SHIFT Happens? No, it Happened

Hate to burst bubbles in the fanfare here but let's step back into reality for a moment.

"Why would Gary Keller spend so much of his time and money bringing his agents SHIFT?  Because he gets that it's about us--the agents--and he wants us to succeed.  I can't tell you how much I appreciate Gary and the leadership of our company for actually caring about our lives and finding ways to better them."

May I offer an alternative viewpoint? 

IT'S ABOUT THE MONEY!

It is about building a company to be profitable.  There is no altruistic generosity of spirit here just to improve the human condition or cure world hunger, there is simply a shrewd businessman who has built a huge company based on the concept of "caring."  Win-Win may be an excellent mantra, but the bottom line with KW, just like every other big real estate company in America is to seal the deal, and secure the commission.  That is paramount.  That is the number one objective.  Now, if the company encourages doing that in a more ethical manner, good for them.  But KW classes teach the way to success is to push, push, push.  To call everyone, get them on your contact lists, to repeatedly "touch" them, etc., etc. 

So is the model a bad one?  I believe it is somewhat amiss.  The business model of the company is much like a pyramid.  He who has the most bodies will win the war.  That is the secret of Keller's success. Recruit, recruit, recruit, until you have greater numbers than any other company, then by pure mathematical calculations, you will do more deals, and the company will make more money.  Nothing wrong with that approach IF you can maintain quality.  That is where KW is weak.  Agents have ample opportunity to learn within the company, but requirements to do so are non-existent.  It is impossible to try to capture the most bodies and be selective at the same time.

So there you have it.  Is Gary Keller a great salesman?  Absolutely.  Is KW a company with the Navy Seals, the Special Forces, the Top Guns of the industry?  There are a few.  But the bulk of agents are poorly trained, poorly managed, and lack the professionalism and expertise that a truly elite company might boast of.  And BTW, I spent over 3 years with KW, had an excellent market manager, was in the top 20% in productivity, and left on great terms.  No sour grapes, just a dose of reality.

Matt - just drink the Kool-Aid. 

Maybe I should bust out the popcorn....I have been with KW and I was a team leader with KW.  I'm interested to see where the comments go (if anywhere).

Matt:  I love the fact that you point out what the agents succeeding in this market already know... the shift happened. 

Gotta echo Erica - implementation is key. But I like most what you said Matt, about implementing a few ideas right away. It doesn't take doing everything to see positive results, just a few simple steps.

I am looking forward to my copy arriving in about 3 months.  All the other stuff is a bonus.

Currently I am at Keller Williams and I like the company. I think it is all about taking the information that KW has to offer and applying it to your business. It all about what you do with the info!!

No, I wasn't soliciting a heated comment.  just trying to clarify fact from fiction.  Unless your market center operates without charging agents, you pay KW a significant amount each year.  Now, I suppose you could say Gary Keller goes around speaking for free, but if you will send me money on an ongoing basis, let me promote a book I can make millions off of, and keep buying my hats, t-shirts and coffee mugs, I'll come speak to you for free as well.  Matter of fact, if you go down to his home office in Austin, he will speak for free as long as you buy concessions from the family's coke machine and contribute $10 to his kids.  The guy is in the business to make money, not make friends, not to help agents, and certainly not to make sure every real estate deal is handled well. Nothing wrong with that, it is just a fact.  All the generous spirit stuff is just part of the illusion.

I also suppose "increasing productivity per agent" is a good selling point.  But what about releasing retention rates, the fact that only a few of those agents actually cap, and the fact that there is NO required level of expertise or experience to join as an agent and start representing clients?  The KW model is no different than the Amway pyramid.  It only continues to grow as long as more and more agents are convinced to join. 

Hi Matt,  I always read  the posts about market trends.  Our area started shifting about 90 days ago.  Hope your Holiday Season is the best ever !

A fabulous KW agent I know here sent me a copy and I did love it! Have to say~

Hi Matt,

KW agent here. I agree. Gary Keller has built a fabulous company. I have hung my license at some of the biggest franchises and one mom and pop shop over the years and I have never seen anything like what KW has to offer. The access to relevant information for education in every aspect of the business of real estate and to help you build your real estate business is FANTASTIC. The education comes in many forms such as on line video, webinars, CD's, the printed page & in class participation.

KW promotes that it is your business. The KW logo can be the smallest font on the signs and business cards you design with your own logo, name, team, or group being the largest font. Some agents have their own company name followed in small print by "powered by Keller Williams"

I could spend all morning describing what KW has to offer that I haven't seen anywhere else. And still not all agents are going to take advantage of what KW offers, that's true. Just like most other companies there will be agents with various degrees of education, professionalism, and success.

I know this can happen anywhere but; My main problem is that team leaders / managers can change and some leaders are much stronger and more educated than others. I have a hard time having a leader that isn't stronger and more educated in real estate than I. I don't need a cheer leader. I need to know I have a "go to" problem solver. Someone I can count on when the going gets tough. Someone that knows the correct answers to tricky situations. Someone in charge that I admire and respect. A change in leadership can entice me to look elsewhere for a higher commission split. If I don't have a strong smart leader I can count on I might as well join a e - real estate company.

I apologize Matt, but caring about people and being more flexible to help them is precisely why I left KW.  I disagree with their position on commissions and making the deal work as the number one objective.  I believe I have repeatedly acknowledged that Gary Keller is a brilliant salesman.  We can debate the extent and purposes of his generosity, but you obviously only wanted people to concur with your viewpoint. 

Can you imagine anyone wanting to read a blog if all subsequent posts just agreed with the author? 

Matt: Thanks for this. I appreciate it! I think "Shift" sounds like a significant book that everyone in the real estate business should get their hands on. I am so impressed with the KW model. Take care.

Shift is a great book!  I am not sure that many of the agents actually implement what he writes though...

Shift is simply offering you the Agent any and all Agents the opportunity to take a hard look at your business and see what might be beneficial for you to change.

It is a blur print for those that want it to be a blueprint, it is a revaluation tool for those that just need to reevaluate and tweak their business. Then for some it can creat a complete overhaul.

Where ever you are in your business there is something to be learned to better your business.