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Franchise Candidate Qualifying Course by Michael Lorsch

Join Michael Lorsch for a comprehensive franchise candidate qualifying course. Learn key strategies to pre-qualify candidates, establish rapport, handle objections, conduct interviews, and manage timelines effectively. Enhance your franchise consulting skills with practical tips and insightful techniques from an experienced VP of Finance and CPA.

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Franchise Candidate Qualifying Course by Michael Lorsch

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  1. CANDIDATE QUALIFYING Presented by Michael Lorsch

  2. Michael Lorsch / M.LorschConsulting • 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

  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

  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 • (847)947-4764

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

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