1. Advanced Franchisee Recruitment Techniques Moving Through Fear and Into Problem-Solving

2. Introductions Joe Mathews, CEO Franchise Performance Group Author Street Smart Franchising, Developing Peak Performing Franchisees, and co-author of Franchise Sales Tipping Point 30-years of franchisee recruitment experience

3. Agenda Advanced techniques to keep franchise candidates out fear and into problem-solving 1.“Either/Or” to “and” 2.From “I can’t” or “I don’t know how?” to “What needs to happen?” 3.Do the Math. Assigning Probability 4.Name the resistance 5.Creating commitment 6.Questions Which Cut to the Chase 7.Ask yourself the Magic Question

4. 1. Changing “Either/Or” to “And” Objection (Life Happens) –“My mother-in-law is sick and may need to come live with us, I need to put this on hold.” Response: Create a “What if” scenario

5. 2. From “I can’t” to “What needs to happen?” Objection: “I can’t see how I can make the money I want to make with this franchise. I am opting out.” Response: “Just out of curiosity, what would need to happen….”

6. 3. Assigning Probability Objection: “I am not moving forward. I can’t afford to fail.” Response: “Bring me into your world. If you failed…how much would you lose? If you had to assign a probability, what is the probability that will happen?....”

7. 4. Name the Resistance Label exactly what you are sensing or experiencing from the candidate. Then shut up and see what surfaces. –Ex: You seem to be very quiet right now…

8. 5. Creating Commitment Technique: Let them declare what they will do and by when. You control the action items, they control the timeline.

9. 6. Questions Which Cut to the Chase “If you decided not to purchase this franchise, what would be your reasons?” “Based on what you know, how do you see this business meeting your objectives?” “Based on what you know, what do you think it takes to win? Are you willing to do what it takes?” “If you had to assign a probability, what is the probability you will win as a franchisee according to your definition of winning? Is that worth the risk for you?”

10. 7. Ask yourself the Magic Question “What would you ask the candidate if you weren’t afraid of losing the deal?”

11. Questions? Resources: FranchisePerformanceGroup.com Download new whitepaper “5 Tactics to Create a Franchise Sales Breakthrough. Guaranteed.” Email Lynne Mosman at Lynne@FranchisePerformanceGroup.com to receive a PDF of this PPT deck. Lynne@FranchisePerformanceGroup.com