Course 2: "Acquiring your Franchise" is main course and while definitely healthy and well prepared, it is something you read because it is good for you, not because you like it. This course is made up of a discussion of another acronym, UFOC or Uniform Franchise Offering Circular. This is a federally mandated document outlining 23 precise ingredients that must go into this course of meal.

If you are purchasing a franchise, then this will always be main course and will always have these ingredients. Two attorneys walk you through preparation of franchise agreement, lease negotiation, incorporation, cash flow, banking, loans and business plans. You know you must finish this bland course, but yearn for some spicy condiments that just aren't available in this healthy, well-balanced meal.

Course 3: "Managing your Franchise" is a natural side dish discussing managing, motivating, hiring and firing of employees. The body of this dish is made up of more healthy requirements of market research, taxes, insurance, accounting, marketing and business management practices. This course is spiced a bit with fatherly advice of a franchisor who basically suggests that franchisees should respect their elders and be good kids and they will be rewarded with favoritism.

Altogether I'd have this meal if only other choice were bland bread and water of a nine-to-five work-a-day routine, but what it all comes down to is that operating a franchise is serious business, that it takes money to make money, and that it will clearly be very hard work. There are benefits such as managing your own time, doing what you enjoy, scheduling your own vacations and making major decisions without a boss hovering over you.

This hearty meal will be very good for you if you've decided that franchising is career path you wish to follow. Nothing is left out of recipe and there will be plenty of good information to fill your financial plate. After you clean dishes and make your decisions you'll definitely want to go elsewhere for desert because Franchising 101 offers up only pragmatic, practical fare with no coffee or desert on menu. This is hard work without discussing any of rewards to tantalize you and only a sad tale of one unhappy franchisee to feed your appetite for possible self-fulfilling careers.

When time came for him to make his presentation, he started off by saying, "Let me first give you big picture" and with that he pulled out a diagram. The manager immediately leaned over and started closely scrutinizing pension plan. From there on it went like a dream. The rapport was established early on. The manager began to think "I like this man, I can do business with him." A very good plan was devised which suited manager's needs well and both parties were happy - manager with his plan, my friend with his commission. A win win ending.

Don't underestimate power of communicating in other person's preferred mode.

Now, how can you apply this in your business? Do you write ad copy or sales letters? Do you do face to face selling or telephone selling? Sprinkle your words with phrases from each mode and see how prospect responds. If they respond with similar expressions, you have identified their mode.

KEY WORDS & PHRASES - THE SIGN POSTS Here is a list of words and phrases to help you identify a dominant modality:

VISUAL crystal clear focused flash hazy sight for sore eyes up front it appears to me get a bird's eye view it looks like in mind's eye you get picture it's clear cut take a dim view suffer from tunnel vision with naked eye

AUDITORY that rings a bell I'm all ears certain overtones harmonize make myself heard tuned in that's unheard of to tell truth in a manner of speaking gave him an earful listen up tongue-tied described in detail sounds like just say it

KINESTHETIC I'm conscious of you can sense she perceived lay your cards on table come to grips with it that's a pain in neck pull some strings hang in there touch base with what it boils down to start from scratch that was under handed hold on you need to experience it in a moment of panic

These lists are just to get you started. There are an abundance of signals out there in way people express themselves. You just need to "read signs", "hear bell ring" and "grasp meaning" behind words your prospect is using, either in written or spoken form.

Rapport is almost priceless. Agreements, contracts, big business deals are often concluded between people because they sense a bonding between them. Develop and practice this essential communication skill and your life and business will take on new vitality!