candidate qualifying presented by michael lorsch/m.lorsch consulting my email...
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CANDIDATE QUALIFYING•Presented by 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)•Questions Anytime and at End of Class
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•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 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)
