Welcome to another exciting episode of The Advisory Board Podcast, proudly sponsored by ClientTether. In today's episode, we sit down with Brandon Clifford, the dynamic COO of Business Alliance Inc (BAI), a seasoned entrepreneur who dove into the business world right after college, opening three successful restaurants.

With eight years as a BAI consultant and four years as the franchisor FranDev for Homewell Care Services, Brandon brings a wealth of experience to the table. Beyond the boardroom, he's a family man with four kids, and his love for the outdoors is evident in his non-profit board involvement.BAI, a thriving entity for 30 years, is at the forefront of franchise sales, and Brandon shares insights into the evolving landscape.

He emphasizes the importance of fit when incorporating brokers into your strategy and advocates for a diversified lead flow. Brokers, he notes, are more than just lead generators; they are valuable networking relationships that require time and effort investment.Brandon delves into franchise recruitment processes, stressing the significance of not solely focusing on closing deals. Instead, he encourages brands to work with multiple networks, provided there's a diverse lead flow.

Brokers should be part of a holistic strategy, not standalone.To engage brokers effectively, Brandon suggests hosting webinars, offering incentives, and sharing dead leads still interested in franchising.

Understanding the mindset of brokers is crucial, and consistent communication, avoiding spam, and educating them about the perfect fit are key strategies.Curious about when your brand is ready to work with brokers?

Brandon provides valuable advice, emphasizing the 20-50 location range, good brand history, and ample territory availability. For early-stage brands, he recommends modeling after the founder, focusing on customer and employee validation, and knowing your avatar.

Tune in for this insightful conversation with Brandon Clifford, where we unravel the intricacies of franchise sales, broker relationships, and the dynamic world of BAI. A big thank you to our sponsor, ClientTether, for making this episode possible. Remember, success in franchising is not just about deals; it's about building lasting relationships. Happy listening!