The skills, knowledge and abilities needed to be an Effective Field Consultant require a commitment to perfecting one's skills. This seminar is designed to provide guidance and help with the process.
Who Should Attend:
Franchise Field Consultants, Business Managers, Business Coaches, Area Managers, Multi-Unit Managers, Area Developers, Master Licensees and others who deal with franchisees on a regular basis.
How You Will Benefit From This Seminar:
Your field team members are the critical link between you and your franchisees. But far too often the field team members are more like inspectors than business consultants and business coaches. They spend more time putting out fires than working on long-term plans such as building market share and increasing revenue. This seminar is designed to address these problems and create solutions. Real World! Real Learning!
Understanding the Franchisor/Franchisee Relationship
• Understanding the difference between coaching and consulting
• Know when to consult and when to coach
• Help franchisees see the value of following your system
• How to become “Strategic-Partners” with your franchisees
• How to get alignment about your job, role and function
• Educating your franchisees on the value of marketing
• Helping franchisees understand their role in building market share for the whole system
Defining the Job, Role, and Function of Field Team Members
• How to become a business consultant to your franchisees
• Understanding the basic skills needed to support franchisees in the field
• The “Consultant” approach vs. the “Inspector” approach
• How to get cooperation when there is a “them/us” attitude
• How to help franchisees increase sales
• How to focus franchisees on the critical elements of managing the business
• How to get franchisees to “discover” what they need to do, without you telling them
The Keys to Building Trust with Franchisees
• The 6 critical concepts for building trust and rapport
• How to establish rapport in today’s fast paced environment
• The difference between empathy [good] and sympathy [not good] when dealing with franchisees’ problems
• Building trust with non-communicative franchisees
• How a “new” team member establishes credibility with more experienced franchisees
• How to rebuild trust with an unhappy franchisee
Building Strong Communications with Franchisees
• Getting franchisees focused on closing performance gaps they need to close
• How to tie the franchisee’s personal goals to their business goals to establish motivation for growth
• How to build an Agenda that gets results with each franchisee meeting
• Preparing for franchisee consultations
• How to conduct franchisee evaluations/reviews
• How to do business planning with franchisees
• Getting franchisees to “make it happen” rather than “waiting for it to happen”
• How to make phone calls and email communication more effective
• Internet strategies and tactics
Consulting and Coaching with Franchisees to Help Build Their Business
• Using the questioning process to improve franchisee consultations
• Four listening techniques that help you get better results
• 12 Questions guaranteed to make you a more effective consultant and coach
• Helping franchisees avoid short-sighted decisions
• Consulting with the franchisee who:
- is not managing the business
- is complacent about growth
- is frustrated about profit levels
- doesn’t accept responsibility for poor results
- is not following the operating system
Problem-Solving with Franchisees
• Guiding the problem-solving process so the franchisee takes responsibility for solutions
• Getting commitment and follow-through on recommended actions
• How to deal with the franchisee who:
- is constantly “testing” the operating system
- doesn’t want to spend the money on marketing or advertising
- is not developing the territory to its full potential
- is managing by crisis rather than by strategic planning
Bob Gappa: Founder and CEO of Management 2000 has 35 years in helping individuals and companies develop personal skills and systems for improving their abilities as effective consultants, coaches and mentors. Bob has been a franchisee of several concepts which brings another dimension to this seminar.
Andrew Erskine: Vice President of Management 2000. Andy is an expert at developing successful strategies and tactics involving; technology, people behaviors, philosophies and processes and has helped many Brands improve their results.
Lunch & Breaks: Will be an opportunity for participants to network, exchange techniques and information. Our seminar leaders will be available for networking.
Space is limited – Register Early
Only 20 people can attend each session. Sessions tables are configured in a “U” formation for maximized interaction, collaboration, participation, discussion, and sharing of ideas.
- Morning Continental Breakfast
- Morning and afternoon refreshments
- A gourmet lunch
- Seminar materials designed by our experts to enhance your learning and the take away value of the day including useful aids to improve your skills.
- An experienced team of facilitators who have years of experience in improving systems, processes and people behaviors of multiple companies.
- The ability to call our seminar leaders after the seminar if you have questions on how to use the materials and content covered during the session.