CANDIDATE QUALIFYING Presented by Michael Lorsch/M.Lorsch Consulting My My Contact Number (847) My Background -CPA -VP Finance International Company -Multi Location Franchisee 11 1/2 Years -Franchise Consulting since May Training Since October 2007

CANDIDATE QUALIFYING CLASS OUTLINE Initial Contact Script & Pre-Qualify(HO1) -Establish Rapport and Credibility Common Questions & Objections(HO2) Candidate Interview/Confidential Questionnaire (CQ)(HO4) Voic s, s and Timeline(HO 6-9) Learning Opportunities/ Homework (PPT 9) Questions Anytime and at End of Class

FRANCHISE LISTING PAGE Initial Contact & Pre- Qualify Candidate InterviewResearch & Pre- Registration Franchise Presentation Candidate Introductions Coaching ProcessLegal & Placement Key Activities  Initial Contact via Phone /  Establish Rapport & Credibility.  Explain Services & Steps  Handling Common Objections  Script to Pre- Qualify the Serious –vs- Curious.  Become a Business Orchestrator for needed 3 rd Party Sources (funding).  Schedule Interview Call  Confidential Questionnaire Key Activities  Conduct an interview using the Confidential Questionnaire (Uncover tangibles & intangibles). Note: Any partners should be involved in this process.  Explain Next Steps & Schedule Franchise Presentation Mtg  Send Explaining Discovery Process and Disclosure Statement. Key Activities  Match Key Elements of Your Candidate to Businesses.  Research Franchises in FranServe Directory w/ eMatch Tools & Power Search.  Pre-Register Candidate and do a Territory Check.  Request electronic materials from franchisor to use for presenting their business. Key Activities  One at a Time Review Key Criteria & Benefits of Selected Franchises. (total of 3-4)  Feedback & Ranking from Candidate.  Select 1-2 Franchise Concepts to Discover.  Identify Good Times for Candidate Introduction Calls & Set Expectations of Franchisor Process. Key Activities  Schedule Introductory Call for Franchisor & Candidate.  Provide Franchisor w/ any Insight on How to Best Manage Your Candidate.  Identify Questions that Your Candidate may want to ask Franchisor Key Activities  Become that Trusted Advisor & Business Coach.  Remain Involved in Calls between the Franchisor & Candidate.  Set Candidates Expectations about the FDD prior to Franchisor disclosing FDD.  Identify Questions to Help with Validation of Franchisees  Checklist for Discovery Day Key Activities  Lawyer Reviews and Negotiates the Franchise Agreement on Behalf of Candidate.  Franchise Agreement Signature & Payment of Franchise Fee.  Consultant sends placement details: nserve.com and FS invoices the Franchisor for Placement Fee & Upon Receipt of Fee then Pays Consultant nserve.com  Congrats to You, Franchisor & New Franchisee.  Request Reference

QUALIFYING Process when Dealing with Internet Leads -Typical Internet Lead Objective is to Qualify or Disqualify Imperative to Control Process

FUNDAMENTALS OF QUALIFYING Are they MOTIVATED AND FINANCIALLY QUALIFIED First Contact Crucial-Put Yourself in Their Place Be Professional, Knowledgeable, Confident, Passionate Establish Rapport, Credibility and Connect Show Empathy Don’t Pre-judge Qualify as Quickly as Possible End Conversation or Set Appointment

INTERVIEW(CQ) FUNDAMENTALS Objective-Learn as Much as Possible Involve Key Decision Makers The CQ is NOT intended to be sent to franchisors Take Thorough Notes and be Inquisitive Set Appointment for Franchise Presentation (1 Week)

Learn About Tangibles & Intangibles Emotional Motivators (Lifestyle, Tired of Corp America, Control, etc.) Business Preferences & Motivators Financial Qualifiers & Motivators Partnership Qualifiers (Ready, Willing & Able)

THE PROCESS AND TIMELINE Call Leads ASAP If You Connect, Interview Next Day if Possible Sample Timeline If You Do Not Connect -Leave Message (Monday)- Same or Next Day -Second Call (Weds) at Different Time- Same or Next Day -Third Call-The Following Tues, Weds, or Thurs and Send Final Contact/ Response Expectations

LEARNING OPPORTUNITIES/HOMEWORK Personalize Script (HO1), s and Voic s (HOs 6-9) Personalize your Bio-see Initial Contact Script (HO1) Practice Going through the CQ (HO4) with a Friend

CANDIDATE QUALIFYING CLASS OUTLINE Initial Contact Script & Pre-Qualify(HO1) -Establish Rapport and Credibility Common Questions & Objections(HO2) Candidate Interview/Confidential Questionnaire (CQ)(HO4) Voic s, s and Timeline(HO 6-9) Learning Opportunities/ Homework (PPT 9)

Michael Lorsch Contact Information (847)