Fitness Business School – Consistently Fill Your Pipeline

Full Transcript

Hey, Pat Rigsby here and in today’s episode, I wanna talk with you about filling your pipeline more consistently. Let’s get started.

Welcome to the fitness business school podcast. The show for fitness business owners who want to grow their income, increase their end impact and improve their lifestyle. Be sure to listen to the end of this episode, because we have a brand new special offer exclusive for listeners. So stay tuned.

The other day, I had a really cool conversation with a, a gentleman who had retired from professional baseball, and he was kind of moving on to his next stage of his journey. And man, super smart guy, obviously successful in that original career to, to play at the highest level of
baseball. But also really dialed in on the entrepreneurial side of things and you know, and I love talking with him and, and just one of the conversations that we, we kind of del like dove into was just making sure that there, there was enough deal flow, right?

Like there were enough opportunities coming his way that you know, he could, he could vet and filter and find the ones that are a good fit because, you know, if you, if you see more opportunities you have you know, I mean, it’s just, it is like seeing more pitches, you know? And so I, I thought that that was
something that, that he had a couple different ways that he could do that. And you know, and, and I have no doubt he’s going to do great with it because he’s, you know, I, it seemed like he’s really motivated and locked in on all that stuff, but it got me to think a little bit more about so many of the
business owners that I talk to that kind of fall into what I would consider a little bit of a trap of comfort.

And I’m, and I’m gonna tell you that, that I fall into this myself with some regularity and it’s, you know, you get a foundational system in place that, that fills your pipeline a little bit, right? Like, it fills it enough that, you know, you can keep the business stable and steady and solid. Maybe you’ve got a lead
magnet that drives some people into you know, an email sequence, and you’ve got a way to layer on a little bit of text messaging. And so you’ve got some good follow up there and, and it’s enough to bring in you know, enough new business every month to maybe even exceed what, what you get from just
natural, normal attrition. But if you wanna make a leap in your business, if you wanna really you know, if you really want to grow faster, one of the, the, the most important things that I think that you or I can do is to increase what, same thing that I was talking about with that, that gentleman that I, started the episode off with is increasing what I call deal flow to him.

But, you know, opportunity flow for us, right? It is going out and just, you know, having more FaceTime with good people, with, you know, some, some regularity. And that’s the challenge, right? Like a lot of times when people optimize their business you know, they, they get to this stage of being a little
bit better, and they’re, they’re not in hustle mode as much. They, they kind of wean themselves off of some of this. And so that, that network, like attending all the networking events and all that stuff they used to do to just get over the hump, they, they don’t do as much of that anymore. Going out and
trying to form strategic alliances with other business owners, they, they throttle that back a little bit. You know, and, and I think that, man, I understand it. I understand it so, so much because I know in my, in my world I, I certainly do a lot less getting out and about than I did, you know probably pre pandemic,
but even before that.

And I would say because of that, the deal flow diminishes a little bit. But then when I put myself in environments where there, there are more, more good people and more opportunities, more, good things happen are are good, good friends. Sumit is a master of this. He is constantly the
industry events, whether it is, you know, the perform better events or you know, masterminds, that people hold in, in our industry. He’s there and because he’s there, he accelerates the growth of relationships. When I went to a baseball convention, you know, a few weeks back, same thing
happened. Just, you know, you accelerate relationships, you accelerate conversations, you create more opportunities. When I first started the, the current business that I own and I just exited like a holding group that owned owned completely or impart a number of businesses, you know, I did what I
called my world tour.

I flew out to California and spent a couple days, I flew to Denver and spent a couple days, I flew to Orlando and did some stuff there. I, you know, I met with plenty of people. I took speaking engagements at you know, a variety of events that maybe I hadn’t in the past. And a lot of it was that
same thing, like, okay, how can I create more opportunities? How can I connect with more people? Because, you know, there doesn’t need to be immediate gratification, but more relationships always has yielded greater opportunity over time for me. And and, and so I think that you as a business owner, you
know, needs to think that same way too. It’s so easy to stay in our comfort zone, so easy to stay in our four walls and talk to the people who come through the door and just market on social media or just run ads and let people come to us.

And we spend so much time working that, you know, you feel like, Hey, I’ve earned my time. I need to go spend my time with my family. I want to go coach my kids’ baseball team or soccer team, or whatever else. I want to go on date night with my significant other. I want to take some vacations. You
know, I just work like crazy to build this to this place. And so you’re not always that excited about doing more of this stuff, but this is a lot of times where the gold is. So how can you do this in a practical sense? I want to give you some, some kind of tactical stuff here to walk away with. Number one I would
tell you to make a point to attend some live industry event, if not events plural. And that could be trade events, it could be masterminds you know, it, it could be any number of things.

And frankly, if, if you’re listening to this and you’d like to be a guest at one of our mastermind events shoot me an email at [email protected] and we can talk about inviting you in as a guest just to be in that environment for a couple days and see what it’s all about. But doing that, you may think, well, these
people aren’t my clients. Well, no, but they, they’re doing different things that you, that than you are. They are probably there are some people that are that they’re sharing some of those same kind of growth-minded traits and characteristics. So you’re in an environment around people that are gonna lift
you up. They’re gonna be sharing best practices. There are gonna be people that are giving you ideas or you’re gonna see things and generate ideas that you wouldn’t have otherwise by kind of sticking in your comfort zone.

So that’s the first thing, doing some trade type stuff. The second thing that you can do would be going to local events like Chamber of Commerce or BNI or any sort of business networking events. I think those you know, those, if you make a point to actually engage with other people and you’re not just
listening to a speaker and cutting out or something, I think those can be tremendously valuable. But then also doing some structured networking. We teach in, in our coaching programs something called the Hundred Cups Method that, that we learned from Jason Elkins, who is a longtime friend in the
greater Nashville area, who I think has done great things with just relationship based business building. And the a hundred Cups method is just a, a structured way to generate more kind of conversational networking meetings that, that are actually enjoyable and allow you to expand your business circle and,
and ultimately create some opportunities.

The other thing that you can do and, and if you go back and listen to some of the real early episodes of this podcast is you can have a podcast and just interview the people that you wanna spend more time with, because by doing that, they’re, you know, there’s a benefit to them. They’re creating a, you know, a kind of a marketing asset that can be distributed and has some longevity and and you’re giving them a platform that positions them as an expert, but you are getting to spend some extra time with somebody that maybe isn’t all as easy to do. I, I did that a lot in the beginning because there were
so many people that you know, I considered a friend in the industry, but they, they were spread all around. Not just the United States, but North America and even internationally, you know, on other continents.

I mean, I interviewed some people who were in Europe, who were in Australia, and it was just a great opportunity to probably get to have good conversations with people that you know, maybe I text here and there, or shoot an email, but you just don’t get a lot of FaceTime with otherwise. And, and I thought
those were wonderful, and frankly, you know, I, you know, as I talk about it, I feel like maybe I should probably do some more of that too. But there are ways that we can do this, but I think if you put Yourself in those environments, if you’re around high achieving people, if you’re around people who are
interested in growing and connecting and being better through any of these formats, through industry specific things, through local kind of networking, through individual networking or even through a virtual kind of format like a podcast, you’re gonna see your opportunities increase.

You’re gonna see your ideas increase, you’re gonna see your creativity go up. You’re gonna see your business grow. And frankly, it turns out being a lot of fun, right? Like, it’s just, it gets to be enjoyable to just upgrade the way that you’re spending your time in the, the social circle that you have. So if you are
like so many people that feel like, Hey, I’ve been stuck inside my four walls, I’m not really getting out and doing some of this stuff, or maybe you’ve drifted away from it, well, if you want to fill your pipeline with more opportunities, potentially more clients and, and definitely better ideas and more inspiration, then
take this approach and, and really get out there and increase your opportunity flow.

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