The Truth About eXp Realty

Who is eXp realty? Are they truly a virtual company? Does that actually benefit their agent members? How does their revenue-share system work? Is it a realistic wealth-building opportunity? Can you believe what their recruiters are promising?

Based on over 30 years of experience in the real estate industry (with three national companies) and as a student of the business game, Dave gives us his answers. They may surprise you, but they will certainly inform you. And, his final piece of advice is very clear: BUYER BEWARE!

KW: The Training Never Stops

Keller Williams climb to the top of the real estate industry, is an amazing business story. That story has a powerful central theme: a total commitment to education and training.

Recently Keller Williams was named the #1 training organization in the world. The honor was bestowed by Training Magazine in is annual Top 125 awards program.

How did KW accomplish that and why is it important to its agents and franchise owners? What competitive advantage does it give them in their work with local consumers?

As the former Dean of Keller Williams University and one of its early leaders, Dave answers these questions and reveals some details few people know about.

KW LABS: The Agent’s Best Friend

WHO ARE YOUR BEST FRIENDS? For Keller Williams agents, it’s their own unique pet dogs – the KW LABS. It’s not actually a cute, obedient living animal; it’s a smart, creative, living process. It’s the systematic way that Keller Williams creates training, marketing and technology that truly serves and empowers the agents.

In this podcast, Dave takes a provocative look at where it came from, how it works and what it does. In fact, it’s a world-class model for how all new products and services should be developed.

Even though this latest version is cutting-edge, it’s a process that has been used by Gary Keller for years. It may actually be the reason that KW has earned so many awards and national recognition for its training, marketing and technology programs.

In the end, it’s a “thought process” that we can all use to improve the services we provide and the customer satisfaction we achieve!

KW: The Eighth Model – TECHNOLOGY

Photo by William Iven on Unsplash

Gary Keller told Brad Inman at the CONNECT Conference in January that Keller Williams is a “technology company.” What did he mean by that? Aren’t they the world’s largest real estate company?

Gary also told the audience, and thousands of online viewers, that the future of real estate will be controlled by Artificial Intelligence driven by Big Data. What does all this mean for the real estate agent? What does it mean for consumers.

In his twenty-minute Warrior Talk podcast, Dave provides the answers, and gives the proper perspectives. Enjoy this tech-world, eye-opening excursion!

The Truth About Keller Williams – Part 2

How has KW risen to the top of the real estate industry? How has it become #1 in the world, and is 40% bigger than any other company.

In this podcast, Dave reveals the answers.

He tells us the truth about Keller Williams.

He’s earned the right to talk about this. Dave has been in the real estate business for over 30 years, he has been with three different national companies, and he has co-authored five best-selling real estate books.

You will appreciate the wisdom and the depth of his analysis.

Free Warrior Tour of America

Dave’s Free Warrior tour of the west included the states of Wyoming, Idaho, Montana and South Dakota.

Before heading east, Laurie joined him in Montana where they toured Glacier National Park in northern Montana. This magnificent park borders Canada and in 1932 joined with Canada’s Waterton Lakes National Park to become the world’s first International Peace Park.

Dave’s photo captures the beauty of Glacier National Park as the fall display of color is framed by the beauty of an early snow in the mountains.

Free Warrior Tour of America

Dave Jenks, our senior wizard and chief creativity officer is off on an adventure. He left Boulder this week for the start of his Free Warrior Tour of America.  
So what is the Free Warrior Tour you might ask? Dave has been yearning to travel the country for several years. He will travel the highways and bi-ways of America at his own pace. He’ll stop in small towns, big towns, and everything in between.

He’ll be open to what shows up and allow his curiosity to be his guide. Spurred on by his deep interest in the spirit of enterprise, we’re sure to hear stories that will inspire, inform and entertain us.  

We’re looking forward to hearing from him!

Apologies don’t work . . .

. . . accountability does.  Apologies are weak; accountability is strong.  Apologies are depressing; accountability is uplifting.  Apologies usually feel insincere; accountability feels honest and trustworthy.

“We’re sorry for the delay.” “We’re sorry to keep you waiting, your call is important to us.” “Please forgive the inconvenience, we are under construction.” “I’m so sorry to have to tell you this.”  “Please excuse me, but I only found out yesterday that I was to speak to you.”  We’ve heard all of this many times.  These phrases have lost any true meaning they may have had.  They don’t make us feel better and they don’t make the situation any more acceptable.

Many years ago, I was taught in the Dale Carnegie Course that you should never begin a talk with an apology.  They were very clear about this: it didn’t make you look good, it didn’t make the audience feel better and it didn’t prepare them to embrace what you were about to say.  “Just start your talk” was the advice; be enthusiastic about what you are saying and tell them the benefits of what they are about to hear.

Accountability is the opposite of apology.  It is proactive, responsible and empowering.  It says: “I own this” – “I am going to do what is right” – “I care about what happens.”   When we hear someone being accountable, we are relieved, we are reassured and we begin to relax.  We have great trust that things will be taken care of and our needs will be met.

We experienced a great example of this as we were building our new Free Enterprise Warriors website.  We had reached the final stages of site design, and we told them we wanted the final steps taken care of “ASAP.”  They then turned the site on and redirected Internet traffic to it.  That created a period of time in which people couldn’t find us and then took them to our site that wasn’t yet ready.

When we let them know of the problem, we immediately got a call from Chad Johnson, one of the co-founders of Agent Evolution (our web design provider), who said they had not followed their own protocol, that this was a serious error and that it would be corrected immediately.  Then, he thanked us for letting him know since they would now add a step in their process that would prevent this from happening in the future.  He did what he said he would do, the problem was corrected and we felt well taken care of.   Our respect for Chad and his company was increased.  He did not apologize; he took ownership and got it taken care of.

Last week, Laurie and I were having lunch at Turley’s Restaurant, here in Boulder.  Our waiter brought us the wrong check and then did not return to our table for a long time.  So, I went looking for him and met a woman who seemed to be the manager.  I told her about the issue.  She smiled and said “I’ll take care of this and thanks for letting me know.  Your lunch is on us.”  I was astounded; no excuse, no apology – just a thank you and a very positive correction.  I guess there is such a thing as a free lunch – at least at Turley’s.  When I expressed my appreciation and asked her name, she said “I’m Sandy Turley, my husband and I own this restaurant, and we truly appreciate your business.”  I believed her, not just because she said it but because of how she handled our situation.

Accountability means you own the problem, you find the solution and you take care of what the other person needs.  When that is the mindset and when that is how things are handled, apologies aren’t necessary.

Do Your Best

I was preparing for two very important presentations this week.  Each one could lead to a great business opportunity for our Free Enterprise Warriors team.  I was anxious about them.  In my life, as an aspiring person, I have often had a bad case of “preparation anxiety.”  I want so badly to do well that I stress out.  Often this causes “preparation paralysis” or worse yet “preparation procrastination.”  I don’t like the feelings of fear, so I just try to ignore them and distract myself doing something else.  It doesn’t work.  I end up not enjoying the avoidance activity, even if I normally would, because my subconscious knows and keep reminding me that I should be doing something to get ready.

I have often taught people to “let fear be your compass.”  Meaning: if you have a fear about doing something it means you care about the outcome; therefore, it is a sign that you should do it.  If you didn’t care you wouldn’t have the fear.  So, doing what you fear is the right thing. But, how do you not let that fear overwhelm you, cause you distress and interfere with your preparations.

People say, “don’t worry, just do your best – if you do your best, then that’s all you can ask of yourself.”  That sounds like good advice.  But, then I’m worried about doing my best.  What does that mean?  How would I know?  Can’t I always find some way in which I might have done better?  What if I don’t really do my best – what if someone else points out what I should have done better?  Isn’t “doing your best” just another form of mental pressure?

Yes, in my experience it is.  So, I have learned not to do it.  It took me a long time to come to a very simple self-awareness: I am always doing my best.  That’s just what I do.  Actually, that’s what we all do.  If we want to sincerely have things work out, we try to do whatever we can to have it work out.  We simply do our best.  That’s how we are motivated, that’s how we are built.

How well we do is determined, not by driving ourselves with critical or fear-based self talk, but, by preparation for the task.  Then, we just act, we just do.  We give it a try.  Sometimes it works out as we intended, sometimes it doesn’t – in which case we now have a great learning experience.

I’ve learned to not be attached to the outcome, but to enjoy the preparation.  I know I want to do well, but the only difference I can make in what I do, is how I prepare.  Steven Pressfield says “Do the Work” – in fact that’s the title of his latest book.  And, I loved it.  He says that if we are artists or entrepreneurs, the most important thing we have to do is the work – the preparation, the practice, the study, the rehearsal, the building of the skills.  Then we just create, we do, we act, we show up, we ship.

For me now, having pretty much left “anticipation anxiety” and “fear of failure” behind, I simply enjoy the game.  And, I get ready to play the game – I just prepare.  I remember that the definition of worry is “stewing without doing.” I have actually returned to my childhood Mad Magazine anti-hero Alfred E. Newman who always said: “What, me worry?”  Now, I just ignore the fear, detach from the outcome and do the work.

The Master Motivator

For most of my adult life I have been fascinated by the idea of motivation.  In fact, my doctoral work in educational psychology, at the University of Albany in New York, was focused on “learning and motivation.”  I wanted to know what made people want to do things and how did they learn to do them. 

Recently, I read a very pragmatic book about workplace motivation: Daniel Pink’s Drive: The Surprising Truth About What Motivates Us.  He says that research points to three big motivators: autonomy, mastery and purpose.  I’ve memorized them by using the acronym: AMP.  These three things (Autonomy, Mastery, and Purpose) get us “amped” for action and achievement.

However, I think that just ONE of these three is really the key to high achievement.  Certainly all three are powerful motivators for taking action.  We all want to gain AUTONOMY: the freedom to do what we want to do, when we want to do it and in the way we chose to do it.  And, most of us look to follow a higher PURPOSE: to make a difference for and in the lives of others – friends, loved ones, colleagues, clients and the world we live in.

But, the key to high achievement, in my experience, is the middle one: MASTERY.  First, learning to master new skills, knowledge and techniques is inherently motivating. But even more important, mastery of the right things is what really leads to the highest achievements – in the arts, in athletics, in scholarship, in the professions and in business.  Those who make the greatest contributions must master the fundamental skills.  They must do it at the beginning and they must keep doing it along the way – continuing their mastery to an ever higher level.

In the end, if someone is not motivated by MASTERY, they may not fully gain AUTONOMY or fulfill their PURPOSE.  The willingness to put in the work, do the time, invest the effort and endure the failures on the path to mastery – that is what makes the biggest difference.  It’s walking the talk, putting rubber on the road, paying your dues and staying the course.

In fact, it is MASTERY that tells us what we are truly meant to do.  When we love the learning, the practice, the rehearsals and the feedback, we know we are in our “home zone,” our “sweet spot,” our “wheelhouse.”  If we’re bored with the repetition or tired of the labor – if we give up on the effort; we know that we are not doing that which is our true calling. 

We are best served when we seek those endeavors where we enjoy the work, the constant repetition and the slow but steady progress. 

That is the path to MASTERY – that is the big, sustaining motivator with big, long-term payoffs!