The Art of Filling Your Pipeline: How to Prospect Like a Pro
- Kara Moll
- Mar 26
- 4 min read
If you’re in any kind of sales, you know this already: without a steady flow of qualified leads, business slows down fast. But filling your pipeline doesn’t mean cold calling strangers or waiting for referrals to show up out of thin air.
It means getting intentional about who you want to work with, and creating a repeatable system to stay in conversation with the right people.
In this post, I’m going to walk you through how I approach prospecting — not the old-school way, but in a smarter, more focused way that brings results. I’ll also be inviting you to my upcoming 90-minute virtual workshop, where we’ll dive even deeper into these strategies together.
Filling Your Pipeline Starts with Clarity, Not Chaos
One of the biggest mistakes I see? Sales professionals who try to talk to everyone. That just doesn’t work. I’ve been in sales a long time, across industries like real estate, banking, and marketing — and one truth remains: people don’t want to be sold. They want solutions to real problems.
That’s why the first step to filling your pipeline is knowing who you’re actually looking for. Not “anyone who needs to buy or sell,” but your dream client — the kind of person you love working with.
How I Build a Pipeline That Works (And Keeps Working)
Imagine planning a dinner party. You wouldn’t just pull in a random group of people. You’d be selective — you’d invite people who’d enjoy each other, who’d bring the right energy, who you want to spend time with.
That’s how I think about prospecting. It’s not about reaching the masses. It’s about thoughtfully choosing who belongs in your business.
I Start with My Ideal Client Avatar
Get specific. Where do they live? What life stage are they in? What are their goals? What problems do they need help solving? The more clearly I define this, the easier it is to find them — and speak directly to them.
Then I Use the FRIENDS Framework
To build a quality list, I walk through each letter of this acronym:
Friends and existing contacts
Records from past clients or old connections
Industries I love working with
E…
N…
D…
S…
This one exercise alone can generate dozens (even hundreds) of solid names — the kind of people who are much more likely to say “yes” when the time is right.
Curious to know about letters E through S? You’ll have to join my workshop to learn more…
My Favorite System for Staying Consistent: The Devilishly Productive 18
Instead of getting overwhelmed with a massive list, I work with a focused group of just 18 prospects at a time — six in each of the following categories:
Level 1 – Quick Wins
These are my “ready now” clients. They’re motivated, responsive, and usually looking to take action soon.
Level 2 – Core Clients
These folks might take longer to say yes, but they’re relationship-driven and often lead to repeat or referral business. These are the people I want to build long-term trust with.
Level 3 – Dream Clients
You know the ones. High-level opportunities that might take months (or years), but could completely change your business. They usually already have representation — but when the timing is right, you want to be top of mind.
By consistently working all three categories, I keep filling my pipeline with a healthy balance of short-term wins and long-term growth.
Want to Fill Your Pipeline with More Qualified Leads? Let’s Work Together
If you’re tired of wondering where your next deal is coming from, or feeling like you’re always chasing leads, I’d love to invite you to my upcoming virtual workshop:
🎯 Exactly How to Prospect — A 90-Minute Live Session Designed to Help You Fill Your Pipeline with Confidence
You’ll learn:
✔️ How to build your prospecting list from scratch
✔️ What to say (and how to say it) to open new doors
✔️ How to use my “Devilishly Productive 18” method to stay focused
✔️ How to clarify your value so people want to work with you
This session is based on Phil M. Jones’ Exactly What to Say® method — one of the most powerful frameworks I’ve ever used. Whether you’re in real estate, mortgage, or another sales-based business, this will change how you approach lead generation forever.
Space is limited, and these workshops always fill up fast.
Are you now finding out you missed the last workshop? No worries. Visit my website again soon — I host events regularly, and you’ll find new opportunities posted there often.
Let’s build a business you love, filled with clients you actually want to work with. It starts by filling your pipeline — the right way.
About Kara Moll
Kara Moll empowers busy executives to become confident and effective communicators, unlocking their full potential in both their personal and professional lives. As a real estate coach for Keller Williams MAPS Coaching, and one of Phil M. Jones' Licensed Guides in Exactly What to Say®, Kara combines her expertise with Neuro-Linguistic Programming and Energy Leadership Coaching to help clients achieve transformative results.
With over 20 years of experience in real estate, coaching, and training, she brings a wealth of knowledge and insight to every interaction. To take your communication skills to the next level, enroll in one of her upcoming workshops or events at www.karamoll.com/events
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