SBJ: What has been key to your recent growth?
Dan Holt: The main thing to our growth is that our office and our market center always keep the agent as the focus of the business. Agents know that by coming to KW, they are going to get plugged into the culture, the training, the tools and the systems that have been proven for over 20 years.
SBJ: How do you manage growth in a constantly changing real estate market?
Holt: That’s part of the education process. As long as you’re in a growth mindset, the market’s always going to be hard. It’s just going to be a different hard. That’s why our education is so important, because it’s relevant to the market of the moment. We help manage that growth, No. 1, by education, and, No. 2, by setting expectations. What I mean by that is helping them have an understanding of the market and the steps that have to happen to generate clients for life.
SBJ: What has the company’s growth enabled you to do?
Rachel Watson: The biggest thing we’ve been able to do with growth is change lives. Here locally with our agents, we’ve been able to create a bigger vision and a bigger life outside of just buying and selling real estate. With our Thrive 25 by 2025 initiative, we want to have 100,000 net worth millionaires within the entire company of Keller Williams. We want all our Keller Williams offices to be million-dollar offices, because we profit share, and each of our offices is independently owned and operated. Even though we are partnered with a national franchise, we are still a local company.
SBJ: Is your fast growth sustainable?
Holt: We’re just getting started. Our growth has been very systematic and sustainable. We’ve grown with scale. The reason our growth is so important to us is because the more signs and the more market share we take, the easier it makes it for our agents to do business. The more agents we have, the more services we can offer to our agents.
SBJ: Is there a tipping point?
Holt: No. I said it last year, and I will say it again, I am not going to be satisfied until we have 100% market share. It’s a common language out there that there’s enough for everybody, you don’t have to have all of it. I just don’t feel that way. I want everybody to thrive as long as they’re in business with us. I know it sounds selfish when we say we want 100% market share, but we want it for our people.
SBJ: What is the best or worst business advice you’ve received?
Watson: You are the sum of the five people that you spend the most time with. That’s something that I think rings true in personal or professional life. Who are the five people that you are spending your most time with and how are they influencing you? How do your goals align with their goals and is that the right path? I think that’s a hard conversation for some people to have. I think it’s a really exciting thing. How can I level up my five to help grow, not only my world, but the worlds of people on our team?
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