November 14, 2023 • 17 mins
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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 and Owner David Schwartz of Franchise Clique. David Schwartz is an incredible resource for any franchise organization. If you would like to work with David you can reach him here: https://Franpro.vip/GoFranchiseClique
One of the topics discussed is "Why some people struggle to get the leads they need to succeed."
Also covered:
- Tired of the constant search for the "golden goose" of lead sources?
- Franchise Clique a top lead generation company for 24 years
- They run over 600 to 700 franchise campaigns every day
- Smart System algorithm dials in leads based on your parameters
- You can increase your lead conversion by avoiding these mistakes
- And more
By diversifying their budget and following the plan, a recent client was able to close an astounding 26 deals from a batch of only 100 Franchise Clique leads.
Have you ever thought about what it takes to generate effective leads in the franchise world? Join me as I sit down with David Schwartz, the game-changer CEO and owner of Franchise Click, as he unveils the secret sauce behind their unique approach to lead generation, optimizing communication, and harnessing the power of technology.
In today's tech-savvy world, acquiring and converting leads is more than just cold calling—it's about precision, speed, and adaptability. Schwartz shares how Franchise Click's Smart System, an algorithm-driven tool, is revolutionizing this process by matching the right leads for optimal results. He breaks down the role of portals and verified leads, enlightening us on how a quick response time can be a game-changer in sealing the deal with potential prospects. The conversation takes an interesting turn as we expose the correlation between the conversion rate and the lead source's familiarity and comfort level.
As we delve deeper, we discuss the vital role of experience and CRM tools in working with leads, exploring successful strategies for both brokers and franchises. Schwartz brings a fresh perspective to the table—emphasizing the importance of having the right staff and the significance of a sales background. Rounding up the conversation, Schwartz gives a glimpse into the promising future of the franchise business, stressing the encouraging increase in activity and awards this year. Whether you're an established franchise owner or a newcomer, this episode is a goldmine of insights, tips, and strategies that will surely catapult you towards success.
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.
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Transcript
Episode Transcript
Available transcripts are automatically generated. Complete accuracy is not guaranteed.
Lance Hood (FranPro) (00:01):
Hi everybody.
Today I'd like you to meetDavid Schwartz, the CEO and
owner of Franchise.
Clique, David welcome.
David Schwartz (Franchise (00:09):
Thank you.
Thank you for having goodmorning.
That's how we eat this morning.
I am good.
Lance Hood (FranPro) (00:13):
Well, I would like to get your insights
and maybe some action items thatpeople can learn from you, but
before we get started, I wantpeople to understand your
company.
Can you talk about franchise,clique and what you guys do?
David Schwartz (Franchise (00:27):
Yeah , so franchise clique.
We're one of the top leadgeneration companies in the
franchise space.
I've been in the franchisespace for 24 years.
I'm a CFP Probably one of theonly two lead providers in the
franchise space who actually isserious enough to actually go
out and Get a CFP and take thelead generation business very
seriously.
I've been in the space.
We launched our first businessin 2008, which was franchise
(00:51):
click.
We've got five other properties.
We've got franchise buy com,veterans franchise com,
multi-unit franchise, com, callverified leads, com and we use
those platforms as leadgeneration network to drive
leads for franchise or and a lotof franchise consultants every
day.
But our our company providescall verified leads for for
(01:12):
those franchise consoles orfranchise or is that are looking
for higher level leads, butthat's at our call centers here
in Charleston.
They're actually an IFAsupplier called call experts.
We've been working with themfor over 15 years and those and
Having those types of resourcesallows us to yield over six to
seven hundred franchisecampaigns every day.
Lance Hood (FranPro) (01:35):
I know that I've worked with you guys
for many years, always alwaysbeen happy with it, you know.
What I have found, though, isis that I always get a good set
of leads.
I went back and looked at myrecords.
I think I typically buy about ahundred leads at a time, and
and that is just because younever know which ones are gonna
go through, and, and I've alsolearned that I have to
(01:58):
communicate.
I have to, I'll leave, I'llreach out to.
I work with guy.
I'll reach out with guy Once ortwice a week when I'm first
dialing it in, and tell they'reGoing the way.
I need them to work.
You know the responsiveness ofthe leads, and then, if I see a
change, I'll communicate withguy right away, and that
communication allows him toadapt and change, and it's it's
(02:20):
always worked well.
I would be terrified to thinkhow it would have been if I
wouldn't have communicated withhim and just let it roll, you
know.
David Schwartz (Franchise Cl (02:27):
So I think it's essential so
Dialing in this is something wetake very seriously.
So we've developed years agosomething called a smart system,
and the smart system is a usesalgorithms, if you want to call
it that to try to dial it indirectly for clients starts with
geography, financials, types ofbackgrounds, investment levels,
(02:49):
net worths, occupationalbackgrounds and what we try to
even brands and a lot ofdifferent areas.
And what we try to do is we tryto dial it in To start with.
So you're getting your leadsfrom certain states.
They're five right financials,right type of person and then,
as we evolve, we want a clientto Come to us and give us the
(03:10):
types of people you like to workwith sales people who like to
work with C-level executives andtransition.
We like to work with peoplewho've looked at fish, window
cleaning or some brand that theyare Comfortable with or know a
lot about or have good successwith.
So we try to every day we aresmart systems what fulfills
clients and it will only fulfillthe way it's.
(03:31):
It's scheduled from the start.
So if there's certain peopleyou don't like working with you,
if you're saying I don't wantto work west coast or this, we
need to make sure that that isworking correctly and if it's
not, we end up doing things byhand.
And you mentioned working withguy.
Like a lot of times for lands wewould dial it in saying, all
right, you ever just gonna pullyour leads directly, we're gonna
(03:51):
get somebody to work publiclands one-on-one Typically.
If you just set it up correctlyfrom the start, it'll work.
It'll work very well correctly.
It'll be dialed in as much aspossible.
But sometimes it's, sometimesit doesn't and we have to really
communicate.
Like I'm getting leads fromWest Coast or in areas that
Can't even open.
A franchise can be tight andquick.
(04:13):
Dial that in a little bit more.
So we'll do whatever it takesto get a client exactly what
they're looking for.
We just need to know.
Lance Hood (FranPro) (04:20):
Right, and have you noticed differences in
how leads are respondingnowadays versus the past?
David Schwartz (Franchise (04:29):
Well , they're probably not
responding as much as they didin the past.
I think that's something thatwe hear industry-wise, I think,
with leads it's tough when youget One of the things I think
you should communicate on everylevel with a lead, but it's
tough when you get a call, anemail and a text within a few
minutes.
It's a lot of engagement.
It's the correct engagementbecause if they're interested,
(04:50):
they should respond back andthey should want to engage.
That's why they looked at it inthe first place.
But typically, sometimesbecause of all this information
people are getting these days,because information is more
readily available, they justdon't respond as quickly and as
much as we want to these days.
Lance Hood (FranPro) (05:08):
Have you seen how leads might respond
differently to differentfranchise companies?
Do they have other processesout there that are more
effective than others?
David Schwartz (Franchise (05:25):
Well , typically when you talk to a
franchise consultant, theyalways say we don't want to talk
with people who are looking atfood brands or food concepts
because their wheelhouse isgenerally like home service man
on a truck, senior care, healthand beauty and typically most
people out there are looking fora food brand.
They just are.
It's about 60% 70% Most of thetime, unless you're in the
(05:48):
fitness industry or you have areal healthy lifestyle, which is
very popular these days.
Most people they got adifferent size because they
pulled into a schlotzke's or ateriyaki madness and they
thought it was interesting.
They thought they could runthat type of business and that's
what got them kind of justengaged to start with.
So typically you'll see, we seethose trends as not changing
(06:12):
too much.
As much as people think thatthey're not opening restaurants.
They're opening tons ofrestaurants.
I know that from our multi-unitfocus.
There's tons of restaurantsbeing open.
There's tons in development.
They're constantly redevelopingtheir systems to be a smaller
footprint and that's just wherecandidates originate from for
the most part.
Lance Hood (FranPro) (06:34):
Isn't it about the number of French ICs,
somewhere around 60%, 70%, foodand fitness in general?
David Schwartz (Franchise Cli (06:40):
I don't know if it's that high or
because there's a lot of peoplelooking for low-cost
opportunities to anything under25% of the vending concepts, the
naturals to go and some ofthose brands.
There's a lot of people lookingto add something to what
they're doing.
So, whether it's an absenteeowner, something absentee
ownership that could really givethem a secondary income or
(07:02):
secondary level of opportunity.
Lance Hood (FranPro) (07:13):
People talk about different lead
sources and they're like, oh,they're always looking for, like
you said in the past, thegolden goose and, as I was
working with clients too, you'realways looking for are there
better leads somewhere?
I have always found that If Ican have somebody contact me
(07:33):
that knows me, that wants totalk to me or get a referral,
it's great, but I can't count onthat.
I found stability in justhaving a source you know
multiple lead sources, buthaving a source where I could
actually just buy leads and theycome in on clockwork, and that
really stabilized my business.
Are you seeing that as kind oflike the thread as people are
(07:55):
hunting for you know the perfectopportunity or the perfect lead
, or but then they come backbecause then they run out of
deals.
David Schwartz (Franchise Cl (08:04):
So everybody likes who they're
comfortable with.
So when we get a new franchiseconsultant, if they've been
using a source that has a littlebit of a different style than
ours and I give you an examplelike there's a lot of
non-verified lead sources in thespace and they get a lead that
came from a brand that theypicked and it comes from the
(08:27):
same two brands, so they onlyhave to think about those two
brands but the leads aren'tqualified.
They may get some great leadshere and there, but they're not
qualified and that's just adifferent way of doing things
and we actually do those thingsas well.
And then you get somebody elsewho's been using a source that
they spend a lot of time talkingabout.
That person, like Lance Hood'sgoing to be, you know, we're
(08:48):
going to connect you with LanceHood directly.
Lance is a great guy.
If you see his phone numbersXYZ and they're expecting a call
from Lance Hood.
Whether it works out or not,it's different and that that's a
different style.
And then there's groups thattransition leads and it's just
people in corporate Americalooking or need to work,
transition or thinking abouttransitioning yourself outside
(09:10):
of corporate America.
It's a different style.
And if you're comfortable onlywith that style and you come to
us and we're like well, we cando all those different things,
but you got to do it their wayor our way and it's all about
what you're comfortable with.
So engaging people to come workwith us.
Sometimes they've just beendoing the same thing over and
over that they just don't wantto do anything different.
(09:33):
And I get that I understand thatyou kind of just get
comfortable with.
You know the priority beenusing for years, you know what
it's going to produce on averageevery year and that's what you
do.
Lance Hood (FranPro) (09:43):
What should people know and
understand when it comes toacquiring and converting leads?
Because we all get leads, but Ithink that there should be a
way for people to have a littlebetter understanding how to take
that lead and put it into aclosed deal, because that's what
they're looking for.
And what have you learned abouthelping people close the leads
(10:03):
once they get them?
David Schwartz (Franchise C (10:06):
You know, the fact of the matter is
they're going to close acertain percent of those people,
a lot of the things that wefeel are out of our control, or
even the franchise consultantscontrol.
You've got the lead itself, andyou talked about earlier on
having somebody who's in aposition, or they've got
something coming up in theirlife that has stalled or has put
(10:26):
this on the back burner.
So you have the candidateitself, you've got the franchise
or as well.
That's got all line up andthere's certain things that
could be financing, there couldbe certain things that are out
of your control.
You just have to go to the nextperson.
You have to have a pipelinecontinuously going.
As long as you have aconsistent pipeline of qualified
people, it's going to producethose deals.
(10:46):
It's just I get to say thenumbers game, because everybody
wants to close as few at anumber of few leads as possible.
You just have to have apipeline and everything will
work its way out.
Some people will unengage, read, engage, and it's just.
That's just.
It's just life.
Lance Hood (FranPro) (11:03):
Right.
I've found for me you need tocall people right away, but not
like instantly.
I know that somebody has someresearch that you're supposed to
call them within seconds, but Ihave found for me that when I
call people within about 10minutes of receiving the lead
and then I text them after Ihang up, that works for me
(11:24):
Sometimes.
If I would call themimmediately, it sometimes they
seemed a little surprised orthrew them off.
That's just me, but it seemedlike they were a little jarred
from it.
Then if you wait too long, thenyou don't know if these people
are filling out forms everywhereon the internet and then
somebody else is going to get in.
(11:45):
That seemed to be about a goodtimeframe.
Have you heard any feedbackfrom people on what works for
them?
David Schwartz (Franchise Cl (11:55):
If we do run portals.
But if they're doing portalleads and they're afraid that
somebody is submitted for otheropportunities, other brands.
They want to be the first tomarket because maybe a
consultant or franchise award isthere.
They don't want to be the thirdcaller Again working with a
call verified lead.
You're actually.
They've gone through thatprocess with us.
They understand somebody isgoing to be giving them a call.
(12:15):
We go through that verydirectly, provide a reporting
bus.
Doing that.
Those people are more engaged.
They understand what's going tohappen next.
There's no guess work.
I'm going to call them.
We've already done the initialoutreach, which produces a
different conversation to startwith.
Lance Hood (FranPro) (12:35):
When it comes to brokers, what are some
things that you've seen brokersdo that you think has led them
to be more successful?
David Schwartz (Franchis (12:49):
That's a good question.
I think it depends upon youknow people have more experience
.
You know generally whether it'sin franchising, like there's
some franchise consultants whohave been in franchising before,
so they have a background andthey understand the process.
At PD's, i-19s they workedleads in franchising before, so
experience plays a big key inthat.
(13:09):
But getting better leads againis the key.
It just it really is.
There's some groups that willactually want their consultants
to get like starter leads, likejust get leads so you get
comfortable and you don't give aperson who's been in business
for 35 years, who's got a strongbusiness acumen, who's getting
into this.
You don't want to give themlike starter leads, you want to
(13:30):
give them good leads so he getsmore confident, who gets more
control of his business, to getpeople in his pipeline faster,
rather than just kind ofbreaking the ice and trying to
figure this out.
Just get in, get better leads,get response, get going.
But experience is huge.
To have experience workingleads if they have some type of
sales background, that's hugebecause they kind of understand
(13:53):
this is a very sales drivenindustry and you've got to
really work people you know,sometimes as aggressively as
possible.
Lance Hood (FranPro) (14:03):
Right and I found for myself is that I
don't like to do things reallyslow, because if it's something
that you're new and you're notgood at or you might be nervous
about, if you do it infrequently, you you one, you don't get the
traction to get really good.
But two, if it's something thatyou're nervous about, then
you're always nervous every timeyou come back.
(14:23):
But if you do a lot of them atonce, you don't have a chance to
get re nervous again.
It almost just becomes like aTuesday.
It becomes old news to you andyou get used to it.
So I agree with you.
I think that for me personally,with everything I've done, just
when I decide, I just go for itand do it.
And if somebody does have toomany leads, you can ask to slow
(14:46):
them down.
But you guys, as a habit, havepeople do it at a reasonable
pace anyway, versus the peoplethat have the bad habit of
always working with the nextlead and they don't follow up
with the existing leads and sothey don't turn their existing
leads into as much because theyjust keep calling the next one.
David Schwartz (Franchise Cl (15:08):
So one lead a day is our
preference because we took thetime to qualify the person, so
the arm are qualified than thaneverything else.
So typical portal lead you'regoing to have to build that
pipeline.
You know you have to get peoplequalified yourself and have
them go through that process.
Lance Hood (FranPro) (15:25):
What are some things that you've noticed
about franchise companies thatthat tend to be more successful
than other franchise companies?
What are some things about themthat you think stand out so we
can all kind of pay attention tothat?
David Schwartz (Franchise C (15:40):
How they handle their leads.
So it starts with their CRM.
You know, do they?
A lot of companies willactually use CRMs to do some of
the initial heavy lifting and ifthey get too many leads, you
need you need some support.
Sometimes they don't have theman power to do that.
So CRM is huge making sure thatleads are at least getting
connected, drift on getting aninitial email, seeing which ones
(16:01):
open, those types of things.
But it starts there and thenstarts with the staff.
Again, I go back experience.
One thing that's great aboutthe franchise space a lot of
people have tremendousexperience.
They've got experience workingleads.
They got experience in knowingbrands and I think the more
educated people are about youknow what they're trying to sell
.
It makes it a lot easier forthem to engage people and
(16:21):
obviously close people.
At the end of the day.
But I think it starts withexperience and CRMs.
Lance Hood (FranPro) (16:28):
Perfect.
Well, thank you, David, Iappreciate it.
You know I've always, over theyears I've used your leads.
It's always been profitable forme, but I really work with them
and communicate with you guys.
Anybody that wants to work withDavid, go here https://Franpro.
vip/GoFranchiseClique.
You can go there and connectwith David's team.
David, do you have anythingelse that you want to leave
(16:50):
everybody with?
David Schwartz (Franchise (16:53):
Like I said, there's lots of
opportunity that's out there.
You know, we like to think thateverybody be optimistic about
the future.
I think the franchising, whatwe've seen this year, the amount
of activity we've seen withfranchise consultants, with
franchise awards, I thinkthere's a lot of good things
that are going to happen.
Obviously, in the next fewyears.
I think we're going to see areal boom in people looking to
(17:15):
start businesses.
So I think I appreciate yourtime today.
Like I said, I wish everybodythe best and I appreciate you
setting us up.
Hi everybody.
Today I'd like you to meetDavid Schwartz, the CEO and
owner of Franchise.
Clique, David welcome.
David Schwartz (Franchise (00:09):
Thank you.
Thank you for having goodmorning.
That's how we eat this morning.
I am good.
Lance Hood (FranPro) (00:13):
Well, I would like to get your insights
and maybe some action items thatpeople can learn from you, but
before we get started, I wantpeople to understand your
company.
Can you talk about franchise,clique and what you guys do?
David Schwartz (Franchise (00:27):
Yeah , so franchise clique.
We're one of the top leadgeneration companies in the
franchise space.
I've been in the franchisespace for 24 years.
I'm a CFP Probably one of theonly two lead providers in the
franchise space who actually isserious enough to actually go
out and Get a CFP and take thelead generation business very
seriously.
I've been in the space.
We launched our first businessin 2008, which was franchise
(00:51):
click.
We've got five other properties.
We've got franchise buy com,veterans franchise com,
multi-unit franchise, com, callverified leads, com and we use
those platforms as leadgeneration network to drive
leads for franchise or and a lotof franchise consultants every
day.
But our our company providescall verified leads for for
(01:12):
those franchise consoles orfranchise or is that are looking
for higher level leads, butthat's at our call centers here
in Charleston.
They're actually an IFAsupplier called call experts.
We've been working with themfor over 15 years and those and
Having those types of resourcesallows us to yield over six to
seven hundred franchisecampaigns every day.
Lance Hood (FranPro) (01:35):
I know that I've worked with you guys
for many years, always alwaysbeen happy with it, you know.
What I have found, though, isis that I always get a good set
of leads.
I went back and looked at myrecords.
I think I typically buy about ahundred leads at a time, and
and that is just because younever know which ones are gonna
go through, and, and I've alsolearned that I have to
(01:58):
communicate.
I have to, I'll leave, I'llreach out to.
I work with guy.
I'll reach out with guy Once ortwice a week when I'm first
dialing it in, and tell they'reGoing the way.
I need them to work.
You know the responsiveness ofthe leads, and then, if I see a
change, I'll communicate withguy right away, and that
communication allows him toadapt and change, and it's it's
(02:20):
always worked well.
I would be terrified to thinkhow it would have been if I
wouldn't have communicated withhim and just let it roll, you
know.
David Schwartz (Franchise Cl (02:27):
So I think it's essential so
Dialing in this is something wetake very seriously.
So we've developed years agosomething called a smart system,
and the smart system is a usesalgorithms, if you want to call
it that to try to dial it indirectly for clients starts with
geography, financials, types ofbackgrounds, investment levels,
(02:49):
net worths, occupationalbackgrounds and what we try to
even brands and a lot ofdifferent areas.
And what we try to do is we tryto dial it in To start with.
So you're getting your leadsfrom certain states.
They're five right financials,right type of person and then,
as we evolve, we want a clientto Come to us and give us the
(03:10):
types of people you like to workwith sales people who like to
work with C-level executives andtransition.
We like to work with peoplewho've looked at fish, window
cleaning or some brand that theyare Comfortable with or know a
lot about or have good successwith.
So we try to every day we aresmart systems what fulfills
clients and it will only fulfillthe way it's.
(03:31):
It's scheduled from the start.
So if there's certain peopleyou don't like working with you,
if you're saying I don't wantto work west coast or this, we
need to make sure that that isworking correctly and if it's
not, we end up doing things byhand.
And you mentioned working withguy.
Like a lot of times for lands wewould dial it in saying, all
right, you ever just gonna pullyour leads directly, we're gonna
(03:51):
get somebody to work publiclands one-on-one Typically.
If you just set it up correctlyfrom the start, it'll work.
It'll work very well correctly.
It'll be dialed in as much aspossible.
But sometimes it's, sometimesit doesn't and we have to really
communicate.
Like I'm getting leads fromWest Coast or in areas that
Can't even open.
A franchise can be tight andquick.
(04:13):
Dial that in a little bit more.
So we'll do whatever it takesto get a client exactly what
they're looking for.
We just need to know.
Lance Hood (FranPro) (04:20):
Right, and have you noticed differences in
how leads are respondingnowadays versus the past?
David Schwartz (Franchise (04:29):
Well , they're probably not
responding as much as they didin the past.
I think that's something thatwe hear industry-wise, I think,
with leads it's tough when youget One of the things I think
you should communicate on everylevel with a lead, but it's
tough when you get a call, anemail and a text within a few
minutes.
It's a lot of engagement.
It's the correct engagementbecause if they're interested,
(04:50):
they should respond back andthey should want to engage.
That's why they looked at it inthe first place.
But typically, sometimesbecause of all this information
people are getting these days,because information is more
readily available, they justdon't respond as quickly and as
much as we want to these days.
Lance Hood (FranPro) (05:08):
Have you seen how leads might respond
differently to differentfranchise companies?
Do they have other processesout there that are more
effective than others?
David Schwartz (Franchise (05:25):
Well , typically when you talk to a
franchise consultant, theyalways say we don't want to talk
with people who are looking atfood brands or food concepts
because their wheelhouse isgenerally like home service man
on a truck, senior care, healthand beauty and typically most
people out there are looking fora food brand.
They just are.
It's about 60% 70% Most of thetime, unless you're in the
(05:48):
fitness industry or you have areal healthy lifestyle, which is
very popular these days.
Most people they got adifferent size because they
pulled into a schlotzke's or ateriyaki madness and they
thought it was interesting.
They thought they could runthat type of business and that's
what got them kind of justengaged to start with.
So typically you'll see, we seethose trends as not changing
(06:12):
too much.
As much as people think thatthey're not opening restaurants.
They're opening tons ofrestaurants.
I know that from our multi-unitfocus.
There's tons of restaurantsbeing open.
There's tons in development.
They're constantly redevelopingtheir systems to be a smaller
footprint and that's just wherecandidates originate from for
the most part.
Lance Hood (FranPro) (06:34):
Isn't it about the number of French ICs,
somewhere around 60%, 70%, foodand fitness in general?
David Schwartz (Franchise Cli (06:40):
I don't know if it's that high or
because there's a lot of peoplelooking for low-cost
opportunities to anything under25% of the vending concepts, the
naturals to go and some ofthose brands.
There's a lot of people lookingto add something to what
they're doing.
So, whether it's an absenteeowner, something absentee
ownership that could really givethem a secondary income or
(07:02):
secondary level of opportunity.
Lance Hood (FranPro) (07:13):
People talk about different lead
sources and they're like, oh,they're always looking for, like
you said in the past, thegolden goose and, as I was
working with clients too, you'realways looking for are there
better leads somewhere?
I have always found that If Ican have somebody contact me
(07:33):
that knows me, that wants totalk to me or get a referral,
it's great, but I can't count onthat.
I found stability in justhaving a source you know
multiple lead sources, buthaving a source where I could
actually just buy leads and theycome in on clockwork, and that
really stabilized my business.
Are you seeing that as kind oflike the thread as people are
(07:55):
hunting for you know the perfectopportunity or the perfect lead
, or but then they come backbecause then they run out of
deals.
David Schwartz (Franchise Cl (08:04):
So everybody likes who they're
comfortable with.
So when we get a new franchiseconsultant, if they've been
using a source that has a littlebit of a different style than
ours and I give you an examplelike there's a lot of
non-verified lead sources in thespace and they get a lead that
came from a brand that theypicked and it comes from the
(08:27):
same two brands, so they onlyhave to think about those two
brands but the leads aren'tqualified.
They may get some great leadshere and there, but they're not
qualified and that's just adifferent way of doing things
and we actually do those thingsas well.
And then you get somebody elsewho's been using a source that
they spend a lot of time talkingabout.
That person, like Lance Hood'sgoing to be, you know, we're
(08:48):
going to connect you with LanceHood directly.
Lance is a great guy.
If you see his phone numbersXYZ and they're expecting a call
from Lance Hood.
Whether it works out or not,it's different and that that's a
different style.
And then there's groups thattransition leads and it's just
people in corporate Americalooking or need to work,
transition or thinking abouttransitioning yourself outside
(09:10):
of corporate America.
It's a different style.
And if you're comfortable onlywith that style and you come to
us and we're like well, we cando all those different things,
but you got to do it their wayor our way and it's all about
what you're comfortable with.
So engaging people to come workwith us.
Sometimes they've just beendoing the same thing over and
over that they just don't wantto do anything different.
(09:33):
And I get that I understand thatyou kind of just get
comfortable with.
You know the priority beenusing for years, you know what
it's going to produce on averageevery year and that's what you
do.
Lance Hood (FranPro) (09:43):
What should people know and
understand when it comes toacquiring and converting leads?
Because we all get leads, but Ithink that there should be a
way for people to have a littlebetter understanding how to take
that lead and put it into aclosed deal, because that's what
they're looking for.
And what have you learned abouthelping people close the leads
(10:03):
once they get them?
David Schwartz (Franchise C (10:06):
You know, the fact of the matter is
they're going to close acertain percent of those people,
a lot of the things that wefeel are out of our control, or
even the franchise consultantscontrol.
You've got the lead itself, andyou talked about earlier on
having somebody who's in aposition, or they've got
something coming up in theirlife that has stalled or has put
(10:26):
this on the back burner.
So you have the candidateitself, you've got the franchise
or as well.
That's got all line up andthere's certain things that
could be financing, there couldbe certain things that are out
of your control.
You just have to go to the nextperson.
You have to have a pipelinecontinuously going.
As long as you have aconsistent pipeline of qualified
people, it's going to producethose deals.
(10:46):
It's just I get to say thenumbers game, because everybody
wants to close as few at anumber of few leads as possible.
You just have to have apipeline and everything will
work its way out.
Some people will unengage, read, engage, and it's just.
That's just.
It's just life.
Lance Hood (FranPro) (11:03):
Right.
I've found for me you need tocall people right away, but not
like instantly.
I know that somebody has someresearch that you're supposed to
call them within seconds, but Ihave found for me that when I
call people within about 10minutes of receiving the lead
and then I text them after Ihang up, that works for me
(11:24):
Sometimes.
If I would call themimmediately, it sometimes they
seemed a little surprised orthrew them off.
That's just me, but it seemedlike they were a little jarred
from it.
Then if you wait too long, thenyou don't know if these people
are filling out forms everywhereon the internet and then
somebody else is going to get in.
(11:45):
That seemed to be about a goodtimeframe.
Have you heard any feedbackfrom people on what works for
them?
David Schwartz (Franchise Cl (11:55):
If we do run portals.
But if they're doing portalleads and they're afraid that
somebody is submitted for otheropportunities, other brands.
They want to be the first tomarket because maybe a
consultant or franchise award isthere.
They don't want to be the thirdcaller Again working with a
call verified lead.
You're actually.
They've gone through thatprocess with us.
They understand somebody isgoing to be giving them a call.
(12:15):
We go through that verydirectly, provide a reporting
bus.
Doing that.
Those people are more engaged.
They understand what's going tohappen next.
There's no guess work.
I'm going to call them.
We've already done the initialoutreach, which produces a
different conversation to startwith.
Lance Hood (FranPro) (12:35):
When it comes to brokers, what are some
things that you've seen brokersdo that you think has led them
to be more successful?
David Schwartz (Franchis (12:49):
That's a good question.
I think it depends upon youknow people have more experience
.
You know generally whether it'sin franchising, like there's
some franchise consultants whohave been in franchising before,
so they have a background andthey understand the process.
At PD's, i-19s they workedleads in franchising before, so
experience plays a big key inthat.
(13:09):
But getting better leads againis the key.
It just it really is.
There's some groups that willactually want their consultants
to get like starter leads, likejust get leads so you get
comfortable and you don't give aperson who's been in business
for 35 years, who's got a strongbusiness acumen, who's getting
into this.
You don't want to give themlike starter leads, you want to
(13:30):
give them good leads so he getsmore confident, who gets more
control of his business, to getpeople in his pipeline faster,
rather than just kind ofbreaking the ice and trying to
figure this out.
Just get in, get better leads,get response, get going.
But experience is huge.
To have experience workingleads if they have some type of
sales background, that's hugebecause they kind of understand
(13:53):
this is a very sales drivenindustry and you've got to
really work people you know,sometimes as aggressively as
possible.
Lance Hood (FranPro) (14:03):
Right and I found for myself is that I
don't like to do things reallyslow, because if it's something
that you're new and you're notgood at or you might be nervous
about, if you do it infrequently, you you one, you don't get the
traction to get really good.
But two, if it's something thatyou're nervous about, then
you're always nervous every timeyou come back.
(14:23):
But if you do a lot of them atonce, you don't have a chance to
get re nervous again.
It almost just becomes like aTuesday.
It becomes old news to you andyou get used to it.
So I agree with you.
I think that for me personally,with everything I've done, just
when I decide, I just go for itand do it.
And if somebody does have toomany leads, you can ask to slow
(14:46):
them down.
But you guys, as a habit, havepeople do it at a reasonable
pace anyway, versus the peoplethat have the bad habit of
always working with the nextlead and they don't follow up
with the existing leads and sothey don't turn their existing
leads into as much because theyjust keep calling the next one.
David Schwartz (Franchise Cl (15:08):
So one lead a day is our
preference because we took thetime to qualify the person, so
the arm are qualified than thaneverything else.
So typical portal lead you'regoing to have to build that
pipeline.
You know you have to get peoplequalified yourself and have
them go through that process.
Lance Hood (FranPro) (15:25):
What are some things that you've noticed
about franchise companies thatthat tend to be more successful
than other franchise companies?
What are some things about themthat you think stand out so we
can all kind of pay attention tothat?
David Schwartz (Franchise C (15:40):
How they handle their leads.
So it starts with their CRM.
You know, do they?
A lot of companies willactually use CRMs to do some of
the initial heavy lifting and ifthey get too many leads, you
need you need some support.
Sometimes they don't have theman power to do that.
So CRM is huge making sure thatleads are at least getting
connected, drift on getting aninitial email, seeing which ones
(16:01):
open, those types of things.
But it starts there and thenstarts with the staff.
Again, I go back experience.
One thing that's great aboutthe franchise space a lot of
people have tremendousexperience.
They've got experience workingleads.
They got experience in knowingbrands and I think the more
educated people are about youknow what they're trying to sell
.
It makes it a lot easier forthem to engage people and
(16:21):
obviously close people.
At the end of the day.
But I think it starts withexperience and CRMs.
Lance Hood (FranPro) (16:28):
Perfect.
Well, thank you, David, Iappreciate it.
You know I've always, over theyears I've used your leads.
It's always been profitable forme, but I really work with them
and communicate with you guys.
Anybody that wants to work withDavid, go here https://Franpro.
vip/GoFranchiseClique.
You can go there and connectwith David's team.
David, do you have anythingelse that you want to leave
(16:50):
everybody with?
David Schwartz (Franchise (16:53):
Like I said, there's lots of
opportunity that's out there.
You know, we like to think thateverybody be optimistic about
the future.
I think the franchising, whatwe've seen this year, the amount
of activity we've seen withfranchise consultants, with
franchise awards, I thinkthere's a lot of good things
that are going to happen.
Obviously, in the next fewyears.
I think we're going to see areal boom in people looking to
(17:15):
start businesses.
So I think I appreciate yourtime today.
Like I said, I wish everybodythe best and I appreciate you
setting us up.
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