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let's get down to the nitty gritty no mucking around when I talk to franchise prospects every day of the week we had 22 leads this this week from the weekend the big question is Lloyd how do I get leads and the gyms bookkeepers well quite easily the first thing is the brand everybody knows the gyms brain the problem is in a lot of our prospects is that I know Jim's bookkeeping it's Jim Jim's lawn mowing it's Jim's cleaning and Outsiders not too many outsiders excuse me know about Jim's bookkeeping and tax the great advantage is our clients our internal majority of our clients for startups are the gyms franchisees the cleaners the dog wash the lawn mowers so the first stage of any of our marketing program is to work with our current franchisees it's a community it's pretty fair it's a family orientated business but the Jim's group's huge however its run with us SMA a small medium enterprise goal each division like keeping or lawn mowing are owned by individual people like myself or companies that control that division but we have the support of head office and all the criteria and it's most importantly Jim and there is a Jim no doubt about it like any franchise we need to do some initial training now that happens at a place called marula bark in Melbourne and every month sometimes twice a month there's around 50-plus new franchisees attending for the induction training program the beautiful thing about that for bookkeepers and Jim's tax is they're all asking questions what software shall I use how do I set this up so initially going to training look I've been around I've been to many conference and seminars and when I actually did the training and I'm sure Michaels agreeing would be there it was I said I don't want to go for a week in Melbourne I live in Perth it's gonna be a pain but let me tell you it was the first I open buying a franchise that I've ever seen and there was prospect leads and clients everywhere so we do a lot of internal marketing to get get our initial client and business leads we have a hierarchy system in the gyms group Jim is at the top head office then there's divisional which I am thin there's regionals or master franchise looking out but after a certain region then there's franchisees almost 300 plus franchisees in the gyms group they look after 15 to 300 franchisees under their region is a huge region nor mowing in New South Wales a guy called Peter Hanson who owns a huge region there controllers of their franchisees so building relationships with your regional franchisees will lead you down to their franchisees some are small some are large it's a variety of businesses so again there's a lot of internal we do a lot of Facebook marketing we've done SEO we've done Google AdWords we've done LinkedIn marketing we've done radio the best we find at this point of time it changes regularly is Facebook and some of you guys attending today would have came via some of our Facebook marketing and we do Facebook marketing excuse me to our prospect clients and we offer you know but we need their emails addresses but we offered to replace it with a download report or some information in our marketing we talked about four tactics interrupt engage educate and offer and we follow that religiously in our facebook marketing no doubt about it don't get me wrong if you sit back of your arms followed and wait for your phone to ring your business will fail you certainly need what we call has our lap our local area marketing plan bookkeeping is a very personal and taxes very personal service it's you're dealing with their mere money in their dough so though you need to build up your personal relationship to get the leads and then to convert to clients so we teach you we've got some online programs about my Calero marketing but it's great getting leads but typically a bookkeeper an accountant are knowing to be introverts now that's good bad and in between so the discussion and discovery core and your pitch we spend a lot of time on that being comfortable phoning people up you would have heard my pitch as I introduced myself I promoted I informed I told I clarified and I hooked we go through these stages very clearly and precise because it's no good getting prospect leads unless you can convert them it's no salesy stuff it's about asking questions giving them solutions and moving on to the next stage so that's some of their stages of getting leads for Jim's book leaders you've all heard Michael but let me introduce you to Michael users Jim's book excuse me Jim's book you begin texts in Blacktown New South Wales I have spelled your name correctly this time thank you Michael Michael's been in the gyms group for about 18 months and when I invited Michael to help and discuss at the this webinar there was a couple of basic invites to saying okay Michael you're not getting any financial reward for this webinar no doing it as a help and assistance so no financial reward I also said to Michael you've got to be sincere honest tell me the good bad and ugly 'sm will probably bring out some ugly stories as we go through today but I want you to be honest and sincere which he's certainly I know he will be but that was our our criteria for joining so little more to do Michael everybody can see you welcome and thank you for coming today I mean honestly please feel free to ask as many questions as you want like I'm fair trades owner for Jim's bookkeeping and tax in Blacktown I run an accounting practice which and I also run a business coaching and mentoring business as well and so I'm inspired to help businesses be the best that they can be and we do that through a combination of accounting bookkeeping and advisory services yeah as like setup being with the group for 18 months I was one of their initial inductees so when when Pete when Lloyd took over his close friend and colleague Pete Peter Lawson and when they first took over or I honestly could say it was a bit of a shambles and Lloyd Welliver than me it wasn't properly run direct and that's the truth and so Lloyd and Pete have dramatically transformed the division in the last 18 months you know they've rebuilt bridges because the division didn't have necessarily the best reputation amongst its franchisees and they've worked tirelessly to rebuild those connections which is why now we're we're more loved within within all the divisions which is