candidate qualifying presented by michael lorsch
TRANSCRIPT
CANDIDATE QUALIFYING
Presented by Michael Lorsch
Michael Lorsch / M.Lorsch Consulting
My Email [email protected]
My Contact Number (847)947-4764
My Background CPA VP Finance International Company Multi Location Franchisee 111/2 Years Franchise Consulting since May 2005 Training Since October 2007
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)
Webinar Ground Rules
Participation & Questions are Welcomed
Mute Your Phone
(If You Have Background Noise)
Share Your Experiences
Open Your Mind To Learning
Positive Attitude
Joint Success
FRANCHISE LISTING PAGE
Initial Contact & Pre-Qualify
Candidate Interview Research & Pre-Registration
Franchise Presentation
Candidate Introductions
Coaching Process Legal & 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 3rd 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: [email protected] and FS invoices the Franchisor for Placement Fee & Upon Receipt of Fee then Pays Consultant
Congrats to You, Franchisor & New Franchisee.
Request Reference
Qualifying
Process when Dealing with Internet Leads
Typical Internet Lead
Objective is to Qualify or Disqualify
Imperative to Control Process
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
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)
Learn About Tangibles & Intangibles
Emotional Motivators (Lifestyle, Tired of Corp America,
Control, etc.)
Business Preferences & Motivators
Financial Qualifiers & Motivators
Partnership Qualifiers (Ready, Willing & Able)
The Process And Timeline
Call Leads ASAP/ASAPP
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
Contact/ Response Expectations
Learning Opportunities/Homework
Personalize Script (HO1), Emails and Voicemails (HOs 6-9)
Personalize your Bio-see Initial Contact Script (HO1)
Practice Going through Initial Contact Script (HO1)
Practice Going through the CQ (HO4) with a Friend
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)
Wishing You Much Success!
Please complete online evaluation form located
on the FS University cover page