Buong transkripsyon ng Beyond Training: Using Monthly Masterminds to Drive Franchisee Growth

getting you trained up, uh coached up, and then out the door and running. 00:05:12.639 --> 00:05:20.399 But what happens is, you know, six months, 12 months in, um, you know, you kind of hit a wall. 00:05:20.399 --> 00:05:24.399 And so it's not necessarily the franchisor's fault. 00:05:24.399 --> 00:05:26.319 I mean, you know this better than I do. 00:05:26.319 --> 00:05:31.680 I think I read a statistic that half of all franchise systems have less than 25 units. 00:05:31.680 --> 00:05:39.600 And so um, those franchise systems don't always have the infrastructure for ongoing coaching and development. 00:05:39.600 --> 00:05:55.040 So they tend to spend probably, you know, 10% of their time with the new franchise owners coming into the system, or I mean that they spend the bulk of their time with the, you know, 10% of new franchise owners coming in, or the 10% of franchise owners that are struggling and are in danger of going out of business. 00:05:55.040 --> 00:06:09.040 So sort of that bell curve, you know, the middle 80% just sort of are left to figure it out with annual conferences and maybe webinars and things like that, but but it kind of feels like you're on your own. 00:06:09.040 --> 00:06:17.199 I experienced it and I was really shocked and surprised to feel the isolation of being a franchise owner. 00:06:17.199 --> 00:06:24.720 You know, uh I describe it as feeling like I was on a desert island, and I did not expect that at all. 00:06:24.720 --> 00:06:55.519 And so um in my coaching practice, what I've tried to do is help, you know, uh mitigate that with the franchise systems I work with by creating these mastermind groups where what I like to say is it creates a space where franchise owners can commiserate, celebrate, and collaborate because you we're just missing the opportunity with you know ongoing consistent kind of peer interaction to be able to do those things. 00:06:56.800 --> 00:06:59.120 Well, I think that's that's a great overview. 00:06:59.120 --> 00:07:11.680 And even as you were describing kind of that feeling of an of being isolated as a franchisee, I rem recall even in my own when I was a uh a franchisee that I had very similar sentiment. 00:07:11.680 --> 00:07:23.199 Um, however, to kind of spin into some of what you're talking about with this with this mastermind piece, I know that I had a franchisee in one of the networks that I joined up with. 00:07:23.199 --> 00:07:27.680 He was a mature franchisee, he was doing well, and he kind of took me under his wing. 00:07:27.680 --> 00:07:34.800 And he really fundamentally changed my whole trajectory and growth and corporate did exactly what you described. 00:07:34.800 --> 00:07:40.959 I got signed up, I got trained, I got, you know, I got everything I needed to launch and I got things kickstarted. 00:07:40.959 --> 00:07:50.879 But there was something different when the advice or the the train the suggestions were coming from another franchisee that just seemed more valuable to

me. 00:07:50.879 --> 00:07:56.319 So why might that be, Paul, uh versus, you know, corporate that's trying to help you also? 00:07:57.519 --> 00:08:03.680 Yeah, I think there's something pretty powerful about, you know, it's not top-down teaching or instruction. 00:08:03.680 --> 00:08:06.639 It's it's peer-led facilitation. 00:08:06.639 --> 00:08:18.639 So it's real-world problem solving, it's knowing what's going on in the field, it's, you know, what opportunities are you trying to explore, what problems are you trying to solve? 00:08:18.639 --> 00:08:28.399 You know, it takes it sort of from I'll say theoretical, maybe what you read in the manual to actually what's happening in your business every day. 00:08:28.399 --> 00:08:32.799 And you tend to think you're the only one that is happening, two or four, right? 00:08:32.799 --> 00:08:38.879 But then when you get in a group of your peers, you start to realize, oh my gosh, we're all dealing with the same things. 00:08:38.879 --> 00:08:53.440 And it there's something powerful about just the group being able to talk about uh what is happening with them, you know, sort of that me too, me too, you know, and you think no one in the world is experiencing this today. 00:08:54.240 --> 00:08:54.559 Yeah. 00:08:54.559 --> 00:08:58.080 Oh, that I uh that that's very, very well said. 00:08:58.080 --> 00:09:05.200 Well, let's talk about um, let's let's uh circle back around to that initial question about mastermind groups. 00:09:05.200 --> 00:09:09.840 And well, it let's talk through what is a mastermind group just from a high level. 00:09:09.840 --> 00:09:13.440 What what in the world is it for someone who's like, what do you mean mastermind groups? 00:09:13.440 --> 00:09:14.879 What are you talking about here? 00:09:15.519 --> 00:09:32.879 Yeah, so it's really just a consistent kind of cadence of a group, uh, not a large group, um, but you know, probably somewhere between six and 12 franchise owners meeting together on a consistent basis with the groups that I help um lead their masterminds. 00:09:32.879 --> 00:09:33.840 We meet once a month. 00:09:33.840 --> 00:09:37.679 We meet generally for about 60 to 90 minutes at a time. 00:09:37.679 --> 00:09:42.720 Um, it is uh it is not teaching, it is not instruction necessarily. 00:09:42.720 --> 00:09:45.440 It's more facilitating, it's more peer-led. 00:09:45.440 --> 00:09:46.799 There is structure to it. 00:09:46.799 --> 00:09:52.480 You know, we talk about business snapshots, reviewing key metrics, roundtable problem solving. 00:09:52.480 --> 00:10:01.039 But really, the beauty of it is that we're able to flex based on what the group needs at any one time in whatever season that they're in. 00:10:02.240 --> 00:10:05.039 Well, uh uh that that's that's really helpful. 00:10:05.039 --> 00:10:12.559 So this mastermind group, and there there are other from my understanding, lots of mastermind groups out there. 00:10:12.559 --> 00:10:24.960 And in fact, if you're an

owner or a business, a franchisee or what have you, chances are you've been uh contacted or solicited to join one or more of these groups through LinkedIn or maybe networking groups that you're a part of. 00:10:24.960 --> 00:10:34.399 But how is a franchisee mastermind networking group different from, say, just a general business owner's mastermind group? 00:10:34.399 --> 00:10:38.480 For example, where you and I met, it was just a and there was nothing wrong with it. 00:10:38.480 --> 00:10:45.039 It was a fantastic group that we were a part of, but but how how is that different from what you're talking about here? 00:10:45.600 --> 00:10:49.279 Yeah, and uh I'm in a mastermind group today myself. 00:10:49.279 --> 00:10:59.120 And so um there's just something different about being in a group of franchise owners where you're all in the same system. 00:10:59.120 --> 00:11:07.440 There's a a depth of understanding that you there's no real explanation of what the problem is. 00:11:07.440 --> 00:11:11.039 Everyone just intuitively knows what the problem is. 00:11:11.039 --> 00:11:18.720 And so you're not necessarily trying to take what you do in your plumbing business or in your IT business. 00:11:18.720 --> 00:11:26.399 Not that there's anything that's wrong with that, and trying to sort of overlay it on top of what the problem is in a franchise business. 00:11:26.399 --> 00:11:37.120 There's this intimacy of like we you're all dealing with the same things, and you're just able to go so much deeper, so much faster, I think, because of that. 00:11:38.000 --> 00:11:44.320 Well, Paul, you mentioned you said uh in a group like this, it helps to commiserate to celebrate. 00:11:44.320 --> 00:11:45.200 And there was a third C. 00:11:45.200 --> 00:11:46.559 What was the third one? 00:11:46.559 --> 00:11:48.000 Collaborate. 00:11:48.000 --> 00:11:49.200 Collaborate. 00:11:49.200 --> 00:11:51.679 I knew there was another C rhyming word in there. 00:11:51.679 --> 00:11:53.679 I I didn't jot it down fast enough. 00:11:54.159 --> 00:11:56.879 I haven't trademarked it yet, so you may beat me to it. 00:11:58.000 --> 00:12:00.960 Well, uh, let's talk, let's go through this, okay? 00:12:00.960 --> 00:12:02.559 Um the commiserate. 00:12:02.559 --> 00:12:09.200 So as a franchisor, uh every uh I think there's there's a fear in most franchisors. 00:12:09.200 --> 00:12:12.559 And uh I've seen it in the clients I've worked with for over 20 years. 00:12:12.559 --> 00:12:26.399 No one ever really talks about it, but there's kind of this uh unsettling or unnerving fear that one day the you know the the the troops are gonna kind of circle the wagons and come back on you as the franchisor. 00:12:26.399 --> 00:12:31.919 Now, I I I rarely see such a situation occur. 00:12:31.919 --> 00:12:38.000 So when you say commiserate, uh someone who's tuning in might say, Paul, are they circling the wagons? 00:12:38.000 --> 00:12:38.879 What's going on here? 00:12:38.879 --> 00:12:40.080 Do

I need to be worried? 00:12:40.080 --> 00:12:41.840 So let's talk about each one of these. 00:12:41.840 --> 00:12:43.200 So what do you mean commiserate? 00:12:43.200 --> 00:12:44.480 What are they doing there? 00:12:44.879 --> 00:13:08.399 I think it's just, you know, it's um the first thing I think about is um you haven't done it correctly if as a franchise owner you don't have that oh no, what have I done moment, you know, when you think about uh leaving your corporate career, plucking down tens to hundreds of thousands of dollars, and then you look around and you think, oh no. 00:13:08.399 --> 00:13:13.679 So I think everyone's had that moment, whether they want to say it out loud or not. 00:13:13.679 --> 00:13:19.200 And that's probably the first place to start by commiserating is yes, you're not alone. 00:13:19.200 --> 00:13:28.159 Uh I too uh thought uh I had that um, I had that moment where I thought uh I have made a terrible choice. 00:13:28.159 --> 00:13:31.360 So that's probably the first thing that I think about. 00:13:31.360 --> 00:13:36.480 The second thing is really just, you know, the sort of the rhythms of business. 00:13:36.480 --> 00:13:45.840 You know, you you lose accounts, you get beat out by a competitor, you know, it's um you have your top sales rep resign on you all of a sudden. 00:13:45.840 --> 00:13:48.320 I mean, just things that go on. 00:13:48.320 --> 00:13:55.840 You just have someone who has been there, done that, they know exactly how you feel. 00:13:55.840 --> 00:14:08.159 And I guess it's maybe the old saying, you know, misery loves company, but it's just someone who can identify with whatever the loss of the day is in in your business life. 00:14:08.559 --> 00:14:11.279 Well, that that's I think that's very well said. 00:14:11.279 --> 00:14:20.559 I I I definitely think back to what uh owning my franchise and when I would have those moments with other franchisees, exactly as you're describing, right? 00:14:20.559 --> 00:14:27.120 Where it's you you have this connection point of they just immediately understand and they're not really solving the problems. 00:14:27.120 --> 00:14:35.279 It's just someone that you know you're talking to that went through the same thing a year ago or two years ago, and they're just listening, and that's it. 00:14:35.279 --> 00:14:43.039 It's just kind of almost almost maybe a form of uh of therapy or just kind of a uh reset or a cleansing a little bit. 00:14:43.679 --> 00:14:46.240 Yeah, that's a great way, that's a great way to describe it. 00:14:46.240 --> 00:14:49.200 It's it's a little bit of a it's catharsis, that's for sure. 00:14:49.200 --> 00:14:51.600 Just getting it out. 00:14:51.919 --> 00:14:52.320 All right. 00:14:52.320 --> 00:14:56.000 Well, let's let's talk about the the uh celebrating here. 00:14:56.000 --> 00:14:58.799 What how how are they celebrating together? 00:14:59.360 --> 00:15:16.399 Yeah, I think it's the wins of the day, you know, for uh you closed a big

deal, you know, you you landed that client that you've been chasing for six months and they ghosted you, you know, 27 times until they actually needed something and they called you. 00:15:16.399 --> 00:15:24.559 It's um it's you know, getting to the threshold of you're at $100,000 in monthly recurring revenue. 00:15:24.559 --> 00:15:25.840 You know, that's a big deal. 00:15:25.840 --> 00:15:30.720 That's worth uh people coming alongside and patting you on the back and telling you, good job. 00:15:30.720 --> 00:15:38.240 Um, it's really it's the isolation, it's just combating the isolation, I think, is what in my mind it kind of boils down to. 00:15:39.039 --> 00:15:51.840 Well, I know in in some franchise systems, sometimes a franchise or uh that I've seen over the years of doing this, that they kind of have a glasses half full mindset, or excuse me, a glass is half-empty mindset. 00:15:51.840 --> 00:16:15.279 And so they think when franchisees get together, not only the circling the wagons, but the celebrating, you know, I I've heard over the years of franchise saying, well, if I have some of my top performers in with some of my weaker performers, that maybe the weaker performers get disenfranchised, no pun intended, or vice versa, the the top performers are thinking, oh boy, these other folks are in the system. 00:16:15.279 --> 00:16:18.159 What have you seen in these mastermind groups? 00:16:18.879 --> 00:16:21.440 Um, yeah, there can be some of that. 00:16:21.440 --> 00:16:28.080 I I think generally speaking, the people that are in the mastermind groups, they they want to be in the mastermind groups. 00:16:28.080 --> 00:16:32.960 You know, it's um it's they're not there against their will. 00:16:32.960 --> 00:16:36.480 Um and if they are, they'll self-select out. 00:16:36.480 --> 00:16:37.279 That's okay. 00:16:37.279 --> 00:16:51.279 And so I think there's sort of this uh implication that people are there because they want to grow, they want to learn, they want to get better, you know, they're looking for um the things that the group has to offer. 00:16:51.279 --> 00:16:58.080 And so um, they tend to have a way to kind of self-police the negative Nellies, if you want to say it that way. 00:16:58.080 --> 00:17:08.160 Don't kind of they don't stick around very long because they're just they're not given the voice because the other people really want to take advantage of the time. 00:17:09.599 --> 00:17:11.119 Very, very, very good. 00:17:11.119 --> 00:17:17.279 Well, uh I as we've talked about this, I think of okay, we've gone through two of these, commiserate and celebrate. 00:17:17.279 --> 00:17:20.160 And I view view these kind of like peaks and valleys. 00:17:20.160 --> 00:17:43.119 And uh now we have the collaborate, and it reminds me and makes me think of a visual of almost like a stick drawing or something where you have a couple figures, some at the top of the mountain, some at the bottom of the valley, and the collaborate's kind of the rope in between where one some folks at the top are pulling down, and maybe on the other side the others are kind of sliding down the mountain, and the others are going to be pulling them back up. 00:17:43.119 --> 00:17:49.599 So, talk about this collaboration that occurs in these groups and what what you've seen. 00:17:50.000 --> 00:17:56.880 Yeah, so I can think of one example, one of um one of my uh clients that host their mastermind. 00:17:56.880 --> 00:18:02.960 Uh, the franchise system relies heavily on third-party lead generation sources. 00:18:02.960 --> 00:18:20.319 And so uh the the individual franchise owners left to their own devices are looking for new ones, trying to get rid of old ones, not getting a great ROI on you know, 90% of the ones that they're testing. 00:18:20.319 --> 00:18:47.680 But when the group kind of comes together and begins to knowledge share, then you learn quickly which ones are good, you learn quickly which ones are bad, and it just accelerates the process so much faster where they stop wasting time, they stop wasting money, and they actually start generating uh revenue because they're focused on the the um the lead gen sources with the highest ROI for their businesses. 00:18:47.680 --> 00:19:02.160 And so that's probably one of the clearest examples in my mind of how the collaboration has helped the franchise owners generate more revenue faster because you know the knowledge sharing of the lead gen sources that are and are not working. 00:19:02.559 --> 00:19:20.720 So would you say so, kind of uh reiterating, I think, a point you're making, uh it it sounds like in addition to that, there there's uh faster adoption of some of these new suppliers or or uh maybe even systems or strategies that maybe corporates rolling out through these groups also. 00:19:21.680 --> 00:19:24.240 Uh yeah, there's both uh all of the above. 00:19:24.240 --> 00:19:26.160 That's it, that's a good way to say it. 00:19:27.359 --> 00:19:28.400 Very, very good. 00:19:28.400 --> 00:19:36.480 Now, uh, Paul, for a franchise or that tunes into this, um, we've talked a lot about some of the kind of the benefits for franchisees. 00:19:36.480 --> 00:19:53.039 Um, what what for a franchise or that tunes in that says, well, I guess that's great, but we've got our business, you know, our our our uh franchise business coach that's kind of going out and doing the check-ins, and we've got this going, you know, do we really need another thing? 00:19:53.039 --> 00:20:01.519 You know, how would you describe the difference between kind of a general franchise support check-ins and meetings versus this mastermind? 00:20:01.519 --> 00:20:04.160 And what what might you say to that that franchise or? 00:20:04.799 --> 00:20:05.920 Yeah, it's a good question. 00:20:05.920 --> 00:20:09.839 I I don't think you know one is meant to replace the other. 00:20:09.839 --> 00:20:16.400 Uh, we just had our franchise visit, you know, from the field development uh team a

couple of weeks ago. 00:20:16.400 --> 00:20:26.240 Um, there's definitely um much to be gained from that because they they see what is happening in in the system, bringing best practices. 00:20:26.240 --> 00:20:30.480 They have you know a corporate side maybe that uh we don't get to see every day. 00:20:30.480 --> 00:20:42.319 But I I think there's just something unique and powerful about when the group gets together and it is peer-led and you get real-time information. 00:20:42.319 --> 00:20:48.720 I mean, one of the things about the corporate visit, what is our own first and only corporate visit of the year. 00:20:48.720 --> 00:21:00.319 So uh these masterminds, you know, that we're hosting is, and whether we do it or not, you know, just the rhythm of the mastermind is meeting every 30 days, every 90 days. 00:21:00.319 --> 00:21:08.400 I mean, there is just an exchange of information and intelligence that is literally hot off the presses. 00:21:08.400 --> 00:21:21.359 You know, there is no substitute for uh what is happening in the field right now versus waiting for the next 12 months for the corporate visit to transpire. 00:21:22.240 --> 00:21:56.319 Yeah, what what I really hear uh, and maybe this is a fourth C to add into it, but as I'm listening to you talk through this, it it makes me think of community and it it really creates uh within a franchise system this community of what you're describing, and even what I've seen you be able to do uh with with uh uh some of the folks you've worked with is take take a franchise system where you know, in general, they're all wearing the same shirts and they're all using the same, you know, branding and processes and systems. 00:21:56.319 --> 00:22:00.960 But I've really noticed that this kind of more of a Community structure. 00:22:00.960 --> 00:22:06.480 So when they show up at uh at the annual convention, it's not just, hey, haven't seen you in a year. 00:22:06.480 --> 00:22:09.839 Now it's real meaningful conversation. 00:22:09.839 --> 00:22:12.640 So would you talk to that a little bit? 00:22:13.279 --> 00:22:21.519 Yeah, uh I I think you're you're saying exactly what I'm attempting to say, you know, combating the isolation. 00:22:21.519 --> 00:22:26.799 And I know I've used that word several times, but um, I don't know that it can be overstated. 00:22:26.799 --> 00:22:43.200 I mean, most of us come out of corporate backgrounds, you know, we're used to being, particularly pre-COVID, you know, we're used to being in the office, we're used to being around people, we're used to being on teams, we're used to being in meetings with, you know, groups of people from finance and marketing. 00:22:43.200 --> 00:22:50.799 And suddenly we find ourselves in this environment where for many franchise owners, it's a solopreneur type environment. 00:22:50.799 --> 00:22:54.000 So you're literally all by yourself. 00:22:54.000 --> 00:23:13.599 And so, you know, creating that that team atmosphere, that sense of community, I think, you know, helps to combat uh what we uh what we had and maybe what we didn't know that we were walking away from, you know, when we took the leap, maybe from corporate to to entrepreneur. 00:23:14.480 --> 00:23:17.440 Oh, that that's really, really good stuff. 00:23:17.440 --> 00:23:24.160 Um, and uh, you know, I I would be remiss if I didn't have ask this just about results. 00:23:24.160 --> 00:23:33.119 Uh, I know that a lot of times the the franchisee that's thinking about spending their time on it is gonna say, Paul, how's this really gonna help move the needle for my franchise? 00:23:33.119 --> 00:23:40.079 Whether they've they're a veteran in the space or maybe they're and they're saying, uh, you know, I don't want to be wasting my time here. 00:23:40.079 --> 00:23:47.119 Or the new franchisee that says, I'm frantic, I'm just trying to get some revenue in the door. 00:23:47.119 --> 00:23:55.599 Uh what what might you say to those groups, uh to the franchisees that's wondering, you know, you know, what kind of results might I see through this? 00:23:56.000 --> 00:24:13.519 Yeah, I think about one franchise system that um that I host their mastermind, uh, someone that uh that you know, uh, when I first got involved with them, uh great organization, um, they have the ability to sell a number of products and services. 00:24:13.519 --> 00:24:25.839 Um, but I'm not joking when I say 99.9% of their revenue in the entire system was really derived from a single kind of legacy product. 00:24:25.839 --> 00:24:42.240 And so uh when I got involved with them, we quickly, you know, through the franchise owner's uh request, we quickly set out to uh create some diversity um in their in their product portfolio. 00:24:42.240 --> 00:24:58.799 And so, you know, two and a half years later, uh, I would um I'd guess that uh most every franchise owner in that system probably has five or six products in their portfolio now that they're selling regularly. 00:24:58.799 --> 00:25:13.599 We've seen some of the new franchise owners in the system um have a uh a mix of you know, only 50% of their revenue is derived from the legacy product, and 50% now is derived from these other products. 00:25:13.599 --> 00:25:18.480 Uh they sell more, the product margins are higher, the franchise owner is happier. 00:25:18.480 --> 00:25:24.079 I mean, uh the franchise owner is happier, the franchise owner is happier because you know their royalties are increasing. 00:25:24.079 --> 00:25:37.279 So I think that's just one example of how the collective power of the group can create more products, more revenue, more profit, and and that was because of the mastermind. 00:25:38.559 --> 00:25:40.480 Uh, very, very good. 00:25:40.480 --> 00:25:48.240 And Paul, let's let's look at the other side for the franchise or that uh, you know, you're looking to maybe uh come in and form this. 00:25:48.240 --> 00:25:53.119 And the franchisor says, Paul, I'm I'm I'm interested, but I

I've got some skepticism. 00:25:53.119 --> 00:25:57.599 You know, how is this going to really help move the needle or what kind of results might I expect? 00:25:57.599 --> 00:26:09.119 And I think your example you just shared probably applies to both, but I'd just be curious for if there'd be anything different you might add or contribute to that uh franchisor that might be uh talking to you. 00:26:09.599 --> 00:26:12.160 Yeah, I this is in no way meant. 00:26:12.160 --> 00:26:21.200 I mean, I know, at least hear the stories about sort of the antagonism that can exist between franchisors and franchisees. 00:26:21.200 --> 00:26:27.839 I have not personally experienced that in any of the franchise ownership that I've been involved in over the 10 years. 00:26:27.839 --> 00:26:35.680 And but the mastermind is in no way meant to say, oh, you know, the franchise or you know is all wet, they have no idea what they're doing. 00:26:35.680 --> 00:26:37.279 This is how it really works. 00:26:37.279 --> 00:26:52.799 It's meant to work in conjunction with um what the franchise what the franchise system is, you know, to enhance um the uh areas and opportunities where things are going well and to uh improve the areas where they're not. 00:26:52.799 --> 00:27:06.160 Um and you know, it's also a feedback mechanism to the franchise or to say, hey, through the collective wisdom of the mastermind, here are things they really like, here are things, you know, areas of improvement, enhancement. 00:27:06.160 --> 00:27:18.720 So it for the franchisors who want to embrace the process, I think it can be valuable information for them also in terms of improving the product or system or service that they have. 00:27:19.519 --> 00:27:20.960 Oh, very, very good. 00:27:20.960 --> 00:27:27.680 Well, uh, I'd love to open this up to some questions uh from anyone that's tuning in here. 00:27:27.680 --> 00:27:31.599 So uh please uh type that into the chat box or raise your hand. 00:27:31.599 --> 00:27:33.359 I can unmute you while we're waiting. 00:27:33.359 --> 00:27:41.680 And Paul, while someone uh might be typing that in or chatting, how can people learn a little bit more about what you're doing or get in touch or connect? 00:27:42.160 --> 00:27:44.559 Yeah, um uh they can find me. 00:27:44.559 --> 00:27:48.240 Uh Parasosleader.com is my website. 00:27:48.240 --> 00:27:53.119 It's P-E-R-I-S-S-O-Sleader.com. 00:27:53.119 --> 00:27:56.720 Uh they can reach me at Paul at Parasosleader.com also. 00:27:57.599 --> 00:27:58.319 Perfect. 00:27:58.319 --> 00:27:59.119 Perfect. 00:27:59.119 --> 00:28:04.160 Well, I will make sure we'll include that in some of the show notes and details here as well. 00:28:04.160 --> 00:28:08.960 Um, I'm not seeing any other questions come in at the moment. 00:28:08.960 --> 00:28:11.440 So uh with that, I'd love to close things out. 00:28:11.440 --> 00:28:13.839 And Paul, just thank you for your time here. 00:28:13.839 --> 00:28:35.920 Uh, I think this concept of mastermind group, I mean, we've worked together, collaborated together with uh clients through this process and have truly seen the value-added benefit, especially for an emerging franchise brand that started originally maybe with seven, eight franchisees in the system and now are growing uh to 20 and beyond. 00:28:35.920 --> 00:28:47.440 And um, how this has impacted that system in particular and how we know that and and even your own experiences being a uh uh franchisee in other systems also. 00:28:47.440 --> 00:28:53.839 Uh so I I really appreciate your time for being here and uh thank you everyone for tuning in. 00:28:54.319 --> 00:28:55.440 Yeah, thanks, Thomas. 00:28:55.440 --> 00:28:56.640 Good to see you as always.