One of the most important aspects of your business is having a pipeline of people whom you show the plan to on a consistent basis.

So let’s talk about the pipeline theory. Let’s say you have a pipeline 10 feet in height and 10 feet in width and a mile long. What most people do is put one or two people through the entrance, get all excited, run to the other end of the pipeline, expend a lot of energy, and anxiously wait to see what happens.

You see, they don’t yet realize that they have no control over what happens with that person after they have been introduced to the business. They might have fallen, gone on a mental vacation, or turned back and left the tunnel. So, you have wasted your energy and thoughts on one or two people where instead you should put as many prospects as you can into the tunnel, and by the laws of nature people will start getting pushed out from the other side.

Let’s work on not getting emotional about whether someone joins your business or not. That is the roller coaster way of building your business and will soon take the fun out it.

There are also 3 different types of pipelines:

1. The first one is a pipeline of leads.

2. The second one is a pipeline of qualified leads with future appointments to show the plan to.

3. The third one is a pipeline of people already exposed to the business and in a decision making process.

When you have enough people in your pipeline, you can always quickly replace a person who for instance didn’t show up to their appointment. So, let’s say it is 5 minutes before the conference call and you call Joe and he is a no show. OK no problem, you start going through your file, and you call Mary who is a qualified prospect but didn’t show up for her appointment a few nights ago. You say, Hi Mary, I realize that you missed your appointment a few nights ago, I understand; something equally important must have come up. The great news is that we happen to have another call right now and I can simply take you to the call so you can get some great information regarding making that 5 thousand dollars per month that you are looking for. How does that sound?” They usually say ok. Then you take the next step. This is one of the benefits of having a moderately full pipeline.

By the way, it is equally important to have each of these pipelines at least somewhat full on a consistent basis. This is the only way to catch the dynamic of "Momentum".

Ellie Drake is the President and CEO of BraveHeart Productions, www.braveheartproductions.com. She is a Keynote Speaker, Coach, Doctor, and Successful Entrepreneur. Ellie came to America 14 years ago, and loves to talk about this great land of Liberty and Free Enterprise.