Fantastic Friday! How to Fill Your Pipeline Fast (Without Ads): A Real Coaching Session That Will Change the Way You Sell Forever

Let’s not sugar-coat this: if you’re not generating leads right now, your business isn’t just slow — it’s in danger.

In tough markets, the businesses that win are the ones that move fast, follow up relentlessly, and know how to create opportunities out of thin air.

I run a coaching program called the Business Gym. This blog is built directly from one of our live group sessions — no fluff, no theory, just what actually works. The names have been changed to protect privacy, but the wins, the mindset shifts, and the excuses crushed… all real.

This is the real work behind small business survival — and scale.

Let’s go.

You Either Sell or You Sink

Most business owners don’t have a lead problem — they have a doing-the-damn-work problem.

During a recent Business Gym group coaching call, I asked everyone to share their current outreach numbers.

How many calls have you made this week? How many follow-ups?

Silence.

Eventually, the truth surfaced:

• One guy had made only three calls in an entire week.

• Another had sent out ten emails but hadn’t picked up the phone once.

• A third said, “I’ve got a list to follow up with… just haven’t got around to it yet.”

That’s not a pipeline — that’s procrastination dressed up as productivity.

And then they wonder why the bank account is empty.

“It’s Been a Total Bust So Far…”

Here’s what one of the guys said word-for-word:

“I maybe need a little bit of encouragement. I’ve been gold calling since our strategy session. I’m making five or six calls a day. So far, three people have picked up. One contact is on WhatsApp. I’ve sent out a bunch of emails. Only one got opened. They didn’t click anything. It’s been a complete and total bust.”

My response?

Welcome to the game.

You’re not broken. You’re early. Most people quit at the 10-yard line. They’re one follow-up away from a breakthrough and they bail.

If you’re playing the long game, five calls a day for 30 days is 150 touchpoints.

Most people aren’t even in the game.

Top 5 Sales Excuses (and Why They’re Killing Your Pipeline)

Let’s torch the top excuses I hear every single week — and why they’re costing people thousands:

1. “I don’t want to sound pushy.”

You won’t — if you lead with service. Being pushy is forcing people to buy. Being proactive is caring enough to help them decide.

2. “I don’t have time.”

What you mean is: “It’s not a priority.” And that’s fine — if you’re okay with stagnation. But don’t pretend it’s time. It’s commitment.

3. “I’m not good at sales.”

Nobody is when they start. You get good by doing. You weren’t born walking either.

4. “People don’t answer their phones.”

No — they don’t answer your number because they don’t know you yet. Leave a voicemail. Send a text. Use WhatsApp. Be persistent.

5. “They’ll get back to me if they’re interested.”

No, they won’t. They’ll forget you ever existed. People are busy. Follow up — or get forgotten.

The Real Cost of Avoidance

Rejection won’t kill your business.

Silence will.

Every time you avoid the phone because you “don’t want to bother them,” you’re not being professional — you’re being scared.

And scared doesn’t close deals.

“I Don’t Have Time” Is the Most Expensive Lie in Business

Dean, one of my clients, told me:

“I’m just too flat out to chase leads.”

So we did a time audit. Found two hours a day getting lost to pointless admin, handholding staff, and firefighting.

We cleared his calendar. Inserted a 60-minute daily “golden hour” just for outbound sales.

Six weeks later?

$67,000 added to the pipeline. Same hours. Better habits.

Cadence Over Talent, Every Time

You don’t need to be slick.

You need to be consistent.

Ten gold calls a day =
50 a week =
200 a month =
2,400 a year.

This is a numbers game. The more you move, the more momentum you build. The more momentum you build, the more you win.

The Double Tap Strategy (Most People Don’t Do This)

Most business owners stop at a voicemail. That’s rookie stuff.

Do this instead:

1. Leave a 20-second voicemail.

2. Immediately follow up with a text message.

That’s the Double Tap.

Simple. Fast. Effective.

It doubles your reply rate and takes less than a minute.

Real Coaching: Riley’s Pipeline Flip

Riley runs a high-end landscaping business. Great work. Beautiful branding. But leads were drying up.

He was quoting reactively and hoping referrals would roll in.

We changed everything.

• Carved out one hour a day for gold calls.

• Trained his admin to follow up using WhatsApp voice notes.

• Built a weekly follow-up rhythm.

In four weeks, he went from “barely scraping by” to booking out the next three months.

He said:

“It’s like we finally switched the machine on.”

That’s the power of daily discipline.

The Sales Mindset Shift That Made Me Millions

Here’s the moment it clicked for me…

I stopped thinking about “closing” and started thinking about serving.

Sales isn’t manipulation — it’s leadership.

Your customer is confused, overwhelmed, or stuck in indecision.

You step in with clarity and courage.

That’s not annoying — it’s noble.

When I started treating every sales conversation like a rescue mission, I closed more. I felt better. And I built a business that actually mattered.

The 30-Day Pipeline Power Challenge (Expanded)

Here’s the real work. I dare you to do it.

For the next 30 days, commit to:

1. 60 minutes of outbound activity per day
   No interruptions. No admin. Just prospecting, calling, following up.

2. 10 Gold Calls Minimum
   Phone, text, WhatsApp. Pick the medium — but make the contact.

3. Track every touchpoint
   Use a CRM, a spreadsheet, or a notebook. Doesn’t matter — just track it.

4. Double Tap every voicemail
   Leave a message. Then send a text or voice note immediately.

5. 5 Follow-ups Minimum per Prospect
   Most deals close after the 5th touch. Most amateurs stop at 2.

6. Weekly Review
   Every Friday, review your numbers. Where did you win? Where did you flinch?

7. Celebrate Action, Not Just Results
   The game is consistency. The wins will come — if you keep showing up.

Final Word: Join the Business Gym — or Keep Making Excuses

If this blog slapped you awake — good.

If you’re nodding your head and thinking “Yeah, I should do that…” then don’t just think. Do it.

And if you want to be coached through this, every week, with no fluff, no hiding, and a proven system that builds business muscle?

Then the Business Gym is your next step.

Inside, you’ll get:

• Elite-level coaching

• Weekly execution group calls

• Daily disciplines that actually move the needle

• A community of other hungry business owners who refuse to stay small

You’ve read this far. You know what needs to change.

Reply to this email to register for the Business Gym now.

See you at the Gym!

Tagged Business Growth Strategy, Business Tips, Decision Making, Fantastic Friday!, Leadership Habits, Mindset