Step 1 Call Notes

Please fill out the survey below.
;

S1. Step One Call

Copy from link inside close: after this: https://app.close.com/lead/ ID: lead_cmoSaUoEfLpVTq9JjaZT0l92wJQDRVOY2LjC6JRRkLf
MM slash DD slash YYYY
Name(Required)

The Five Part Introduction. Total time 5-7 mins:

Part 1: Opening - Hi, this is Boston calling from Gideon Math & Reading, is this still a good time to talk? How are things where you are? Part 2: Quick Overview of Discovery Process — Did you get the email with the 8 steps of our Discovery Process? Were you able to review it? How do you feel about following a process like this?

Part 3: Purpose

The purpose of my call is to accomplish two things: 1) First, is to have an open and direct dialogue about who you are and what you are looking to accomplish. 2) Second, is to give you a better understanding of Gideon and how we do business. This call will take no longer than 60 minutes. If we need more time, we’ll simply schedule another call. Is that okay with you?
Part 4: Clearing the Air - Before we start, is there anything pressing that you would like to discuss upfront? Is there anything you would like to add to this agenda?
Part 5: Getting Started - So why are you interested in learning about Gideon today? (Be quiet and listen. This puts you immediately into the NEED bucket extracting “WHY” they are thinking of starting a business.) Follow Up Q: Why are you looking for a change?

Business Experience

Using a timeline, please walk me through your career & business history? Help me with your title and industries? (Probe changes in careers, transfers, etc. If in a job less than 5 years, what expectations were not met? If in a job more than 10 years, probe what worked well. Learn motivations to changes, favorite parts, least fave.)
Do you have any entrepreneurial or small business experiences? Have you ever looked into or owned a franchise? Why are you interested in buying a franchise vs. just doing it yourself?
Let me tell you what our top Franchisees (current people) look like. Four traits or come to mind: . -Passionate -Persistent -Patient -Positive Do you feel these traits describe you? Could you give an example of these playing out in your life? I’ll read these again to you. (Repeat if necessary)
Types of Support & Training Needed
What areas of franchise support and training do you believe will be most important for you to gain? What is your biggest concern?

Personal Goals and Direction

Tell me a little bit about your family situation or structure – this will be important. Are you married? What is your spouse’s name? Do you have children / ages? What is your parenting style? How are you connected to your community? PTA? Sports?
How long have you and your spouse been thinking about starting a business? What changes can you foresee with that lifestyle? What is an ideal workweek? How do you feel about retail evening hours and weekends?
How will your family be involved in this franchise? Who else will you look to for guidance or advice? How would they feel about you running a Gideon center?
What are you looking to accomplish next in your life? If you think down the road 5 or 10 years with your kids growing up, what are your priorities? Follow up questions to such vague answers such as “independence, control, flexibility”: “What do you mean by that?” “Can you give me an example of what you are saying?” “If you had (flexibility), what would you be doing?” “Why is that important?”
Have you started thinking about a location? In what area (geography) are you looking to start the business? Why that area?

Financial Objectives

Are you planning for this to be your main income or a supplement? Are you looking for Gideon to be a solution to a financial problem or a path to financial success? What are you looking to achieve in personal monthly income as a business owner?
Is it critical for you and your family to produce personal income from the business in the first 12 months? How will household and living expenses be taken care of while starting the business? What is the approximate income it takes to run your household monthly? Will your spouse's income cover this?
In your career/work history, what has been your annual salary range? As a business owner, are you looking to be in that same range, exceed it? Would less be OK with you? How would your spouse & family feel about that?
Once you find the right franchise, what is your plan to fund your investment? Let’s take a minute and walk through this… LOAN: How you do feel about taking out a loan for this?
What has caught your eye about Gideon? What else? Anything else? (Extract details).
So - - Based on what you’ve said about finances – what other brands, systems or career options will work or get you there? How are you going about the comparison? What appears to be the best fit at this point

20/60/20 - Timeline

Explain 20/60/20 rule of Franchisees in a quality, established system Which group will you be in? Why would you say that? Revisit 4 Ps: passion, patience, persistence, positivity
What is the target date to have your business open? (work backwards from their target to introduce rough dates for opening, training, discovery day…paint a picture…ask them to write these dates down)

Decision Criteria - To Be Answered Later

Decision Criteria: I will email you these questions for you to think to about. -- How would you describe your confidence / certainty level about making this decision and taking the appropriate actions to invest your money, energy, talents & skills to actually start your own business? (Script to fit your style) You know that a majority of candidates don’t have an actual decision-making mechanism or template in place on HOW to make this decision. --Have you thought about how you’re going to make your decision? --Think about if you were on Zillow looking to buy a house and you check off how many bedrooms and whether you want a pool or not, etc. --What would you be wanting in a business? --Any deal breakers? Any must-haves? --What are the most important criteria? Could we prioritize that… --Before I give you a brief presentation of Gideon, is there anything else that you want to share that I didn’t ask about?

Brand Presentation

Brand Presentation: give a maximum 5-10-minute overview of the brand (use your brand presentation notes; customize to highlight key points that address their fears, goals, concerns, etc.). Integrate some questions for “yes” answers during presentation. ---Education Industry growing ---Gideon Program Structure ---High Quality Curriculum --- Step by Step with Mastery ---Low student: teacher ratios ---Systematic Student Process ---Affordable & Paper/Pencil ---Franchise Structure ---Owner Operated - Relationship Business ---education leader, parenting coach, ---someone who can follow a proven system, and a confident self-marketer ---Low standard royalties & Buy booklets as needed ---Exclusive Territory ---Work-life balance -20-25 hrs per week ---8 Step Process Each step is simply to determine if you want to continue. Step 1 - Intro Phone Call DONE! Step 2 - Gideon In-Depth Review Web Conference Step 3 - Application Step 4 - Proficiency Test + Background Check Step 5 - FDD Review Step 6 - Discovery Day Step 7 - Final Financial Verification Step 8 - Sign the FA
This is step 1. Either of us making a decision on you as a Franchisee is much, much later in the process, but most Candidates can at least get a feel on whether they could maybe see themselves owning a Gideon franchise. Based on the brief overview I just presented, is this a business that you might see helping you to accomplish your goals we discussed? Any other comments / questions / thoughts?
It sounds like you would be comfortable with moving to Step 2 of our Discovery Process which is do a longer review - about 1.5 hrs of Gideon through an online meeting. Great! Let’s get that scheduled.

Closing & Recap Email

Thank you so much for your time today! I'll be sending you a recap of our conversation along with those decision criteria questions we talked about a bit ago. --Use follow up template in Close. --Include any needed extra items requested. --Request any HW items for candidate - such as decision criteria for next phone call.