I. Introduction
a. Franchise 101
b. History of Franchising
c. Future of Franchising
d. Single Unit, Multiple, and Area Development
e. Franchise Categories
f. Franchise Pros and Cons
g. Important Franchise Statistics
h. Resource Links
II. Your Business
a. Working Environment
b. Tools and Equipment
c. Telephone
d. Internet
e. Sole Proprietor vs. Incorporate
f. Budget
g. Business Name
h. Resource Links
III. Legal (Presented by Franchise Attorney)
a. Franchise Defined
b. Franchise Disclosure Document
c. Franchise Agreement
d. FTC Regulations
e. State Registrations
f. Licensing Requirements
g. Earnings Claims
h. Resource Links
IV. Franchise Listings
a. Representation Agreement
b. Commissions
c. Catalog Pages
d. Library Material
e. Product Knowledge
f. Conference Calls/Webinars
g. Franchisor Intro (Presented by Top 100 Franchisor)
h. Resource Links
V. Marketing
a. Overview
b. Not a Sales Process
c. Internet Lead Program (Presented by Lead Provider)
d. Your Web Site (Presented by IT Consultant)
e. Rebound
f. Seminar
g. Referral Group
h. Advertising
i. Trade Shows
j. Local Franchisees
k. Resource Links
VI. Qualifying
a. Process Control
b. Nine Key Questions
c. Information Exchange
d. Validation
e. Resource Links
VII. Franchise Matching
a. Auto-Sort Program
b. Intangibles
c. Geography
d. Availability
e. Presentation Material
f. Client Registration
g. Resource Links
VIII. Presentation and Referral
a. Recap
b. Benefits Presentation
c. Franchise Introduction
d. Ranking
e. Setting Agenda
f. Follow-up Program
g. Invoice
h. Resource Links
IX. Operation Fast Start (Presented by Independent Broker)
a. A Day in the Life
b. Using the Tools
c. Most Productive Efforts
d. Getting to Success
e. Pitfalls
f. Quick Start Program
g. Resource Links
X. Conclusion
a. Getting Started
b. New Broker “To-Do” List
c. Appendix
d. Resource Links
