The 5 R's For Your Pipeline Review Your Pipeline: Use Idea to see if these deals are the real deal Intention to Buy, do they act like they are going to buy? Or just shoppers? Decision Make Process: Do you know what it is and how they make buying decisions. Expectations of You: Are they waiting for information from you? Do you have what they want? Access: Are they giving you access to their time, information and people? Reengage Contacts: Reach out to everyone you've been talking to this year and make a decision quick whether or not to keep working them. Research Targets: Both new prospects AND the industry. What's new? Refine Scripts: Use the Triple C's Concerns: What are their fears, hopes and desires? Crimes: Where are they failing? Crisis: what's going on in the industry? Request Referrals: Get past the discomfort and ask clients who you've made a positive difference for help. Have an optimistic mindset. They will help you! This is a production of Habanero Media.