Franchise Model Overview...franchise business? You control your own time. Your time investment will vary depending on whether you are engaged in the business full-time or part-time

Franchise Model Overview

Aust/NZ/Asia: +61 8 8267 2144 | Nth & Sth America: +1 415 670 9571 | UK/EU: +44 20 3286 0721

www.focalpointintl.com

�About Us For over 30 years, Brian Tracy Global has been specialising in the training and coaching of individuals and organisations. Canadian Brian Tracy is the top-selling author of 70 books on professional and personal achievement. A very popular motivational speaker, Brian has addressed more than 5 million people worldwide. He has written over 300 audio and video learning programs and is a master of breathing new life into ageless concepts.

Brian Tracy personally developed the world-class FocalPoint business coaching and professional training programs. Our excellent reputation and highly-regarded programs are unrivalled and will give you brand credibility, prestige and trust in your business community.

The Opportunity You can own your own training, coaching and consulting business using the exclusive Brian Tracy learning materials. You will receive full training and ongoing support and will have access to the FocalPoint professional development and business coaching resources.

The Brian Tracy Global systems, training methods and processes have been developed from 30 years of research and are well-proven, offering you a complete package with instant market credibility. The best part is that you can leverage your experience, bring your own flair to the business and achieve a fast return on investment and time.

Your benefits include:

✓ partnership with the world’s leading training organisation, active in 32 countries

✓ a suite of premium training programs and exclusive coaching modules on iPad apps

✓ multiple revenue channels—training, coaching, online learning, behavioural assessments

✓ website, CRM program plus all marketing and sales resources

✓ control of your own time and income

Is This Right for You? The opportunity is suited to business executives, senior managers and entrepreneurs who want to develop their own business within an established and proven structure.

We are searching for self-motivated individuals who want to own and operate a coaching and training business in partnership with the world leaders in professional development. If you are an innovative thinker with a knack for business and you want to build a solid financial future, then take the next step and find out more about this excellent opportunity.

This business model provides the successful applicant with an outstanding opportunity of resounding value and a personally-fulfilling and financially rewarding career.

For further information, contact us today.

2 © 2016 Brian Tracy Global 2

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Explore Discovery NDA

INTRODUCTORY INFORMATION

DUE

DILIGENCE

PROCESS

Path to Financial Independence

GLOBAL BRAND

WORLDWIDE NETWORK

TEAM SUPPORT

WORLD LEADING PROGRAMMES

Interview with a Franchisee

APPLICATION AND ASSESSMENT

Review and Complete

FRANCHISE CONTRACT - YOUR ASSET

Training and Orientation

ON-BOARDING

Licensing and Certification

LIVETRAINING-CHOOSEDESTINATION

LAUNCH YOUR BUSINESS

Roadmap to a Partnership

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• Control your own time • Unlimited income potential

• Represent a prestigious brand • Become a leader in your community

• Proven system based on 30 years of research • Be confident that you are partnering with world leaders

Additional Advantages

• Inventory for immediate income revenue • Extensive local and international training

• Locations include San Diego, Vancouver, Adelaide, Singapore or London

• 7-year licence agreement • 30+ years brand awareness & credibility • 75 best-selling books in the market • Brian Tracy is the most well-known & highest

paid speaker in the world today • 200+ hours of training accessible every year • Lead generation assistance • Marketing set-up • Sales support • Ongoing mentoring • Business structure advice • Funding options

• International conferences • VIP Brian Tracy event access • Online e-learning platform – 30% of revenue • Exclusive personalised website • Customer relationship management software • Marketing online resources library • Sales tools online library • Video library is extensive • 10+ years of training recordings • Skype and email address set-up • A global community of peers • Comprehensive ongoing support • 10 weekly Strong Start team calls • Coach Accelerator Program (first 5 weeks) • Monthly global “fireside” team calls • Regular regional team calls

Franchise Includes

• All of the above inclusions • Franchisee recruitment, training and

management • Multiple revenue streams • Additional investment required • Become a team leader

• Includes all franchise and area representative features

• Requires high-level business experience • A very rewarding role

Contact Andrew Phillips directly for more information: [email protected]

Business Coaching and Training

Strategic Partnership OpportunitiesArea Representative Country Owner

mailto:[email protected]

mailto:[email protected]

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Business Coaching and Training Programs

PERFORM AT YOUR BEST - MAXIMUM ACHIEVEMENT‘The Keys to Peak Performance and Personal Leadership’Learn how to set goals, take responsibility, manage change, communicate effectively, solve problems, meet challenges, manage time and take full control of your work and personal life. By practising the principles of Maximum Achievement, your entire life will be transformed. You will be able to accomplish more than most people accomplish in a lifetime.

• Create a world-class sales team • Position yourself as the best all-around solution• Learn how to penetrate major accounts • Rapid, measurable improvements in sales performance• Learn how to negotiate, sell against competition

• Identify the multiple decision-makers • Uncover and solve the real problems of the customer• Greater power, purpose and direction in achieving sales

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SUPERIOR SELLING SKILLS‘Selling Today is More Competitive than Ever Before’

• Recruit better salespeople• Get them up to speed faster• Better coaching, counselling and skill development• Better communication skills, more effective meetings,

better problem-solving and decision-making

• Greater predictability of sales results• Better organisation of sales territories• Managing, motivating, delegating, and supervising• Highly motivated salespeople committed to getting

sales results

SUPERIOR SALES MANAGEMENT‘The Key to Building A World-Class Sales Force’

The best companies have the best people, and top people are those who think and act faster and better than others. High Performance Leadership gives you the ideas, methods, strategies and techniques used by all highly effective executives, profitable businesses and world-class teams. You learn how to get more done with fewer resources, and how to function effectively in times of rapid change.

STRATEGIC & HIGH PERFORMANCE LEADERSHIP‘The Keys to Building Effective Executives, High Performance Teams and World-Class Organisations’

• The Psychology of Time Management• Strategic Goal Setting• Planning and Organising• Effective Project Management

• Eliminating Time Wasters• Overcoming Procrastination• Delegating and Communicating• Balancing Work and Family

MANAGE YOUR TIME‘No skill is more closely correlated to success in life as the ability to manage your time well’

• Decide exactly what you want • Set priorities in each area of your life• Determine your most important goals • Unlock your mental powers

• Downsize, delegate or eliminate non-essential work • Focus on your most valuable tasks• Double your productivity and double your free time • Eliminate low-value, no-value activities

EAT THAT FROG!‘Double your Productivity, Performance and Output’

• Success Insights - Disc Reports• Success Insights - Workplace Motivators• Success Insights - Sales Skills Index

BEHAVIOURAL & PERFORMANCE ASSESSMENTSBrian Tracy’s premium range of online behavioural assessments are critical for managing productivity, performance appraisals and ensuring you have the correct staff in the correct positions.

FOCALPOINT BUSINESS COACHINGThe knowledge and accountability necessary to be competitive and take performance to record heights has never been greater. Never before in history have business owners needed to know more and do more to be successful.That’s where a Certified FocalPoint Coach comes in. You benefit from one-on-one or group coaching as well as training workshops for business owners, corporate teams or independent professionals to learn and implement proven business concepts, strategies & tactics to accelerate success.

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Training and Coaching Tools

Online Learning

Coaching Apps

Training Programs

�Brian Tracy FocalPoint Products and Services

Which products do I offer to my clients? 1. World-class, multi-media, interactive workshop courses. These programs cover all topics

of time management, sales strategies, leadership, team motivation and professional development. They are taught in 1-2 day sessions or during 12 months. Audio narration

of the courses (USB or CD) is available to the participants for sustained learning and behavioural changes. Please see our website for a comprehensive overview of courses.

2. Professional business coaching. The popular and sought-after coaching programs are presented via iPad apps during one-on-one facilitation sessions.

3. State-of-the-art hiring and performance appraisal online assessments. These include EQ, DISC, Workplace Motivators and Sales Skills assessments plus team assessments. All are used to help companies determine exactly which areas to focus on for their training needs.

4. E-learning online modules. All the courses are available from the learning portal Online Advantage; this transactional, PayPal system is another revenue source.

What makes the Brian Tracy FocalPoint programs different to others? The programs have been developed from 35 years of extensive research and they are proven to attain immediate and long-term results. They are custom-designed to appeal to all adult learning styles. Our programs have over 5 million graduates worldwide and we continually receive overwhelmingly positive feedback from the participants. Clients achieve a superior ROI which leads to repeat business and referrals.

Operating Your Business

What training and support will I receive? We provide you with all you need to launch your own professional business coaching and corporate training business, enabling you to get a fast start and generate an early return on investment. You

will attend a 5-day induction session where you will experience the training and coaching programs, become familiar with the products and services in your toolbox, gain an understanding of Brian Tracy FocalPoint and the industry, and develop your business plan.

You will be fully trained as a capable facilitator of the professional business coaching and training programs. After your comprehensive induction training and some practice, you will be ready to win

business. All aspects of preparation for training with an organisation or business owner and the necessary follow-up will be covered at the induction week so you will be totally prepared. Your support is ongoing and includes regular team calls and an annual conference.


Frequently Asked Questions

�What is the time investment required to run a successful Brian Tracy FocalPoint franchise business? You control your own time. Your time investment will vary depending on whether you are engaged in the business full-time or part-time. The flexible nature of the business is part of its appeal. You may desire to grow your own training company with a team of salespeople and facilitators. The

choice is yours. A successful franchisee enjoys meeting new people and is committed to making consistent calls, networking and having weekly meetings with decision-makers who can benefit from your products and services.

Can I work from home? This is an ideal work-from-home business because training is done at the client’s workplace. A

coaching session can take place at the client’s office or a local café. A serviced office with boardroom access is another option, providing flexibility for your business to grow.

Where do I find clients? This is an area we focus on at the induction training and with the ongoing support. There are many avenues for obtaining clients and a successful business operator will use all sources including networking groups, alumni associations, social media, work colleagues, professional organisations

and contacts, social clubs, business associates, advertising, prospecting and referrals.

Do I need previous sales experience? All businesses need to sell their products and services. You can benefit from the outstanding content of the Brian Tracy FocalPoint programs which you will have at your fingertips. They contain the world’s best sales strategies and techniques. If you do not have previous experiences in sales,

you can learn all you need to know with the Brian Tracy sales programs. Alternatively, you can hire someone else to generate sales for you.

Start-Up Information

What are the set-up costs? Typical office equipment is necessary including a computer, printer, telephone, and AV equipment. For those new to operating their own business, there are establishment costs including: registering a company, website domain, individual business IP such as business cards, stationery, etc. We are

pleased to offer advice on your start-up requirements.

What are the ongoing expenses? Monthly management services fees cover access to resources, innovations, IT updates, lead generation activities and continued support. Other expenses include attracting new clients and operational costs. Workbooks for each participant of a training class can be ordered when the client has paid a deposit so there is no need to hold a volume of stock. The coaching programs are on

iPad apps so only require an iPad.


�Return on Investment

Can I earn residual income? Most definitely. An excellent option is to wholesale programs to larger companies that have their own training departments. They are often looking for quality content to develop their staff. This means that you would train the in-house trainer at the company and the organisation becomes

your client. When the trainer requires inventory, you earn a residual income on their orders. You also have access to the Online Advantage e-learning portal. This can be a supplement to training or a stand-alone service you can offer. It is secured with PayPal and funds are cleared to you monthly.

How long does it take to start generating revenue? Of course this varies depending on factors including how active the individual is, as well as their

past skills and experience. An active franchisee should aim to run their first training program within 30-60 days following the induction training.

You May Be Wondering…

Why not just develop my own training programs? Some individuals have previously considered this and concluded that it requires a great deal of time and money to develop one program, let alone a set of 10 plus programs (which is necessary for repeat business and a comprehensive offering). It is also difficult to compete with content quality

from a well-respected leader who is widely-regarded as the foremost authority in the industry. New programs would not have the advantage of market recognition, brand credibility and established reputation. With a substantial track record and well-researched content, the Brian Tracy complement of programs provides you with a fast start and a solid foundation on which to grow

your business.

How long is the franchise agreement? Depending on your region, it is typically 7 years and generally no charge for renewal.

Can I sell my business? Yes. We simply need to approve the purchaser.

Is this right for me? Thank you for taking the time to review these Frequently Asked Questions.

We are looking for self-motivated, experienced professionals who want to control their own time and income by owning a Brian Tracy FocalPoint professional training and business coaching franchise. If you think this could be the right fit for you, please contact us right away for more

information. We look forward to hearing from you.


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ReturnonInvestmentforallStakeholders

AdultLearningMethodology

SuperiorReten5on

SuperiorCulture

Fast-MovingInterac5ve

Workshops

SustainedBehaviouralChange

Audio&E-Learning

Coaching

Coaching

Coaching

Value Proposition

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Long-Term Success

+Coaching GroupTraining

BusinessOwners Staff/Management

Entrepreneurs Wholesale

Execu5ves PublicCourses/Seminars

Consul5ng

Revenue Model

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INTRODUCTION Welcome ..................................................................................... 5Brian Tracy ................................................................................. 6

YOUR BUSINESS Business Development Goals .................................................. 11Theory of Constraints ............................................................... 14Ideas to get your Business going ............................................. 23

BUSINESS DEVELOPMENT Lead Generation ....................................................................... 29Prospecting Power ................................................................... 35Appointments............................................................................ 45Behaviour Styles....................................................................... 51Selling Consultatively ............................................................... 63Identifying Needs Accurately .................................................... 79Selling on Non-Price Issues ..................................................... 95Overcoming Price Resistance .................................................111Closing the Sale ..................................................................... 121

BUSINESS PLANNINGBecoming a Leader ................................................................ 135The Formula for Strategic Planning ........................................ 151

YOUR BUSINESS RESOURCES Drop Box Resources .............................................................. 169Carnegie Sales Presentation ................................................. 171 Prospecting Letter Example ................................................... 187Strategic Wholesale Letter ..................................................... 191Sample Proposal .................................................................... 195Train the Trainer Agreement ................................................... 209Standard Training Agreement ................................................. 227Telemarketing ......................................................................... 243Facilitation .............................................................................. 255

YOUR BUSINESS PLAN Planning Guide Sample Template .......................................... 269Financial Model ...................................................................... 270Operational Plan ..................................................................... 271Strategic Leadership Profit Profile .......................................... 273

© Brian Tracy Training 2014. All rights reserved. The contents, or parts thereof, may not be reproduced in any form for any purpose without the written permission of the owner.

3© Brian Tracy Training 2014. All rights reserved. The contents, or parts thereof, may not be reproduced in any form for any purpose without the written permission of the owner.

BT Training Manual Final.indd 3 8/07/2014 9:38 am

Training Outline

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Partner Resources - dropbox

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OUR VISION

Our vision is to leave a legacy of success by positively impacting business leaders in every city and country in the world.

OUR MISSION

Our mission is to change the world through business leadership and education.

OUR PURPOSE

We are the “pebble on the pond.” We positively impact the world first through our clients, then their families, employees, companies, communities, regions, and countries.

Our FocalPoints of Culture

1. Legacy: Every day, I contribute to the world in a positive way. The impact I make on my clients and colleagues will have a lasting benefit.

2. Integrity: I am genuine in all aspects of my life. I “walk my talk” and always put the best interests of my clients first. I am authentic with my clients and colleagues and I expect the same in return.

3. Passion: I love what I do and who I am. I have a passion to coach, teach, mentor and help others. I am inspired by my clients and my clients are inspired by me.

4. Balance: I work hard. I play hard. I pro-actively balance excellence in business success, financial independence, health and fitness and family and relationships.

5. Leadership: I am a leader amongst leaders. Great leaders inspire action. I inspire action that leads to measurable, positive change for my clients, my team and for myself.

6. Team: Together Everyone Achieves More. I am a proud member of a strong, elite team. I actively participate, engage and connect with my fellow coaches, clients and community.

7. Profitability: I am in business to make a profit. I expect a positive return on investment for myself, my clients and my community.

8. Knowledge: I am committed to continual learning and to using proven, real-world tools and experience. I believe in constant and never-ending improvement and the search for new ways to add more value.

For further information contact:

[email protected] or +61 418 500 721


Our Values

http://www.focalpointintl.com


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Franchise Model Overview...franchise business? You control your own time. Your time investment will vary depending on whether you are engaged in the business full-time or part-time