In this chapter, I outline the costs of a mis-hire, how to recognize A players and recruit them to your team, the realities of hiring today, how to evaluate the performance of every position in your franchise support team, how to create a culture of leadership, and constantly be developing great leaders around you. No one achieves any significant g…

There is power in taking action. In this chapter, I discuss five things you must be doing now as a franchisor or franchisee in your business including how to stay focused, how to better delegate tasks in your business, how to get better response from your marketing efforts, the critical nature of building your franchise brand, and what actions you …

In this chapter, I discuss the powerful force of resistance that stops us from doing what we know we need to do. In order to get anything done and to stay focused on your personal and business goals, you have to beat resistance every day of your life. Stephen Pressfield in his excellent book, The War of Art, makes this observation: "Most of us have…

In Chapter 8 of my book Franchise Sales Secrets, I talk about the value of creating and implementing systems to ensure that franchisees deliver on your brand promise. In a franchise, a system is a way of doing things to produce a specific business result. The system is the solution to get the results you want. I outline three characteristics of a g…

After every interaction or transaction at your franchise, your franchisee is one of three things: 1) Disappointed because they got less than they expected, 2) Satisfied and only got what they expected, or 3) Delighted because they got more than they expected. We can all go beyond just aiming to satisfy franchisees and clients. In this chapter, I ta…

In this chapter, I talk about six problems with selling on price and how to build your unique, personal, and unique value in your franchise niche. I also discuss ten strategies in depth that you can use to increase your profitabilty and pricing for what you sell in your business. One of the biggest parts of learning how to sell with value as oppose…

In this chapter, I talk about how the franchise discovery process has shifted from the perspective of franchise candidates and franchise developers / brokers and compare the two processes and expectations side by side. I then discuss three reasons why understanding this shift will help you make more franchise sales. I compare and contrast how both …

In this chapter, I discuss ten of the best marketing principles and numerous marketing tactics you can use to increase sales and beat your competitors. I discuss how to dominate market squares instead of focusing on individual market pieces or products, nine of the most common marketing mistakes, fourteen distinct marketing strategies you must impl…

In this chapter, I talk about one of the biggest traps that small business owners, emerging franchisors, and beginning franchisees fall into which is that they focus on what is happening to them and external problems in their industry (that they don't have a lot of control over). I discuss five things that you should spend more time on that you can…

In this chapter, I discuss seven mistakes that franchisors make and what you can do about them to ensure continual growth and expansion of your franchise. Most people don't like to confront their weaknesses, but simply ignoring them doesn't make them go away. In fact, it often accelerates the problem until the pending crash becomes even greater. If…

In Chapter 1 of Franchise Sales Secrets, I share six challenges with franchise pitches, promotions, and presentations and talk about how you can overcome them to flood your calendar with more candidates who are ready to buy your franchise now. I also share five fundamental areas that all franchisors and franchisees should pay attention to if they w…

Over the next several episodes, I will be reading and sharing the contents of my book Franchise Sales Secrets. In this episode, I share the introduction and the self-assessment designed to help you evaluate where you are at as you look to scale and grow your franchise business.Av James Butler

In this episode, I discuss eight important questions to help you evaluate how well your franchise offering stacks up next to your competitors and show you how to make your franchise the clear choice when presenting your brand.Av James Butler

In this episode, I talk about eight signs that you have a great connection with a franchise candidate on the way to a sale. This is something you should carefully evaluate after each call to make sure that you are on the right track for helping franchise candidates understand everything about the franchise concept and how its support will take away…

In this episode, we talk about how you can overcome the 4 R's of resistance in selling franchises. There are four obstacles that people have when you introduce a new idea to them. In this episode, I talk about how you can overcome them to set yourself up for success as you go through the discovery process with new franchise candidates.…

In this episode, I cover seven reasons why franchise candidates aren't buying today and the attributes that all top franchise developers possess that help them make the sale more consistently.Av James Butler

In this episode, we talk about critical roles and the sequence that franchise developers must go through in order to make the sale. Specifically, we talk about four ways that franchise developers shortcut and ultimately sabotage the sales process and how they can avoid those mistakes, build trust, and get the sale.…

In this episode, I talk about four things that increase resistance when you first start talking with a franchise candidate and the five critical elements that must be a part of your initial conversation with a franchise candidate to build excitement around your brand. Ignore these approach elements at your own peril. The best franchise candidates k…

In this episode, I talk about the key to successfully promoting your franchise so you can flood your discovery pipeline with candidates who are ready to buy your franchise now and six ways in which you can put your marketing and sales focus where it belongs.Av James Butler

In this episode, I share four things you need to have confidence in about your brand and that franchise candidates should feel about you and your brand before you can make the sale. I also share four BIG questions you should ask yourself if your sales are struggling right now with your franchise and what you can do to get your sales results back on…

In this episode, I discuss ten common obstacles that mediocre franchise developers struggle with that limit their sales success. You can be a much more effective franchise developer by knowing what these obstacles are and avoiding them as you work with franchise candidates through your discovery process on the way to the sale.…

I recently had a conversation with a franchise candidate who was overwhelmed with too many choices. He had recently been laid off from his job and his franchise broker kept putting new concepts in front of him week after week. By the time I talked with him, he had already met with a dozen franchisors and read through five FDDs. He was completely ov…

No one likes to lose a sale. When franchise candidates sometimes say no (especially after you've invested weeks and months with them), you have to stay positive and get back on track. In this episode, I share nine things that all franchise developers and brokers should do when they don't make a sale and tips to raising overall franchise sales perfo…

In this episode, I share eight ways that you can make the price of your franchise fee irrelevant to your franchise candidates as you build more value.Av James Butler

In this episode, I talk about five key things to remember about building relationships before the sale and nine tips to help you better present your franchise brand while creating buying desire and excitement.Av James Butler

In this podcast episode (the third of three parts), I cover ten more psychological triggers of why franchise candidates buy a franchise. When you understand and can tap into the psychology behind the buying decision and then utilize these principles, you will successfully motivate, influence, and persuade franchise candidates to buy your franchise …

In this episode, we continue our discussion of psychological triggers that influence why franchise candidates choose to buy a franchise. Each trigger includes a discussion of how to use it and gives you specific assignments that you can use to start implementing these sales strategies into your daily conversations with franchise candidates so that …

In this podcast episode (the first of three parts), I cover one of the most fascinating parts of selling: the psychology of why franchise candidates buy a franchise. When you understand and can tap into the psychology behind the buying decision and then utilize these principles, you will successfully motivate, influence, and persuade franchise cand…

In this episode, I discuss the difference between process training and event training in helping you and your franchise developers increase your franchise sales. I discuss six major reasons why franchise developers don't work to improve their sales skills and what can be done to turn this around. I also discuss five ways you can avoid going with th…

In this episode, I discuss nine lessons about how you can sell more franchises in today's changing economy. If you have struggled to understand what will help you bring in new franchisees in recent weeks, these lessons will help you evaluate what you are doing now and what you could and should be doing to get back on track with your sales goals.…

In this episode, we cover the remaining 11 franchise sales blunders you must avoid if you want to sell more franchises (adding to the first ten that we covered in the last episode). You'll learn more about what is holding you back and what you can do specifically to be better at selling in today's competitive franchise market.…

In this episode, I discuss ten of the twenty-one most common and destructive sales blunders and how to avoid them. I'll be covering the remaining eleven blunders in the next episode on the podcast. This discussion covers what not to do as well as what you should be doing as you work with franchise candidates explaining your franchise brand. Avoidin…

In this episode, I talk about Matt Oechsli’s excellent book The Art of Selling to the Affluent and discuss twelve commandments to selling franchises to affluent buyers in today's market that you cannot violate if you want to make more franchise sales, more consistently.

In this episode, we cover part two of 10 Reasons Why You're Not Selling More Franchises and What to Do About It and explain the remaining five reasons that hold back franchise developers and brokers from making more sales.Av James Butler

In this episode, host and best-selling author James Butler talks about the first five reasons why franchise developers and brokers aren't selling more franchises and what they can do about it. The second five reasons are discussed in Part 2.Av Franchise Sales Association