KW COMMERCIAL
IT all STARTS HERE
Connect to an
ENTIRE WORLD of referrals
get connected KW agents are the most connected agents on the planet. With over 160,000 agents worldwide in 37 regions, your referral business is a huge source for growth. Search, send, receive, track and broadcast an ask world-wide to find the best agent to win referrals from Congratulations! Your business just went global.
meet the commercial brokerage changing the
LEGACY of cOMMERCIAL REAL ESTATE A COMPANY BUILT BY AGENTS, FOR AGENTS
mission
To build a full-service division of commercial agents inspired to have careers worth having, businesses worth owning, lives worth living, experiences worth giving, and legacies worth leaving.
VISION
To be the brand that changes the definition of what it means to be a commercial real estate agent by leveling up the honesty, integrity, and service-based mindset of agents to their personal legacy, and that of their clients.
VALUES
God, family, and then business.
BELIEFS
WI4C2TS
PRIORITIES
A technology company that provides a full-service investment brokerage platform that our agents clients & investors prefer. KW Commercial thinks like a top producer, acts like a trainer-consultant, and focuses all its activities on service, productivity, and profitability. We honor an environment that creates profitability for the agent, market center, and division.
DO YOUR BUSINESS GOALS SEEM OUT OF REACH? By supporting our agents with mentoring, training and a caring community, we not only help you discover your next big business plan- but we also help you expand and attain the life you deserve. See, we do things a little differently at KW Commercial. Rather than treat agents like staff, we train our agents to be powerful business owners. Afterall, our purpose is to create businesses worth owning, lives worth living, and legacies worth leaving. To this, we aid our agents not only in mastering the skills to become powerful and meaningful commercial brokers, but also with their mindset they charge into their business with.
KW COMMERCIALS ADDITIONAL TRAINING › Monthly New Member Orientation
› Learning Opportunities At Family Reunion
› Specialty Group Webinars
› Technology And On-demand Training
› Regional Commercial Events
› CCIM Training Program Discounts
› KW Commercial Summit
› New Market Center Orientation
KWC Associate Academy › 10 live webinar courses for new commercial real estate brokers taught by Mike Lipsey › Access to Mike Lipsey’s comprehensive training library with additional self-study courses › Earn the Lipsey MiCP® designation
Upon completion of the Associate Academy, you will have the opportunity to earn the MiCP® designation. In order to receive the designation, members must pass all 10 courses offered by The Lipsey Company.
Heavily investing in
TRAINING & COACHING moves you further, faster
We all have the power to create, develop and manifest our perfect life, and it involves more then just going through the motions to survive and make a living. Our training and coaching programs are designed to support you as a whole person, not solely as a salesperson. NO matter you goal, we provide the guidance, accountability and mentorship to help you realize the greatness inside you.
COMMERCIAL REAL ESTATE TRAINING EVOLVED Over the last few decades, commercial real estate has remained constant in its habits, be that good or bad. The training offered is many times at arm’s length with the limited belief that “watch me first” is the best way to help new agents grow meaningful commercial real estate careers. Nucleus comes into the industry as a modernization of proven practices, putting into the hands of agents and their market centers a true guide for the exact steps needed to grow a career in commercial real estate. It brings clarity by providing the necessary steps for a new or seasoned agent to breathe new life into their business by starting a purposeful and profitable career in commercial real estate. State by State, and in every pocket of the industry, Nucleus continually grows its knowledge base to include the training materials and topics that are foundational to the success of your market center’s commercial real estate agents.
TRANSFORM YOUR vision into reality Your career shouldn’t feel like a
j-o-b.
You’ve always wished you could find a way to utilize that unique talent that only you possess. You’ve always hoped to work for a company that just “got you.” What if there is a place like that- but better? One that makes your life simple. Smarter? More human? One that’s innovative, disruptive, personal, with an agent-first mind-set, dedicated to providing the tools and expertise to propel your success & GROWTH. For over 40 years, we have applied our proven winning formula to support and drive agent success. KW Commercial could be the answer to your dreams. Taking a leap of faith takes courage. We’ll help you get past your fear to make that bold move in favor of what’s best for YOU. Which can result in outcomes bigger than you ever thought. By taking this important step towards growth, your future looks exceptionally bright.
why kwcommercial? A CULTURE OF CARING Become part of something bigger. KW Commercial is a company that changes lives. The culture is as diverse as the countless ways in which associates and market centers commit themselves to finding and serving the higher purpose of business and is united by a cohesive understanding of our Mission, Vision, Values, Beliefs and Perspective. During RED Day, our global day of service, associates donate hundreds of thousands of hours in a coordinated effort to give back to their local communities. At the heart of the KW Commercial culture in action is KW Cares: a public charity created to reach out and support each other during times of extreme and unexpected hardship.
THE BEST WEALTH-BUILDING OPPORTUNITIES Spread the word and create another stream of income. In keeping with the philosophy that brokers are partners and stakeholders in the success of the business, KW Commercial has created a distinct profit sharing program in which approximately 50 percent of every market center’s monthly profits are returned to those who have contributed to the market center’s growth by attracting productive associates to the office. To date, dozens of Keller Williams associates have earned more than $1 million in profit share and a total of $1 billion has been given to agents overall.
YOUR SPECIALIZATION IS OUR SPECIALTY
Launching as a New Agent
Our 8 Week Launch is structured to get the newest agents equipped with the core knowledge they need to get in production. It is an ideal curriculum for solo agents, growing teams, and market centers.
Step Up Your Sales Skills
The best agents always remain in growth mode. No matter what your experience, our community offers a well�rounded suite of training options to support and grow your skills around sales and client management.
Specialized Product Knowledge
Your clients will benefit from the highest level of specialized knowledge about your product type. Our community of curriculum continually provides you with the best collection of tools to stay on the forefront of product trends, standards, and core knowledge.
Develop Communication Mastery
As you grow your business, your ability to communicate will be vital in creating client experiences and managing a team of support staff and agents. Every Nucleus course promotes mastery of verbal, written, & physical communication.
Growing Your Business
If you are ready to expand your client services or grow a team, Nucleus provides you with the lessons and tools needed to guarantee a successful return on your business investment.
Career Growth Tools & Relationships
Growing your financial mastery, your ability to coach clients, your pipeline with deals, and managing your time are all areas Nucleus can support you. This course is aimed to keep you in growth mode through all stages of your career.
Students of Nucleus are guided through the following online learning components of building & launching their business: • The Benefits Of Specialization • Selecting A Core Product & Geographic Territory • Leveraging & Leaning Into Your Partnership With KW Commercial • Key Differences In Sales & Leasing • Tenant Representation Best Practices • Landlord Representation Best Practices • Creating & Researching A Core Database • Understanding Market Comparable Data • Crafting Cold Calls That Create Relationships • Underwriting Commercial Real Estate In Various Product Types • Preparing Effective Property Valuations • Winning & Navigating A First Meeting • The Importance Of Listing Real Estate • Controlling The Relationship With Buyers • Effective & New Forms Of Marketing Commercial Real Estate • Fielding & Negotiating Winning Offers • Managing Sellers Expectations • Negotiation Vs. Over Negotiation • Removing Contingencies & Closing More Deals • The Complete Escrow Process • Maintaining Client Relationships • Becoming The Advisor • Growing A Lasting Career And Daily Growing To Include More!!!
/ 8 Week Launch This 80 hour program covers all fundamental knowledge commercial agents need to support their first 2 years as successful commercial agents & business owners. As a member of this market center, you and your team can participate in our commercial real estate training course live 2 times each year. Over the span of 8-weeks you will join a weekly full day class to cover from start to finish the ins and outs of commercial real estate.
not your typical
COMMERCIAL real estate brokerage
Our commercial brand is engineered to serve clients in all aspects of commercial real estate from landlords to tenants, from major international organizations to small entrepreneurships. Our work encompasses a variety of asset classes including retail, office, multi-unit, industrial, hospitality, and land – all designed to meet the dynamic investment needs of our client. KW Commercial offers associates unparalleled career growth and lifelong learning opportunities in the real estate industry. We provide our associates with the training, technology, marketing tools and resources to serve their clients and their business at the highest level. All this is accomplished while each and every month approximately half of the profits of the company goes back to the agents who are assisting in helping the company grow.
Wealth Building
Teamwork
Forget the 50-50 split! KW Commercial offers a unique capping model and profit-sharing opportunity
Partner with residential agents to build your network. These same clients often times have commercial real estate needs
Listings
Leverage
The KW Commercial Listing System and partnership with Co-Star allows us to syndicate listings across the globe. The KWCLS guarantees that our associates maintain ownership and control of their listing data and get maximum exposure for their listings online.
We deliver world-class marketing tools including market analysis and comparable data to drive your business and save time and money.
National and Global Connections Keller Williams has over 790 officers in 49 states in the U.S. and offices in 37 regions around the world.
YOU THRIVE WHEN YOU ALIGN WITH Our Values KW’s values are an integral part of how we have become the world’s leading real estate agency and are the building blocks for our success.
1.
WIN-WIN
2. 3.
INTEGRITY
Or no deal
Do the right thing
COMMUNICATION
Seek first to understand
WIN - WIN COMPENSATION MODEL Our win-win culture shows up in our compensation model for our agents. Our goal is to enable you to live a life by design, and to do that we want you to take as much of your commissions home as possible. Because of this, all KW Commercial agents earn the ability each year to take home 100% of their hardearned commissions. Once you have paid into your market center your agreed upon Cap, through your agreed upon split, you no longer pay the brokerage or the remainder of that year when you close transactions.
100%
70/30
Commission paid to broker after cap
Competitive commission splits
$ Increased income potential through profit share model
EXAMPLE: Sofia is a KW Commercial broker in the Santa Monica, California market. She and her broker have agreed on a 70/30 split and a cap of $57,000. In Sofia’s third month, she completes a transaction that increases her total income to $190,000, which allows her to cap. Sofia now has nine months to close as many deals as possible at 100 percent commission payout.
SOFIA • 70/30 Split • $57K Cap
$190K × 30% = $57K = CAP
70%
Commission for three months
100%
commission for nine months
Explore our
win-win way of living
Our culture is built on agents helping agents and has been designed to ensure every one of our agents gets the support they need to thrive. With programs like KW Cares, Red Day, KW Wellness, Agent Leadership Council and Reaching out in the Community, you’ll find that doing good is the winning formula to feeling great.
KW MAKES POSSIBLE: 1. 2. 3. 4. 5.
Careers worth having Business worth owning Lives worth living Experience worth giving Legacies worth leaving
HOW IMPORTANT IS CULTURE? Here are the results from Stanford University study after an inside look at KW culture:
92%
96%
92%
89%
Believe KW is the best agency to work for in their area
Strongly agree the KW culture is unique among large real estate agencies
Believe “ethical” very much describes the company’s culture
Describes the company as having a “Family-like Culture”
Success leaves clues. Who you are in business with matters.
PEOPLE WHO SHARE YOUR VALUES 4.
COMMITMENT
7.
TEAMWORK
5. 6.
CLIENTS
8. 9.
TRUST
In all things
Always come first
CREATIVITY
Ideas before results
Together we achieve more
Starts with honesty
SUCCESS
Results through people
OUR VISION To build and grow the platform that works best for you
Branding and Marketing • Branding on KWCommercial.com and your individual broker site • Cloud-based platform with customizable presentations • Member-specific mobile app • World-class branding and marketing materials
Stationery:
OUR IN-HOUSE MARKETING AGENCY is led by a Director of Marketing and supported by a Graphic Designer and a remote support team. We deliver high quality marketing services to support our agents and free them up to generate more business while increasing client loyalty and retention.
PAIRED WITH A SUITE OF MARKETING SERVICES To ensure our commercial partners are supported with the best marketing design and support in the industry, we’ve combined the services of 3 marketing tiers to best support your success.
CLIENT PRESENTATIONS
Post cards
Flyers
signs
email campaign
PRINT DESIGN STUDIO
“Our vision for KW Commercial is to provide the platform to allow our agent partners in being intentional business owners. To do this we have created a unique commercial support platform, leverage KW’s world class technology platform, offer industry leading training and coaching programs and maintain a culture of contribution and productivity.”
- Alicia Shepherd, TCG Commercial Director
know your strategy Let us help you create your ROADMAP TO SUCCESS With committed partners, mentors and teammates who truly care about your progress, we work together to create a custom roadmap utilizing all 6 elements of growth strategy to help you achieve your goals.
We are the #1 Real Estate company in the U.S. 33% of the top agents nationally are partnered with KW. We are the undisputed worldwide leader in real estate sales, training, technology and culture. We’ve been through enough to know what matters most to agents and are focused on the most critical elements necessary for your success. It’s also helped to have many breakthrough moments. We’re not in it for the accolades but getting a nice pat on the back from industry leaders helps our agents build confidence. Creating strong leaders is what we’re all about – and that’s something to brag about.
1
#
MOST INNOVATIVE REAL ESTATE CO.
1
#
CUSTOMER SERVICE
1
#
WORKPLACE CULTURE
“HAPPIEST COMPANY” ‐ Careerbliss
Most Innovative Real Estate Tech
Top Employer for Women
Training Top 10 Hall of Fame
-inman
-Forbes
-Training Magazine
Keller Williams made a $1Billion investment
techno simple smart human
THE TECH-ENABLED AGENT KW Technology was built so that you can easily harness the collective data power of the world’s largest real estate sales force in your business. It’s easy-touse and designed to uncover trends in the market as they emerge so that you are well-positioned to have more powerful conversations, build deeper relationships, and exponentially grow your business.
logy Your End-to-End Agent-Operating System KW’s technology platform is a powerful, interconnected suite of solutions that streamlines at your business-critical components into one convenient place. Powered by AI and big data and designed in collaboration with hundreds of top producing agents. Our technology keeps you at the center of the transaction – exactly where you belong.
Client
The Right Vendors
Agent
KW Commercial
CoStar
KW Command
App
CRE Support Center
AgentCloud
AgentCloud
Nucleus
KW Connect & Command
ARTIFICIAL INTELLIGENCE ENGINE (AKA KELLE)
Global Data Cloud
Market Center CLOUDMORE
KW COMMERCIAL IS A GOLBAL, NATIONAL AND LOCAL COMMERCIAL BROKERAGE DESIGNED TO SUPPORT OUR AGENTS IN THEIR RISE TO GREATNESS.
BROKER BUSINESS PLATFORM WITH YOUR KW COMMERCIAL MEMBERSHIP PROSPECT NOW RETAIL VALUE: $6,600 - Cloud-based prospecting tool with a national database of 6 million commercial property owners and tenants.
CLIENTLOOK RETAIL VALUE: $1,068 - Cloud-based CRM application built specifically for commercial real estate brokers to manage all aspects of their business. BUILD OUT RETAIL VALUE: $3,600 - Cloud-based marketing software and syndication platform. Also creates property websites for active listings.
COMMERICAL BRANDING RETAIL VALUE: $624 - Every KW Commercial member will have exclusive use of the worldclass KW Commercial branding, marketing materials, logos, signage, website and mobile app.
LIPSEY TRAINING RETAIL VALUE: $1,995 - KWC Associate Academy designed to help new commercial brokers get into production more quickly. Brokers can earn the MiCP® designation upon completion of the program.
GOOGLE BUSINESS APPS RETAIL VALUE: $50 - Fully integrated suite of Google business apps.
TOTAL VALUE: $13,937 WITH YOUR PARTERNSHIP AT THIS KW OFFICE
Commercial training,
Concierge level support for
Retail specific marketing
As a member of our commercial team you
coaching, and mentor-
commercial presentation
platform offering an additional
can support your business with CoStar’s full
ship program ideal or new
and marketing creating
layer of options or print and
national platform product, at a substantial
agents, and those seeking
and management.
media marketing, including a
reduced rate of $325 per month.
to grow a team. Retail value
Retail value $5,400
vast template library and live
Retail value of $13,250
$2,388
in house design bar. Retail value $2,388
TOTAL VALUE: $23,426 ADDITIONAL BENEFITS KW COMMERCIAL EVENTS Networking and training for our members, and any new agents who are interested in learning about commercial real estate.
MEMBER DISCOUNTS KW Commercial members receive discounts on a variety of Keller Williams memberships and affiliated partners.
• Family Reunion commercial breakouts • Commercial Summit and Deal Exchange • Regional meetings • New Member Orientation • Discount on KW Land membership • ICSC annual fee is $125 • Discounts on CCIM and JDS • Exclusive discount on ROImuse
Are you ready for
financial success?
WE BELIEVE THAT THE PURPOSE OF BUSINESS IS TO FUND THE PERFECT LIFE. We provide our agents with a wide variety of revenue streams to allow you to design the life you’ve always dreamed of.
How You Earn: Commission Caps: Once you have
Technology: KW’s Technology Platform (KW Com-
contributed your market center “Cap” to KW in a given year, your commission split is “capped”, and your split becomes 100% for the rest of the year. This keeps more money in your hands to reinvest in your business & family.
mand) not only streamlines lead generation, operations and marketing tasks, but reduces or eliminates third party CRM, Lead Generation, Marketing and Task Management system costs for agents. KW Commercial additionally offers all Commercial agents access to ClientLook, for a commercial specific CRM.
Culture of Productivity: We help our
Marketing:
agents generate, convert and close more business with training, coaching, marketing and technology support. We are committed to being the most productive commercial brokerage, for agents, by agents.
Reduce your marketing costs by using our in-house marketing agency and graphic designer for your design projects. All print in-house is complementary and digital press costs are roughly half those of market prices.
BUILD DIVERSIFIED INCOME STREAMS Profit Share
Growth Share
Investing
Ancillary Business
Coaching/Training
Teams
Worldwide Referrals
Expansion
Leadership
A HOLISTIC APPROACH fluid * regenerative * continual
SIX CRITICAL ELEMENTS FOR AGENT SUCCESS 1- Experienced real estate and business professionals. Our leaders share a vision to cultivate a powerhouse brand and help our agents achieve exceptional results. 6- KW is the #1 training and coaching organization in the world offering programs to support individual and team capacity to achieve your full potential.
2- Beyond commissions, the sky is the limit with multiple ways to earn such
LEADERSHIP
as profit share based on your growth and contribution.
training & coaching
financial
your business culture 5- Our unique culture creates a sense of family, community and
technology branding/ marketing
3- Client demand for digitallyenhanced experiences requires turnkey
the perfect environment to realize
solutions for easier communication, lead
both your personal and professional
generation and closing.
potential.
4- We offer an in-house marketing agency to create personalized branding and marketing to launch and grow business.
TOGETHER EVERYONE ACHIEVES MORE KELLER WILLIAMS EXECUTIVE LEADERSHIP
Gary Keller CEO
Josh Team President
TCG COMMERCIAL LEADERSHIP
Rick Cunningham Owner / CEO
Alicia Shepherd TCG Commercial / Director
COMMERCIAL DIVISiON EXECUTIVE & LEADERSHIP COUNCIL Every KW Commercial agent is supported at a national level by two councils of designated commercial leaders within the company. These leaders offer support and guidance for navigating your career with KW Commercial, leveraging the vast collections of tools and systems, and in many cases also provide your regional or market center mentorship Aziz Khatri Darrell Nevin Joe Williams David Neault Michael Armanious Johnny Mitchum Mark Hughes Robert K. Fisher Kris Keller Alicia Shepherd Martin Toumaian Michael Alves Amy Bush Mark McKee Carlo Caparruva Coach Cook
David Neault Buddy Martin Buddy Norman Bruce Seid Dave Specht Gene Michaelson
Barry B. Bounds Ken Wimberly Kris Keller Aziz Khatri Buddy Martin Darrell Nevin
Yigal Achren Andrew Ostrander - Lead Julia Maksimova Barry B. Bounds Chris Rosprim - Lead Scott Miller Michael Butler Tom Verducci Steve Tobias David Vercher
Linda Kaye Pete Peterson Geoff Wilkinson Chuck Brown Hani Aldulaimi Dara Rennert Dale Donovan David Tuttle Diego Leiva
OFFICE LOCATIONS KW Commercial has more than 2,300 brokers located in over 800 offices across the United States and Canada, giving our agents access to a greater number of transactions.
REFERRAL PARTNERSHIPS Keller Williams referral network consists of more than 180,000 global residential agents, and over 2,300 commercial specialists, like yourself. Our platform gives our commercial agents exclusive ability to appear in “commercial� search results in the KW Referrals Platform.