Keller Williams University The Six Personal Perspectives FOUNDATIONAL PERSPECTIVES TO PROPEL YOU TO THE HIGHEST LEVEL OF ACHIEVEMENT Acknowledgments The author would first like to thank Gary Keller, Mo Anderson, Mary Tennant, and John Davis. These leaders truly embody the Six Personal Perspectives on a daily basis. The majority of the course content came from Gary Keller, who began teaching these concepts not long after cofounding Keller Williams Realty. Thank you, Gary! In addition, many others offered their valuable insights. Beverly Steiner, Brenda Benson, Bruce Hardie, David Osborn, Dick Dillingham, Gene Arant, Georgia Alpizar, Holly Prescott, Jackie Ellis, Kay Evans, Lee Stern, Linda McKissack, Madison Offenhauser, Nikki Ubaldini, Sherry Lewis, Steve Chader, and Todd Butzer—thank you for all of your support, enthusiastic participation, expertise, and recommendations! Thank you to the KWU instructional designer team for the enlightening and energetic brainstorming session. Together, Everyone Achieves More! Thanks to Jeff Ryder for his editorial expertise. Thanks to Elizabeth Dannheim and Win-Win for capturing our high achievers on video. © 2021 Keller Williams Realty, Inc. Six Personal Perspectives v3.6 Notices WARNING! You must comply with the Telephone Consumer Protection Act (TCPA). Never call or text a number on any Do Not Call (DNC) list. Do not use a dialer to call or text a cell phone or use or leave artificial voice or prerecorded messages. Callers who violate the DNC Registry and the TCPA face potentially catastrophic legal damages. General Notice: While Keller Williams Realty, Inc. (KWRI) has carefully prepared all course materials, we do not guarantee their accuracy or make any express or implied warranties about the information. KWRI may change the material at any time without notice. This course may contain hypothetical examples and exercises meant to illustrate aspects of Keller Williams’ financial, growth and investment models, including: • calculation of profit share contributions and distributions; • calculation of agent compensation; • evaluation of a Market Center’s financial results; • agent productivity strategies; and • estimates of return on investment. These materials and examples are provided for informational purposes only; they are not a guarantee or prediction of performance, sales, or profits. Agent productivity strategies are models only, not requirements. Independent contractors should set their own goals and strategies. You should not (1) assume that the results of these exercises and models predict your or a Keller Williams Market Center's financial performance, or (2) consider or rely on the results of the exercises and models in deciding whether to make any investment. You should consult your own legal or financial advisor and verify all information to your satisfaction. Copyright: These materials are copyright © 2021 Keller Williams Realty, Inc., (KWRI) its licensors, or their respective owners. All rights reserved. You may not reproduce or transmit these materials without the prior, express written permission of KWRI. If any part of this notice is unclear, please contact compliance@kw.com. Material excerpted from The Millionaire Real Estate Agent appears courtesy of The McGraw-Hill Companies. ©2003-2004 Rellek Publishing Partners Ltd. All rights reserved. © 2021 Keller Williams Realty, Inc. Six Personal Perspectives v3.6 © 2021 Keller Williams Realty, Inc. Six Personal Perspectives v3.6 Table of Contents THE SIX PERSONAL PERSPECTIVES DEFINED........................................................ 7 STEP 1: COMMIT TO SELF-MASTERY ................................................................... 17 STEP 2: COMMIT TO THE 80/20 PRINCIPLE ......................................................... 27 STEP 3: MOVE FROM “E” TO “P” ...................................................................... 49 STEP 4: MAKE BEING “LEARNING BASED” THE FOUNDATION OF YOUR ACTION PLAN ................................................................................................................... 55 STEP 5: REMOVE YOUR “LIMITING BELIEFS” ...................................................... 77 STEP 6: BE ACCOUNTABLE ................................................................................. 85 THE BOTTOM LINE ............................................................................................. 99 FROM AHA’S TO ACHIEVEMENT ....................................................................... 101 © 2021 Keller Williams Realty, Inc. Six Personal Perspectives v3.6 Notes © 2021 Keller Williams Realty, Inc. Six Personal Perspectives v3.6