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.

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 Roadmap to a Partnership

INTRODUCTORY INFORMATION

Explore Discovery NDA

DUE
APPLICATION AND ASSESSMENT DILIGENCE
PROCESS
Interview with a Franchisee

FRANCHISE CONTRACT - YOUR ASSET

Review and Complete

ON-BOARDING

Training and Orientation

LIVE TRAINING - CHOOSE DESTINATION

Licensing and Certification

TEAM SUPPORT GLOBAL BRAND

LAUNCH YOUR
BUSINESS

WORLD LEADING WORLDWIDE

PROGRAMMES NETWORK

Path to Financial Independence

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Business Coaching and Training

Franchise Includes
• 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

Strategic Partnership Opportunities

Area Representative Country Owner
• All of the above inclusions
• Franchisee recruitment, training and • Includes all franchise and area
management representative features
• Multiple revenue streams • Requires high-level business experience
• Additional investment required • A very rewarding role
• Become a team leader
Contact Andrew Phillips directly for more information: aphillips@focalpointintl.com

Additional Advantages
• 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

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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.

SUPERIOR SELLING SKILLS

‘Selling Today is More Competitive than Ever Before’
• 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
quotas

SUPERIOR SALES MANAGEMENT

‘The Key to Building A World-Class Sales Force’
• Recruit better salespeople • Greater predictability of sales results
• Get them up to speed faster • Better organisation of sales territories
• Better coaching, counselling and skill development • Managing, motivating, delegating, and supervising
• Better communication skills, more effective meetings, • Highly motivated salespeople committed to getting
better problem-solving and decision-making sales results

STRATEGIC & HIGH PERFORMANCE LEADERSHIP

‘The Keys to Building Effective Executives, High Performance
Teams and World-Class Organisations’
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.

MANAGE YOUR TIME

‘No skill is more closely correlated to success
in life as the ability to manage your time well’
• The Psychology of Time Management • Eliminating Time Wasters
• Strategic Goal Setting • Overcoming Procrastination
• Planning and Organising • Delegating and Communicating
• Effective Project Management • Balancing Work and Family

EAT THAT FROG!

‘Double your Productivity, Performance and Output’
• 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

FOCALPOINT BUSINESS COACHING

The 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.

BEHAVIOURAL & PERFORMANCE ASSESSMENTS

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

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Training and Coaching Tools

Training Programs

Online Learning

Coaching Apps

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Frequently Asked Questions

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.

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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.

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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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Value Proposition

Fast-
Adult Learning Coaching
Moving Interac5ve
Methodology
Workshops

Audio &
Superior Reten5on Coaching E-Learning

Sustained Behavioural Superior Culture

Coaching
Change

Return on Investment
for all Stakeholders

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 Revenue Model

Staff/
Business Owners
Management

Group
Entrepreneurs Coaching + Training
Wholesale

Public Courses/
Execu5ves
Seminars
Consul5ng

Long-Term
Success

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Training Outline

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

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

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

BUSINESS PLANNING
Becoming a Leader ................................................................ 135
The Formula for Strategic Planning ........................................ 151

YOUR BUSINESS RESOURCES

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

YOUR BUSINESS PLAN

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

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Partner Resources - dropbox

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Our Values
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:

aphillips@focalpointintl.com or +61 418 500 721

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www.focalpointintl.com
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