Dynamic Performance Systems

[Video] – Franchisee Passion – The Ugly Truth

One thing that’s on the radar screens of nearly every franchise executive is early identification of an applicant’s level of passion for the business.

In this video I’m going to show you what happens with franchisees that have passion and self-discipline, how others define it and how to find out if an applicant has it.

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Identifying an applicant’s self-discipline will start us on the journey to make your franchisee selection process easy. So let’s get right down to it.

I’d like to introduce you to Karen – a franchisee of a pizza chain.

Karen is up against a wall.

It’s 2008 and the recession has hit her hard.

Business is slow and she’s struggling to make ends meet.

Karen also has to contend with 2 more pizza shops opening in her already crowded market area.

Her situation looks bleak.

Her friends and family urge her to close up and walk away.

But, Karen’s not going to give up.

She loves her business and has a real passion to succeed.

She’s determined and has the personal discipline to push back against all adversity.

With the help of head office, she begins to map out a plan of action.

She holds meetings with her staff to involve them in the current state of the business and Karen brainstorms with them and discusses ways to improve customer service.

The end result?

Karen’s pizza store not only survived the recession and outlasted the competition, her sales figures went through the roof!

It’s all because Karen has the passion and determination and more important, the self-discipline that all great franchisees have.

She had the stick-to-itiveness to keep going even in the toughest times.

Passion, determination, self-discipline, they’re all important and the best franchisees are:

  • Achievement driven,
  • Reliable,
  • Hardworking,
  • Disciplined, and
  • Persistent,

To get a handle on how strong an applicant’s self-discipline is, you would want to ask questions along the lines of:

What do you think about getting something done, even when you really don’t want to do it anymore?

Good answers would include things like:

  • I don’t think about it, just do it, since I’ll never feel like it anyway
  • Finding a way to get it done despite any obstacles.
  • Not getting sidetracked by unnecessary distractions

Another question could be: “When you see a problem or challenge, what do you do?”

Good answers include things like:

“I start looking for possible solutions.”

No matter what the applicant’s responses are, ask “How do you mean that?”

I know it’s grammatically incorrect, but wording the question this way keeps it vague enough that you’ll get a better read on the applicant’s thought process.

Finding out which of your applicants will have the level of self-discipline needed to be successful is tough from just a few questions.

Especially when different interviewers rate candidates differently on the same response.

And you’ll run into that because it’s only natural.

Our clients like our old friend Bob the franchisor here, were frustrated by this lack of consistency during the interview process, so he decided to make use of the FranchiZe Predictor and its independently proven accuracy of 93% when predicting which candidates will perform in the top 25%.

He really liked the option of being able to simply add a link into a standard email template that he already sends out.

No extra admin work and he still gets better franchisees.

There are other factors that need to be considered when you’re deciding whether or not to spend more time and money on a candidate.

I’ll cover all of them in this series of videos on making franchisee selection easy.


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