What You'll Learn at Franchise Bootcamp

 “Great campus, beautiful weather, but more important, great knowledge.” -Gary Brackett, CEO at Stacked Pickle


The 2-day Bootcamp reveals the systems, methodologies, skills and practices of the leading marketing and sales professionals in the franchise community. If your goal is to sell franchises, or sell more franchises, the Bootcamp provides insightful, valuable information covering every aspect of a successful franchise development program while also demonstrating how to create an action plan that will consistently produce franchise sales for viable brands. The Bootcamp faculty includes career franchise executives who have consistently delivered, and usually exceeded, their companies’ marketing and sales goals!

The Bootcamp will help attendees better understand their own selling style and discuss how to adapt that style to effectively sell franchises — not every buyer receives information the same way!

Selling Franchises Bootcamp is set for the Miami Convention Center, Miami, FL, and occurs two days prior to Franchise Expo South at the same center.

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Bootcamp Takeaways

Graduates of the Selling Franchises Bootcamp take away a comprehensive course study guide and their own Action Plan to sell more franchises, plus you will: 

  • Develop a take-away action plan that can be immediately implemented to confidently expand viable franchise networks. The action plan includes setting and tracking benchmarks relative to all activities that must be included in a successful franchise development program.
  • Benefit long-term from the instruction, recommendations and ideas revealed by successful, career franchise marketing and sales executives
  • Understand the process for recruiting, training, equipping, supporting and compensating sales professionals as well as how to work successfully with franchise brokers.
  • Appreciate the franchisor’s ongoing financial commitment to successfully develop a franchise marketing and sales program that identifies quality leads and results in franchise sales.
  • Appreciate the value of the skills and tools that leading franchise brands incorporate to consistently produce their development outcomes.
  • Gain real-world experience and knowledge leading to more franchise sales both domestically and internationally.
  • An overview of the sales process and how to accurately and properly make legal franchise sales.
  • What happens when you don’t follow the franchise sales process? Consequences of failing to follow the process from oops to criminal liability.
  • Specific Items in Your FDD, Financial  and Other Disclosures.  

Course Content

February 18, 2020

8:30 a.m.         Keynote Speaker: Robert Tunmire

Building a Successful Development Team

With 44 years of successful franchise development experience, Robert Tunmire is one of the best people internationally to help franchise brands understand how to accelerate franchise sales. He will discuss these key points:

  1. Getting the right people on the bus
  2. Know your numbers
  3. Who is your ideal buyer
  4. Understanding leads and lead flow
  5. Leading the team to daily success

9:30 a.m.         Stages of Franchise Development

                        Moderator: Tom Portesy


David Wild, Sloan’s Ice Cream

10:30 a.m.       Coffee Break

10:45 a.m.       How to BEST work with Referral Groups/Brokers

Franchise Development experts address the

common questions regarding Referral Groups including: 

  • Is your brand a FIT for the Referral Groups?
  • Are you ready to work with Referral Groups?
  • How do you decide which group to join?

                        Moderator: Jania Bailey, CEO, Frannet


Lori Kiser, Coach-Trainer-Consultant, The Decide Group
Dan Durney, Director of Franchise Development, Assisting Hands Home Care
Danielle Wright Kimble, Director of Franchise Development, Pinnacle

Franchise Development

11:45 a.m.       Avoiding the Pitfalls of the Franchise Sales Process From the Lawyer's Perspective

Topics for this session include (a) how to avoid common pitfalls; (b) what happens when you don’t follow the legal franchise sales process, from “oops” to criminal liability; and (c) specific disclosure items in your FDD, including Item 19 financial performance representations. 

                        Moderator: Alan Burger, Esq., McDonald Hopkins, LLC


Warren L. Lewis, Esq., Akerman, LLP
Laura Lewis, Esq., Canada Lewis & Associates

12:45 a.m.       Luncheon Keynoter: Matthias H. Lehner, CEO and Founder of Bodystreet; Vice Chairman of the German Franchise Assn.

2:00 p.m.         Using Linkedin to Generate Quality Sales Leads

  • Using LinkedIn Events to get people to your Franchise Trade Show or other event.
  • Using LinkedIn to follow up on leads from your Franchise Trade Show
  • 5 Advanced Lead Generation Tips & Tricks using Sales Navigator

                        Moderator: Warren Lewis, Esq., Akerman, LLP


Kyle Foster, Student Intern, Titus Center for Franchising

Austin Titus, President, Network Lead Exchange

Joe Caruso, Franchise-Info

3:00 p.m.         Coffee Break

3:15 p.m.         Live & Online Franchise Development

Enhance your lead generation by generating more leads using digital and face-to-face strategies.

Moderator: Brian Margolis, Founder & Managing Partner, Crank Communications


Sheila Fischer, Vice President, MFV Expositions

Joseph Mohay, Co-Founder, Integrated Digital Strategies             

4:15 p.m.         Selling with Video

                        Cut through the “noise” of text and email with video content.                            

Moderator: Brian Margolis, Founder & Managing Partner, Crank Communications


5:15 p.m.         Networking Reception with Exhibitors
to 6:30 p.m.

February 19, 2020

8 a.m.              Networking Breakfast with Exhibitors

9 a.m.              Keynote Speaker: David Mattson

Optimizing Skills to Increase Sales

Dave Mattson will share some strategies to make the buyer’s journey more effective and eliminate the competition as you draw them closer to your opportunity.

10:00 a.m.       Coffee Break

10:15 a.m.       Changing Trends in Franchise Lead Generation and Recruitment

                        Presenter: Thomas Scott, President, Brand Journalists

11:15 a.m.       Architecting the Right Franchise Development Strategy

Increasingly, there is no “one size fits all” in franchising and it’s no truer than in franchise development.  The single-unit model has been joined by increasingly diverse models to attract new candidates to franchising, including hybrids that combine multiple models creating tiered franchise structures.  This session looks at the current landscape of models and discusses the pros and cons of each while also addressing when to use which model based on the goals of the owners, the competitive landscape and the pool of prospective candidates.

Moderator: Dr. Ben Litalien, CFE, Founder, FranchiseWell, LLC


Aqil Radjab, CFE, CEO, fit20 USA

Dan Durney, CFE, Director of Franchise Development, Assisting Hands

Jan Gilbert, Shareholder, Posinelli, Washington DC Office

Joshua Kovacs, CFE, CEO of Oakscale

12:15 p.m.       Networking Lunch with Exhibitors

1:30 p.m.         Roundtables
                        First set of roundtables at 1:30 p.m. for 45 minutes; roundtables repeated at 2:15 p.m.

  1. Creating a Video Communications Strategy for Selling Franchises, Federico P. Giller, President & CEO, FPG Creative, Inc.
  2. Change is Good, You Go First, Tom Feltenstein, CEO, Power Marketing, Inc.
  3. How to attract your ideal franchise buyers where they live online. Joseph Mohay, Integrated Digital Strategies
  4. Creative Financing for New Franchisees, Paul Bosley, Business Finance Depot
  5. How do you use Item 19 to sell franchises? Lane Fisher, Partner at FisherZucker, LLC

3:15 p.m.         End of Bootcamp

Earning 300 CFE Education Credits? You must complete the end of bootcamp assessment. See the Registration Desk.

Certificate of Completion

Attendees who successfully complete the Selling Franchises Bootcamp Assessment will be awarded a certificate of completion from the Titus Center for Franchising. Members of the Institute for Certified Franchise Executives earn 300 CFE Education credits upon successfully completing the bootcamp assessment.