CANDIDATE QUALIFYING

Presented by Michael Lorsch

Michael Lorsch / M.Lorsch Consulting

My Email michael@mlorschconsulting.com

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: accounting@franserve.com 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

Email 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)

Michael Lorsch Contact Information

Email michael@mlorschconsulting.com

(847)947-4764

Wishing You Much Success!

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