The second thing you need to do in conjunction with freshening up your business plan is to revisit your ideal prospects. You have to know that you are staying in your lane and putting critical mass in those ideal prospects you identified going into the current year. If carrier appetites have changed or pricing has spiked, and it looks like it’s going to be much more difficult for you to gain entry and deliver the value proposition to those people, you may need to course correct and determine that next year you’re going to use different ideal prospects. Essential for you to do that. The other thing you need to do is go back and look at your pipeline. Come on man; you can’t just let your pipeline collect a bunch of stuff over the course of the year. It’s like going into a manufacturing facility that doesn’t ever do any high cleaning and seeing, “Oh my gosh, there’s like three inches of dust on the rafters. This place can spontaneously combust at any moment.” You wouldn’t do that if you were running a manufacturing facility. Don’t do that in your pipeline.
You have to purify your pipeline constantly to ensure you’re not putting garbage in the top. When you do, it’s a major distraction for you to focus on those ideal prospects that should be in there. I’ve said it many times; I am not a big fan of the sales funnel. I want you to have a sales cylinder. If you have the right ideal prospect and only put those in, you should see stuff coming out the bottom at almost the same rate. You’re putting it in at the top. It’s essential to look at that at the end of the year.
Responses