Welcome to the latest episode of Empire Builders! Today, Tommy Yionoulis hosts Catherine Knabb, an independent franchise consultant with over 30 years of experience across various industries. Catherine shares her insights into franchise consulting, the importance of informed decision-making, and the unique challenges faced by prospective franchisees.

Key Points Discussed:

Introduction to Catherine Knabb:

• Catherine's extensive experience spanning industries such as poultry, conglomerate foods, the payment industry, and hospitals.
• Her role as an independent franchise consultant, helping clients find the right franchise opportunities from over 500 brands across 40 categories.
• Emphasis on educating clients about franchising and guiding them through the selection process.

Franchise Consulting and Client Support:

• Catherine’s process of narrowing down suitable franchise options and conducting interviews with existing franchisees to ensure informed decisions.
• Her investment in Networking Action, a franchise that facilitates networking groups for business owners and representatives.
• Networking Action’s unique approach involving deep, meaningful conversations and hands-on activities to address business challenges.

The Franchise Selection Process:

• The diversity of brands Catherine works with, including well-known home services like CertaPro and Amco Transmission, as well as new and emerging brands.
• The benefits of franchising, such as a proven formula and support system, which reduce the risks associated with starting a business from scratch.
• The importance of understanding the responsibilities that come with owning a franchise.

Personality Profiling and Risk Assessment:

• Use of tools like the Bank system and the Zorical tool to ensure a good match between clients and franchises.
• The significance of adhering to these assessments to avoid costly mistakes and achieve success in franchising.

Challenges in the Franchise Industry:

• Issues of spam and overwhelming follow-up calls once potential franchisees submit their contact information to franchise brands.
• The drawback of being precluded from using a consultant for a brand once information is submitted, without incurring additional costs.
• Catherine’s advocacy for using a franchise consultant to manage interactions and protect prospective franchisees.

Transitioning from Corporate to Franchise Consulting:

• Catherine’s challenges in transitioning from a corporate role to franchise consulting, particularly in sales.
• The mindset shift required to succeed in sales and overcoming perfectionism.
• The steep learning curve of familiarizing herself with numerous brands and the unpredictable nature of running one’s own business.

Importance of Honesty and Direct Communication in Sales:

• The frustration caused by prospects who are indecisive or avoid straightforwardly rejecting an offer.
• Catherine’s struggle with not wanting to be an imposition and the necessity of asking tough questions to gauge a client's commitment.

Unique Approach to Franchise Consulting:

• Integrating business networking to provide comprehensive support to clients, including finding necessary services like funding and legal advice.
• The value of due diligence when choosing a franchise, illustrated by Catherine’s personal anecdote about her decision-making process.

Conclusion:

Tommy and Catherine conclude the episode with reflections on the importance of informed decision-making, the value of franchise consulting, and the power of networking and collective expertise. Catherine’s story highlights the resilience and adaptability required to succeed in the franchise industry. Whether you’re...