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

Kristan Sheppeard

Heart Award Recipient

We are proud to recognize Kristan Sheppeard as this year’s Heart Award recipient.

Kristan was nominated and honored for her consistent commitment to service, compassion, and community. She is widely known for showing up often before she’s asked and for supporting others with genuine care and generosity.

As shared in Patti Bourelle’s remarks during the award presentation, Kristan lives out the spirit of “I got you.” Whether through volunteering, supporting charitable causes, or simply being there for others, she leads with kindness and encouragement in everything she does.

Kristan is deeply involved in the Yuma community through organizations and initiatives such as the AdvoKATE Foundation, the PB & Jelly Drive, and the YAR Community Outreach Committee. Her energy, creativity, and willingness to help have made a meaningful impact across countless events and outreach efforts.

Her faith, her family and her heart for others guide her actions and she is a source of light and inspiration to those around her.

We are grateful for Kristan’s servant leadership and honored to celebrate her as this year’s Heart Award recipient.

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.

 Converting Leads That Went Cold 

Inspired by “Your Weekly Boost for a Winning Real Estate Week”

by Ken Goodfellow
Hi Southwest Region Leaders and Associates,
This week’s coaching tip is all about reconnecting with leads that have gone quiet — and turning them into your next opportunities!

 Mindset for the Week

Every real estate agent has a database of leads that once seemed promising but eventually went quiet. It’s easy to label them as “dead” and move on — but in most cases, those clients simply weren’t ready yet.

The top agents don’t see silence as rejection. They see it as opportunity delayed. Those same people still have dreams, goals, and needs — their timing just shifted.

When you adopt the mindset that a cold lead is a future client waiting for the right time, everything changes. You stop chasing and start nurturing — providing consistent, meaningful value that keeps you top of mind. When they’re ready, you’ll be the first call they make.

Tactical Tip

To revive a cold lead, reconnect them to something new and relevant using the 3-Point Revival Method:

 Acknowledge the time gap. Be real and human — “It’s been a while since we last connected…” lowers defenses and builds trust.
 Bring fresh value. Share a neighborhood update, a market shift, or a new opportunity that might reignite their interest.
 Make a low-pressure offer. Invite them to receive an updated market insight or have a short chat to see what’s changed.

You’re not pushing them into a decision — you’re reminding them that you’re still in their corner.

 Script of the Week

“Hi [Name], I was reviewing my client notes and realized it’s been a while since we last spoke about your plans. I thought of you because I just saw that a home in your neighborhood sold for [X% above asking / record price]. That sale could directly impact your property’s value, and I wanted to make sure you had the latest insights. Would you like me to send over my updated market report so you’ve got the most accurate picture when the time is right? What’s the best way — email or text?”

This simple script acknowledges the pause, brings value, and reopens the conversation — without pressure.

 Tool Spotlight

Your CRM already holds the answers — but only if you know how to use it strategically.

Create a “Rescue” Filter to identify your best revival opportunities. Include:

• Leads you haven’t contacted in 90–180 days
• Prospects who opened emails in the past but never replied
• People who recently liked or commented on your social posts but didn’t reach out

By treating this group as your revival zone, you’ll have a focused list of contacts to reconnect with each week — turning overlooked leads into new appointments.

 Quick Win Challenge

This week, pick 10 cold leads and apply the 3-Point Revival Method:
 Acknowledge the gap
 Add fresh value
 Make a low-pressure offer

Track your results and schedule a follow-up call with anyone who responds.
Your measurable goal: Book one new qualified appointment before the week ends.