Let's consider franchises for a second, like McDonald's. McDonalds is arguably one of the most successful franchises in the world. They do $69 MILLION every single day, which is billions of dollars a year, have 36,000 locations worldwide, and you know that whether you get a cheeseburger in Atlanta, GA or Quebec, Canada, you're going to get the same experience and food.
WHY do you think McDonalds is so successful? Because they have the *best* quality ingredients on the planet? Because they have world-renowned culinary chefs like Gordon Ramsay working in the kitchen? Because they found the most qualified, educated, talented individuals to work the counter?
Absolutely not. McDonald's doesn't have the best quality food by a long shot, they're a fast food restaurant, and they hire punk teenagers with zero experience, purple hair, and nose piercings to run their businesses.....and the businesses THRIVE!
So what, then, makes a successful franchise?
A proven-to-be-effective system that produces consistent results, that is duplicable and repeatable (scalable).
In other words, a proven system that, if followed and repeated as instructed, will yield consistent, desirable results across the board and can be scaled.
Why is this so powerful? A proven, working system that is duplicable gives a business owner CONTROL over their business – they know that by putting the proven systems in place, the machine will run and get consistent, desirable results, based on the success the same model has proven repeatedly in the past, and can be SCALED to whatever size they want by simply repeating the system.
Humor me for a moment and imagine you’re a home economics teacher (remember that class we all took in middle school where we made blueberry muffins and whipped up crème brûlée?), and you’ve got a classroom with 20 kids, and the assignment for the day was that everyone was going to bake a chocolate cake.
As the teacher, you’ve got a recipe you’ve used for 25 years – you know it works, and it makes one bomb ass chocolate cake. If you give each of those students the exact same ingredients, the same amount of those ingredients, the exact recipe, and step-by-step directions to make this proven cake recipe, what SHOULD happen?
They should all end up with good cakes!
Now, what if one of the students winds up with a cake that tastes like dirt and looks like a cow pie. What do we know for a fact happened?
They just didn’t follow the recipe.
Why is this good news? Because now you can diagnose the problem to find the solution and correct the issue moving forward. We know for a fact that the recipe yields desirable, consistent results, so it couldn’t have been the recipe – instead, the user simply didn’t follow the system correctly.
In the storm restoration industry, hiring and training salespeople has been a lot like running a home economics class, but instead of delivering a proven, step-by-step system or “recipe” for success, we basically take our classroom of students and say,
“Okay kids, we’re going to be making chocolate cakes today. You know where the pantry is. A few eggs go into this cake, cocoa, some flour, some oil, and you bake it at like 350ish or 400 degrees until you think it's done. You’ll figure out the rest as you go along. Go get 'em!"
What’s going to happen? Widely inconsistent results, mostly mediocre or poor quality cakes. By chance, 1 or 2 of the students may naturally have a knack for baking and their cakes might actually turn out to be pretty good, but most are going to be subpar. You definitely wouldn’t rely on this type of system to run a bakery. And you wouldn't say to them, "It's a numbers game -- just go make 100 more cakes!" when they came to you because they weren't getting the results.
Without FORMAL, effective sales training, your salesmen only get bits and pieces of the “recipe” and have to fill in all the rest of the gaps on their own, meaning nobody is doing or saying the same things at the door, during their sales presentation, or on adjuster meetings. They can't connect the dots, and 95% of them quit within the first couple weeks, leaving you with a revolving door and no solid sales team at your company. Without a “franchisable” system in place, most salesmen just give up, or end up killing themselves just to get average results.
A repeatable system means you can grow and scale your business. When you have the proven and effective “recipe” to train your new hires, that means no matter who they are, where you are, or who is training them, the model will work. How much better will your retention be when your salesmen have all the tools and strategies they need to do well from the start? Their experience will be better, their frustration and turnover will be lower, and they’ll make more money faster and easier, and when your reps have a good experience and are making money, they’re happy. And when they’re happy, they stick around. When they stick around, you’ve got a solid sales team that’s efficient, happy, and most importantly are producing consistently to provide you a sustainable business model with the potential to grow as big as you want it to.
Bottom line: as a business owner, it is absolutely crucial to your company’s longevity and success to have a proven, effective, standardized training system in place that works. Without it, you’ll constantly be forced to work IN your business instead of ON your business. With it, you’ve got a powerhouse of killer salespeople who are fully capable, confident closers that will produce for you year in and year out, so you can build your empire and make it last.
We’ve built the program. It’s proven, repeatable, and most importantly, effective. You can either continue to burn through leads with trial and error, invest a ton of time and energy trying to developeg your own “recipe,” or you can take our “box of cake mix” and just add salesmen.
Want to learn more about what we’ve put together to make training salespeople efficient, effective, and ultimately, a piece of cake? We’d love to fill you in. I’d like to invite you to a free, 30-minute 1-on-1 strategy session call with me personally to talk about your business and what you’d like to achieve this year. You’ve got nothing to lose and literally thousands to gain. Click here to schedule a few minutes to chat.