WHERE
ENTREPRENEURS
THRIVE
Capper: An individual who produces sufficient GCI and contributes enough Company Dollar to
the Market Center to satisfy their annual commission Cap requirement. After capping, the
individual keeps all commission income for their anniversary year.
Company Dollar: The money the Market Center keeps after all the agents are paid their
commissions. The Market Center uses these funds to pay bills and to make a profit.
DISC: A written personality profiling system that assesses Aggression/Response to Challenge,
Influence/Persuasion, Activities/Responsibilities, and Rule/Regulation.
GCI-Gross Commissionable Income: The total amount of commission dollars the Market
Center receives from a transaction.
MC-Market Center: Term used instead of “Office.”
MCA-Market Center Administrator: The MCA is responsible for implementing and
maintaining all operating systems in a KW Market Center.
MREA or the Red Book: Millionaire Real Estate Agent book written by Gary Keller and Jay
Papasan.
OP-Operating Principal: The Operating Principal is responsible for the success of the business
venture. They are also responsible for bringing Capital, Leadership, and Accountability.
Profit Share: Amount of Market Center profit that is sent to KWRI for distribution to the
appropriate Associate in the Profit Share Tree. Profit share checks are automatically deposited
in the bank account of your choice on the 20th of each month.
RD-Regional Director: The Regional Representative who administers KW in a geographical
area. RD’s award franchises to prospective owners and see that the KW Model is followed in
their Region.
TL-Team Leader: The person at a Market Center who is responsible for recruiting/selecting
sales associates. The TL also consults the associates to performance.
KELLERISMS
OFFICE: 215-757-6100
584 MIDDLETOWN BLVD. A50, LANGHORNE, PA 19047