What You'll Learn

• Benefit long-term from the instruction, recommendations, and ideas revealed by successful, career franchise marketing and sales executives.
• Understand the process for recruiting, training, equipping, supporting, and compensating sales professionals, as well as how to work successfully with franchise brokers.
• Appreciate the franchisor’s ongoing financial commitment to successfully develop a franchise marketing and sales program that identifies quality leads and results in franchise sales.
• Appreciate the value of the skills and tools that leading franchise brands incorporate to consistently produce their development outcomes.
• Gain real-world experience and knowledge leading to more franchise sales both domestically and internationally.
• Get an overview of the sales process and how to accurately and properly make franchise sales in legal compliance.
• Better understand how to use specific sections of your FDD to sell more franchises.
• Using Storytelling to cut through the noise.
• Articulate responsibility in franchising.
• Build an intentional culture.
• Plot your franchise development plan for greater success in 2025 and beyond.

John T. Hewitt, morning keynote speaker Jan. 23:

• What do you need to focus on to achieve success in franchising?
• How do you create a successful franchise system?
• What are the four to six questions you need to ask every franchise 
• prospect to decide if you want them as a franchisee?
•  What role does John Hewitt play in franchise development in his companies?

Mary Kennedy Thompson, CEO of Business Network International (BNI), morning keynote Jan. 24, 2024:

• Learn how franchise leaders lead new franchisees and organizations through the changes they will need to experience in opening their new business.
• In this ever-changing business atmosphere knowing how to communicate effectively as you lead your organization to the best opportunities – often opportunities look like hard work and not simple!
• From local to global crisis, understanding key factors in leading through fear can move an organization from fear of survival and confidence in thriving.

Scott Abbott, Founder, Five Star Franchising, luncheon keynote Jan. 23:

January 23-24, 2025 

Palm Beach Atlantic University

Home of the Titus Center for Franchising 

PANEL PRESENTATIONS 

Each panel includes multiple franchise professionals who promise to share techniques, strategies and insights that will help each participant sell (more) franchises. 

AI Will Help You Sell More Franchises and Help Your Franchisees Succeed Faster

Franchise companies use AI to sell more franchises and boost franchisee success. AI will analyze market data to identify optimal locations, personalize marketing strategies, and predict trends. AI-driven tools can streamline recruitment by assessing candidate suitability, enhance lead generation, and automating follow-ups, ultimately improving efficiency and conversion rates. Franchisees benefit from automated marketing, streamlined operations, and customer service enhancements. Our panelists share their “how to” expertise to take advantages of AI. 

Who & How? Who’s Your Ideal Franchise Candidate & How Do You Find Them?

Franchise development has never been more competitive. Interest in franchising has never been more popular. But you can lose a fortune, and your business, if you pursue the wrong candidates simply because you don’t know who the right candidates are or where to find them. This session will guide you to effective lead generation while making certain that you know who you want to attract to your franchise and where you’re most likely to find them. There’s preliminary work to do before you start talking to prospects! And it’s the best way to protect your marketing investment and ultimately build your franchise brand. 

Great News: You’ve Got Franchise Leads! 

Now What Do You Do with Them?

Get this: In spite of how costly they are to acquire, most franchise leads go unanswered. No one returns phone calls! This isn’t a post-pandemic phenomenon. It’s been going on for half a century. The problem is that franchise developers don’t know what to do with leads. How to treat them. How to speak to them. How to motivate them. How to track them. And ultimately how to bring them to a decision. Get ready to take notes as our panelists teach you how to implement their successful processes for closing franchises. It does sometimes require returning a phone call! 

In House, Out of House, or Hybrid Franchise Sales Teams. 

What’s Best for Your Brand? And Your Wallet?

To sell franchises, is it best to recruit an exclusive in-house development team, work with broker networks, or sign up with a Franchise Sales Organization (FSO)? What’s affordable? What’s most cost effective? Does one choice deliver results faster? Should you plan on using a hybrid development team? Answers to these and related questions will depend on your budget, your skill set, your ability to generate and process leads, and ultimately your success at closing franchises. To help you decide the best way, which may not be the most affordable way to sell franchises, we’ve enlisted these professionals to share their experiences. 

Franchisee Success Unveiled: Types of Funding, Challenges & Considerations, Best Practices

Our expert panel will cover the most popular and applicable funding options for startup franchisees including an overview of SBA loans, ROBS (Rollover for Business Startup), and alternative financing such as unsecured term loans and HELOCs. Panelists will also discuss the importance of financial planning, to ensure your franchisees (especially multi-unit) have short- and long-term funding strategies to get their franchise(s) open and operating. Knowing there are challenges faced by new franchisors and franchisees in securing funding, the panelists will discuss how to overcome these, as well as best practices such as initial and ongoing franchisor support, transparent FDDs, onboarding qualified franchisees and more.  

Here’s How You’ll Close More Sales This Year and Every Year

You can’t succeed at franchise development in a vacuum. You need skills, tools, and other people to close sales. In this session, each of our panelists will share an expertise that helps them close sales. They’ll tell you how to implement their expertise, make it your own, and start using it immediately to close sales. The Selling Franchises Summit promises you “take away value” and this session delivers with no holds barred! 

Telling Franchise Stories That Lead to More Franchise Sales

You’ll sell more franchises when you master the art of storytelling. Everyone, including prospective franchisees, loves a good story especially if they can see themselves in the story. Videos, podcasts, shorts, newsletters, websites are most effective when they tell stories about ordinary people and how they’re succeeding in franchising. Our panelists will share their best practices to help you tell more stories and attract more leads. 

Single Unit? Multi-Unit? What’s Best for Your Brand?

Would you prefer to support ten franchisees owning 1,000 units or 1,000 franchisees owning 1,000 units? Almost always, franchisors choose fewer rather than more franchisees especially if each franchisee owns multiple units. However, not every brand is suited for multi-unit operations. One unit is enough for some franchisees. What will work best for your brand? Our panelists will share their preferences while sharing the pros and cons of single unit and multi-unit franchise operations. 

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