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By Joe Mathews, Franchise Performance Group
It has often been said that cash is king. Usually when someone utters those words it is because they think money moves mountains. Money doesn’t move mountains, people do…people with KASH. What is KASH and how do you get it? KASH is Knowledge -Attitude -Skills- Habits.
Knowledge: Knowledge is what you know. Peak Performers know what it takes to win. Knowledge however is highly overrated. The difference between peak performers and under-performers is the methods through which, peak performers SKILLFULLY IMPLEMENT more of what they know. Knowledge without activity doesn’t make a difference.
The second AND MOST CRITICAL ingredient to the KASH model of success is Attitude. Attitude isn’t about “good” or “bad,” but it describes how a franchisee thinks. Peak performers think alike. They have the same attitudes and outlooks about their customers, products and services, the franchisor, and their future as other peak performers.
A franchisee cannot be a peak performer unless they first learn to think like a peak performer. Why? Thoughts drive actions. Actions drive results. Underperformers typically have the same self-limiting beliefs as other underperformers. If you were ever to attend a franchisor’s national convention, you would see peak performers hanging out with other peak performers, talking about what they plan to accomplish in the future. Underperformers (assuming they show up at all) will typically hang out with other under performers complaining about what didn’t work in the past. Many franchisors do not know how to train franchisees how to think like peak performers. Therefore, many franchisors unwittingly do not fully impart the success model to their franchisees.
The third ingredient to the KASH model of success is SKILL. In order for franchisees to win, they must exhibit polished on-the-job behaviors. However, sadly many franchisors do not conduct enough skills training. They knowingly or unknowingly expect franchisees to acquire the necessary skills on their own through trial and error. Some think “practice makes perfect.” Skillful franchisors understand “practice makes permanent,” only perfect practice makes perfect. Skillful franchisors are present at the franchisee’s location monitoring a franchisee’s practice and aid them in practicing perfect.
The last ingredient is HABIT. Peak performers spend a large percentage of their day engaged in the activities which produce the greatest results. Underperformers spend most of their day engaged in meaningless busywork which doesn’t make a difference. The main obstacle is acquiring KASH is that new franchisees don’t know what they don’t know. To overcome these obstacles new franchisees need to surround themselves with people who already have the necessary KASH and know how to spend it.
This means:
- Go to every National/Regional/Local event held by the parent Franchise
- Use every opportunity to network and hang out with Peak Performers
- Ask questions and absorb the attitudes of the Top Guns
- Train yourself to think like the winners think
Actions and conversations started in thought, so until you think like a winner you can’t become a winner. The first thing I tell new franchisees is “To be successful, start by making a goal to waste just half your time.” Most new franchisees need to go outside of the franchise to obtain the KASH they need. For instance:
- Hire an existing franchisee as a coach
- Hire a professional coach to keep you focused on high payoff activities
- Select another franchisee to act as an accountability partner
- Budget 10% of your personal income for personal growth
- Don’t let the minor details keep you from the high priority activities
Do you and your team have the KASH of a peak performing franchisor?
If not, call the leaders in franchisor KASH distribution.
Franchise Performance Group
860-567-3099
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