1. The Six Personal Perspectives
Foundational Perspectives to Propel You to the Highest Level of Achievement

2. What is it that Differentiates Those Who Achieve at the Highest Level from Those Who don’t Seem to Accomplish as Much?

3. Defining the Six Personal Perspectives
Instructor's Notes
9/17/2018
Defining the Six Personal Perspectives
Mindset
Approach to life
Attitudes
Course Page 7
Keller MREA Business Planning Clinic Jan 2004

4. Defining the Six Personal Perspectives
Instructor's Notes
9/17/2018
Defining the Six Personal Perspectives
I am going to nail it! I am going to master this!
I am going to focus on my Big Rocks.
I am purposeful about breaking through my ceiling of achievement.
I am willing to be taught. I always pursue learning.
I unlimit my thinking and my success!
It’s mine—I own it!
Course Page 9
Keller MREA Business Planning Clinic Jan 2004

5. Defining the Six Personal Perspectives
Instructor's Notes
9/17/2018
Defining the Six Personal Perspectives
Powerful Perspective
What 3 Things Would You Like to Accomplish in Your Life?
__________________________________
Your Challenge
How would you change? What would you do that you are waiting to get done because you think you will be here forever?
Course Page 11
Keller MREA Business Planning Clinic Jan 2004

6. Defining the Six Personal Perspectives
Instructor's Notes
9/17/2018
Defining the Six Personal Perspectives
Do a Reality Check
What is your GOAL?
How are you DOING with your goal?
How do you FEEL about that?
What will your future look like if you do not achieve your goal?
Course Page 13
Keller MREA Business Planning Clinic Jan 2004

7. Defining the Six Personal Perspectives
Course Page 15

8. Step One: Commit to Self-Mastery

9. Step 1: Commit to Self-Mastery
Instructor's Notes
9/17/2018
Step 1: Commit to Self-Mastery
Self-mastery is …
… the possession of great knowledge, skills, and habits that make YOU the master of YOU.
When you commit to achieving self-mastery, you
Know your goals,
Know your strengths and weaknesses, and
Know how to work with both your strengths and weaknesses to reach your goals.
Course Page 17
Keller MREA Business Planning Clinic Jan 2004

10. Step 1: Commit to Self-Mastery
Instructor's Notes
9/17/2018
Step 1: Commit to Self-Mastery
Mastery is …
…the possession of great knowledge, skills, and habits that make one the master of a subject.
It’s a Journey, not an Event
Course Page 17
Keller MREA Business Planning Clinic Jan 2004

11. Step 1: Commit to Self-Mastery
Instructor's Notes
9/17/2018
Step 1: Commit to Self-Mastery
Put the Pieces Together to Achieve Self-Mastery
Course Page 19
Keller MREA Business Planning Clinic Jan 2004

12. Step 1: Commit to Self-Mastery
Instructor's Notes
9/17/2018
Step 1: Commit to Self-Mastery
Role-Model Video
Watch Bruce Hardie, Regional Director, talk about what committing to self-mastery did for his business.
Course Page 19
Keller MREA Business Planning Clinic Jan 2004

13. Step 1: Commit to Self-Mastery
Instructor's Notes
9/17/2018
Step 1: Commit to Self-Mastery
Exercise: Achieve Goals through Self-Mastery
List three obstacles you think might hinder your achievement of the goal you wrote.
Consult and discuss with your partner so you are sure to dig deep—it’s not always the most obvious choice!
Share with your partner what strengths you feel you have that will help you overcome each obstacle.
Continued . . .
Course Pages 21-23
Keller MREA Business Planning Clinic Jan 2004

14. Step 1: Commit to Self-Mastery
Instructor's Notes
9/17/2018
Step 1: Commit to Self-Mastery
Exercise: Achieve Goals through Self-Mastery (cont.)
What weaknesses might hinder you from overcoming the obstacles? How can you conquer them? Brainstorm with your partner.
Are the obstacles movable? Is there something you can master that will help?
Time: 10 minutes
Course Pages 21-23
Keller MREA Business Planning Clinic Jan 2004

15. Step 1: Commit to Self-Mastery
Course Page 25

16. Step Two: Commit to the 80/20 Principle

17. Step 2: Commit to the 80/20 Principle
Instructor's Notes
9/17/2018
Step 2: Commit to the 80/20 Principle
Truth
There is a pattern of predictable imbalance in life. It is called the 80/20 Principle.
Course Page 27
Keller MREA Business Planning Clinic Jan 2004

18. Step 2: Commit to the 80/20 Principle
More results, fewer activities …
Excerpt from
The Millionaire Real Estate Investor
Course Page 27

19. Step 2: Commit to the 80/20 Principle
Instructor's Notes
9/17/2018
Step 2: Commit to the 80/20 Principle
Role-Model Video
Watch Madison Offenhauser, Regional Director and multiple Market Center OP, talk about how focusing on his 20 percent helped him avoid burnout and get focus.
Course Page 27
Keller MREA Business Planning Clinic Jan 2004

20. Step 2: Commit to the 80/20 Principle
Read, underline, and share . . .
The Big Rocks Come First
Course Page 29

21. Step 2: Commit to the 80/20 Principle
Instructor's Notes
9/17/2018
Step 2: Commit to the 80/20 Principle
When we are focused on the 20 percent that matters, we get 80 percent of the results we want.
Course Page 29
Keller MREA Business Planning Clinic Jan 2004

22. Step 2: Commit to the 80/20 Principle
Instructor's Notes
9/17/2018
Step 2: Commit to the 80/20 Principle
Extreme Pareto
Identify Your 20% …
. . . then go even smaller by finding the vital few of the vital few.
Course Page 31
Keller MREA Business Planning Clinic Jan 2004

23. Step 2: Commit to the 80/20 Principle
Instructor's Notes
9/17/2018
Step 2: Commit to the 80/20 Principle
Much To-Do About Nothing
Excerpt from The ONE Thing
Course Page 31
Keller MREA Business Planning Clinic Jan 2004

24. Step 2: Commit to the 80/20 Principle
Instructor's Notes
9/17/2018
Step 2: Commit to the 80/20 Principle
Make a Success List, Not a To-do List
Course Page 31
Keller MREA Business Planning Clinic Jan 2004

25. Step 2: Commit to the 80/20 Principle
Instructor's Notes
9/17/2018
Step 2: Commit to the 80/20 Principle
Exercise: Extreme Pareto
Write your goal from p. 13.
List as many of the things you can think of that you are doing/could be doing to make this goal a reality.
Create a Success List by circling only the tasks that are going to have the most impact on your goal.
Can you identify The ONE Thing you can do, such that by doing it everything else is easier or unnecessary?
Time: 5-7 minutes
Course Page 33
Keller MREA Business Planning Clinic Jan 2004

26. Step 2: Commit to the 80/20 Principle
Instructor's Notes
9/17/2018
Step 2: Commit to the 80/20 Principle
Focus with the 4-1-1 
Set weekly goals that correspond to larger monthly goals.
Set monthly goals that correspond to larger annual goals.
Make sure weekly goals are a success list, not a to-do list.
Plan weekly goals/activities no more than one week in advance, to allow for a change in direction if needed.
Set annual goals that can realistically be accomplished in a twelve- month time period.
Avoid revising goals set in prior weeks or months—to reflect new goals or missed goals, for example.
To download a customizable checklist, go to the toolkit tab at kwu.kw.com/sixpersonalperspectives
Course Page 35
Keller MREA Business Planning Clinic Jan 2004

27. Step 2: Commit to the 80/20 Principle
Sample Mega Agent 4-1-1
Course Page 37

28. Step 2: Commit to the 80/20 Principle
Build Your 4-1-1
For additional information on the 4-1-1, and to build and customize a online, go to click on the Resources tab, then click Online 411.
Course Page 39

29. Step 2: Commit to the 80/20 Principle
Instructor's Notes
9/17/2018
Step 2: Commit to the 80/20 Principle
Time Blocking: Manage Your 80/20
Truth
People think there is never enough time to be successful, but there is when you time block it.
Course Page 41
Keller MREA Business Planning Clinic Jan 2004

30. Step 2: Commit to the 80/20 Principle
Instructor's Notes
9/17/2018
Step 2: Commit to the 80/20 Principle
Four Keys to Successful Time Blocking
Be consistent enough to set the habit.
Be thoughtful and purposeful about the items you list on your calendar.
Always time block for the “Big Rocks” (your 20 percent) that ensure your success and the success of your business.
If you erase, you must replace!
Course Page 41
Keller MREA Business Planning Clinic Jan 2004

31. Step 2: Commit to the 80/20 Principle
Instructor's Notes
9/17/2018
Step 2: Commit to the 80/20 Principle
Exercise: Time Block Your 20 Percent
Refer to your weekly goals on your
Time Block what a typical day looks like if you are to achieve your goals for the week.
Time: 5-10 minutes
Course Page 43
Keller MREA Business Planning Clinic Jan 2004

32. Step 2: Commit to the 80/20 Principle
Instructor's Notes
9/17/2018
Step 2: Commit to the 80/20 Principle
Protect Your Time Block
Truth
The world doesn’t know your purpose and priorities and isn’t responsible for them—you are.
Course Page 45
Keller MREA Business Planning Clinic Jan 2004

33. Step 2: Commit to the 80/20 Principle
Instructor's Notes
9/17/2018
Step 2: Commit to the 80/20 Principle
Protect Your Time Block
Build a bunker
Store provisions
Sweep for mines
Enlist support
To download a customizable checklist, go to the toolkit tab at kwu.kw.com/sixpersonalperspectives
Course Page 45
Keller MREA Business Planning Clinic Jan 2004

34. Step 2: Commit to the 80/20 Principle
Course Page 47

35. Step Three: Move from “E” to “P”

36. Step 3: Move from “E” to “P”
Instructor's Notes
9/17/2018
Step 3: Move from “E” to “P”
Get Purposeful!
Course Page 49
Keller MREA Business Planning Clinic Jan 2004

37. Step 3: Move from “E” to “P”
Instructor's Notes
9/17/2018
Step 3: Move from “E” to “P”
Role-Model Video
Watch Brenda Benson, Regional Director, talk about how her business changed when she became purposeful, and her recommendations for breaking through ceilings of achievement.
Course Page 51
Keller MREA Business Planning Clinic Jan 2004

38. Step 3: Move from “E” to “P”
Step 1. Focus
Write your goals.
Focus on the 20 percent.
Step 2. Find Strategic Options
Ask, “How can this be done?”
Ask, “Are there different, better ways to do it?”
Step 3. Look for Models to Follow
Attend training that teaches you how to get where you want to go.
Identify mentors/people who have done it.
Step 4. Install Systems
Time block.
Practice scripts.
Create checklists.
Make sure the systems you install work consistently and efficiently.
Step 5. Bring in Accountability
Measure what you do.
Keep track with the Action Goal Worksheet.
Have an accountability partner.
To download a customizable checklist, go to the toolkit tab at kwu.kw.com/sixpersonalperspectives
Course Page 51

39. Step 3: Move from “E” to “P”
Course Page 53

40. Step Four: Make Being “Learning Based” the Foundation of Your Action Plan

41. Step 4: Make Being Learning Based the Foundation of Your Action Plan
Instructor's Notes
9/17/2018
Step 4: Make Being Learning Based the Foundation of Your Action Plan
A learning-based individual is …
… an individual who has made the decision to use effective learning as the foundation piece for their action plan to develop their life.
Course Page 55
Keller MREA Business Planning Clinic Jan 2004

42. Step 4: Make Being Learning Based the Foundation of Your Action Plan
Instructor's Notes
9/17/2018
Step 4: Make Being Learning Based the Foundation of Your Action Plan
Know for Doing’s Sake
Course Page 55
Keller MREA Business Planning Clinic Jan 2004

43. Step 4: Make Being Learning Based the Foundation of Your Action Plan
Instructor's Notes
9/17/2018
Step 4: Make Being Learning Based the Foundation of Your Action Plan
Four Levels of Competency
Course Page 57
Keller MREA Business Planning Clinic Jan 2004

44. Step 4: Make Being Learning Based the Foundation of Your Action Plan
Instructor's Notes
9/17/2018
Step 4: Make Being Learning Based the Foundation of Your Action Plan
The KW Curriculum: Learning for Earning’s Sake!
High achievers …
… reach their goals by making training, education, and self-development the foundational piece of their action plan.
Course Page 59
Keller MREA Business Planning Clinic Jan 2004

45. Step 4: Make Being Learning Based the Foundation of Your Action Plan
Instructor's Notes
9/17/2018
Step 4: Make Being Learning Based the Foundation of Your Action Plan
Role-Model Video
Watch Georgia Alpizar, Regional Director, share her aha’s about being learning based and how important it is to learn for the sake of doing.
Course Page 59
Keller MREA Business Planning Clinic Jan 2004

46. Step 4: Make Being Learning Based the Foundation of Your Action Plan
Instructor's Notes
9/17/2018
Step 4: Make Being Learning Based the Foundation of Your Action Plan
Agent Curriculums
Launch
Growth
Achievement
All Levels
Course Pages 61-67
Keller MREA Business Planning Clinic Jan 2004

47. Step 4: Make Being Learning Based the Foundation of Your Action Plan
Instructor's Notes
9/17/2018
Step 4: Make Being Learning Based the Foundation of Your Action Plan
Supplement the Curriculum
The Millionaire Real Estate Series
MREA
MREI
FLIP
HOLD
SHIFT
SHIFT Commercial
Continued . . .
Course Page 69
Keller MREA Business Planning Clinic Jan 2004

48. Step 4: Make Being Learning Based the Foundation of Your Action Plan
Instructor's Notes
9/17/2018
Step 4: Make Being Learning Based the Foundation of Your Action Plan
Supplement the Curriculum
The ONE Thing
Course Page 69
Keller MREA Business Planning Clinic Jan 2004

49. Step 4: Make Being Learning Based the Foundation of Your Action Plan
Instructor's Notes
9/17/2018
Step 4: Make Being Learning Based the Foundation of Your Action Plan
Supplement the Curriculum (cont.)
Course Page 70
Keller MREA Business Planning Clinic Jan 2004

50. Step 4: Make Being Learning Based the Foundation of Your Action Plan
Instructor's Notes
9/17/2018
Step 4: Make Being Learning Based the Foundation of Your Action Plan
Exercise: Plan Your Learning Path
Share your goal with your neighbor.
Be consciously incompetent. What don’t you know?
Really commit to learning.
Think strategically—leverage KWU to build your downline
Time: 5-10 minutes
Course Page 73
Keller MREA Business Planning Clinic Jan 2004

51. Step 4: Make Being Learning Based the Foundation of Your Action Plan
Course Page 75

52. Step Five: Remove “Your Limiting Beliefs”

53. Step 5: Remove Your Limiting Beliefs
Instructor's Notes
9/17/2018
Step 5: Remove Your Limiting Beliefs
High achievers …
… remove beliefs from their thinking that hold them back.
Course Page 77
Keller MREA Business Planning Clinic Jan 2004

54. Step 5: Remove Your Limiting Beliefs
Instructor's Notes
9/17/2018
Step 5: Remove Your Limiting Beliefs
Role-Model Video
Watch Jackie Ellis, Mega Agent and Market Center OP, share what she discovered when she went through a soul-searching exercise to uncover her limiting beliefs.
Course Page 79
Keller MREA Business Planning Clinic Jan 2004

55. Step 5: Remove Your Limiting Beliefs
Instructor's Notes
9/17/2018
Step 5: Remove Your Limiting Beliefs
Discussion: Remove Your Limiting Beliefs
Think of a time in your life when you had a limiting belief you needed to remove.
How did you do it?
What new successes came your way once you removed the limiting belief?
Time: 5 minutes
Course Page 81
Keller MREA Business Planning Clinic Jan 2004

56. Step 5: Remove Your Limiting Beliefs
Instructor's Notes
9/17/2018
Step 5: Remove Your Limiting Beliefs
Exercise: Remove Your Limiting Beliefs
Ask your partner for one limiting belief he/she has that is holding them back.
What steps could your partner take to remove this limiting belief?
Switch roles.
What action steps does your partner think you could take? Incorporate these into your
Time: minutes
Course Page 81
Keller MREA Business Planning Clinic Jan 2004

57. Step 5: Remove Your Limiting Beliefs
Course Page 83

58. Step Six: Be Accountable

59. Step 6: Be Accountable Are you a victim? Or are you accountable?
Instructor's Notes
Step 6: Be Accountable
9/17/2018
Are you a victim?
Or are you accountable?
Course Page 85
Keller MREA Business Planning Clinic Jan 2004

60. Step 6: Be Accountable Being a Victim Being Accountable
Instructor's Notes
Step 6: Be Accountable
9/17/2018
Being a Victim
Being Accountable
Doesn’t seek reality
Seeks reality
Fights reality
Acknowledges reality
Blames
Owns it
Personal excuses
Finds solutions
Waits and hopes
Gets on with it
Course Page 85
Keller MREA Business Planning Clinic Jan 2004

61. Step 6: Be Accountable Accountability is an attitude and an approach.
Instructor's Notes
Step 6: Be Accountable
9/17/2018
Accountability is an attitude and an approach.
Role-Model Video
Watch Gene Arant, Mega Agent, share how he has created a culture of accountability on his team.
Course Page 87
Keller MREA Business Planning Clinic Jan 2004 61

62. Step 6: Be Accountable Exercise: Accountable vs. Victim
Instructor's Notes
Step 6: Be Accountable
9/17/2018
Exercise: Accountable vs. Victim
Think of an issue or problem you are struggling with right now.
You have two minutes to complain about your problem with others in the classroom.
After two minutes, return to your seats.
Utilize the “Be Accountable” steps, work through and write down the necessary approach and actions you can take to resolve this issue or problem.
Time: 5 minutes
Course Page 89
Keller MREA Business Planning Clinic Jan 2004 62

63. Step 6: Be Accountable Accountability–The People in Mo’s Box Heller
Instructor's Notes
Step 6: Be Accountable
9/17/2018
Accountability–The People in Mo’s Box
Heller
Course Page 91
Keller MREA Business Planning Clinic Jan 2004

64. Step 6: Be Accountable Exercise: Who are the people in your box?
Instructor's Notes
Step 6: Be Accountable
9/17/2018
Exercise: Who are the people in your box?
Do you have a financial, spiritual, physical, and business coach, or are you just winging it?
Using the “People in the Box” graphic in your manual, write in who could potentially hold you accountable or who already is holding you accountable in these areas.
By what date are you going to add them?
Time: 3 minutes
Course Page 93
Keller MREA Business Planning Clinic Jan 2004

65. Step 6: Be Accountable Accountability Session Model for Consulting
Instructor's Notes
Step 6: Be Accountable
9/17/2018
Is there anything that might keep you from doing that?
If you needed training or support to do this, what might it be?
What was your goal?
How did you do?
How do you feel about that?
Based on how you did, what is your goal and what do you need to do now?
Accountability Session Model for Consulting
Course Page 95
Keller MREA Business Planning Clinic Jan 2004 65

66. Step 6: Be Accountable Career Growth Initiative 1 2 3 4 Course Page 96
Pipeline Tool (Buyers/Sellers)
Listings Monthly Worksheet
Listing Management
GCI 1 2 3 4
Agent Trend Tool Agent LORE Tool Local Expert
Course Page 96

67. Step 6: Be Accountable Course Page 97 Instructor's Notes 9/17/2018
Keller MREA Business Planning Clinic Jan 2004 67

68. The Bottom Line

69. Become a High Achiever
1. For each perspective, right down The ONE Thing you’d like to implement.
Circle just ONE
Share your ONE Thing and brainstorm a game plan to achieve it
Course Page 99

70. From Aha’s to Achievement
Course Page 101

71. Thank you for being here! Don’t forget your evaluations!