The Savvy Franchise Buyer Secrets for Investment Success
Smart and savvy franchise buyers almost always ask for your Franchise Disclosure Document - FDD at the outset when they contact their target franchisors. Or they get the FDD from another source before inquiring directly to a franchisor. There are...
Surprising things that Roman Empire & Franchise Selling Have in Common that You didn't Know
The rise and fall of the Roman Empire has a lot in common with selling franchises. The Romans built an enormous empire that at its height spanned from Spain to the Middle East. They built great cities and famous...
Print v. Internet Which is Better for Franchise Sales?
Print leads were different from internet leads. It used to be that a print lead would phone you after seeing your print ad. While on the phone with the prospective purchaser, you had to qualify them financially. You also had...
Make a Franchise Sale on the Phone - 6 Can't Miss Questions
It's harder than ever to get your franchise candidate on the telephone. You and I both know you can't sell a franchise until you have further qualified the franchise candidate for your offering. And that means engaging in dialogue with...
Why Your Franchise Leads Refuse to Talk with You
The Franchise sales process has changed since I began over 20 years ago. Back when I started out, people interested in franchises used the telephone to inquire and request information. Because they saw our ads in the Wall Street Journal...
Bring Out Your Dead
Remember - "Bring out Your Dead? Well, you might be killing your leads too early, too. In the early 1990s, I was in charge of US development for a top QSR franchise. At that time we relied on targeted...
It's Easier to Ask Forgiveness than It is to Get Permission.
Changing things for the better requires an element of risk. After a large reorganization of a major QSR franchisor I worked for, I ended up with greater responsibility and not enough resources. We had a set way of doing things...
Why You Won't Sell Franchises at the International Franchise Expo in June 2014
Some will have the following at the International Franchise Expo - The biggest baddest trade show booth. An expensive video presentation for attendees to watch. Really cool branded trinkets & tchotchkes. An on-site kitchen to feed the masses &...
Fire Your Franchise Sales Team
Every end of year you ask your franchise sales team how many franchise deals will they close next year. And they tell you a number. Almost always the number is higher than the previous year and you believe them, or...
Selling Franchises to Great Operators Who Will Fail You & You Will Feel Awful for It
The best franchise recruitment selling is about getting new franchisees who have both talent and capital to develop your concept. If you've been selling franchises even for a short time I will bet you have met the proverbial great operator...
