The Art Of The Pivot

It seems as though the word of the summer is “pivot” —meaning to twirl, swivel or turn. In the context of the pandemic, pivot means to find new opportunities in new directions; to reposition yourself; and to adjust your marketing plans.

Many businesses have switched to contactless and virtual showings and closings, online meetings and trainings, social distancing, and the enhanced use of technologies such as Zoom, Facebook Live and DocuSign.

As we near the end of July (we are more than half-way through this crazy, unpredictable year!), now is the perfect time to re-evaluate both your business and personal goals and to see how close you are to where you want to be. Now is the time to pivot, and to create a revised business and marketing plan for the remainder of the year, taking into consideration the realities of this “new normal.”

Here are a few questions to get you thinking and moving ahead:

Looking back over the first six and a half months of 2020, what have you done successfully to increase your business? (For example, cultivating new referral sources, working with more highly qualified and serious buyers, creating new marketing strategies, etc.)

Which of these activities do you want to continue and/or expand upon?

What have you thought of doing, but haven’t actually gotten around to doing yet? (For example, updating your database, writing a blog or e-newsletter, contacting past clients, customers and referral sources, or holding a socially distanced client appreciation event.)

Which of these new actions do you want to take in the next few months?

When will you do them?

Thinking about the next five and a half months, what are three ways you can expand your sphere of influence? (For example, by volunteering your time and expertise; by joining the board of a non-profit; by calling past clients and customers and asking for referrals, etc.)

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What are three ways you can stay in touch with your clientele? (For example, leaving a voice mail or sending a text saying “Hi. I was just thinking about you and wanted to say hello…” Or “I was just walking by your condo and noticed your beautiful garden…” Other ideas include getting caught up on client gifts, sending note cards on the anniversary of closings, or stopping by with a bottle of wine.)

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How will you build time into your schedule so this actually happens?

Something as simple as making calls to five past clients once a week, or taking texting three people daily can produce powerful results.

Finally, list three action steps distilled from the above. Take action now—in July and August—to get the results you desire this year.

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I’ve been working with clients on new strategies to help them grow their businesses quickly during this pandemic. I’ve also been giving lots of Zoom classes to agents and managers on “Thriving in This New Reality”and “What the Science of Happiness Can Teach Us About Growing Our Businesses” that have been exceedingly well received. Contact me at JerriU@gmail.com for more information. I’m a Master Coach, and I offer boutique coaching tailored to you and your business.