MATTHEW ALBERT OR CARMEN MORALES.

MATTHEW ALBERT OR CARMEN MORALES. Directors of Hybrids Contact: Matthew Albert 877.269.0827 x52013 E-Mail..Cam scanned (preferred): Matthew.Albert@biz-solve.com Fax (last resort): 800.847.9297 Carmen.Morales @ biz-solve.com

HYBRIDDING IS A MANDATORY ACTIVITY. EACH REP IS EXPECTED TO PICK UP QUALIFIED HYBRID CARDS EACH DAY AROUND THEIR SCHEDULED LEADS. (we recommend ten cards a day this gives you a higher return) COLD CALLING IS NOT A MANDATORY ACTIVITY.THAT IS YOUR CHOICE.IF YOU WANT TO DO IT..IF NOT HYBRID INSTEAD. HYBRIDDING (PROSPECTING) IS MANDATORY What is a qualified hybrid? A hybrid card is a company that you want to return to. It is a business card of a locally owned business that you have been in this week, of the size ( 1 million in sales) and type we deal with. When you get a card and some brief information, send the card to the hybrid department, they in turn will give it to your BC and they will set an appointment for you to go back.

WHY HYBRID? (CONTINUED) BETTER INCOME HYBRIDDING AND SELF-GENERATED SALES MAKE YOU MORE MONEY FOR YOUR EFFORTS BETTER QUALITY LEADS AND SUPPORT: Managers support the MOST ACTIVE reps first, and the best BC s want to call for the MOST ACTIVE reps. They gauge that based on SALES and ACTIVITY, and are actively seeking and supporting the reps that are doing ALL the right things to be successful. Hybridding (PROSPECTING) is the result of your activity during the day. The more you hybrid and look for sales, the better support you will receive from BC s and managers. CONTROL: You can control where the leads are, the size of the companies you run, and the types of businesses you want to go to. BETTER SALES AND RUN RATES: Since you have already been there once, it is proven that the closing percentage and run rates are drastically higher on hybrid appointments. KEEPS YOU ACTIVE AND FOCUSED: Activity breeds sales. You can not make sales (money) at your house, sitting in your car or in a coffee shop. This activity is a direct path to get in front of more clients. PROTECTION FROM INSIDE SALES: A T-lead gives you a 3-day protection before inside sales can call the lead. A hybrid gives you a 30-day protection. Even though this is a one-time close, this gives you an additional buffer if necessary.

WHY HYBRID? Hybrid Card Bonus: Ten qualified hybrid cards daily (50 per week) and 1 hybrid or self-generated sale in that same week pays $100 tax-free for that pay period. This will be paid out bi-weekly, opposite the SAM s normal payroll week.

WHY HYBRID? SELF-GENERATED SALES vs. Hybridding If you can and want to find the business owner SELL HIM. If you cannot get the owner, send in the card, and we will return it to you as a lead that pays more money on the back-end when it sells. Ten cards daily should result in 1-2 HYBRID sales each week. HYBRIDS and SELF-GENERATED SALES PAY CONSIDERABLY MORE MONEY: BOTH pay four to six times more commission. A T-lead pays.9% of the consulting fees. Hybrids pay you the following way on the back-end: $1 Million to $2.99 Million: 3.6%; $3 Million to $4.99 Million: 4.6%; and $5 Million and over: 5.5% For example, a $40,000 consulting fee from a T lead pays $360 on top of the fee: -A hybrid sale of a $1M company pays $1,440, or $1,080 MORE MONEY because you picked up that card. -A hybrid sale of a $3M company pays $1,840, or $1,480 MORE MONEY because you picked up that card. -A hybrid sale of a $5M company pays $2,200, or $1,840 MORE MONEY because you picked up that card.

HOW TO HYBRID When picking up hybrid cards, if you can get to the owner and make a sale, do it. If you do not see the owner, get the card, some brief information, email it to your BC DEPT and they will GIVE IT TO YOUR BC TO set the appointment for you. One possible pitch Hi, maybe you can help me. How would someone go about getting an appointment with the owner? Most of the time, they will give you a business card, and tell you to call to set an appointment. If they ask, What is this regarding? give them the Hybrid drop-off with your business card, then ask for a card. Another possible pitch Hi, maybe you can help me. I was hoping to drop a business card for the owner of your company may I do that with you? (Sure). Great, thanks! I am in many businesses, just so I can keep track, may I get a business card, or something with your company s name on it? (Sure). Thanks! Now you want to ask a couple of questions about the business: Who is the owner? This is a nice place, what do you do? and / or This is a pretty big place, about how many people do you have working here? and / or When is the best time to catch (the owner)? If the receptionist is friendly, ask for a cell phone. It will increase the BC s contact with the owners so they can get you more appointments!

HOW TO FIND COMPANIES TO HYBRID Keep your eyes open: When you are at an appointment, look left, look right, and look across the street (clover leaf). You will pass businesses that are good potential clients. Make a note of these. Ask: Ask the mailman or UPS or FedEx person where there are businesses (or business parks). They deliver to these businesses already. They know where they are. Also your public library has listings Chamber of Commerce Be creative: When you need coffee, do not go to the drive-thru go inside. Many conversations have been started by a noticing the contractor that gets in line behind you. Also, if you need to stop for a minute, pull into a gas station. Keep your eyes open for vans with a company logo on them, and go strike up a conversation. Gas stations..where contractors fill up their trucks Online Tools: There are websites that allow you to print lists of businesses in the area you will be running. You can use these as a treasure map to help find businesses to hybrid. Manta.com Hoover ABC>org: FREE. Allows you to search by industry, employees, zip code and SALES VOLUME Reference USA or CANADA: FREE. You can access from the library or from your home with a library card (if you do not have a library card, get one). Allows searches by industry, employees, city, zip code and SALES VOLUME. You can also use these reference sites after you pick up the cards if you want to verify if they qualify.

Types of Companies to Hybrid Do Hybrid Don t Hybrid Be Careful Companies ABOVE BMS BMS Retail (NO BMS!!!!) Contractors (All Types) Doctors / Dentists Pharmacies ($1M+ non-drug sales) Landscapers / Hardscape Law Firms/ CPA Firms Gas Station ($1M non-gas revenue) Manufacturers/Job shops Banks & Mortgage Companies Strip malls (because of BMS) Fabrication shops Title Companies Corporations (Make sure you are at Headquarters, not branch office) Printers Insurance Non-Profits Auto repair/new Auto sales Branch Offices (If main office is out of your territory) Franchises- (Make sure they are Transportation / Trucking Co. Real Estate Independently owned/operated Wholesalers / Distributors Travel agencies i.e. Napa, Ace Hardware, Goodyear Engineers/Architects Investment & Finance Companies Etc.) The companies in the left column have the best chances of selling and going to consulting. BMS for a Hybrid Sale is $1M which means that in most of the industries SMS works with, those companies will need to have at least 10+ employees. HOW TO SEND HYBRIDS: **PREFERRED METHOD** BY SCANNER: DO NOT JUST TAKE A PICTURE AND EMAIL. PLEASE SCAN YOUR HYBRIDS AND SEND BY EMAIL. If you have a desktop scanner, use it. If not, download an app for your phone called Cam Scanner (if you have another app already, that is fine). It is free, easy to use and for both iphone and Android. You can download the app and instantly send clear copies. PLEASE ATTACH FILES AS A PDF. If you are using this for the first time, please call after your first transmission so I can make sure we received it legibly. If you have any problems, please call me. The email to send your scans is Matthew.Albert@biz-solve.com. BY FAX: 800.847.9297. Only use this method if scanning is unavailable to you. Do not attempt to fax the actual cards unless you want to jam your fax or want the pages to stick together. Always make copies first.

Company: Pres./Owner: Phone: Notes: HYBRID CARD WORKSHEET PLACE CARD HERE Page: Rep Name: Spoke To: Company: Pres./Owner: Phone: Notes: # Of Emp. PLACE CARD HERE HYBRID WORKSHEET Spoke To: Company: Pres./Owner: Phone: Notes: Spoke To: Company: Pres./Owner: Phone: Notes: Spoke To: Company: Pres./Owner: Phone: Notes: Spoke To: # Of Emp. # Of Emp. # Of Emp. # Of Emp. PLACE CARD HERE PLACE CARD HERE PLACE CARD HERE BC: Date Contacted: Territory:

Hybrid Card Guidelines You MUST have the following information on the card worksheets: An Actual Business Card If a card is not available, any proof that you have been in the company will do (stationary, envelope, brochure, receipt, etc.). If you get either stationary, letterhead, or a brochure, then where it says Place Card Here write See Attached and send it as an attachment. Do not number the attachments. Make sure to handwrite company name, address, phone number, owner s name and number of employees on the left. The Big 5 : Company name (You do not need to rewrite if you can read it directly from the card) Address (You do not need to rewrite if you can read it directly from the card) Phone number (You do not need to rewrite if you can read it directly from the card) Owner or President s Name Branch Managers, General Managers, Secretaries, etc. are not owners and cannot make decisions. You can get anyone s card; however, ALWAYS LIST THE OWNER S NAME. Number of Employees Helps to judge against BMS. The company should have at least 8 or more employees to qualify, depending on the industry. If no one will tell you, you can count the desks in the office, the number of cars in the parking lot or do additional research on the web. If this information is legible on the card after you scan, you do not need to rewrite it. If you cannot read the Big 5 after you scan it, then write the information on the left.

Recommended information: Who you spoke with (specific name) Makes it a more personal and warm when the BC calls. NOTES WHAT does the business do? WHEN is the best time to contact the owner? Can you get the owner s cell phone number? Please note anything that may help the BC to set the appointment When the BC gets a hybrid appointment, they cut out the card and attach it to the appointment. This is the only way an appointment will be counted as a hybrid. If no card is attached, then it will not be counted as a hybrid appointment. Manage your BC to call your cards. Cards picked up from a No-Show appointment do not qualify as a Hybrid Card work with your BC to re-schedule appointments. Duplicate cards from previous weeks will not be accepted. As you progress in your career, you will stop back at previous hybrids if no appointment was set because the timing may have been bad before and the business may have changed for the better or worse this will make it a warm call again for the BC and an opportunity for you.

When Sending in Hybrid Cards Send your cards in DAILY and always call to verify hybrids received by the end of the week. Use the hybrid card page format. It is easier if you carry blank sheets and a stapler with you, attach the cards and write notes as you pick them up. In that manner, your hybrids are ready to send in when you get home. Please number your card pages consecutively like a book, starting with page 1, and going up from there forever. Always each page mark your hybrids clearly with your name (first and last), your BC s name, date contacted and territory. If you have a lead that should be a hybrid but is not listed as a hybrid, email me and I will change it before you sell it. It is easier to change appointments prior to sale, so please let me know before you run the lead. If this is a consistent problem, please call me. Please send your cards daily so your BC can work them daily. All 50 qualified Hybrid Cards MUST be received by Friday night to qualify for the bonus. Most SAM's have all their hybrid cards in for the week by Thursday night, so what you send in on Friday would count towards the following week. Cards sent over the weekend will go for the following week s totals. Most of all, have FUN with this. It is only drudgery if you make it so. It is amazing the extra sales, extra pay and extra knowledge you will get from this activity!

GOOD HYBRIDS

BAD HYBRIDS