Attitude is Contagious! Positive Attitude Can Produce Successful Sales!

Being successful in sales as in most things, requires two key ingredients-. a good attitude and positive energy. We have all heard the expression attitude is everything. That saying could not be more true then when engaging a prospect in a sales process. No one likes working with people who have a negative attitude. Attitude is contagious; if you are upbeat and positive this will help create positive, upbeat relationships with your prospects.

It is, however,  difficult  to be positive and upbeat day after day when you are in sales. After all sales is rejection and hearing ”NO” all day can wear on even the broadest shoulders. 

If you are a telephone sales warrior, there are ways to help keep your energy and attitude upbeat and positive throughout  the day. Here are three tips to help keep your head in the game: 

1. Make your difficult calls first:   If you have challenging or difficult calls that you need to make, make them early in the day. I think of those calls much like the dreaded visit to the dentist. Or, If you have a dentist appointment in the afternoon, you spend most of the morning feeling anxious and unfocused.) Make those challenging calls early in the day when you’re full of positive energy and then you can quickly put them behind you and move on with your day. 
2. Break up your cold calling:  The law of numbers says you are going to hear more “No’s” then ““Yes’s” when calling. And that’s only when you actually get someone on the other end of line vs. the endless voicemails you leave all day.…. Break up the cold calling,  and reach out to prospects that you know are tracking in your process so you can get some engaging conversations into the mix. You will have rejuvenated energy after speaking with a live voice that is appreciative of the information that you are passing along. 
3. Motion creates emotion:  Stand up, get out of your chair, pace the floor,  do what ever you need to do to get your blood flowing. No one wants to speak to someone who has no pulse, no energy and no passion.. If you are half dead on the phone, you are creating a situation for the prospect on the other end of the line to reciprocate e that low energy. Be upbeat, it is contagious and your prospect will instantly feel that energy. 

You have the power to change your attitude and energy. They are easy simple steps that can be embraced and bought into your sales process that will help keep momentum moving!

-Stuart Levenberg

 Kensington Company & Affiliates 

Qestions for the Francisors

Kensington Company & Affiliates will hold a "Meet the Franchisor" seminar on April 26th.  The seminar will provide a great opportunity to learn about a number of franchises and to speak directly with one of their representatives.  With this in mind, we are pleased to share the following helpful tips.

Strong and successful franchise systems don't sell franchises, they award them.  It is important to show the franchisor that you are a smart and capable prospect who is serious about their business opportunity and are motivated to be successful.  As much as you are evaluating the franchisor to see if they have a successful model and are a fit for your goals, they are evaluating you to make sure that you are somebody they want to work with and have in business using their name and system.

When speaking with franchisors it is very important to keep scheduled appointments and be interactive with the franchisor.  Remember that researching a business or franchise is a process.  You are not going to make your decision in one phone call, or one meeting.  You do not need to bombard the franchisor with all of your questions on one call.

It is a best practice to have specific goals and topics that you wish to cover with each scheduled contact with the franchisor.  Below is a list of suggested questions that should be discussed with the franchisor.  It is very important to take the information that you receive from the franchisor and discuss it with their franchisees to make sure there is no disconnect.

Here is a list of questions to bring with you when you meet with a Franchisor:

• How long have you been with the company and what is your background?
• Describe the industry you are in and the competition.
• Is this a growing industry?
• How sensitive is the industry to technological changes?
• Who are the competitors and what are the barriers to entry?
• How do you differentiate yourself from the competition?
• Make sure you understand the fees associated with the franchise.
• Is there a marketing fund and if so, how are the dollars collected and spent?
• How long have you been franchising?
• How many corporate units does the company own?
• Have any changes been made to the business model or system in the recent past?
• What are the costs to opening the business?
• What is your grand opening support? Have you had any failures in your system? WHY?
• How many units do you wish to award in the next year, three years, five years.
• Do I get a protected territory?
• What is the role of the owner in the business?
• Can you recommend some successful franchisees to speak with?
• Do you have an earnings claim? Please describe.
• What training and ongoing support do you offer?  Describe the experience of the management team.
• Does the franchisor have any plans to sell?  Go public?

Master Franchising, The Best Kept Secret

One of the BEST kept SECRETS in franchising is MASTER FRANCHISING, which is sometimes known as Regional Developers. Everyone understands that franchising is about duplication and consistency. Everyone is looking for the next McDonalds. But did you ever ask yourself if YOU own the next McDonalds, WHY would you franchise? Kensington Affiliates & Associates is happy to answer this for you.

Company’s franchise for two basic reasons, an excellent source of capital and the ability to help insure consistency by owners having a vested interest in the success of their operation. As John Paul Getty once said: “I would rather have 1% of 100 good men, then 100% of just myself.”

Master Franchising allows you to strategically partner with the Franchisor and share in the growth of the concept by managing and growing a region. The KEY word is “Managing.” The Master Franchisee owns the rights from the Franchisor to develop and manage a defined territory, which can be a large metropolitan area, an entire state, an entire region or even an entire country. As the owner of your territory you grow the concept by selling franchises within your region. The reward is sharing with the franchise company the royalty revenue and franchise fees that are generated from the operations within your defined region. LIKE the Franchisor you do not have to be involved with the daily operations of each franchise, but instead Support, Assist and Manage your franchisees.

If you are fortunate enough to own the Master Franchise rights to an exciting concept that is growing you will be able to generate consistent residual revenue from sharing in the royalties that the franchisees pay. The best kept secret of Master Franchising is that you are able to generate all these benefits without the upfront expense that the franchise company had to spend to develop the concept. Master Franchising is the ultimate EMPIRE BUILDING Business.

Master Franchising or Regional Developers usually have numerous revenue streams. Each company is unique, but usually the following are some basic parameters:

Company owned site: The Master Franchise or Regional Developer usually operates at least one unit within their defined region. There are tremendous economies of scale for the Master Franchisee is able to operate their corporate office from their operating unit. In addition, their franchise fees are usually half of what a franchisee pays, which results in more profits to the bottom line.

Franchise Fees: Usually the Master Franchise or Regional Developer share equally the up front franchise fees. Typical franchise fees range from $20,000 to $50,000, and therefore the portion of the fee that a Master Franchisee earns would be $10,000 to $25,000.

Monthly Royalties: This is the GOLD. This is why you purchase the rights to develop a territory. As the Master Franchise or Regional Developer you share in the on going royalties with the franchise company. Typically you will receive between 2.5% to 5% of your franchisee’s revenue every month. This is a tremendous wealth creation vehicle for you and your heirs.

Additional Sources of Revenue: Depending upon the concept and your personal situation, some franchise companies allow for you to share in the profits from the sale of products and services.

Benefits of Master Franchising

Own an Entire Territory for many times less than the price of building one Fast Food Restaurant

Own an Exclusive Territory which will produce Residual Income that YOU are able to control

Excellent Life Style Business

Tremendous Freedom to create an Empire Building Business

Work ON your business INSTEAD of just in the business

Ability to develop sites within your territory with the added bonus of being able to then sell them as an on going business, AND still keep your share of the monthly royalties.

Acquire under performing units and turn them around with the option of  either keeping them within your portfolio or selling them and receive your share of the monthly royalties, WITHOUT worrying about the daily operations of the unit.

Minimum Customers, for the franchisees are your customers. The primary job is to help support and guide them. Remember you also have the support and help of the franchise company. Basically a Master Franchisee is a coach to their franchisees.

Minimal Employees, the primary role is to develop the territory and provide assistance to the franchisees. Until market penetration is developed, very few employees are required; in fact many Master Franchises have at the most an administrative assistant and a trainer. Once the territory is developed a number of Master Franchisees or Area Developers are able to semi-retire and enjoy their monthly residual income which is created by the successful development of their franchise territory.

Equity is built in the business as your territory is developed. As new franchisees join the system the value of the Master Franchise business should be greatly affected in a positive manner. This is what most buyers of companies are looking for; GROWTH and RESIDUAL Income.

Industry specific experience is not usually required, it is more important to have excellent communication and people skills to be a successful Master Franchisee. Remember you are NOT running each unit, you are instead overseeing all of your franchisees.

If you believe that you have the necessary skill set to help grow a company, and desire to build a large empire with consistent residual income then Master Franchising might be just right for you. At Kensington Franchise Sales, we can help navigate the many choices that you have with our professional Master Franchise Experts.