1. Presentation To Placement Module Jerry Rieder

2. Instructor - Jerry Rieder  Contact Information - Direct 920-544-3557 - Email jmrieder@riederconsulting.comjmrieder@riederconsulting.com  Background / Experience - Franchisor/small business owner since 2005 - Franchise Consultant since 2012 - 25+ yrs w/4 Fortune 500 Cos. - Major Account, Operations, Revenue and Customer Service - Sr. Management experience - Significant Business Analysis, Marketing, Training, Project Management and Consulting background

3. Webinar Ground Rules  Participation & Questions (regarding any aspect of this session or previous modules) Are Encouraged  Mute Your Phone (if you have background noise)  Share Your Experiences  Open Your Mind To Learning  Positive Approach/Attitude Please complete online evaluation form located on the FS University cover page

4. FRANCHISE LISTING PAGE Initial Contact & Pre-Qualify Candidate Interview Research & Pre- Registration Franchise Presentation Candidate Introductions Coaching ProcessLegal & Placement Key Activities  Initial Contact via Phone / Email  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  Email 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 Email 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: accounting@franserve.com and FS invoices the Franchisor for Placement Fee & Upon Receipt of Fee then Pays Consultant@franserve.com  Congrats to You, Franchisor & New Franchisee.  Request Reference Focus on:  Presenting franchise opportunities  Managing franchisor and client expectations/introductory calls  Coaching techniques and tools  Earning a Placement Fee

5. Franchise Recommendation Benefits Presentation Before introducing any of the franchises you have selected for you candidate, introduce the benefits of the franchise and how it matches the needs, goals and objectives outlined by your candidate. This will prevent a quick and emotional response to the franchise (“I would never do that”), and instead put your candidate in an open minded position to look at the business model you are introducing. This the point where you will engage your candidate. Be positive and enthusiastic about your presentation. Your candidate will feed off of your lead and will hopefully become eager to learn more. Keys:  Summarize key points from questionnaire/interview  Tie to franchise attributes  Focus on key criteria and benefits of the franchise  Match characteristics of the franchise to client goals, objectives and needs  Solicit feedback and questions during review  Promote client involvement

6. Benefits Presentation - Cont. Example 1: You might be presenting a haircutting franchise, say Great Clips for Hair. If you lead with Great Clips your candidate might push back and say, “I don’t know how to cut hair,” or have some other preconceived idea or concern about the franchise or industry. He will close his mind to the rest of your presentation because in his mind, it doesn't meet his needs. Instead, you would lead with information about a franchise that is: 1. Used by over 50% of the population 2. Recession proof industry 3. All cash business, no receivables 4. Extremely low overhead. Every employee, including the manager, works on commission. After this benefits presentation, then you would announce the name of the franchise. In so doing, you have tied the benefit to the need, which means your candidate will be encouraged to spend some time researching the business. Remember that we are not here to sell the franchise, merely to open the candidate’s mind to opportunities, educate them on the process. 5. Minimal Inventory 6. No selling, customer comes to you 7. Absentee ownership model 8. Scalable with multiple locations 9. Initial entry under $100K

7. Benefits Presentation - Cont. Example 2: Name the Industry and Franchise Benefits:  Huge, rapidly growing service industry  Customers call you for service  Home based opportunity  Low investment requirement  Powerful income potential  Scalable business that builds equity  Quick average breakeven timeframe  Recession proof  Cash business  Strong multiple unit potential  31 years in business Customers/clients make purchasing decisions based on how the benefits/characteristics of products/services meet their needs.

8. Benefits Presentation - Cont. Industry: Cleaning and Maintenance Franchise: The Maids Relating benefits to client needs, goals and objectives: From “The Maids” franchise consultant website…During your consultation we talked about your desire for a certain lifestyle. When I went through our inventory of companies, there was one company that hit on many of your key requirements for a business. It not only addresses your personal needs and time considerations, but it also fulfills your economic requirements. This business is in an industry where you will make a difference in the lives of both your customers and your employees. You will also work closely with many professionals in your market. This is a business that operates during normal business hours and you will not work on weekends or holidays. I know that is critical so you still have time for the number one most important thing in your life... your family. Residual and Repeat! The business has a low front-end investment with an excellent ROI. This is a company that I don’t believe you would have considered on your own, but it is a great fit based on what you’ve said is important to you. I was glad to hear you say that status was not an issue when we had your consultation, because I already sensed that this one would be a fit. This company is not glamorous, but it fits your requirements and will clearly utilize your skill sets.

9. Franchise Introduction Now that your client knows the name of the franchise and how the benefits meet their criteria, it is time to actually present and introduce the franchise. The presentation of the franchises themselves should follow the presentation material that has been supplied by the franchise company. These don't need to be lengthy or detailed presentations, but merely a summary of the franchise, the availability in the client's area, and a recap of how the benefits match his needs. In some cases you might use the company web site or webinar they have provided to supplement your presentation. After your presentation be open to two or three questions, but as soon as possible your will want to redirect these questions toward the franchise. Remember that we are just providing quality franchise options and guidance, not trying to make the sale. The goal is to get them excited about talking to the franchise development team.

10. Presentation Material/Two Minute Drill Each franchise will have an abbreviated presentation or "two minute drill" that gives you the opportunity to present a solid overview of the benefits of the franchise without getting into excessive detail. Although product knowledge is important, your presentation should never be so detailed that your candidate doesn’t need to speak with the franchise company. Try to refer all the detailed questions to the Franchisor. You should have this information in hand either from the company, the FranServe Franchise Inventory franchise summaries or from the franchise website and be practiced in delivering a knowledgeable presentation. Combined with the information you have gathered about the franchise presence in your candidate's locale, your presentation will be both professional and knowledgeable.  Present 3-4 franchises  Summaries should be brief/concise/focused  Defer detailed questions to franchisor  Your role is consultant/coach/educator  Coaching tool – List of potential criteria/benefits  Three B’s – Be brief, be brilliant and be gone…

11. Client Franchise Recommendation Presentation Files/Materials  Presentations can be provided in various formats  Power Point Presentations  Summary Templates  FranServe Franchise Inventory Summaries (edited/modified)  Vary presentation based on your client needs/requests  More or less detail  Provide presentation before or after recommendation call  Provide relevant franchisor information/data/links  Website data/information  FranServe Franchise Inventory info  Franchisor email updates  Etc.

12. You Don’t Make A Match… What happens if your candidate, doesn’t like any of the concepts you presented? Don’t worry, it happens to everyone. Here are the steps you need to take before selecting additional franchises for your candidate. 1. Ask your candidate specifics about what they liked and didn’t like about each franchise you presented. 2. Get as many details as you can. Tell them that you have many options in your portfolio and that you will research new franchises using the information you gathered. Schedule a new appointment to make another Benefits Presentation.  If at first you don’t succeed…  Be persistent and further refine the franchise search

13. Franchise Ranking A typical franchise presentation will include three to four franchises, although there are always exceptions. In some cases four just aren't enough; in other cases you aren't able to come up with that many. Whatever the number of franchises you present, at the end of the presentation you would prefer that your candidate is only pursuing and validating two of the options at one time. In many cases the client will narrow the list down himself, either favoring or eliminating one or more of the options immediately. If that isn't the case, ask your client to give you a top to bottom ranked list based on his initial reaction. Then you can suggest that the top two be pursued at once, with numbers three and four on hold.  Have your client rank the franchise recommendations  Set expectation to “discover” top 2 franchises  Introduce client to franchisor for top 1-2 ranked franchises

14. Candidate Introductions  Submit client introduction via FranServe Client Manager  Include relevant client info, questionnaire and resume’ if available  Set client expectations for the introduction process  Contact franchisor to discuss your client and introduce yourself (first intro)  Provide franchisors w/insight on how to best manage your client  Build relationship w/franchisor – Show your value in the process  Fulfill any unique franchisor requirements/expectations (forms etc.)  Schedule introductory call and participate  Identify questions that your client may have of franchisor  Promote “seamless” introduction process  Strengthen relationships w/client and franchisor  Tool – List of Questions for Franchisor

15. Coaching Process – “Trusted Advisor and Business Coach”  Remain involved in calls between the franchisor and your client  Listen, educate and encourage  Identify client concerns and roadblocks in the process  Educate your client throughout the entire placement process  Encourage them though the process – “be a sounding board”  Identify questions to help w/validation of franchisees  Meet w/client on a regular basis throughout the process  Stay in touch w/Franchisors to ensure a cohesive process  Assist w/”Discovery Day Process”  Add value throughout the process…  Tool – List of questions for franchisee validation calls  Tool – Discovery Day Checklist

16. Candidate Expectations Of The FDD One of the things that gets overlooked the most and yet is one of the most important steps in the franchise investigation process, is setting the candidates expectation of the Franchise Disclosure Document or FDD. This document is regulated by the Federal Trade Commission and is typically a very one sided document favoring the Franchisor and is primarily non-negotiable. It is important to alert your candidate to this, so that they are not taken by surprise when they read it. Setting this expectation early will only expedite the discovery/investigation progress.  Set candidate’s expectations about the FDD prior to franchisor disclosing the FDD…  Tool – How to set candidates expectations w/FDD

17. Legal and Placement  Client’s lawyer reviews and negotiates the franchise agreement on behalf of your candidate  Franchise agreement is signed, franchise and related fees are paid  The placement (your) fee is paid out  Congratulations to you, the franchisor and your client – the new franchisee  Request a reference… Tools – Support site has links for 3 rd Party Sources such as lawyers etc.

18. Invoicing Your Franchise Deal and Placement Fee Once you have been notified that your candidate has closed the deal, contact FranServe Billing/Accounting for franchisor invoicing:  Email: accounting@franserve.comaccounting@franserve.com  Include your name and contact information (including mailing address)  Name of your candidate and their full contact information  The territory your candidate purchased and what they purchased i.e. A Single Unit, Multiple or Master  The commission the franchisor agreed to pay for your candidate  Name and contact information for the franchisor You can expect to be paid within 5 days of FranServe receiving payment for the invoice. Most franchisors are very quick to pay and will most likely make payment within 72 hours, of the funds clearing. You should expect your payment within 7 to 14 days of your client signing on with the franchisor.  Tool - Sample Invoice to Franchisor

19. Learning Opportunity – Applied Learning Find that Franchise!!  Complete a brief mock candidate questionnaire and interview w/spouse/friend etc.  Perform all phases of the candidate placement process  Walk through key activities per step  Utilize the FranServe Client Manager and Intranet Site  Reference/use all tools outlined on placement document  “Think through” the entire process and related tools  Share your findings/recommendations w/your newly assigned FranServe Coach  Good luck in your new career!  Have fun assisting people realize their business ownership goal…

20. Wishing You Much Success! Please complete online evaluation form located on the FS University cover page All training presentations and supporting documents are available in a downloadable format on the FS University Site behind the “ONDEMAND” link… Final Questions regarding any aspect of your training?