Speed To Lead, Liquid Capital, And Proper Qualification For Franchise Leads | Ep. 17

Lighting money on fire with franchise leads that never get a call is a huge miss. On Franchise This, the show where we talk all about franchising, Sean McKay and producer Joseph Lewin are super excited about the qualification piece and what winning actually looks like when you bring in paid media to generate franchise leads.

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They walk through hundreds of leads that never get called, negative brand reputation, and why speed to lead within a few minutes, under five minutes, with a personal phone call or text message has to be the number one thing. They dig into verified phone numbers and email addresses, one-time passwords, liquid capital requirements, SBA loans, and long-term nurture when someone is not ready.

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They talk about hiring a sales rep with experience in the franchise world, a phone setter, a trained franchise sales expert, mutual vetting with the franchisor and another franchisee, nervous first-time buyers, the cowboy person with a hundred franchises, and a sales cycle that might be a month, three months, a year, or even 16 months.

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📌 What We Cover

• Lighting money on fire with thousands of dollars in advertising, hundreds of leads, and not calling a single one
• Why people who fill out a form are waiting, the game of Chase, and why speed to lead under five minutes with a personal phone call or text message is the number one thing
• Verifying the phone number and email address with a one time password so you know with certainty that the person filled out the form
• Confirming liquid capital, SBA loans, required liquid capital amounts, and using the form to filter out people who are not ready right away
• Questions in the form about how soon they want to open, confirming if they are a US citizen, and interest in talking to a franchise consultant
• Negative brand reputation when you never call back, and why a YouTube video of you lighting money on fire might actually do better
• Hiring a sales rep with experience in the franchise world instead of the franchisor doing the calls and making the business look really small
• The phone setter, the trained franchise sales expert, mutual vetting with the franchisor and another franchisee, in person meetings, signatures, loans, and a smooth, well defined process from start to finish

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🔗 Resources Mentioned

• Sean McKay
• Joseph Lewin
• SBA loans
• Franchise consultant