VOLUME 1
PROFESSIONALS
PROGRAM JANUARY 2020 ISSUE
Table of Contents 1 A Message from MB 2 January Events 3 Your Support Staff 4-5 Who to Ask & When to Ask It
23 Plymouth Market Update 24-25 KW Command Spotlight 26 KWP's Virtual Resources 27 Flagstar Mortgage Update
6 KWP on Social
28 Your Flagstar Team
7 January Birthdays
29 Your Titleocity Team
8 January Anniversaries 9 Welcome to the Team
30-31 December 2019 Top Producers 32 Keller Mortgage
10 Profit Share
33 Who You're In Business With Matters
11 December 2019 Numbers
34 KWP Buyer & Seller Guides
12 From the Broker's Desk
35 2019 Christmas Party
13 MCA Minute
36 Guess the Agent!
14 Kadie's Korner
37 Wreaths Across America
15 Sarah's Take
38-39 Outfront Magazine Presents
16 Coaching Corner
40 Family Reunion
17 Productivity Coaching
41 Build Your Downline
18 The ALC Spotlight 19 AP Photography & Video Presents... 20-21 Studio Z Architecture Presents... 22 January Event: Hot Chocolate Bar
A MESSAGE FROM MB “PERHAPS THE WORLD ISN’T GIVING YOU WHAT YOU WANT BECAUSE BASED ON ALL YOUR DISTRACTIONS & LACK OF DISCIPLINE, IT’S SIMPLY UNCLEAR WHAT YOU ARE ASKING FOR.” BRENDON BURCHARD It’s January 2020, a shiny new year and decade lay before us. What does your calendar reveal about you? If I looked at your schedule, would it be readily apparent what activities and goals you’ve created to further develop yourself? Your calendar can change your life… if you use these 12 months as a strategic plan for becoming the best you can be. Every month, try setting four kinds of goals: 1. Skill development. What skills do you want to develop this month? Have you put those skills in your calendar with specific goals and milestones? What level of mastery are you at now, and what level do you want to be at next month and the month after? 2. Health. Decide this will be the best year of health you’ve ever had. What are your fitness goals? Are they in your calendar, and planned strategically? Do you have goals for how you’ll eat better, work out better, care better for your overall wellbeing? Put those in the calendar. 3. Fun & Relationships. What level of fun do you want to experience this year? Have you planned adventures and escapes? Have you scheduled time off or dedicated time to work on passion projects? Too many people forget to actually schedule downtime and fun time. Be sure to include your relationships in this one - how can you bring more joy to your relationships next month? 4. Monthly Challenges. Have you set goals for personal virtue development each month? Maybe next month is a total 30-day challenge to become a more patient? The next month is about confidence, and so on. Your calendar reveals it all: How are you going to continue to grow your joy, strengths, skills, passions, consciousness? If the answers are not already in your schedule, then you’re not living as proactively as you could. Learn to use the calendar as your ally. Sell yourself on the fact that 2020 is going to be your big year. Leaders teach people how to think so they can do what they need to do to get what they want. That’s my personal goal and mission as your Team Leader in 2020 and beyond. Let’s go get after it this year!
MB
K W P ' S
3 R D
A N N U A L
Hot Chocolate Bar FRIDAY (1/10): 6 - 10PM SATURDAY (1/11): 12 - 10PM SUNDAY (1/12): 12 - 4PM
Plymouth ice fest FRIDAY (1/10): 5PM - 10PM SATURDAY (1/11): 10AM - 10PM SUNDAY (1/12): 10AM - 6PM
FIRST SALES MEETING OF 2020 Tuesday, January 14 11:00 am
nt's e r B
SIZZLIN' SATURDAY
OPEN HOUSES THAT GENERATE LEADS
SATURDAY, JAN. 18 @ 8:45AM
power hour
EVERY WEDNESDAY @ 11:30AM SCRIPTS, CHALLENGES, SUCCESSES, & MORE! W/ PRODUCTIVITY COACH BRENTÂ
**EXCLUSIVE TO COACHING CLIENTS**
TECH FRIDAYS
EVERY FRIDAY @ 8AM & 12:30PM NEW KW COMMAND TOPIC COVERED EVERY WEEK!
Your Support Staff AT
KW
PROFESSIONALS
MARYBETH KALJIAN BROKER/TEAM
LEADER
CHRISTIE TAPPERÂ MARKET
CENTER
ADMINISTRATOR
KADIE DOMINICK AGENT
LIAISON
&
ASSISTANT
MCA
SARAH KALJIAN OPERATIONS
MANAGER
&
TECH
COORDINATOR
EVIA PRIEDITIS DIRECTOR
OF
FIRST
IMPRESSIONS
PAIGE NIELSEN DIRECTOR
OF
FIRST
IMPRESSIONS
MAKENZIE CORNELL DIRECTOR
OF
FIRST
IMPRESSIONS
Your Support Staff WHO
TO
ASK
&
WHEN
TO
ASK
IT
MARYBETH Broker/Team Leader
Come to MB with Broker issues or questions, transaction advice, KW technology,
or
for
some
extra
motivation! MB is also your go-to for referring new agents to KWP.
CHRISTIE Market Center Administrator
Christie
can
answer
all
of
your
questions about EMD, your office bill, fees!
KADIE Assistant MCA & Agent Liaison
Kadie comes plus
is
your
next
clear
to
resource
once
you
close
&
for
what
join
KWP,
compliance.
Come to her when you're unsure of what your next step should be!
commission,
or
transaction
Your Support Staff WHO
TO
ASK
&
WHEN
TO
ASK
IT
SARAH Operations Manager & KW Tech Coordinator
Sarah
can
give
you
tips
for
your
social media & marketing, as well as
answer
questions
to
leverage
your
about
business
in
how KW
Command!
EVIA & PAIGE Director of First Impressions Come
to
Evia
&
Paige
for
listing
input,
ordering
signs,
booking
conference rooms, scheduling floor time, and more! Not sure who to go
to
with
a
question
you
have?
Paige
&
Evia
will
point
you
in
the
right direction!
MAKENZIE Director of First Impressions Makenzie
is
your
weekend
agent
coordinator!
She
will
point
the right direction on weekends & answer your questions.
you
in
Like us on Facebook! @KELLERWILLIAMSPROFESSIONALS
Follow us on Instagram! @KellerWilliamsProfessionals
Happy
BIRTHDAY! MIKE TAAMNEH JASON HEGEDUS MATT SUKHADIA ASHLEY GALLAHER BECKY BURNETT ANDREY NOSKOV ANGEL VAZQUEZ JASON GRIMES PAIGE NIELSEN CLAIRE HAMATI JARED RYAN RONNIE DUKARSKI-FRENCH STEPHEN MACKENZIE ROUVETTA GRAHAM SAMMY SAKLA NANCY KLOIBER SARAH KALJIAN JIMMY PERRY DEBRA DRONGOWSKI SAM AMATO JERILYNN CHAMBLISS VELVIZHI NALLAMUTHU KRISTIN BURNETT MICHAEL GERISCH
JAN. JAN. JAN. JAN. JAN. JAN. JAN. JAN. JAN. JAN. JAN. JAN. JAN. JAN. JAN. JAN. JAN. JAN. JAN. JAN. JAN. JAN. JAN. JAN.
1 5 5 6 6 7 7 7 7 8 11 12 13 15 15 18 18 22 23 26 28 28 30 31
Happy
ANNIVERSARY! DARIAN MOORE
17 YEARS
RALYNDA MOORE
17 YEARS
BETTY ANN GUINA
14 YEARS
JIM ELDRIDGE
12 YEARS
JEFF GLOVER
11 YEARS
KAREN HEINIGER
10 YEARS
LEE HEINIGER
10 YEARS
ANGEL VAZQUEZ
8 YEARS
ROBIN ANDERSEN
7 YEARS
NAFEES ASHRAF
6 YEARS
TOM HARDING
6 YEARS
PAMELA CHUDZINSKI
5 YEARS
MIKE DOMINICK
5 YEARS
ANDREA KERNER
4 YEARS
LESLIE SCHAFER
3 YEARS
RYAN BURKHARDT
3 YEARS
BECKY BURNETT
3 YEARS
DANIELLE GREEN
3 YEARS
DANIELA POPA
3 YEARS
SAM SAKLA
3 YEARS
TERRANCE EADDY
2 YEARS
NANCY KLOIBER
2 YEARS
LYNN ODONOHUE
2 YEARS
MIKE HINES
1 YEAR
JOLENE KACY
1 YEAR
PURVI PATEL
1 YEAR
JARED RYAN
1 YEAR
NATHANIEL SMALLS
1 YEAR
WELCOME TO THE TEAM
Say hello to the newest members of our KWP Family!
DEVIN JENKINS DESTINY BAKER HARESH TALREJA ALICE BAYER DEANNA CROUT HOLLY HEERINGA DEEPTI CHOWDHRY LEIGH EMMETT PENNY PRUITT KRISTA LEAVENS
DECEMBER 2019
PROFIT SHARE Each month, a portion of our profit is shared back with the associates who helped our company grow by bringing in productive agents!
$13,684 IN DECEMBER, THE AMOUNT SHARED TOTALED $13,684. WHAT COULD PROFIT SHARE DO TO CHANGE YOUR LIFE?
DECEMBER 2019 PERFORMANCE
CLOSED VOLUME
$36,483,717
CLOSED UNITS
195
LISTING VOLUME
$16,012,949
LISTING UNITS
79
Q: There is a home in the MLS that I think my buyer client would love, however, the commission being offered by the listing broker is lower than I want to be paid. It’s so low that it won’t cover the time or effort I put in to representing the buyer throughout the transaction. I want to do the right thing. What can I do? A: Since you believe that your buyer client would love the house, you have an ethical duty to show the listing to your client. You have a few options to address the fact that the compensation being offered is inadequate. Buyers and sellers can negotiate the commission paid to their brokers and agents at any time. When representing a buyer, you should consider using a buyer agency agreement that sets forth the services you will provide and establishes what compensation your client will be responsible for paying. You will first seek to be compensated in the amount set forth in the listing, if that amount is inadequate, you will expect the client to make up the difference between ___ (3% for instance) and the compensation provided by the listing broker. It is entirely up to you how you will fill in the blank. The buyer agency agreement is between you and your client, so you and your buyer can negotiate the terms of that agreement at any time. Additionally, with one exception, you could ask the listing broker to negotiate the offer of commission. The one exception is that you may not submit an offer to purchase that is contingent upon an increase in the commission paid to you by the listing broker. An offer of that nature is thought to be inconsistent with your fiduciary duty to the client. This request can be made at any time during the transaction, even after showing the property or submitting an offer to purchase on behalf of the client. You could also have a conversation with your buyer client about the commission being too low to cover your time and costs incurred in connection with representing that client. If your client so wishes, he or she could make the decision to condition the offer to purchase the property on an agreement by the seller to pay an additional specified amount. The buyer and the seller are the parties to any contract to purchase the listed property. They can negotiate the terms of that contract as they see fit. Just make sure that your client completely understands the pros and cons of submitting an offer with that type of contingency, and make sure not to pressure your client in any manner that is inconsistent with your fiduciary duty to that client.
Q: Wait, doesn’t Standard of Practice 16-16 prohibit me from negotiating my commission after showing, during the purchase offer phase, or after we have an accepted offer? A: Absolutely not, except for the fact that you cannot make an offer to purchase contingent upon an increase in compensation paid to you by the listing broker, you can negotiate your commission with the listing broker at any time during the transaction. Standard of Practice 16-16 is designed to protect sellers and listing brokers from having purchase offers “held hostage” by cooperating brokers demanding a higher commission to be paid by the listing broker. Standard of Practice 16-16 provides as follows: Realtors®, acting as subagents or buyer/tenant representatives or brokers, shall not use the terms of an offer to purchase/lease to attempt to modify the listing broker’s offer of compensation to subagents or buyer/tenant representatives or brokers nor make the submission of an executed offer to purchase/lease contingent on the listing broker’s agreement to modify the offer of compensation. This Standard of Practice never prohibits negotiations between the listing broker and a cooperating broker at any time during the transaction. In fact, Standard of Practice 3-3 expressly authorizes the listing broker and cooperating broker to come to an agreement to change cooperative compensation, and that can happen before a property is shown, after showing, or even after an offer is accepted.
From the Broker's desk
Common Mistakes to Avoid When Submitting an EMD Purchasing a home is a stressful time for anyone. Taking a few extra seconds to double check minor
You have the offer accepted and the check in hand: now what?
We have adorable red EMD deposit envelopes available at the front desk for your convenience, with all the required information stated right on the front. Make sure to keep a copy of the EMD for your records, the Lender and Title Company will most likely need a copy before closing.
items when the time comes to submit an EMD will save time and headaches for yourself and your clients.
Information needed when submitting the deposit (found on the EMD Drop Envelope) include:
First, the EMD must be deposited within 48 hours of
-Full
property
address:
seller acceptance, unless there is the inspection clause
name, city & zip code
stating the EMD will be tendered upon satisfactory
- Seller's name
inspection. Please make sure the client is aware the
- Purchase price
check will be cashed/deposited at this time. The funds
- EMD amount
will need to be present in the account for the check to
- Date of accepted offer
clear. This is often the reason for a bounced check - an
- Your name
house
number,
street
issue that takes extra time and money to correct. If you provide all of the information above and Personal check, certified check, or money order:
make sure to inform your clients about the EMD
which is best?
process, you will have a smooth transaction
All 3 forms are acceptable. If there is a lender involved,
ahead of you!
make sure they are aware and okay with the buyer submitting a money order. Lenders most likely will
And as always, if you have any questions about
want a check as they will need to see where the funds
EMD, don't hesitate to send me an email.
came from.
Christie Tapper
If using Titleocity, our preferred Title company, they can
accept
EMD's
with
the
bonus
of
accepting
incoming wires for your out of state clients. Always double check to make sure the check is properly filled out to avoid the bank rejecting the check, leaving you to make the dreaded call informing your
client
their
check
bounced.
Every
check
presented for deposit must have the date that the check is written, the payee name (Keller Williams Professionals - provided we will be holding the funds), the numerical amount of the check and the amount of the check written out. Many put the address in the memo line although it is not required. Lastly, make sure the client has signed the check (if submitting a money order, the client must sign the money order for the bank to accept the deposit). A check that appears as though it has been through the washer and dryer may not be the best choice as it jams the scanners and will not be accepted by the bank.
MCA MINUTE
New to Real Estate or New to Our Office? IMPORTANT THINGS TO KNOW AS A NEW MEMBER OF THE KWP FAMILY
Welcome to Kadie’s Korner! It is always exciting when starting a new career or transferring your license to a new brokerage, yet it can feel overwhelming and stressful. Here at KWP, we strive to make your transition as seamless as possible. I've put together the most important steps to take immediately following signing paperwork with KWP - and I am here to help you through all of them! Notify the State. Make sure the State of Michigan has been notified of your new brokerage: Keller Williams Professionals. We are happy to send in the form for you. Join the Board. Make sure you have signed up for a Board (GMAR or NOCBOR) and Realcomp (or, if you have transferred your license, notified your board and Realcomp of your brokerage change). This must be done immediately so your new listings will appear under the correct brokerage firm. Update your headshot. A headshot is essential to brand yourself and your name through your marketing materials: business card, yard signs, website, email signature, and more! We have a preferred photographer for headshots, ask me for details! Carry your cards. Make sure you have business cards whenever you leave the house. Hand out at least one everywhere you go! People won’t know you are a Realtor unless you tell them. Shout it from the rooftops! Embrace technology. Keller Williams as a company is the leader in the industry, and that includes technology. We provide a ton of in-office training sessions every month as well as live stream training you can watch from anywhere, anytime! At minimum, you must know the basics of computers to be effective in this industry. The more you implement systems through KW Command, the more efficient and productive your business will be. Use your KW email. Your KW Email is more professional than a personal email and ensures you are branded to KW. I set this up for you and send your login credentials - make sure to login and check that your KW email is running correctly. Keller Williams emails are accessed through Gmail. When you login, add your photo to your profile and set up a professional email signature. I can make you a personalized Signature Banner, just email your request to KDominick@kw.com!
Customize your KW Website. I create a domain name for you when you are set up in our system. Login to Command, on the left side click on “Sites” > Agent Sites > Configure site. This will take you go a Kelle Guide where you can customize your website to its fullest. Your clients can search for homes on your website and adding your personal information ensures that they can easily get in touch with you if they like a home. Build your business plan . Set your goals in Command. Make a Vision Board to remind yourself everyday what you want to achieve! Build your database. Add a minimum of 200 contacts in your database in Command. Ask people you know for their phone number, email and home address. You never know who will be looking to buy or sell in the near futureand who they know with real estate goals! Most importantly… HAVE FUN ! Prospect. Shadow agents. Host an Open House. Attend as many training sessions as you can. Join our Productivity Coaching program. Ask questions. Not sure how other agents got started? Chat with an ALC Member. Our goal at KWP is to make sure we do everything we can to help agents close deals! I pride myself on making sure I am always available to answer any questions you may have. Thanks for stopping by Kadie’s Korner and happy closings to all! xo. Kadie Dominick
Kadie's Korner
PERSONAL BRAND OR BUST.
We're living in an era of the Facebook stalk.
Instagram's option to create drafts is the same idea:
Like it or not, if you don't have a strong social media presence, potential clients may second guess your
create your posts and hit 'post' whenever you need to inject new content into your feed.
credibility & experience. More often than not, they are
Make it a habit to prioritize your personal branding.
going to look for a Realtor with a visible track record of
Begin your week by scheduling posts on Monday
success and passion for the industry.
through Sunday. Are Mondays a hectic day for you?
Your
reviews,
knowledge
of
the
market,
client
Block two hours every Tuesday morning and schedule
testimonials, and more build trust and rapport between
your posts from that Tuesday through the following
the client and your services before words are even
Monday instead.
exchanged
Designs in KW Command has maximum capacity for
Posting something as simple as a post-close photo
creating content that looks professional and makes your
with your buyers or sellers establishes a number of
workload lighter, including campaigns to schedule your
things: 1) you're a real person, 2) you have happy past
posts in advance. Feature your listings or other agent's
clients, and 3) you can get deals to the closing table. I'd
listings (with their permission). Post market updates,
say these points are pretty important to someone
articles, and the pieces I offer agents every Monday. The
considering your services, yes?
possibilities are endless.
Entering 2020, building your personal brand and
Building your brand is an act of habit, and your efforts
strengthening your social media presence should be at
adds up fast. Your future self will thank you!
the top of your list of resolutions.Â
Sarah Kaljian
If the idea of posting on Facebook and Instagram feels overwhelming, leverage is in order. Take time to familiarize yourself with the tools that social media platforms provide. Your business page on Facebook features a 'Publishing Tools' tab - use it to your advantage! This tab enables you to schedule posts as far in advance as you like. You'll get addicted to the feeling of relief when you see a notification that your scheduled posts were published, without any daily effort on your part. Facebook systems are more efficient than anyone on their best day.
Personal branding is about managing your name even if you don't own a business - in a world of misinformation, disinformation, and semipermanent Google records. Going on a date? Chances are that your "blind" date has Googled your name. Going to a job interview? Ditto. TIM FERRISS
Sarah's
TAKE
INCREASE YOUR INFLUENCE One of my favorite quotes helps us to understand that we touch many lives throughout our day to day activities. What impact do you leave?
“There have been meetings of only a moment, which have left impressions for life, for eternity. No one can understand that mysterious thing we call influence... yet... everyone of us continually exerts influence, either to heal, to bless, to leave marks of beauty; or to wound, to hurt, to poison, to stain other lives”. — J.R. MILLER, The Building of Character Ways we influence from worst to best:
1. FORCE - There is no choice in the decision. 2. INTIMIDATION -“My way or the highway.” 3. MANIPULATION - There’s a winner and a loser. 4. POSITIONAL - We follow because we have to. 5. EXCHANGE - We both win something. 6. PERSUASION - We follow because we want to. 7. RESPECT - We follow because of the request and respect for the influencer Questioning your motive is different than questioning your character. Motives are usually attached to specific situations and are often short in duration. Character, however, is connected to the heart, and is with you in all situations. Therefore, you can have a temporarily flawed motive and still have a solid character. Now that you know the value of having influence, how do you go about increasing that influence? You already have influence, the question is, is it positive or negative. See, we have the opportunity to increase our influence and impact
COACHING CORNER
with others with every interaction we have with them. If we want to increase our influence with others, the first thing we need to understand is that influence comes from adding value to them. What do I mean by adding value? That could be helping them in some way with their goals and dreams. Lifting them up and helping the see themselves in a positive light. If we want to increase our influence with others, the first thing we need to do is to see others as valuable. To put a “10” on their forehead and then help them see it too. No matter what position, no matter what place you find yourself in today, the biggest thing that can make an impact on where you’re going to go is your leadership ability. And as I believe, leadership is influence.
BRENT BELESKY PRODUCTIVITY COACH
KWP'S PRODUCTIVITY COACHING PROGRAM Clients receive access to these exclusive sessions:
MOTIVATIONAL MONDAYS 7AM EVERY
ZOOM
CALLS
THURSDAY
AT
BUSINESS CONTACT
TO
11:30:
PLAN
BRENT
GET
YOUR
SCRIPTS,
STARTED
RIGHT!
POWER HOURS
CHALLENGES,
&
MORE!
MONTHLY 1-ON-1 SESSION
REVIEW,
WITH
WEEK
YOUR
GOALS,
ACCOUNTABILITY!
DAILY ASSISTANCE
DAY-TO-DAY
QUESTIONS!
FOR MORE INFO & TO REGISTER, CONTACT:
BRENT BELESKY | 313-819-6722 | BRENTBELESKY@KW.COM
THE ALC SPOTLIGHT 'New Year'...wow! What a powerful statement. What goes through your mind when you see or hear those words? Do you start thinking about everything the next year could hold for you? When Christmas is over and you know the New Year is right around the corner, do you get excited, anxious or maybe even a little nervous? I, personally, experience all these things. The start of a New Year can mean so much to so many people. It has the ability to change the direction of someone’s life. Why? Why is it so powerful? Well, let’s think about it for a second. Most of the time, whenever something is started or stopped - for example, starting a diet or exercising program, or stopping a habit like smoking or drinking alcohol - it usually happens on a Monday or at the beginning of the month. Rarely is it started in the middle of the week or month. For myself, there is something in my brain that will not allow me to start in the middle. I have to plan for a change in my life. I have to work up to it. I have to have the feeling of starting fresh. I would bet most people are wired like this as well. The New Year is the ultimate chance to start fresh. To begin anew. To be able to take a deep breath and let it out. Let our minds relax for a second and refocus. I am not saying to forget about what may have happened last year. I am sure there are things that happened, good or bad, that we don’t want to forget about. Maybe there are memories that we want to reflect on and cherish. Lessons that we learned from. Whatever it is, the New Year gives us the chance to be able to accept those things that happened, to re-center, to re-direct and to forgive ourselves or forgive someone else. Let the past be the past! Here is your opportunity. Grab hold of this powerful moment and embrace it. Do not let it slip by. The energy that is created at the beginning of a new year is enough to catapult you into the life that you have always wanted. For us in the sales world this is when we get a clean slate. It doesn’t matter where you finished last year. Everyone starts at zero. You could have been #1 on the sales board or you could have not made the sales board at all. Doesn’t matter. That was last year. One of the many pieces of gold that I received from listening to Jeff Glover was to examine in detail (that is the key: in detail) what your world would look like at different levels of income. Then decide which level excites you the most and make plans for that. I challenge you all to do this. It was a real eye opener. Remember. The clock starts over. How you finish this year is up to you. So take your mark. Get set. Go!!!
- Tom Harding -
AP PHOTOGRAPHY & VIDEO PRESENTS
THE POWER OF PROFESSIONAL LISTING PHOTOS BY CO-FOUNDER ANDREW ABBOTT
In an increasingly competitive real estate market, professional listing photos are becoming an absolute necessity. Not only are professional photos a must, but video and drone footage are becoming more and more prevalent as a way to differentiate your listings from the rest and showcase the house in a unique manner. Believe it or not, there are still agents out there who think it's acceptable to walk through a house and take photos on their iPhone. By doing this, you're not only doing your seller a disservice, but you're also negatively impacting your ability to sell the home for top dollar! Don't just believe me, let me hit you with some facts:
HOMES WITH HIGH QUALITY PHOTOGRAPHY SELL 32% FASTER HOMES WITH MORE PHOTOS SELL FASTER, TOO. A HOME WITH ONE PHOTO SPENDS AN AVERAGE 70 DAYS ON THE MARKET, BUT A HOME WITH 20 PHOTOS SPENDS 32 DAYS ON THE MARKET. FOR HOMES IN THE $200,000 TO $1,000,000 RANGE, THOSE THAT INCLUDE HIGH-QUALITY PHOTOGRAPHY IN THEIR LISTINGS SELL FOR $3,000 - $11,000 MORE. These statistics come from the Center for Realtor Department (CRD). Plus, I found them on the internet, so they must be true - right? All jokes aside, professional listing photos are extremely important, and it's a small price to pay for the value that they bring. AP Photography offers high-quality, professional photo and video services at a reasonable price for agents all over Southeast Michigan. As the preferred vendor for KW Professionals, we already work with a large number of agents in the office. We offer 24 hour turnaround and a high level of service to all the agents that choose to hire us. Feel free to visit our website to see some examples of our work and reach out to us on your next listing. We look forward to helping you help your clients!
(248) 716-0129 APREALESTATEPHOTOGRAPHY@GMAIL.COM WWW.APPHOTOANDVIDEO.COM
STUDIO Z ARCHITECTURE PRESENTS...
4 WAYS AN ARCHITECT & INTERIOR DESIGNER CAN HELP YOU SELL HOMES 1. We can help your buyer envision a future renovation. Many people buy homes that they plan to improve. Maybe the floor plan is outdated & needs to be opened up, or maybe there’s no master suite. Maybe the homeowner wants to reconfigure the entrance from the garage to provide a mud room, or the kitchen just isn’t their taste. An architect can help your buyer understand whether their proposed renovations are feasible based on construction costs, the structural condition of the home, zoning restrictions, the buyer’s timeframe, & other factors. Often, we get called in after someone has purchased a home & must give them unexpected news—either their budget is too low for the project they plan to do, or it will take longer than they anticipated, or the lot is too small to permit an addition. At other times, we’re offering good news to buyers who thought a simple renovation was outside their budget. It’s helpful if we can be involved before your buyer makes an offer so that we can help them understand the process & cost of renovations. 2. We can help your buyer evaluate a fixer-upper. Architects understand structures. We can tell whether a house has good “bones” or not. If a home shows evidence of settling (such as cracked foundations or wavy floors), or if there’s been water damage, we can help determine how much work will need to be done to repair it, or put your buyer in touch with someone who can. We can also help your buyer understand whether renovations make sense based on their budget & timeframe. 3. We can help your seller make the house presentable. Many homes on the market haven’t been updated in a long time. For example, the exterior color scheme might be outdated, or the interior flooring was originally installed in the 1970s. If the seller wants to make a few simple updates before putting the home on the market, we can help with color & material selections. 4. We can help your seller give buyers an idea of the possibilities. If a house is outof-date & the seller isn’t willing or able to pay to renovate it, we can still help. We can provide sketches or edited images showing the front of the house without all the overgrown shrubbery or with new shutters & a new color scheme. Or we can produce a rendering of the kitchen to show what it might look like with new cabinets, countertops, & flooring. We can even provide a mood board with actual materials that you can place in the house so that people can get excited about the possibilities as they tour the home. Dawn Zuber, FAIA, is the owner of Studio Z Architecture in Plymouth. She has worked with homeowners to renovate homes or construct new houses since 1997.
If we can help you in any way, please give us a call (734-394-9400) or send us an email at (info@studiozarch.com).
1. We can help your buyer envision a future renovation.
2. We can help your buyer evaluate a fixer-upper.
3. We can help your seller make the house presentable.
4. We can help your seller give buyers an idea of the possibilities.
K W P ' S
3 R D
A N N U A L
Hot Chocolate Bar
PLYMOUTH ICE FEST JAN. 10 - 12 FRIDAY (1/10): 6 - 10PM SATURDAY (1/11): 12 - 10PM SUNDAY (1/12): 12 - 4PM
6 VOLUNTEER SLOTS ARE AVAILABLE EVERY 2 HOURS - SIGN UP AT FRONT DESK OR ONLINE! HOT CHOCOLATE IS COMPLIMENTARY, INVITE YOUR SPHERE & PAST CLIENTS!
December 2019 Market Update
PLYMOUTH, MI 48170
COMMAND SPOTLIGHT CREATING AN OPPORTUNITY Opportunities track current & potential deals!
STEP ONE
STEP TWO
Select the opportunities icon, located on the left side of the Command Toolbar.
To create an opportunity, click 'Create Opportunity' on the right hand side.
Opportunities Icon STEP THREE
STEP FOUR
Complete the form. Select the type of opportunity, the client from your contacts, custom tags, listing price or buyer budget, & commission rate.
When the form is completed, click 'Create Opportunity' to submit. The new Opportunity will be added to your Opportunities dashboard.
CREATING AN OPPORTUNITY
1 2 3 4
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WE APPRECIATE THE CARE & EXCELLENCE YOU PROVIDE YOUR PATIENTS. We think helping Doctors and Nurses into new homes matters, too. We can help you get into a home sooner than you might imagine. Enjoy these features: No Mortgage insurance No down payment on loans to $850,000 Low down payment on loans up to $1.5M Purchase and rate/term refinance for primary residence 5/1 and 7/1 Adjustable Rate Mortgages (ARMs)
Contact me today to learn more about our Professional Loan program! Chris Terry | Christopher.Terry@Flagstar.com | (313) 790-4008
WITH
MORTGAGE UPDATE
CHRIS TERRY
YOUR
Flagstar Team CHRIS TERRY C: (313) 790-4008 E: Christopher.Terry@Flagstar.com
C: (313) 530-2395 E: Pete.Kavalos@Flagstar.com
PETE KAVALOS
MATT CORRIVEAU SUMMER BLUES C: (248) 921-2004 E: Matthew.Corriveau@Flagstar.com
C: (734) 560-2778 E: Jerad.Kinney@Flagstar.com
JERAD KINNEY DEREK SHUK C: (313) 790-4008 E: Derek.Shuk@Flagstar.com
C: (313) 549-9376 E: Jeffrey.Abdilla@Flagstar.com
JEFFREY ABDILLA
TOO TREN
YOUR
Titleocity Team KEITH SIMON Director of Sales & Business Development
E: KeithS@Titleocity.com
Director of Human Resources E: Heather@Titleocity.com
HEATHER OPALEWSKI
JOSEPH NANNINI SUMMER BLUES Client Advocate C: (586) 864-3264 E: JosephN@Titleocity.com
Client Advocate C: (248) 761-1031 E: DawnB@Titleocity.com
DAWN BURDICK MIA TATE Escrow Processor C: (248) 763-4000 E: MiaTate@Titleocity.com
TOO TRENDY!
Escrow Officer/Closer E: ShellyS@Titleocity.com
SHELLY SALEMASSI
TOP
PRODUCERS DECEMBER 2019
TOP SALES AGENT
SAM SAKLA
$1,001,700
TOP LISTING AGENT
TOM HARDING
6 Listings
TOP
PRODUCERS DECEMBER 2019
TOP SALES TEAM
DIANE REMER TEAM
$1,629,000
TOP LISTING TEAM
DIANE REMER TEAM
8 Listings
KELLER MORTGAGE Maximize power
your with
program
client's this
for
KW
buying
exclusive Agents.
Learn more & access resources at:
kwconnect.com/page/kellermortgage
Who you're in business with matters. AS TOLD BY NICOLE DEMIGLIO Realtor & MAPS Coach
The not-so-secret formula to a strong organizational culture is a company’s unique blend of mission, vision, value, and of course its people. Of all these elements, it is the people who most greatly impact a caring culture. I experience and benefit from the culture at Keller Williams daily because of the people who are here. Through the last seven years, there is one particular event which showed me what it meant to be part of something that is bigger than myself. In 2012, I joined Keller Williams as a part-time transaction coordinator during a pivotal time in my life. I was a single parent dealing with the aftermath of divorce and finances were tight. An agent took a chance on me and brought me into his team on a leap of faith. The opportunity helped put me on the path to financial security and taught me how to build my own business. Today, I serve as the director of education for Fulcrum Properties Group and am a certified KW MAPS Business Coach. This isn’t the experience that exemplified the Keller Williams culture; something completely unexpected and generous happened soon after, and it would not only change my life, it would plant a seed in my children as well. On a typical day in 2017, I was viewing leadership videos in a KW Executive Assistants Mastermind Facebook group and decided to post a comment. The post was encouraging people to plan their business around their vacations and not the other way around. The idea being that we have to live just as much, if not more, than we work. “Balance and vacation,” I thought to myself – sure, that’s easy for others but not for single parents like me. I posted a response saying this was a good reminder and something I’d like to work on, especially as a single parent with limited financial means. A mega agent in the group responded to me saying, “No more excuses. Pick a place and I’ll pay for you to go.” I was astonished. This couldn’t be real, but it was real and he was serious. “Who would be this generous?” I asked myself. I told him I always dreamed of taking my girls to Hawaii someday and he said, “Done! Book it and my assistant will help you.” I couldn’t believe it – he bought airfare and hotel for me and my girls. We were going to Hawaii; not someday, but today. Once the trip was booked, my own amazing team stepped forward and contributed to the trip excursions, making this not only the trip of a lifetime, but the lesson of a lifetime as well. This was the Keller Williams culture at work. My girls and I often revel in the joy that week brought us. I was living behind the limiting belief that I couldn’t afford to take them on a vacation. I told myself stories that vacations were only possible for other people, not for us. I was living for someday, not today. The trip transformed my family beyond the memories we made on the beaches of Hawaii. It showed my girls what it means to live a generous and abundant life. We came home really believing life has no limits.Ever since the trip that transformed us, I have wanted to pay it forward. This year, I helped form “Vacation Possible” – a program of the Fulcrum Foundation, the nonprofit endeavor of Fulcrum Properties Group. The Fulcrum Foundation gives back to the community it serves by way of sharing a portion of each commission earned. Vacation Possible is an extension of this giving that will afford a handful of families the experience of a life-changing vacation, who otherwise wouldn’t be able to do so. After all, a caring culture is about giving back and investing in people; not only making your big dreams come to life for you, it’s about helping others with theirs as well. Through the contributions of generous people, several lucky families will finally get the chance to experience the vacation they never thought possible, just like I did. Yes, we are in real estate to help people buy and sell homes, and we are also with Keller Williams, and that means we are here to build careers worth having, businesses worth owning, lives worth living, experiences worth giving, and legacies worth leaving.Together, the possibilities are limitless.
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2019 CHRISTMAS PARTY
Guess The Agent! How many years have you been with KWP?
6 years!
What is your favorite part of being with KWP?
The people!
In your spare time we can find you...
Hanging with the fam or working on the house!
Your favorite city to sell Real Estate in is...
Anywhere in Metro Detroit!
What is your weirdest habit?
After I blow my nose, I have to use a Q-Tip & clean my ears.
Tell us one thing no one knows about you!
And give away my superpower? Hell no!
Email your guesses to Sarah at Skaljian@kw.com - whoever guesses correctly gets a prize!
Wreaths Across America Thank you for donating!
Together, we donated 50 wreaths for veteran graves in Riverside Cemetery.
DAVID REESE DARLENE REESE GREG WELLS LINDA PREVOST SARAH KALJIAN AMY FRUSH STACEY NEWLAND DEBRA DRONGOWSKI MARYBETH KALJIAN PAIGE NIELSEN CHRISTIE TAPPER CONNIE MCDOWELL LESLIE SCHAFER FLAGSTAR MORTGAGE GLOVER'S HEROES VFW AUXILARY NO. 7546
SANTEZ HENDERSON RIAZ SHERIFF NIK LEIBLE BRANDON KAPPELER DIANE REMER KADIE DOMINICK MIKE DOMINICK MARY KUCHARCZYK JIM ELDRIDGE TAMMIE CARRAS JOE HEJKA JESSICA VITATOE PAMELA CHUDZINSKI JASON QUINN HARRY DULGER MIKE BANCROFT
Outfront Magazine Presents 10 WAYS KW IS COMMANDING THE NEW REAL ESTATE REALITY 1. SAVING TIME (AND MONEY)
2. SUPPORTING REPEATABLE SUCCESS
SmartPlans is just one tool created to maximize ROI. While automated marketing drip campaigns are already available, soon, agents will also be able to leverage a custom SmartPlan builder to create step-by-step workflows for any and every event that happens in their business. So, if a new lead enters their pipeline, Command can automatically send out a text, phone call reminder, email or any other series of actions. Everything agents may be paying virtual assistants to handle can now be conquered by SmartPlans.
Models and systems are what underpin every successful real estate business. That’s why Keller Williams technology is designed to let agents customize and create specific action plans and processes that work for their individual businesses. The Opportunities dashboard in Command – where agents manage their entire book of business from lead, to close, to payday – enables the creation of custom stages for every deal and even more detailed action steps within each stage. That way, agents deliver the same world-class client experience, every single time.
3. DIFFERENTIATING THE AGENT BRAND
4. NURTURING BY NEIGHBORHOOD
Another challenge agents identified through Labs was creating a consistent and unique brand across every marketing piece and channel. “Whether you’re an agent that does 2 or 2,000 transactions, we all have to make collateral,” explained mega agent Jason Abrams. “When you use a third party that isn’t designed for real estate, it all ends up looking the same.” Enter Designs. Designs allows agents to quickly and easily create print and digital marketing materials specifically crafted for real estate. And, Designs works in tandem with other Command applications like Campaigns and SmartPlans to ensure your messages are amplified.
In an effort to further differentiate the agent brand, Keller Williams researchers discovered that when agents provide information that is organized by neighborhood, client engagement increases roughly 300 to 400 percent. “The closer you get to the home, the more relevant it is to the consumer,” explained Team. From the new KW App to reimagined Command IDX websites for agents, Keller Williams is empowering agents to stoke the curiosity of their clients through neighborhood-based information. One example? The Designs application in Command now houses a marketing suite that allows agents to quickly drag and drop neighborhood-specific stats directly into their collateral.
5. CREATING A CURATED CLIENT EXPERIENCE One facet of the new real estate reality is that consumers now expect the level of personalization they see in other digital spaces they frequent (think Amazon or Netflix). The new KW App combined with Command will allow Keller Williams agents to provide a fully curated, on-demand experience for each of their clients at an individual level. Instead of a generic search map or collection of featured listings, clients will see a personalized feed tailored to their preferences and their neighborhood. And, because agents are equipped to push out information their clients truly care about, deeper connections are fostered.
Outfront Magazine Presents 10 WAYS KW IS COMMANDING THE NEW REAL ESTATE REALITY 6. SERVING ON DEMAND INFORMATION
7. REIMAGINING SEARCH
Every agent has been there: The phone rings at an ungodly hour or an unending string of texts interrupt dinner. Consumers may seem to want an agent that is on-call at any moment throughout the buying and selling process, but what they really want is on-demand information. The new KW App provides said info via a fully customizable and agent-branded buyer and seller guide, which quickly quells any client anxiety with answers – no matter what time it is.
The new KW App will also allow users to discover homes in a more organic, open-ended way … inviting them to tap into their curiosity. Instead of searching in a linear fashion by number of bedrooms or by price, clients can find homes based on their unique preferences, such as lifestyle or whether they prefer hardwood floors or tile. “The world believes that search has been won by the big search engines,” explained Gary Keller.
8. ENCOURAGING OPEN COMMUNICATION & COLLABORATION
9. MAXIMIZING INSIGHTS
With Keller Williams clients, agents and teams all using the same connected platform, communication becomes seamless. For example, if an agent’s client favorites a listing on the KW App, the agent receives that information instantly through Contacts. If your buyer’s agent goes on a successful appointment, there’s no need for an email or text to let the rest of the team know – it’s right there in Opportunities. On-demand information is available not just for your clients, but for you and your team as well.
Because delivering personalized consumer experiences is how successful businesses thrive, the ones with the most data and insights win. An individual agent may be able to recognize some patterns in their business, but they quickly run up against limiting factors. “There’s only so much data you can crunch by yourself,” explained Keller Williams chief product officer Neil Dholakia. That’s why the idea of a collective platform is so important. The 60,000-plus agents already working in Command are generating a massive amount of proprietary insights, which in turn provides a distinct competitive advantage for individual Keller Williams agents.
10. UNLEASHING THE AGENT'S POTENTIAL When technology allows agents to have more time and more mental energy, it allows them to release their real superpower – creating personal relationships with their clients. After all, real estate is a relationshipbased business and real estate agents are people people. And, that’s why Keller Williams technology was designed to enable agents to be more present, more human, more everything.
BUILD YOUR DOWNLINE Have you had a transaction with a co-op agent who you think could be a great fit for our KWP Family?
All you have to do is pass along their name and contact information to MaryBeth. Don't let recruiting get in the way of building your business. When MaryBeth meets with your referral, and if the agent chooses to sign up with KWP, they will be encouraged to name you as their sponsor. Whenever they close a deal, you reap the benefits without having to do anything: that's the beauty of the profit share model! The more agents you influence to join KWP (or any Keller Williams branch, anywhere in the world!) the bigger your monthly profit share checks will become. Get in touch with MaryBeth to learn more about the profit share model and how it benefits you!
Our referral document is available on our KWPros Toolbox!
"A
life
worth
living
might
be
measured in many ways, but the one way that stands above all others is living a life of no regrets.� GARY KELLER