How to Qualify the Capital Intensive Candidate

Back in the 1990's, when "inbound marketing" was once again in fashion, I was working development for a large QSR brand.

Our prospective franchisees or candidates -we never referred to them as "leads"- called us on a land line. Sometimes, they would even fax us.

You must imagine this: A candidate needed to meet or exceed a net worth of $1 million to qualify for our development. I had to figure out whether they would qualify - over the phone.

Caller-id was no more revealing then than an email address is today. You could work for weeks with what turned out to be great candidate - except that they could not meet the financial qualifications.

What I learned, quickly enough, was to use a simple method to get people to truthfully reveal whether they were qualified or not. All over the telephone, using no other source of information.

The Secret Technique

I can reveal this method to you today - it still works.

You ask the on the phone - "Do you have a net worth that meets or exceeds our financial requirements?" at the exact right time in the sale process - after they have raised their hands and asked to go forward. People will truthfully reveal their financial qualifications - if your sales process is thoughtful.

(We actually had a terrific candidate who wasn't financially qualified. But we were able to match his talent with other capital - another story for another time. He is now a very successful multi-unit franchisee and a highly respected franchisee leader.)

The secret technique was waiting for, what my business partner Michael Webster calls, the Signal of Commitment. Only after I heard the right signals, could I ask for and get a truthful revelation of their financial qualifications.

Why Websites Don't Work

Contrast our ability to listen to a real human asking real questions about the business opportunity to what we ask for on websites.

Here is a representative application to a capital intensive franchise.


You have already asked the candidate whether they were qualified - using a form on the internet!

How many worthless inquiries is this going to produce? Too many - but too few leads.

Your application process lacks grace.

You don't get the deal done with someone who is only committed to filling out a form on a website.

You don't get people to faithfully reveal their finances to a computer screen. (And if they do, they are completely oblivious to the costs of privacy.)


No, the only way to do capital intensive franchising is using old fashion technology - listening, waiting the signal and then asking for the commitment.

If you liked this, you will really like: Using LinkedIn to Sell Franchises -a Course from Franchise-Info (A no cost course with 13 lectures delivered to you directly by email)



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