REAL Trends President Shares Industry Perspective on KW’s Success

Feb 19, 2013 4:59:19 AM

REAL Trends President Steve Murray talked with Keller Williams leaders about industry trends and the risks and opportunities of being the largest U.S. franchise company by agent count. Keller Williams Vice President of Growth John Davis interviewed Murray in front of a lively crowd of team leaders, market center owners and regional directors.


“In 20 years as a consultant in this industry, I have seen three different companies reach the top and then falter,” Murray said. “When you’re No. 1, you’re no longer the hunter, you’re the hunted.”

Murray said he has often been asked the secret to KW’s success. He said his answer is simple: “They recruit and they train. They train and recruit.”

Murray commended KW leaders for doing a better job of telling the company’s story and implored them to maintain their culture. He also expressed confidence that the company could achieve CEO Mark Willis’ stated goal to grow to 105,000 associates within three years.

The real estate market is strengthening and attracting new professionals to the field. Interest rates will remain at historically low levels and homeowners who have been upside down since the recession will finally be in position to sell. In terms of recruiting, Murray suggested that a strong source of potential talent may be the hospitality industry. “Look around you,” he said. “They’re incredibly focused on customer service and they’re making $9 an hour.”