1. Sunbelt Franchise Sales Training Conference Call
Terry Kelm
S.F.S.
March 29, 2012

2. Today’s Call Upcoming Schedule Franchisor Updates Information!
Your Issues
Final Thought

3. Upcoming Schedule April 5 – Jimano’s April 12 – N.Y.P.D. Pizzeria
April 19 – Franchise Growth Systems pt II
April 26 – Consultant Roundtable

4. Franchisor Partner Update
Niche service business model updates
Portable storage business: still negotiating contract but making progress
Medical distribution business - We passed, as the validation was under par.

5. Information, Etc. Updated Information: Franchisor Corporate Turnover
FDD Update Season is nearly over.
FDD changes – annually and when a significant change occurs to the franchisor.
Franchisor Corporate Turnover
Seems to be an epidemic right now
Even well tenured are gone
What this means for you
Follow up ultra important
Let US know so we can update matrix/website

6. Information, Etc. Matrix and Franstop Website Updates
All the information we currently have is now in both spots.
The Website needs logos loaded, which we are working on.
Keep feeding us those change notices!

7. Pre-registrations
Made aware a few of our franchisors won’t accept ‘pre-registrations’ of just minimal information.
Need to let us know when you encounter.
How do we still control the process?
TALK and then the franchisor. It will help to tell them that you believe you will be sending along full info shortly.
Set the expectation with the prospect and do your best not to deviate
“The franchisors we partner with have an expectation that our prospects have….”
“This process only helps me serve YOU better”

8. Your Issues Questions, Concerns or Comments
Remember, WE ARE A CONTACT SPORT!

9. Final Thought
A great joke to illustrate the importance of PERSPECTIVE:
Two shoe salespeople were sent to Africa to open up new markets.
Three days after arriving, one salesperson called the office and said, "I'm returning on the next flight. Can't sell shoes here. Everybody goes barefoot."
At the same time the other salesperson sent an to the factory, telling "The prospects are unlimited. Nobody wears shoes here!"