COMPANY PROFILE
A franchise broker (a consultant who helps to match prospective business owners with the right franchise opportunity).
CHALLENGES
The owner wanted to increase the company’s revenue in 18 months so he could “hurry up” and retire. He hated 65% of his job, making cold/warm calls to 100s of potential prospects every month.
SOLUTIONS
The first thing we did was to conduct an assessment on the owner to ascertain what motivated him… and what we found was eye-opening. We discovered that he was motivated by being “resourceful” – driven by practical results, maximizing both efficiency and returns for his investments of time, talent, energy, and resources. This was the polar opposite of him making cold/warm calls day in and day out. We realized he couldn’t stop the calling system, which was a significant part of his business, so we hired someone to do those calls. The person now doing these calls loves her job. She enjoys talking to strangers, and she’s excellent at it. We then refocused the owner’s growth strategy to be more intentional. Before, he would take everyone all the time. Now, we narrowed his market to focus only on high-value clients.
RESULTS
Once we restructured the owner’s ineffective marketing strategy that didn’t align with his areas of excellence, he now spends far more time doing what he loves, which is going deep with just a few clients. In fact, he has such a renewed energy for his work now that he doesn’t want to retire. After three
months of working together, the company reached the highest revenue in 3 years of being in business.