1851

Franchise sales organization <a href="https://raintreesales.com/?utm_source=1851franchise.com&utm_medium=article&utm_campaign=why-franchise-brands-should-focus-on-awarding-deals-not-selling-deals-2717387" target="_blank" rel="nofollow">Raintree</a> prides itself on helping brands meet and exceed their franchise growth goals by not only navigating the complex lead generation process, but also by recruiting the right types of franchise owners. Now, with <a href="https://1851franchise.com/covid-19-and-high-unemployment-set-up-2021-for-franchise-sales-feeding-frenzy-2714528">a revamped interest</a> in entrepreneurship following the COVID-19 pandemic, partnering with the right franchisees has never been more important, and Raintree makes sure franchise brands understand that successful franchise growth is about awarding franchises, not selling them.&nbsp;<h4>Raintree Teaches Brands to Build Target Buyer Personas, Slow Down and Not Be Afraid of Saying No</h4>When it comes to prioritizing the right franchisees over the highest number of franchisees, Raintree CEO <a href="https://www.linkedin.com/in/brent-dowling-?utm_source=1851franchise.com&utm_medium=article&utm_campaign=why-franchise-brands-should-focus-on-awarding-deals-not-selling-deals-2717387" target="_blank" rel="nofollow">Brent Dowling</a> says a lot of brands talk the talk but don’t walk the walk.&nbsp;“It's common rhetoric in our industry, but we've found the actions don't always match the words,” said Dowling. “When we work with a brand, we make sure to understand the culture and community of the owners, and determine the attributes and skill sets franchise owners need to thrive in their system. Before brands generate leads or sell franchises, they need to evaluate the current system, determine who is successful and why, build target personas, build lists of non-negotiables and have a process to carefully vet people from day one.”At Raintree, Downling says they make sure to only work with prospective franchise owners that they truly believe will be a successful addition to the brand.&nbsp;“It is important that prospects understand that just because you have a checkbook or you're interested in a brand, it doesn't mean it's going to end in a yes,” Dowling said. “The first thing we teach development directors is the value of saying ‘no.’ Sure, it will stunt their sales results in the first year, but you look at the longer-term development directors and it is clear they are experts and have that experience in saying no and respecting the brand. That leads to exceptional conversion rates and strong sales.”With this strategy in place, Dowling says Raintree is able to spend the time on targeting the right prospects and putting that <a href="https://1851franchise.com/raintree/raintree-teaches-franchisors-how-they-can-triple-their-franchise-sales-in-12-months-2713232#brand-latest-stories">sustainable, long-term infrastructure</a> in place. That is why Raintree’s average client’s franchise sales is six in the first year of partnership, and an eye-popping 21 in year two.Especially for emerging brands, this slow ramp-up ensures they truly understand what it means to bring in franchise owners. “Some brands sell 15 units in one year and then realize that there are deficiencies in the support program, and they stall out,” Dowling said. “That is the biggest reason why you see 300 brands exit franchising each year. Going slow and making sure you're bringing the right people in is key in the first year if you hope to have a healthy, long-term franchise.”<h4>Raintree’s Approach Has Helps Franchise Brands Grow the Right Way</h4>When <a href="https://1851franchise.com/houndstownusa">Hounds Town USA</a>, the doggy day care brand, partnered with Raintree, they had already signed several franchisees on their own, but realized that they needed an expert to help them recruit the franchisees that fit the brand best, both culturally and financially. Today, with 19 units open and nearly 80 in development, Hounds Town USA understands the power of selectively awarding franchises based on more than just the financials and has already signed 34 new units this year while breaking into five new states."We look at our franchisees as investing partners primarily — and only part of that total package is money,” said <a href="https://www.linkedin.com/in/jackie-bondanza-36ba783?utm_source=1851franchise.com&utm_medium=article&utm_campaign=why-franchise-brands-should-focus-on-awarding-deals-not-selling-deals-2717387" target="_blank" rel="nofollow">Jackie Bondanza</a>, CEO of Hounds Town USA. “We have found that failing to consider other important factors outside of liquid capital and net worth has the potential to dilute the brand and divert our vision for growth.”Bondanza says those other factors can include a wide range of questions. “We consider how prospects handle stress, their personalities, their long-term personal, professional and financial goals, how they will represent the brand in their community, their commitment to the business, their family's support of the endeavor, and so on,” she said. “For us, we are looking for true 'townies’ — people who really believe in our brand so much that they are going to live and exude our core values every day."In 2008, <a href="https://1851franchise.com/footprintsfloors/executive">Bryan Park</a> founded flooring franchise <a href="https://1851franchise.com/footprintsfloors">Footprints Floors</a> in Littleton, Colorado and began to grow the brand organically. Soon, Park realized he needed support on the development side and chose to seek aid and advice from Raintree.&nbsp;At the start of its <a href="https://1851franchise.com/raintree/how-a-realignment-of-philosophy-and-exceptional-listening-helped-raintree-deliver-for-footprints-floors-2711286#brand-latest-stories">partnership</a> with Raintree, Footprints Floors had just five franchise owners. Today, Footprints Floors has grown to over 146 territories across the country — signing <a href="https://1851franchise.com/raintree/how-raintree-has-helped-footprints-floors-sign-more-than-30-deals-for-50-territories-since-may-2019-2714923#brand-latest-stories">over </a>75 new franchise owners in 31 states since May 2019. But Park says their success is less about the numbers and more about ensuring franchisees will thrive within the system.“We’re in the practice of carefully vetting prospective franchisees not only to protect the brand by bringing in the best and most qualified franchise owners, but also to protect prospects from themselves,” said Park. “These prospects are looking to spend a good deal of money upfront and are signing on for a seven-year commitment. If they’re not a good fit for whatever reason, let’s figure that out ahead of time and save the prospect a lot of money, time and heartache. Awarding franchises is a mutual agreement, not a unilateral purchase process.”Overall, Dowling says Raintree’s primary goal is to become the leader in ethical franchise success. “We need both sides to be successful for us to be successful. Sometimes this means denying the candidate the opportunity to fail,” he said. “I think many prospective franchise owners don’t understand the idea of a mutual evaluation process. These folks often end up completely shocked when they are not offered a franchise. But I’m proud of the Raintree team, and the brands we develop, every time they show the discipline to say “Franchise application denied.”&nbsp;To learn more about Raintree, visit <a href="https://raintreesales.com/?utm_source=1851franchise.com&utm_medium=article&utm_campaign=why-franchise-brands-should-focus-on-awarding-deals-not-selling-deals-2717387" target="_blank" rel="nofollow">https://raintreesales.com/</a>

Why Franchise Brands Should Focus on Awarding Deals, Not Selling Deals

1851 Franchise

With a culture-driven approach to franchise development, Raintree helps franchisors partner with the right prospects, creating sustainable, long-term growth.

This brand page has been paid for by 1851. Content within this page that is paid will showcase a Sponsored icon. This means the brand has engaged 1851 FRANCHISE to write the content. Content without the Sponsored Icon is aggregated media placements the brand earned. Questions can be sent to editorial@1851franchise.com

why-franchise-brands-should-focus-on-awarding-deals-not-selling-deals

Woodhouse Spas

Photo of exterior of Woodhouse Spa location

How Woodhouse Spas Leverages Learning Management Systems

woodhouse-spa-franchise-training-lms

Image Studios

image of studios salon suites stylists business owners

Finding Freedom: Why Beauty and Wellness Professionals Build Their Dream Careers With IMAGE Studios

benefits-image-studios-salon-suites

IMAGE Studios Offers a Scalable, Real Estate-Focused Franchise Opportunity in an Industry Projected to More Than Double Within a Decade

image-studios-franchise-opportunity

ServiceMaster Restore

ServiceMaster Restore - Disaster Response - 1851 Franchise

When Disaster Strikes, ServiceMaster Restore Moves

servicemaster-restore-disaster-response-carmen-coleman

Children's Lighthouse

How Children’s Lighthouse Stands Out Among Other Children’s Education, Childcare, and Daycare Franchises

how-childrens-lighthouse-stands-out-among-other-childrens-education-childcare-and-daycare-franchises

Buying a Franchise Masterclass

 Franchise Opportunities

Get Support Buying a Franchise

How to Buy a Franchise White Paper

How to Buy a Franchise

How to Sell Franchises

How to Grow a Franchise

Find a Franchise Supplier

1851 Franchise Opportunities

Franchisor News

Franchisor Power Rankings

FranCamp Mastermind Summit

Franchise Development Website Builder

Franchise Resources

What ALEC-Laffer's Report Means for Franchising

Website Awards

Power Rankings

About 1851

Advertise on 1851

Contact 1851 Editorial

Terms of Use

1851 Login

GROWTH CLUB LOGIN

facebook

instagram

twitter

linkedin

youtube

Design with American and Federal Reserve flags against light blue background

Federal Reserve Expected To Cut Rates by Quarter Point, a Move That Could Boost Franchise Growth

fed-rate-cut-boosts-franchise-growth

Potbelly to be Acquired by RaceTrac in $566 Million Deal 

racetrac-acquires-potbelly-in-566-million-deal

Health Care Hiring Slowdown Highlights In-Home Care Franchise Opportunities - 1851 Franchise Agg

Health Care Hiring Slowdown Highlights In-Home Care Franchise Opportunities 

health-care-hiring-slowdown-in-home-care-franchise-opportunities

Caribou Coffee Names Scott Kennedy CEO, Eyes Continued Growth

caribou-coffee-names-scott-kennedy-ceo-eyes-continued-growth

McDonald’s Launches New Extra Value Meals as Consumer Demand for Value Continues to Climb

mcdonalds-launches-extra-value-meals

1851 Franchise Deep Dive graphic with Sparkle Squad logo

Sparkle Squad Franchise Costs, Fees, Profit and Data for 2025

franchise-deep-dive-sparkle-squad-franchise-costs-fees-profit-and-data

graphic image of a financial deep dive of americas swimming pools co.

America’s Swimming Pool Company Franchise Costs, Fees, Profit and Data for 2025

americas-swimming-pool-asp-franchise-deep-dive

image of The Cleaning Authority Franchise Deep Dive Article financial investment details

The Cleaning Authority Franchise Costs, Fees, Profit and Data for 2025

the-cleaning-authority-franchise-deep-dive

JEI Learning Center Franchise Deep Dive 2025 - 1851 Franchise

JEI Learning Center Franchise Costs, Fees, Profit and Data for 2025

jei-learning-center-franchise-cost-profits-data

Hely and Hiral Patel Bring Their Longtime Dream to Life With The Brass Tap

brass-tap-franchise-pasadena-maryland-hely-hiral-patel

1851 Keyword - The Secret To Succeeding With a Part-Time Franchise Is Picking the Right Model

The Secret To Succeeding With a Part-Time Franchise Is Picking the Right Model

part-time-franchises-picking-the-right-model

Franchisee spotlight graphic with photo of Ricki Oberoi and Layne's Chicken Fingers logo

Why Franchise Brands Should Focus on Awarding Deals, Not Selling Deals

MORE STORIES LIKE THIS