what the FRANCHISE

If you manage franchise salespeople who handle organic, non-broker leads, how often do you hear passionate feedback from them that leads from a particular source are poor quality? That leads from a particular source have no money, are not qualified, are just kicking tires, ect?

Is this feedback REALLY accurate or is it a narrative the salesperson builds to rationalize their behavior and results in the process. Tracking and managing lead sources, costs and sales progression is critical. What isn't critical is sharing this information with salespeople real-time.

Want to jumpstart lagging sales? Consider hiding the lead source from the notification the salesperson gets. This does two things:

1. Forces the salesperson to respond to each lead in a uniform way - there is no way for them to cherry pick leads and they give the same level of attention to each person, regardless of lead source.

2. It keeps the salesperson from sabotaging their own results by dragging in mental baggage about the lead source into the conversation. Baggage that keeps them from responding quickly, shortens the conversations, limits followup and positions them poorly to get maximum results in the sales process.

Listen in as David Sparks, CDO of Brand Journalists and I talk about how to use this controversial sales management tool. David hides his own lead sources and as a result produces 2-3 times the sales results from the same number of leads other recruiters use.

Enjoy!

Missed the 2019 Canadian Franchise Association Conference?

You missed one of the best Franchise Development panels I've heard in a long time. We recorded the discussion in front of a packed room so you can listen in. Canada has 1/10th the population of the US but has 25% as many franchise systems. In fact, the 1250 franchise systems in Canada now make up the 12th largest industry in Canada and that industry is growing at a faster pace than the already face paced US franchise industry. 

Here's the topic and speakers on this panel:

Chairman’s Choice: Tips, Hacks, Advice, Strategies and Lessons Learned to Fuel Your Franchise Development
Panel Moderated by:
John DeHart, Nurse Next Door and LIVE WELL Exercise Clinic, Chairman of the CFA

Panelists are:
Mike Skitzki, Fran Worth
Thomas Scott, Brand Journalists
Gary Prenevost, Frannet
David Sparks, Brand Journalists

When we look at franchise systems that go into decline, it is often because they lack a formal franchise resale program. With increasing numbers of baby boomer franchisees exiting business ownership for retirement, closed units that were once thriving can quickly outpace the number of new units you onboard. 

Setting up a franchise resale program is not just necessary, it is simple to structure. Listen in as we discuss our tips and strategies with guest Liz Berman from BizBuySell. Don't let franchise resales ruin your growth!

The nature of content marketing for franchise lead generation is changing rapidly. Content isn't just blogs, articles and websites it is video, podcasts, audio, infographics, photos, and animations. Are you ready for this shift? Do you understand the change? Listen in as we discuss our thoughts on the changing nature of content marketing to help you grow your franchise brand.

Gary Findley is well known in the franchise industry, having started out as a recruiter with the Dwyer group at Rainbow Carpet Cleaning then moving to start Curves and grow to over 8,000 locations in record time. He's more recently been in the news growing Restoration 1 from a small number to over 250 locations in a few years and has just begun growing BlueFrog Plumbing. We listened to Gary speak at Palm Beach Atlantic's Titus Center for Franchising this week. Here are three takeaways we learned from his presentation and it is worth a listen!