{"id":436,"date":"2020-04-06T13:40:00","date_gmt":"2020-04-06T13:40:00","guid":{"rendered":"https:\/\/www.realtrends.com\/blog\/2020\/04\/06\/gary-keller-are-you-prepared-to-make-a-shift\/"},"modified":"2025-03-13T02:02:58","modified_gmt":"2025-03-13T02:02:58","slug":"gary-keller-are-you-prepared-to-make-a-shift","status":"publish","type":"post","link":"https:\/\/www.realtrends.com\/blog\/2020\/04\/06\/gary-keller-are-you-prepared-to-make-a-shift\/","title":{"rendered":"Gary Keller:\u00a0Are You Prepared to Make a Shift?"},"content":{"rendered":"

Make no mistake, we\u2019re in a shift. It\u2019s a different one than we\u2019ve ever seen before. Its cause in and of itself warrants caution. The health challenge is very real. It must be respected, and we must take all necessary actions to keep each other safe. <\/em><\/p>\n

<\/p>\n

The economic effect of this challenge is both uniquely real and surprisingly familiar. It\u2019s called an economic shift. This isn\u2019t the first one, and it certainly won\u2019t be the last. Shift happens. And when it does, you must shift with it. You need to pivot quickly. If you don\u2019t take action, you\u2019re turning your business into a game of chance. And there\u2019s
no reason to do that. The actions are simple and highly effective. They\u2019ve been time-tested and proven. You need
to pivot. You need to pivot today.<\/p>\n

What do you do?<\/p>\n

In 2009, Jay, Dave, and I wrote a book called SHIFT<\/em>. It was written on the heels of what turned out to be the Great Recession, one of the most harrowing financial periods in American history. And, we came through it. We survived. And then, we thrived because we shifted.<\/p>\n

What SHIFT<\/em> teaches us is as relevant today as it was then. And hopefully, you will pick it up and read it. The prescription that we layout in the book proved to be not only accurate but when taken seriously and implemented, highly effective.<\/p>\n

As a way of re-introducing you to what we wrote, Jay and I sat down and put these thoughts together for you. It\u2019s time to pivot.<\/p>\n

    \n
  1. Wake Up and Pay Attention<\/strong><\/li>\n<\/ol>\n

    Make no mistake where we are. Don\u2019t let how you feel about this situation dictate what you do about it. When you\u2019re dealing with less, you must do more. This isn\u2019t a choice\u2014it\u2019s imperative.<\/p>\n

    Although it sounds trite, what is still true is that tough times call for tough-minded people. In normal times, rising tides keep all boats afloat. When tides recede, only boats that respond appropriately stay in the game. All others are grounded.<\/p>\n

    In 1979, musical artist Kenny Loggins\u2019 father was sick and facing uncertain odds. Unwilling to allow his father to slip into complacency, Kenny wrote these heartfelt words to his father, in his famous song \u201cThis Is It\u201d:<\/p>\n

    There\u2019ve been times in my life<\/em><\/p>\n

    I\u2019ve been wondering why<\/em><\/p>\n

    Still, somehow I believed we\u2019d always survive<\/em><\/p>\n

    Now, I\u2019m not so sure you\u2019re waiting to hear<\/em><\/p>\n

    One good reason to try<\/em><\/p>\n

    But what more can I say<\/em><\/p>\n

    What\u2019s left to provide
    <\/em>You think that maybe it\u2019s over
    <\/em>Only if you want it to be
    <\/em>Are you gonna wait for a sign, your miracle
    <\/em>Stand up and fight
    <\/em>This is it
    <\/em>Make no mistake where you are
    <\/em>This is it
    <\/em>Your back\u2019s to the corner
    <\/em>This is it
    <\/em>Don\u2019t be a fool anymore
    <\/em>This is it<\/em><\/p>\n

    Kenny wrote this song to his father as a way of saying, \u201cYour situation is real. And you need to get up and get after it.\u201d Today, we all face a similar moment. We need to pivot and meet our new reality.<\/p>\n

    1. Learn to Live on Less<\/strong><\/p>\n

    There\u2019s an old saying, \u201cA penny saved is a penny earned.\u201d This applies to dollars too. When a shift happens, it pays to understand that the first dollar you make is the dollar you don\u2019t spend. The way you do this is to lower your expenses.<\/p>\n

    The real power of this pivot is realizing that reducing your expenses is not a one-time event. Cut expenses every month for the rest of the year. Make it a game. And don\u2019t forget to acknowledge and reward those who help.<\/p>\n

    Review everything. Review every line every month. And don\u2019t stop until January 2021. You\u2019ll be amazed at what you would have missed each time. You\u2019ll often be encouraged by how once you cut something, the next month, you\u2019ll discover that you can cut even more.<\/p>\n

    Please remember, financial pivoting isn\u2019t just a business concept\u2014it\u2019s a personal one too. It doesn\u2019t help to lower your business expenses if you don\u2019t keep your personal expenses in check. Why save one dollar when you can save two. Learn to live on less.<\/p>\n

    2. Double Down on Leads<\/strong><\/p>\n

    Dig into your goals and determine how many leads you\u2019re going to need to achieve them. It is an absolute certainty that it will take more leads to accomplish your sales goals today than it did yesterday. This is why you double down.<\/p>\n

    Think of it this way: The number of people out there you can do business with is never zero. There are still people who need you; you\u2019ll just have to work twice as hard to find them. Even in 2011, the worst year of the Great Recession, the number of sides per agent was nearly the same as in 2019. There\u2019s still a lot of opportunities. There\u2019s just less, so you must pivot and get more.<\/p>\n

    Dust off your lead generation options. Choose the ones that make the most sense. Time block a minimum of four hours a day for lead generation. And never stop.<\/p>\n

    3. Lean into the Market of the Moment <\/strong><\/p>\n

    To succeed in a market, you must understand it. No two markets are the same, which means a solution for one won\u2019t necessarily work in another. Take a step back, look around, and identify the opportunities your market today has to offer. Every market will explain how you can best work in it and how people can best make it work for them.<\/p>\n

    Whether it\u2019s the type of property, the price of the property, the financing of the property, the type of seller, or the type of buyer, each market always has its unique combination to unlock. When you\u2019ve talked to enough people, you\u2019ll understand what your market has taken away and, more importantly, what it still has to give.<\/p>\n

    The market will show you where you need to pivot. Every shift leaves an opening\u2014a reason to stay in the market. Every problem eventually presents a solution\u2014a way to help someone when they need it most. Today isn\u2019t yesterday, and tomorrow isn\u2019t determined. When the desire to do more comes from a place that\u2019s bigger than ourselves, anything is possible. Potential can become a reality. When we pivot, we help others pivot, and together we all have the opportunity to achieve more.<\/p>\n

    Gary Keller is the founder of Keller Williams International Real Estate. <\/em><\/p>\n","protected":false},"excerpt":{"rendered":"

    Make no mistake, we\u2019re in a shift. It\u2019s a different one than we\u2019ve ever seen before. Its cause in and of itself warrants caution. The health challenge is very real. It must be respected, and we must take all necessary actions to keep each other safe.<\/p>\n","protected":false},"author":15802,"featured_media":4822,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"_acf_changed":false,"_jetpack_memberships_contains_paid_content":false,"footnotes":""},"categories":[3255],"tags":[],"coauthors":[],"class_list":["post-436","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-archive"],"acf":[],"yoast_head":"\nGary Keller:\u00a0Are You Prepared to Make a Shift?<\/title>\n<meta name=\"description\" content=\"The economic effect of this challenge is both uniquely real and surprisingly familiar. It\u2019s called an economic shift. 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