Sales Process

In perfecting our sales process for selling franchises, I have been coached by several highly successful professionals.

Scott Simcik

Scott has been very gracious in providing me with scripts and information to help me in the selling process. With his help, we have developed the Get Acquainted call and perfected some of our other tactics, so we don't miss moving a candidate through the system if they want to pursue it.

Ernie Hughes

Ernie sells on between 50 and 60 franchises a year. He is the most successful salesperson HomeVestors has. I was given his contact information from Eric of https://puresurance.com (who is handling our health insurance for franchisees). Ernie wrote me the following email and plans to share more information with me which will be added below as well.

Fifty % plus of my sales come from referral lead sources, existing franchises that understand that having more franchises in a territory is better for everyone because of the combined advertising dollars invested in that territory. With a small presence, you will not be able to rely on referrals until you become established, however, I suggest proving an incentive of some kind for your existing franchises to send you referrals. Referrals have the highest lead to close ratio.

Thirty to forty % of my franchise sales come from the internet so having a good website will attract some of your potential prospects.

Then Franchise consultants and franchise brokers round out mine and HomeVestors sales. There are quite a few franchise brokers operating so providing them with your brand will help you gain brand name recognition. You will likely need to contact each broker company such as “The Source-TES", "Franchise Gator” and others to establish a contractual agreement on how much you will pay them to represent and sell your brand.

We haven’t relied on credible lead sources for several years now since they haven’t been very reliable.

As far as selling franchises, we prescribe to the Sandler Sales method of selling. It’s all about building rapport and bonding with your prospects using a “Negative Reverse” using the opposite behavior which your prospect expects from a salesperson. Using “Up Front Contracts” (UFCs)-establishing an agenda and then discovering the prospect's pain-the real emotional reasons why they need your product. Generally, you’ll find "if there is no pain there is no sale”.

Sandler doesn’t use the traditional “Benefits and Results” type of selling. In fact, we tell our house sellers and prospects, “We might find this isn’t a good fit for you”.

Let me know if this is helpful and if you would like to have a follow-up call, I’m copying my administrative assistant, Amanda Stewart, she keeps my calendar up to date for me.

Best Regards,

Ernie Hughes

HomeVestors of America, Inc

Cornerstone Group

(972)333-3695

HomeVestors America’s #1 Home Buyer