’s a poambassador for his market center. tential client and all of my Internet During the past six years, he’s leads go into one bucket,” he says. turned that tool into a strong busi- “Then there’s clients for life, who are ness strategy, all of which is based extra special because they’ve done on his personal Facebook account. business with us. There’s a list to be “At the beginning, I had to learn used with my family. Then we have Facebook so that I could teach it,” agent referrals. That’s big in our he says. “What made Facebook a business, so we treat them a certain viable option for me was how it’s way on Facebook. Finally, we have like a database. When they introthe local sphere, which is where we duced friends lists, I was able to have our business partners.” The segment my friends into categories first list of potential clients and reand lists. For my business, we don’t cent friends is the one Kirby focuses 4
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on adding to each day through systematic communication. “In my newsfeed, I purposely look for people I don’t know who are commenting on my friend’s posts, and then I also comment on their posts, engaging them in conversation,” he says. “I’m connecting with a new friend and our mutual friend at the same time, so after the comment, I add that person as a friend and drop them into the recent friends list. Those are the people I start to nurture.” For Kirby, this nurturing phase of the lead generation process typically does not involve real estate-related correspondence. For example, he wishes five of these friends a happy birthday each day and posts on five different leads’ walls. “What we found is that posting on people’s walls is one way to get good engagement with them,” he says. “We’ll say to have a good weekend on a Friday or we’ll see whose day we can brighten or who
has a celebration we can share in. Babies and weddings are big ones.” When it comes to updating his own Facebook page, Kirby sticks primarily to posts containing questions to encourage engagement that leads to real estate. “‘How do you feel about the extra transfer tax?’ or ‘What are you investing in for your retirement?’ are some examples,” he says. “It’s all about getting them in conversation and engaging them with my status updates. I don’t post any look-at-me stuff. I don’t post my new listings. Every week, I have one recurring post that says, ‘I’m always looking to give referrals. Who do you know who I can help?’ I’ll always get one referral right after that.” Even though Facebook has proven to be a powerful tool for Kirby’s business, he will be the first to admit that the social network can also be a dangerous time drain. “At most, I’ll spend half an hour on Facebook or else it sucks you in,” he says. “You have to time yourself and get really purposeful about connecting with people. However, during the day, it may take five minutes here and there to comment on posts. If people comment on your posts and you disappear, it becomes a ghost town. There’s no engagement.” These steps have helped Kirby amass approxi-
mately 1,700 Facebook friends in 2016 alone. That number is impressive, but it becomes more impressive when it comes to the level of communication and engagement he gets from those friends in return. He was able to see that firsthand when he began messaging his Facebook friends directly about downloading the KW Mobile App. “After you do all this, the beautiful thing is that they all know you and they all trust you,” he says. “With the KW App, I messaged everyone to download the app. The app actually motivated me to get in touch with a lot of people, some of whom I didn’t even know.” When it came to crafting the message, Kirby stuck to short and sweet, asking “Do you have five minutes to help me?” to create a little bit of mystery. His response rate was about 30 percent. If his friend downloaded the KW App, he followed up by asking if it was okay to check in with them from time to time to see if they had any referrals. “So many people supported me by downloading the app,” he says. “I won the contest by connecting with all the people I have relationships with on Facebook. After I won, I messaged everyone to let them know, to say thank you and to ask them to help me get referrals, which was an awesome and easy segue.”
1. Build a database. For Facebook, this means your friends lists. Facebook allows friends lists to be segmented in a similar way to how a database would be segmented by leads, referrals, repeat clients, etc. 2. Feed it every day. He adds to his friends lists by sending out three to five friend requests each day. Facebook will limit you if you try to send out too many friend requests in one day. 3. Communicate in a systematic way. › Create five friends lists › Wish five friends a happy birthday › Post on five different leads’ walls 4. Service leads that come your way. He turns his social network into a real-life network when he nurtures leads through more concrete action, such as sending physical cards in the mail in the event of a baby or other life happenings or by sending gift cards out to leads who have given him referrals. 5
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IT’S A WIN-WIN!
How many potential real estate leads does your firm generate per day? How many independent estate agents do you know that could be interested to go in business with you and earn more per transaction than anywhere else, with the support and training from the No.1 training organisation?
HOW IT WORKS
•
EXTRA INCOME STREAM
•
LESS RISK TO THE BUSINESS OWNER
•
COMMISSION TO AGENT UNBEATABLE!
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A PROVEN, WORKING SYSTEM
•
REPUTABLE COMPANY
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WWW.KWSA.CO.ZA
The conveyancer attracts talent (agents) to be part of his/her team. • Minimum 5 agents. • The monthly fee per agent (approx. R1000) - payable by agents themselves to the relevant KW Market Centre. • A monthly fee of R2,000 (excl. VAT) per KW Wealth Alliance Team.
Conveyancer
YOUR BUSINESS CENTRE
By Deon Terblanche
The battle lines are increasingly being drawn in the South African real estate industry, and estate agents are discovering whether or not their companies are fighting for them, against them, or not even fighting at all. Make no mistake, there are very smart people in South Africa currently hard at work trying to build technology-driven services that will either minimise the role played by estate agents in property transactions, or to commoditize the services provided by estate agents to a point where price becomes the prevailing focal point or to disintermediate estate agents completely from the home selling and purchasing process. For agents, by agents At the recent Inman Connect, our cofounder and Chairman of the Board, Gary Keller took to the stage for the first time in a decade to make a stand for you, the estate agent. Keller made a distinction between agentenable tech and the tech-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.”
Your team’s sales generate more conveyancing business
Your Team
We are in the midst of what Gary Keller calls the “fourth industrial revolution,” or “data powered by artificial intelligence.”
KW Market Centre provides support & training to your team
To ensure agents succeed in what Gary Keller calls the fourth industrial revolution and beyond – Keller Williams has
180 000 global associates • 950 global offices
made several moves; the most pivotal being the firm’s shift into a technology company and investing heavily into technology to ensure that you remain in control of your own data and, more importantly, your own fate. In doing this, Keller Williams is taking a bold step to ensure KW agents remain relevant, important and in front. To be clear, Keller Williams believes that real estate is essentially a local business driven by individual estate agents and their presence within their communities. We provide the technology platform that estate agents and their buyers and sellers prefer. Our agents own their data, are area specialists and have access to the best technology to provide better service and support to their clients.
COPY THIS LINK TO WATCH: Gary Keller at Inman Connect - https://bit.ly/30iCwtO
“
....will they become agents enabled by tech or a mere cog in the machine of a tech company that acts like an agent (and needs agents, at least initially…)
“
How do I secure MORE BUSINESS for my conveyancing business?
Is your real estate brand fighting for you?
One more question Now that you know what's happening in real estate, who are you going to support? The real estate game is changing. No estate agent or agency will be able to stand on the sidelines any longer. Eventually everybody will be forced to make a decision: will they become agents enabled by tech or a mere cog in the machine of a tech company that acts like an agent (and needs agents, at least initially…). At Keller Williams we've already made our choice.
Deon Terblanche KW Eden & KW Scenic
M O N T H LY AWA R D S
YES Awards
10
Your Excellence Shows
8
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KW CLOCKWORK SANDTON
1
KW EDGE
3
KW CLOCKWORK
Riaan van Deventer Deon Tromp
Diane Cross
TOP MARKET CENTRES - REGISTERED TRANSACTIONS: UNITS
2
KW ADVANCE
1
KW EDGE
3
KW CLOCKWORK SANDTON
Riaan van Deventer Lucinda Liebenberg
Deon Tromp
PERFORMERS
TOP MARKET CENTRES - REGISTERED TRANSACTIONS: COMMISSION
TOP
TOP
PERFORMERS
AUGUST 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 Sandton KW Clockwork KW Advance KW Centurion KW Premier KW Extreme KW Impact KW Clockwork Benoni KW Explore Port Elizabeth
AUGUST 2019
LANGUAGE OF REAL ESTATE
PERFORMANCE AND OPPORTUNITIES Monthover-Month
Year-toDate
Registered Units
+28%
+12%
Registered Sales Volume
+28%
+14%
Listings Taken
+9%
-89%
Listings Taken Volume
-47%
-24%
Listings Sold
+37%
+35%
Listings Sold Volume
+26%
+21%
Contracts Written
+24%
+26%
Contracts Written Volume
+19%
+18%
Registered GCI
+28%
+14%
Growth Share
+28%
+14%
AUGUST 2019
9
M O N T H LY AWA R D S
NUMBERS
M O N T H LY AWA R D S
YES Awards
AGENTS 50 TOP-PRODUCING TOP 50 AGENTS AUGUST 2019
Your Excellence Shows
AUGUST 2019
AUGUST 2019
2 4
KW EDGE
1
KW CLOCKWORK SANDTON
3
KW PREMIER
5
KW ADVANCE Lindsay Dwyer
KW SOUTH
Trevor WestonGreen
Jodi Shearer
Margerie Maartens
Alet Enslin
Anouschka Lubbe
TOP INDIVIDUALS - REGISTERED TRANSACTIONS: UNITS
2 4
KW SOUTH
1
KW CLOCKWORK SANDTON
3
KW CLOCKWORK
5
KW ADVANCE
Alet Enslin
Natalie Parkes
Jodi Shearer
TOP
TOP INDIVIDUALS - REGISTERED TRANSACTIONS: COMMISSION
KW CLOCKWORK BENONI
Tracy Miller
Cicilia Beukes
PERFORMERS
1 Jodi Shearer 2 Margerie Maartens 3 Lindsay Dwyer 3 Trevor Weston-Green
KW Clockwork Sandton
26 Dustin Woolard
KW Explore P Elizabeth
KW Edge
27 Corrie du Plessis
KW Centurion
KW Premier
28 JJ de Wit
KW Red Door KW Centurion
KW Premier
29 Louisa Bezuidenhout
4 Anouschka Lubbe
KW Advance
30 Mariska Hamel
KW Clockwork Sandton
5 Alet Enslin
KW South
31 Joseph Mpinganjira
KW Clockwork Sandton
6 Helen Burtone
KW Clockwork
32 Dylan Maier
KW Explore
7 Lara Bragge
KW Clockwork Sandton
33 Leon Kruyshaar
KW Centurion
8 Nelia van der Westhuyzen
KW Edge
34 Mike Jacobie
KW Advance
9 Andrew Potgieter
KW Advance
35 Helena O'Sullivan
KW Clockwork Sandton
10 Joarieta Oosthuizen
KW Centurion
36 John Howell
KW Clockwork Sandton
11 Lynda Tromp
KW Clockwork
37 Anneleen Benade
KW Extreme
12 Tracy Miller
KW Clockwork
38 Madeleine Marais
KW Edge
KW Clockwork Benoni
39 Norman Moodley
KW Clockwork
KW Advance
40 Brenda Seery
KW Clockwork KW Clockwork
13 Cicilia Beukes 14 Jolanda Faught 15 Mariana J van Rensburg
KW Impact
41 Cathy Potgieter
16 Dave Wilson
KW Premier
41 Gill Clemen
KW Premier
17 Brad Flynn
KW Premier
42 Belinda vanZweel
KW South
18 Sandile Sibanda
KW Clockwork Benoni
43 Mike Twalo
KW Coastal
19 Xavier De Buck
KW Edge
44 Herman Matlou
KW North
20 Natalie Parkes
KW Advance
45 Tessa Semple
KW Explore Port Elizabeth
21 Michelle Crouse
KW Select
46 Prince Tshabalala
KW Legends
22 Cecile JvVuren
KW North
47 Fifi Mokoditwa
KW Advance
23 Blanche Pennekin
KW Clockwork Sandton
48 Ralph Bernhardt
KW Extreme
KW Clockwork
49 David Ralehlathe
KW Clockwork Benoni
KW Edge
50 Esin De Beer
KW Advance
24 Shepherd Shabangu 25 Ethel Coetzee
KWSA August 2019_Monthly Associate Ranking _TOP 50
“
Successful people do what unsuccessful people are not willing to do. Don't wish it were easier, wish and believe you are better. Jody Shearer
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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.