50 + 1 Things In Franchise Sales, Development, & Recruiting, that’ll MASSIVELY improve your Results

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We Help People Make The Dream Of Owning Their Own Business A Reality…

TO START YOU NEED SOMEONE YOU CAN TRUST…

We know that considering going into business for yourself is an important and sometimes difficult decision.  Business ownership has its benefits but isn’t for everyone.  So you need experienced advisors to help you along the way.  That’s what you get from the consulting company Franchise Building Expert.

Today there are literally thousands of franchises to choose from, so figuring out which opportunity is right for you can be hard to determine to say the least.  Eliminate the confusion of time-consuming and overwhelming research by working with us.  Our matching process and years of contacts in the industry will allow you to focus on those that have been pre-screened to match your requirements.

I’ve spent 22 years in franchise sales and development. After experiencing some of the same frustrations and lean selling times as you probably have, I’ve learned what to do and NOT to do. So, I’ve put together these “50 Things to Master for MASSIVE Results.” If you get persistent, then proficient, then begin to master them, particularly if you’re in this profession less than 3 years, you will make your first sale faster and/or more sales quicker.  And overall mastering these shortens learning curves by at least 6 months! I know this because my 2nd year over year 1 learning and utilizing these techniques and skills, my sales were up 600%! 
  1. Importance of finding out what is important to the candidate/target market; providing these things during the sales process.

  2. Get the candidate emotional about their decision to buy a franchise; find out their deepest ‘why’.

  3. Paint the picture of what its going to be like when they own their own franchise. They don’t know what it’s like, so you need to help them develop that vision.

  4. Have a sales system/process, sometimes called a ‘candidate evaluation’ process. 

  5. Having a no surprises sales/candidate evaluation process – always position people as to what they should expect to experience.  Use ‘technique’ universally, i.e., the positioning for going to due diligence calls and how they could get upset or surprised if they don’t get call backs or emails back… “NO SURPRISES” throughout the process, i.e., when sending them to call zees.

  6. Coaching them through the process; you control it.

  7. Positioning fear and anxiety at the beginning of the sales processes. FEAR one of the 3 top deal killers in franchise sales. 

  8. pace and momentum key – Spoon feed info at a volume candidate can handle; don’t overwhelm them or let them think they know enough to make a decision too early. 

  9. Always have them active, doing ‘homework’, doing something between your calls and meetings, so you/your brand/decision on business ownership is top of mind.

  10. Finding out what is working as you make the sale; duplicate it every time. It may get boring to YOU; it will be the first, and exciting time every time for them… Especially important if you have less than 3 years’ experience but something you can always do for continuous improvement. 

  11. Establishing the ‘process’ with the candidate i.e., how much time they’ll invest, and YOU’LL invest with them, setting the timing for the process, setting a decision date, etc.

  12. The ‘call to call’ process- narrowing down the list of things to do, questions, and issues call by call; ‘closing’ all through the sales process. After several weeks with the prospect, you can say “we’ve answered them all; nothing left on your list; time to move forward!”

  13. The ‘flow’ of each call – Reviewing what was covered in the last call, detailing what is ‘left to do’ in the process, being sure to review any areas that seemed to be sticking points or they were confused on, etc.

  14. Positioning early its ‘ok to say no’ & open and honest communication during the sales process. Cuts down on the ghosting and ‘crickets’ in this industry. 

  15. Positioning up front as they enter your process that “we evaluate how you handle this as a ‘project’ and your ability to meet your commitments.”

16.  Use Qualifying calls & scripts.

17. 8-Touch New Lead Contact System © – connect with more leads quicker because odds are others are calling them too.  

18. Never end a call before setting up the appointment for the next call. 

19. “Linking” motivators & influencers of why they want to do this, to the franchise features and benefits.

20. positioning Going to the attorney/advisor 21. positioning Going to the ‘sage counsel/friend’ 

22. positioning candidate to go to Discovery Day 

23. Have a definite Discovery Day flow/process/session

24. Establishing the decision date early in the process – reduces time to decision; helps keep them focused and on track. Build date around a training or major event like expiring FDD, company annual trip or conference, etc.

25. Use a Decision Day script.

26. Scripts for moving candidate to validation calls; sense of urgency, limiting time & # of calls, more emails than expected calls as coaches are busy, etc.

27. Working with a ‘good’ franchise/business broker; coordinating the sale, when to call them, etc.

28. How to get a prospect back on track/make the correction or DQ/disqualify if missing appointments, not doing assignments, etc. Better to get some candidates OUT of your process so you have more time with the real buyers. 

29. Use of check sheets to keep you ‘on track’ during a call… 

30. Dealing with mid or later or ‘final’ issues i.e., Getting financing; be sure to be prepping them to get their funding early in the process. Similar to buying real estate and people getting pre-qualified for a mortgage.

31. Discussing with candidate what should be done week to week. Keep them on track and making a timely decision.

32. Ask more questions to really know what is going on with them during the process, I.e., ‘how are they feeling at this stage?’  or Temperature checks & anxiety checks.  

33. Regularly circling back around on questions about anything we’ve already discussed and need to revisit. Areas they seemed sketchy on, skeptical about, or down right pushing back. These often are final reasons why someone doesn’t move forward yet you can control some of this. 

 
34. Getting more people to Discovery Day with temperature checks, more questions, Anxiety checks week to week, etc.

35.  importance of spouse involvement in process & how spouses can kill the deal.

36.  Positioning spouse/partner involvement in support AND decision-making process. Another one of the top 3 reasons deals don’t go through. Deal with it early, find out early, and get spouse involved or drop candidate. 

37. etting them talking to their spouse early in the process; flag them that you are only going so far with them in the process until they do.

38.  ASKING FACTS VS. TELLING FACTS: “Did you know that XYZ franchise has over 750 locations worldwide?”  Engages the prospect more, has them participating, AND forces them to listen more closely.

39. “Elephant in the room” or Dealing with the ‘real’ issue – whatever it is, be sure you go over and over it because no matter what you’re talking about or where they are in the process it will be on the candidate’s mind continually until it’s been resolved, or you lose the sale!

40.  The ‘3 brains’ conversation (head, heart, gut) – all 3 used to make decisions.

41.  Positioning the one sidedness of a franchise agreement – ‘all are one sided to protect the millions of dollars’ worth of investments’ from one who could spoil an area or the business.

42.  Work your ‘warm’ DQ list. Sometimes it’s not really that someone is saying no to the idea of buying a franchise and starting a business, but more so they’re saying, ‘not now.’ 

43.  Have a regular drip or touch process; candidates don’t always drop out of your process with a forever ‘no.’ 

44.  “Sense of urgency” planning – weekly, sales boards, etc. Eliminates candidate drift. 

45.  Know your numbers! Run yourself/operations like a business whether you are employed or a one-man-band. 

46.  Always ask for referrals, even from someone not buying, IF they are an ideal prospect. People travel or associate in groups of people like themselves so people in their circle could be buyers. DON’T ask for referrals from people that aren’t good candidates.

47. Time kills deals

48.  20 – 25 ‘touches’ 50/50 written and emails/verbal to where a deal should be ready to close…

49. Develop good referral sources for lenders/funding 

50.  Never get too emotionally connected to a prospect. 
Girl in a jacket
I’ve spent 22 years in franchise sales and development. After experiencing some of the same frustrations and lean selling times as you probably have, I’ve learned what to do and NOT to do. So, I’ve put together these “50 Things to Master for MASSIVE Results.” If you get persistent, then proficient, then begin to master them, particularly if you’re in this profession less than 3 years, you will make your first sale faster and/or more sales quicker.  And overall mastering these shortens learning curves by at least 6 months! I know this because my 2nd year over year 1 learning and utilizing these techniques and skills, my sales were up 600%! 

Want to find out more about how to learn and apply these better and faster?

Book A Free 1:1 Session With Don Schin, A $397 Value Free For Having Downloaded The 50 + 1 Things

NEXT YOU NEED A RELIABLE PROCESS…

And we have one! Our consultative interviewing and matching process involves the following steps:

  1. Interview process – we truly want to get to know you as deeply as we can. In order to do so we’ll have several phone calls with you to find out who you are, what your experience is, and what your goals and dreams really look like.  Don’t worry – we have great people skills and know the right questions to ask!  You’ll be surprised at what you learn about yourself and your own vision.
  2. Profile/Questionnaire – We’ll then ask you to complete a profile for us. This is a crucial step, as it builds on our interviews.  We’ll ask you about your likes and dislikes in business, strengths and weaknesses and transferrable skills that will help us match you to various businesses.  We’ll also ask you what industries and types of businesses you may have an interest in and, yes, things you absolutely wouldn’t want to do.
  3. Determining Key Factors – Once we collect all the information we need, we’ll work with you to determine the most important, almost ‘non-negotiable’ things we have to find for you in a business model and company.
  4. Research and matching process – Now the fun begins!  We begin to look at our portfolio of opportunities that might be right for you.
  5. Presentation and selection phase – We’ll then present the various options that we feel match your key factors. We’ll give you a 30,000 ft. view of these businesses, talk through them and why they match you. Together we’ll find a certain few that you’ll want to investigate further.
  6. Evaluation and due diligence phase – Finally, we’ll introduce you to your top three or four companies. We’ll connect you with our contacts for deeper discovery of the businesses.  And we’ll stay with you, side by side along the way, to help you make a good decision of what’s best for you.  All along the way we’ll be explaining the franchise industry to you, what you are experiencing as you talk to the franchisors, what’s reasonable or not reasonable, and where applicable, referring you to other professionals like accountants and attorneys, that can give you other guidance in your decision making process.

big enough to serve you, small enough to know you

This is a no-obligation or cost process for our consulting services, or for the vast amounts of information about franchises we will provide.  Because of our credibility and experience in the industry, we have relationships with the best franchisors that are seeking quality candidates like you.  And they compensate us if we find a business for you.

Questions? Just ask!

AND FINALLY, just so you know…

This is a no obligation or cost process for our consulting services, or for the vast amounts of information about franchises we will provide.  Because of our credibility and experience in the industry, we have the relationships with the best franchisors that are seeking quality candidates like you.  And they compensate us if we find a business for you.

Again we’ll be with you every step of the way during the process on your path to business and franchise ownership.  To get the ball rolling, complete the request form here and a representative will be in touch with you soon.

Think you too might like to become a franchise broker/consultant?

It is a very rewarding career and also a lucrative business too!  So maybe this can be added to the businesses you investigate?  We have a training program that not only teaches you the skills but gives us a vested interest in your ongoing success via the ongoing support programs we offer!

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