How to Sell a Franchise - Marcos Moura, Co-Owner & CDO at Amada Senior Care

Sales Transformation

Today's episode welcomes Marcos Moura, Co-Owner and Chief Development Officer at Amada Senior Care, a franchise business that provides home care for seniors. Amada is one of the only senior care companies in North America that offers in-home non-medical care as well as assisted living placement consulting services.

Amada Senior Care was founded by two college football players - Tafa Jefferson and Chad Fotheringham. When they graduated, Chad went into the pharmaceutical industry while Tafa went on to be drafted into the NFL. Tafa’s NFL run was cut short after the first year, so he immediately started shaping his post-NFL career and looking for his next north star. He took his moms advice and called up Chad, and that conversation ultimately led to them founding Amada Senior Care. Together they scaled Amada Orange County to $8 million in gross billings.

Franchising wasn’t part of the initial vision. After a dear friend of Marcos, Robert Christensen, was fired from Pfizer, he wanted to begin his own entrepreneurial journey. He then called Chad and asked if he could start an Amada Senior Care franchise in Washington. Chad was in, and the franchise model of Amada officially began.

Every big purchase carries a certain level of risk, but buying a franchise is on the upper echelon of that spectrum. Instead of buying something that either will or won’t meet your expectations, you’re making a bet on yourself and your ability to consistently show up, perform, and find solutions to evergreen problems. When selling someone on the idea of becoming a franchisee, understand that your TAM is tiny - so every opportunity counts tenfold.
Tune into the full episode to learn more on how to sell franchises!

KEY INSIGHTS:

01:02 The origins of Amada Senior Care

06:52 How to sell a franchise

08:31 Finding the right franchisee

12:46 How to find your first 10 franchisees

16:26 Building a franchise sales team

19:31 Setting up KPI’s for a franchise sales team

23:58 What it takes to succeed in sales

26:46 Thriving in a growing market

32:01 Learning to leverage extra resources

35:24 What you should know before franchising

Connect with the guest, Marcos Moura

Connect with the host, Kevin Warner

Check out Amada Senior Care