1. CANDIDATE QUALIFYING Presented by Michael Lorsch/M.Lorsch Consulting My Email michael@mlorschconsulting.commichael@mlorschconsulting.com My Contact Number (847)947-4764 My Background -CPA -VP Finance International Company -Multi Location Franchisee 11 1/2 Years -Franchise Consulting since May 2005 -Training Since October 2007

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

3. FRANCHISE LISTING PAGE Initial Contact & Pre- Qualify Candidate InterviewResearch & 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@fra nserve.com and FS invoices the Franchisor for Placement Fee & Upon Receipt of Fee then Pays Consultant accounting@fra nserve.com  Congrats to You, Franchisor & New Franchisee.  Request Reference

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

5. 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

6. 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)

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

8. 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)-Email Same or Next Day -Second Call (Weds) at Different Time-Email Same or Next Day -Third Call-The Following Tues, Weds, or Thurs and Send Final Email Contact/ Response Expectations

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

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

11. Michael Lorsch Contact Information Email michael@mlorschconsulting.commichael@mlorschconsulting.com (847)947-4764