Leverage for Growth Podcast

Episode 75: An Exponentially Growing Pipeline

Episode Date:Apr 21, 2023

Jesse P. Gilmore discusses the importance of having an exponentially growing pipeline for your business. He points out that relying on only one of the three main client attraction systems, such as referrals, network, or cold emails, can lead to limited growth and uncertainty in your business. Instead, he suggests integrating all three systems to create an exponentially growing pipeline. Jesse provides examples of how this approach has helped his clients, such as Susan, achieve massive growth in their businesses. In the daily leverage segment, he challenges listeners to identify where they may be focusing solely on one client attraction system and encourages them to optimize all three for an exponentially growing pipeline.

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Show Notes

Episode Transcript

You are now listening to Leverage for Growth. Hey everybody this is Jesse P. Gilmore founder of Niche in Control and creator of the Leverage for Growth, welcome to the daily leverage edition. 

Today’s topic is this “An Exponentially Growing Pipeline”. Sit back, relax and welcome to today’s daily leverage.


So this morning, I was doing my morning routine of stacking and reflecting on a live stream I did last week on the 5 main obstacles holding 6-figure agency owners back from 7-figures.


Today, I am going to dive into one of the main obstacles as many times these obstacles are things that people come to accept as normal and are unaware of the actual problem  


Let’s solve that today by talking about when your pipeline is relying on one of three main systems. 


So the problem is that a lot of times, agency owners will focus on things like referrals or their network or maybe just cold email. And when something doesn’t work, when it comes to bringing on new clients, they basically kind of doubled down on what had worked in the past. But ultimately, your network is only so big and there’s only so many people that are on your list. And there needs to be a reliance upon kind of like an integration between your client attraction systems. This is ultimately one of the things that we talk a lot about in our monthly events where people need to create an exponentially growing pipeline based around all the things that we talked about in the previous episodes, based around the main obstacles holding you back, which was obstacle number one, freeing up the time. Obstacle number two is based around getting everything out of your head. Number three was based around an offer that’s both scalable and profitable. And once you have those three, kind of the dominoes are being set, then the most important thing is actually to grow a pipeline exponentially, utilizing all three of the client traction systems. You have outbound, inbound, and referral systems. And so the problem is that when you are only relying on either one of these systems or even just one channel within these systems, you ultimately don’t really have control of growth. You might be able to retain clients, which is ultimately something that allows you to grow. but you don’t really have control of clients coming in. 


What this leads towards is an uncertainty within your business to be able to see a vision of massive growth. And it also leads towards incremental growth as opposed to exponential growth. Incremental growth for an entrepreneur, an actual entrepreneur who focuses on expansion all the time, is basically death. When you’re only growing at 20% year over year, It’s really a boring business and it leads towards at times wanting to burn it all to the ground. 


And this kind of reminds me of, you know, Susan when we were first talking. And Susan was one of my client case studies. If you’ve checked out nicheincontrol.com/case study, you’ll learn more about Susan, the kind of transformation that happened in her life working together on the Leverage for Growth Program. But when we didn’t have, when we had everything in place, we basically needed to fill up her pipeline and not necessarily rely solely on her network and really set it up to where all three of these systems, the outbound, inbound, and referral systems are all working together. 


What it allowed her to do was basically focus on targets and focus the whole team on organizational alignment and give her a chance to kind of step into that role of growth. And when we were able to do this, she was able to have vision, perspective, get to see where her creative firm was going to go over the next five, 10, 20 years, and then be able to set up the systems in order for her to basically print appointments and doing it in a way that matches her brand and everything. 


And this allowed her to actually get acquired within 18 months of working together. It was based around these systems, the repeatable systems and an exponentially growing pipeline. So if you are at a point where right now you’ve even been like relying on one of these systems or one of these channels or only your referral systems, ultimately you’re not going to be able to focus on the growth of your business without having dread or worry and even complexity on how to actually set up those systems correctly. 


So why is that important? Many times as entrepreneurs, we think that what got us here will get us there, but we need to think about client attraction and your pipeline from a different lens. We need to look at it from a lens of creating message resonance, and it doesn’t really matter what the channel is, and being able to build multiple kinds of legs of this three-legged stool called client attraction. And by doing so, we’re able to focus on growth and perspective and be able to see the business exponentially grow and allow yourself to envision a future. much bigger than you can envision right now. 


So now it’s time for daily leverage. Where in your world, in your business, have you been focusing solely on one of these client attraction systems, maybe your referrals or your network? And what do you need to do in order for you to set up and optimize all three client attraction systems so you have an exponentially growing pipeline? Now, once you’ve located where you need to add a system or add a channel, or be able to build multiple ways for you to generate appointments and you know what you need to change, my question to you is this, what are you willing and able to do about it today? 


That is the end of the Daily Leverage. This is Jesse P. Gilmore. You’ve been listening to the Leverage for Growth podcast. If you’re enjoying these Daily Leverage and Agency Leverage episodes, make sure to subscribe on Apple or Spotify now.