1. Local & Network Marketing Course Presented by Pamela Currie / Franchise Intellect, Inc. My Background --10+ Years in Franchising --10+ in Traditional Corporate --Core Competencies: Franchising, Sales & Training --Multiple Perspectives of the Franchise Business Model (Zee, Zor, Developer, Broker, Trainer) --Certified in multiple sales & business curricula --Founder of Franchise Intellect, Inc in 2009

2. Building Your Brand = YOU! Rebound Leads Seminars Networking Advertising Trade Shows Local Franchisees Resource Links Agenda Topics

3. 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 3 rd Party Sources (funding).  Schedule Interview Call  Email ConfidentialQ uestionnair 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 Expectation s 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 Invoices Franchisor for Placement Fee  Congrats to You, Franchisor & New Franchisee.  Request Reference

4. Rebound: A rebound lead is a basketball analogy....the client shot at a franchise and it was a miss, or non-match. The client is now bouncing back into his or her search for that perfect business.

5. Rebound Leads (cont.) Why so many leads and such a poor closing ratio when it only takes 11 broker referrals to close a sale? Usually it can be traced to one of four reasons: 1. Territory sold out 2. Client lacks adequate capital 3. Absentee vs. active ownership 4. Client lacks experience/skill set

6. Seminar Opportunities: Outplacement Groups College Classes Church Groups Free Educational Seminars Civic Organizations Trade Shows

7. Networking: Franchise Attorney Business Immigration Attorney CPA Traditional Business Broker BNI (Business Networking Internat’l) Other Networking Opportunities Commercial Leasing Agents

9. Advertising: Newspaper Radio Social Media Strategy (Facebook, LinkedIn, Twitter Trade Magazines / Specialty Publications Vehicle Wrap / Magnet

10. Franchise and Business Opportunity shows exhibiting in your area can be excellent sources of new contacts and leads. Simply contact the promoter and ask for a list of exhibitors. One or more of these will be companies that you already represent. Contact the franchise company and offer to help out in the booth. This will give you an opportunity to build a strong relationship with the franchise and acquire leads at the same time. These shows are also a great opportunity to network with and establish relationships with franchises that you may not be currently representing. Trade Shows:

11. Local Franchises Any franchisee that deals with the general public will tell you that they are asked almost on a daily basis if they are a franchise, how does it work, how to get more information, etc. Most franchise owners consider these inquiries a nuisance, and will be happy to pass them on to you. This allows the franchisee a polite escape from the conversation, and provides you with a steady stream of free leads.

12. Resource Links: US Franchise Expos: www.usfranchiseexpos.com www.usfranchiseexpos.com Lawyer locator: www.martindale.com www.martindale.com Referral group: www.bni.comwww.bni.com

13. Wishing You Much Success!