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 goal alone. This chapter shows how to build better teams, create an environment that encourages growth, and why great leaders are able to increase momentum (whereas good leaders can only sustain it). I also outline four ways you can build the right en ..read more

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 must take to pay the price in reaching your goals. I also discuss the importance of moving from a generalist to a specialist to strengthen the position of your business, the two questions that let you know if you are really committed to paying the pr ..read more

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 great system, six mindshifts and mindsets that are critical for you and your franchisees to have to succeed in franchising, the essence of the book The E-Myth and why many entrepreneurs still don't understand this concept and why they struggle in thei ..read more

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 talk about nine ways to evaluate how well you are doing at meeting the needs of your clients, how to improve performance expectations, how to better deal with frustrated or unhappy clients, and eleven specific situations where you can train your team t ..read more

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 opposed to selling on price is understanding the language patterns, thoughts, and beliefs of profitable business owners and how consciously changing those thoughts, beliefs, and actions will help you build a more sustainable business ..read more

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 parties interact during the Discovery Process and share seven ways that you can counter these shifts and make more franchise sales.  ..read more

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 implement in your franchise, and the value of marketing success that comes from specialization and sacrifice ..read more

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 control: productivity, customer satisfaction, profitabilty, quality of experience you provide, and innovation and why your focus in these areas is critical to help you achieve the results you desire ..read more

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 ..read more

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 ..read more