Presentation to Franchise Brokers Association about franchise sales best practices. Monday, May 6th

1. Franchise Sales Best Practices
Do’s, Don’ts & More
Presented by Paul Segreto CFE, President & CEO, Franchise Foundry
May 6, 2013

2. Here’s What We’ll Cover Today
- Earning the right to close more franchise sales to qualified candidates
by utilizing a proven four-step approach - Share, Interact, Engage, Call-
to-Action.
- Dealing with today's sophisticated and technologically advanced
candidates - utilizing technology is not only essential, but paramount to
achieving a competitive advantage.
- Understanding the necessity of a seamless transition from the virtual
world to ground zero of the franchise sale - consistent messaging is
key!
- Wandering aimlessly through the disclosure danger zone - turning
potential hot-spots into sales hot-buttons.
- Reducing time-gaps to increased franchise sales - knowing what to
do, and when.
- Mining for qualified franchise sales leads from current sales pipeline -
truly a gold mine to future franchise sales.

3. Earning the Right to Close
• Share
• Interact
• Engage
• Call-for-Action

4. Today’s Franchise Candidates
• More educated
• More sophisticated
• More technologically advanced

5. Today’s Franchise Candidates
• More educated
• More sophisticated
• More technologically advanced
• More cautious
• More diligent
• More anxious

6. Today’s Franchise Candidates
• More educated
• More sophisticated
• More technologically advanced
• More cautious
• More diligent
• More anxious
…than ever before!

7. Today’s Franchise Candidates
• Expect and command brands to utilize
technology
– Advertise
– Promote
– Communicate

8. Virtual World to Real World
• Virtual World
– Social Media
– Portals
– Online Press
– Search
• Real World
– Telephone
– Email
– In-person

9. Virtual World to Real World
• From Candidate to Franchisee
– Share
– Interact
– Engage
– Call-to-Action
…Consistent Messaging is Key!

10. Virtual World to Real World
• Virtual World
– Social Media
– Portals
– Online Press
– Search
• Real World
– Telephone
– Email
– In-person

11. Disclosure Danger Zone
• Turning hot-spots to hot buttons!
– Know the Franchise Disclosure Document (FDD)
• Use it as a sales tool
– Understand Financial Performance Representation
• FPR / Item 19

12. Knowing what to do… and when!
• Reducing time gaps
• Assigning homework
• Giving control of the
process
• Closing the sale

13. Mining for Gold
• Qualified candidates right under your nose
– Ideal candidate profile
– Ideal forum to…
• Share
• Interact
• Engage
• Call-for-Action
…Earn the Right!

14. Earn the Right… And Make it Happen!
• Share
• Interact
• Engage
• Call-for-Action

15. Earn the Right… And Make it Happen!
• Share
• Interact
• Engage
• Call-for-Action

16. Thank You!
(832) 534-8498
psegreto@FranchiseFoundry.com
and on Twitter... @PaulSegreto