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CANDIDATE QUALIFYING

CANDIDATE QUALIFYING. Presented by 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 11 1/2 Years -Franchise Consulting since May 2005

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CANDIDATE QUALIFYING

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  1. CANDIDATE QUALIFYING • Presented by 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

  2. 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

  3. FRANCHISE LISTING PAGE

  4. QUALIFYING • Process when Dealing with Internet Leads • -Typical Internet Lead • Objective is to Qualify or Disqualify • Imperative to Control Process

  5. 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

  6. 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)

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

  8. 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

  9. 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

  10. 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)

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

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