WHAT TOP PERFORMERS HAVE IN COMMON

Every franchise has a top-performing franchisee who drives the most business. These people tend to share two key qualities: a willingness to do the dirty work, and a purpose far bigger than profit.

- by KIM KAVIN

Erin Elgin, Colleen O'Ferrall-Jones, R. L. Hunnicutt II, and Claudia Martinez Azzara live in entirely different parts of the country. They own franchises in wholly different industries. They come from completely different backgrounds, and they spend their days doing totally different things.

Yet they are all among the top performers and sales earners in their franchise brands, in part because they all possess two core traits. First, they have a work ethic that compels them to do anything and everything that needs to be done—including the grunt work that others may avoid. Then, they combine that industriousness with a real belief in what they do. Some call it “leading with heart.” Others describe it as living a life of service rooted in faith. For all of them, their deep sense of purpose is based on building close relationships with their team and their clients.

This mix of work ethic and purpose has led these top performers to care about other human beings and to try to do not just the profitable thing, but also the best thing for everyone. Nobody, and no task, is beneath any of them.

Each of these people is in a different phase of their franchise experience, and they’re learning different lessons. But they all serve as role models for how living out certain fundamental values can help every franchisee rise to the top.

Want to become a leading franchisee yourself? On the following pages, we look at four archetypes of top performers: The Listener, The Coach, The Person of Service, and The Happy Customer. Which are you?

TOP PERFORMER TYPE #1/ The Listener

Listen closely to your customer, and build what they want.

Erin Elgin never imagined, during her days as a CPA, that her path to prosperity would begin with a job as a janitor.