Broker Call #1 Scripting       

Preliminary chat – Input interesting and useful information into the “Distinctive Value” field in the broker profile. Separate with a “,” (comma) & space

Ex. – Golf, Music, Hiking, Cooking, Cross Training, Reading, etc.

Do you feel you have good an understanding of what we do here at SM? Do you have any questions, or shall we just jump in??  – We have a short checklist? 😊

 In A Nutshell Summary 

We are the largest expense reduction consulting company in North America. We currently have about 210 locations across the US & Canada. We help business mange their expenses and cut costs while helping individuals take control of their future and realize the career goals through business ownership.

Very exciting time for us here at SM – Including January 2021 – averaging 10 new franchises each month for the last 8 months!!!

• • • We now have 8 expense categories
    • Merchant Services –  what the merchant pays to process debit and credit cards
    • Telecom – Internet/local & long distance calling, wireless data, conferencing – anything that a business would need to communicate on a day to day basis
    • Utilities – Gas, electricity, water, sweage
    • Small package shipping/courier services
    • Waste– expense to the removal & handling of garbage, scrap, shredding, EWaste – medical
    • eSignature – These platforms allow businesses to send documents or ‘envelopes” to their customers securely and signed electronically. Multiple price points to evaluate and consider within these platforms. Very prominent now with businesses transitioning to virtual/remote work. We were able to save the first client we audited 88%!!!
    • ELD – electronic logging device billing
    • Fuel – Propane, fuel tanks for vehicles/fleets, other gases and fuels
    • 2 new categories in the next year – Storage and further R&D

We have a R&D team responsible and dedicated to identifying and developing new categories for our franchisees as we know it is essential for business growth. A new income stream is a fantastic offering to new and existing clients but just as importantly it offers another opportunity to increase revenue.

We offer our services on a contingency basis where there are no upfront fees to the client making our services completely risk free. Fees that we do earn are self funded from the savings that we are able to identify for our clients and then we split that savings 50/50 for a 3-year contract period.

Long term contracts allow for great relationship development with clients as well as income opportunity through post audits (regular check ups) and new expense categories.

Size & Type of Business & Territory

Size

Small to medium clients are our sweet spot 5-1000 emp but we have structured our business so that we can consult to all types of businesses including large companies

Type

Any type of business as long as they are utilizing at least any one of our 8 expense categories is an opportunity

Territories

No territorial restrictions in terms of client generation, our franchisees can obtain clients anywhere in North America. We do not assign a specific territory

Although not restricted by territory it’s very important to know that our franchisees prospective and contracted clients are protected by a registry system. Fantastic system that allows for amazing opportunity and flexibility for our franchisees for client generation.

Client Acquisition

We have a lot of great training, coaching and programs and various ways we help our franchisees get in front of businesses and we go into a lot of detail about this on all the next calls you have with us through the discovery process but some methods include:

• • • Referrals from clients and others
    • Various networking strategies that are unique because we’re not asking for money up front. Networking associations – BNI & Chamber of Commerce – Our business is unique because #1 we are not asking for money up front and #2 we are offering to help businesses to save time and money
    • Relationship building with other professional people like accountants, lawyers, bankers, financial planners…etc. They all have multiple clients that can be referred to us.
    • Paid referral relationships with other sales professionals – so offering an incentive to have access to their client base
    • Optional Telemarketing services to set appointments for you – From head office, we call and get appointments in your geographical area – a fantastic opportunity for our franchises.

It’s $5000 and essentially, we call in your geographical area and guarantee you 4 weeks of calling and 20 or more qualified appointments.

For the analysis side of the business there are various options available to our franchisees. It’s important for the candidate to know that they do not have to do this side of the business on their own.

We do train everyone in telecom to provide exposure to the process and systems. However if the franchisee would like assistance it is available to them. Corporate production cost is 25% of the franchisee portion of the savings. Another option for example is for the franchisee to hire their own analyst and corporate would provide the training.

CANDIDATE REQUIREMENTS

• • • Commitment – we do require a full time – minimum 35-40 hr per week commitment from our franchisees to the success of the business. Can hire a manager to fulfil manager
    • Financial Requirements – 100k Liquidity & 150K Net Worth
    • Timeline – 1-6 months
    • We are primarily a home-based business. 

Scalable –  Franchisees can hire as many employees as they want or remain small scale, a majority have no employees and work from home

Investment Costs

Investment costs are all in for $65-70K  $61,500 is the franchise fee plus some allowance for additional  expenses or programs.  There are also some office expenses for internet/phone etc. for the home office.

• • • Franchise fee is 61,500
    • Veterans discount $5,000
    • Royalty is 8% of the collections (collections being the Franchisee share of the savings)
    • Marketing fund is 2% of the collections – Social Media & Communication team available to help with strategies, their own website, slicks, drip marketing campaign – among other things.
    • Special Program – No Royalties for New Franchisees

At Schooley Mitchell, we are very serious about helping our new Franchisees to success, especially in this challenging time We have decided at a corporate level to eliminate all royalties for the entire first year of business until COVID is over

Characteristics

Franchisees from various but must haves include – sales or marketing background, consulting, executive or management background

People person with positivity and passion.

**For calls with us – Ensure candidate knows to be engaged and comfortable. Able to focus for call.

Discovery Process

Introductory Call – Request for Consideration Form Sent

Form Returned initiates next step – Call with Sr Team – Dennis Schooley/Jessica McLean or Mike Deboer

From there the process is designed to best meet the needs and expectations of the candidate but includes.

Virtual Discovery Day – great opportunity to meeting Management team and get a feel for the SM culture

Webinar of our Warehouse system – Great opportunity for your candidate to have exposure to our intranet system – the system they would be utilizing to manage their business – 1.5hr long

Validation

FDD sent

Great calls with information exchanged – the intention of obtain great information to determine if there is a good fit on both sides to move forward.

COVID

In regard to COVID – it has been amazing as we have now transitioned over to virtual connections with clients where we had previously considered ourselves to be predominately a face to face opportunity.

Virtual meetings and connections are done through such platforms as WebEx/Skype/Teleconferencing and we have updated our training and support for our franchisees to ensure they have a good understanding and skill set around the processes. Very exciting time for us here at Schooley Mitchell for sure.

We are now offering Virtual Discovery Day & Training

Average Revenue – Item 19

• • • • • We conduct the average revenue for all of our franchisees that are invoicing more than $1000/month – if they are billing less either new or just not active in the business
        • Calculated the average revenue for all of our active franchisees that are invoicing more than $1000 per month. The average of all those franchisees is $213,000/year for annual revenue
        • The top 50% average is $397,000
        • The top 25% average is over $650,000