The 12 Most Important Skills in Franchise Development and Key Lessons About Presenting Your Franchise Brand
Franchise Sales Secrets Podcast
Release Date: 03/15/2026
Reaching Your HARD Goals and Working Harder at Each Step and Role in the Franchise Sales Process
Franchise Sales Secrets Podcast
In this episode, I talk about achieving HARD Goals and how to set up your own system of accountability to help you move from your expectations and current reality to what needs to be done on a daily and weekly basis to make more franchise sales. I also discuss the seven steps of the franchise sales process and the eight roles that you need to better develop to get better at selling more franchises, more consistently.
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Nine Lessons About Selling More Franchises in Today's Changing Economy
Franchise Sales Secrets Podcast
In this episode, I discuss nine lessons about how you can sell more franchises in today's changing economy. If you have struggled to understand what will help you bring in new franchisees in recent weeks, these lessons will help you evaluate what you are doing now and what you could and should be doing to get back on track with your sales goals.
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Successfully Dealing with Indecision on the Part of the Franchise Candidate
Franchise Sales Secrets Podcast
In this episode, I talk about the four categories of franchise candidates who enter your discovery process and how you must interact with each group to succeed at overcoming indecision. I also talk about six specific strategies you must utilize if you are going to help franchise candidates overcome their indecision about moving forward with your franchise brand.
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Tips on Asking for and Closing the Franchise Sale - Part 2
Franchise Sales Secrets Podcast
In this episode, I discuss the four options a franchise candidate has when they conclude your discovery process, seven reasons why franchise candidates don't buy your franchise when it is offered to them, eight commitments required to get better at closing sales, and the ten attributes of franchise developers who are excellent at closing sales.
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Tips on Asking for and Closing the Franchise Sale - Part 1
Franchise Sales Secrets Podcast
In this episode, I discuss how to gain agreement in the sales process through a series of four questions and nine specific closing choices you have as you ask for and finalize the franchise sale.
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Communication Tips that Will Help You Connect with Franchise Candidates Faster on the Way to the Sale
Franchise Sales Secrets Podcast
Research has shown that seven out of ten marketing messages are misunderstood, mistaken, missed, or just plain messed up in one way or another. What this means is that you must be absolutely clear about what it is that you are asking and what the franchise candidate means by what he or she says they are looking for in order to help him or her find the right franchise to start for them. In this episode, I talk about communication tips you can use to help you better and more quickly connect with franchise candidates. I specifically discuss words you should say and the words you absolutely...
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Dealing with Tough Objections that Stall or Stop Progress in the Franchise Sale
Franchise Sales Secrets Podcast
In this episode, I discuss two big ways that franchise candidates hijack the discovery process because of their fears. I also share four specific ways that you can overcome difficult objections that stall or stop progress in the franchise sale. By understanding the language patterns, steps, and tone you must have in the sales process, both you and the franchise candidate will have a clear understanding of what steps should be taken next as you progress towards the sale.
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Bad Sales Habits Franchise Candidates Want You to Give Up - Part 3
Franchise Sales Secrets Podcast
In this episode, I conclude my discussion of bad sales habits that franchise candidates want you to give up by discussing seven more habits that you can and must avoid in your interactions with others in the franchise sales and discovery process.
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Bad Sales Habits Franchise Candidates Want You to Give Up - Part 2
Franchise Sales Secrets Podcast
In this episode, I discuss five more bad sales habits that franchise candidates want you to give up and discuss why making those choices in the Discovery Process will yield better results with your franchise sales.
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Bad Sales Habits Franchise Candidates Want You To Give Up - Part 1
Franchise Sales Secrets Podcast
In this episode, I talk about four bad sales habits that franchise candidates want you to give up as the first part of a three part series where a total of sixteen bad habits will be discussed. Learning how to overcome these bad habits will help you better connect with franchise candidates, eliminate resistance, and express greater empathy to those to whom you are explaining your franchise concept.
info_outlineIn this episode, I talk about the twelve most important skills in franchise development and how to rate yourself and your skills so that you can work on improving these critical skills. I also share key lessons about presenting your franchise brand to showcase confidence without appearing arrogant and putting together the most important KPI's (key performance indicators) that measure what you do on a daily and weekly basis.