April 22 and 23
Sheraton at Bradley Airport
Windsor Locks (Hartford), CT
Mastering Franchisee Recruitment©
ICFE-certified advanced franchise sales training by the authors of Street Smart Franchising
150 CFE Credits
You work hard every day. You are under pressure to recruit more franchisees, but you aren’t sure how. Is lead generation the answer or could I be doing more with the leads I already have?
“Mastering Franchisee Recruitment” could make the difference. How? By showing you proven principles for improving franchisee recruitment results.
You will better understand how and why buyers buy.
You’ll also learn what you can do to influence their behavior.
Above all, you’ll understand how to get better results, not only by working harder and generating more leads, but by being more effective with the leads you already have.
The bottom line? You will understand what’s keeping you from generating the results you want.
Mastering Franchisee Recruitment Process ©
Mastering Franchisee Recruitment is a customized step-by-step recruitment strategy designed to help franchisors learn the philosophy, strategies, and tactics world-class franchisors use to build enduring brands.
Transform your franchise sales department into a team of best-in-class recruiters who take responsibility for protecting the brand and putting the best team of franchisees on the field.
Help franchisees to go into business with their eyes open and a clear idea of what it takes to win.
See how "quality" and "quantity" are not opposing forces. Learn how "quality" produces "quantity."
Who should attend
Franchise salespeople
Director and VP of Franchise Sales
C-level Executives
Area Developers
Franchise Attorneys wanting to better understand the recruitment process.
Class is limited to first 20 participants.
Limited seats still available.
This course is led by Joe Mathews, founder of Franchise Performance Group
Mathews has over 20 years experience with such national chains as Subway, Blimpie, and Motophoto. Mathews specializes in the area of franchisee recruitment. Mathews is an experienced sales trainer and coach and a top-rated speaker on topics relating to franchising and human performance. He is a regular presenter at IFA conferences and is an instructor with the ICFE (Institute of Certified Franchise Executives).
Mathews co-authored Street Smart Franchising.
Investment: $995 (Group discounts available)
To register: Email names and contact information of participants to:
Joe@FranchisePerformanceGroup.com.
or call (860) 567-3099
Agenda
|
9
|
Day One
Introduction. The business of franchising
The philosophy of franchisee recruitment |
|
10 |
Overview of the six-step franchisee selection process |
|
10:30 |
Break |
|
10:45 |
Understanding Behavior Styles
Why do buyers buy? |
|
Noon |
Lunch |
|
1 |
Step One.
The First Meeting.
Advanced interviewing technique |
|
2 |
Step One (continued)
Presenting your opportunity as a solution to the candidate's needs and wants. |
|
3 |
Step Two: Understanding Qualification (Application) forms.
Reading between the lines |
|
3:45 |
Step Three: FDD and Earnings Claims
Managing candidates |
|
4:30 |
Evaluation |
|
|
DAY 2 |
|
9-10 |
Step Four: Data Gathering and Analysis
Managing objections
Using coaching techniques to guide candidates towards a decision. |
|
10-10:30 |
Strep Five
Discovery Day best practices |
|
10:30 |
Step Six: the Yes/No decision |
|
11 |
Pipeline Management |
|
11:30 |
the New Era of franchisee recruitment
Why what worked over the last twenty years is now obsolete |
|
Noon |
lunch |
|
1 |
Lead Generation Strategies
|
|
2 |
Course evaluation
Graduation |
