1. Non-Membership Income from the TAB Opportunity v. 4-20-2012

2. Initial Training Learning Objectives Potential for non-membership income Your vision for the membership/non- membership income you want to achieve Selecting the areas of expertise you want to market

3. Potential For Non-Membership Income Leveraging The TAB Opportunity To Develop Significant Additional Non-Membership Income

4. Potential for Non-Membership Income TAB Facilitator Example #1: Teaches SBL primarily focused on strategies and tactics during annual and quarterly meetings for member’s business Conducts analysis of member’s financial data Recruits employees for members Conducts DISC/PIAV analysis of current and potential member’s employees Earns $$ Extra each year/month (CT)

5. Potential for Non-Membership Income TAB Facilitator Example #2 Facilitates 3-hour team building workshops Conducts DISC/PIAV analysis of current and potential member’s employees Interviews candidates for hiring Coaches member’s key executives Participates on Compensation Committee for a member’s business Earns $$ Extra each year/month (MN)

6. Potential for Non-Membership Income TAB Facilitator Example #3: Writes personal vision statements Coaches for women business owners (non-members) Consults through their church (without marketing) Earns $S Extra each year/month (CO)

7. Potential for Non-Membership Income TAB Facilitator Example #4: Sales Training Models Facilitates annual retreats using TABenos for member’s business Conflict resolution among family member employees and co-owners Bills $200/hr for non-TAB Members Bills $150/hr for TAB Members Earns over $40,000 extra each year

8. Potential for Non-Membership Income TAB Facilitator Example #5: Only does consulting for TAB Board Members Helps members with their bookkeeping using QuickBooks Does TTI Does coaching with member’s Key Executives Periodically during board meetings when a topic ties in with an area in which he has expertise, subtly mentions availability for adding extra services in those areas. Does not aggressively market consulting services to members Earns $6,000-$7,000 extra each month

9. Potential for Non-Membership Income TAB Facilitator Example #6: Strategic Planning Using SBL Conducts exit interviews with employees leaving Earns $$ Extra each year/month

10. Potential for Non-Membership Income Franchisee Example #7: Expertise in Marketing/HR Assists members with hiring new employees Developed HR manuals and compensation plans for members Helped them create copy on presentations for key customers Created job descriptions for member's employees Has developed PR and Marketing campaigns for members Earns $$ Extra each year/month (CAN)

11. Potential for Non-Membership Income One of our Facilitator/Coaches earned $670,000 in one year from additional income! Another Facilitator/Coach earned $313,000 in one year from additional income! One Facilitator/Coach only had 10 members but didn’t want to market any more because he was making $140,000 a year from non- membership consulting

12. Your Vision For Income You Want To Receive

13. Your Vision What is the balance YOU want for your franchise model? Membership income Non- membership income

14. Selecting The Areas Of Expertise You Want To Market

15. Selecting Your Areas of Expertise When you joined TAB, you already had business expertise in one or more areas The more areas you claim expertise in, the less credible you may be to potential clients What is your greatest area of expertise? Three areas of expertise is the most you should claim to have a high level of credibility

16. Selecting Your Areas of Expertise Areas of Expertis e MarketingMarketing SalesSales Human Resources FinanceFinance

17. Selecting Your Areas of Expertise Updating and keeping your field of knowledge current as an expert Use the web to update with new trends, new ideas, new technologies and other developments Identify what you have to learn and your strategy for keeping updated in your areas of expertise

18. Advanced Training Objectives

19. Marketing Your Expertise

20. Only market the area(s) of expertise in which you are truly an expert Differentiate yourself from the competition Don't refer to direct competition by name Stress your TAB Facilitation/Coaching experience as a unique edge Leverage TAB's proprietary tools, such as SBL and TAB Business Vantage

21. Marketing Your Expertise Offer your services to facilitate these meetings Suggest members hold annual SBL retreats and/or quarterly SBL updates as valuable investments in their business Networking Group Meetings Rotary, Chamber of Commerce and other Events TAB GIMs and One on One meetings TAB Board Meetings Networking Group Meetings Rotary, Chamber of Commerce and other Events TAB GIMs and One on One meetings TAB Board Meetings Make liberal use of handing out your TAB Max Brochure

22. Marketing Your Expertise Hold seminars/workshops on your area(s) of expertise Offer free speaking services to local business associations, Chambers and/or Rotary clubs Utilize TAB’s white papers and PowerPoint presentations on business topics Focus your talk on one area of expertise Attendees are potential members and/or clients Slides Include Speaking Notes

23. Marketing Your Expertise Contact producers of talk radio programs to offer your services on call-in programs Referrals Be at the right place and right time when seeking referrals Ask for referrals that include an introduction to prospective members and other clients Get testimonials from satisfied clients

24. Marketing Your Expertise Contact media sources such as reporters, editors, talk radio producers, etc. to let them know of your area(s) of expertise and your willingness to be a resource to their articles/programs Media Relations Follow up each quarter by calling them to remind them of your availability

25. Marketing Your Expertise Tips from the Top Newsletter Contribute advice on your area of expertise to the newsletter Send the newsletter to your members and member prospects Website/Satellit e Site Should include testimonials from some members who share their views about how outstanding you are in particular areas of expertise TAB Board Meetings Develop awareness of your expertise Allow members to share their experiences working with you in their organizations

26. Acquiring Clients For Your Non-Membership Services and Products

27. Selling Your Non-Membership Services Some prospects you meet for membership may not be a fit to be TAB members but can use your consulting services One TAB Facilitator picked up monthly consulting projects from attending networking meetings Some non-membership clients are met at TAB Group Informational Meetings (GIMs)

28. Selling Your Non-Membership Services Prepare carefully for face-to-face sales meetings for your consulting services Do your research and know such key information as Accurate name/title of person you are meeting Size of revenues and number of employees in company Distinguishing experiences or accomplishments of the person you are meeting and the company Is the person the decision maker? Don’t meet with someone who isn’t authorized to make the decision

29. Selling Your Non-Membership Services Be sure to explore in detail

30. Selling Your Non-Membership Services A I D AGet Attention create Interest generate Desire ask for Action AIDA

31. Selling Your Non-Membership Services Understand your prospect’s "hot buttons" Understand your prospect’s fears A sales manager may feel threatened if your member wants you to help train the member's sales force Your member’s controller may resent your member’s interest in retaining you to help with the company's financial management

32. Selling Your Non-Membership Services Ask : Is there someone else I will need to reach or meet with in the company before a decision can be made? Can you identify for me what you need in order to make the decision? How close are you to making a decision on a scale from 1 to 10? What do you see as the next step before you can make a decision? What is the problem costing your company annually? Does this problem frustrate you?

33. Selling Your Non-Membership Services It’s Your Image! Your proposal must be professional looking & include certain key elements It’s Your Image! Your proposal must be professional looking & include certain key elements Guarantee or warranty Present one key idea at a time Keep paragraphs short Use bulleted items to make points Use flow charts to understan d a process that you want to provide Identify the timing of your progress reports Summariz e key points

34. Selling Your Non-Membership Services

35. How do you compare to competition - your competitive advantages and disadvantages Billing/PricingBilling/Pricing Most give a discount to TAB members vs. other outside consulting Competition - who are they? What do they charge?

36. Selling Your Non-Membership Services Recommended for Projects Minimum of 50% at acceptance of contract Additional 25% when project is 50% completed Remaining 25% at day of completion Some franchisees give a 10% discount for full payment in advance of the project

37. Selling Your Non-Membership Services TAB Facilitator Billing Example: Checks prices of competition in the area Bills non-members $150/hr Bills TAB members $125/hr Bills TAB members $950 for an 8-hour day project Bills TAB members $4,500 for 8 hours/5 days per week Sometimes determines a fixed rate for projects that span multiple days

38. Selling Your Non-Membership Services Turn down “bad” business Bad business is worse than no consulting business Its best to say "I don't do that" if you are not capable of providing quality services in an area It's best to say "I'm too busy" if there is any doubt about your ability to meet the timelines of the project Bad business is worse than no consulting business Its best to say "I don't do that" if you are not capable of providing quality services in an area It's best to say "I'm too busy" if there is any doubt about your ability to meet the timelines of the project Ask yourself whether the project or services fits with the professional image/brand you want for yourself

39. Selling Your Non-Membership Services Be ethical Don't be one of those consultants who gets his/her foot in the door just to expand their services beyond their agreed scope of the work Avoid consultant incompetence Consultant’s lack of available time

40. Role Play Selling Your Area of Expertise