advicoach disciplines webinar 9 29

Leaders in Business Coaching

Your Success Is Our Only Business

Our Objectives

What you will learn over the next 60 minutes:

– Why Businesses Fail– The Four Disciplines of the

AdviCoach® Business Model• Lead Generation• Client Acquisition• Client Results• Performance Enhancement

The Size of the Business Coaching Market

The United States has over 7.2 million pay-rolled businesses. 98% have under 100 employees.

The Market For Business Coaching

Out of every 100 independently owned small

business 90% will fail within ten years because:

Source: SCORE - Counselors to America’s Small Business www.score.org

– 78% lack a solid business plan– 73% are being overly optimistic

about sales– 77% are not pricing their

products or services properly– 70% Don’t recognize/ignore

weaknesses, don’t seek help

The Five Business Dangers

Poor Leadership

Under Performing Sales

Ineffective Marketing

Lack of Human Capital Management

Financial Mismanagement

Consultant vs. Coach

A consultant completes projects for their clients based on their own technical expertise.

A coach mentors entrepreneurs in growing their businesses, so the incremental cash flow more than pays for their customized education.

The Four Disciplines

LeadGeneration

Client Acquisition

ClientResults

Performance Enhancement

Coach Competencies

Discipline

1

Discipline

2

Discipline

3

Discipline

4

Learning the Four Disciplines

• AnxietyFear

• SkillConfidence • TIME

• AHAZONE

Lead Generation

Discipline 1

Networking

Site Visits

Strategic PartnersFirst Meeting – 30 Minutes

Rapid Impact Strategies

Referrals

Direct MailE-Marketing

Call Center

Complimentary Coaching Session

FreeSeminar

New Coaching Client!

Team Day

National Accounts

FSBI BrandReferrals

Networking Events

• Identify networking

opportunities in your community• Target Open versus Closed

groups• Develop qualified leads quickly

and easily

Discipline 1

Direct Mail and E-Mail

• General Contractors and the Trades

• Dentist and Medical Practices

• Manufacturers• Tool and Die Shops• Restaurants• IT and Software

Companies• Attorneys

…and the list goes on

Discipline 1

Call Center Support

• Callers trained by us• Leverage the use of a

Call Center to help stoke the front end of your pipeline by scheduling meetings on your behalf

Discipline 1

Referrals

Discipline 1

Discipline 1

Strategic Partner Core Team

AdviCoach

Create Value Business

Owner

AccountantProtect Value

AttorneyDistribute

Value

Financial Advisor

Compound Value

Client Acquisition System

Discipline 2

•Rapid Impact Strategy Score Card

1.

•Financial Analysis

2.

•Complimentary Coaching Session

3.

•Profit Equation

4.

•Coaching Agreement

5.

Financial Benchmarking

Discipline 2

Coaching ROI

Discipline 2

Our Coaching Process

I.L.W.E.Goals

Q190 Day

Plan

Q290 Day

Plan

Q390 Day

Plan

Q490 Day

Plan

WeeklyCoaching

Agenda

WeeklyCoachingAgendas

WeeklyCoaching

Agenda

WeeklyCoaching

Agenda

StrategicPlan

Input from Owner,

Team and Coach

Discipline 3

Income, Life Style, Wealth and Equity

Discipline 3

One Page Strategic Plan

Discipline 3

One Page Strategic Plan

Our Coaching System

Time1. Apprenticeship

Plan

2. Operations & Training Manual

3. Time Management Plan

4. Comprehensive Exit Strategy

Team1. Employee Acquisition Plan

2. Psychometric Profiling Process

3. Key Performance Indicators Measurement System

4. Lean Manufacturing Program

5. Performance Incentive Plan

6. Strategic Plan

7. Leadership Development Plan

8. Team Meeting Rhythm

9. Organizational Plan

10.Team Building System

Money1. Current Business Plan

2. Break-even Plan

3. Revenue and Profit Budget

4. Cash Gap Plan

5. Unique Selling Proposition & Guarantee

6. Sales Management System

7. Tactical Marketing Plan

Discipline 3

Weekly Coaching Agenda

Discipline 3

Accountability

Resource Management

Discipline 4

Our Franchisee Peak Performance System

Your Business Plan

Discipline 4

Business Advisers International sm 2007 0Variance Month 1 Month 2 Month 3 Month 4 Month 5 Month 6 Month 7 Month 8 Month 9 Month 10 Month 11

ProspectingPhone Call Attempts /Proactive 100 200 250 230 260 350 140 140 140 140 140 Phone Call Attempts /Business Lists 900 800 1,000 800 800 1,000 800 800 800 800 800 Emails and Letters 330 330 412 340 350 445 310 310 310 310 310 Total prospects 1,330 1,330 1,662 1,370 1,410 1,795 1,250 1,250 1,250 1,250 1,250

Leads DevelopmentCircle of Influence Leads 3 4 9 6 8 10 4 4 4 4 4 Referral Leads 4 7 9 8 8 14 8 8 8 8 8 Networking Leads 2 6 5 8 8 10 4 4 4 4 4 Presentation Leads 1 3 2 1 2 1 4 4 4 4 4 Business List Leads 90 80 100 80 80 100 80 80 80 80 80 Total leads (Seekers) 100 100 125 103 106 135 100 100 100 100 100

Business DevelopmentStep #1 Initial Contacts 100 100 125 103 106 135 100 100 100 100 100 Step #2 Value Proposition 9 15 27 28 27 41 10 30 30 30 30 Step #3 Business Evaluation 2 3 9 8 8 12 3 10 10 10 10 Step #4 Solution Presentation - - 1 1 1 1 1 2 2 2 2

Client ServicesStep #5 Client Engagement - - 0 0 0 1 0 1 1 1 1 Step #6 Implementation - - - 0 0 1 0 1 1 1 1 Step #7 Repeat Business - - - 0.2 0.2 0.3 0.1 0.4 0.4 0.4 0.4

Expected Engagements - - 0.5 0.6 0.6 0.9 0.5 1.4 1.4 1.4 1.4

BAI Adviser Gross Revenues -$ -$ 3,905$ 4,800$ 4,901$ 7,490$ 3,699$ 11,096$ 11,096$ 11,096$ 11,096$ TOTAL EXPENSES -$ -$ 781$ 960$ 980$ 1,498$ 740$ 2,219$ 2,219$ 2,219$ 2,219$

Net Margin -$ -$ 3,124$ 3,840$ 3,921$ 5,992$ 2,959$ 8,877$ 8,877$ 8,877$ 8,877$

MARKETING ACTUAL Proactive Leads Month 1 Month 2 Month 3 Month 4 Month 5 Month 6 Month 7 Month 8 Month 9 Month 10 Month 11Proactive Marketing Leads 10 20 25 23 26 35 20 20 20 20 20

KEY MARKETING ACTIVITIESMonth 1 Month 2 Month 3 Month 4 Month 5 Month 6 Month 7 Month 8 Month 9 Month 10 Month 11

NETWORKINGCircle of Influence Individual Contacts 100 100 100 100 100 100 100 100 100 100 100Business and Community Organizations 0 0 0 0 0 0 1 0 0 0 0Professional Networking Groups 0 0 0 0 0 0 0 0 0 0 1Alumni Groups 0 0 0 0 0 0 1 0 1 1 0Entrepreneur Networking Groups 0 0 0 0 1 1 1 1 2 1 1Speaking Engagements/Seminars 0 0 0 1 1 1 2 1 1 1 1Business Partners, TES Consultants 0 0 0 0 1 1 0 1 0 0 1Other 0 0 0 1 5 5 1 1 0 0 0TRADE SHOWS/JOB FAIRSFranchise Trade Shows 1 0 0 0 0 1 0 0 0 0 0Business Shows 1 0 1 1 1 1 0 1 1 1 0Trade Conferences 1 1 0 1 0 1 0 0 0 1 0Other 1 0 0 0 0 0 0 0 0 0 0

PROSPECT/CLIENT REFERRAL PROGRAMSReferrals from Prospects and Clients 1 5 6 6 6 8 6 6 6 6 8Other 1 5 6 6 6 8 6 6 6 6 8

ADVERTISEMENTS AND PROMOTIONS

Newspaper Classified Ads 1 4 5 3 3 3 3 3 3 3 3PR- News Articles 1 1 1 1 1 1 1 1 1 1 1Direct Mail 25 100 70 100 70 100 100 100 125 100 100Yellow Pages/Directory Ads 0 0 1 1 1 1 1 1 1 1 1Local Ads in Churches/ & Associations 0 0 0 1 1 1 1 1 1 1 1Mass Media Broadcasts/Radio/TV 0 1 1 1 1 1 1 1 1 1 1Internet Sites 1 1 1 1 1 1 1 1 1 1 1OTHER PROMOTIONS 1 0 0 0 0 0 0 0 0 0 0

This financial analysis is only an estimate. The Financial performance of each Business Advisers International Franchise, can vary

PLAN YEAR

Your Default Calendar

Discipline 4

Your Activity Plan

Discipline 4

#1 In Business Coaching

• FSBI dominates the business coaching franchise market

• Pioneers of business coaching with over 25 years of proven experience

• Business coaching call center support for business development

• National accounts

• High gross margins and net profits

33% of Franchise Business Coaching

Market

FSBI 33%

• Single Units

• 5 and 10 Multi Units – 49% of franchise owners

currently own multi units– 23% of new franchisees start

with multi units– 26% start off with one unit,

then add additional units later

• Regional Developers– Select national and

international markets available

#1 In Business Coaching

Q&A and Next Steps