Hey Southwest Region!

Many buyers and sellers hit a pause in late February, unsure when to make a move. As real estate professionals, we can show the way by taking proactive steps.

Here are 5 tactical moves to capture the spring market early:

1. Identify “Stagnant Inventory” Opportunities
Find homes in your area that have been on the market 45+ days. Reach out to buyers with a “Value Play” pitch. Sellers may now be more willing to cover closing costs or buy down interest rates, turning a “stale” listing into a strategic win.

2. Host a “Lifestyle Transition” Webinar
Move away from “How to Buy/Sell” and focus on the “Why.” Host a short session on topics like upsizing, changing lifestyles, or managing a simultaneous buy-and-sell without the stress of being unhoused.

3. Send a “Notice of Value” Postcard
Skip the usual “Just Listed” message. Instead, send a card showing real demand, including how many qualified buyers are looking on a specific street, in a neighborhood, or within a school district. Real demand creates real urgency.

4. Talk with Small-Scale Investors
Reach out to landlords considering their next move as the rental market stabilizes. Discuss selling, reinvesting, or using a 1031 exchange to defer taxes while moving into a new property. A clear, simple plan can open new opportunities.

5. Share Street-Level Value Updates
When a home sells at a strong price, notify nearby homeowners. A “Value Alert” showing how one sale just shifted their net worth can spark curiosity, even among owners who weren’t thinking about selling.

Small, consistent actions can create momentum and meaningful conversations in your market.

Source: Rich Rector’s OP Weekly Insights

Hey Southwest Region!

In the Southwest Region, we host quarterly Reverse BOLD 100 events to connect with our agents, gather real-time feedback, and gain insight into what you want and need most to grow your business. This is something you can easily implement in your own business on a monthly, quarterly, or annual basis, and it has the potential to create a major spike in your database growth.

What is a Reverse BOLD 100?
Reverse BOLD 100 is a Keller Williams MAPS Coaching lead generation strategy where agents run a contest, like a giveaway, to prompt potential clients to call them, aiming for 100 inbound conversations in one day to rapidly build their database. It reverses traditional outbound cold-calling by giving prospects a reason to reach out.

Why is it called “Reverse”?
Instead of agents doing traditional outbound prospecting, you create a reason for people to call you. It flips the script on lead generation.

Why This Works

• Builds your database fast
• Creates urgency and excitement
• Generates real conversations, not random dials
• Helps agents gain confidence through momentum
• Turns marketing into lead generation instantly

Implementation Is the Secret Sauce
The idea is always the easy part. Implementation is always the hardest part. That’s why your Regional Operations Manager has created a simple guide on how to do your own Reverse BOLD 100 in your business.

We Want to See What You Create
We would love to see what you come up with throughout the year as you change the way traditional lead generation is done, touching 100 or more leads through a single Reverse BOLD 100 event.

Let AI Write Your Follow-Up and Remind You So You Actually Do It

Hello SW Region Leaders and Associates,

Here’s your coaching tip for the week:

The follow-up you do not send costs you more than the lead you never got.

Most agents know they should follow up. Few do it consistently. The gap is not knowledge. It is friction. When you have to think about what to say, you delay. When you delay, you forget. When you forget, someone else gets the deal.

AI eliminates the friction.

Here’s what to do:  After every showing, open ChatGPT and type this:

“I just showed a 3-bedroom home in Summerlin to a couple relocating from California. They loved the backyard but were concerned about HOA fees. Write a follow-up text and remind me at 8pm to send it.”

You will have a personalized message in about 10 seconds and an email reminder to send it later. Copy. Paste. Send.

The agent who follows up the same day wins. AI makes same-day follow-up effortless.

Stop losing deals to silence. Let AI handle the words so you can handle the relationship.

If you liked this tip, hit reply. We would love to hear your thoughts! 

Want to learn more about leveraging AI in your real estate business? Keep an eye on the regional calendar for upcoming AI classes.

Hello SW Region Leaders and Associates,

Here’s your coaching reminder as we head into the end of the month.

Today’s Conversations Create February Closings

If your January conversations slow down, your February income will too. Closings don’t come from hope. They come from work done 45 to 60 days earlier.

All conversion lives in today’s conversations.

Here’s what to say to buyers right now:

“Rates have shifted again and while still at historical lows, the real change isn’t the number. It’s the timing. You’re not competing with the buyers you’ll be competing with in 60 days. In 60 days, the issue won’t be rates. It’ll be demand. Multiple offers, tighter negotiations, less leverage. Right now, you have the advantage. Later, you’re in the crowd.”

Your role as an agent is to help buyers take action before competition increases, not navigate challenges once the market tightens.

Lean into the conversations today and set yourself up for a strong February.

If you liked this tip, hit reply. We would love to hear your thoughts! 

Inspired by Byron Lazine

Hello SW Region Leaders and Associates,

This week’s coaching tip comes with a simple tool you can use right away.

The BOLD Pivot Memory Jogger is a guided checklist that helps you identify people you already know but may not yet have in your database. It walks you through everyday relationships, personal connections, service providers, and community contacts to spark ideas and uncover missed opportunities.

Here’s how to put it into action this week:

1. Set a 15-minute timer.
2. Work through the questions and write down every name that comes to mind.
3. Don’t overthink it. Just get the names on paper.
4. Add these contacts directly into KW Command (Command Contacts) so you can begin intentional follow-up immediately.

This simple exercise can quickly add dozens of meaningful contacts to your database in one sitting.

Block 15 minutes on your calendar, download the resource, and take action this week. Small actions done consistently lead to stronger databases and stronger businesses.

Hello Southwest Region Leaders & Associates,

Today’s buyers are sending a clear message, and the data backs it up.

According to Realtor.com®, the hottest home trends for 2025 are centered on efficiency, sustainability, and connection to nature. One standout stat says it all: mentions of WaterSense fixtures in active listings jumped 289 percent year over year, making it the fastest-rising home feature nationwide.

So what does this mean for your business?

 Efficiency Is the New Luxury

Buyers across all price points are prioritizing homes that save money, conserve resources, and still feel comfortable and modern. The fastest-growing features include:

• Water-saving fixtures
• Net-zero ready homes
• EV charging stations
• Energy-efficient outdoor lighting

These upgrades are no longer limited to luxury listings. They are becoming everyday expectations.

 Nature and Design Matter More Than Ever

Biophilic design is on the rise, with more buyers drawn to homes that bring the outdoors in through natural light, greenery, and indoor-outdoor flow. These homes feel calmer, brighter, and more livable, which resonates emotionally with today’s buyers.

 Smart Homes, Simplified

Smart features are shifting from nice-to-have to must-have. Buyers are responding to:

• Smart lighting systems
• Reliable hardwired internet
• Functional home offices

Convenience, reliability, and flexibility continue to drive decisions, especially for work-from-home households.

 What Is Falling Out of Favor

At the same time, buyers are moving away from overly formal or high-maintenance features like:

• Formal dining rooms
• Infinity-edge pools
• Oversized garages
• Heavy, ornate design styles

Function and flow are winning over formality.

 Coaching Takeaway

When preparing a listing or advising sellers, focus on what buyers value right now:

Highlight eco-efficient upgrades

Emphasize indoor-outdoor living and natural light
Call out smart, functional improvements that support everyday life

Sustainability and efficiency are no longer trends. They are the new standard.

Aligning your listings with these buyer priorities helps you stand out today and positions your clients for stronger results tomorrow.

Let’s keep leading with data, clarity, and confidence.

If you liked this tip, hit reply. We’d love to hear your thoughts! 

Source: BAM, Sarah Lentz, November 14, 2025

Hello Southwest Region Leaders & Associates,

Smart investing starts with understanding whether a property is better suited for flipping or holding. With interest in fixer-uppers rising nationwide, now is the time to help your investors choose the right strategy.

Fixer-Upper Activity Is Growing

Listings marketed as fixer-uppers receive 52% more views than comparable homes
Searches for fixer-uppers are up 3 times since 2021
The average fixer-upper lists for about $200,000, roughly 54% below the national median price of $436,000

Where Flips Work Best

More affordable markets are ideal for fix and flip strategies:

• Toledo, OH
• Detroit, MI
• Jackson, MI
• Dayton, OH
• Saint Louis, MO

Where Holding Works Best

High-cost cities often favor long-term rentals:

• San Jose, CA
• New York, NY
• San Francisco, CA
• Los Angeles, CA
• Seattle, WA

Three Rules Every Investor Should Know

1% Rule – For Investments Ready to Rent
Monthly rent on the day of purchase should equal 1% of the purchase price. In hot markets, gross rental income is usually closer to 0.8%.
Formula: Monthly Rent ÷ Sales Price = 1% or Higher

70% Rule – For Flippers Planning to Sell
Do not pay more than 70% of the property’s after-repair value after renovation costs are subtracted.
Formula: (Cost of Repairs + Purchase Price) ÷ After-Repair Value = 70% or Lower

50% Rule – For Ongoing Financial Planning
No more than half of a property’s monthly rental income should go towards expenses like maintenance, taxes, insurance, and vacancy periods.
Formula: Net Operating Income ÷ Gross Rental Income = 50% or Lower

These rules guide buy-and-sell decisions, make expectations clear, and protect long-term returns.

Hello Southwest Region Leaders & Associates,

This week’s Coaching Tip comes from our Regional Tech Trainer, Jimmy Chickey, after reading Napoleon Hill’s classic Think and Grow Rich. The principles in that book shaped his life just as they have for generations of leaders and entrepreneurs. Hill’s core message is simple but powerful: success begins with thought—specifically, a definite purpose fueled by belief, desire and backed by consistent action.

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The Power of Desire and Faith

Two principles resonated with me early: Desire and Faith.

Hill positions Desire as the starting point of all achievement—not a vague wish, but a burning obsession backed by purpose and persistence. Faith is the emotional engine that transforms desire into belief and action. Together, they create the inner certainty required to overcome doubt and adversity.

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My Story

I’m the youngest of six children. None of my older siblings went to college. There was no example set before me and money was tight growing up. Yet from early on, I knew with absolute clarity: I am going to college.

I didn’t have faith in many things back then, but when it came to that goal, my belief was unshakable. I didn’t hope—I knew. That intense desire and deep-rooted faith drove me to work hard without anyone needing to push me. Paying for college was entirely on my shoulders, so I found scholarships, worked jobs, and figured out how to make it happen financially. As a result I graduated with two degrees.

Looking back, I realized I’d instinctively followed Hill’s principles from a young age, though I didn’t understand it at the time. Think and Grow Rich gave me language for what I had already lived. It showed me that success isn’t only about resources or background—it’s about the beliefs we hold and the clarity of our desires.

Hill’s principles aren’t abstract theories. They are tools that can shape the course of a life. They shaped mine before I even knew what they were.

— Jimmy Chickey, Regional Tech Trainer

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Coaching Tip:

Now ask yourself: What do I want so badly right now that I’m willing to make it inevitable?

Not “I hope” or “I should”—but what calls to you with that same unshakable knowing?

If you’re struggling to answer, Think and Grow Rich will help you clarify that burning desire and build the faith to achieve it. Sometimes we need Hill’s framework to recognize the power we’ve already been using unconsciously—and learn to wield it intentionally.

 Q4 Wealth Review & Planning 

Hello Southwest Region Leaders and Associates,

As we approach year-end, it’s the perfect time to reflect, plan, and set yourself up for a strong start in 2026. Use this concise checklist to close out 2025 with purpose and launch the new year with clarity:

 Celebrate Wins
• Reflect on what went well this year—both financially and personally.

 Tax Readiness
• Schedule your final CPA meeting to review 2025 projections.
• Verify escrowed tax reserves will cover expected liabilities.
• Identify end-of-year strategies to reduce projected taxes.

 Strategic Investments
• Consider tax-deferred assets: real estate, businesses, syndications.
• Invest in tax-deducting opportunities such as oil and gas drilling funds.
• Purchase business assets at year-end instead of waiting until next year to fully expense them.
• Complete cost segregations for each property.

 Max Out Accounts
• HSA: $4,300 (individual) | $8,550 (family)
• 401(k): $23,500 (<50) + catch-up for 50+
• Roth IRA: $7,000 (<50) | $8,000 (50+)
• SEP/Traditional IRA: same as above

 Wealth Check-Up
• Update Net Worth & Cash Flow statements.
• Adjust Fair Market Values for accuracy.
• Ask: What worked? What didn’t? What’s next?

 Build Your 2026 Wealth GPS
• Define measurable cash-flow goals (passive or active).
• Begin Q1 wealth actions now in Q4.

 Legal & Entity Review
• Confirm trusts, wills, and entities are aligned with wealth and liability goals.

 Recharge for 2026
• Finish strong. Recalibrate. Relaunch boldly.

Pro Tip: Take one actionable item from each section this week to start Q1 2026 strong and focused!

Re-Energizing Stalled Buyers 

Hi Southwest Region Leaders and Associates,
This week’s coaching tip is focused on re-energizing buyers who have stalled in their search — helping you turn hesitation into action and move them closer to their dream home!

Market Reality Check: Waiting Can Be More Expensive Than Acting

Many buyers assume holding off will save them money — but more often, the opposite is true. Home prices in high-demand markets rarely go down, and waiting even three to six months can mean paying thousands more. A small bump in interest rates — even just a quarter percent — can make a noticeable difference in a monthly payment. While hesitant buyers wait for the “right time,” others are already moving into the homes they wanted. The takeaway: the cost of waiting almost always outweighs the cost of taking action today. Guiding buyers to see this clearly is one of the greatest services you can offer.

Tactical Playbook: 5 Ways to Reignite Buyer Motivation

Remind them what they’ve missed. Sometimes, the reality of a “lost opportunity” sparks the urgency they need.
Lead with facts, not feelings. Share simple comparisons showing monthly payments at current rates versus if rates rise slightly.
Redefine ‘perfect.’ Many buyers pause because they’re chasing perfection — help them see that the perfect home becomes perfect after they make it theirs.
Provide structure and support. Weekly check-ins or tailored alerts help clients feel guided instead of pressured.
Share wins. Real stories of buyers who acted decisively and gained equity can inspire others to do the same.

Action Challenge: The 72-Hour Buyer Reboot

Choose three inactive buyers this week and make it your goal to reconnect. Start with a personal call using a simple opener:

“I don’t want you to miss out — in the last couple of weeks, several homes in your range have sold. Let’s reconnect and create a plan so you’re ready when the right one appears.”

Follow up with a quick email comparing payments now vs. if rates rise slightly, to make the cost of waiting tangible. Then, offer a brief 20-minute strategy session — even over Zoom — focused on restoring their confidence, clarity, and momentum.