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Larry Kerrigan’s path to franchise ownership reflects the principles of jiu-jitsu, where persistence, adaptability, and the courage to “fall forward” lead to success. By embracing the mindset of continuous learning, Larry turned challenges into opportunities, using the foundational tenets of jiu-jitsu as a guide to master an unfamiliar sales role and build a flourishing business. His story demonstrates the philosophy of “We don’t lose, we learn,” inspiring others to pursue entrepreneurship with determination and an open mind.
Taking on Sales: An Unfamiliar Challenge
When Larry began his franchise journey, one of his biggest hurdles was stepping into sales—a role he had never experienced. With a technical background, he was far more familiar with listening to sales pitches than delivering them. Yet, this new challenge did not deter him. With unwavering determination, Larry confronted his fears head-on.
He vividly remembers the early days, particularly the moment he decided to approach local businesses in Medford Square. Although he faced numerous rejections, Larry persisted, gradually building what he describes as “scar tissue”—a resilience that allowed him to approach potential clients with humor and confidence. Over time, the once-daunting sales process evolved into a fulfilling aspect of his work, centered on forming strong client relationships.
Building a Collaborative Team
Larry’s success story also highlights the importance of assembling the right team. From the beginning, he focused on recruiting top talent, including Jonas Fernandes, a trusted colleague and Brazilian jiu-jitsu black belt, as his right-hand partner. Together, they cultivated a culture of mutual respect and shared vision, laying the groundwork for a thriving business.
“Jonas is the single person who’s most responsible for our success,” Larry shares, emphasizing Jonas’s technical expertise, strategic thinking, and leadership. Their partnership not only propelled the business forward but also created an environment where collaboration thrived.
Larry credits his team’s contributions, including longtime employees like Deb Hornig and Dawn Buckley, as well as younger talents like Liam Kelley, who joined through a high school co-op program. Viewing himself as a mentor, Larry takes pride in helping his team members grow professionally and reach their potential.
Embracing Change and Personal Growth
Since starting his franchise, Larry has embraced both personal and professional transformation. Relocating from Boston to a quieter countryside setting, he traded urban chaos for the tranquility of nature. This shift, however, did not slow him down. Larry continues to engage in his passions, including running, hiking, and martial arts—activities that often spark meaningful connections both personally and professionally.
Larry attributes his entrepreneurial success to a mindset of perseverance and self-belief. His competitive spirit, developed early in life, has helped him tackle the inevitable challenges of business ownership.
A Defining Moment in Sales
One of Larry’s most pivotal moments came early in his sales career. Fresh out of training, he found himself parked outside an insurance company, nervously debating whether to approach. With a deep breath and a surge of determination, he walked in, only to encounter a “No Solicitors” sign on the door. Undeterred, he pressed on, experiencing rejection after rejection.
Rather than letting these setbacks define him, Larry saw them as learning opportunities. With each encounter, he honed his resilience and developed a lighter, more humorous approach to sales. Eventually, this shift in mindset transformed his interactions, enabling him to focus on meaningful conversations rather than outcomes.
Mentorship and Giving Back
One of the most fulfilling aspects of Larry’s career has been his dedication to giving back. Drawing inspiration from his own mentors, he established an internship program in partnership with local high schools and technical colleges. This initiative has not only created valuable opportunities for young talent but also strengthened his business by fostering long-term, dedicated employees.
The program’s success began with a friend’s son, whose co-op placement turned into a standout career. Encouraged by this experience, Larry expanded the program, helping both his company and the community thrive.
Advice for Aspiring Franchise Owners
For those considering franchise ownership, Larry emphasizes the importance of taking calculated risks and maintaining a “full-speed ahead” mindset. A favorite quote of his, “The two necessary ingredients for success are ignorance and confidence,” perfectly encapsulates this approach.
Larry advises focusing on relationships rather than immediate outcomes. Viewing sales as conversations rather than transactions has helped him build trust and loyalty among clients, ultimately driving his business’s growth.
A Legacy of Resilience and Collaboration
Larry’s journey isn’t just about overcoming challenges—it’s about building a culture of success through teamwork and mentorship. His unwavering commitment to learning, adapting, and supporting others has turned what might have been a daunting endeavor into a deeply rewarding career.
For Larry, true success isn’t measured by financial achievements or accolades. “My team is the reason for our success,” he explains, underscoring the collective effort behind his entrepreneurial accomplishments.
Final Thoughts
As Larry reflects on his path, he remains deeply appreciative of the resilience, determination, and teamwork that have defined his career. His story is a testament to the idea that, with the right mindset and a strong support system, anything is possible.
Larry Kerrigan’s journey from sales novice to successful franchise owner illustrates the art of falling forward. His story inspires others to see that success is not just about what you achieve—it’s about the people who help you along the way.
