Membership Overview
Learn what being a member does for you
The Seller Styles
NASP Programs
Catalog
See a summary of all our programs and certifications
Online Certifications
Certified Professional Sales Person(CPSP®)
Develop your potential as a certified sales professional
Certified Professional Sales Leader(CPSL®)
Grow your impact as a certified sales leader
Certified Master Sales Professional (CMSP®)
Join the elite group of sales professionals and leaders
Certified Master Sales Trainer (CMST®)
Online Programs
Advanced Sales Influence (ASI)
Take your influence and leadership to the next level.
Certified Professional Sales Associate (CPSA®)
Learn foundational sales behaviors, strategies, and skills
Power of Contact Marketing
Learn from marketing expert and author Stu Heinecke
ProSeries Programs
Join the top 1% of sales professionals in the world.
Next Level Virtual Coaching
Sales Mastery
Join our ongoing dynamic virtual coaching community
Career Center
Explore job postings from some of the best companies in the country looking for sales professionals
Training Resources
Daily Dose of Influence!
Enjoy our video series of influence tips and strategies
Leads To Growth
Dig into our podcast featuring industry leaders and experts
Coaches Corner
Learn from our high-level sales coaching video series
Women of Sales & Influence – Facebook Live Series
Be inspired by our Facebook Live series spotlighting top women influencers
Women of Sales & Influence – Video Blog
Enjoy valuable, high-level sales strategies to empower your sales goals
Sales Resources
The Growth Quotient
You’ve heard about IQ, but what is your GQ?
Our Commitment to You
We are here to help your approach to sales, how you interact with others, and how you perform and execute
Articles
NASP Sales Blog
Learn from our member-submitted articles for sales professionals
About Our CEO
Standards of Conduct
Testimonials
Common Questions and Answers
Contact
by Daniel Citrenbaum
Entrepreneurship: Get Past the Fear By Dan Citrenbaum
You know the line about luck happening when opportunity meets preparation. Turns out that bit of wisdom goes all the way back to the ancient Romans, to Seneca, the philosopher and statesman.
Seneca said lots of wise things, but, nowadays, luck too often becomes a handy explanation for why others succeed. You chalk it up to luck and go on wondering why you can’t be lucky, too. Turns out that the only thing lucky about success is the realization that it requires a great deal of preparation and hard work.
So when it comes to feeling fear about putting yourself and your money on the line in a new business, remember, the more you know, the better prepared you are and the more you can reduce your risk.
That’s the beauty of a great franchise system — you can find out everything you need to know before you put a dime of your money on the line. You can learn how much money you will need and how long it might take before you start earning a profit — so you can be sufficiently capitalized for the long run.
To make a good selection requires excellent preparation, from reading background materials to conducting interviews. You also want to consult with the experts: an accountant, a franchise attorney and a franchise coach.
Your preparation should include:
Reading the Franchise Disclosure Document The Federal Trade Commission requires every franchisor to disclose a list of 23 items to potential franchisees, and the document must be written in plain language. You will find a panoply of information from litigation history, how much your initial outlay will be and the type of training and support that will be provided.
Interviewing franchisees Franchisees, having been in your shoes, have every incentive to tell it to you straight. Would they purchase this franchise again? Are they making money? Have the training, support and franchise system been everything they hoped for?
Meeting with executives of the franchisor You will meet and speak with multiple executives from those franchises under serious consideration. Assess their competence, their accessibility and the quality of their team. Do you like them? Would you be comfortable working with them over the long term?
When you’re done, you should know: * How established is the franchise system? * How good is the franchisor’s support and training? * What will your total financial outlay be? * What exactly is involved with the franchise system; Can you comfortably follow it? * What restrictions and/or rules does the franchisor impose? * Are most franchisees making a good living and pleased with the franchise?
The process may take a few months, but only by doing your research can you create the conditions to make the perfect match to a franchise that works for you. Your research helps you create an opportunity for success.
About the author