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Keller Williams UniversityLead Generation36:12:3Instructor Guide andBlueprintJulie Fantechi and Mona CoveyLead Generation 36:12:3—Your Mission

PrefaceLead Generation 36:12:3 Instructor Guide and BlueprintNoticesWhile Keller Williams Realty International (KWRI) has taken due care in the preparation of allcourse materials, we cannot guarantee their accuracy. KWRI makes no warranties eitherexpressed or implied with regard to the information and programs presented in the course or inthis manual.This manual and any course it’s used as a part of may contain hypothetical exercises that aredesigned to help you understand how Keller Williams calculates profit sharing contributionsand distributions under the MORE System, how Keller Williams determines agentscompensation under the Keller Williams Compensation System, and how other aspects of aKeller Williams Market Center’s financial results are determined and evaluated. Any exercisesare entirely hypothetical. They are not intended to enable you to determine how much moneyyou are likely to make as a Keller Williams Licensee or to predict the amount or range of salesor profits your Market Center is likely to achieve. Keller Williams therefore cautions you not toassume that the results of the exercises bear any relation to the financial performance you canexpect as a Keller Williams Licensee and not to consider or rely on the results of the exercisesin deciding whether to invest in a Keller Williams Market Center. If any part of this notice isunclear, please contact Keller Williams’ legal department.Materials based on the Recruit-Select-Train-Manage-Motivate (RSTMM ) system and theWinning Through Selection course have been licensed to Keller Williams Realty International byCorporate Consulting. KWRI has the exclusive right within the residential real estate industryto market and present material from RSTMM , Winning Through Selection , and any derivativesowned by or created in cooperation with Corporate Consulting.Material excerpted from The Millionaire Real Estate Agent appears courtesy of The McGraw-HillCompanies. The Millionaire Real Estate Agent is copyright 2003–2004 Rellek PublishingPartners LTD.Copyright noticeAll materials are copyright 2007 Keller Williams Realty International.No part of this publication and its associated materials may be reproduced or transmitted in anyform or by any means without the prior permission of Keller Williams Realty International.Note: You may obtain additional copies of this Lead Generation 36:12:3 Instructor Guideand Blueprint from the Instructor Toolkit CD included with the course, or you maydownload it from the Free Materials area on www.kellerwilliamsuniversity.com.iiLEAD GENERATION 36:12:3 INSTRUCTOR GUIDE AND BLUEPRINT ED 1 REV 1– 2007 KELLER WILLIAMS REALTY INC.

Lead Generation 36:12:3 Instructor Guide and BlueprintPrefaceTable of ContentsMINDSET .1Philosophy of Lead Generation 36:12:31Your Role as an Instructor2Concepts of Adult Learning4GETTING READY . 5Blueprint5Lead Generation 36:12:3 Calendar6Course Preparation8Student Preparation8HOW TO. 11Anchor each Power Session11Control Pace and Timing of Each Session12Make the Most of Stories and Quotes14Lead the Exercises15Utilize Audio Visual Tools17Have Fun17PUTTING IT ALL TOGETHER . 19Key Points for Success19APPENDIX . 21LEAD GENERATION 36:12:3 INSTRUCTOR GUIDE AND BLUEPRINT ED 1 REV 1– 2007 KELLER WILLIAMS REALTY INC.iii

PrefaceLead Generation 36:12:3 Instructor Guide and BlueprintNote: The following “Help us help you!” is included in Lead Generation36:12:3 Introduction: The Power of One. Please call students’attention to it when they encounter it in class. The student will entertheir Start Date of Lead Generation 36:12:3 in their profile on theintranet White Pages.This information will allow KWU and KWRI to track the impactLead Generation 36:12:3 has on productivity and allow us tocontinue to make improvements to the training program.Thank you for your assistance in getting this accomplished!Help us help you!Please take a moment to let us know that you have enrolled in Lead Generation 36:12:3.1.Login to http://intranet.kw.com2.Select White Pages3.Select My Profile4.Enter your Start Date for the Lead Generation 36:12:3 program.Lead Gen 36:12:3Start Date:Once you provide us with this information, we’ll be able to partner with you as you work towardsyour productivity goal of 36 transactions in 12 months—through a focus of 3 hours of daily leadgeneration. Besides providing us with data that we can use to create rewards and recognition foryour achievements, this information will help us determine how we can make the course contentand design even better!Please give us your feedback about the course and about your lead generation activities. Send us anemail at 36123@kw.com.Thank you!Keller Williams UniversityivLEAD GENERATION 36:12:3 INSTRUCTOR GUIDE AND BLUEPRINT ED 1 REV 1– 2007 KELLER WILLIAMS REALTY INC.

Instructor Guide and BlueprintMindsetPhilosophy of Lead Generation 36:12:3Thank you for choosing Lead Generation 36:12:3! This course is designed topropel Growth Phase agents into action. It provides the skills-based,experiential training and guidance in lead generation that the solo agent needsto achieve 36 transactions in 12 months.The Growth Phase is a critical and exciting time, as agents build upon the skillsthey developed and the successes they achieved with CAMP 4:4:3.Completion of Lead Generation 36:12:3 will further increase their momentumas they acquire the mindset and know-how to both achieve the goals of 36:12:3and position themselves to reach the millionaire achievement level, as definedin The Millionaire Real Estate Agent.“The art of teaching isthe art of assistingdiscovery.”MARK VAN DORENPOETStudent ManualThere are 11 two-hour Power Sessions, introduced by a powerful two-hoursession on the concept of The Power of One. The first 4 Power Sessions (1-4) arefoundational while the others (5-11) provide how-to guidance supported bymodels, tools, exercises and assignments.LEAD GENERATION 36:12:3 INSTRUCTOR GUIDE AND BLUEPRINT ED 1 REV 1– 2007 KELLER WILLIAMS REALTY INC.1

Instructor Guide and BlueprintMindsetYour Role as an Instructor“A teacher who isattempting to teachThank you for accepting this mission! A broad challenge lies before you. As aninstructor of Lead Generation 36:12:3, you are poised to change mindsets,widen horizons, and be the very embodiment of the Keller Williams missionstatement, helping agents build careers worth having and businesses worthowning.without inspiring thepupil with a desireto learn isInspireA new vision—The Power of Onehammering on acold iron.”HORACE MANNEmpowerChange and GrowthFacilitateHow-to, hands-on learning—with tools, models and systemsGive agents the keyTo more business, and more profitsIt’s easy to be passionate about Lead Generation 36:12:3. Thanks to theinnovative models, solid systems, and useful tools that you will share with yourstudents, lives will be changed and the fabric of our industry may never be thesame again.Catch the excitement and share the energy!2LEAD GENERATION 36:12:3 INSTRUCTOR GUIDE AND BLUEPRINT ED 1 REV 1– 2007 KELLER WILLIAMS REALTY INC.

Instructor Guide and BlueprintMindsetSome Practical Tips1.Read every Power SessionIn order to understand how the different elements in the course relateto each other, it is essential to read not only the session you arepreparing for, but all of the sessions.2.Live the Action PlanAn Action Plan is built into the “Putting It All Together” section ofeach session. As the instructor, you should initially create and follow anAction Plan for yourself. This has two benefits:3. It provides you with the full impact of the session. It creates experiences which you can then translate into illustrationsand stories during the class.“By learning you willteach, by teaching youwill learn.”LATIN PROVERBMake sure your learners are with youInternalize the key points of delivery so well that you can focus on yourlearners. Walk around. Make eye contact with everyone in the room.Tune into what they are experiencing—monitor them while they arerole-playing or doing small group exercises.4.Follow the modelsLead Generation 36:12:3 documents proven models of success, and shouldbe the foundation for information presented in the course. You may useyour own experience to enhance the material and you may choose to letthe students know how you do things differently, why you made thosechoices, and what the results have been.5.Use your voice to transmit enthusiasmDon’t be afraid to communicate passion through your voice andgestures. If you bring enthusiasm to your teaching, your students will bemore likely to have enthusiasm for the subject matter themselves. Whileyou should be wary of starting off too high—super-charged energy canbe hard to maintain for two hours straight—be mindful that you are a“coach” and should transmit excitement and a can-do spirit to your“team.”6.Learn more about the art of teaching!By attending Train The Trainer I—a requirement for teaching KWUcourses—you will learn more practical teaching tips that will bringgreater depth to your skills and help you maximize your natural ability tocommunicate, lead, and impart knowledge.LEAD GENERATION 36:12:3 INSTRUCTOR GUIDE AND BLUEPRINT ED 1 REV 1– 2007 KELLER WILLIAMS REALTY INC.3

Instructor Guide and BlueprintMindsetConcepts of Adult Learning“To teach is tolearn twice.”Make the most of the learning experience by applying what we know aboutadult learners to your instructing style.JOSEPH JOUBERTAdult LearnerAdults are motivated tolearn because they have ause for the skill orknowledge being taughtAdults have a need forapplication and how-toinformationInstructorFocus heavily on the application of the concept to relevant problems.Learning should be a means to an end, not an end to itself.Straightforward how-to is the preferred presentation style. Give themtools they can take away and put into action immediately—“grab andgo.”Adults bring a great deal oflife experience into theclassroomTap into this experience—it is an invaluable asset to beacknowledged and used. Ask these questions:“Will you tell me about your experience with ?”“Are there additional points we should consider?”“Can you give me an example of when this has happened?”Adults learn well—and alot—from dialogue withrespected peersFacilitate discussions and encourage their active participation. Thecollaboration that results from discussion or group activities providesmany perspectives to accelerate discovery. Ask these questions:“Good question. Would someone like to answer that?”“Think of someone who what did they do ?”“What do the rest of you think? What should you do when . . .?”“If it were up to you, what would you do?”Adults want new knowledgeto be integrated withprevious knowledgeAllow for transition time and focus your efforts on how the newknowledge can be applied. Give confirming feedback when new skillsare practiced.4LEAD GENERATION 36:12:3 INSTRUCTOR GUIDE AND BLUEPRINT ED 1 REV 1– 2007 KELLER WILLIAMS REALTY INC.