High and dry

Ever felt like you're stuck on the ground floor while your business should be at the top of a skyscraper? 

Imagine this: a flood comes in and you're washed away because you're not high and dry.

This captures the perils of relying solely on referrals in your business.

Just like staying on the ground floor during a flood, relying on referrals leaves you vulnerable. 

When a rush of new business hits, you can't handle it all. 

If a drought strikes, you're left with nothing to go on. 

The highs and lows are brutal.

But how do you find yourself comfortably positioned on the 50th floor of that metaphorical skyscraper, prepared for whatever comes your way? 

The answer lies in your pipeline. 

A full pipeline can carry you through both droughts and floods.

Creating a full pipeline isn't buying a list of prospects or putting in grueling hours. 

It's about working smart during the calm periods, preparing for what's to come. 

Like the squirrel stocking up for winter, you too need to prepare for the harsh seasons of your business.

Take California for instance, where I lived. 

One moment, it's an extreme drought. The next, sudden flooding. 

It's about building resilience, like my California house, equipped with water protection even during a severe drought.

The key to keeping your business high and dry is maintaining a steady stream of opportunities. 

This requires commitment and discipline. 

Set aside an hour each day for prospecting, even on your busiest days. 

Whether it's writing blog posts, networking on LinkedIn, or interacting on social media, these are investments that keep your business afloat.

Consider it non-negotiable. 

One day or even half a day a week dedicated to prospecting can make all the difference. 

You must focus on your pipeline, even when it seems less urgent than the work at hand.

Relying on referrals isn't sustainable. 

You must build a defensible position through consistent prospecting. 

It's the first of our five Profit Pillars for a reason. 

It's there to lift and elevate you to that desired level.

Our Profit Pillars concept aims to raise your business in different areas at the right time. 

Prospecting, process, people, pricing, and pitching. 

Leveling up in these five areas is your ticket to staying high and dry. 

So, do the hard work, even when it's tempting to opt for the easy route. 

Your business deserves that skyscraper view.