Prevention vs. Rescue - CEO Moments Ep5
Darren: Welcome back to the mini-series. This is number five already, and I hope five in what I hope to be a continued series long into the future. Again, thank you for taking your time this Monday morning on different time zones, Mr. Peter Jenning, to hear my thoughts.
My goal, as always, is to add value on these Monday morning, give you something to reflect on, better yourself, and make the right micro-adjustments. Hence, micro-moments to your days. And heck, maybe once in a while I'll hit something that leads to some major change in your world or something you pass along and continue the daisy chain to somebody else. Yeah, let's dig right in. I've already muted you, so I get to talk to myself.
So, I hinted on the topic on my personal Instagram. I don't know if anybody saw it, but if you did, I might do that once in a while. It's kind of fun to have the intrigue. Oh shoot, a message from Mike Sherard that he doesn't have the link, so if somebody is able to send him the link, that would be awesome. Might have to remind him Slak is available at any time.
Anyways, I hinted on the topic of prevention versus rescue. Some of you might have seen it and have been wondering. I've actually got some personal messages about people wanting to hear about it. So, here I was. I was taking a few hours to myself on Friday at the west side rec. Typically, I try to do a Wednesday morning, kind of a Wellness Wednesday. It's a couple hours where I can just check away from the business. I do block my days pretty intently like a lot of you guys do. I learned it from Jeff, kind of a mini week vacation. I'm going to speak about this on one of these micro-moments at some point, but just not today.
But, it was Friday. I missed it on Wednesday, so I pushed it to Friday so I didn't miss it before the weekend craziness with family. I was in between hot tub dips and steam room sessions and cold plunges and reflection, and I looked over and there was this young lifeguard sitting there, or standing there on the pool desk, so I engaged him in a little bit of chit-chat.
Passing my lifeguard certification back in grade nine, actually with Brett. Brett and I did it other. I always paid a little special attention to the lifeguards. It's just close to me. So, I asked this guy. I said when is the last time he had to jump into the pool to perform a rescue. He looked over at me and said, "I never have." I said, "Well, how long have you been in the business?" He said, "Well, I've been doing this for three months."
So, before he moved on to his next station, as you're supposed to circulate around the pool, probably shouldn't have been talking to me in the first place, he said, "We practice prevention versus rescue." So, I was expecting a completely different answer. It caught me off guard, but I said to myself, "Hey, you know what? That makes a lo of sense."
This is where the story gets a little bit interesting, a little more interesting for me personally, is when I was a young buck and I finished that lifeguard certification, I actually never ended up working as a lifeguard. I was a guy that loved the water, I was super comfortable with my water skills, water in general. I was pretty big and strong for my age. I actually had my size 13 feet back in grade nine. I could've used the money. Life guarding was $15 per hour, probably one of the best teenager gigs out there, but I never once applied for a job as a lifeguard.
Was I lazy? No, not at all. Did I have another job? No, I didn't have that either. It was actually the fact that I was too nervous to be responsible for a whole pool of people's lives. That idea just freaked me out.
So, here I was sitting in that pool hearing this line prevention versus rescue and I couldn't help but feel a little silly about those choices and my fear from before. But, the past is the past and I don't like to dwell on it.
The idea, though, guys, that these lifeguards were practicing and setting up their surroundings around so they would most likely never have to jump in, maybe even never, to ever perform a bonafide rescue, it just made so much sense. It was so simple.
So, somebody's on. I just got to ... Oh, Mike there. Mike, can you mute yourself, buddy?
Darren: Because that's the way this rule works.
Mike: Oh. I wanted to ask what happened when you said you used to be big and strong.
Darren: I know. See, this is why I'm muting. There we go. Everybody can razz Mike for later, but thank you for joining me, you guys. Now I've got to continue.
So, yeah, it was so simple. It was so simple. The philosophy, though, this philosophy translates to us in business, if you can imagine about a zillion ways. Like, a zillion. The path of prevention versus rescue. However, like most great habits of the uber successful, those billionaires among us that we strive to replicate, we generally don't take that path. Or if we do it for a moment, it's never something that we take on for too long. We don't create consistency around these results.
So, when I say prevention versus rescue, when I say this, what is going through you guys' minds right now? How is that idea, how could it relate to us in our business world in terms of being Realtors?
Think on this for a minute. This Zoom has the ability to toss some comments in. You guys can actually write comments, if something comes across your mind that you think and you can do it and I will take a look at these later. So, yeah, put them down there because I'd love to expand upon it.
I'm going to toss a few ideas around this idea of prevention versus rescue and where my head went with this. How about number one? Number one is the ups and downs of income in our business. Pretty much every one of us in this business would probably love to have more consistency in our business. We have these highs during the busy summer months and we have these lows during times like right now. We have random highs through busy months where you just hit it out of the park and you did a lot more deals than you normally do. But then you have these lows, these rock bottom lows. In these lows, you don't even know if you're ever going to do a deal again.
So, this idea of prevention versus rescue in this case relates to our actual ability to put food on the table for our families. In these lows, what are we? We are in mass rescue mode. We get this fierce commission breath, because almost like that lifeguard that I spoke about earlier, in the event that he or she had to jump into the water, you get almost this full panic mode or this mass adrenaline because you have to close a deal or two to bill a pay for your mortgage or to pay for whatever it is, your car payment, your [inaudible 00:07:45] bill.
But, we're only here in this case, we're only in this mass panic mode because we didn't operate in a place of prevention during the months that created this dry spell. We allow the busier months to be excuses why we didn't put in that prospecting work that was going to carry us into the slower months. We set ourselves up for this rescue, and ultimately we just didn't practice prevention. So, that was number one. That's near and dear to all of us.
Number two, I thought I'd pick a very specific example, something very tangible that could probably hit at the gut of all of us as we're going through our day to day. This relates to something that we offer at the brokerage. It's part of the Done For You Marketing Program, so bear with me here.
As we know, the Done For You Program was meant to what? Create long-term success in your business, create referrals, to stay top of mind with past clients, and it's meant to take away a bunch of tasks and free your heads space to actually stay in that place of top of mind. It takes a lot of work. So, if we relate prevention versus rescue to your database, let's explore it a little bit here. Week in, week out, where [inaudible 00:09:08] putting out some piece of content. It might be the market update. We've got that coming this week. It might be mortgage rule change information. It might be community profiles, business spotlights. It could be anything that myself or Kelly or Jeff are putting out.
So, this is what happens. We go about our days. We, as Realtors, we meet people. We capture their information, hopefully. They're either on a business card, they're in your iPhone. They're on a sticky note, they're on a notebook. If they're lucky, they get added into Boom Town. If you're even luckier, you might trickle them into Infusionsoft, if you remember.
So, if we think about this, it's no big deal. Contact A that I met on Monday, I haven't got them in there. He missed that email. She missed that next market update. They missed that client event or the thank you. No biggie. I'll get them later.
Then what happens? It's that next coffee appointment, Client B, Client C, Client D, E, F, G, H, I, J, K, and I won't go all the way through the alphabet because I'll probably screw up. But, there's all these people and it becomes this potential giant list of people that aren't being provided any future follow-up touch points, and our ability to stay top of mind with them rests solely on our ability to remember. So, not a great place to be, especially if you were one of my clients, if I didn't get them in there, I'd probably never remember to get back to them.
But wait, I'm not going to let this off. Let's go a little deeper. Now, guess what happens? The brokerage is launching a big event. It's a big, sexy client event. Maybe it's a stampede breakfast and you think, "I for sure need to get all of my people this invite. I want to get them all there." But then you're like, "Oh, crap." I look at my database and it's 40 people, it's 50 people, it's 400 people. Whatever it is, it's basically the same amount of people as there was maybe this time this year ago. Now what happens, you're in mass rescue mode. This idea of prevention has slipped your mind and you have now died by 1,000 cuts. The task is enormous. You're scrambling. You've worked through all your contacts. You rescue your contact list and you get them into Infusionsoft because Darren, or Kelly, or Sheila says we're sending this out.
Now, in this case, you might actually not even have rescued your contact list because God knows how long it's been since they've heard from you. So, this is that idea, a very tangible thing about how rescue versus prevention, where it would've been a lot easier if you were doing prevention mode along the way and took those daily wrap-ups to, say, add them into a system like Done For You.
These are just two simple ideas of how prevention versus rescue would greatly affect or help us in our business. To me, the line prevention versus rescue could be one of those things you put on your screensaver. It could be on your desktop monitor. It could be on your goal board. These simple words tell a really big story for us in our business, and honestly, for life in general. This could be parlayed to anything we're doing.
So, today as we complete this call, think of other ways you've felt this made dash, the mad scramble, the mad panic come on, and then figure out ways in which you could have prevented this. The best way to move the needle with any of these tips is to take action, guys. Write it down. Don't just keep it up here in your minds. Write it down. Make a journal note. Then, the last part, is tell somebody. Tell somebody you trust. If you're sitting at a table, tell them what it is that you end up being in rescue mode and create some accountability around it. Honestly, that's the key to taking these little micro-moments into major moments of success for your business.
So, that's it, guys. As always, thank you for tuning in. I think I stole another 12 or 13 minutes of your morning. Hopefully, it was helpful. Thanks for listening and have a killer week.