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October 2022
600 Stewart Street #1300, Seattle, WA 98101 | westcoastfranchiselaw.com | 206-903-0401
Keep It Simple The Value of Coaching to the Fundamentals
I loved everything about playing high school football. It’s a bit cliché and almost embarrassing, but football mattered in the small Midwest town where I grew up, and it made me feel like I mattered, too. Cheesy though it may seem, playing football was life-changing. I was always gangly and uncoordinated growing up. I’m 6 foot 6 inches, so while it might seem like other kids wouldn’t want to mess with me, my height made me stick out and made me a target for bullies. During my freshman year, specifically, it was stressful going to school.
wrong position or stance on the field. And because I didn’t know anything else, I never learned any bad habits. I only knew how to do things the right way, thanks to Mose. I notice the same tendencies in the professional business coaching I receive today. The best and most influential coaches I work with encourage me to return to the fundamentals. Some people might think a coach should urge you to dream big and yes there needs to be some of that. It’s easy to get excited about expanding into a new area of law or some fancy marketing thing or other. Focusing on the basics like client relationships, responsive contact, organization, and marketing can be much more challenging. It sounds simple. But I can’t tell you how many legal minds I’ve seen wasted because they couldn’t focus on fundamentals like setting expectations, communicating with their clients, and managing their accounts receivable. I’ve found over the years that you can become a highly successful lawyer by not losing sight of these essential principles. I strive to instill those same values in every employee I coach and remember them daily. For National Coaches Day on Oct. 6, I want to thank Mose for all the lessons he taught me, though he’s been gone now for years. Though my know-it-all teenage self questioned his thinking and thought he was goofy, I now recognize his incredible wisdom. Fancy may be fun, and everyone loves a bit of flash. But dedication to the fundamentals gives us the skills we truly need to succeed. After 32 years, that’s why I still think about Mose.
I started lifting weights. My frame filled out, and I became stronger, putting on about 40 pounds of muscle. I joined the football team in my junior year, where I was pretty successful. I felt like I belonged and was a part of something. I was a valuable team member; they needed me as much as I needed them.
Throughout my two years on the team, I worked under a volunteer assistant coach named Moseler — everyone called him Mose. He coached the offensive and defensive lines. At the time his coaching drove me crazy at times — all he had us do was so simplistic and repetitive. Mose made us practice the fundamentals over and over again until we felt like we could do them in our sleep. Day after day and week after week, it was the same thing. He wouldn’t teach us trick plays or anything else fun or advanced — he just wanted us to pass, catch, block, and tackle. I started to wonder whether there was something wrong with Mose. Was there something off about him? Did he really think we needed to go over the basics this often? Was he incapable of teaching us anything else?
– Nate Riordan 1 206-903-0401
But by focusing on those fundamentals, something remarkable happened: I became an excellent football player. I was never in the
Fall in Love With the Scenery! 3 Places to Travel This Season Fall is the perfect time to plan a scenic vacation. You can find lower prices and fewer crowds at many popular destinations right now. Best of all, the views are incredible. From the changing colors of leaves to sunsets and mountains — a picture-perfect getaway awaits you! Here are three popular destinations to fall in love with this season. 1. Asheville, North Carolina. Everyone can find something to enjoy in the mountains of the Carolinas. You can drive the Blue Ridge Parkway or hike the Appalachian Trail for breathtaking views of mountains and sunsets. For history fans, get lost at the Biltmore Estate and learn more about the Vanderbilts. If you’re a fan of the nightlife, Asheville is known as Beer City USA, with more than 30 breweries and over 100 local brews. 2. Yellowstone National Park, Wyoming. The wildlife in Yellowstone is active in the fall, so you’ll get a chance to see bison, elk, and eagles during your stay. You may even observe bears preparing for hibernation. If you love to be outdoors during the cooler months, then you will love biking,
fishing, and hiking here during the fall. However, be aware that some roads will close for the winter in mid-October, so review park information ahead of time for accessibility. 3. Sedona, Arizona. It may be too hot to visit Arizona during the summer, but the fall months are perfect because the temperatures drop somewhat. If you love to see trees bursting with colorful leaves, hike the Baldwin Trail and Cookstove Trail. Sycamore, oak, and maple trees will shade you with their colorful canopies. Also, each year, the city holds a Day of the Dead celebration you can attend at the Tlaquepaque Arts & Crafts Village in late October. These are only three of the many breathtaking destinations you can visit this season. For more locations, go to TravelAndLeisure.com/trip- ideas/fall-vacations/best-fall-vacations. So, what are you waiting for? Book your trip now, and don’t forget to pack a camera to capture the picture-perfect views!
The Missing Link
NETWORKING INSIDE YOUR FRANCHISE SYSTEM
Anyone who has read a business book has heard of the importance of networking. Meeting and developing relationships with other business owners can help you earn referrals, find new vendors, and know where to turn for advice. So, we hope you’re making the most of your professional connections and finding ways to foster them. But you might be overlooking the best networking opportunity any franchisee has. A franchise is a unique business model in many ways, but one of the most beneficial is connecting you with a group of other business owners on your same path. When you join a franchise, you instantly join a group of business owners who have done exactly what you’re doing. They’ve suffered through trial and error, so you don’t have to, and they can offer invaluable feedback. Other franchisees in your system aren’t your competitors — they’re your network and best resource. Many franchisees forget this. Business owners are used to seeing anyone offering the same product as a threat. But generally speaking, each franchisee does better when the entire system is doing well. One of the most overlooked aspects of owning a franchise is investing in each other’s success.
Knowing other franchise owners will help you find faster solutions to problems and increase profitability. Networking done right also creates a community you can depend on in good and bad times. And don’t forget the value of blowing off a little steam. Every business owner needs a chance to relax and sometimes vent. Why not do it with people who best understand the pressures you face? Now is the time to start if you’re not already connecting with other franchisees. A good area franchise developer (see page 3) will organize group training sessions or get-togethers. Don’t skip these events. They’re some of the best opportunities to connect with other franchisees. Trade shows and conferences are also chances to meet like-minded franchise owners. A direct introduction can also result in
powerful connections.
We all need mentors and a community. No business owner should go it alone; under the franchise model, you don’t have to. If you’re not taking advantage of networking opportunities within your franchise system, you’re leaving one of the biggest benefits of franchise ownership on the table.
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Your Most Crucial Partner Working With Your Area Franchise Developer The area franchise developer is the most critical person in your
fill training gaps, and help you connect with other franchise owners for networking purposes (see page 2). Avoid interpreting
franchise network. Also sometimes known as a territory director, area manager, or field consultant, the area franchise developer oversees all franchises in a region. More notably to you, they’re your primary contact and support from the franchisor. Therefore, a good working relationship with them can either promote or hinder your business. Too often, franchisees are distrustful of their area franchise developer. Their primary role within the franchise structure is to ensure compliance with brand values and procedures. Since most people who purchase franchises want to be their own boss, they might resent having someone look over their shoulder and correct them. But area franchise developers are in your corner and want your business to succeed just as much as you do. Franchise owners who view their area franchise developers as partners in success will find an invaluable resource. An area franchise developer can be your mentor or coach if you’ll let them. And studies show that quality area franchise developers can significantly impact your success and level of satisfaction. Your area franchise developer has likely helped several other franchisees grow and maintain their businesses, so they’ll have valuable lessons to teach. They can point out inefficiencies, help
your area franchise manager’s suggestions as criticism of your management skills; instead, view them as learning opportunities.
Since area franchise developers manage multiple locations, you may only see yours once or twice a month. So, try to make the most of your time together. If they don’t already, ask them to pre- schedule their visits. This way, you can ensure your availability and have time to prepare questions and concerns. Make a list of what you want to discuss for a more productive meeting and take notes on their comments.
As you deepen your partnership, you’ll feel more comfortable bringing them concerns, asking for advice, and taking advantage of their promotional capabilities. You’ll also
strengthen your professional ties with the franchise as a whole. The area franchise developer is the key connection between you and the rest of the franchise, so don’t let the relationship go to waste.
PUMPKIN PIE PARFAITS
TAKE A BREAK
These parfaits are an easy fall dessert everyone can make!
Ingredients: •
Inspired by Kenarry.com
3.4 oz instant vanilla pudding mix
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1/4 tsp nutmeg
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1/8 tsp ground cloves
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2 cups cold milk
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1 cup vanilla sandwich cookies
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15-oz can pumpkin purée
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8 oz whipped topping
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1/2 tsp cinnamon
Directions: 1. In a large bowl, whisk together pudding mix and milk. Let sit for 5 minutes, then stir in pumpkin purée, cinnamon, nutmeg, and ground cloves.
2. In a blender or food processor, crush vanilla sandwich cookies into crumbs.
3. In small jars or glasses, place cookie crumbs on bottom, then pumpkin mixture, then whipped topping. Repeat these layers twice and end with cookie crumbs.
Solution:
4. Chill until ready to serve!
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PRST STD US POSTAGE PAID BOISE, ID PERMIT 411
600 Stewart Street #1300 Seattle, WA 98101
westcoastfranchiselaw.com | 206-903-0401
IN THIS ISSUE 1 Fundamental Lessons From Nate’s High School Coach
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3 Picture-Perfect Destinations Reasons to Network With Fellow Franchisees How Your Area Franchise Developer Can Help Pumpkin Pie Parfaits Proven Methods To Become a Better Closer
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Perfect Your Ability To Close Sales
Here’s a situation you’re probably familiar with: You’ve got a prospective client, and it seems like they’re interested in your product, but no matter what you or your top salespeople say or do, they just won’t commit to the sale. If this sounds like your business, don’t panic! There are ways you can improve your closing skills that you can start doing right now! One of the most tried-and-true methods is the assumptive close. In this tactic, the salesperson proceeds under the assumption that the prospect already wants to buy. They won’t say things like, “Are you ready to buy?” Instead, they focus on saying, “How many of our products would you like to purchase?” Another often successful method is the “puppy dog close.” This is a common tactic that involves offering a free trial or sample of your product to the prospective client in hopes they will fall in love with it and continue with the actual purchase. However, improving your closing skills means nothing if you don’t put legwork into the actual sales process beforehand. When you try to sell to someone with whom you aren’t familiar, even just talking with them can be difficult. So, you need to make an effort to know
each customer and their potential objections. Take some time to figure out who they are and why they’re coming to your business for your products or services. This will help you figure out what objections they may have so that you can develop a plan to combat their doubts.
Lastly, know when to give up on a sale. You aren’t going to be able to close with every customer who walks through your door, and that’s okay. When prospects fail to show interest in closing after multiple meetings, it’s time to focus your efforts elsewhere. If you get too caught up in one unlikely prospect, you may miss out on more promising opportunities.
If you take the time to learn and train your team on different selling techniques, you will begin to notice an increase in sales before long.
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