During last week’s Broker FUNdamentals session, we untangled the process of re-engaging Franchise Candidates – which can be particularly challenging post-holidays. This is a tool every Broker needs to dust off and start practicing to refine their strategy.
Have you encountered candidates who have slowed down in decision-making, affecting the momentum of the sales process? This session focused on understanding these nuances, equipping brokers with real-world examples and specific strategies to reinvigorate candidate interest and drive them toward GOOD franchises.
Topics Covered in the Session:
- Actions to Take During Re-engagement: Amanda Vargas, host and FBA Broker, shared effective strategies for rekindling client interest, with methods like sending industry-related books or scheduling January meetings. She emphasized the need for a sense of urgency and small steps towards business goals, citing cases where lack of progress led to the end of the road for some candidates.
- Client Focus and Time Management: The importance of time management and maintaining commitment was a key focus. The conversation stressed the need for regular meetings and support for clients struggling with time management.
- Matching Franchisees with Suitable Brands: The discussion veered toward how to effectively match potential franchisees with the right brands. They highlighted the need for understanding the client’s needs and interests, ensuring a commitment to the franchising process.
- Presenting Item 19 in Brand Presentations: Amanda advised when and how to introduce Item 19 in presentations, such as introducing it when a client’s specific concerns are addressed, ensuring a tailored approach to showcasing investment potential.
- Navigating Visa and Immigration Complexities: The team explored the intricacies of working with visa clients. Amanda planned a call with an immigration attorney to discuss visa-related challenges, emphasizing the importance of early legal consultation and understanding the limitations of certain visas.
- Exploring Tax, Business, and Franchise Options: Discussions centered around the benefits of starting a business for tax purposes, especially for high-income individuals. Amanda and Beau examined various franchise options, focusing on non-food franchises and their potential tax advantages.
- Introducing New Products, Services, and Business Models: To wrap it up, the session covered the potential of new franchises and business models within the industry. This included exploring lead generation through apps and the profitability of different franchise types.
Don’t Miss the Next Broker FUNdamentals Session on Initial Calls
All this in one hour! Our Broker FUNdamentals sessions provide insights and strategies, vital for keeping your candidates engaged and moving forward – especially in the face of seasonal challenges and shifting motivations.
We strongly encourage all FBA Brokers to join us each Friday at 2 PM EST. The next topic is “Navigating the Process with Leads During Initial Calls.” The insights on this round of mentoring will be top notch!
Sign up for the next session: https://fbamembers.com/events/calendar/brokering-fundamentals/
