From Panic to Purchase: Mastering Fear & Building Confidence in FranDev
Update: 2025-08-12
Description
The Advisory Board Podcast
Big thanks to our episode sponsor, ClientTether, for making today’s conversation possible.
This week, Dave Hansen welcomes his friend (and occasional karaoke co-star) Jim Stapleton, VP of Franchise Development at Caring Transitions—the largest senior relocation and household goods resale franchise. With 30 years in sales, six years in franchise development, and a knack for doubling system size, Jim blends performance, psychology, and just enough musical theater flair to keep audiences hooked.
The conversation dives deep into one of the most powerful forces in sales—fear—and how it affects both franchise buyers and salespeople. Jim unpacks the primal origins of fear, its clash with logic, and why love is just as influential in decision-making. Using analogies from high dives, Bob Ross paintings, and even piles of laundry mistaken for monsters, Jim explains how to guide candidates from hesitation to confident action.You’ll hear strategies for:
Big thanks to our episode sponsor, ClientTether, for making today’s conversation possible.
This week, Dave Hansen welcomes his friend (and occasional karaoke co-star) Jim Stapleton, VP of Franchise Development at Caring Transitions—the largest senior relocation and household goods resale franchise. With 30 years in sales, six years in franchise development, and a knack for doubling system size, Jim blends performance, psychology, and just enough musical theater flair to keep audiences hooked.
The conversation dives deep into one of the most powerful forces in sales—fear—and how it affects both franchise buyers and salespeople. Jim unpacks the primal origins of fear, its clash with logic, and why love is just as influential in decision-making. Using analogies from high dives, Bob Ross paintings, and even piles of laundry mistaken for monsters, Jim explains how to guide candidates from hesitation to confident action.You’ll hear strategies for:
- Spotting when fear is stalling a deal (hint: excuses and missed commitments are big tells).
- “Feeding the dream and starving the fear” to keep momentum high.
- Anticipating and addressing objections before they surface.
- Leading with empathy (not sympathy) to move candidates forward.
- Building trust through genuine enthusiasm and belief in your brand.
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