When you’re in the business of selling franchises the “big fish” is the sale of a Master Franchise. A Master Franchisee purchases the development rights to a large area, typically a state or even a country, and helps the franchisor sell and support unit franchisees.
In return the master franchisee receives a portion of the franchise fee and ongoing royalties – usually a 50/50 split with the franchisor.  The best part is that they come with a very handsome commission.
FBA Franchise Broker Rich Greer with Nations Franchise Source recently sold the master rights to Georgia for the franchise Sitters, Etc.. In fact, in that one month  he sold a master for Sitters Etc. in (GA) and a College Nannies & Tutors in (Dallas, TX).
Every year Rich helps 8 corporate refugees escape and find the American Dream of owning their own business. He has helped 20 find their perfect franchise since joining the FBA and becoming a Certified Franchise Broker (CFB).
Rich frequently says “The key to the business is listening to your clients and having their genuine best interest in mind at all times.” He is passionate and committed to creating a win-win-win-win situation for all parties involved in a transaction.
Prior to purchasing the Georgia master territory from Sitters, Etc. Rich’s client came to him with another franchise that he was interested in buying and wanted Rich’s input.  They were very interested in it and were close to signing a large deal with them. As Rich looked deeper into that concept he was able spot several red flags that were very concerning.  He advised his client to reconsider his decision and explained to him his concerns. The client pulled out at the last moment, and not long after the concept went out of business. Thanks to Rich’s experience in Franchising he essentially saved his clients entire life savings.
His Story Through Franchising
From Start-Up to the Top 2% With Two Franchise Concepts
Rich considers himself a serial entrepreneur and is always looking for the exit of a business before getting into it. He bought his first franchise, a Merry Maids, in 1990.  He took that business from startup to the top 2% in total revenue of the system within 5 years. After selling that franchise in 1999 he took off for several years to travel and spend time with family. In 2002 he moved on to purchase a Comfort Keepers franchise. Repeating himself, Rich grew this business from startup to being included in the top 2% of unit revenues within 3 years. When he sold that business in 2009 he was looking for his next franchise when he discovered Franchise Brokering.
Entering the Franchise Broker Industry
Rich didn’t start out as a Franchise Broker with the FBA, and was originally recruited by another organization.
“I started my career as a franchise broker in another network and was soon disappointed – the training and support was not adequate. After a year in that network and disappointed in my earnings I left and joined the FBA. The difference has been night and day. Because of their superb training I am now a Certified Franchise Broker, I get to work where I want, with whom I want, and when I want.”
Rich tells us that he feels that getting into the Franchise Broker business was driven by the hand of God. He had just sold his Comfort Keeper business when his wife of 33 years was suddenly diagnosed with Multiple Sclerosis. Because he had just sold his business they had cash, and fortunately got great health insurance right before the news. Being a Franchise Broker provides Rich with the freedom he needs to be able to be with his wife, work from home and create his own schedule.
Every day the two of them enjoy their coffee on the back patio before he heads upstairs into his office to start his day. They both enjoy a nice lunch together and he typically wraps up everything by 4pm. Then he heads downstairs to relax with his wife on their back deck with cigars and iced tea. “There’s not much stress in this business. I am grateful for this business and really enjoy being a Franchise Broker.”Â
He laughingly tells us a story of a time when he and his wife were on a cruise. He was sitting on his balcony with his feet up on the handrail watching the sun go down while he made his calls to his clients. “After the calls, we went off exploring. It was a great moment.”
You’ve Had Much Success In Franchise Brokering. How Do You Do it?
“You have to do the effort and treat it like a business. Build newsletters, build drip mail campaigns. Deals don’t just pop in your lap. You need to be patient and continue working the leads. I trust in the data and being able to measure results. Follow the FBA process and stay with it and you’ll be successful. I do what you guys tell me to do from training. If it works – I don’t change it.”
Arnold Schwarzenegger “Who do YOU want to be in life?
He says he starts every day off by watching the motivational video from Arnold Schwarzenegger “Who do YOU want to be in life?”. It’s an amazing video that is full of emotion and leaves you wowed and ready to attack your goals with an unrelenting perseverance. Whenever you feel like you have lost your way or you are in need of that extra bit of confidence to move forward, play this video.
Providing Your Clients with Valuable Information on Franchises
Rich says that he likes to focus on his strengths and uses humor in his personal and business life. He brings his humor in right out of the gate on the very first call. “It helps me to relate with my clients and they start to relax.” Rich focuses his attention on working with C- Level executives from various internet sites.  “When you’re working with someone with three million in the bank it means you find the right fit. You’re not going to be presenting a large range of smaller franchise concepts.”
To help nurture his leads he builds robust drip mail campaigns and newsletters. The newsletters aren’t focused on selling to his clients. Instead his focus is on providing them with something of value. “It’s full of Franchising Tips and helpful information on selecting a good franchise.” He attributes his 90% open rate for drip mail campaigns and newsletters for giving value to his clients.
To help generate content for his drip mail campaign he utilizes FBA resources such as the FBA Broker to Client Newsletter and the Franchisor to Client Webinars. From this alone he is expecting two additional deals to be closing soon for the Huntington Learning Center Franchise.
Another tool he finds essential is a Business Profile Assessment called Spot On! The FBA introduced this tool to our association several years ago and have encouraged all our members, Franchisors and Brokers, to use it. Rich says “Everyone who’s purchased has filled out the assessment.”
What’s in Store for the Future?
“I’m going to continue to focus on what I’m good at. I have a lot of experience in the Senior Care industry. There is such a huge demand for these services. 10,000 people a day turn 65 and 75% of Americas wealth is held by the seniors. They have the capital and they want to age in the home. Just need some help with everyday living.”