Franchise Euphoria

Nathan McMurtrey is an accountant turned data warehouse savant. Nate started his career in 2004 as an accountant. Along his way, Nate encountered a mentor who introducing him to data warehousing and business intelligence. He instantly realized that he’d found his true calling--helping businesses use their data to make better decisions. In 2012, Nathan saw his opportunity to go beyond consulting and towards offering a fully-managed data warehouse. Nate and his partner decided to bootstrap their new businesses with money from consulting. So over the next two years they put in 80+ hour work weeks; finally, in 2014 Nate and his partner had enough cash to officially launch their done-for-you data warehouse and Xerva was born!   Key Takeaways: [0:22] Today’s episode of Franchise Euphoria is brought to you by The Franchise 5 university program. Head over to franchiseeuphoria.com/franchise5 to learn more! [1:01] Josh introduces today’s guest, Nathan McMurtrey, from the online data warehouse, Xerva. [2:31] Josh welcomes Nathan to Franchise Euphoria. [3:36] Nathan provides a quick overview of what “data warehousing” actually is. He uses a restaurant analogy to describe the different phases of data analytics and where their business falls into. He describes the data warehouse as the kitchen of data analytics. [6:32] Data warehousing is really the first step in data analytics and is crucial in finding accurate, consistent reporting for franchises to then use this information in conjunction with marketing tools. [9:16] Nathan describes himself and his business partner as outsiders coming in since their service is not traditionally within the franchising industry. [12:18] Nathan has found that some of the most complicated data issues can be found within the franchise space considering that the franchise business model is so much more complex than a standard single-unit business or one a large chain that falls under the umbrella of one corporate owner. [15:24] Data warehousing can assist with identifying several crucial metrics in the franchising industry, such as cost of acquisition, the cost it takes to acquire a new customer. [17:29] Your data warehouse is essential the engine to the car – without it, your car would not be able to function, but it leads to the production of several key metrics for your business. [21:04] Something you can do to better utilize your data is thinking through what the leading indicators of your business are and strategizing for how you can target those for success. [23:30] If you want to learn more about Xerva, you can head over to their website, www.Xerva.com. [24:04] Thanks for listening, and please, reach out to Josh anytime through email at josh@franchiseeuphoria.com. If you enjoyed this interview, please leave us a review on iTunes.   Mentioned in This Episode: josh@franchiseeuphoria.com www.franchiseeuphoria.com www.franchiseeuphoria.com/franchise5 www.xerva.com www.franchises.xerva.com  

Shane Dunn became a Pedal Pub Partner and focuses on Franchise Development for Pedal Pub’s corporate team in 2017 and has served in that capacity since then. Previously, he founded and operated multiple tech firms. In 2004, he founded his first start up and successfully secured multiple rounds of funding that totaled $850,000. He then built marketing and sales systems before positioning the company for acquisition. His second venture began in 2010 as he founded and operated a digital marketing company that serviced clients across numerous industries.   Key Takeaways: [0:22] Today’s episode of Franchise Euphoria is brought to you by The Franchise 5 package. Head over to franchiseeuphoria.com/franchise5 to learn more! [1:01] Josh introduces today’s guest, Shane Dunn of the Pedal Pub franchise system. Shane assists with franchise development and has served in that capacity since 2017. [2:04] Josh welcomes Shane to Franchise Euphoria. [2:48] Shane does a quick overview of how Pedal Pub came to be and how he got started with the business. [7:22] Now with over 50 locations, Pedal Pub has transitioned from a licensee model to a franchise model. [11:13] Realistically for Pedal Pub’s northern markets, there’s only about 7 months of business operation due to weather constraints. [13:16] The franchising process for Pedal Pub took about nine months to make a strategic plan and execute their franchise documents. [16:43] One of the biggest things Pedal Pub did when beginning their search for franchisees was invest in a reputable PR company that had proven connections they were targeting. At this point in their process, they have so many leads coming in, they can be really selective to find the right people who fit their model. [20:01] One of the biggest challenges Pedal Pubs has faced is finding the balance between a license structure and a franchise structure. From an external standpoint, a challenge for them is working with city officials to be sure they meet the criteria for each new market’s ordinances. [23:57] If you want to learn more about Pedal Pub, visit www.PedalPubPartyBikes.com. [24:15] Thanks for listening, and please, reach out to Josh anytime through email at josh@franchiseeuphoria.com. If you enjoyed this interview, please leave us a review on iTunes.   Mentioned in This Episode: josh@franchiseeuphoria.com www.franchiseeuphoria.com www.franchiseeuphoria.com/franchise5 www.PedalPubPartyBikes.com

Lee Kleiner has been a multi-unit Dairy Queen operator for 17 years. He has extensive knowledge of the QSR business, COGS, labor management, LSM, multi-unit growth and development, creating and implementing systems and routines, following franchisee protocol, and has a track record as being a market leader in the Dairy Queen system. Lee lead the charge in opening three Which Wich franchises (Zionsville, Avon, Greenwood) in a 13-month period. His Zionsville store set a nationwide record for opening week sales and his Greenwood location has the second most on record. All three operating Which Wich locations perform above the system average. His fourth Which Wich store opened in May 2018. Key Takeaways: [0:22] Today’s episode of Franchise Euphoria is brought to you by The Franchise 5 package. Head over to franchiseeuphoria.com/franchise5 to learn more! [1:01] Josh introduces today’s guest, Lee Kleiner, a multi-unit Dairy Queen and Which Wich operator. [2:45] Josh welcomes Lee to Franchise Euphoria. [3:20] Lee does a brief overview is his history in franchising, including how he found the opportunity for his first Dairy Queen location in a newspaper ad. [8:10] When Lee bought his first Dairy Queen, it was a steady business, but he definitely saw room for growth. [11:12] Working in a franchise system that typically has high turnover could really benefit in culture creation to assist with maintaining a steady team. [15:15] Lee takes on the mentality of when he is in one of his store’s, there’s no hierarchy. He doesn’t want to be treated any different, and when there’s work to do, he makes sure it gets done. If that means he’s cleaning bathrooms as an owner/operator, that’s what he does. It creates a caring culture and healthy work environment. [19:06] Lee briefly goes over how he was introduced to Which Wich and why he decided to add them to his repertoire of franchise systems. [22:54] Now that Lee has established his “brand” culture, people are attracted to his business and want in. [23:34] A typical day for Lee as a multi-unit franchisee is having at least have of his day available to freestyle and put out fires as needed. [25:36] For anyone looking at buying a franchise, it’s important to be able to adapt to a fast-paced environment. [27:09] Thanks for listening, and please, reach out to Josh anytime through email at josh@franchiseeuphoria.com. If you enjoyed this interview, please leave us a review on iTunes.   Mentioned in This Episode: josh@franchiseeuphoria.com www.franchiseeuphoria.com www.franchiseeuphoria.com/franchise5 lee.kleiner@gmail.com http://www.townepost.com/indiana/center-grove/grab-red-sharpie/ http://youarecurrent.com/2018/05/18/which-wich-to-open-soon-in-west-carmel/ https://1851franchise.com/franchisee-success-which-wich-2323

Bonnie Micheli and Tracy Roemer are the co-founders and owners of Shred415, a total body workout franchise system. Bonnie and Tracy met as young moms during a playdate in their Chicago neighborhood alley, the two began reminiscing on the past and their fitness hobbies. Frustrated between being a busy parent and the lack of sweat-worthy boutique fitness options that catered to their needs, the duo put together their 25 combined years of fitness experience and began mapping out a vision that combined all elements of a dynamic, effective workout that provided results.   Key Takeaways: [0:22] Today’s episode of Franchise Euphoria is brought to you by The Franchise 5 package. Head over to franchiseeuphoria.com/franchise5 to learn more! [1:01] Josh introduces today’s guests, Bonnie Micheli and Tracy Roemer, the cofounders of Shred415, a boutique fitness concept that has just started their franchising efforts. [2:32] Josh welcomes Bonnie and Tracy to Franchise Euphoria. [3:08] Tracy quickly recaps the story of how she met Tracy and what caused the two to bond. [5:06] In 2010, Tracy and Bonnie recognized the lack of treadmill and strength studios in such a large metropolitan area in Chicago. Seeing their opportunity, they opened their first Shred415 location in 2011. [8:12] Part of the design of their program is making sure everybody feels included and not intimidated by the atmosphere. [10:47] Having a business partner that had the same vision as you for your dream really helped propel Shred415 to fruition. [13:20] After seven years of business, Shred415 now has almost 20 locations, which is a fairly accelerated rate of growth for their industry. [14:27] The second Shred415 location came about to be an overflow location for their main facility due to the fact that they were experiencing 100% sign up rates and an unimaginable wait list for their classes. [18:35] Even though membership was few and far between in the beginning, they were still getting a lot of press in the early months, and as soon as people started seeing results, customers started showing up. [21:09] Early on, Tracy and Bonnie weren’t sure how to go about bringing in employees to Shred415. They started with an ad on Craigslist, and although they only brought on one person from that ad, he is still with them today and just purchased three franchises from them. [25:02] The toughest part about franchising their business was shifting their focus to dealing with corporate managers to franchisees, which requires a different level of attention since they are investing so much more in the business. [28:56] Shred415 is open to opening locations all across the US with new locations coming in California, Denver, Memphis, and more. [31:06] Thanks for listening, and please, reach out to Josh anytime through email at josh@franchiseeuphoria.com. If you enjoyed this interview, please leave us a review on iTunes.   Mentioned in This Episode: josh@franchiseeuphoria.com www.franchiseeuphoria.com www.franchiseeuphoria.com/franchise5 http://www.shred415.com/ https://bonnieandtracy.com/ https://www.instagram.com/bonnieandtracy/ https://twitter.com/BonnieandTracy

Bobby Malek is a multi-unit franchisee for Jimmy John's. He currently owns four Jimmy John's franchises in Florida and has another in development. Prior to opening his sandwich shops, Malek played professional baseball where he was a part of the New York Mets and Los Angeles Dodgers' systems. Originally from Canton, MI, Malek was also a 3x All-American and Big Ten Baseball Player of the Year at Michigan State University. Malek and his wife Michelle have twin daughters, Harper and Riley.   Key Takeaways: [0:22] Today’s episode of Franchise Euphoria is brought to you by The Franchise 5 package. Head over to franchiseeuphoria.com/franchise5 to learn more! [1:01] Josh introduces today’s guest, Bobby Malek, a Jimmy John’s mulit-unit franchisee and former pro baseball player. [2:26] Josh welcomes Bobby to Franchise Euphoria. [2:56] Bobby briefly goes through his history as a professional athlete, getting his start at Michigan State University then moving onto getting drafted by the New York Mets. [4:04] Wanting to invest in his future as a businessman, Bobby reflected on his time in college when he would frequently eat at Jimmy John’s and decided he wanted to pursue them as a business venture. [7:16] Bobby was really impressed with the recruitment process Jimmy John’s put on and felt that he had an extremely smooth transition from his playing career to an entrepreneur. [8:07] The first two stores were opened by Bobby, the next two were purchased from existing franchisees, and now Bobby is looking at opening a fifth one. All of his stores are in Florida. [10:32] Josh points out that you can draw on the same concept of having to communicate messages to your team in both baseball and franchising. [12:46] For Bobby, adding the second location was a challenge, but it forced him to be prepared. [16:22] As a multi-unit franchisee, there is no such thing as a “typical” day. But Bobby’s advice to the listeners is that you must be present in order to succeed. [19:59] Bobby does his best to replicate the Jimmy John’s mantra of love, hugs, and smiles to propel the success of his locations. [23:21] Thanks for listening, and please, reach out to Josh anytime through email at josh@franchiseeuphoria.com. If you enjoyed this interview, please leave us a review on iTunes.   Mentioned in This Episode: josh@franchiseeuphoria.com www.franchiseeuphoria.com www.franchiseeuphoria.com/franchise5 @JimmyJohns www.jimmyjohns.com www.jimmyjohns.com/franchising

Jania Bailey is the President and CEO of FranNet. Under her leadership, she’s led the company through unprecedented growth and has established FranNet as the most respected voice in the franchise consultant industry in North America. Since her tenure began, FranNet has more than doubled the number of FranNet offices across North America and has transitioned FranNet to a franchise business model. Bailey also spearheaded national relationships with the SCORE, ASBDC, BNI and PAFI, while also forging partnerships with several veteran’s groups across the country. Through these relationships, Bailey has been instrumental in educating these organizations on the benefits of franchising. Bailey sits on the Executive Board of Directors for the International Franchise Association (IFA) and is a certified franchise expert. She also serves as Vice Chair on the IFA Membership Committee. Bailey also authored the book, “Thriving – The Journey to Success in the Business World” and co-authored the Amazon best-selling book, “More Than Just French Fries.”   Key Takeaways: [0:22] Today’s episode of Franchise Euphoria is brought to you by The Franchise 5 package. Head over to franchiseeuphoria.com/franchise5 to learn more! [1:01] Josh introduces today’s guest to the show, Jania Bailey, the president and CEO of FranNet. [3:15] Josh welcomes Jania Bailey to the show. [3:52] FranNet is a 32 year-old company that was originally founded as a mutual benefit company. [4:32] Their concept now is that their franchisees provide franchise consulting for franchise prospects considering different systems. [5:36] Right now, FranNet works with about 150 franchise brands. [6:05] Recently, FranNet published their client “bill of rights” to help them understand what their business is and what it isn’t. [8:12] The process for franchised businesses to connect with FranNet is thorough and taken very seriously. There are several steps a franchise has to go through before being approved. [13:01] Jania details what the process of assisting a client at a FranNet location looks like. [16:25] Josh reflects on some people who have reached out to him about buying a franchise, and oftentimes, they need some extra direction in selecting the right franchise. [17:35] Oftentimes, people fall in love with the product from a franchise and don’t consider what it would actually be like to own one. [18:36] FranNet has 55 offices in the US as well as locations in Canada and Germany. [22:24] Thanks for listening, and please, reach out to Josh anytime through email at josh@franchiseeuphoria.com. If you enjoyed this interview, please leave us a review on iTunes.   Mentioned in This Episode: josh@franchiseeuphoria.com www.franchiseeuphoria.com www.franchiseeuphoria.com/franchise5 www.frannet.com More Than Just French Fries Thriving: The Journey to Success in the Business World

Alan Michael McKenna is a highly accomplished and successful marketing and sales strategist with over 20 years’ experience in turning companies around and exploding their growth. He has a proven track record for helping companies attain massive revenue increases, slash marketing costs, and grow their bottom ­line profits through innovative sales and marketing strategies. Originally from England, Alan managed the marketing nationally for a $60 Million UK Company before being transferred to the US where he helped market and launch the English Conservatory to the USA and quickly helped grow that business from zero to $20 million annually, even accelerating the annual revenues of one office by almost 60% in just eight weeks. Alan then moved to California and established his own sales and marketing consulting company where he helps his clients create 6 and 7-figure sales funnels and has driven more than $30,000,000 in additional revenues for his clients. Alan lives from the principle of constant and never-ending improvement both personally and professionally and is dedicated to conscious and sustainable business practice and growth.   Key Takeaways: [0:22] Today’s episode of Franchise Euphoria is brought to you by The Franchise 5 package. Head over to franchiseeuphoria.com/franchise5 to learn more! [1:01] Josh introduces today’s guest, Alan Michael McKenna, a marketing and sales strategist with over 20 years of experience in assisting companies expand. [2:18] This interview focuses on two things: how people in the franchise space can improve their sales conversion process and also how franchisors can improve by bringing on more franchisees. [2:54] Josh welcomes Alan to Franchise Euphoria. [3:41] Alan broke into the sales and marketing industry at the young age of 19 by taking notes from a role model who had a proven sales record and putting some efforts into door-to-door sales. He was eventually transferred to the US to head up marketing efforts and now resides on the west coast full time. [7:08] The key to any sales position is learning not to take rejection personally. [9:25] In franchising, especially with higher ticket items such as home remodeling franchises, you have to be tactical in how you execute business. And from the franchisor perspective, when you’re driving traffic to have people purchase your franchise, you have to recognize you’re building and nurturing a relationship and not just executing a business transaction. It’s about the fulfilling the needs of the prospect. [14:32] If you’re driving leads into a system that isn’t optimal, you could end up burning a lot of money. [17:50] There are two specific things you need to pay attention to when it comes to getting better conversions: (1) pre-frame your conversations for where the conversation is going and (2) when it comes to presenting the price, don’t change your demeanor. [21:37] The sales process is really about asking lots of questions, fully understanding the needs of the prospective client, and coming from a place of service, before you present your solution. That way you can frame your offer to best suit their needs creating the desire for what you have, making the sale so much easier. [27:36] More often than not, people will have contacted you because you already have what they want. It’s about finding a way to serve them in a way that is agreeable and accessible for their needs. [29:14] For franchisors, the perspective changes to a business to business transaction. The key before you ever get into a conversation with an inquirer is to provide a nurture sequence before the conversation takes place. [31:45] Running prospects through a qualification process is crucial for franchisors. [35:43] If you want to learn more about Alan Michael McKenna you can visit his website listed below. [36:43] Thanks for listening, and please, reach out to Josh anytime through email at josh@franchiseeuphoria.com. If you enjoyed this interview, please leave us a review on iTunes.   Mentioned in This Episode: josh@franchiseeuphoria.com www.franchiseeuphoria.com www.franchiseeuphoria.com/franchise5 www.businessaccelerationstrategies.com http://highprofitsalesfunnel.com https://www.facebook.com/businessaccelerationstrategies https://twitter.com/alanmmckenna https://www.linkedin.com/in/alanmckenna

Rick Day is an entrepreneur from San Diego, CA. After getting out of the NAVY in 1985, he put himself through college at San Diego State University and soon thereafter founded a telecom firm which he grew over 17 years. After selling his company in 2009, Rick has invested and has an active management hand in a boat dealership, a finance brokerage company, and with two other partners. Furthermore, he owns five Phenix Salon Suites franchise locations.   Key Takeaways: [0:22] Today’s episode of Franchise Euphoria is brought to you by The Franchise 5 package. Head over to franchiseeuphoria.com/franchise5 to learn more! [1:01] Rick Day is a coach and operational executive who strives to turn entrepreneurs into CEOs. Additionally, he is a multi-unit franchisee for Phoenix Salon Suites. [2:25] Josh welcomes Rick back to the show. Click here to listen to Rick’s first appearance on Franchise Euphoria. [4:07] Rick’s first venture into entrepreneurialism was at an auto business to help him work his way through college. [6:04] The Phenix Salon Suites is a concept that was developed in Colorado Springs that revolves around giving salon professionals their own space where they get to set their own hours, keep all their revenue, and maintain their environment. [7:49] Rick’s role within this system is more on the backend of the business with cash-flow management, book keeping, and operational arrangements. [10:13] The renovations for a Phenix Salon Suite are quite extensive and require a specific buildout to make the most out of a space while also making it a unique and individualized spot. [15:30] While Rick never saw himself as a salon guru, he began looking into the opportunity with Phenix and he saw opportunity to apply his entrepreneurial spirit from previous experiences to this niche franchise system. [18:13] At each site, they have a manager to help with the onsite help and managing the tenants of each suite so that Rick doesn’t have to maintain presence at each of his five locations. [21:07] The great thing about this business model is that even if the economy does slow down, people still will need to get their hair done, nails done, and other assorted body treatments. The industry is very elastic in that sense. [24:31] Rick didn’t go through an extensive process before buying into Phenix; he did a few site inspections at other locations to be sure the quality was up to par and talked with some of the tenants to be sure this was a concept they loved. He eventually saw the unique opportunity it presented and decided to take the plunge. [26:18] Rick enjoys the aspect of franchising where if your build your business enough, eventually it will start to run on its own. [29:41] If you want to learn more about the Phenix Salon Suites franchise system, www.phenixsalonsuites.com. [30:52] Thanks for listening, and please, reach out to Josh anytime through email at josh@franchiseeuphoria.com. If you enjoyed this interview, please leave us a review on iTunes.   Mentioned in This Episode: josh@franchiseeuphoria.com www.franchiseeuphoria.com www.franchiseeuphoria.com/franchise5 www.businessbyday.com https://www.facebook.com/businessbyday/ www.scyachts.com www.phenixsalonsuites.com www.franchiseeuphoria.com/systems-with-rick-day/

Sami Sweeney owns and operates six Pure Barre studios in the Seattle, WA area. Raised in the Northwest, Sami has been involved in fitness her entire life. From early in her childhood, Sami competed in gymnastics and cheerleading, continuing through high school and earning a scholarship to the University of Idaho. She graduated from the University of Idaho with honors and two degrees in Finance and Economics. While in undergrad she became an avid runner and has since participated in several half and full marathons. In early 2009 Sami moved to Nashville where she became a Pure Barre teacher. It was here she fell in love with the Pure Barre technique, leaving business management to teach fitness full-time. A year later she became a Master Teacher Trainer, and traveled the southeast training new Pure Barre teachers. In 2010 Sami opened her first studio in Seattle, WA and has continued to grow the brand in Seattle for the past 5 years. She serves on the board of Pure Barre's Strategic Development Committee, is a lululemon ambassador, a member of the Bellevue Chamber of Commerce, and is actively involved in the communities of her businesses. Key Takeaways: [0:22] Today’s episode of Franchise Euphoria is brought to you by The Franchise 5 package. Head over to franchiseeuphoria.com/franchise5 to learn more! [1:01] Our guest today is Sami Sweeney, a multi-unit Pure Barre franchisee in the Seattle area. [3:03] Josh welcomes Sami to Franchise Euphoria. [4:26] Pure Barre is a 50-minute, group fitness exercise that draws elements from Pilates, weight-lifting, and dance to create challenging, isometric workouts. [5:14] Sami always knew she wanted to be a business owner but had not considered being a franchise owner as an option. [6:27] Sami got her start with Pure Barre at the original studio in Nashville as an instructor before they had even begun their franchising efforts. [9:04] The owner of Pure Barre recruited Sami to work for their corporate team once they decided to expand through a franchise model. [10:01] Once she decided to become a franchisee, right away Sami committed to becoming a multi-unit owner of four locations. [11:35] Sami really focused her efforts in opening her first location to lay a solid foundation, but she found that it was extremely challenging to get the ball rolling as one of the original franchisees. [12:17] Once of Sami’s biggest regrets with opening her first location was the location she chose because it didn’t give her proper visibility. [15:15] Drawing from the learning curve of her first location, she really nailed her second location, and upon relocating her first studio, found much success going forward. [18:33] Sami faced many challenges when running multiple locations. One of the biggest was securing employees for the long-term, and as a result, she had to develop some sturdy systems to streamline this cycle. [20:19] Two big challenges Sami faced were finding the right people to work in her business and finding enough customers to fill the studios. [21:14] Sami prides herself on being an extremely active owner who cares about her clients and maintains a constant presence, but its important to find the balance of working on the micro level of the business versus the macro. [23:58] At this point, Sami is not necessarily looking to grow into any new studio locations, but pouring her energy into improving her existing locations and honing in on the geographic location she’s in without spreading herself too thin. [26:00] Sami wants any potential future franchisees of Pure Barre to be sure they do their homework on the FDD and talk with existing franchisees. Also, on a qualitative side, it’s so important to be sure that any potential franchisees feel confident that this franchise is a good fit for them because it’s more than just being passionate about the product.  [29:05] Thanks for listening, and please, reach out to Josh anytime through email at josh@franchiseeuphoria.com. If you enjoyed this interview, please leave us a review on iTunes.   Mentioned in This Episode: josh@franchiseeuphoria.com www.franchiseeuphoria.com www.franchiseeuphoria.com/franchise5 www.instagram.com/purebarrewa

Key Takeaways: [0:22] Today’s episode of Franchise Euphoria is brought to you by The Franchise 5 package. Head over to franchiseeuphoria.com/franchise5 to learn more! [1:01] On today’s episode, Josh is throwing it back to an episode he recorded with Bob Burg, the co-author of the Go Giver series, back in 2014. Josh has found that in going through the show archives, many of the principles from this episode are still applicable today and wanted to call everyone’s attention to it. [3:12] Josh introduces Bob Burg, a public speaker at corporate and entrepreneurial events. While Bob is known for his book “Endless Referrals,” he has captured the heart and imagination of his readers with his book, The Go Giver. [5:04] Josh welcomes Bob to Franchise Euphoria. [6:01] Bob was led to write The Go Giver because he saw the need in the business community for people to develop the ability to influence others. [8:40] The difference between persuasion and manipulation is that when you persuade someone, you are moving someone by influence to a desired action by positive means. Whereas manipulation is influence by way of threatening negative repercussions. [14:51] Bob gives a brief overview of the five principles mentioned in the book which are:               1) Control your own emotions               2) Understand the clash of belief systems               3) Acknowledge their ego               4) Set the proper frame               5) Communicate with tact and empathy [15:24] The difference between influence and ultimate influence is regular influence the ability to move a person to a certain thought or action. Ultimate influence is that you are doing so in such a way that everyone comes away feeling good about the transaction. [21:00] A belief can be defined as a “subjective truth.” Sometimes one’s self-truth and actual truth fall in line together, but this isn’t always the case. A belief system is comprised of everything from upbringing to pop-culture and everything in between. [24:15] The ego is the part of us that recognizes we are unique individuals, separate from every other person. When our ego gets out of control, we start acting in an unproductive way. [26:20] The main ingredient to make someone take a certain action is making them feel good about themselves. [27:52] A frame is a foundation from which everything evolves. The key to success is having the ability to reset somebody’s negative frame. [32:05] Tact is the language of strength. Tact ties the other principles together because it is a way to correct, constructively critique, and establish framework with a proper mindset. [33:54] The one question you can ask to keep a potential misunderstanding from taking place is “what do you mean by…?” But be sure you add a tactical softener such as “just for clarification…” [40:29] When it comes to leadership and influence, as important as words are, it’s more who you are, which is where character comes into play. [42:29] To learn more about Bob, visit burg.com. [44:06] Thanks for listening, and please, reach out to Josh anytime through email at josh@franchiseeuphoria.com. If you enjoyed this interview, please leave us a review on iTunes.   Mentioned in This Episode: josh@franchiseeuphoria.com www.franchiseeuphoria.com www.franchiseeuphoria.com/franchise5 https://burg.com/ https://thegogiver.com/order-now/ https://thegogiver.com/the-go-giver/ https://thegogiver.com/adversaries-into-allies/