• The Advisory Board | Expert Franchising Advice for Franchise Leaders

  • By: Dave Hansen
  • Podcast
  • 5.0 out of 5 stars (1 rating)

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The Advisory Board | Expert Franchising Advice for Franchise Leaders

By: Dave Hansen
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  • Summary

  • Every franchise needs expert advice.

    So, we're bringing the business strategy, marketing, sales, and franchise growth experts to you.

    Join franchising gurus to learn best practices in franchise sales, franchise marketing, franchise operations, and even motivation and franchisee relationship management.

    We'll deliver actionable, valuable insights each podcast from true experts in franchising that are really doing what they talk about, rather than just talking about it. It's a subtle but important difference that you'll feel when you tune in.

    This is a no chest-beating podcast as well. There are plenty of those available. We focus on what we know will help emerging, growing and even well-established franchise systems take the next step toward franchising nirvana.

    We'll publish a new episode every 10 days, and episodes should last between 25 and 40 minutes.

    Enjoy!
    Copyright Dave Hansen
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Episodes
  • Unlocking Revenue Growth: Proven Sales Strategies with Simon Severino

    Unlocking Revenue Growth: Proven Sales Strategies with Simon Severino
    Jun 11 2024
    Welcome to another insightful episode of The Advisory Board Podcast, where we connect you with industry experts to provide actionable advice for driving your business and franchise success. Today's episode is brought to you by our sponsor, ClientTether. We are delighted to have the exceptional Simon Severino with us. Simon, the CEO and founder of Strategy Sprints, is a renowned expert in accelerating revenue, enhancing creative sourcing, and increasing close rates. You may have come across him on social media or one of his 1,300 podcast appearances. He's a Forbes author, top TEDx speaker, and triathlete, with a wealth of knowledge that we're excited to tap into today.

    Introduction and Background
    Simon began by sharing his journey of falling in love with strategy 22 years ago. As a strategy advisor, he realized the immense importance of having an executable go-to-market strategy. His passion led him to focus solely on this critical area, developing a deep expertise that he now shares through his company, Strategy Sprints.

    Core Topics
    We delved into three main pillars to help businesses thrive:

    Increasing Pricing Power:
    Simon emphasized the importance of positioning and branding before increasing prices. By positioning your offering as a high-value solution, price becomes a secondary concern. He shared a practical exercise using the positioning tool, which asks three crucial questions to frame your value proposition effectively.

    Improving Win Rates:
    The key to increasing win rates is reducing talk time during sales calls. Simon recommends a talk time of 28% and listening for the remaining 72%. This approach builds trust and demonstrates that you understand the client's needs. He outlined a method involving eight steps and powerful questions for each stage of the sales process, ensuring a structured and effective approach to closing deals.

    Accelerating Sales Velocity:
    Simon shared strategies to shorten the sales cycle by 25%, such as creating valuable email sequences that partially solve the client's problems. He also discussed the importance of leveraging current clients for referrals and addressing their pain points to turn dissatisfied customers into advocates.

    Current Industry Trends
    Simon provided valuable insights into the current economic landscape, noting a decline in sales for lower-tier products while high-ticket items remain stable. This trend underscores the need for businesses to focus on high-value offerings and ensure their pipelines are robust and reliable.
    Actionable Tips

    Increase Pricing Power: Position your brand effectively, emphasizing the unique value you bring to clients.

    Improve Win Rates: Listen more than you talk, ask powerful questions, and ensure your sales process is structured and repeatable.

    Accelerate Sales Velocity: Use email sequences to add value and leverage client feedback for referrals.

    Final Thoughts
    Simon shared his own experiences of refining his sales approach, highlighting the importance of humility and continuous improvement. He also stressed the need for a sales coach to provide an external perspective and keep your strategies aligned with client needs.

    Engagement and Resources
    For those interested in diving deeper into these strategies, Simon's book "Strategy Sprints" is available on Amazon. You can also visit StrategySprints.com for more resources and to connect with Simon directly. Follow him on YouTube (Simon Severino High Ticket Sales) and X (Twitter) at @SimonSeverino for more insights.

    Closing Remarks
    We wrapped up the episode by discussing creative sourcing and lead generation strategies. Simon highlighted the importance of sharing valuable content and engaging with your audience authentically. By focusing on making people smarter, richer, or happier, you can create content that resonates and attracts potential clients.

    Thank you for tuning into this episode of The Advisory Board Podcast. We hope you found Simon's insights as inspiring and actionable as we did. Don't forget to check out our sponsor, ClientTether, for all your sales automation needs. Until next time, keep pushing the boundaries and driving your business to new heights!
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    46 mins
  • Building a Franchise on Faith: The Footprints Floors Story

    Building a Franchise on Faith: The Footprints Floors Story
    Jun 4 2024
    Welcome to another episode of The Advisory Board Podcast, where we bring industry experts to help us understand the intricacies of running responsible and successful franchises. This episode is proudly sponsored by ClientTether. Thank you, ClientTether, for your continued support.

    In this episode, we dive into the inspiring journey of Bryan Park, founder and CEO of Footprints Floors, a flourishing flooring franchise based in Colorado. Bryan's story is a testament to how Faith can profoundly impact franchise success and community building.

    Bryan shares that his business journey is deeply intertwined with his faith. He doesn't see himself as the architect of his success but as a steward of a mission he believes is guided by a higher power. "The Lord built this thing," Bryan humbly states, emphasizing his role as a caretaker rather than a creator.

    Footprints Floors has grown remarkably, boasting 90 franchisees and over 170 locations nationwide within just five years. This rapid expansion, Bryan insists, is not a result of his doing but a reflection of his faith-driven approach. His philosophy is simple: show up, serve, and let faith guide the way.
    Bryan's journey into the flooring business started in an unexpected way. After a stint in the Air Force and a plan to become a civil engineer, fate intervened when his dogs destroyed his carpet. Watching a hired professional install new floors, Bryan realized he could do the same. This serendipitous event led him to launch Footprints Floors in 2008, amid a challenging economic landscape.

    Despite starting with $40,000 in debt and a precarious financial situation, Bryan trusted in his faith. His story is not just one of business acumen but of resilience, humility, and unwavering belief. He recounts working without pay for six months during the 2008 financial crisis, prioritizing his employees' wages over his own. His loyalty and faith culminated in a turning point when he was let go from his job, pushing him to fully commit to his own business.

    Footprints Floors was born out of a period of significant personal and financial strain. Yet, Bryan believes this was when the Lord was carrying him, a sentiment that inspired the company's name, derived from the famous "Footprints in the Sand" poem. This ethos is embedded in the company’s DNA and is reflected in its culture and operations.

    Bryan's faith informs every decision at Footprints Floors, from business strategies to team building. He emphasizes that their faith is not compartmentalized; it permeates every aspect of the business. This holistic approach creates a unique culture that prioritizes trust, love, and community.
    A striking example of this is Joyful Light Youth Theater, a community initiative Bryan and his wife run, involving about 400 participants. This project, though demanding, is a labor of love and a way to give back. Bryan's leadership in this venture mirrors his approach at Footprints Floors—rooted in faith and service.

    The inclusive culture at Footprints Floors stands out in the franchise industry. Despite being led by Christians, the company does not discriminate based on faith, race, or orientation. Bryan proudly notes that their team includes people from diverse backgrounds, including LGBTQ individuals, Jewish and Muslim franchisees, and many who have never set foot in a church. This inclusivity, he explains, is a core Christian value of loving one's neighbor.

    Maintaining this culture amidst rapid growth is a challenge Footprints Floors meets through strong leadership and continuous engagement with franchisees. Regular webinars, annual conventions, and personal interactions help reinforce their values and ensure everyone feels part of a supportive community.

    Bryan's humility and focus on serving others have cultivated a strong, supportive culture at Footprints Floors. He believes that true leadership is about service and humility, a lesson he embodies daily.

    In conclusion, Bryan's story is a powerful reminder of the impact of faith in business. His journey shows that integrating faith into business practices can lead to not only financial success but also create a positive, inclusive, and supportive community. As Bryan aptly puts it, "We can't serve two masters. Serve the Lord, and everything else will take care of itself."

    Thank you again to ClientTether for sponsoring this episode. Join us next time on The Advisory Board Podcast for more insights from industry leaders. Until then, remember to lead with faith and integrity in all your endeavors.
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    41 mins
  • Daniel Stein's Journey: Faith Amid Franchise Struggles

    Daniel Stein's Journey: Faith Amid Franchise Struggles
    May 14 2024
    In this enriching episode of The Advisory Board Podcast, brought to you by our generous sponsor ClientTether, we dive deep into the inspirational journey of Daniel Stein, the CEO and Founder of Special Strong. Daniel’s story is one of faith, perseverance, and the transformative power of franchising.

    From humble beginnings, starting his first business at the tender age of 17 with an arbitrage of broken phones and random household items, to the impactful enterprise he runs today, Daniel's path has been anything but ordinary. His journey into franchising began with a vision shared by a friend from church. This vision evolved rapidly following a life-altering moment when a video showcasing the progress of a client named Brandon went viral, illustrating Brandon walking again thanks to Special Strong’s training program. Faced with overwhelming demand and limited by geographical boundaries, Daniel was propelled into the franchising world to expand his mission.

    Daniel discusses how a few pivotal moments reshaped his life’s work, leading to the establishment of Special Strong, a brand dedicated not just to business, but to making a profound impact on lives. He shares heartfelt stories of how his services have helped special needs youth and adults gain independence, combat depression, and improve physically, which he feels brings an abundant life to his clients, as echoed in John 10:10, a guiding scripture for their work.

    The core of Special Strong’s philosophy lies in its foundational values, deeply rooted in biblical verses, shaping not only business strategies but also fostering an inclusive, faith-based community. Despite societal expectations, Daniel emphasizes that building a business on faith principles doesn’t create barriers but invites a diverse clientele united by shared values.

    In a candid revelation about the pains of franchising, Daniel opens up about the challenges he faced—from self-funding and incurring debt to dealing with misaligned partners. However, he highlights the invaluable support of coaches like Gerry Henley and technology that empowers franchisees to focus on strategic growth rather than day-to-day operations.
    Daniel credits his resilience to the strong support network including his wife, Trinity, and friends who've stood by him through thick and thin, underscoring the importance of community in navigating the arduous journey of franchising.

    This episode not only sheds light on the unique challenges of expanding a faith-based business but also serves as a beacon of hope and a testament to the strength found in collective support and shared values. Special thanks to ClientTether, whose support makes it possible to share these powerful narratives that inspire and educate our listeners about the transformative potential of faith in franchising.

    Join us next time on The Advisory Board Podcast, where we continue to explore compelling stories of leadership, innovation, and impact. Stay tuned and stay inspired!
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    48 mins
Leadership Economics
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Profile Image for Robert Shad Hansen

Great franchising podcast with fantastic guests!

Phenomenal quality of content with proven veterans in the franchising industry. lots of great insights here. definitely going to keep listening.

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