The Founder – McDonald’s: How to Close a Deal in an Afternoon.

This is a video from the movie “The Founder” on how to close a deal in an afternoon. The Founder is about Ray Kroc building the McDonald’s empire.

In the movie Ray Kroc closes several types of deals, including:

Restaurant franchises: Kroc sells franchises of the McDonald brothers’ restaurant to entrepreneurs across the United States. This is the main type of deal that Kroc closes in the movie.
Real estate deals: Kroc also purchases real estate properties in prime locations to build new McDonald’s restaurants. This allows him to control the quality and consistency of the McDonald’s experience for customers.
Supplier deals: Kroc negotiates deals with suppliers to get the best possible prices on ingredients and equipment for his McDonald’s restaurants. This helps him to keep his costs down and his profits high.

Kroc is also a master at closing deals with people. He is able to build trust and rapport with potential customers and partners, and he is very persuasive in his sales pitches. He is also not afraid to take risks and to negotiate hard to get the best possible deals.

Here are some specific examples of deals that Kroc closes in the movie:

He convinces the McDonald brothers to give him the exclusive franchise rights to their restaurant chain.
He purchases a prime piece of real estate on the corner of a busy intersection in San Bernardino, California, to build his first McDonald’s restaurant.
He negotiates a deal with a supplier to get frozen hamburger patties at a discounted price.
He convinces the McDonald brothers to sell him the entire company for $2.7 million.

Kroc’s ability to close deals is one of the key factors in his success in building the McDonald’s empire.

In the Real Estate Business

Harry Sonneborn. Sonneborn tells Kroc that he is not in the food business, but in the real estate business. He explains that the real money is made from the rent that Kroc can charge franchisees to lease the land on which their McDonald’s restaurants are built.

Kroc takes Sonneborn’s advice to heart and begins buying up land in prime locations across the country. He then leases this land to franchisees under the condition that they build their McDonald’s restaurants according to his strict specifications.

This strategy allows Kroc to control the quality and consistency of the McDonald’s experience for customers, while also generating a steady stream of income from rent. By the end of the movie, Kroc owns over 90% of the land on which McDonald’s restaurants are built.

Kroc’s move into real estate was a brilliant one. It allowed him to build a vast and profitable empire, while also ensuring that McDonald’s would continue to be a dominant force in the fast food industry for years to come.

Here are some of the benefits that Kroc gained from owning the real estate on which McDonald’s restaurants were built:

He could control the location and quality of the restaurants.
He could charge franchisees a premium rent for the land.
He could sell the land to franchisees who wanted to own their own restaurants.
He could develop the land into other types of commercial properties, such as shopping centers.

Negotiation Quotes

“The most difficult thing in any negotiation, almost, is making sure that you strip it of the emotion and deal with the facts.” ~Howard Baker.
“Ask for the close early, and ask often.” ~Steli Efti
“You may have to fight a battle more than once to win it.” ~Margaret Thatcher
“You can’t sell anything to anybody-they must discover they want it.” ~Samuel D. Deep, Close The Deal
“Success in life comes not from holding a good hand, but in playing a poor hand well.” ~Warren Lester
“The two most important requirements for major success are: first, being in the right place at the right time, and second, doing something about it.” ~Ray Kroc
You don’t learn how to win in sales by getting a yes; you learn how to win every time you get a no.” ~Samuel D. Deep, Close The Deal