It’s not WHAT you know, it’s WHO you know!
In order for us to fill our pipeline, we need to know a lot of people. We need to expand our Sphere of Influence (SOI). SOI is the circle of people you know.
The way I see it, there are only 2 types of people: those you know, and those you don’t yet know.
Why do we need to expand our business?
We should expand because increased service equals increased success. I read a very influential book called the “Prayer of Jabez”. It’s a Bible-based book and talks about expanding your borders by serving more people and expanding your territory.
If you’re a fan of Rich Dad, you remember his saying, “If you want to be richer, serve more people.” He doesn’t talk about making more money but instead, serving more people. As you serve more people, your sphere of influence will grow. Your success will grow. Your service will grow and then your profits and wealth will naturally follow.
The size of your harvest is determined by the size of the field you plant.
For example, you attend a Chamber mixer and talk to 100 people, exchange business cards, come back to your office and you put those contacts into your CRM (Customer Relationship Management) database, connect with them on Linkedin, and email them and you start developing good business relationship with those 100 people, you have planted and started watering 100 new seeds. These new contacts might not all become clients of yours but at least you planted 100 seeds. Those 100 seeds give you 100 more opportunities to reap 100 more harvests than you did before.
On the other hand, your friend decided not to go to the Chamber of Mixer so instead, he just went back home and watched TV. He didn’t plant the 100 seeds and then in 90 days, he wonders why his pipeline looks empty? Why doesn’t he have any sales? Well, how can he expect to have crops growing and blossoming and collecting a good harvest when he hasn’t even planted a field?
Remember the 90-day pipeline: the RESULTS you have today are a natural outcome of the ACTIONS you took 90 days ago!
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