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.

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.

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

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.

October 2025 • Chandler, AZ

The 2025 ALC Clinic, hosted by the Keller Williams Southwest Region, brought together top agents and leadership from across Arizona and Nevada for a powerful day of learning, collaboration, and strategic planning.

Held in Chandler, Arizona, the event welcomed over 200 agents and leaders from Market Centers throughout the Southwest Region. With a packed room and high energy throughout the day, attendees came ready to learn, share, and lead together.

Instructor Spotlight

The clinic was led by Georgia Alpizar, who delivered impactful training focused on leadership, growth, and how ALC members can continue to elevate their Market Centers and communities. Her insights and real-world experience resonated strongly with both seasoned leaders and emerging voices in the room.

What Is the Keller Williams ALC?

The Agent Leadership Council (ALC) is a cornerstone of the Keller Williams model. Comprised of the top agents in each Market Center, the ALC serves as a leadership body that collaborates with local leadership to guide growth, productivity, culture, and decision-making.

ALC Clinics provide a space for these leaders to sharpen their skills, exchange best practices, and align on strategies that support agents and Market Centers alike.

Collaboration & Masterminding for 2026

A key highlight of the day was the opportunity for agents to mastermind together, sharing ideas, challenges, and strategies as they look ahead to 2026. These collaborative conversations reinforced the strength of the Keller Williams culture and the power of agents learning from agents.

Moving Forward Together

Events like the ALC Clinic reflect the Keller Williams commitment to leadership development, collaboration, and agent-driven growth. The Southwest Region looks forward to continuing to host opportunities that bring agents and leaders together to grow stronger—together.

About Keller Williams Southwest Region

The Keller Williams Southwest Region supports Market Centers and agents across Arizona and Nevada, offering education, leadership development, and culture-driven events designed to help real estate professionals build businesses worth owning and lives worth living.

Hello SW Region Leaders and Associates,

When’s the last time you Googled yourself? 
Or asked ChatGPT to tell you what it knows about you? (Careful… it might spill the tea! )

Here’s the deal: your online presence is working for you 24/7 — but only if it’s accurate and up to date. We’ve found that many agents have outdated info floating around, and some even have profiles sending clients to generic links that lead to… nowhere.

That means missed calls. Missed leads. Missed closings. 

 Your mission: Audit your online presence this week!

Here’s your checklist to keep clients finding YOU — not someone else:

• Phone number (still yours, right?)
• Email address
• Primary website
• Social media links

Places to check (and double-check):

• Your KW Marketing Profile (foundation for Command & your KW site)
• KW website
• Facebook + Facebook Business Page
• LinkedIn
• Instagram
• X (formerly Twitter)
• Homes.com
• Zillow
• Realtor.com
• Google Business Page

Pro Tip: Even if you think you don’t have a profile somewhere — search your name + “real estate” in Google. You may find pages you didn’t know existed.

The longer you wait to clean up and update your info, the more future business you could be losing.

So grab your coffee, block 30 minutes, and make sure your clients can find you — fast.

Your future closings will thank you. 

Hello SW Region Leaders and Associates,
The right tax strategy is a business growth strategy. You’ve worked hard to build a thriving real estate business—don’t leave money on the table come tax season.

Many agents miss out on legitimate deductions simply because no one ever gave them a clear, real-estate-specific list of what can be written off. That ends today.

We’ve created a downloadable Write-Off Checklist for Real Estate Agents, inspired by Alchemy of Money, so you can easily track expenses and save more of what you earn.

 Bonus: Smart Year-End Moves to Cut Your 2025 Tax Bill 

(These aren’t write-offs—they’re power moves!)

Prepay Expenses – Pay for software, rent, or coaching before Dec 31 to lock in deductions now.

Review Your Mileage Log – Make sure every showing, closing, and inspection is tracked (apps like MileIQ help!).

Upgrade Your Tech Stack – A new phone, laptop, or camera = business tools that also reduce your tax bill.

Invest in Professional Services – Strengthen your bookkeeping or get tax strategy support before year-end.

Disclaimer

This information is for educational purposes only and does not constitute financial or tax advice. Please consult your accountant or tax preparer for guidance specific to your business.