advicoach disciplines webinar 9 29
DESCRIPTION
High level overview of AdviCoach business model and how it can increase a business' performance and ROI and focus the business on the right activities.TRANSCRIPT
Leaders in Business Coaching
Your Success Is Our Only Business
Our Objectives
What you will learn over the next 60 minutes:
– Why Businesses Fail– The Four Disciplines of the
AdviCoach® Business Model• Lead Generation• Client Acquisition• Client Results• Performance Enhancement
The Size of the Business Coaching Market
The United States has over 7.2 million pay-rolled businesses. 98% have under 100 employees.
The Market For Business Coaching
Out of every 100 independently owned small
business 90% will fail within ten years because:
Source: SCORE - Counselors to America’s Small Business www.score.org
– 78% lack a solid business plan– 73% are being overly optimistic
about sales– 77% are not pricing their
products or services properly– 70% Don’t recognize/ignore
weaknesses, don’t seek help
The Five Business Dangers
Poor Leadership
Under Performing Sales
Ineffective Marketing
Lack of Human Capital Management
Financial Mismanagement
Consultant vs. Coach
A consultant completes projects for their clients based on their own technical expertise.
A coach mentors entrepreneurs in growing their businesses, so the incremental cash flow more than pays for their customized education.
The Four Disciplines
LeadGeneration
Client Acquisition
ClientResults
Performance Enhancement
Coach Competencies
Discipline
1
Discipline
2
Discipline
3
Discipline
4
Learning the Four Disciplines
• AnxietyFear
• SkillConfidence • TIME
• AHAZONE
Lead Generation
Discipline 1
Networking
Site Visits
Strategic PartnersFirst Meeting – 30 Minutes
Rapid Impact Strategies
Referrals
Direct MailE-Marketing
Call Center
Complimentary Coaching Session
FreeSeminar
New Coaching Client!
Team Day
National Accounts
FSBI BrandReferrals
Networking Events
• Identify networking
opportunities in your community• Target Open versus Closed
groups• Develop qualified leads quickly
and easily
Discipline 1
Direct Mail and E-Mail
• General Contractors and the Trades
• Dentist and Medical Practices
• Manufacturers• Tool and Die Shops• Restaurants• IT and Software
Companies• Attorneys
…and the list goes on
Discipline 1
Call Center Support
• Callers trained by us• Leverage the use of a
Call Center to help stoke the front end of your pipeline by scheduling meetings on your behalf
Discipline 1
Referrals
Discipline 1
Discipline 1
Strategic Partner Core Team
AdviCoach
Create Value Business
Owner
AccountantProtect Value
AttorneyDistribute
Value
Financial Advisor
Compound Value
Client Acquisition System
Discipline 2
•Rapid Impact Strategy Score Card
1.
•Financial Analysis
2.
•Complimentary Coaching Session
3.
•Profit Equation
4.
•Coaching Agreement
5.
Financial Benchmarking
Discipline 2
Coaching ROI
Discipline 2
Our Coaching Process
I.L.W.E.Goals
Q190 Day
Plan
Q290 Day
Plan
Q390 Day
Plan
Q490 Day
Plan
WeeklyCoaching
Agenda
WeeklyCoachingAgendas
WeeklyCoaching
Agenda
WeeklyCoaching
Agenda
StrategicPlan
Input from Owner,
Team and Coach
Discipline 3
Income, Life Style, Wealth and Equity
Discipline 3
One Page Strategic Plan
Discipline 3
One Page Strategic Plan
Our Coaching System
Time1. Apprenticeship
Plan
2. Operations & Training Manual
3. Time Management Plan
4. Comprehensive Exit Strategy
Team1. Employee Acquisition Plan
2. Psychometric Profiling Process
3. Key Performance Indicators Measurement System
4. Lean Manufacturing Program
5. Performance Incentive Plan
6. Strategic Plan
7. Leadership Development Plan
8. Team Meeting Rhythm
9. Organizational Plan
10.Team Building System
Money1. Current Business Plan
2. Break-even Plan
3. Revenue and Profit Budget
4. Cash Gap Plan
5. Unique Selling Proposition & Guarantee
6. Sales Management System
7. Tactical Marketing Plan
Discipline 3
Weekly Coaching Agenda
Discipline 3
Accountability
Resource Management
Discipline 4
Our Franchisee Peak Performance System
Your Business Plan
Discipline 4
Business Advisers International sm 2007 0Variance Month 1 Month 2 Month 3 Month 4 Month 5 Month 6 Month 7 Month 8 Month 9 Month 10 Month 11
ProspectingPhone Call Attempts /Proactive 100 200 250 230 260 350 140 140 140 140 140 Phone Call Attempts /Business Lists 900 800 1,000 800 800 1,000 800 800 800 800 800 Emails and Letters 330 330 412 340 350 445 310 310 310 310 310 Total prospects 1,330 1,330 1,662 1,370 1,410 1,795 1,250 1,250 1,250 1,250 1,250
Leads DevelopmentCircle of Influence Leads 3 4 9 6 8 10 4 4 4 4 4 Referral Leads 4 7 9 8 8 14 8 8 8 8 8 Networking Leads 2 6 5 8 8 10 4 4 4 4 4 Presentation Leads 1 3 2 1 2 1 4 4 4 4 4 Business List Leads 90 80 100 80 80 100 80 80 80 80 80 Total leads (Seekers) 100 100 125 103 106 135 100 100 100 100 100
Business DevelopmentStep #1 Initial Contacts 100 100 125 103 106 135 100 100 100 100 100 Step #2 Value Proposition 9 15 27 28 27 41 10 30 30 30 30 Step #3 Business Evaluation 2 3 9 8 8 12 3 10 10 10 10 Step #4 Solution Presentation - - 1 1 1 1 1 2 2 2 2
Client ServicesStep #5 Client Engagement - - 0 0 0 1 0 1 1 1 1 Step #6 Implementation - - - 0 0 1 0 1 1 1 1 Step #7 Repeat Business - - - 0.2 0.2 0.3 0.1 0.4 0.4 0.4 0.4
Expected Engagements - - 0.5 0.6 0.6 0.9 0.5 1.4 1.4 1.4 1.4
BAI Adviser Gross Revenues -$ -$ 3,905$ 4,800$ 4,901$ 7,490$ 3,699$ 11,096$ 11,096$ 11,096$ 11,096$ TOTAL EXPENSES -$ -$ 781$ 960$ 980$ 1,498$ 740$ 2,219$ 2,219$ 2,219$ 2,219$
Net Margin -$ -$ 3,124$ 3,840$ 3,921$ 5,992$ 2,959$ 8,877$ 8,877$ 8,877$ 8,877$
MARKETING ACTUAL Proactive Leads Month 1 Month 2 Month 3 Month 4 Month 5 Month 6 Month 7 Month 8 Month 9 Month 10 Month 11Proactive Marketing Leads 10 20 25 23 26 35 20 20 20 20 20
KEY MARKETING ACTIVITIESMonth 1 Month 2 Month 3 Month 4 Month 5 Month 6 Month 7 Month 8 Month 9 Month 10 Month 11
NETWORKINGCircle of Influence Individual Contacts 100 100 100 100 100 100 100 100 100 100 100Business and Community Organizations 0 0 0 0 0 0 1 0 0 0 0Professional Networking Groups 0 0 0 0 0 0 0 0 0 0 1Alumni Groups 0 0 0 0 0 0 1 0 1 1 0Entrepreneur Networking Groups 0 0 0 0 1 1 1 1 2 1 1Speaking Engagements/Seminars 0 0 0 1 1 1 2 1 1 1 1Business Partners, TES Consultants 0 0 0 0 1 1 0 1 0 0 1Other 0 0 0 1 5 5 1 1 0 0 0TRADE SHOWS/JOB FAIRSFranchise Trade Shows 1 0 0 0 0 1 0 0 0 0 0Business Shows 1 0 1 1 1 1 0 1 1 1 0Trade Conferences 1 1 0 1 0 1 0 0 0 1 0Other 1 0 0 0 0 0 0 0 0 0 0
PROSPECT/CLIENT REFERRAL PROGRAMSReferrals from Prospects and Clients 1 5 6 6 6 8 6 6 6 6 8Other 1 5 6 6 6 8 6 6 6 6 8
ADVERTISEMENTS AND PROMOTIONS
Newspaper Classified Ads 1 4 5 3 3 3 3 3 3 3 3PR- News Articles 1 1 1 1 1 1 1 1 1 1 1Direct Mail 25 100 70 100 70 100 100 100 125 100 100Yellow Pages/Directory Ads 0 0 1 1 1 1 1 1 1 1 1Local Ads in Churches/ & Associations 0 0 0 1 1 1 1 1 1 1 1Mass Media Broadcasts/Radio/TV 0 1 1 1 1 1 1 1 1 1 1Internet Sites 1 1 1 1 1 1 1 1 1 1 1OTHER PROMOTIONS 1 0 0 0 0 0 0 0 0 0 0
This financial analysis is only an estimate. The Financial performance of each Business Advisers International Franchise, can vary
PLAN YEAR
Your Default Calendar
Discipline 4
Your Activity Plan
Discipline 4
#1 In Business Coaching
• FSBI dominates the business coaching franchise market
• Pioneers of business coaching with over 25 years of proven experience
• Business coaching call center support for business development
• National accounts
• High gross margins and net profits
33% of Franchise Business Coaching
Market
FSBI 33%
• Single Units
• 5 and 10 Multi Units – 49% of franchise owners
currently own multi units– 23% of new franchisees start
with multi units– 26% start off with one unit,
then add additional units later
• Regional Developers– Select national and
international markets available
#1 In Business Coaching
Q&A and Next Steps