Going to the IFA? Here’s how to come home with a franchise sales breakthrough

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During a franchise sales panel discussion at the IFA Convention several years ago, I watched former IFA Chairman and PostNet CEO Steve Greenbaum actively engage in a robust back-and-forth dialogue with a member of a panel. At the end of the exchange, Greenbaum proclaimed to the room, “I got my idea. I just paid for my cost of admission.”

Greenbaum played it smart. He came knowing what he didn’t know and attended the events he needed to attend to fill in his information gaps. In other words, he planned his breakthrough.

He put himself in a position to discover new ideas that would spark his own creativity, provide new understanding, and a lead to change of direction.

The recipe for creating any breakthrough is always the same.

  1. Look at the problem differently. This leads to…
  2. Solve the problem differently. This leads to…
  3. Design different actions. This leads to…
  4. A Breakthrough in results.

Have a question or problem? IFA Convention is where the answers are.

If you are looking for a breakthrough in franchise sales results, the IFA Convention is the right place to be. Hundreds of franchise recruiters, executives and content experts bring thousands of years of collective experience to the convention floor. THERE IS NOT ONE THING that at least one attendee hasn’t already experienced and solved. The breakthrough you need has already been experienced by someone sitting at a roundtable or wandering the exhibit hall.

Of course, with all that the IFA has to offer, it’s helpful to have a plan and an idea of what information you might be able to capture.

If you’re looking for ideas to generate a franchise sales breakthrough, consider this a gift. I wrote an eBook, “How to Create a Franchise Sales Breakthrough. Guaranteed,” which you can download for free from the Franchise Performance Group website. You can read the eBook in about 45 minutes during your flight to the convention, and it should spur some good questions for you to ask during roundtables and as you network with other pros.

I also recorded a video to identify and explain the 5 key areas that need to align in order to generate franchise sales breakthroughs:

  1. Lead generation
  2. Franchise sales process development
  3. Increasing skills of Franchisee Recruiters
  4. Stronger leadership and more productive meetings
  5. Easy-to-access and quick turnaround financing solutions

Have questions?

The FPG team will be at the IFA gathering new ideas and insights, and sharing what we know. We’ll also have a booth set up in the exhibit hall. Swing by and say hello! We like visiting with old friends and meeting new ones.

If you can’t make it to this year’s IFA, feel free to reach out to us anytime by filling out the Contact FPG form on our website. You can also connect with me on LinkedIn.


Joe Mathews and The Franchise Performance Group Team