In our latest session of "How to Sell These Brands, Season 2," the group participated in pitches on two brands: Closet Factory and One Hour Heating and Air!
Beau set the stage for a session that showcased the preparation and professionalism synonymous with Million-dollar producers and introduced Amanda Vargas and Chris George – the Brokers who would lead the call.
Additionally, he highlighted the importance of diverse strategies in brand pitching. He noted that while each Broker has their unique approach, the key is always preparation and a deep understanding of each brand. In fact in these two pitches, Chris focused on the importance of understanding the client's needs and preferences, and Amanda emphasized the value of additional research.
Let’s recap both presentations.
Chris demonstrated his thorough approach to franchising, aligning each brand with the client's specific needs, goals, and aspirations. He underscored the importance of understanding the client's preferences, particularly their interest in home services and desire for a brand with strong market recognition.
Chris's strategy involves presenting multiple brands and encouraging the client to select a few for deeper exploration, including obtaining the Franchise Disclosure Document (FDD) for a comprehensive evaluation. This method allows for a detailed yet high-level overview of each brand, providing the client with enough information to make informed choices about which brands to pursue further.
Recap Chris's presentation on Closet Factory:
Post presentation, the floor opened for feedback. "I just want to say something. We've tried different ways to present, and I agree that PowerPoint has been the easiest to present but the hardest to put together. As you scale your business, finding time for this can be challenging. It's crucial to find a comfortable presentation style that works for you and is effective.
For example, one of our Million-dollar Brokers hired someone to create his PowerPoint presentations due to his large pipeline. I don't have that ability yet, so I utilize the resources we have. Ultimately, it's about understanding your client and showing them why you selected that franchise. Chris did an excellent job of this, focusing on relevant aspects of the business that matched the client's criteria, which is crucial. So, Chris, you get an A-plus for your presentation. Thank you for your efforts,” Amanda commented.
On this mentoring call, Amanda then presented the One Hour Heating and Air franchise, tailoring her pitch to the specific needs and criteria of her client, who works at Hubspot and is seeking a potentially semi-absentee business.
Her approach typically focuses on providing a high-level overview of the brand, emphasizing its recession-proof nature and sustainable business model.
Recap Amanda's presentation on One Hour Heating and Air:
Amanda had one more closing remark, "Your confidence in this step is crucial. You have to show a lot of enthusiasm when presenting each franchise. If I'm not familiar with a franchise or haven't closed a deal with them, it can be challenging to sound enthusiastic. For example, last week, I had a client interested in food and beverage concepts, which are not my forte. It was hard for me to get excited while presenting. However, I still try to convey energy and show why I think a franchise is a great fit. In some cases, if I'm unsure about a brand, I'll explain why I'm presenting it but ask for the client's feedback. This way, it's more of a conversation, even if I don't share the same level of enthusiasm as with other brands I'm more confident about."
To close out, Beau expressed appreciation for the diverse approaches showcased in this session and previous mentoring calls.
He remarked, "Everyone has a different process in how they close and sell. That's why attending these Wednesday sessions is so important. It's a learning opportunity for all of us. As Amanda taught us early in mentoring, learning about at least two brands per week is key, and this session helps achieve that goal. Plus, presenting in front of a group improves our skills and helps overcome nervousness. It's a win-win for everyone involved."
Once again, thank you to all the Brokers who attended! Be sure to register for the next Wednesday session at 12 PM EST: https://fbamembers.com/events/how-to-sell-this-brand-stumpys-hatchet-house-and-that-1-painter-new-time-new-link-12-pm-et/
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