Help Rate, Not Close Rate
Happy October!
Last month I wrapped day one of a two-day workshop with Floor Coverings International franchise owners in Las Vegas. I'd built a new noble purpose statement for them to adapt, one that pointed hard at the impact they have on customers instead of the transaction. The room felt it.
Then I gave them a way to make it real day to day. At ShelfGenie, I changed "close rate" to "help rate," because my team wasn't closing anybody, they were helping people solve a real problem in their home. Same number, different word, and the word changed how people talked about the work.
As we wrapped day one, one owner stood up and said that swap was exactly what he needed. Infusing purpose into how his team talks about clients was something he was doing starting now.
Another owner brought up a different struggle that day: hiring, training, and keeping good design associates. It stuck with me, because purpose and hiring are the same problem underneath. If your purpose is about the impact on the client, you can't be the only one delivering it forever. You have to build in the time to bring someone else in, on purpose, early.
🎯 HiPer8™ Principle: Purpose
"I have a compelling 'why'."
A purpose statement only means something if it changes how people talk and act day to day. "Help rate" instead of "close rate" is a small edit, and it changes how a team thinks about the job every time they say it out loud.
That's what "I have a compelling why" is supposed to do inside a business. It works as the filter every decision runs through, starting with who's allowed to do the work that matters most, and how long you're willing to be the one doing it yourself.
If you're evaluating franchises right now, get specific about your why before you buy, not after. A why built around freedom, or time with family, or hitting a number and stepping back, only holds up if you also plan, from day one, for the hiring and training that lets you actually step back. Otherwise the why sits in a notebook while you're still doing the job three years in.
That's the piece I want owners, and future owners, thinking about earlier than I did. Purpose isn't just what gets you to sign the franchise agreement. It's what should decide how you spend your time once you're actually running the thing.
Try this: Pick one word or phrase your business uses that undersells the value you provide, the way "close" undersold what my team was really doing, and change it this week. See what it does to how you or your team talks about the work.
📍 Quick Updates
A new client signing: Jimmy from Queen Creek, Arizona just signed for three territories of Square Cow Moovers. He and his wife already run a mortgage brokerage together, so he knows how to build something from scratch, and I like his odds in this business too.
Owner by Design: The coursework is finished, and I'm in the planning stage of building the AI coach that goes with it. Early January is the target for launch.
YouTube: The channel just passed 60,000 views!
🎙️ This Month on The Podcast
Episode 52: Franchise Ownership Wasn't What I Expected
I get honest about my own first year at ShelfGenie, the year that eventually led to a $4.8M exit. I stayed close to 40 hours a week instead of the 80 I thought I'd be working, and I walk through the two hiring mistakes that taught me the most.
Episode 50: The Right Franchise Search Starts With You
Most people start their franchise search by asking Google or ChatGPT what the best franchises are right now. I make the case for why that's backwards, and why "is this a good business" and "is this a good business for me" are two completely different questions.
Episode 47: Four Disqualifiers Before You Buy a Franchise
Capable people almost always doubt themselves before they buy a franchise. I get specific about the four things that actually predict trouble: no grit, no accountability, waiting for someone else to fix it, and not being willing to follow the system.
📚 Free Download: The Franchise Fit Playbook
Not sure if franchise ownership fits your goals, skills, and capital? This free playbook walks you through the questions worth answering before you go any further. No cost, no pitch.
🎯 The Franchise Owner Fit Assessment
If you want a more direct read on where you actually stand, this is what I built. About six minutes on your phone. It looks at the money side and where you sit across the eight HiPer8TM traits, then hands you an honest read plus your best next step.
Ready to Talk?
If you've been circling the idea of ownership and want a real conversation about it, grab 15 minutes with me. No pitch. Just an honest look at whether this makes sense for where you're headed.
Thanks for reading. If there's a word in your business that's underselling what you really do, change it this week.
-Alan
Alan Regala High Performance Franchise Coach Former Multi-Million Dollar Franchise Owner Athlete to Owner
LinkedIn | Instagram | Facebook | YouTube | Spotify | Apple | Website
