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Attend this stimulating seminar and earn CFE credits!
In addition to the knowledge you’ll gain, upon completion you will also qualify for 150 credits toward the International Franchise Association’s Certified Franchise Executive (CFE) program.
How To Recruit Better Candidates And Close More Franchise Sales
Sunday, May 2 8:30 a.m. – 4:30 p.m.
Presented by Robert (Bob) Gappa, President, Management 2000
This full-day intensive seminar, led by franchise consulting firm Management 2000 will start Your Convention off right. It’s designed to help you grant franchises to qualified individuals and groups who believe they can achieve their personal and business goals. Having a proven system, and then consistently adhering to it, is the most important factor of all in ‘sales force’ productivity. This seminar will show you ways to help you streamline your recruitment process to attract and add the most-qualified franchisees to your system.
Who Should Attend:
Franchise Executives, Salespeople, Internal Legal Staff, Area Developers, Master Licensees, Sub-Franchisees and any staff who take part in the process of recruiting and selecting franchisees.
How You Will Benefit From This Seminar:
This seminar is designed to help you grant franchises to qualified individuals and groups who believe they can achieve their personal and business goals by:
- Fully, completely and consistently implementing your operating systems(s),
- Enhancing your valued Brand,Creating and keeping VERY satisfied customers,
- Working cooperatively with the other Strategic-Partners,
- Helping us build market share,
- Willingly and enthusiastically participating in all aspects of our relationship, especially your Performance Improvement Resources.
If so, this seminar is important for you.
Topics Covered Include:
Franchising as a Business Strategy
- What franchising is
- Why companies franchise
- Why franchising is today’s most successful business strategy
- Understanding the difference between granting a franchise licence and selling franchises
Market Development Strategy and Plan
- What a market development plan includes
- How to grow in an efficient, orderly way and what growth strategy to use
- How to create and use a market development plan
Promotion of Franchise Opportunities
- Proven sources for generating qualified leads
- How to determine your franchisee profile
- How to use your website as your primary lead generation
- Using your candidate profile to guide your lead generation strategy
Qualifying Candidates
- Using your franchisee profile to qualify candidates quickly, efficiently and inexpensively
- How to make sure you stay in control
- Identifying “tire kickers” immediately
- How to get more applications returned
- Using Qualification Specialists to improve your response rate
- Five Questions that reveal “Motivation Gaps”
Interviewing Candidates
- Preparing for the first face-to-face meeting
- Elements of an effective presentation
- Presenting your concept in terms of the candidate’s needs, wants and desires
- Establishing candidates’ “need to know” before you “tell” about your concept
- How and when to use emotion
- Keeping candidates interested after they’ve made their decision
- How to present the Disclosure Document and licence agreement as non-negotiable documents
Closing the Franchise Sale
- Improving your results with the “M2000 Decision - Making Checklist”
- Structuring an effective Discovery Day (corporate visit)
- Using franchisee testimonials
- Transitioning the new franchisee to operations/training
- Using candidate motivations to help them make a decision
Building Trust and Rapport with Your Candidates
Facilitating, Questioning, Listening
Click here to download a registration form
*Registration is required for this intensive seminar. Be sure to add this session to your full Convention registration at an additional rate or register for it as a standalone session.