International Lead Generation John P. Hayes, Ph.D.

President & CEO HomeVestors of America, Inc.

Who Do You Want?

• Master Licensee?

• Unit Licensee?

• Education?

• Financial Status?

• Language?

• Business Experience?

• Cultural Experience?

Where Do You Find Them?

• What do these prospects read?

• How do they search for opportunities?

• Do they attend expos?

• Do they respond to brokers?

• Do they attend trade missions?

Tell Your Story Professionally • Get it in print – Articles placed by PR agencies – Articles generated by media relationships – Use Advertorials • Capture it on video • Place it on your Web site

Rely On Franchise Media • Read all the publications • Get familiar with lead generation Web sites • Introduce yourself and your story to writers and editors • Advertise in the best of these media

Hire International experience PR Counsel • With international contacts and • U.S. PR Counsel must have international experience and contacts • Hire in-country

Meet The Brokers • Find out who’s selling franchises for international franchisors • Brokers must work in-country • Hire in-country

Use Government Agencies • Trade Missions – IFA sponsors 2 each year – 2008: Australia and Asia • Franchise Partner (Gold Key) Program – Requirement for U.S. Commercial Services – Contact Export Assistance Centers – Visit: http://www.export.gov/eac/index.asp

• Commercial Services in Other Countries

Your Brand Generates The Best Leads • Create opportunities for existing franchisees to find new franchisees

Join Trade Associations • IFA, BFA and others • Ask for their assistance • Ask for referrals for brokers, Web sites, PR agencies, etc.