1. The Alternative Board v. 12-5-2011

2. One-on-One SBL Appointment

3. Learning Objectives You will learn how to:  Set Expectations  Indentify Pain  Develop an Action Plan Based SBL by Using Client’s DCSF  Connect Pain or CSF to TAB Benefits  Close

4. Types of Member Acquisition Appointments Type of AppointmentFollows Length of Appointmen t TAB Features And Benefit 22 QuestionsFulfillment Possible Desired Results RFA (Request for Appointment) GIM 60 to 90 Minutes Confirm Prospect’s Understanding ALLAll Yes Board Meeting NO Tips from the Top One on One MAPP 1 or 3 Calls Referral Missed SBL 20 or more minutes Overview - Monthly Board Meeting SBL Vantage More if time allows 6 Questions or more if time allows Brief Yes Board Meeting 2nd SBL Interview NO Tips from the Top 2nd SBL Interview One on One 60 to 90 Minutes Expand on Features and Benefit from One on One Finish 22 Questions not asked during One on One and Develop 1 CSF with Plan All Yes Board Meeting NO Tips from the Top

5. Desired Results  Close  Have to think about it – what is it that you have to think about? Invite as a Guest Advisor  Be prepared to go over the Guest Advisor visit  List of questions to respond to at the meeting  Guest Advisor Agreement  Please participate  Place in pipe line and ask for a referral  No

6. Upfront Agreement  Today we should spend at least an hour, or more if feel you need the time.  I have additional questions to ask you and I’m sure you have questions for me.  I would like to discuss your Critical Success Factor which was…. (offer the name of the issue developed from the one-on-one.  Then let’s see what the next step should be.

7. Clarification of TAB Are there any clarification questions you would like to ask about TAB at this point?

8. Prospect Discovery Ask missed 22 Questions (if not asked already)  Tell me about your personal goals. (Income, net worth, time, vacation, retirement)  What do you like about this business? What don’t you like about your business?  Why would I do business with you vs. your competitor? (Definition of service, rose story)  Do you have any succession plans/exit strategy? If not, protecting the loss of a key exec?  What expertise or perspective do you believe you can bring to your TAB Board?  Is it convenient for you to host a TAB Board meeting?  Now that you have seen the information meeting and we have spent a few minutes together, what do you expect from TAB?

9. Fulfillment  Value of their board and our coaching  SBL- Critical success Factor  Goal  Strategies  Work through Actions of the first Strategy  Role Play 20 minutes

10. Desired Results  Close  Have to think about it – what is it that you have to think about? Invite as a Guest Advisor  Be prepared to go over the Guest Advisor visit  List of questions to respond to at the meeting  Guest Advisor Agreement  Please participate  Place in pipe line and ask for a referral  No