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Episode: IAM2471 - The Rollercoaster Ride of a Franchise Broker's Journey
Description: On day 154 of his franchise broker journey, Gresham Harkless reflects on the emotional and strategic challenges of building momentum without having closed a traditional deal.
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While others in his cohort have closed deals—mostly through personal connections—he’s navigating the harder road of building a system that doesn’t rely on warm leads.
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Gresham acknowledges the temptation to press clients when deals lag, especially with long lead times, like one prospect who keeps pushing meetings back months at a time—but he consciously focuses on planting seeds and celebrating small wins.
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Gresham recognizes lead quality as the biggest challenge and is shifti...