In this episode, I talk about how the two main obstacles to selling franchises today and how you can help a franchise candidate critically think about what they want as they consider starting a business. Position your franchise as a way that they can better face a challenge they're facing in their lives - specifically, how a franchise can help them save money with a proven model so they can build a sustainable business while making money with proven, established revenue streams.

Candidates have a reason they are talking with you. Have it be your goal to have the
franchise candidate leave every conversation you have with them feeling better about their day and their hope for the future as a business owner to deal with the challenges they are facing than they did prior to coming into contact with you.

In this episode, I outlines the four things that increase resistance at the beginning of any interaction with a franchise candidate, how you can avoid making those mistakes, and the five critical elements that must be a part of your approach in the franchise discovery process.

In this episode, I break down the seven questions that you must know the answer to about your franchise candidate before you start presenting the details of your franchise. We talk about why the approach is so critical in the franchise discovery process and how the analogy of how a ship approaches the shore should inform the way you approach and talk with any franchise candidate. Knowing how to enhance these critical elements will help you build better trust and get to the essence of what is important to the candidate in the franchise they choose to investigate and ultimately start.