Arlington Recruiting Packet

KW Metro Center

Making Your Move

Get to Know the Good Life.

Each office is independently owned and operated.

EDUCATION • COACHING • TRAINING • GROWTH • TECHNOLOGY

Executive Leadership Team

Shane McCullar CEO/Operating Principal shane@kwmetrocenter.com

Kate Papkin

General Manager

kate@kwmetrocenter.com

Sherry Hosseini

609.504.8491

Director of Finance

Jessica@kwmetrocenter.com 703.535.3610

Jim Lyons

Director of Operations

Director Of Marketing/Lead Broker

703.883.7675

703.867.5090

sherry@kwmetrocenter.com

ALEXANDRIA 1701 Duke Street Suite 100 Alexandria, VA 22314 703.535.3610

Jessica Guadalupe

ARLINGTON 2111 Wilson Blvd Suite 1050 Arlington VA 22201 703-224-6000

jim@kwmetrocenter.com

TYSONS 8133 Leesburg Pike Suite 800 Vienna, VA 22182 703.564.4000

VIENNA 144 Church St. NW Vienna, VA 22180 703.564.4000

MIDLOTHIAN 115871 City View Drive Suite 120 Midlothian, VA 804.858.9000

Meet Your Leadership Team Arlington

Kelly Wyatt Team Leader (TL)

703.224.6002 kelly@kwmetrocenter.com Agent Referral Interviews

Agent Consulting & Coaching Agent Leadership Council Market Center Training Profit Sharing

Melissa Ferdock Assistant Team Lead 703.224.6010 melissa@kwmetrocenter.com New agent referral interviews New Agent Consulting & Coaching Market Center Training Profit Sharing Recognition & Awards

Recognition & Awards

Olivia Dant Agent Services Coordinator 703.224.6021 olivia@kwmetrocenter.com Agent On-boarding Agent Concierge Services Licensing (VA, DC, & MD) Agent Info Changes Agent Business Cards/Name Badges

Sophia Parish Director of First Impressions 703.224.6000 sophia@kwmetrocenter.com Client Greeting & Hosting Conference Room Management Agent Billing/Receivables Agent Portal

Heather McLellan MC Financial Specialist

703.224.6003 heather@kwmetrocenter.com Process payments Compliance Review Commission Disbursements Agent Billing / Receivables Commissions Review

Rachel Baker MC Tech Ambassador 703.679.7773 rachel@kwmetrocenter.com

Meet Your Leadership Team Arlington South

Elisa Poplawski Team Leader (TL) 703.224.6004 elisa@kwmetrocenter.com Agent Referral Interviews

Agent Consulting & Coaching Agent Leadership Council Market Center Training Profit Sharing Recognition & Awards

Heather McLellan MC Financial Specialist

703.224.6003 heather@kwmetrocenter.com Process payments Compliance Review Commission Disbursements Agent Billing / Receivables Commissions Review CAP Management

Olivia Dant Agent Services Coordinator 703.224.6021 olivia@kwmetrocenter.com Agent On-boarding Agent Concierge Services Licensing (VA, DC, & MD) Agent Info Changes Agent Business Cards/Name Badges

Meet Your Brokers Arlington Advertising Approval Agent/Broker Related Issues Dispute Resolution Concession Letters

Rick Bosl VA/DC/MD Principal/Associate Broker 703.980.3027 rick@kwmetrocenter.com

Jonathan Coles VA/DC/MD Compliance Broker/Launch Coach 570.449.8197 jon@kwmetrocenter.com

Jim Lyons VA/DC Director of Luxury/Marketing Lead Broker 703.867.5090 jim@kwmetrocenter.com

Kent Carter VA Compliance Broker 808.561.2314 kent@kwmetrocenter.com

Signature Authority C o n t r a c t u a lD o c u m e n t C o m p l i a n c e Forms Management Bright MLS Approvals

Productivity Coaches Productivity Coaching Business Coaching Group Trainings Accountability Coaching Individual Consultation Ignite Mission Leader Agent Training Program Leader Script Master

Arshia Kia Productivity Coach 571-276-1206 arshia@kwmetrocenter.com

Kayli Michels Productivity Coach 703-261-5108 Kayli@kwmetrocenter.com

Mission To provide our agents a platform of professional business practices, that include top-notch multi-level training, coaching, and technology with wealth-building opportunities unparalleled in our industry.

Vision To be recognized as the established leader in market share, agent count and profitability in the markets we service.

Values God, family, then business.

We believe real estate is a local business driven by individual real estate agents and their local branding.

We believe being the largest real estate company in North America comes with responsibility.

We believe responsibility is about raising the standards of professionalism above the current requirements and social norms in our industry.

We believe our associates should be treated like "stakeholders," and we are charged with accountability through transparency, profitability, and integrity.

We believe no one person or transaction is worth the reputation of our firm.

Perspective A training and consulting company that provides the systems, models, proprietary technology, marketing and training, befitting a world-class organization. KW Metro Center thinks like a top producer, acts like a trainer/consultant and focuses all activities on servicing the productivity and profitability of the agents we have the privilege to be in business with.

At KW Metro Center, We Put People First

It's All About You. A Company built for Agents by Agents "The most successful companies create their own language. Our language is culture."

Mission: To build careers worth having, businesses worth owning, lives worth living, experiences worth giving, and legacies worth leaving.

Beliefs: WI4C2TES Win-win: or no deal Integrity: Do the right thing Customers: Always come first Commitment: In all things Communication: Seek first to understand Creativity: Ideas before results Teamwork: Together everyone achieves more Trust: Begins with honesty Equity: Opportunities for all Success: Results through people Perspectives: KW is a technology company that profiles the real estate platform that our agents, buyers, and sellers prefer.

We give where we live Open books - transparency in all we do Agent Leadership Council Selected from the top 20% of producing agents Monthly meetings open to all agents Collaborate on and contribute to agent-facing topics

Why KW Metro Center?

Team Building Expertise KW Metro Center is known for it's high level of success growing what we call “Million Dollar Teams." Simply put, that means teams that net a million dollars in profit per year. We do this by actively recruiting agents to a team in one of our Market Centers, based on that team's specific needs using our proprietary career visioning process. This includes recruiting top level agents, along with holding initial interviews and using our Keller Personality Assessment to ensure they have the right traits for the role on the team. Once the team leader approves, the agent is placed with that team. In a nutshell, we provide talented productive agents for your team.

Award-Winning Training Programs Our training programs are specifically designed for recently licensed agents, as well as seasoned agents, providing the pathway to successful careers in our industry. At the same time, business development coaching, mastermind sessions and ongoing higher level training is a standard practice in our market centers.

Productivity Coaching Program At Keller Williams, 84% of our new agents continue their career in real estate after the first year. Productivity coaching has been the driving force behind this number. Productivity Coaching is a program new agents are enrolled in to set them up for success and jump start their business. The program consists of one-on-one and group coaching sessions, goal setting and business planning. Working with a coach encourages accountability and a positive mindset. Our agents in the productivity coaching program closed 562 units YTD.

Why KW Metro Center?

Continued Access to Multiple Streams of Income Building multiple streams of income is something we are passionate about and actively encourage our agents to participate in.

Immediately upon joining KW Metro Center, our agents can engage in our profit share program through referring other agents to our Market Centers or other KW Market Centers Worldwide. We actively redistribute 48% of our monthly profit on the 21st of each month to agents that have a profit share tree with producing agents in it. As of December 2021, we have distributed $399,986 back to our agents in our MC's alone!

Other options include investing in one of our title and Insurance joint ventures. These joint ventures are extremely profitable and many make their initial investment back in one quarterly distribution.

Upon qualifying (production metrics), you may be eligible to join one of our title partners, Universal Title or MBH Settlement Group.

Universal Title has provided a whopping 692% ROI YTD and MBH has returned a 320% ROI YTD! Additionally, our joint venture with Patriot Insurance has provided a first distribution ROI of 81%!

As an agent, we are proud to present these opportunities to build wealth and help you build a life by design!

Market Share Report for 2021 17%

Total Closed Sales Volume For Arlington County 12%

KW

14%

Compass L & F

L&F

8%

was number one in Total Closed Sales Volume and Closed Listing Sales Volume for Arlington County, as well as number one in Northern V i r g i n i a M a r k e t s h a r e . W e w er e a l so number one in Agent Retention and Agent Growth in the VA/West VA Region.

Closed Listing Sales Volume For Arlington County

19%

9% 6%

Re/Max

7%

9%

6%

TTR Sotherbys

Northern Virginia Market Share 10%

KW

8%

F o r t h e ye a r o f 2 0 2 1 , K e l l e r W i l l i a m s

KW

Compass

L&F

6%

6%

Re/Max

McEnearney

$1 Billion

7%

Samson Compass Re/Max

Over $1 Billion in Sales in 2021

Growth and Opportunity KW Metro Center has been on a staggering growth pattern over the past few years powered by our agents. This growth can been seen in the almost $1 Billion closed volume over the course of the last two years. Our growth has not only been in closed volume but in the addition of our MC (offices) count and we now operate 4 MC's with another MC slated to open in June of 2022. We are very excited about our future growth potential and invite you to be part of that growth!

Year 2019 2020 2021

Sales $1.6B $1.9B $2.6B

% Diff 4% 18.7% 36.8%

Units 3229 3576 4395

% Diff 9% 10.7% 23%

Agents 653 758 849

% Diff 2% 16% 12%

Profit Share: Unlimited Wealth in Your Hands KW Metro Center offers passive wealth-building opportunities unparalleled in the market. At most companies, when the work stops, so does the paycheck. Not at KW Metro Center. With the understanding that agents cannot be in production forever, the profit share system was created as a financial tool to allow KW associates to build inheritable wealth through passive income.

There is no catch or fine print, and calculations are simple and transparent.

Here's how it works: When deals close, KW agents pay company dollar to their Market Center (providing they haven't hit their cap amount yet.)

The market center uses this money to pay operating expenses. What's left over is profit and, unlike with other companies, a portion of that profit is shared back with the agents who helped the company grow by bringing on productive agents.

Currently, the profit share system can grow 7 levels. When someone names another agent as their sponsor, or the person who introduced them to KW Metro Center, that sponsor goes into their "first" level of profit share. Each first level sponsor gets 50% of the profit attributed to the activities conducted by the associate they brought into the company. We are proud to share that KW Metro Center has provided $399,986 to our agents in 2021.

Industry-Leading Coaching Coaching for both new and seasoned agents on the path to success with KW Metro Center.

Discover your path to success at KW Metro Center, where coaching and training is our number one priority. Our mission is to help you achieve your real estate goals through personal guidance and our proven models for success.

Whether new to real estate or a seasoned veteran, coaching will help you make the most of your time.

Your coach helps you to achieve your personal best and to produce the results you want. Let us show you how you can be the best at what you do, thereby building a life by design.

Features of our Coaching Program: Highest level of guidance for new and seasoned agents One-on-One coaching Group Coaching Accountability Online training resources for anytime learning Opportunity to be in production within 30 days

The Place to be for Technology

Command Optimize, manage, market, and run your business with unprecedented simplicity and insight. More than a CRM, Command's interconnected tools support fruitful client connections. KW's Command Platform features integrated marketing automation tools for your listings that sync directly to the local MLS, making it easier than ever to promote your listings. With printable brochures, flyers, and postcards, video templates, neighborhood snapshot graphics with AI capabilities, and more, KW Command provides countless valuable tools for you to leverage. You get..

Custom Websites Lead Engine Smart CRM platform Branded Market Snapshot Reports Digital design platform Customizable, branded marketing templates Open House brochures Just Sold Postcards Instagram/Social Graphics

Branded Agent Mobile App Core Listing Machine Marketplace of custom, boutique offerings available for purchase.

Digital Resource Library Training videos Frequently used documents Marketing mini-courses

Quarterly Service Package

What's Included?

The KWMC Quarterly Dues Package is $275 per quarter - this includes technology services, E&O Insurance, as well as the following services:

Scott LeRoy Marketing/Tech Support Taking KW tools to the next level!

Email updates & campaign set up, forwarding, contact databases, domains, calendar syncing, training videos, and more.

KW Technology Including KW Connect, KW App, KW Consumer App, Training Calendar, Business Planning Tools, Lead Management Systems, Lead Gen Network, Agent Websites, KW Listing Systems, Referral Systems, and more.

Facilities

KW Command

Access to all locations & their

Manage, optimize, and run your

amenities - WIFI, computers,

real estate business from this

printing, scanning, copying, fax, conference rooms, 24 hour access, gym access w/showers and option to lease office space.

exclusive cloud-based CRM designed by other KW agents.

Marketing services

Included for All Agents 1. Just Listed Flyers, Social Media and Postcard Templates 2. Open House Flyers, Social Media and Postcard Templates 3. Customizable listing presentations 4. Customizable quarterly email newsletters 5. Access to KCM library of digital content 6. Internal "Coming Soon" Listing Portal 7. Exclusive Facebook Listing Exchange Forums 8. Monthly Customizable Market Vital Sign Reports 9. Multi-page, print optimized digital Quarterly Report 10. Branded Social Media Infographics 11. Price Improvement Digital/Print Templates 12. KW branded folders 13. KW branded business cards

Custom Services by Our External Partners 14. Professionally customized Quarterly Reports 15. Professional logo/branding consultation and design 16. Professional Print/Mail Services 17. Custom "farming" targeted mailers

18. Professionally customized Buyers/Listing Presentations 19. Professional Video/Photography Services

your listings, your leads Here at KW Metro Center, we've ALWAYS allowed agents to keep their leads. Your phone number is always the most prevalent number on your sign and any inquiries are routed directly to you, the listing agent!

Even better, our distinctive branded yard signs and red posts allow you to differentiate yourself from the competition and are available for ordering and installation through the office at competitive rates.

Get a Jumpstart when you join FREE - Coaching, training, C.E. and Mentorship FREE- 1 on 1 Social Media and Tech Training FREE - E & O Insurance FREE - Command: Transaction Management Platform FREE - Custom Websites FREE - Single property website for each listing FREE - Smart CRM FREE - Market Snapshot Reports FREE - Branded Mobile Apps FREE - Branded Agent apps FREE - Listing ad templates for Facebook, Instagram

Free Leads for new agents!

KW Metro Center and McLean Mortgage have partnered together to fund a lead generating website (www.finddmvhomesforsale.com) powered by Commissions Inc (Cinc.) This is a direct effort to support agents enrolled in the Productivity Coaching Program by increasing agent productivity and profitability by providing a FREE lead source.

Eligible Productivity Coaching Agents are recommended by their PC coach for participation in the program based upon their completion of required training classes and the PC On-boarding 90 Day Checklist.

This lead program is exclusive to KWMC agents enrolled in the Productivity Coaching Program.

Transaction MANAGEMENT SERVICES Services Provided by

All of the following are included in the per transaction price of

$375 - paid at closing!

1. Confirm all paperwork is signed and initialed 2. Send via email to lender, title, and both agents 3. Request any info sheets from title company and fill them out for the agent's client. Send to client for confirmation.

4. Submit EMD paperwork 5. Order HOA/Condo docs and ensure delivery to client per contract 6. Add all contingencies, walk-through, and settlement dates to agent's task section of Command and email the agent notification with reminders 7. Schedule inspections (home inspection, radon, well and septic initially, termite- 2 weeks before closing) 8. Alert client and other agent of the upcoming inspections 9. Get utility information from seller and send to buyer 10. Fill out commission disbursement in Command and have agent confirm all is correct 11. Confirm who is purchasing the home warranty and order if needed 12. Follow up with agent and parties related to the "Sales Contingencies" and send notifications to agents when the contingencies are completed 13. Confirm termite inspection is completed and sent to client and title company- 2 weeks before closing 14. Send weekly updates on Friday of status of the file & anything upcoming the client needs to do 15. Gather all Home Inspection receipts, confirm we have them all, and match with HI removal form 16. Make sure all paperwork is up to date on Command 17. Schedule settlement and walk through with client and confirm with other agent 18. Prepare and send settlement letter to client with what to bring to closing and where to go 19. Review CD to make sure all credits, commissions, and fees included- confirm with agent 20. Add CD to Command and close out file.

COST IS DEDUCTED FROM COMMISSION AT CLOSING | IF YOU DO NOT CLOSE, YOU DO NOT PAY!

Listing Automation services suited to your needs

Agent Portal Free Listing Services Customizable, branded marketing templates for you to use with your listings, including; Open House brochures Just Sold Postcards Instagram/Social Graphics Monthly Market Update Graphics Internal "Coming Soon" Property Search Portal. Proprietary internal website that allows you to market and possibly sell your listings coming to market to 850 KW Metro Center agents prior to entering the listing into the MLS!

Listing/Buyer Services *Exclusive Lifestyle Search Engine* Take advantage of exclusive founding member privileges with RealScout through KW Metro Center. Enjoy all of the following benefits for just $210 per year, a savings of $285* Features of RealScout through KW Metro Center Include: Custom, agent-specific, interactive landing pages Modifiable lifestyle search parameters Distance filtering capabilities Customizable by client *KWMC exclusive pricing compared to pricing for non- KW Metro Center agents.

KW LUXURY DIVISION Luxury Division Keller Williams is a recognized national and global leader in the luxury real estate space. We have sold more luxury real estate units in the US than any other real estate brokerage in a survey conducted for the largest US luxury markets. $44.3 Billion KW Luxury Sales - Worldwide +274% YOY 25,434 Units Luxury Properties Transacted Worldwide +266% YOY Global Reach Servicing 53 Regions and 5 Continents 233 International Market Centers $570 Million Local Sales-Greater DC Market +44% YOY KW Metro Center Luxury Division Luxury Sign Panels Luxury Marketing Templates Automatic Syndication to the following digital platforms: Wall Street Journal Barron's Market Watch Mansions

Compensation Model Q: What is a "Cap?" A: A "CAP" is the maximum amount of commission split paid to KW Metro Center during your anniversary year. Your anniversary year starts the day you officially associate with KW and ends on the same day the following year-hence "anniversary year".

KWRI Royalty

KWMC Split

6% of each commission

70/30 - agent keeps 70%

Caps at $3,000 per agent's

Caps at $28,000 per agent's

anniversary year

anniversary year

** Once you hit these contributions, there is zero charge in Royalty and Company Dollar for the remainder of your anniversary year- approximately $3.5M in sold volume. ** Commission splits can be renegotiated based on proven track record of production.

AFTER YOUR CAP HAS BEEN MET, YOU WILL RECEIVE

100% Commission FOR THE REMAINDER OF YOUR ANNIVERSARY YEAR

Transition Timeline Initial Meeting - Fact finding -Q&A

1

Follow-Up - Answer any questions - Finalize negotiations

2 Official Day 1 Onboarding with your Agent Services Coordinator

5

3 Official Day 2 -Schedule one on one with Tech Trainer, Broker and Marketing Coordinator

6

Formal Offer Sign- Independent Contract Agreement

Making Your Move - Finalize all details with past and new brokerage - Complete all necessary paperwork.

4

Transition Announcement - KW Marketing Coordinator announces team or agent arrival on Social Media - Coordinator works with existing branding if applicable

7

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