Topic: Networking/Referral Relationships

Revenue Through Relationships

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Presenter: Troy Hazard, CSP

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Revenue Through Relationships

The 6 degrees of customer connection 

TH SS Button_200x73pxIn a world of connectivity, why is it that we sometimes fail to really ‘connect’ as humans.  In our personal lives we all enjoy the relationship that revolves around authenticity, honesty, openness, vulnerability, and respect. Yet in business we often treat the development of key relationships as a mechanical event, as opposed to an emotional bond with another person. Why is that so? 

In a world of faster, better, yesterday, Troy will uncover the real reasons why we need to embrace the true emotion of a relationship in business and harness that to the true value of the technology with which we have come to rely on so heavily. 

He will demonstrate what defines best practice when you are building a relationship marketing program for your business and show you how you can get an effective programme started easily. 

Troy will also offer examples of how to develop a sense of unity in the relationships you develop with yourself, your greatest supporters, your peers, business influencers, your community, and of course ultimately your clients. Troy’s presentation delivers answers to the following key questions: 

  • How to identify the 5 key reasons why people do business with you 
  • How to develop the 6 relationships that drive revenue in your business 
  • How to use the new voice of word of mouth 
  • How to talk TO your customers not AT them 
  • How to make your relationships emotive, distinctive, and collaborative 
  • How to make actions speak as loud as words

The Fine Art of Building Franchise, Business and Community Relationships

Debra Fine
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Presenter: Debra Fine

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“A desk is a dangerous place to view the world” – John Le Carre Author

Franchisees, franchisors, front line personal and managers learn the technical skills required for business success, often overlooking the importance of conversation, networking and rapport building skills. The ability to talk easily with anyone is a learned skill, not a personality trait. Acquiring it will help develop rapport with both potential and current franchisees as well as home office staff members.  For franchisees learning these simple and immediately actionable skills will improve rapport and engagement with their customers and team members as well as facilitate expanding networks and visibility within the community at large. Fine’s programs offer the concrete tools to insure a positive impression that lasts longer than an exchange of business cards. In the competitive world of business today, the franchise business owner must place more emphasis on developing personal business relationships than ever before to ensure success. 

This fast paced, informative and interactive session will help you:

  • Strike up conversations and keep them going
  • Master introductions and remember names
  • Come across as composed and self-assured when talking to people or entertaining clients at conventions, trade shows and other work related functions
  • Develop rapport with anyone
  • Become an “active” listener
  • Overcome communication barriers
  • Handle awkward situations
  • Come up with topics to discuss
  • Avoid conversation “killers”
  • Prepare for successful conversations
  • Exit conversations with grace
  • Feel more at ease at award receptions, banquets, and networking events

The Go-Giver Way: Influence, Success & Profit

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Presenter: Bob Burg

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How a subtle shift in focus helps your franchisees to provide exceptional value, expand their influence and dramatically increase their income.

Based on Bob’s international bestseller, The Go-Giver, this inspiring and principle-based program teaches the Five Laws of Stratospheric Success and how they can be utilized to dramatically increase effectiveness both personally and professionally.

The Easiest Business You’ll Ever Get. One Word – Referrals

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Presenter: Alice Heiman

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“Customers who give referrals become more loyal.”

There are statistics that tell us that 80% of satisfied buyers would give a referral if asked. This is great news. Here’s the problem. There is another statistic that tells us that satisfied buyers are only asked for a referral 4% of the time. Big disconnect. I will cover when and how to ask for referrals using my 5-step referral process. You’ll discover how to build referrals into a main source of business for your company.

Alice Heiman’s Sales Success System

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Presenter: Alice Heiman

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BREAKOUT Sessions or Combine for Full and Half Day Training

Module 1: Sales Strategy to Win it!

Plan to win by building a strong strategy.

  • Building a strategy that defines what you are selling
  • Determining who you are selling to
  • Creating a actionable plan for acquiring customers

Module 2: The Formula! How to Exceed Your Goals

Outline the right formula to attain and exceed your goals. Start each day with a road map for success by breaking your goals in to easy steps.

  • Looking at what motivates you
  • The art of achieving more with focus
  • How to use a goal attainment process to insure success

Module 3: More Time Please! Time Management Practices for Sales

Learn the tools and practices that will utilize your time more efficiently. Manage your time effectively by:

  • Determining what to delegate, eliminate, and automate
  • Learning to prioritize and plan based on your unique strategy
  • Effectively maximizing your time for sales by utilizing your calendar in a way you never have before

Module 4: Building a Winning Sales Funnel

Don’t let important deals slip through the cracks. Keep track of leads, qualified prospects, and what’s about to close. Learn to maintain winning sales funnel by:

  • Determine your sales process
  • Clearly define your sales opportunities to shorten your sales cycle
  • Develop actions that move sales opportunities through the funnel

Module 5: Build a Lead Generation Machine

Build a lead generating machine that will run efficiently! Learn the best way to generate leads for your company.

  • Learn the art of prospecting and finding your ideal customer
  • Start using only the most successful lead generation methods
  • Build on your success through referrals

Module 6: Connecting Your Way to New Business

Unlock the most valuable asset you have as a business person today, your NETWORK. Learn how to build and nurture your network so that it is leverageable by:

  • Redefining what networking is. Hint: It’s not SELLING!
  • Developing an effective networking strategy
  • Learning how to build and maintain relationships that lead to sales


Relationship Revolution: Building Better Connections in the Digital Age

Seth Mattison
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Presenter: Seth Mattison

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In today’s super-wired, highly digital society, humans still crave social interaction and relationships. In business, creating strong relationships is the key to achieving success, both individually and as an organization. 

What’s the secret for cultivating successful relationships, particularly in business? As more and more of lives play out virtually, connections can sometimes feel less than fulfilling. From Facebook to LinkedIn, Twitter to Foursquare, it’s important to remember just how powerful it can be to reach beyond the fiber optics and make that physical connection. 

In The Relationship Revolution, Seth will explore 5 key insights that will equip you for building better, stronger, more authentic relationships in the new world of work. 

Attendees of The Relationship Revolution will gain: 

  • Insights on the roadblocks preventing us from forming meaning relationships in the digital age. 
  • New perspectives on the power of empathy, authenticity, and vulnerability to foster lasting bonds. 
  • A road map and follow-up plan to nurture and grow lasting relationships.


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Presenter: Vince Poscente

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Let’s face it, it’s all about conversions. Being a business person in today’s MORE-FASTER-NOW world involves optimum ways to communicate. Leaders who have both impact and influence get more done, in less time, while having more fun. New York Times bestselling author, Olympian and Speaker Hall of Fame inductee Vince Poscente, will discuss the three critical areas essential for any person wanting to convert his/her time into immediate results. 

The 3 Power Conversions involve:  

  1. A Unique Value Proposition which makes your company’s phone ring. A strong UVP will convert prospects from only noticing you to chasing you down.
  2. The Anatomy of Powerful Communication. There is a science and finesse to communicating an unforgettable messaging. Convert any form of communication into real time buy-in.
  3. 70 Second Videos for instant impact and lasting influence. Improve your conversions by 800% with Vince’s specific approach to video communication.

Vince Poscente draws from his experience as a speed skier in the 1992 Olympics, 20 years of consulting with Fortune 500 companies plus his signature wit and wisdom. He is the founder of The Goal Acceleration Institute and helps entrepreneurs around the world. His expertise in reaching BIG GOALS in less time will have your taking notes you can apply immediately to your business 

Cracking the Networking CODE: 4 Steps to Priceless Business Relationships

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Presenter: Dean Lindsay

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Whether you have a black belt in business growth through connecting or are completely new to the concept, you will enjoy Dean’s humorous yet highly practical approach to meeting, connecting, and developing longterm relationships with others.

Dean Lindsay’s presentation, based on his best selling business book Cracking the Networking CODE, is filled with fresh insights and practical tips on how to build meaningful, profitable, win-win relationships for your franchise business and your life.

The four letters that make up the word CODE stand for the four steps consistently taken by the most effective networkers to crack the networking CODE and build  priceless business relationships.    

C:  Create Personal Curb Appeal Effective networkers ooze genuine success and display a desire to help  others progress.    

O:  Open Face-to-Face Relationships Effective networkers research the various networking options and commit  to a networking strategy.    

D:  Deliver Solid First Impressions Effective networkers know their first impression sets the foundation for all future impressions, and they make sure it’s a good one.  

E:  Earn Trust Effective networkers earn trust through a series of progress-based  impressions.  They continually find ways to Be Progress.

“We”: Create Profitable Customer Relationships

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Presenter: Steve Yastrow

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What differentiates you more in a customer’s mind, your products, your services or your relationship? When your customer believes they are in a “We” relationship with you, they will be more engaged with and loyal to you. 

Customizable for These Audiences: franchisees and their salespeople, front-line employees, franchisor sales teams, and franchise relations staff 

Key Audience Takeaways:

  • Understand that relationships are far more differentiating than products or services
  • Learn the concept of creating relationship-building encounters instead of relationship-eroding transactions
  • Explore how to create ongoing conversations with customers that nurture meaningful, loyal and profitable customer relationships 

Value to Your Business:

  • Increase revenue per customer
  • Increase customer loyalty and reduce customer attrition
  • Improve employees’ ability to engage customers in encounters