November 7, 2023 • 34 mins
Welcome to FranPro Resource Podcast. If you would like to access our most recent content and to receive updates, you can register here: https://franpro.com/
Contact us here Anything@FranPro.com if you:
- Want help finding a franchise
- Would like to be featured on our program
- Would like help producing or want a podcast produced for you
- Are a franchise company and want access to our free ROI Tracker dashboard
In this episode, Lance Hood of FranPro interviews Chief Executive Officer Sabrina Wall of the Franchise Brokers Association. Sabrina Wall is an incredible resource for any franchise organization. If you would like to work with Sabrina you can reach her here: https://Franpro.vip/GoFBA
Franchise Brokers Association (FBA) can streamline franchisee prospecting to save time and money. Brokers use clear communication and an effective sales process to qualify prospects for your brand, working on a commission-only basis.
Covered in this call:
- Spending too much money & time finding franchise buyers?
- FBA acts as an MLS for franchises, connecting brokers and buyers
- Clear communication and an effective sales process are crucial
- Brokers use an extensive process to qualify your brand prospects
- Commission only Brokers can send you candidates immediately
Imagine having a platform that works like an MLS, matching franchise brokers to the perfect brand fit for their clients. That's exactly what Sabrina Wall, CEO of the Franchise Broker Association (FBA), and her team have created with the FranLink system. This episode unravels the groundbreaking services FBA provides, such as guiding franchises through the broker sales process and providing communication support. Sabrina shared why franchises can dramatically profit from working with brokers, saving them time and critical resources. We also discuss how FranLink can enhance your brand visibility and the unique marketing and sales resources offered.
Working with brokers can be a humbling experience for many entrepreneurs. We discuss this process and how working with FranLink can help get your brand in the spotlight. Sabrina let us in on unique events hosted by FBA to nurture connections between franchise owners and brokers. She also highlighted how vital clarity in your business model is when presenting to brokers. We dove into the challenges of the franchise brokerage business, emphasizing the importance of finding the right match between the franchise brand and the broker. Sabrina shared insights into the financial investments brokers make in leads, potential pitfalls of failed deals, and the lasting impact of such scenarios. Tune in for a comprehensive understanding of franchise brokerage and the incredible benefits of working with FBA.
Contact us at Anything@FranPro.com if you:
- Want help finding the right franchise for you
- Would like to be featured on our program
- Would like help to produce or want a podcast produced for you
- Are a franchise company and want Free access to our ROI Tracker dashboard
*Some of the companies we interview compensate us a commission if you purchase something.
Mark as Played
Transcript
Episode Transcript
Available transcripts are automatically generated. Complete accuracy is not guaranteed.
Lance Hood (FranPro) (00:09):
Welcome everybody.
I would like to introduce youto Sabrina Wall, the CEO of the
Franchise Broker Association, orFBA.
Hi, hey, Sabrina.
So can you share a little bitabout FBA and how it got started
?
Sabrina Wall (FBA) (00:28):
Well, FBA has been around since 2008.
So we've been around for quite awhile now and it's basically an
organization where we kind ofact like an MLS, but for
franchises instead of realestate.
So if you've ever gone throughthe process of buying a house,
(00:49):
you would go onto the MLS or asearch tool and it would help
you to find the houses thatmatch what you're looking for in
the neighborhoods that you want.
And our organization kind ofstarted by just being that MLS
for the franchise industry, sowe call it the FranLink system
and it's a place where franchisebrokers can go and enter in the
(01:14):
criteria of what theirfranchise buyers are looking for
and find brands that match whatthose specifications are, so
that they spend a lot more timetalking to franchises that are
going to help them achieve thosegoals, as opposed to spending a
(01:34):
lot of time with franchisesthat go nowhere or aren't truly
a right fit for what they'retrying to accomplish.
So it cuts the time in half andbeing able to match the right
franchise with the right personand make sure that all of those
pieces align in the process.
Lance Hood (FranPro) (01:55):
Yeah, I know that I've actually gone
through and used the FLS systemand I love it.
You can sort it, slice it anddice it any way you want to find
the right things for yourclients and it has all the
information and data you need.
But you know there are morethings, because just being
listed on an FLS doesn't meanthat anyone's going to get any
(02:17):
sort of traction or even benoticed.
Can you kind of like share alittle bit more about the other
things that you do for franchisesource too?
Sabrina Wall (FBA) (02:26):
Yeah, so every franchise that makes the
decision to work with franchisebrokers.
They may have worked withbrokers in the past or they may
have never done that.
And what we find is that whenyou establish a good
relationship with that franchiseand the broker, magic can
(02:48):
happen.
Because when the brokerunderstands the type of people
that are really good at helpingthat franchise grow and thrive
and have successful, topperforming franchise owners,
well then the broker can kind ofcater their efforts to find
people and match them with thosebrands.
So our role in the process inhelping match those brokers and
(03:12):
franchises together but alsomake sure that the franchises
understand the sales process andwhat do buyers really want to
see, what do they want to lookat, what do brokers want in
order to be successful withtheir brand?
And so we help with thateducation process, we help to
(03:34):
support the communication, welet them know if there's
anything that it doesn't quitelook right or isn't working
right, isn't standard or normalprocess, so that the franchise
can correct those things and canmake sure that it's a really
good, strong relationship withthe broker and ultimately with
the candidate.
Lance Hood (FranPro) (03:54):
You know, in listening to you, one of the
things that stood out is thequestion that wasn't asked in
advance, which is if a companyis not working with brokers
right now, why would they wantto work with brokers, versus
just trying to do all themarketing themselves and try to
do it all at house?
Sabrina Wall (FBA) (04:10):
Well, that's kind of the reason why our
brokering industry came to be isbecause the process of finding
the right buyer or franchiseowner for a system is expensive
and it is difficult becauseevery franchise has its own
ecosystem, its own mix of prosand cons and characteristics and
(04:35):
qualities, and so a franchisemight spend three, four, five
times what a broker would spendon finding a person that is a
match for that brand.
And so that's how the brokeringindustry really came to be is
that the franchise oars werespending all of these resources
(05:00):
and they said there's got to bea better way.
And the brokers what they'reable to do is to match somebody
more specifically, and sothey're not sending just anybody
that replies to an ad to aparticular brand.
They're going through aqualification process and
talking through what the buyerreally wants and making sure
(05:22):
that it's not just a kind ofthroat at the wall and hope that
it works out, but it's a morecrafted, introspective, more
refined process.
And so the franchise loves itbecause they have the ability to
work with referral stylecandidates, not just anybody
(05:44):
that's clicking on a link, andthe buyers tend to be a lot more
educated and a lot better atgoing through the process.
So they present their franchiseknowledge differently than if
they were just kind of comingoff of the internet search or
something.
Lance Hood (FranPro) (06:04):
Right and you think as a franchise, or
you're buying access to leads,which sometimes is just contact
information that may never pickup the phone, and it's really
hard to find a buyer of $150,000to a million dollars out there
that specifically wants yourbrand and is willing to risk
(06:27):
working with a specific company.
But as a broker, what I havefound is that you can take and I
get a lot of people that I workwith and I ask them.
It takes about an hour to gothrough the whole process of
finding out what they're lookingfor, what types of industries
they believe in and all thosethings, and so it's easier for a
(06:49):
broker to find somebody whofinancially matches, who has a
match of what they're trying toaccomplish and all these other
things in there, than it is tojust try.
You have one product to sell.
I have many, many hundreds, soyeah, it's definitely easy and
if somebody is going to be partof a broker network, just being
(07:11):
in a portfolio doesn't meananything.
So the things that you guys dowith your connecting the brokers
with the franchise, or that'swhat really gets them on the
radar and causes people to whatdo you say?
Connect with the brand, becauseit's that list of brands that
(07:32):
people connect with that theyreally spend their time
promoting.
So, just being in a portfolio,you really still have to connect
with the brokers and you don'tneed all of them like you think.
Oh, I have all these brokers.
You know you could kill it withjust a handful of brokers.
Sabrina Wall (FBA) (07:46):
Exactly.
Yeah, well, the broker becomesin a way, an extension of the
franchises process and ifthey're a good broker, they're
doing a fair amount of, one,understanding the brand at a
deeper level and, two, reallyhelping communicate what the
(08:07):
buyers needs are and whatthey're looking for and working
together with that franchise tomake sure that it's good for the
buyer and that it's good forthe franchise and that all
parties are coming together.
I think a lot of deals get lostand a lot of transactions don't
(08:27):
work out, not because they'renot a good fit, but because egos
can get in the way, and sosometimes it's just having that
outside perspective, that personthat is helping each side
understand the other.
It is incredibly effective, andso much business in this world
(08:53):
gets lost from lack ofcommunication and lack of coming
together, and that is what thebroker does.
The broker helps to bring theparties together to have real
conversation and conversationthat is actually going to move
them forward in either thedecision to work together or the
(09:13):
decision not to.
But they're having real,meaningful conversation that
helps them to decide that.
And that's kind of the soft,underlying thing that people
don't really understand aboutthe value of a broker, but it is
one of the most importantthings that the broker offers,
(09:34):
because the broker, they areliterally helping the person
discover for themselves whothey're going to be and how to
operate in this relationship andhow to communicate well and how
to present themselves well andthose kind of soft skills, those
(09:56):
things that are not as easy topick up on.
They make a huge difference andthat that fires ability to be
awarded the franchise and thefranchise wanting to work with
that person and then thefranchise also getting good
quality people that understandwhat they're getting into and
how to be successful with it.
Lance Hood (FranPro) (10:18):
Well, what would you say, makes FBA
different from the other brokerorganizations?
Sabrina Wall (FBA) (10:26):
I mean we, what do we do the same.
We promote franchises, we havelistings, we have relationships
with members.
What we do differently is ourmembers know that we're always
working on their behalf, thatit's not about a short-term
(10:51):
transaction, it is about reallybuilding people, because I think
if you stay at the surfacelevel with any kind of
relationship, you're neverreally you're getting like a
thimble of progress.
But if you actually go deep andhelp people with their
(11:13):
challenges, with their struggles, with the thing they're venting
, you know the things thataren't going right.
If you address them and go deepand help them to get a
resolution and help them to evenwork through the emotional side
of it, when you're able to havethat level of relationship and
(11:34):
engagement, the way that theygrow is exponential.
It's like a fire hose instead ofa thimble, and we are excellent
at that conflict resolutionside.
So we're really good at helpingthe franchisor and the broker
work together and the candidateor the buyer and the broker work
(11:57):
together and helping to trainthese skills that a lot of the
marketplace lacks, and there areskills that are really
important to establishing ahigh-quality relationship in
working together.
I mean, a franchise contract is10 years in most cases.
(12:17):
And so when a franchise isconnecting with a buyer and
they're doing that in a waywhere they don't really
understand each other andthey're kind of starting on
false pretenses or not having aclear picture, well then they
start the relationship off trackand it just gets more and more
off track as it goes.
But if they start therelationship on track, if they
(12:40):
start the relationship wherethey're clear and understand
each other and support oneanother, then they know how to
work together in those futurechallenges and our organization
helps all parties to do that.
Lance Hood (FranPro) (12:56):
What would you say then are some of the
biggest challenges that yousolve for franchise orders?
I know we think sales, we think, oh, I'm going to get a new
franchisee potentially and Idon't pay anything unless an
actual deal is struck.
But I mean, sometimes there'sother things with your, I would
(13:20):
say, wisdom and advice that youguys do, because some
franchisees need some of thatsteering Right.
Sabrina Wall (FBA) (13:26):
A lot of franchisees need that steering
and I would say that we do checkall FDDs before somebody, a
brand, is allowed to enter aninventory.
So, whereas you can have an FDDwith other systems and just
load it on there, we take themore proactive approach because,
(13:51):
just to give you an example, wehad a franchise group, like a
company, that was turningindependent businesses into
franchises, and every one oftheir franchises that they would
send to us had a disclosuredocument.
That was a complete mess and wehad to basically end the
relationship with that vendorand say until you can get the
(14:15):
agreement part correct withthese disclosure documents we
can't offer you because you'resetting every relationship up
with a improper disclosure andwe're not going to put anyone at
risk by doing that.
So we basically have thatfranchise or that development
(14:36):
company pulled from the system.
But some of the franchises thattried to be a member, we gave
them the feedback and said hereare the things you've got to
correct, because this is notaccurate and we can't present it
.
And though we just had afranchise or from that process,
(14:56):
spend a year correcting theissues and then came back and
said I've got it, now I'mcorrected, can we work with you,
and so that's just one exampleof one of the things that we do.
But we often teach them what aproper sales process is, what
they need to do to presentthemselves well.
(15:18):
We also do kind of like thesummaries of their disclosure
document so that everybody'sclear about what's going on with
that brand, the broker and thefranchise system.
And what happens is questionscome up from that summary of
their disclosure document andthose become the areas of
(15:42):
coaching and improvement for thefranchise brand to get better
and better at being a highquality franchise brand in the
process.
So as long as the franchise iswilling to learn and willing to
listen and is a team player andhas the right attitude, we can
do a lot with helping them to besuccessful as a franchise brand
(16:05):
who works with good qualitybrokers.
Lance Hood (FranPro) (16:09):
And you have any stories of how some
companies have worked with youguys and seen some dramatic
changes or results in theirfranchise?
Sabrina Wall (FBA) (16:19):
Yeah, one franchise that we have worked
with.
They years ago they had a verydated system so their materials
were just, you know, like 15years old, they hadn't been
updated and their sales processwas kind of arduous and just
clunky and so they weren'thaving a lot of traction in the
(16:43):
process.
So we worked with theleadership of that brand and
said you know, you've got somethings that need to be updated
and corrected in order for us toreally get traction.
So they brought in a new repwho was young and yet she was
very driven, she really caredabout being successful.
So we worked with her tobasically have her not only kind
(17:09):
of clean up the process and getupdated but also to practice
her pitch and got her in touchwith some senior franchise
brokers to actually practice thepitch before she was presenting
to their buyers, and so thatprocess of just engaging with
the brokers and asking for helpthe collaboration with our
(17:32):
community is really high and sothey're willing to help one
another and the brokers weresharing insights with them.
And then, through this processof getting her connected with
people, we also helped her toform join a little group of
other young professionals inthis industry, and so that young
(17:53):
group started meeting on aregular basis and having all
these sessions where they weretalking about how to grow in the
profession.
And you know that was severalyears ago.
And last year they wereactually named franchise of the
year by our brokers because theyhad done so well.
(18:14):
They had also been purchased bya company like a development
group, so they're justcontinuing to grow and expand.
It's been a really coolexperience.
But she was willing to do thework, she was willing to engage
with the community and she askedfor feedback.
(18:34):
And our brokers some of themweren't that easy.
They said this is a really badpresentation.
We can't present you until youget more skilled.
And so she worked on it untilshe got to the point where they
approved and then they feltcomfortable sending their
candidates to her.
Lance Hood (FranPro) (18:54):
Yeah, and the ability to how do you say,
be kind of humble and teachableis hard, because all of us,
every one of us, has a degree ofego, and so when someone's like
listen, you know there's some,I know you have this brand, but
there's some things you need totweak, things you need to pay
(19:14):
attention to.
And sometimes people say, sure,I'll listen to you, but they
don't always or they don'tfollow up on what they've
learned.
But if somebody really engages,I mean there's really, there's
no limits on it.
I was used to look at it assomebody wants to get really
good at basketball, but theydon't want to go up and shoot
the basket in front of everybodyuntil they can make it every
(19:37):
time.
I'm like so how's that gonnahappen?
You need to just be willing togo.
We don't have it all figuredout.
We'd love your help and tryimplementing it, and then you'd
be shocked at the results youcan make.
Yeah.
Sabrina Wall (FBA) (19:52):
Absolutely.
Lance Hood (FranPro) (19:53):
Well, what's the process of a company
working with you?
So imagine I'm a brand, I'mtalking with you guys, I'm
looking to work with you and getin front of all the brokers.
How does that process go?
Sabrina Wall (FBA) (20:05):
Well, first we have to have an FDD, because
any brand that comes with us wehave to check and make sure it's
correct and everything looksgood.
We check it into a database andcompare it to other brands and
things like that, and then wegive an approval on whether or
not they can come intomembership.
Then we collect their marketingand sales materials and then
(20:28):
help them to build one of thoselistings in the FLS and then
from there they are listed andbrokers have the ability to find
them and we have differentlevels of membership.
So franchise owners can have ahigher level of engagement where
they're kind of featured andhave more events with the
(20:49):
brokers.
But at the base level we invitethem to things like membership
mixers, which are kind of likespeed networking events where
the brokers and the franchiseowners get an opportunity to
have one-on-one time and, in aremote capacity, get to know
each other and just spend timelearning about those brands.
(21:10):
We also do things like speedrounds where candidates and
buyers can join and learn aboutspecific brands in a category.
So the brokers learn whatbrands are semi-passive and
they'll learn what brands aregood for building a legacy or a
serial entrepreneur.
(21:31):
So we create these events thatbrokers and buyers can come to
to learn about brands within asegment, and then we have all
kinds of other membership events, but another one that we do is
we'll actually bring a franchiseon and we'll have a
collaborative discussion aboutwhat's unique about their brand
(21:54):
and kind of work with them inhow they're presenting it and
get questions from the brokers.
So the brokers provide real-timefeedback about.
This is the things that I wouldlike to share and these are the
things that aren't reallyrelevant and we're spending a
lot of time on it.
My buyers don't want to knowthat, so can you not talk about
(22:18):
that?
It just doesn't matter.
Like you're where your kids,where you grew up and where your
kids went to school, forinstance, you'd be surprised.
People think they're rapportbuilding, but they're going way
deep in it.
So that's just a simple exampleof one of the sessions, but we
basically invite thesefranchisors to learn, meet the
(22:40):
brokers.
We have different announcementsand events.
I mean, we're a verycollaborative community, so
we're always doing stufftogether and talking about
brands with the brokers andhighlighting certain brands that
we found do this special thingthat maybe a candidate or a
buyer was looking for and abroker didn't know which brand
(23:02):
did that.
So there's a lot ofcollaboration and connection
that comes with being a member.
Lance Hood (FranPro) (23:09):
Yeah, and when you talk about all those
things that people talk aboutthat maybe they don't need to
and things they need to talkabout that they don't.
It's funny because I remembergoing through the FLS and
reading franchise afterfranchise and I about lost a
couple computers over it becauseI was like what do you do?
(23:30):
Like the first sentence aboutyour company should say we are a
painting company and we do this, but all you get is we help
companies save money, we're thebest and fastest in the industry
.
And I read through paragraphswith no idea of what they
actually do for a business andso some of these companies don't
even realize is like there's noway I'm promoting that because
(23:53):
I don't even know what it is andnow I have a headache.
So it's like so simple that thething that you do should be
clear in the very first sentenceand just simple things of
business that big companiesstill just they don't have in
their marketing departmentbecause they're not thinking
about explaining what they do,they just think about how to
(24:13):
stand out.
But I don't even know what youare.
So what is the process if acompany wants to work with you?
I know you have the process,but what's the timeline?
So getting started getting sometraction and maybe even getting
leads flowing in from someinterested brokers that want to
send people your way?
What's that kind of liketimeline?
Sabrina Wall (FBA) (24:34):
Yeah, well, it doesn't take very long.
Once they come on board, we,just as fast as the franchise
can, get us the information.
That's pretty quickly.
We can turn around thatfranchise listing within a few
days and then have it ready forthe brokers to be able to access
.
And then we go through a seriesof announcements and training
(24:56):
on the brand and highlightingthem and featuring them so the
brokers know about them.
So the point that it takes forthe broker to engage with them
the brokers are always curiousabout inventory, so they do want
to know about different brandsand I think if you're a brand
(25:17):
that looks good, a lot offranchises actually don't do a
good job at branding their owncompany, like they'll have kind
of an antiquated looking brandfor their brand.
So when you've got, when youlook together, you've got a good
profile, you're relevant fordifferent searches that their
(25:39):
clients are searching for andthe branding looks good, you
tend to get a little bit moreinitial attraction, and so you
do.
The brand does matter in thisspace.
It matters to the buyers.
The buyers care about if itlooks cool or not, and so you
want to have something thatlooks clean and nice, and you
(26:00):
know in this century.
And so if you get that process,you know brokers will start
interacting pretty quickly onterritory checks.
So long as they have a goodfeel for what is it, what are
some of the benefits of it, whywould my candidate want to work
(26:21):
with this brand?
Now, that is a pro an a con,because if you get a broker, if
the broker does a territorycheck and then the franchise
says yeah, we're available, orthe franchise doesn't respond or
doesn't provide any meaningfulfeedback, well then the broker
(26:43):
is kind of already evaluatingcan they handle me and my buyer?
And so if the brand isn'tresponsive and communicating and
doing a good job upfront, theycan actually hurt themselves
later on in the process becausethe brokers will stop presenting
them if they don't feel thatthey're doing.
(27:04):
They're buttoned up and they'reclean and they're doing things
well from the beginning.
So that does matter.
And something franchisorsshould definitely be aware of as
they're communicating withbrokers these are your most
valuable referral sources, thebrokers.
When they get behind a brand,it spreads like wildfire, I am
(27:28):
not kidding.
Like brokers, they come ontothese mentoring sessions and
we'll talk about brands thatwe've had a good experience with
this one, a challengingexperience with this one, and
the ones that are doing well andthey're clean and they're
organized, the brokers are alljust start like well, let's talk
to that one, let's talk to thatone.
(27:49):
So the momentum and theexperience you have with them.
It spreads and it spreadsquickly.
So just do a good job withcommunicating.
Lance Hood (FranPro) (27:59):
Yeah, because I can tell you that it's
trust.
So when you're sending clientsto a brand, if they're not
responding to the territorychecks, you get concerned of
what it's gonna be like to dofollow-up with them.
And then if they're not givingyou updates on what's going on
with your client, then you startworrying if the client's being
followed up with or anything.
So it's like definitely howthey interact with you and your
(28:22):
clients, inviting you to be partof it, giving you notices when
something happens.
Those are all important thingsthat they don't think about.
And you talked about thebranding I have.
I know that when you have abusiness and you already have a
brand and a logo and yourbusiness is okay, that might be
doing well for you in your area.
But when you go take it andfish it to new people, I've seen
(28:46):
some that were I mean, a logois like under $1,000.
And so I've seen some that lookso childish.
I didn't promote them because Ithought my clients would mess
with me about it.
So definitely it's.
You're saying this is us andpeople are looking at it to
evaluate you.
(29:06):
You might take what you alreadyhave.
It doesn't mean you have toradically change it, but you
might polish it Like somethingthat doesn't look like it was
made on word with a snag.
It you know snipping guypaperclip.
Free software to create that.
So let's see.
(29:27):
And then, what can people do tospeed up or shortcut the
process?
And it just and I know itdoesn't take long to get started
with you guys but speed up orshortcut the process of getting
that traction with brokersBecause, honestly, that's.
You know these are your salespeople.
They're a free sales staff butthey have to be interested.
(29:47):
You know they have to want towork with you and they all talk.
So if you have a great productand a great sales team and you
are good at closing deals andyou're a good opportunity for
their buyers, it's a solidbusiness.
You know you're going to getall the attention, but if not,
then you're going to work reallyhard to talk to people that are
half interested, right, so whatadvice do you have for the
(30:10):
brands?
Sabrina Wall (FBA) (30:11):
I think you do have to have certain things
in place.
Like you have to have a goodprofile, a good listing, you
need to have a good rep, theperson that's actually
presenting the brand.
They need to know what they'redoing, they need to understand
how to communicate and they needto be good at their job.
(30:35):
A lot of times the reps arelike their cousin or their uncle
or somebody who doesn't knowfranchising, but they're so in
their own channel or their ownway of doing it that they don't
understand that it's not working.
So having a good rep, having agood brand, having a good
(31:02):
communication and sales processlike the going back and forth
with the broker is really,really important.
And having a sales processthat's defined and you take, the
client knows what theexpectations are in the process,
because this is not a kind ofbusiness that you can confuse.
(31:23):
If you confuse, you lose, andso having those clear
expectations here's the plan,it's organized, here's what
we're going to do, here's thebeginning of the call, here's
what we're going to do.
The end of the call, here'swhat we're going to do.
That kind of clarity reallyhelps people feel at ease, and
(31:44):
so the brand needs to make surethat they have that clean sales
process, and then I would sayyou do have to have a
competitive referral fee.
Let's face it, franchising is.
Franchise development isexpensive.
It costs a lot of money to beable to find the right people
for a particular brand and thebrokers have to pay upfront for
(32:08):
that, that advertising, thatlead generation.
They have to pay for all of thepeople who didn't buy
franchises and all of the workthat it took to sort and find
those individuals.
And so when you're paying acommission, it's not just the
commission on that one deal,it's for all of the work that it
(32:30):
took to get that one deal.
And so franchise owners do needto keep that in mind, that they
have to be competitive withintheir industry and within
franchising as a whole, so thatthe brokers can.
This is their business.
They have to be able to make asufficient return on the effort
that they are putting into thebusiness in order to make it
(32:52):
make sense for them.
Lance Hood (FranPro) (32:54):
Right, they're putting in their money
so you don't have to, and theymight pay anywhere from $75 to
several hundred dollars a leadfor contact information and
nobody might even pick up andthey'll spend a massive amount
of money.
And then, when they deliverlead, if that person does
(33:16):
actually end up buying afranchise, that could be three,
four, six, 12 months down theroad by the time the franchise
brokers compensate it.
So putting out all that moneyand then waiting all those
months just to get paid and thenwaiting for the next deal, it's
an expensive business.
So they have a lot of faith inyou as a franchise brand and I
(33:36):
mean when they really I can'tspeak for everybody, but when
you really take the time to findthe right fit and you really
qualify people and they'vedecided I'm going to work with
this company.
You're hoping for a hundredpercent placement and it's a big
deal or catastrophic if itdoesn't work out and so those
(33:57):
things.
People definitely make decisionson how things go and how things
are handled and it starts withthe quality of the brand.
But also, if you have dealsthat just continue to fall
through, there's no way you'regoing to work with that company
or that franchise representative, even if they move to another
company, Because it can becatastrophic to the broker.
(34:22):
So this is great information.
I think that we provide a lotof information for people to
think about and learn and,Sabrina, I appreciate you
joining me today and I just wantto tell everybody go.
here https://Franpro.
vip/GoFBA you are interested inhaving conversation with FBA and
learning more, you can .
(34:47):
Thanks, Sabrina.
Sabrina Wall (FBA) (34:49):
Welcome yeah .
Welcome everybody.
I would like to introduce youto Sabrina Wall, the CEO of the
Franchise Broker Association, orFBA.
Hi, hey, Sabrina.
So can you share a little bitabout FBA and how it got started
?
Sabrina Wall (FBA) (00:28):
Well, FBA has been around since 2008.
So we've been around for quite awhile now and it's basically an
organization where we kind ofact like an MLS, but for
franchises instead of realestate.
So if you've ever gone throughthe process of buying a house,
(00:49):
you would go onto the MLS or asearch tool and it would help
you to find the houses thatmatch what you're looking for in
the neighborhoods that you want.
And our organization kind ofstarted by just being that MLS
for the franchise industry, sowe call it the FranLink system
and it's a place where franchisebrokers can go and enter in the
(01:14):
criteria of what theirfranchise buyers are looking for
and find brands that match whatthose specifications are, so
that they spend a lot more timetalking to franchises that are
going to help them achieve thosegoals, as opposed to spending a
(01:34):
lot of time with franchisesthat go nowhere or aren't truly
a right fit for what they'retrying to accomplish.
So it cuts the time in half andbeing able to match the right
franchise with the right personand make sure that all of those
pieces align in the process.
Lance Hood (FranPro) (01:55):
Yeah, I know that I've actually gone
through and used the FLS systemand I love it.
You can sort it, slice it anddice it any way you want to find
the right things for yourclients and it has all the
information and data you need.
But you know there are morethings, because just being
listed on an FLS doesn't meanthat anyone's going to get any
(02:17):
sort of traction or even benoticed.
Can you kind of like share alittle bit more about the other
things that you do for franchisesource too?
Sabrina Wall (FBA) (02:26):
Yeah, so every franchise that makes the
decision to work with franchisebrokers.
They may have worked withbrokers in the past or they may
have never done that.
And what we find is that whenyou establish a good
relationship with that franchiseand the broker, magic can
(02:48):
happen.
Because when the brokerunderstands the type of people
that are really good at helpingthat franchise grow and thrive
and have successful, topperforming franchise owners,
well then the broker can kind ofcater their efforts to find
people and match them with thosebrands.
So our role in the process inhelping match those brokers and
(03:12):
franchises together but alsomake sure that the franchises
understand the sales process andwhat do buyers really want to
see, what do they want to lookat, what do brokers want in
order to be successful withtheir brand?
And so we help with thateducation process, we help to
(03:34):
support the communication, welet them know if there's
anything that it doesn't quitelook right or isn't working
right, isn't standard or normalprocess, so that the franchise
can correct those things and canmake sure that it's a really
good, strong relationship withthe broker and ultimately with
the candidate.
Lance Hood (FranPro) (03:54):
You know, in listening to you, one of the
things that stood out is thequestion that wasn't asked in
advance, which is if a companyis not working with brokers
right now, why would they wantto work with brokers, versus
just trying to do all themarketing themselves and try to
do it all at house?
Sabrina Wall (FBA) (04:10):
Well, that's kind of the reason why our
brokering industry came to be isbecause the process of finding
the right buyer or franchiseowner for a system is expensive
and it is difficult becauseevery franchise has its own
ecosystem, its own mix of prosand cons and characteristics and
(04:35):
qualities, and so a franchisemight spend three, four, five
times what a broker would spendon finding a person that is a
match for that brand.
And so that's how the brokeringindustry really came to be is
that the franchise oars werespending all of these resources
(05:00):
and they said there's got to bea better way.
And the brokers what they'reable to do is to match somebody
more specifically, and sothey're not sending just anybody
that replies to an ad to aparticular brand.
They're going through aqualification process and
talking through what the buyerreally wants and making sure
(05:22):
that it's not just a kind ofthroat at the wall and hope that
it works out, but it's a morecrafted, introspective, more
refined process.
And so the franchise loves itbecause they have the ability to
work with referral stylecandidates, not just anybody
(05:44):
that's clicking on a link, andthe buyers tend to be a lot more
educated and a lot better atgoing through the process.
So they present their franchiseknowledge differently than if
they were just kind of comingoff of the internet search or
something.
Lance Hood (FranPro) (06:04):
Right and you think as a franchise, or
you're buying access to leads,which sometimes is just contact
information that may never pickup the phone, and it's really
hard to find a buyer of $150,000to a million dollars out there
that specifically wants yourbrand and is willing to risk
(06:27):
working with a specific company.
But as a broker, what I havefound is that you can take and I
get a lot of people that I workwith and I ask them.
It takes about an hour to gothrough the whole process of
finding out what they're lookingfor, what types of industries
they believe in and all thosethings, and so it's easier for a
(06:49):
broker to find somebody whofinancially matches, who has a
match of what they're trying toaccomplish and all these other
things in there, than it is tojust try.
You have one product to sell.
I have many, many hundreds, soyeah, it's definitely easy and
if somebody is going to be partof a broker network, just being
(07:11):
in a portfolio doesn't meananything.
So the things that you guys dowith your connecting the brokers
with the franchise, or that'swhat really gets them on the
radar and causes people to whatdo you say?
Connect with the brand, becauseit's that list of brands that
(07:32):
people connect with that theyreally spend their time
promoting.
So, just being in a portfolio,you really still have to connect
with the brokers and you don'tneed all of them like you think.
Oh, I have all these brokers.
You know you could kill it withjust a handful of brokers.
Sabrina Wall (FBA) (07:46):
Exactly.
Yeah, well, the broker becomesin a way, an extension of the
franchises process and ifthey're a good broker, they're
doing a fair amount of, one,understanding the brand at a
deeper level and, two, reallyhelping communicate what the
(08:07):
buyers needs are and whatthey're looking for and working
together with that franchise tomake sure that it's good for the
buyer and that it's good forthe franchise and that all
parties are coming together.
I think a lot of deals get lostand a lot of transactions don't
(08:27):
work out, not because they'renot a good fit, but because egos
can get in the way, and sosometimes it's just having that
outside perspective, that personthat is helping each side
understand the other.
It is incredibly effective, andso much business in this world
(08:53):
gets lost from lack ofcommunication and lack of coming
together, and that is what thebroker does.
The broker helps to bring theparties together to have real
conversation and conversationthat is actually going to move
them forward in either thedecision to work together or the
(09:13):
decision not to.
But they're having real,meaningful conversation that
helps them to decide that.
And that's kind of the soft,underlying thing that people
don't really understand aboutthe value of a broker, but it is
one of the most importantthings that the broker offers,
(09:34):
because the broker, they areliterally helping the person
discover for themselves whothey're going to be and how to
operate in this relationship andhow to communicate well and how
to present themselves well andthose kind of soft skills, those
(09:56):
things that are not as easy topick up on.
They make a huge difference andthat that fires ability to be
awarded the franchise and thefranchise wanting to work with
that person and then thefranchise also getting good
quality people that understandwhat they're getting into and
how to be successful with it.
Lance Hood (FranPro) (10:18):
Well, what would you say, makes FBA
different from the other brokerorganizations?
Sabrina Wall (FBA) (10:26):
I mean we, what do we do the same.
We promote franchises, we havelistings, we have relationships
with members.
What we do differently is ourmembers know that we're always
working on their behalf, thatit's not about a short-term
(10:51):
transaction, it is about reallybuilding people, because I think
if you stay at the surfacelevel with any kind of
relationship, you're neverreally you're getting like a
thimble of progress.
But if you actually go deep andhelp people with their
(11:13):
challenges, with their struggles, with the thing they're venting
, you know the things thataren't going right.
If you address them and go deepand help them to get a
resolution and help them to evenwork through the emotional side
of it, when you're able to havethat level of relationship and
(11:34):
engagement, the way that theygrow is exponential.
It's like a fire hose instead ofa thimble, and we are excellent
at that conflict resolutionside.
So we're really good at helpingthe franchisor and the broker
work together and the candidateor the buyer and the broker work
(11:57):
together and helping to trainthese skills that a lot of the
marketplace lacks, and there areskills that are really
important to establishing ahigh-quality relationship in
working together.
I mean, a franchise contract is10 years in most cases.
(12:17):
And so when a franchise isconnecting with a buyer and
they're doing that in a waywhere they don't really
understand each other andthey're kind of starting on
false pretenses or not having aclear picture, well then they
start the relationship off trackand it just gets more and more
off track as it goes.
But if they start therelationship on track, if they
(12:40):
start the relationship wherethey're clear and understand
each other and support oneanother, then they know how to
work together in those futurechallenges and our organization
helps all parties to do that.
Lance Hood (FranPro) (12:56):
What would you say then are some of the
biggest challenges that yousolve for franchise orders?
I know we think sales, we think, oh, I'm going to get a new
franchisee potentially and Idon't pay anything unless an
actual deal is struck.
But I mean, sometimes there'sother things with your, I would
(13:20):
say, wisdom and advice that youguys do, because some
franchisees need some of thatsteering Right.
Sabrina Wall (FBA) (13:26):
A lot of franchisees need that steering
and I would say that we do checkall FDDs before somebody, a
brand, is allowed to enter aninventory.
So, whereas you can have an FDDwith other systems and just
load it on there, we take themore proactive approach because,
(13:51):
just to give you an example, wehad a franchise group, like a
company, that was turningindependent businesses into
franchises, and every one oftheir franchises that they would
send to us had a disclosuredocument.
That was a complete mess and wehad to basically end the
relationship with that vendorand say until you can get the
(14:15):
agreement part correct withthese disclosure documents we
can't offer you because you'resetting every relationship up
with a improper disclosure andwe're not going to put anyone at
risk by doing that.
So we basically have thatfranchise or that development
(14:36):
company pulled from the system.
But some of the franchises thattried to be a member, we gave
them the feedback and said hereare the things you've got to
correct, because this is notaccurate and we can't present it
.
And though we just had afranchise or from that process,
(14:56):
spend a year correcting theissues and then came back and
said I've got it, now I'mcorrected, can we work with you,
and so that's just one exampleof one of the things that we do.
But we often teach them what aproper sales process is, what
they need to do to presentthemselves well.
(15:18):
We also do kind of like thesummaries of their disclosure
document so that everybody'sclear about what's going on with
that brand, the broker and thefranchise system.
And what happens is questionscome up from that summary of
their disclosure document andthose become the areas of
(15:42):
coaching and improvement for thefranchise brand to get better
and better at being a highquality franchise brand in the
process.
So as long as the franchise iswilling to learn and willing to
listen and is a team player andhas the right attitude, we can
do a lot with helping them to besuccessful as a franchise brand
(16:05):
who works with good qualitybrokers.
Lance Hood (FranPro) (16:09):
And you have any stories of how some
companies have worked with youguys and seen some dramatic
changes or results in theirfranchise?
Sabrina Wall (FBA) (16:19):
Yeah, one franchise that we have worked
with.
They years ago they had a verydated system so their materials
were just, you know, like 15years old, they hadn't been
updated and their sales processwas kind of arduous and just
clunky and so they weren'thaving a lot of traction in the
(16:43):
process.
So we worked with theleadership of that brand and
said you know, you've got somethings that need to be updated
and corrected in order for us toreally get traction.
So they brought in a new repwho was young and yet she was
very driven, she really caredabout being successful.
So we worked with her tobasically have her not only kind
(17:09):
of clean up the process and getupdated but also to practice
her pitch and got her in touchwith some senior franchise
brokers to actually practice thepitch before she was presenting
to their buyers, and so thatprocess of just engaging with
the brokers and asking for helpthe collaboration with our
(17:32):
community is really high and sothey're willing to help one
another and the brokers weresharing insights with them.
And then, through this processof getting her connected with
people, we also helped her toform join a little group of
other young professionals inthis industry, and so that young
(17:53):
group started meeting on aregular basis and having all
these sessions where they weretalking about how to grow in the
profession.
And you know that was severalyears ago.
And last year they wereactually named franchise of the
year by our brokers because theyhad done so well.
(18:14):
They had also been purchased bya company like a development
group, so they're justcontinuing to grow and expand.
It's been a really coolexperience.
But she was willing to do thework, she was willing to engage
with the community and she askedfor feedback.
(18:34):
And our brokers some of themweren't that easy.
They said this is a really badpresentation.
We can't present you until youget more skilled.
And so she worked on it untilshe got to the point where they
approved and then they feltcomfortable sending their
candidates to her.
Lance Hood (FranPro) (18:54):
Yeah, and the ability to how do you say,
be kind of humble and teachableis hard, because all of us,
every one of us, has a degree ofego, and so when someone's like
listen, you know there's some,I know you have this brand, but
there's some things you need totweak, things you need to pay
(19:14):
attention to.
And sometimes people say, sure,I'll listen to you, but they
don't always or they don'tfollow up on what they've
learned.
But if somebody really engages,I mean there's really, there's
no limits on it.
I was used to look at it assomebody wants to get really
good at basketball, but theydon't want to go up and shoot
the basket in front of everybodyuntil they can make it every
(19:37):
time.
I'm like so how's that gonnahappen?
You need to just be willing togo.
We don't have it all figuredout.
We'd love your help and tryimplementing it, and then you'd
be shocked at the results youcan make.
Yeah.
Sabrina Wall (FBA) (19:52):
Absolutely.
Lance Hood (FranPro) (19:53):
Well, what's the process of a company
working with you?
So imagine I'm a brand, I'mtalking with you guys, I'm
looking to work with you and getin front of all the brokers.
How does that process go?
Sabrina Wall (FBA) (20:05):
Well, first we have to have an FDD, because
any brand that comes with us wehave to check and make sure it's
correct and everything looksgood.
We check it into a database andcompare it to other brands and
things like that, and then wegive an approval on whether or
not they can come intomembership.
Then we collect their marketingand sales materials and then
(20:28):
help them to build one of thoselistings in the FLS and then
from there they are listed andbrokers have the ability to find
them and we have differentlevels of membership.
So franchise owners can have ahigher level of engagement where
they're kind of featured andhave more events with the
(20:49):
brokers.
But at the base level we invitethem to things like membership
mixers, which are kind of likespeed networking events where
the brokers and the franchiseowners get an opportunity to
have one-on-one time and, in aremote capacity, get to know
each other and just spend timelearning about those brands.
(21:10):
We also do things like speedrounds where candidates and
buyers can join and learn aboutspecific brands in a category.
So the brokers learn whatbrands are semi-passive and
they'll learn what brands aregood for building a legacy or a
serial entrepreneur.
(21:31):
So we create these events thatbrokers and buyers can come to
to learn about brands within asegment, and then we have all
kinds of other membership events, but another one that we do is
we'll actually bring a franchiseon and we'll have a
collaborative discussion aboutwhat's unique about their brand
(21:54):
and kind of work with them inhow they're presenting it and
get questions from the brokers.
So the brokers provide real-timefeedback about.
This is the things that I wouldlike to share and these are the
things that aren't reallyrelevant and we're spending a
lot of time on it.
My buyers don't want to knowthat, so can you not talk about
(22:18):
that?
It just doesn't matter.
Like you're where your kids,where you grew up and where your
kids went to school, forinstance, you'd be surprised.
People think they're rapportbuilding, but they're going way
deep in it.
So that's just a simple exampleof one of the sessions, but we
basically invite thesefranchisors to learn, meet the
(22:40):
brokers.
We have different announcementsand events.
I mean, we're a verycollaborative community, so
we're always doing stufftogether and talking about
brands with the brokers andhighlighting certain brands that
we found do this special thingthat maybe a candidate or a
buyer was looking for and abroker didn't know which brand
(23:02):
did that.
So there's a lot ofcollaboration and connection
that comes with being a member.
Lance Hood (FranPro) (23:09):
Yeah, and when you talk about all those
things that people talk aboutthat maybe they don't need to
and things they need to talkabout that they don't.
It's funny because I remembergoing through the FLS and
reading franchise afterfranchise and I about lost a
couple computers over it becauseI was like what do you do?
(23:30):
Like the first sentence aboutyour company should say we are a
painting company and we do this, but all you get is we help
companies save money, we're thebest and fastest in the industry
.
And I read through paragraphswith no idea of what they
actually do for a business andso some of these companies don't
even realize is like there's noway I'm promoting that because
(23:53):
I don't even know what it is andnow I have a headache.
So it's like so simple that thething that you do should be
clear in the very first sentenceand just simple things of
business that big companiesstill just they don't have in
their marketing departmentbecause they're not thinking
about explaining what they do,they just think about how to
(24:13):
stand out.
But I don't even know what youare.
So what is the process if acompany wants to work with you?
I know you have the process,but what's the timeline?
So getting started getting sometraction and maybe even getting
leads flowing in from someinterested brokers that want to
send people your way?
What's that kind of liketimeline?
Sabrina Wall (FBA) (24:34):
Yeah, well, it doesn't take very long.
Once they come on board, we,just as fast as the franchise
can, get us the information.
That's pretty quickly.
We can turn around thatfranchise listing within a few
days and then have it ready forthe brokers to be able to access
.
And then we go through a seriesof announcements and training
(24:56):
on the brand and highlightingthem and featuring them so the
brokers know about them.
So the point that it takes forthe broker to engage with them
the brokers are always curiousabout inventory, so they do want
to know about different brandsand I think if you're a brand
(25:17):
that looks good, a lot offranchises actually don't do a
good job at branding their owncompany, like they'll have kind
of an antiquated looking brandfor their brand.
So when you've got, when youlook together, you've got a good
profile, you're relevant fordifferent searches that their
(25:39):
clients are searching for andthe branding looks good, you
tend to get a little bit moreinitial attraction, and so you
do.
The brand does matter in thisspace.
It matters to the buyers.
The buyers care about if itlooks cool or not, and so you
want to have something thatlooks clean and nice, and you
(26:00):
know in this century.
And so if you get that process,you know brokers will start
interacting pretty quickly onterritory checks.
So long as they have a goodfeel for what is it, what are
some of the benefits of it, whywould my candidate want to work
(26:21):
with this brand?
Now, that is a pro an a con,because if you get a broker, if
the broker does a territorycheck and then the franchise
says yeah, we're available, orthe franchise doesn't respond or
doesn't provide any meaningfulfeedback, well then the broker
(26:43):
is kind of already evaluatingcan they handle me and my buyer?
And so if the brand isn'tresponsive and communicating and
doing a good job upfront, theycan actually hurt themselves
later on in the process becausethe brokers will stop presenting
them if they don't feel thatthey're doing.
(27:04):
They're buttoned up and they'reclean and they're doing things
well from the beginning.
So that does matter.
And something franchisorsshould definitely be aware of as
they're communicating withbrokers these are your most
valuable referral sources, thebrokers.
When they get behind a brand,it spreads like wildfire, I am
(27:28):
not kidding.
Like brokers, they come ontothese mentoring sessions and
we'll talk about brands thatwe've had a good experience with
this one, a challengingexperience with this one, and
the ones that are doing well andthey're clean and they're
organized, the brokers are alljust start like well, let's talk
to that one, let's talk to thatone.
(27:49):
So the momentum and theexperience you have with them.
It spreads and it spreadsquickly.
So just do a good job withcommunicating.
Lance Hood (FranPro) (27:59):
Yeah, because I can tell you that it's
trust.
So when you're sending clientsto a brand, if they're not
responding to the territorychecks, you get concerned of
what it's gonna be like to dofollow-up with them.
And then if they're not givingyou updates on what's going on
with your client, then you startworrying if the client's being
followed up with or anything.
So it's like definitely howthey interact with you and your
(28:22):
clients, inviting you to be partof it, giving you notices when
something happens.
Those are all important thingsthat they don't think about.
And you talked about thebranding I have.
I know that when you have abusiness and you already have a
brand and a logo and yourbusiness is okay, that might be
doing well for you in your area.
But when you go take it andfish it to new people, I've seen
(28:46):
some that were I mean, a logois like under $1,000.
And so I've seen some that lookso childish.
I didn't promote them because Ithought my clients would mess
with me about it.
So definitely it's.
You're saying this is us andpeople are looking at it to
evaluate you.
(29:06):
You might take what you alreadyhave.
It doesn't mean you have toradically change it, but you
might polish it Like somethingthat doesn't look like it was
made on word with a snag.
It you know snipping guypaperclip.
Free software to create that.
So let's see.
(29:27):
And then, what can people do tospeed up or shortcut the
process?
And it just and I know itdoesn't take long to get started
with you guys but speed up orshortcut the process of getting
that traction with brokersBecause, honestly, that's.
You know these are your salespeople.
They're a free sales staff butthey have to be interested.
(29:47):
You know they have to want towork with you and they all talk.
So if you have a great productand a great sales team and you
are good at closing deals andyou're a good opportunity for
their buyers, it's a solidbusiness.
You know you're going to getall the attention, but if not,
then you're going to work reallyhard to talk to people that are
half interested, right, so whatadvice do you have for the
(30:10):
brands?
Sabrina Wall (FBA) (30:11):
I think you do have to have certain things
in place.
Like you have to have a goodprofile, a good listing, you
need to have a good rep, theperson that's actually
presenting the brand.
They need to know what they'redoing, they need to understand
how to communicate and they needto be good at their job.
(30:35):
A lot of times the reps arelike their cousin or their uncle
or somebody who doesn't knowfranchising, but they're so in
their own channel or their ownway of doing it that they don't
understand that it's not working.
So having a good rep, having agood brand, having a good
(31:02):
communication and sales processlike the going back and forth
with the broker is really,really important.
And having a sales processthat's defined and you take, the
client knows what theexpectations are in the process,
because this is not a kind ofbusiness that you can confuse.
(31:23):
If you confuse, you lose, andso having those clear
expectations here's the plan,it's organized, here's what
we're going to do, here's thebeginning of the call, here's
what we're going to do.
The end of the call, here'swhat we're going to do.
That kind of clarity reallyhelps people feel at ease, and
(31:44):
so the brand needs to make surethat they have that clean sales
process, and then I would sayyou do have to have a
competitive referral fee.
Let's face it, franchising is.
Franchise development isexpensive.
It costs a lot of money to beable to find the right people
for a particular brand and thebrokers have to pay upfront for
(32:08):
that, that advertising, thatlead generation.
They have to pay for all of thepeople who didn't buy
franchises and all of the workthat it took to sort and find
those individuals.
And so when you're paying acommission, it's not just the
commission on that one deal,it's for all of the work that it
(32:30):
took to get that one deal.
And so franchise owners do needto keep that in mind, that they
have to be competitive withintheir industry and within
franchising as a whole, so thatthe brokers can.
This is their business.
They have to be able to make asufficient return on the effort
that they are putting into thebusiness in order to make it
(32:52):
make sense for them.
Lance Hood (FranPro) (32:54):
Right, they're putting in their money
so you don't have to, and theymight pay anywhere from $75 to
several hundred dollars a leadfor contact information and
nobody might even pick up andthey'll spend a massive amount
of money.
And then, when they deliverlead, if that person does
(33:16):
actually end up buying afranchise, that could be three,
four, six, 12 months down theroad by the time the franchise
brokers compensate it.
So putting out all that moneyand then waiting all those
months just to get paid and thenwaiting for the next deal, it's
an expensive business.
So they have a lot of faith inyou as a franchise brand and I
(33:36):
mean when they really I can'tspeak for everybody, but when
you really take the time to findthe right fit and you really
qualify people and they'vedecided I'm going to work with
this company.
You're hoping for a hundredpercent placement and it's a big
deal or catastrophic if itdoesn't work out and so those
(33:57):
things.
People definitely make decisionson how things go and how things
are handled and it starts withthe quality of the brand.
But also, if you have dealsthat just continue to fall
through, there's no way you'regoing to work with that company
or that franchise representative, even if they move to another
company, Because it can becatastrophic to the broker.
(34:22):
So this is great information.
I think that we provide a lotof information for people to
think about and learn and,Sabrina, I appreciate you
joining me today and I just wantto tell everybody go.
here https://Franpro.
vip/GoFBA you are interested inhaving conversation with FBA and
learning more, you can .
(34:47):
Thanks, Sabrina.
Sabrina Wall (FBA) (34:49):
Welcome yeah .
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