Local & Network Marketing Course

Presented by Pamela Currie / Franchise Intellect, Inc.

My Background--10+ Years in Franchising --10+ in Traditional Corporate--Core Competencies: Franchising, Sales & Training--Multiple Perspectives of the Franchise Business Model (Zee, Zor, Developer, Broker, Trainer)--Certified in multiple sales & business curricula--Founder of Franchise Intellect, Inc in 2009

• Building Your Brand = YOU!

• Rebound Leads

• Seminars

• Networking

• Advertising

• Trade Shows

• Local Franchisees

• Resource Links

Agenda Topics

Initial Contact &

Pre-Qualify

Candidate Interview

Research & Pre-

Registration

Franchise Presentation

Candidate Introduction

s

Coaching Process

Legal & Placement

Key ActivitiesInitial Contact via Phone / EmailEstablish Rapport & Credibility. Explain Services & StepsHandling Common Objections Script to Pre-Qualify the Serious –vs-Curious.Become a Business Orchestrator for needed 3rd Party Sources (funding).Schedule Interview CallEmail ConfidentialQuestionnair  

Key ActivitiesConduct an interview using the Confidential Questionnaire (Uncover tangibles & intangibles). Note: Any partners should be involved in this process.Explain Next Steps & Schedule Franchise Presentation MtgSend Email Explaining Discovery Process and Disclosure Statement.

Key ActivitiesMatch Key Elements of Your Candidate to Businesses.Research Franchises in FranServe Directory w/ eMatch Tools & Power Search.Pre-Register Candidate and do a Territory Check.Request electronic materials from franchisor to use for presenting their business.

Key ActivitiesOne at a Time Review Key Criteria & Benefits of Selected Franchises. (total of 3-4)Feedback & Ranking from Candidate.Select 1-2 Franchise Concepts to Discover.Identify Good Times for Candidate Introduction Calls & Set Expectations of Franchisor Process.

Key ActivitiesSchedule Introductory Call for Franchisor & Candidate.Provide Franchisor w/ any Insight on How to Best Manage Your Candidate. Identify Questions that Your Candidate may want to ask Franchisor  

Key ActivitiesBecome that Trusted Advisor & Business Coach. Remain Involved in Calls between the Franchisor & Candidate.Set Candidates Expectations about the FDD prior to Franchisor disclosing FDD.Identify Questions to Help with Validation of FranchiseesChecklist for Discovery Day

Key ActivitiesLawyer Reviews and Negotiates the Franchise Agreement on Behalf of Candidate.Franchise Agreement Signature & Payment of Franchise Fee.Consultant Invoices Franchisor for Placement FeeCongrats to You, Franchisor & New Franchisee.Request Reference 

Rebound:

A rebound lead is a basketball analogy....the client shot at a franchise and it was a miss, or non-match. The client is now bouncing back into his or her search for that perfect business.

Rebound Leads (cont.)

Why so many leads and such a poor closing ratio when it only takes 11 broker referrals to close a sale? Usually it can be traced to one of four reasons:

1. Territory sold out

2. Client lacks adequate capital

3. Absentee vs. active ownership

4. Client lacks experience/skill set

Seminar Opportunities:

•Outplacement Groups

•College Classes

•Church Groups

•Free Educational Seminars

•Civic Organizations

•Trade Shows

Networking:

•Franchise Attorney

•Business Immigration Attorney

•CPA

•Traditional Business Broker

•BNI (Business Networking Internat’l)

•Other Networking Opportunities

•Commercial Leasing Agents

Advertising:

•Newspaper

•Radio

•Social Media Strategy (Facebook, LinkedIn, Twitter

•Trade Magazines / Specialty Publications

•Vehicle Wrap / Magnet

• Franchise and Business Opportunity shows exhibiting in your area can be excellent sources of new contacts and leads. Simply contact the promoter and ask for a list of exhibitors. One or more of these will be companies that you already represent.

• Contact the franchise company and offer to help out in the booth. This will give you an opportunity to build a strong relationship with the franchise and acquire leads at the same time.

• These shows are also a great opportunity to network with and establish relationships with franchises that you may not be currently representing.

Trade Shows:

Local Franchises

•Any franchisee that deals with the general public will tell you that they are asked almost on a daily basis if they are a franchise, how does it work, how to get more information, etc. Most franchise owners consider these inquiries a nuisance, and will be happy to pass them on to you.

•This allows the franchisee a polite escape from the conversation, and provides you with a steady stream of free leads.

Resource Links:

•US Franchise Expos: www.usfranchiseexpos.com

•Lawyer locator: www.martindale.com

•Referral group: www.bni.com

Wishing You Much Success!