Justin Colby

Become an opportunity.

Become an opportunity.

That's exactly right.

That's exactly right.

That's right. We have a franchisee, though, Justin, that throws this all out of whack. He sends out marketing in West Texas, and it just seems like anybody that calls is an opportunity. So his ratio is through the roof. What city was that again? I'm going to have to just... So the beautiful thing about this is this isn't so much where you're starting today.

That's right. We have a franchisee, though, Justin, that throws this all out of whack. He sends out marketing in West Texas, and it just seems like anybody that calls is an opportunity. So his ratio is through the roof. What city was that again? I'm going to have to just... So the beautiful thing about this is this isn't so much where you're starting today.

It's identifying, getting a baseline, and then the data allows you to make improvements. But if you know that, all right, I'm only converting leads to opportunities at X amount of ratio, then I can drive to make that, you know, I can... I have a higher percentage of live answer. I can have more urgency and follow up to get in touch with people.

It's identifying, getting a baseline, and then the data allows you to make improvements. But if you know that, all right, I'm only converting leads to opportunities at X amount of ratio, then I can drive to make that, you know, I can... I have a higher percentage of live answer. I can have more urgency and follow up to get in touch with people.

One of my favorite metrics, because it seems to be one of the best indications of success, is driving your ratio of appointments. What percentage of the opportunities do you attend appointments on? The higher that number is, in fact, early franchisees, we say hit 100%.

One of my favorite metrics, because it seems to be one of the best indications of success, is driving your ratio of appointments. What percentage of the opportunities do you attend appointments on? The higher that number is, in fact, early franchisees, we say hit 100%.

Now, that's not realistic, but if we set in their mind that you just need to go on 100% of the appointments or opportunities that are created, you need to attend 100% of them as appointments, offers equivalent, you know, getting out and meeting with sellers.

Now, that's not realistic, but if we set in their mind that you just need to go on 100% of the appointments or opportunities that are created, you need to attend 100% of them as appointments, offers equivalent, you know, getting out and meeting with sellers.

You're setting them up with the experience, the training, get the marbles out of the mouth, perfecting the system, and ultimately giving them the highest probability of success.

You're setting them up with the experience, the training, get the marbles out of the mouth, perfecting the system, and ultimately giving them the highest probability of success.

Yeah.

Yeah.

I'm going to take one step back first because then I want to talk about the value add. But we actually are very protective of the Joe Homebuyer brand because that's essentially what we're offering is to streamline and to bring, you know, a brand that then they can leverage. Right. But we're really looking for brand ambassadors. So

I'm going to take one step back first because then I want to talk about the value add. But we actually are very protective of the Joe Homebuyer brand because that's essentially what we're offering is to streamline and to bring, you know, a brand that then they can leverage. Right. But we're really looking for brand ambassadors. So

Gone are the days where we'll send, they say in the early days of franchising, you only sell franchises to family and suckers, right? That's the only people that would ever buy your franchise, right? Because it's new, it's unproven. Well, gone are those days. So we're very much looking for the right fit. And that goes both ways. We're not naive.

Gone are the days where we'll send, they say in the early days of franchising, you only sell franchises to family and suckers, right? That's the only people that would ever buy your franchise, right? Because it's new, it's unproven. Well, gone are those days. So we're very much looking for the right fit. And that goes both ways. We're not naive.