1. CANDIDATE QUALIFYING Presented by Michael Lorsch

2. Michael Lorsch / M.Lorsch Consulting  My Email michael@mlorschconsulting.com michael@mlorschconsulting.com  My Contact Number (847)947-4764  My Background  CPA  VP Finance International Company  Multi Location Franchisee 11 1/2 Years  Franchise Consulting since May 2005  Training Since October 2007

3. 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)

4. 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

5. FRANCHISE LISTING PAGE Initial Contact & Pre- Qualify Candidate InterviewResearch & Pre- Registration Franchise Presentation Candidate Introductions Coaching ProcessLegal & 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 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@fra nserve.com and FS invoices the Franchisor for Placement Fee & Upon Receipt of Fee then Pays Consultant accounting@fra nserve.com  Congrats to You, Franchisor & New Franchisee.  Request Reference

6. Qualifying  Process when Dealing with Internet Leads  Typical Internet Lead  Objective is to Qualify or Disqualify  Imperative to Control Process

7. 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

8. 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)

9. Learn About Tangibles & Intangibles  Emotional Motivators (Lifestyle, Tired of Corp America, Control, etc.)  Business Preferences & Motivators  Financial Qualifiers & Motivators  Partnership Qualifiers (Ready, Willing & Able)

10. 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

11. 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

12. 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)

13. Michael Lorsch Contact Information  Email michael@mlorschconsulting.com michael@mlorschconsulting.com  (847)947-4764

14. Wishing You Much Success! Please complete online evaluation form located on the FS University cover page