The Bridge to the Pipeline
We’ve finally arrived at the topic of network marketing training, and I’m super excited for you and what you’re about to learn.
We’re about to dive into the mechanics of the Pipeline now, and I’m going to break it down, step by step.
But before we do that, I’ve realized there’s a piece missing…
(But it’s not what you think.)
Let me explain…
Just Starting In Network Marketing? Do This First
You see, the Pipeline is universal to all businesses, and what I’ve recognized is that I can show this to people, and it makes logical sense to them, but that doesn’t mean they’re ready and willing to do the Pipeline.
Even though they could give examples of other businesses, it doesn’t mean they could pick up tomorrow and start doing it themselves.
So today I’m going to build a bridge for you, as the very first step someone should take.
The Pipeline – How Customers and Reps Are Acquired
As you’ve heard me say many times before (and even if you have listened closely, because now we’re actually into the Pipeline itself), it doesn’t matter if you’re trying to get a spouse, trying to get votes, trying to sell retail items at a store, or you are a doctor and trying to get patients. It doesn’t matter what it is. Everything has to do with the Pipeline.
It is the universal thing that every business must do.
Anybody who says, “I don’t know about that pipeline,” is just saying that they are not going to do business.
Even the lawn boy who’s dragging the lawnmower behind him has to knock on a door and generate a lead, contact that lead, set an appointment to do a presentation about what he’s going to do with the yard (he’s going to mow and trim and sweep and so forth), and then he’s going to follow up and he’s going to get a customer, serve that customer and make money, or the person says no and he goes to somebody else. That is just the pipeline.
It’s true for votes and it’s true for colleges. It’s true for everything. The more affinity that you can flow to this thing, the better off you’re going to be.
The more that you push away and start creating things in your head that say…
- “No, I can’t”
- “I never did that before”
- “I don’t know how”
…the more you’re rejecting the very thing that all business is surrounded by.
It would be very healthy to embrace it.
Building a Bridge to the Pipeline
Now, what I’ve recognized over the many, many years is that I can show the Pipeline and it makes logical sense to people. However, that doesn’t mean that they’re necessarily ready and willing to do the pipeline.
Later, I had to come along and build a bridge to the Pipeline because I could see that even though people could give examples of it, they weren’t necessarily able to walk themselves into it and do it.
After you do the Pipeline, you harvest the rewards and those rewards are whatever they are for you. Some people will say, “The harvest is the money,” but for me, it’s never been that. For me, freedom is the harvest.
It’s the freedom to live where I want to live. It’s the freedom to be willing to take off three or four months if I want to, and do something. It’s just freedom. That’s always been the harvest for me. But you get to choose that harvest.
Let me walk you through a couple of the steps of the bridge to the Pipeline.
Step 1: Your New Identity
The step that I see most people not ever do is “I am.” That’s the fundamental of anything in the world: “I am a wrestler,” “I am a jujitsu player,” “I am a boxer,” “I am a football player.”
Sometimes a person might back into network marketing, just like they kind of backed into getting married and say, “Well, that was a pretty good time.”
But they never stand there and say, “I am,” and that’s going to beat them half to death their whole life if they don’t do that one simple step: to take it on to be it.
A lot of people say, “Well, I’ll try.”
No, that’s not “I am.” That’s the opposite.
That is throwing out to the “universal spirits” or something that’s going to come in and authenticate for them whether they are or not.
No, no, that’s not the way the world works. You can hope for “a sign.” No, it’s not a sign either.
You either stand there boldly and stomp your foot down and say, “I am,” or you say, “I am not.” There is no in-between.
You can say that for, “I am a husband,” “I am a wife,” “I am a Christian,” or whatever it is. And that is what you must do. Otherwise you skip that step and you hop over the top of that, and you’re still waiting on the “universal spirits” to authenticate that you are, and you’re going to just wander around, lost in space.
Step 2: Carve Out the Space in Your Life to Do It
Your life is probably “full” now. Most everybody that I’ve ever met in my life is full. Their calendar is full and they never take that step to say, “All right, I have to move some stuff around here, and create this block of space that I’m going to put network marketing into.”
You have to move stuff off:
- “I’m done with that.”
- “I’m not going to do that anymore.”
- “That TV’s wasting my time.”
- “I don’t need to look at all those apps all the time.”
Carve off some space for you to DO network marketing. That’s what I’m talking about here. You have to carve out the space. And a lot of people don’t ever do that.
Their friend comes over and says, “Hey man, you want to do a business together?”
“Well, sure. What is it?”
“Oh, well, we’re going to be selling this.”
“Okay.”
But they never carve off the space. They bought a pack and it’s sitting in a sack next to the door, and it’s been there for three weeks. They say they’re in network marketing.
They’re not in network marketing. They never carved off the space in their life to drop network marketing into. That’s carving off the space.
Step 3: Make The Time
The next step is make the time. You think that’s the same, but it’s not quite the same.
For example, if I were to say, “I am a carpenter,” for the first “I am” step, then I would probably go down to Home Depot and get a nail apron. I would probably buy a hammer. I’d probably buy some chisels, some tools. I might even buy a different truck to drive. I might have to have some new clothes for working outdoors instead of indoors.
In taking on that life of a network marketer, you’re making these decisions. You carve out the space, and you also carve out the time.
Step 4: Learn the Subjects
Next, you learn the subjects. To give you an example, my son is 10 years old (I’ve also got a five-year-old), and so we bought him some homeschool books from Singapore Math, third and fourth grade.
In these books they’re learning addition, subtraction, number bonds, and multiplication in third grade, and division and fractions and decimals in the fourth grade.
Can you see that this is part of the bridge to maybe calculus, maybe figuring out and building a real bridge?
Then there are drill books. They’re repetition over and over and over, building the skillset, building the confidence, building the discipline.
But that’s just raw numbers. What if we start breaking this down into time? I got some training aids for him, so that I’m able to subtract time and add time. I started playing little games with them about how long it’s going to take them to get to school, and about miles per hour. It’s the application of numbers now in the real world.
I also got him some visual aids for fractions and decimals. It’s hard in some people’s minds to see a fraction versus a decimal. These visual aids assist my son in the bridge to becoming an engineer or whatever it is that he’s going to do. These are just teaching aids towards him having an understanding.
And now, if I were to ask my son Tristan, he would say, “Dad, I already know how to add numbers.”
So I say, “Good, so get a pint and add it to a gallon.”
Watching him do one of those, I see he can’t quite comprehend, so we work on that.
What I want to do here is make sure that you understand that the Pipeline is where we play the game. Some people need a bridge to it; and it’s not a demotion if you need to do some of the steps on the bridge.
I had to go back myself and study some of these things in order to help teach my son, and it wasn’t a demotion. I just said, “I am going to be a homeschooler for my son,” and I have to carve out that space in order to help my son. I have to make the time each day in order to do that. I have to learn the subjects so that I’m clear in my explanations to him.
I love network marketing simply because the Pipeline is what we do and the Pipeline is what we teach. It’s a very simple concept.
If you’re not up to competency on the Pipeline, take steps backwards. In fact, I think that everybody ought to just start out and make these declarations and make sure that it’s in your life. Otherwise you skip them.
Step 5: Do the Reps
I did a survey recently, and without a doubt, the number one item was, “I need more discipline in the Pipeline.” No kidding!
That’s called, “Do the reps.”
When you go into the gym, if you want to grow muscle, you have to go to failure. If I go to 10 reps and I don’t go to failure, then that’s not really a workout yet. All 10 reps work to get me to number 11, where I failed to get it all the way pushed out on the overhead press for example. Only that one counted. The 10 didn’t count – only number 11 counted because that was the one to failure.
Doing the reps is an absolute necessity. Of course the number one item would be that they need more discipline to do the Pipeline.
You say, “Tim, reps are different than discipline.”
No, they’re not. I’m telling you that the more reps you do, the easier this Pipeline is to do.
Get in there and do the reps. There is no substitute.
How I Get People Progressing Through the Pipeline
What have all the videos that I’ve done up until now been about? What they’ve been about is that when you contact a prospect, the prospect is going to say something.
Something that they say will be one of those conversations that you see in one of my many videos in my YouTube channel.
All of those conversations that I have for you are ones that I’ve had while doing the Pipeline. I’ve talked to prospects, and they’ve asked me questions. I’ve had to explain things to people.
The way that I explain things to people is how I get them progressing through the Pipeline. I help overcome that lack of understanding, or an objection they had, which they no longer had because they can see how it works.
Everything Comes Down to This
There comes this point in every person’s life, no matter what their profession is, where all that’s left is one thing: going to the calendar, putting a date, showing up, and doing it.
All the hocus pocus, all the chanting, all the affirmations – it all boils down to one simple thing: just do it.
That is the one thing that everybody wants the secret to. There isn’t one! I hate to tell you that, but I also want you to knock off thinking that there is something else.
This is the test of all human beings – do what you decide to do.
That’s it.
Whether it’s showing up to work out, whether it’s showing up to go to school, whether it’s showing up to do the Pipeline, that’s all there ever is.
There comes this point where you decide you’re going to do, and you do.
People say, “How do you get yourself to do it, Tim?”
I say, “Don’t ever ask that question because you’re looking for an answer and you’ve already made the decision to do the thing. Just go do the thing.”
The very best I can ever do from a workout standpoint is never ask, “Am I going to work out today?” I just start putting my shoes on. As soon as I have that idea, that I’m going to doubt that I feel like it, as soon as I feel that part coming on, I just put my shoes on and get in the gym.
It doesn’t matter how many reps I do at that point. I just have to get into the gym. That’s how I overcome it, if there is such a thing as overcoming it.
At the end of the day, this is the test. This is your test.
I’ve done the Pipeline for many, many, many years. It’s second nature to me. I don’t even think about it anymore. I put lead generation on automatic and so I have to show up. There’s no other choice.
You prove your competency by doing the Pipeline. You have to put in the reps. There is no other way.
Every step that I built that bridge up to, if you need it, use it. Some people need an undercut to use it. I’ll be talking a whole lot more about what’s inside that bridge, but I just wanted to give you a big overview here.
I’d love to hear from you. What have you seen is the biggest “barrier to entry” when someone has signed up and is ready to get started? What have you seen holds them back at that moment?
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