Cappers Agents who close between 1.8 & 2 million in volume.
½ Cappers: Agents who close between 1.7 & 750,000 million in volume
Less than ½ Cap: Agents who close 749,000 – 350,000
Anniversary Year: The 12 months preceding the day and month that you joined Keller Williams. Anniversary Year is used for capping structure purposes.
Company $ The amount of each commission that is paid to KW. This is the 30% split. The
Royalties This is the 6% that you pay to KWRI for being affiliated with the franchise. This figure is capped at $3,000 per anniversary year.
P&L Profit and Loss Statement which calculated Gross Commission Income less Cost of Sales (Agent Commissions) which totals Company $ less expenses plus other income equals profit or loss for the given period.
Other Income Other Income paid into the company in the form of desk fees, copies, or ancillary services.
Ancillary Services Affiliated ventures that have a relationship with the market center and contribute to the income of the company. Typically a joint venture with a mortgage company or title company or a marketing services agreement.
Transmittal The month end when financials are sent to KWRI
EOM End of Month
ALC Associate Leadership Council. A group of individuals drawn from the top 20% of the Market Center producers that help make decisions for the market center that pertain to Culture, Productivity, Profit and Growth
Core Group The influential group of people at a
DISC A written personality profiling system that assesses the individuals personality in terms of D: Dominant/Driver, I: Influencing/Inspiring S: Stable/Steady C: Compliant/Correct.
GCI Gross Commission Income. The total amount of the commission dollars the
High D An individual with a high score in the Dominant/Driver category of the DISC personality evaluation.
OP Operating Principal. The OP is responsible for the success of the business venture. They are also responsible for bringing Capital, Leadership and Accountability.
KW Profit The profit that the
Profit Share Amount of MC Profit that is sent to KWRI for distribution to the appropriate associate in the Profit Share Tree.
The Model The process set forth by KWRI that describes the guidelines to be followed for the successful launch & profitable operation of a
TL Team Leader.
W14C2TS The beliefs of KW. Win Win or no deal, Integrity do the right things, Customers always come first, Communication seek first to understand, Commitment in all things, Creativity ideas before results, Teamwork together everyone achieves more, Trust begins with honesty and success results through people.
4-1-1 The 4-1-1 is a productivity tool that drives your goal-setting from the desired end results to the present. 4-1-1 stands for four weeks, one month, and one year; but you must first set the yearly goals and then detail monthly and weekly goals. It is not a to-do list; it’s a have-to-do list.
8 x 8 A lead generation schedule consisting of eight touches over eight weeks. A high-impact, high-saturation technique that is designed to put you in the number-one position in the minds of everyone in your Met database within an eight-week period.
33 Touch A lead generation schedule consisting of thirty-three touches over one year. A high-impact, high-saturation technique that is designed to keep you in the number-one position in the minds of everyone in your Met database.
12 Direct A lead generation schedule consisting of twelve touches over one year. A high-impact technique that is designed to put you in the minds of everyone in your Haven’t-Met database.
Above the Line Approved Market Center expenses that are taken before Profit Share is calculated
Allied Resources People in a position to help each other reach their goals.
Below the Line Market Center expenses that the owner must pay for after Profit Share has been calculated.
Cost of Sales (COS) The commissions paid to associates as a percentage of Paid on GCI according to their commission splits (70/30 for example).
Forecast Model – A Tool designed to help project a
Four Laws of Lead Generation 1. Build a database; 2. Feed it every day; 3. Communicate with it in a systematic way; 4. Service all the leads that come your way.
Loss Carry-Forward (LCF) Market Centers that lose money when they start due to start up costs will carry losses forward until profit wipes them out. Market Centers want to wipe out loss as quickly as possible
Owner Profit Profit owners keep after Profit Share.
Written Volume Number of pending contracts. Team Leader uses this as a gauge for how well the
Gary Keller Chairman of the Board and vision of the company. Started KW in 1983 and franchised in 1991.
Millionaire Mondays Weekly phone interview conducted by Keller Williams International. Associates can listen in as a KWU instructor interviews top producing agents from around the country. These calls can also be downloaded for free from
36:12:3 Lead Generation 36:12:3 (36 transactions in 12 months by doing 3 hours/day in lead generation)
3 L’s Leads Listings Leverage
4-1-1 KWRI’s goal setting & productivity tool
443 CAMP 4:4:3 (4 listings & 4 sales in 3 months)
80/20 80/20 Principle – Vilfredo Pareto’s study of the predictable imbalance in life
ALC Associate Leadership Council
AVA Activity Vector Analysis
CMA Comparative Market Analysis
COS Cost of Sales
CRM Customer Relationship Management
DISC Abelson’s Personality Assessment System (Dominant/Driver, Influencing/Inspiring, Stable/Steady, Compliant/Correct)
E&O Errors & Omissions
E to P Entrepreneurial to Purposeful
FSO Franchise Systems Orientation
GCI Gross Commission Income
High-D An individual with a high score in the Dominant/Driver category of the DISC assessment system. Team Leaders are typically High-D.
IALC International Associate Leadership Council
IVR Integrated Voice Response
KW Keller Williams
KWLS Keller Williams Listings Service
KWR Keller Williams Realty
KWRI Keller Williams Realty International
KWU Keller Williams University
MAPS Mega Agent Productivity Systems
MC Market Center
MM Millionaire Mondays
MREA Millionaire Real Estate Agent
MREI Millionaire Real Estate Investor
MSYS Millionaire Systems
MVVBP Mission, Vision, Values, Beliefs & Perspective
OP Operating Principal
QL Quantum Leap
RD Regional Director
RSTLM Recruit Select Train Lead Motivate
RTCK Recruit Train Consult Keep
TL Team Leader
USP Unique Selling Promotion
WI4C2TS KW’s Value Proposition