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Membership History

Full Member
Joined 2004

Membership History

Full Member
Joined 2004

Company Overview

Use your skills and experience to create a recurring six-figure income through your own consulting practice. Join a network of driven, like-minded high-achievers and build a scalable consulting business with minimal overheads and almost unlimited potential.

Your Sandler consultancy will help clients resolve critical issues in:

– Sales
– Business development
– Leadership
– Customer service

Enjoy the rewards of driving lasting measurable improvement for your clients.

Franchise Overview

The Sandler System has been working for more than 40 years and now has 250 franchisees across the world.

Sandler do more than show you how to grow a successful business: throughout your journey as a franchisee, an active structure is provided to encourage you to continually stretch your boundaries and fulfil your personal development goals.

“Sandler’s ongoing support and personal development programme have given me every opportunity to build my business into a highly successful and sustainable income.” Nigel Dunand – Sandler franchisee.

Training

Get underway with our pre-training programme before attending the initial residential training programme held at Sandler HQ in Baltimore.

Our fast track launch programme is designed to assist you to generate client income within 90 days following your opening date.

Ongoing in-territory support from UK HQ is combined with guidance from your fellow franchisees.

Uniquely, there is also an ongoing active personal development programme with conferences held every two months; three in the UK and three in the USA.

Daily Life of a franchisee

Sandler franchisees apply the Sandler System to attract their own business and then deliver these very same techniques to benefit their new found clients!

“Inspire people to look forward and employ techniques to grow their businesses out of the recession. Businesses have cut costs for the past 5 years – the way forward is to attract more business, which is exactly where the Sandler System comes in…” Chris Davies – Sandler franchisee.

Steve Swatman

As a sales expert working in the technology market, Steve Swatman had held an impressive number of senior roles, from sales director to general manager. But it was in 2008, as vice president of a start-up, that Steve decided he wanted to try something new – something that would give him the freedom and excitement of running his own business, but with less risk.

Steve discovered the Sandler business opportunity almost by accident after a colleague happened to mention it. The idea of buying into an existing network immediately appealed – he could have the control and authority of being his own boss, but with the reassurance of a proven business model.

After learning more about the opportunity, Steve was impressed by the Sandler materials and saw a parallel between his own sales skills and experience, and Sandler’s ‘reinforcement’ approach to business development. Confident that he would be able to achieve his business and life goals with the Sandler model, Steve made the leap and invested in becoming his own boss as part of the Sandler network.

“It wasn’t the idea of a franchise that won me over, it was Sandler,” says Steve. “The materials were a breath of fresh air. I loved the application of psychology and behavioural sciences to the dynamic of buyers and sellers getting together. On top of that, the learning model they presented just made sense to me and the franchise network was incredibly friendly.”

Based in London, Steve focused on growing his Sandler business in the technology space – a business area he knew inside out. Since then, Steve has seen his business grow year-on-year as he picks up more and more impressive clients. He currently provides his services to the Microsoft partner ecosystem, an area in which he hopes to continue growing with the support of the Sandler system and fellow franchisees.

He adds: “The franchise network is just a bottomless pit of fresh ideas. If ever you get stuck or just need another view, there’s someone there with the expertise to help. For me, when you consider having all this support to call on, but you are still essentially running your own business, it beats everything else out there. I knew it was something I had to be a part of.”

Alan Mackie

Alan had been working in sales for over 20 years, spending the last 11 of them at IBM, selling computer systems to banks. While he had accrued an incredible amount of specialist skills and knowledge in this time, he wasn’t entirely sure how they could translate into his ambition to run his own business.

Franchising and Sandler then came up on his radar. “It’s exactly what I was after,” says Alan. “When I made up my mind to leave IBM I struggled a little to think of business ideas that I felt were strong and sustainable. Sandler changed that. I could relate to what they had to say straight away, it just clicked with my own approach and how I like to operate.”

Alan came across Sandler after doing a quick Google search for franchise opportunities. The Sandler model stood out to him as something different – it offered him the chance to apply his considerable sales experience to a proven business model. One with all the materials, training and support systems in place, and a track record of success. He quickly made his move.

“From the off I received the support and guidance I needed,” he continues, “from both head office and other franchisees, to make a real go of things. The focus on personal development drives everyone in the network continuously. It has been a rewarding journey so far and I am only in my third year!”

After purchasing his Sandler business in June 2010, Alan now offers his training and business development services to the whole of Scotland, a market he’s found to be lucrative and in need of Sandler’s unique and market-leading offering.

With this newfound freedom and the chance to work on his terms, Alan is now free to live the life he wants and indulge in his other passions – which might not be what you’d stereotypically associate with someone who used to work in computers!

He concludes: “You might say I am a bit of an adrenline junkie. With my two boys, 14 and 16, we race high-performance sailboats. I have climbed six unclimbed peaks in Antarctica, motorbiked and climbed in the Himalayas and skiied most of Europe.

“My plan is to build my business so I can have a month off a year for an exciting trip. I see life as one big adventure - either in my business or my personal life.”

Marcus Cauchi

Running his own telemarketing business was putting Marcus Cauchi under more and more stress – he was working long hours, writing detailed proposals for clients who would not always get back to him and sometimes disappeared completely. It felt like he was putting in a lot of effort for little reward.

All this changed in 2004 – the year Marcus discovered the Sandler business opportunity. Unlike many of the network, Marcus wasn’t actively looking for a franchise opportunity when he came across Sandler. But, after exploring the support materials offered by the Sandler model, he soon made up his mind to start his own Sandler business.

After speaking over the phone with the Sandler UK team, he arranged for a meeting the very next day to purchase a Sandler business within his territory in London. Having run his own independent business, Marcus fully understood and appreciated the value in the support that a franchise provided, which made what seemed like a big decision surprisingly easy to make!

“I made my mind up in seconds,” explains Marcus. “I phoned up to say ‘I’m going to come up tomorrow to buy a franchise’, and I bought a franchise! As simple as that! Of course, I did so in the knowledge that I was buying into a proven business. The materials and initial training were stunning, second to none. And I strongly believe that talent creation is an area that will only grow.”

With these strong foundations in place, Marcus has been able to find a work/life balance that fits his needs, without the compromises he had previously had to make as an independent business owner. After nine years Marcus has recently relocated his working area to the south east so that he could spend more time with his family. Despite the implications of having to rebuild his client base he had no hesitation in doing so because he knew the Sandler system worked!

“Coming across Sandler Training was a monumental relief,” he says. “I’ve grown a successful business that allows me to use my skills, achieve satisfying results, and spend more time with my family. I’m now doing all the things that I never had time for before; I’ve read 400 books in the last 2 years and I’m doing an hour and a half of yoga everyday. Sandler has given me the life I always wanted.”

Andy McCreadie

 “I was building someone else’s business and I just thought, ‘If I’m going to employ this much effort and blood, sweat and tears, then I should do that for myself!"

Chris Ginnelly fulfilled a longstanding dream after an epiphany ended a 20-year longing to start his own business, and it’s fair to say his instincts were right on the money – he invoiced several thousand pounds within six weeks of launching Sandler Training West London, a period which also included a winter break with his family!

The 20-year itch

Chris spent 14 years at Xerox, working his way up to senior sales and leadership roles before leaving to join IT software and services firm Civica as managing director of its digital business. Despite delivering impressive results over six years, he couldn’t shake the desire to be the boss himself.

In fact, his success was to be the spur that prompted him to realise his ambition.

Chris explains: “I’ve always had an itch to run my own business, it’s always been there. I’ve always been close to the customer, enjoyed understanding how people and organisations got to market and sold from a B2B perspective.

“I was interested in buying a business but that didn’t work out so I went to Civica as a smaller organisation where I could run things end to end. It was a turnaround job for two years, which we achieved thanks to a great management team. And then I spent four years building the digital business as its managing director.

“But then I just got that itch again. I was building someone else’s business and I just thought, ‘If I’m going to employ this much effort and blood, sweat and tears, then I should do that for myself!’”

A refreshing (and authentic) change

After two decades, what was it about Sandler that made Chris take the leap into business ownership?

He says: “I was aware of Sandler but it was probably the only selling system I’d never used! But then I met with them and got to understand more about the system. As soon as I understood the non-traditional approach that Sandler has…it’s the authenticity, the way that they encourage their clients to sell, the processes used and the honesty in the selling methodology.

“I started thinking seriously about what I wanted. I didn’t want to be on my own. I knew I loved selling and going to market, that I loved people development, but I didn’t want to be just on my own. Sandler gave me a world-class frame of reference and tools to work with and as soon as I met the guys I was done. I knew I’d found the right business for me.”

Start as you mean to go on

It’s no surprise that Chris says he was upbeat about his prospects when he started his franchise, excited to be realising his dream. He hasn’t been disappointed.

“You always start something planning for it to go well and it has!” he says. “I have a fairly strong professional network from my previous experience, but the reception that I’ve had from new people as well has been fantastic.

“Once people understand that we’re talking about a non-traditional, authentic approach to selling, they’re really receptive to that. They want authenticity and integrity in their people and they want to communicate those values through their brand and through their people. The world has changed and I don’t think there’s anyone else that does what we do. I was able to sign up some customers quickly, it was a great start.”

He’s also quick to pay tribute to the initial support offered by Sandler as he got to know the brand and what to expect from his franchise.

“I went to Baltimore for my training. It was absolutely superb. The Sandler way of doing things is incredible anyway, and we have to be re-wired a little bit as well because we bring our own traditional baggage with us as well. They’re able to do that in such an authentic way.

“What we had access to was an incredible, intensive team – highly experienced coaches who had built businesses before us. We were being coached by people who had been there, done it and then sold their businesses. It was really refreshing and powerful – intense but good fun and a fantastic experience.

“The whole Sandler network has been very, very welcoming. As I said, I didn’t want to be on my own, I get energy from people and enjoy being part of a team. I wanted my own business but didn’t want to be on my own doing it! I really do have the best of both worlds: nobody’s telling me what to do, but I’ve got all the support and advice that I need when I need it. It’s a great combination.”

With a start like that and 20 years of ambition to fulfil, it’s no wonder that Chris has high hopes for where he’ll take his business.

“The model allows me to build a business, not just be a trainer. Over the next few years I’ll build a team around me and my objective is to build a million-pound business in the next five years.”

If his form so far is anything to go on, he’ll be there even sooner than that.

Caroline Robinson

For Caroline Robinson, a long-held desire to run her own business was fulfilled when she started her Sandler Training Cambridge franchise – and within just three years she’d been named the network’s Franchisee of the Year!

Here Caroline reflects on her first five years in the business: overcoming challenges, scaring herself silly – and becoming an alchemist!

Year 1: Let’s get going

I started with Sandler in April 2012. Previously I was a strategy consultant to the pharmaceutical industry and I was looking for a new challenge. I wanted to develop further expertise, particularly in business development, and I wanted to run my own company. Sandler offered me the opportunity to bring all of that together.

I was attracted primarily by what Sandler stood for; the opportunity to continuously learn and grow myself within a supportive culture, as part of an established brand and network of like-minded business people. I was also looking for a quick ramp-up in my business and I felt that a franchise offered that to me in a way that was less likely by starting up on my own.

When it came to my expectations, I wanted the highest quality in terms of the calibre of training, the client experience and the returns on investment for my clients. I had very specific goals and a vision to work towards when I started out.

Year 2: Collaboration and support

The first 18 months in the business were challenging, but thanks to the collaborative approach of the Sandler network, both in the UK and US, and my mentoring from Anneli, the Oxford franchisee, I am now firmly on track.

The level of support, coaching and the frequency of it that I get from head office has exceeded my expectation. I talk to my fellow Sandler franchisees regularly and to a certain extent they’re mentoring and coaching me as well. I was constantly amazed by their generosity, what they’re willing to share and how they’ll help you in any way they can.

That’s a very genuine sentiment I’ve got from everybody in the network. It bowled me over, I didn’t expect that level of support and collaboration between franchisees. I’m very impressed by the calibre of people within the network as well.

Year 3: Awards, Success Triangle and work/life balance!

This year I was named Sandler’s Franchisee of the Year! I was very surprised but really pleased. It’s been a great endorsement of how far both I and the business have come since 2012. I’ve grown a good client base and they’ve been getting great results, so the award felt like a testament to all that hard work.

The fundamental cornerstone within Sandler is something called the ‘Success Triangle’ which is that to be more successful in growing sales – in fact, with any aspect of life – there are three things to work on: attitude, behaviours, and techniques. If I look at my growth since 2012 those are the three areas I’ve really focused on and developed personally as well as with my clients to help them get the success they want to achieve. The award is a great endorsement that the philosophy really does work on an individual and company level.

Over the last 12-18 months I’ve become much better at setting my work/life balance. I’ve discovered that I must have two goals at any one time: one of those goals is always a revenue goal for the business; to balance that, I have to have an exercise goal, something that frankly scares the living daylights out of me!

I love running and last year I signed up for a quadrathlon. I’d never done anything like it before and fitting in the training with everything else I was juggling was a challenge. But with Sandler we teach the principles of setting yourself ‘stretch goals’ and how to work towards them, so I was delighted and proud of my achievement as I crossed the finish line!

The Alchemy Group within Sandler in the UK is a group to help us take our businesses to the next level – essentially, practicing what we preach with our clients. For me this is the next stepping stone. I’ve got big ambitious plans for where I want to take the business in the future and the Alchemy Group is a way of helping me to get really specific on questions like ‘What is the plan, the strategy and the actions that I need to be implementing in the next year, and subsequent years, to get to that level?’

Year 4: The Alchemy Group

Sandler UK’s ‘Alchemy Group’ helps established, high-earning franchisees take their businesses to the next level. Many solo consultants hit a plateau once they clear their initial target of billing £100,000 a year – and then require further training to scale up their operation without impacting profitability.

The Alchemy Group was created to meet this requirement, and has been an unqualified success so far. It is also the perfect complement to our performance-based awards system.

After a day of learning, many of the major steps forward come from within our supportive group discussions, with inspired consultants asking themselves the three core questions relating to sustainable business growth:

More – Shall I do more of what I already do?
Better – Shall I do it better?
Different – What do I need to change?

With the outcomes of these sessions helping to create a clear roadmap for success, The Alchemy Group training has been a positive and rewarding experience for everyone involved.

Year 5: The best yet! And a scary presentation…

It’s been the best year so far. I’ve taken it up to the next level – partly from a revenue perspective, but also the kind of clients I’m winning now, larger clients and bigger opportunities with them. It feels like the business is continuing to grow up!

It’s thanks to the learning and experience gained over the last 2 years. And significantly, in the last year I’ve got a coach, a US-based Sandler franchisee who is well ahead of me in where his business is and his experience at growing it. Working with him has made a really big difference, both to me and to the business.

I don’t think you get this level of collaboration elsewhere. I’ve said all along, it makes Sandler unique. It’s 100% there right from the word go and as long as you’re in the network you’ll be able to tap into that. It’s very, very genuine.

We have our annual Client Summit in March each year and for the first year ever I spoke at that, in Orlando. It was a huge deal for me. There were around 1,100 people there and my presentation was to about a third of them. It was a little scary! It went brilliantly, I was so pleased.

As for the future? I’m due to renew my franchise agreement this year, which is a no-brainer for me. I’ve thought about my longer-term goals very carefully over the last 6 months and for me it’s about continuing to grow the business but in a way that enables me to step back a little bit – to where I’m able to work four days a week but it’s still growing and functioning exactly the way I want it to.

I have the same growth trajectory, but I’m making it so that I don’t have to work every hour under the sun to achieve my goals!

Simon Darlaston

Having transitioned from the sporting world to a role in European franchise development, Simon Darlaston not only had great personal insight into the leading opportunities in franchising – he had a special perspective on what it takes for a person and team to achieve their best.

That’s why, when it came time to start his own business and get a better work/life balance for himself and his young family, he knew exactly where to turn.

Simon explains: “I was overseeing the franchise growth strategy for The Little Gym across Europe, based in Harrogate but travelling back and forth to the company’s head office in Brussels. I have two kids and travelling a lot and spending time away from home wasn’t ideal.

“I knew all about the power of franchising, how it can help you play to your strengths without having to spend a lifetime creating, developing or writing a product – plus all the support, tools and experience you can tap into.

“I wanted to set up my own business and do something that meant something to me, to be in charge of my own destiny and make my own decisions. I knew of Sandler from the wider franchise world and I’d always been impressed. I knew it was the right opportunity for me, especially because I knew I could use my previous sporting background to great effect in the business.”

A sporting chance

Simon’s sporting journey saw him start out in professional football (“Like many others, I took a hard fall – I can’t blame an injury, I just wasn’t good enough!”) before moving to the US after completing his sports degree, which led to him working for Major League Soccer in a regional management and sales role.

It’s a passion that’s never left Simon, and one he’s now bringing to his business.

“I think people generally like to learn from the lessons that sport can offer,” he says. “It’s exciting to be able to help people grow and develop in their sales and management roles using some of the lessons learnt from both Sandler and the world of sport.

“If you look at the fundamentals of how Sandler helps people grow personally as well as professionally, you’ll find the same traits in a top sportsperson. There was a really clear link that I saw between the two.

“If you took the business owner of, say, a sales or legal company, and made them the manager of a top football, rugby or Olympic team, what would they do to prepare their team to succeed? One of the things Sandler can do is to help them to treat their people like superstars, giving their people the best chance in the day to day world that they’re in.

“It excites me – over the last 20 years I’ve enjoyed taking what I learned from the world of sport and dropping it into the world of business. Sandler gives me the perfect platform to take this to another level.”

Under starter’s orders…

Sandler franchisees undertake their initial training at the brand’s home in Baltimore, with an intensive week that comprehensive week that prepares them for the journey ahead.

“It was full-on!” says Simon. “Very interesting, enjoyable and very well delivered. It gave me a really good picture of what Sandler is about and what to expect in the coming weeks and months after launch. It was really relevant to get me up and running.”

And has it proved valuable for the launch of his new venture?

“I’m enjoying it. There’s a lot to learn. Taking the best part of 20 years of selling experience and looking at what Sandler offers, it kind of unpicks a lot of it and offers a very fresh, new and authentic way to selling. The traditional ways of selling can still work, but Sandler’s systems just help you be yourself more.

“It’s a co-operative way of selling for both buyer and seller, more than any other system I’ve seen before. A lot of sales training is about techniques: ‘when they say this, you say that’. Sandler doesn’t do that, which is what I like about it.

“Once somebody knows what to do, what to say and what their goals are, it doesn’t matter whether you’re in the business world, sales world or sporting world; unless they’ve got a really strong head on their shoulders to be able to deal with what’s been thrown at them day to day, all the training and all the techniques and all the skills can fall off quickly. But Sandler’s different.

“Building strong people is what we’re really about. Building strong people who have a mindset to understand not only themselves, be self-aware, but understand the different types of people that they come across and how best to communicate with them.”

By capitalising on his previous skill set and adding new ones thanks to the collaborative nature of the Sandler network, it’s clear that Simon is set for plenty of wins in the years ahead.

Berkeley Harris

To know that you’re representing a global leader is special…it keeps us years ahead of the market, and clients know it.’

It’s been quite a journey for Berkeley Harris from decorated Royal Marine to his Sandler franchise, taking in time aboard the Royal Yacht and over a decade as a franchisor – including a stint as deputy chairman of the British Franchise Association.

“I spent 10 years in the Royal Marines, which was good fun!” says Berkeley. “I collected a few medals along the way. I also spent two years on the Royal Yacht Britannia looking after security for the Queen and Royal family, before I began my career in franchising.”

He joined B2B private medical insurance firm WPA, becoming franchise director during a 12-year stay. And it was there that he witnessed the impact of Sandler’s techniques first-hand.

“We had a lot of requests from sales trainers and the like at WPA,” says Berkeley. “I agreed to see someone from Sandler. The guy, who has since retired, was phenomenal and the approach fitted what we did superbly. We’d been growing at a steady rate, 2-3%, but after using some of the Sandler techniques we jumped to 10% growth and the retention rate went from 89% to 93%. The consultative approach had a major impact. We thought we were doing it well before, but this was another level.

“That got me closer to Shaun and Fiona [Sandler’s directors] and they said, ‘Why don’t you come and join us as a franchisee?’. I said no thanks, I get paid rather well! But OK, let’s talk. I asked them to show me more. I had many options and some interesting conversations with other franchisors when I left WPA, but I knew Sandler was the right choice. It didn’t take me long to decide, right, let’s do it.”

From moving mindset to soaring sales

Berkeley’s not afraid to talk about the transition from leading a team of 90 staff and nearly 100 franchisees, to being out on his own, quite literally.

“From having a management team and a support team helping manage my diary and commitments, you’ve suddenly got to do it yourself – you’re chief tea boy as well as running the business! Getting back to that grass roots level was a bit of a struggle, I don’t mind admitting. It’s a case of ‘So who’s going to do that then?’ You do. ‘What about this?’ You do. It’s a completely different place and mindset going back to being on your own.

“When I got started, I wanted to be all entrepreneurial and thought I could do things better! It took a while before I thought, OK, I will follow the model by the letter – and no surprise, the results soon followed. The system is there for a reason!”

Since then, Berkeley’s taken his business to ever-greater heights. “It’s been a great uplift in revenue. From year 1 to year 2 I had 100% increase in turnover. I’m on course for around another 70% increase in year 3. It’s really adding up and has put me in a great place. I’m feeling very, very good about the future.

“It’s been amazing. Once you build your sales mastery group and your management group, and getting clients who you can see are making good use of what you’re training them in, and referring you to other people too, that’s really the point where you think ‘here we go’. You have more to show people, it gives you a big boost in your own confidence and abilities.

“And larger companies become interested in you to train their teams. That’s what it’s all about.”

Truly global support

When it comes to the advantages he’s enjoyed in his franchise, Berkeley cites the brand’s heritage, global network of peers, and mass of cutting-edge content as unrivalled.

He says: “To know that you’re representing a global leader in sales development and leadership and management is special. People ask me why I didn’t do this on my own, and I could have done. But I’d have run out of content within about 10 minutes. The fact Sandler is a global leader, and always ahead of the game on anything, makes such a difference. It keeps us as franchisees ahead of the game, gives us things to shout about.

“Sandler Online exaggerates even more our position at the head of the market. For people to have their own dashboard wherever they are is a game-changer, the implementation of training goes 10 times better with it. It’s years ahead of the market, and clients know it.

“I get introduced at conferences as representing a global leader; having that kind of size and stature and bringing it to a local level is so incredibly powerful when I’m talking with people.”

But best of all?

“The collaboration. You can pick up the phone or email anybody, anytime. If there are 20 people around the world that are at the top of their game in training, leadership and management, I’d say Sandler’s got about a dozen of them. You mention the likes of Bill Bartlett, John Rosso and people say ‘I follow him on Twitter, he’s amazing’. And you say, ‘Yes, I talk to him at Sandler conferences’.

“These are people coaching some of the most exclusive people in the world, and they will take your call every time. Even the very top guys take so much time to talk with you, because they see the global network as the strength of the brand. They’re always available to us as franchisees, and they’re genuine world-leaders at what they do and superstars in the industry.”

Chris Ginnelly

Chris Ginnelly fulfilled a longstanding dream after an epiphany ended a 20-year longing to start his own business, and it’s fair to say his instincts were right on the money – he invoiced several thousand pounds within six weeks of launching Sandler Training West London, a period which also included a winter break with his family!

The 20-year itch

Chris spent 14 years at Xerox, working his way up to senior sales and leadership roles before leaving to join IT software and services firm Civica as managing director of its digital business. Despite delivering impressive results over six years, he couldn’t shake the desire to be the boss himself.

In fact, his success was to be the spur that prompted him to realise his ambition.

Chris explains: “I’ve always had an itch to run my own business, it’s always been there. I’ve always been close to the customer, enjoyed understanding how people and organisations got to market and sold from a B2B perspective.

“I was interested in buying a business but that didn’t work out so I went to Civica as a smaller organisation where I could run things end to end. It was a turnaround job for two years, which we achieved thanks to a great management team. And then I spent four years building the digital business as its managing director.

“But then I just got that itch again. I was building someone else’s business and I just thought, ‘If I’m going to employ this much effort and blood, sweat and tears, then I should do that for myself!’”

A refreshing (and authentic) change

After two decades, what was it about Sandler that made Chris take the leap into business ownership?

He says: “I was aware of Sandler but it was probably the only selling system I’d never used! But then I met with them and got to understand more about the system. As soon as I understood the non-traditional approach that Sandler has…it’s the authenticity, the way that they encourage their clients to sell, the processes used and the honesty in the selling methodology.

“I started thinking seriously about what I wanted. I didn’t want to be on my own. I knew I loved selling and going to market, that I loved people development, but I didn’t want to be just on my own. Sandler gave me a world-class frame of reference and tools to work with and as soon as I met the guys I was done. I knew I’d found the right business for me.”

Start as you mean to go on

It’s no surprise that Chris says he was upbeat about his prospects when he started his franchise, excited to be realising his dream. He hasn’t been disappointed.

“You always start something planning for it to go well and it has!” he says. “I have a fairly strong professional network from my previous experience, but the reception that I’ve had from new people as well has been fantastic.

“Once people understand that we’re talking about a non-traditional, authentic approach to selling, they’re really receptive to that. They want authenticity and integrity in their people and they want to communicate those values through their brand and through their people. The world has changed and I don’t think there’s anyone else that does what we do. I was able to sign up some customers quickly, it was a great start.”

He’s also quick to pay tribute to the initial support offered by Sandler as he got to know the brand and what to expect from his franchise.

“I went to Baltimore for my training. It was absolutely superb. The Sandler way of doing things is incredible anyway, and we have to be re-wired a little bit as well because we bring our own traditional baggage with us as well. They’re able to do that in such an authentic way.

“What we had access to was an incredible, intensive team – highly experienced coaches who had built businesses before us. We were being coached by people who had been there, done it and then sold their businesses. It was really refreshing and powerful – intense but good fun and a fantastic experience.

“The whole Sandler network has been very, very welcoming. As I said, I didn’t want to be on my own, I get energy from people and enjoy being part of a team. I wanted my own business but didn’t want to be on my own doing it! I really do have the best of both worlds: nobody’s telling me what to do, but I’ve got all the support and advice that I need when I need it. It’s a great combination.”

With a start like that and 20 years of ambition to fulfil, it’s no wonder that Chris has high hopes for where he’ll take his business.

“The model allows me to build a business, not just be a trainer. Over the next few years I’ll build a team around me and my objective is to build a million-pound business in the next five years.”

If his form so far is anything to go on, he’ll be there even sooner than that.

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7 June 2013

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