International Lead Generation

John P. Hayes, Ph.D.President & CEO

HomeVestors of America, Inc.

Who Do You Want?

• Master Licensee?• Unit Licensee?• Education?• Financial Status?• Language?• Business Experience?• Cultural Experience?

Where Do You Find Them?

• What do these prospects read?• How do they search for opportunities?

• Do they attend expos?• Do they respond to brokers?• Do they attend trade missions?

Tell Your Story Professionally

• Get it in print – Articles placed by PR agencies– Articles generated by media relationships

– Use Advertorials• Capture it on video• Place it on your Web site

Rely On Franchise Media• Read all the publications• Get familiar with lead generation Web sites

• Introduce yourself and your story to writers and editors

• Advertise in the best of these media

Hire International PR Counsel

• With international contacts and experience

• U.S. PR Counsel must have international experience and contacts

• Hire in-country

Meet The Brokers

• Find out who’s selling franchises for international franchisors

• Brokers must work in-country• Hire in-country

Use Government Agencies• Trade Missions

– IFA sponsors 2 each year– 2008: Australia and Asia

• Franchise Partner (Gold Key) Program– Requirement for U.S. Commercial Services

– Contact Export Assistance Centers– Visit: http://www.export.gov/eac/index.asp

• Commercial Services in Other Countries

Your Brand Generates The Best Leads

• Create opportunities for existing franchisees to find new franchisees

Join Trade Associations

• IFA, BFA and others• Ask for their assistance• Ask for referrals for brokers, Web sites, PR agencies, etc.