Stan Friedman talks about Customer Relationship Management software, or CRMs, and how franchisors can best utilize them to manage franchise leads.
Stan Friedman is a 31-year franchise veteran and is passionate about franchising. In fact, this guy lives and breathes it. Stan is the president of a company called FRM Solutions. FRM delivers CRM solutions, designed specifically for franchising, but to call it a CRM is like calling an elephant a mouse, just because they are both gray.
Before FRM Solutions, Stan held C-Level roles at: Blimpie International, Wing Zone, Maggie Moos and Tutor Doctor. Stan also produces and hosts “Franchise Today,” a live, weekly podcast on BlogTalkRadio.
Stan Friedman Intro
Get to know Stan Friedman
Topic Segment ? CRM Software for Franchisors
TOPICS DISCUSSED IN THIS EPISODE:
Brief history of CRM
What is CRM today
How is CRM used in franchising
Can a franchisor get by without CRM at first
When does a franchisor need to graduate to CRM
How to choose a CRM
What is FRM Solutions
The features of FRM Solutions
The types of information a franchisor need to be managing
the juggling act that a franchisor has to do when business gets that busy
Art Coley talks about how to develop a franchisee recruitment system that will attract higher quality franchisees to your system.
Art is the CEO of a company called CGI Franchise, right here in Texas.
Art has served as President of a nationwide children’s technology education franchise where the brand had double-digit sales growth, opened a record number of new franchise territories, and was launched in the U.K., Australia, and Canada.
With a decade of global leadership and sales positions, he has been responsible for driving system-wide revenues and overall business operations for Top 200 franchise brands including a turnaround role in 2012 as the President and CEO for AlphaGraphics.
Art accepted the President and CEO position in May 2015 with Franchise Source Brands International, which owns several brands including: The Entrepreneur-s Source, AdviCoach, and ZorSource. Art is considered one of the top franchise development professionals in franchising.
Art Coley Intro
Get to know Art Coley
Near Business Failure – Art’s “E-Myth” Moment
Topic Segment ? Franchisee Recruitment
TOPICS DISCUSSED IN THIS EPISODE:
What is the founder’s trap that keeps many small business owners from growing to their Business? Becoming royalty self-sufficient needs to be a franchisor’s #1 goal at first.
Most franchisors never understand that franchise recruitment is a separate business that requires a separate skill set.
The value of a franchised business in not built on selling franchises, the value is based on unit economics.
Traditional franchise recruitment systems – what’s good about them – what’s bad about them?
What do you mean when you say “Disillusioned” franchise system?
9% of all franchisors have ever made it past 200 locations
20% have ever grown past 100+ units
The secret to franchise recruitment is having a system and implementing the system properly
What is Recruitment Operating System all about?
Discovery Culture versus Sales Culture – what does that mean?
Why is ?Executive Buy-In? so important to a successful franchise recruitment system?
Building a recruitment operating system isn’t for a bunch of wimps!
What are the 4 Pillars of the ROS System?
8 Step Discovery Process
Any franchisor who is not doing some sort of Discovery Day is making a massive mistake.
Managing the handoff to Onboarding ? Why is that important?
When there is no communication between Onboarding and Recruitment teams, the quality of the new franchisees will never improve.
What are the three phases of the discovery process? What do they mean?
What are some of the key metrics that every franchisor should be following regardless of what recruitment system they use?
What is situational leadership and what role does that play in the recruitment process?
What role does a good CRM play in the recruitment process?
Communication is key in every organization, but you say that communicating with existing franchisees is really important. Why?