Rome Floyd Chamber Small Business Spotlight – Anna Winstead with the Rome Braves and Steve Smith with Smith’s Auto Repair
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BRX Pro Tip: Closing the Sale
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BRX Pro Tip: Closing the Sale
Stone Payton: [00:00:01] And we are back with BRX Pro Tips. Stone Payton, Lee Kantor here with you. Lee, I wanted to talk a little bit today about closing the sale, putting a bow on it, and beginning to execute the pilot in our situation. A couple of things that I want to bring to everybody’s attention. When it comes to closing the sale, if you truly are following the discipline of co-authoring the show concept, that typically should be a very natural organic step. But there is a point at which, I like to say, you’ve got to bite them in the neck.
Lee Kantor: [00:00:33] Yeah. And that you have to have an element of your sales process that does that. And then, we use something, I think you came up with the confirming release date as that lever to let the person know that they are making a good decision and puts a deadline on making that decision, and it gives them a face saving out if they choose not to pull the trigger.
Stone Payton: [00:00:56] Well, to me, and I didn’t invent it, that, you know, I’ve had the distinct pleasure of being involved with and mentored by some people who are really good at designing, delivering, and selling processes and methodology, and consulting, and training. So, that’s where I got this from. But it is important to have a stake in the ground. And so, you really can very organically on the backside of a truly collaborative conversation where you’ve co-authored a show concept, you can say, “In your opinion, do you feel this is something that you would like to do?”
Stone Payton: [00:01:28] And typically, you’ll get some version of “yes, but I need to check with my partner, my spouse. I need to think it over.” You can make that a perfectly appropriate response. “Understand completely.” I know for me to make that kind of decision, I would definitely need to talk with my business partner. And so, you need to make that “okay. You know, today’s Tuesday, if we were to set up, say, maybe—you think you’d know by next Tuesday? Would that give you enough time to make an informed decision?”
Stone Payton: [00:01:53] And typically, you’ll get an affirmative response in that regard. And then, you can just simply say, “Great. You know what, let’s set your confirmed release date for then, for next Tuesday. Hey, and listen, if you knew before then that you’re definitely going to do this or definitely not going to do this, let me know. If you’re definitely going to do it, we can put some wheels in motion. If you’re definitely not going to do it, then I can open the show concept to make it available to someone else who might benefit from it.”
Stone Payton: [00:02:22] But doing this, of course, gives you some closure and it keeps you from waiting on that phantom phone call the, you know, next week. You’ve got something in the ground, so now, you can swing back around and send the release note, which we’ve talked about before. But that is the way to wrap up that show concept meeting and set yourself up to effectively consistently close that sale out in a professional manner.
Lee Kantor: [00:02:49] Right. I’d like to add one part in between that, during that window of time when you’re asking them to make the decision. Most people have a fear of making a wrong decision. That’s why they’re not going to buy. They’re afraid of making a mistake. So, we like to, during the course of the—between when we say, “Okay, this sounds like a good idea” and the “here’s the confirming release date”. We like to add an element where we have them pull their friends on social media and say, “Hey, do you think that—my company is sponsoring this show, do you know any interesting guests?”.
Lee Kantor: [00:03:20] By having an element where they have control and they can go out and talk about this potential show to their network, number 1, they’re going to get positive response usually because people want to be a guest on shows. Number 2, that’s going to give them that confidence that this is the right decision. Number 3, by announcing it, they’ve almost bought it. Because now, they’ve got to go back if they don’t do it to explain they’re not doing that. And most people don’t like to do that. So, I like to add that element in the middle of it. But it all ends with the confirming release date because that’s how you close the sale.
Stone Payton: [00:03:55] Well, and fundamentally, that’s just good psychological sales mojo that you have your prospective client taking action because the strength of that potential account is really measured by the actions that the prospect is taking, not by the actions that you’re taking. So, yeah, I think that’s a marvelous way to go about this. Happy selling.
BRX Pro Tip: Mapping the Process
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BRX Pro Tip: Mapping the Process
Stone Payton: [00:00:02] Welcome back to BRX Pro Tips. Stone Payton and Lee Kantor here with you. Lee, we were talking the other day, it seems like you and I have gotten a great deal out of success from being careful to map out the process when we’re bringing along a new client or prospective client. Let’s talk about that a little bit.
Lee Kantor: [00:00:21] Yeah, people like to know where they’re at and what’s about to come. They like spoilers. So, I know that when we’re doing a show concept meeting with somebody, what we like to do is try to go down that list. We know what the list is ahead of time, what should be as part of a show concept meeting, and we like to get as much of that list checked off before we’re done with that meeting. So, we want to make sure that we got a name. We want to make sure we have an idea of who the ideal guests are, who the prospect is, who the power partners are, who the kind of micro-celebrities and influencers are. We’d like to get a show, day, and time. We want to make sure all of those things are accomplished in the sales meeting, so at the end, we can send them a note back with where they’re at in the process of having a show where you can go down the list. And Stone, why don’t you share exactly how you do that note? Like, what are some of the elements in that note when you’re recapping that sales meeting?
Stone Payton: [00:01:22] Well, yeah. What I love about that process, the way that it is designed is like you say, let them know exactly where we are in the process. But another key point of it with respect to our serve sales process is you’re almost there. We’re just one or two little small steps away from locking and loading this thing and putting the wheels in motion. But no, you hit the high points in a way that I like to characterize these things in the note. For example, show concept. I will characterize that as approved. The time slot, established. Like use a verb that says, “Look, this is done.” So, it’s not always, “Done, done, done, done,” but it’s other verbs that indicate, “Done, done, done, done.” And then, at the end of the list, there’s one last little thing like confirm. And then, of course, we’ve said it before, and everyone listening to this knows what a big believer I am in establishing a very specific confirmed release date. But the key to it, like you say, let them know where they are on the process. And, at least, in our situation, you’re 98.7% percent. There there’s just this one or two extra little steps left to go.
Brian Brinkley with QRails
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Brian Brinkley has over 30 years of experience in enterprise and start-ups. He is a leader in omnichannel commerce and digital payments technology.
He founded Zave Networks which was acquired by Google in 2011 and became a key component of Google Wallet. Brian has held executive roles at Sprint PCS and Lucent Technologies.
Brian joined QRails as CTO in 2019 and was asked to lead QRails growth strategy as CEO in 2021.
Connect with Brian on LinkedIn.
What You’ll Learn in This Episode
- About Brian and his career journey
- The solutions QRails provides and what differentiates the business and its workforce
- How they have helped to foster the FinTech community
- Why QRails is a great place to work
- Where the company is headed
- About AnyDay
Ann Lilly with Global Business Advisory
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Brought To You By SeoSamba . . . Comprehensive, High Performing Marketing Solutions For Mature And Emerging Franchise Brands . . . To Supercharge Your Franchise Marketing, Go To seosamba.com.
3 Decades Business Development, Business Broker, and Entrepreneur Coach Ann Lilly, MHA, MBA, has been the Chief Operating Officer for Global Business Advisory since we launched September, 2020.
Ms. Lilly has been a principal for Launch Tank, LLC in Denver, CO since August 2018. From August 2014 until August 2018, Ms. Lilly was a Franchisee for The Entrepreneur Source in Denver, CO.
High-intensity, smart, solution-driven professional dedicated to business profitability. Greater than 30 years consulting in healthcare services management, strategical planning, auditing, regulatory, and executive training.
Successful auditor with strong analytical skills and business plan development experience. Creator of comprehensive training programs for corrective action. Excel in devising both traditional and inventive solutions that transform stagnant or declining businesses into positive cash flow with revenue growth and profit margin increases.
Facilitated the growth of business migration from a large healthcare corporation to a private sector service mix, a highly successful company with direct client infrastructure; Initiative delivered 168 physician groups annual revenue of $30M.
Follow Global Business Advisory on LinkedIn, Facebook and Twitter.
What You’ll Learn in This Episode
- Who is Global Business Advisory?
- What are their differentiators?
- Will the franchisor help me find a good location?
- About the training program
- What are their lead sources?
- Is industry experience required?
- What is the investment level?
This transcript is machine transcribed by Sonix
TRANSCRIPT
Intro: [00:00:07] Welcome to Franchise Marketing Radio, brought to you by SEOSamba, comprehensive, high performing marketing solutions for mature and emerging franchise brands. To supercharge your franchise marketing, go to seosamba.com. That’s seosamba.com.
Lee Kantor: [00:00:31] Lee Kantor here, another episode of Franchise Marketing Radio, and this is going to be a fun one. Today we have with us Ann Lilly with Global Business Advisory. Welcome.
Ann Lilly: [00:00:40] It’s wonderful to be here.
Lee Kantor: [00:00:43] Well, before we get too far in the things, tell us a little bit about Global Business Advisory. How are you serving, folks?
Ann Lilly: [00:00:49] Oh, my goodness. And always business transaction. Global Business Advisory is the premier franchise sales and consulting commercial real estate business brokerage where we are able to touch every element of a business transaction and we’re the only one in the country. So it is a tremendous opportunity to do franchise sales, franchise consulting, business, brokerage, commercial real estate.
Ann Lilly: [00:01:18] And we’re able to do that and again,touch every element of a business transaction on the buy side,on the sell side, working with brokers domestically and internationally as well.
Lee Kantor: [00:01:32] Now, can you talk a little bit about the back story of the brand? Did it start out kind of with being a franchise in mind or did it start out maybe locally and then just kind of said, hey, we might have something here that can scale and replicate?
Ann Lilly: [00:01:45] Great question there. Certainly. It started out as a franchise we just launched last Labor Day weekend, literally in the heat of a pandemic we launched to solve some problems in our industry. We really feel like there is a Different maybe not
Ann Lilly: [00:02:05] A better way. We kind of think think so, but we are biased, but certainly a different way to achieve business sales and allowing those to get where they want to go, those looking for self-sufficiency through a business investment. So we did form to solve an industry need
Ann Lilly: [00:02:25] And to Solve some real market industry areas that are really coming in a tsunami way as a result of the pandemic and as a result of our baby boomers beginning to create Their Entranceway into retirement and offloading some of their businesses for Sale.
Lee Kantor: [00:02:45] Now, can you talk a little bit about this idea of franchisee? Are they somebody who is kind of maybe on this second act, maybe got, you know, maybe laid off or said I’ve had enough of this kind of corporate grind or they kind of more of the professional
Ann Lilly: [00:03:02] Franchisee
Lee Kantor: [00:03:03] Where maybe they have a portfolio of franchises and this is one of them.
Ann Lilly: [00:03:09] Fabulous, thank you very much, Leba. Yes and yes, so first, we do cater to our C Suite executives. Part of the reason we launched Labor Day
Ann Lilly: [00:03:20] Holiday was for
Ann Lilly: [00:03:22] That reason, during a pandemic when not only so many jobs were eliminated,
Ann Lilly: [00:03:27] Some industries
Ann Lilly: [00:03:29] Were eliminated. And we know that those C suites were not going to get those jobs back. And at that time, there were more than 40 million looking for a new way to make money, looking for new ways to earn income. So that’s a target. And allowing C suites a way
Ann Lilly: [00:03:47] Out, perhaps
Ann Lilly: [00:03:50] A launch pad or maybe even safety net if the northbound train has decided to take a detour that they were not expecting. On the other side of who is our business is
Ann Lilly: [00:04:03] Really anyone
Ann Lilly: [00:04:04] Who is interested
Ann Lilly: [00:04:06] Or with experience
Ann Lilly: [00:04:07] And sales
Ann Lilly: [00:04:08] And market.
Ann Lilly: [00:04:09] While experience is not needed, it’s not required. It’s certainly not required with our very robust state of the art curriculum, which we may talk about today. But it is more of a drive. It is really a business looking for results oriented folks. And we can certainly
Ann Lilly: [00:04:28] Train anyone who’s
Ann Lilly: [00:04:30] Not familiar with the industry and sales and touching every one of our income streams, of which there are ten and an opportunity for those looking
Ann Lilly: [00:04:41] For perhaps
Ann Lilly: [00:04:43] Helping others as a way of making money. Frankly, everything that we
Ann Lilly: [00:04:49] Do every day
Ann Lilly: [00:04:50] Is different.
Ann Lilly: [00:04:52] No two days
Ann Lilly: [00:04:53] Are the same for us as brokers. So it’s a beautiful way to help us get where they want
Ann Lilly: [00:04:59] To go, guide
Ann Lilly: [00:05:01] Them, coach them, consult with them, show them ways to get where they want, go. We take the reverse engineering
Ann Lilly: [00:05:09] Approach and then
Ann Lilly: [00:05:11] Share
Ann Lilly: [00:05:12] With them opportunities
Ann Lilly: [00:05:14] That meet their specific criteria. It’s a real different approach than others in the industry take for sure.
Lee Kantor: [00:05:21] So now you said no experience
Ann Lilly: [00:05:24] Is required
Lee Kantor: [00:05:24] To have been a broker in your past life, but having kind of that executive leadership, that ability to engage your team and motivate a team and to serve people, that sounds
Ann Lilly: [00:05:36] Like those are
Lee Kantor: [00:05:37] More the
Ann Lilly: [00:05:38] Qualities
Lee Kantor: [00:05:38] You’re looking for.
Ann Lilly: [00:05:40] You’re exactly right. Serving others would be number one. Certainly we are in the Zig Ziglar model where we believe that helping others get where they would like to go helps us create a beautiful, flourishing business. We have average earnings all across the United States, two hundred thousand three hundred
Ann Lilly: [00:06:03] Thousand on average
Ann Lilly: [00:06:05] Based on
Ann Lilly: [00:06:05] Commissions. We have some tremendous differentiators.
Ann Lilly: [00:06:09] Will highlight a couple of those today for sure.
Ann Lilly: [00:06:12] But yes, it is someone
Ann Lilly: [00:06:14] Who is results oriented, who can follow a system, who can follow marketing, strain marketing beautiful efforts and campaigns, and really put forth the effort to build a business. And then they will be very successful. It is really a matter of executing a blueprint here.
Lee Kantor: [00:06:36] And can you talk about like what’s a day in the life of a franchisee?
Ann Lilly: [00:06:41] Oh, that’s probably my favorite part of our industry for sure, in that no two days are the same. One day we might be speaking to several sea suite executives who are in transition
Ann Lilly: [00:06:53] Either by
Ann Lilly: [00:06:54] Choice, not willing to go back to the grind that they were
Ann Lilly: [00:06:58] Before, or maybe
Ann Lilly: [00:07:00] Not by choice. And they are one of them, nine to 11 million adults every single day looking for ways to earn money. So it is a way that you can enjoy that business, brokerage and franchise sales. Certainly that’s our bread and butter.
Ann Lilly: [00:07:18] But it is
Ann Lilly: [00:07:18] Also to learn or sit in and have an umbrella of services
Ann Lilly: [00:07:24] That allows you
Ann Lilly: [00:07:26] To live in the murder acquisitions world or learn how to do valuations
Ann Lilly: [00:07:32] Where that might
Ann Lilly: [00:07:33] Get you a listing. We have a couple of business alliances that certainly differentiators for us. So another component of a day in the life has to do with resales. Most business brokers and franchise sales consultants well, typically there serve franchise sales
Ann Lilly: [00:07:54] Or
Ann Lilly: [00:07:55] Serve business brokerage sales. Not a lot do both. We at Global Business Advisory have a 10 income streams and
Ann Lilly: [00:08:04] Be able to check every
Ann Lilly: [00:08:05] Element of a business trends.
Ann Lilly: [00:08:08] An hour a day
Ann Lilly: [00:08:09] Becomes quite diverse. We can be handling a resale for a client in the afternoon and closing on a two million dollar transaction. And in the morning, we might have feinted global business advisory to two or three candidates and we might have presented three or four out of and out of our marketplace. We have more than 70 brands already in our marketplace
Ann Lilly: [00:08:39] Or tier one
Ann Lilly: [00:08:41] Sba registered brands. So in a day in a life at Global Business Advisory, if you enjoy sitting
Ann Lilly: [00:08:48] Back behind that
Ann Lilly: [00:08:49] Computer and talking with people and building
Ann Lilly: [00:08:52] Relationships, global is
Ann Lilly: [00:08:54] Not the right business for you. If you really enjoy looking at learning about others, listening to what their needs are, their interests are where they see themselves and helping that person who becomes a client of yours, getting where they want to go. It’s the greatest thing in the world,
Ann Lilly: [00:09:17] Especially
Ann Lilly: [00:09:18] When it has to do with a business
Ann Lilly: [00:09:19] Assessment or ways
Ann Lilly: [00:09:21] That that person can become self-sufficient.
Ann Lilly: [00:09:25] So now let’s
Lee Kantor: [00:09:26] Talk a little bit about that training program, because I’m sure a lot of folks have never done this before or maybe apprehensive about do they have what it takes in
Ann Lilly: [00:09:36] Order to advise
Lee Kantor: [00:09:38] Business leaders and CEOs and business owners at this level. Because you are talking about, you know, this could be the biggest decision and that transaction might be the largest transaction in an individual’s lives.
Ann Lilly: [00:09:52] So how
Lee Kantor: [00:09:53] Do you help
Ann Lilly: [00:09:53] Them have
Lee Kantor: [00:09:54] The confidence and the skill in
Ann Lilly: [00:09:56] Order to help
Lee Kantor: [00:09:57] Execute at that level?
Ann Lilly: [00:09:59] Thank you.
Ann Lilly: [00:10:00] Several ways. Our training is the art.
Ann Lilly: [00:10:03] It is one of the biggest leads in our
Ann Lilly: [00:10:07] Industry, one of the biggest motivators of why global business advisory was launched
Ann Lilly: [00:10:14] In that not
Ann Lilly: [00:10:15] Just the training,
Ann Lilly: [00:10:16] But also support ongoing.
Ann Lilly: [00:10:19] So the training is
Ann Lilly: [00:10:20] State of the art in
Ann Lilly: [00:10:22] Four phases, encompassing one hundred and thirty
Ann Lilly: [00:10:26] Hours over a six
Ann Lilly: [00:10:28] Month period. It includes two weeks of classroom curriculum. Everything now during the pandemic, as we’re starting to
Ann Lilly: [00:10:36] Crawl out, is virtual.
Ann Lilly: [00:10:38] So it is very convenient. We always talk about high speed
Ann Lilly: [00:10:42] Internet and a laptop and you can work anywhere
Ann Lilly: [00:10:46] In the world at Global Business Advisory. So while we’d like to see some management experience, certainly some leadership positions in the experience of a candidate, it does not we do not require sales and marketing. We believe that we can teach the skills and we do that with a very robust four phase curriculum, which
Ann Lilly: [00:11:08] Begins immediately, immediately
Ann Lilly: [00:11:12] Upon execution of a franchise.
Ann Lilly: [00:11:14] Like all of our
Ann Lilly: [00:11:15] Technology is
Ann Lilly: [00:11:16] Integrated with
Ann Lilly: [00:11:18] Crm learning management system, of course, and very strong campaigns that are all integrated into our CRM for sure.
Ann Lilly: [00:11:28] It requires
Ann Lilly: [00:11:29] More than anything else other than results oriented and wanting to help others
Ann Lilly: [00:11:35] Get where they
Ann Lilly: [00:11:36] Want to go. It really requires a quick thinking. So it is no just required. But again, looking for that management and leader because we want to make sure that we’re
Ann Lilly: [00:11:50] Leading others
Ann Lilly: [00:11:52] To their success. So it really is the availability to think on your feet, to be able to follow a system. And one of our other training capacities that is different than most is the availability of support. Twenty four seven. So instead of responding to a franchise question, when they have a candidate that they’re speaking with and they’re not quite sure or don’t have the experience or competent yet competent jet to be able to know exactly how to
Ann Lilly: [00:12:24] Poise that next
Ann Lilly: [00:12:26] Step and discover that
Ann Lilly: [00:12:27] Candidate or maybe
Ann Lilly: [00:12:29] What a hangar that candidate is having, it is the opportunity to come to their leadership team. We have more than a hundred years of experience on global leadership team, and it’s not a matter of once a month, twice a month having ongoing training where we’ll talk about those candidates and battle it around. We actually have a forum
Ann Lilly: [00:12:53] Where an
Ann Lilly: [00:12:54] Officer takes a call and has the availability to that franchisee. It might be a six o’clock call this evening that they have and they know how to reach a call. They’re trained. How to reach an executive committee member and go over that call with that executive member
Ann Lilly: [00:13:14] And officer
Ann Lilly: [00:13:15] Of Global Business Advisory to be able to review the notes and make sure that they are well poised.
Ann Lilly: [00:13:22] And no
Ann Lilly: [00:13:23] Matter that franchisee in years of experience is and global business advisory, it is of our differentiators that is extremely strong support to finish the
Ann Lilly: [00:13:35] Training question
Ann Lilly: [00:13:36] Or answer to the
Ann Lilly: [00:13:37] Question. And as it relates
Ann Lilly: [00:13:39] To azar’s
Ann Lilly: [00:13:40] Or master
Ann Lilly: [00:13:42] Territories, we have a tremendous opportunity as well for area representatives or an old school terminology, major territories or master developers. So a single unit we have, as well as three levels of area representatives or master territory master developers,
Ann Lilly: [00:14:03] Also
Ann Lilly: [00:14:03] International. So again, a wonderful support mechanism that we have in place
Ann Lilly: [00:14:10] For new
Ann Lilly: [00:14:12] To the industry consultant advisors and brokers.
Lee Kantor: [00:14:16] Now, if somebody wants to learn more, have a more substantive conversation with you or somebody on the team, what is the best way to do that?
Ann Lilly: [00:14:26] Oh, you can do it through many vehicles. You can come in through our website, which is a global business advisory dot com. You can email me directly always. I’m the CEO. I’d be happy to take questions and interest and feel that out. We have air representatives throughout the country. We are a virtual model, so we do not have territorial restrictions. So we, the executive team literally will take turns getting to know you to
Ann Lilly: [00:15:02] Provide all
Ann Lilly: [00:15:03] Encompassing support for my email
Ann Lilly: [00:15:06] And Dot Lily at Global be a
Ann Lilly: [00:15:11] Inc.com. Let me
Ann Lilly: [00:15:12] Spell that and then
Ann Lilly: [00:15:14] Dot
Ann Lilly: [00:15:15] L i l l
Ann Lilly: [00:15:17] Y at global b as in
Ann Lilly: [00:15:21] Business as an
Ann Lilly: [00:15:23] Advisory
Ann Lilly: [00:15:24] Inc i n c dot com my
Ann Lilly: [00:15:27] Telephone number. Best way to reach me always with travel arrangements and travel schedules and client
Ann Lilly: [00:15:34] Schedules and
Ann Lilly: [00:15:36] Franchisor schedules is my cell phone, which is eight four nine two eight three one seven six.
Lee Kantor: [00:15:44] Well and congratulations on all the success and thank you so much for sharing your story today.
Ann Lilly: [00:15:50] Lee, thank you so much for having me. It’s my pleasure.
Ann Lilly: [00:15:53] All right.
Lee Kantor: [00:15:53] This is Lee Kantor rules here. Next time on Franchise Marketing Radio.
Kathryn Petralia with Kabbage
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Kathryn Petralia is the President and Co-Founder of Kabbage, a data and technology company providing small businesses cash flow solutions. Before co-founding Kabbage in 2008, Kathryn spent 15 years focused on digital credit, payments and e-commerce.
She was named on Forbes’ 2018 list of the World’s Most Powerful Women and currently serves on the boards of CARE USA, Fannie Mae Advisory Board, The Woodruff Arts Center, Padsplit, Rented.com and the Atlanta Chamber Music Festival.
She also co-authored the 2019 Geneva Report on World Economics.
Connect with Kathryn on LinkedIn and follow Kabbage on LinkedIn, Twitter, Facebook and Instagram.
What You’ll Learn in This Episode
- About the launch of Kabbage Checking for small businesses
- The benefits of Kabbage Checking to small businesses
- Cash flow management
- How small businesses are battling back and recovering from the pandemic
About Our Sponsor
OnPay’s
payroll services and HR software give you more time to focus on what’s most important. Rated “Excellent” by PC Magazine, we make it easy to pay employees fast, we automate all payroll taxes, and we even keep all your HR and benefits organized and compliant.
Our award-winning customer service includes an accuracy guarantee, deep integrations with popular accounting software, and we’ll even enter all your employee information for you — whether you have five employees or 500. Take a closer look to see all the ways we can save you time and money in the back office.
Jonathan Cornelius with Meet & Innovate
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Jonathan Cornelius is a startup founder that is committed to diversifying the U.S tech space. He founded Meet & Innovate, a diversity-focused recruitment platform that leverages technology to place diverse job seekers in their dream internship and full-time job opportunities.
Jonathan’s commitment to change goes beyond diverse recruitment. He is focused on changing companies from a cultural standpoint, which ultimately creates better workplaces for generations to come.
Connect with Jonathan on LinkedIn.
What You’ll Learn in This Episode
- Why Jonathan started Meet & Innovate
- Why equity for all is important to Jonathan
- Where real change stems from
- Challenges of working in DEI
About Our Sponsor
OnPay’s payroll services and HR software give you more time to focus on what’s most important. Rated “Excellent” by PC Magazine, we make it easy to pay employees fast, we automate all payroll taxes, and we even keep all your HR and benefits organized and compliant.
Our award-winning customer service includes an accuracy guarantee, deep integrations with popular accounting software, and we’ll even enter all your employee information for you — whether you have five employees or 500. Take a closer look to see all the ways we can save you time and money in the back office.
BRX Pro Tip: Don’t Fear the No
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BRX Pro Tip: Don’t Fear the No
Stone Payton: [00:00:01] And we are back with BRX Pro Tips. Lee Kantor, Stone Payton here with you. Lee, you are fond of this phrase, I’d love for you to explain it in a little bit of detail, don’t fear the no.
Lee Kantor: [00:00:13] Well, to me, no is the second best answer you can get from somebody. Because then, you know, it’s time to move on. And that’s why I love the confirm and release process that we have in place. We want to get to the no and move on, so we don’t waste time and energy and imagine these clients that don’t really exist, but they could and if everything aligns perfectly. I want to get to a no, move on, and serve somebody else. And you know what’s even better about our platform than other platforms is that, guess what, if they were semi-interested, swing back around in six months and then, invite them back on the show again.
Lee Kantor: [00:00:51] We have the perfect tool to rekindle any relationship. No one ever leaves mad at us. They couldn’t have a show. Big deal. In six months, swing back around. In a year, swing back around again. Just because it isn’t working today doesn’t mean it’s not going to be working in six months. And guess what? In six months, they’re going to think fondly of their experience when they remember back, and they might be more open to doing the deal then. So, don’t be afraid of the no and just follow up.
