FM User Manual - Selling Technologies
Contents
1. Settings High Color 32 bit select Yes Install the Program On VU A W Place your FamilyMatters disc into your computers disc drive Click Start Run and in the dialog box type gt gt D setup exe and complete the install procedure In this example D indicates the letter designation of your CD DVD drive When completed go to Start select Programs Selling Technologies FamilvMatters Youwill see a dialog box click the button indicating Electronic Registration Follow the prompts and enter your serial number affixed to the case Activation is automatic It may take a moment for the Registration Activation to complete you must have Internet access NOTE When running the program the disc must remain in the drive at all times page 3 RUNNING THE PROGRAM After vou have completed the installation for the FamilvMatters disc vou can begin 1 Make sure the FamilvMatters CD Rom is in vour computer 2 Goto the Start Menu 3 Select Programs then Selling Technologies 4 Then FamilvMatters It is advisable to disable any miscellaneous programs that may be running in the background such as a screen saver when you run the FamilvMatters program The CD must remain in your disc drive at all times PRECAUTIONS As with any CD or DVD never leave your FamilvMatters disc in direct sunlight in a hot car or other environment where t2. Q Family Matters Preserving the Familv Owned Business ZF O O User s Manual FamilvMatters is a registered trademark of Lighthouse Strategic Projects Group Inc All rights reserved TABLE OF CONTENTS THE BIG PICTURE INSTALLATION RUNNING THE PROGRAM PRECAUTIONS HOW TO NAVIGATE THE PROGRAM STEPS TO A SUCCESSFUL WORKSHOP TIMING OF INVITATIONS ESTABLISH RAPPORT amp ENGAGE YOUR AUDIENCE PREPARING THE ROOM THE QUICK COMPASS MARKETING MATERIALS page 2 page 3 page 4 page 4 page 5 page 7 page 8 page 9 page 10 page 11 page 12 THE BIG PICTURE 1 FamilvMatters is designed to highlight vou the presenter 2 FamilvMatters is an educational workshop It will help position you as the authority who understands the unique aspects of a familv owned business and all of the dvnamics present in these companies 3 Never go into anv presentation with the mindset of selling some insurance product that is in vour bag This is a consultative sale and will require that vou take time with the familv 4 The program is interactive You can begin with any topic in any order so let the family choose and get them involved in their workshop from the beginning 5 Navigation is simple and redundant for all five topics Remember to rehearse your delivery should be natural confident and at times conversational 6 Customize the Welcome Screen for each and every presentation It is import
3. and and ask to visit their business Most owners are proud of their company and would be happy to show it off Be sure to have your appointment calendar with you to schedule that meeting before they leave That is your ultimate objective and FamilvMatters is designed to provide strong motivation for people to make these appointments with you All attendees should receive a Thank You letter within a week to 10 days of your workshop For those people who have made appointments the Thank You letter gives you the opportunity to confirm a specific date and time For attendees who did not make an appointment this is another opportunity to touch them And be sure to enter all appropriate information in your client database It is very important that you keep track of your prospects and maintain contact with them page 9 PREPARING THE ROOM Be sure that the meeting room is prepared well in advance of vour presentation Arrange seating in a semi circular or U shaped pattern to promote discussion if possible e Ensure an unobstructed view for all e Place a Evaluation Form at each seat e Include a Quick Compass at each seat e Supply pens pencils You can purchase FamilyMatters pens amp notepads e Have water and glasses available e FamilvMatters popcorn bags should be filled in advance as well Projector Position vour projector to fill the entire screen area Vou will have to determine the ideal distance because diffe
4. ant that a family recognize that the workshop has been tailored to them Always use this feature 7 NEVER conduct a presentation without the Quick Compass 8 ALWAYS label your Quick Compass withyour contact information as well as any necessary compliance disclosures Use blank Avery labels which you can purchase at any office supply store or on line Or simply use an approved business card 9 ALWAYS review the meaning of the Quick Compass scores so family members can understand their individual level of risk 10 FamilvMatters is a powerful tool It can be used to create and establish strategic alliances with CPAs bankers and attorneys In many circumstances these professionals are trusted advisors to the individuals in a family owned business and they can be a powerful ally page 2 INSTALLATION Installation is verv easv Vou must alwavs keep the FamilvMatters disc in vour computer when accessing this program Vour Computer Settings Newer computers will be configured properlv Here s how to check vour machine nm A WN N Choose Settings Control Panel Display Click the Settings tab at the top of this pop up Under Colors it should list High Color 16 bit or Under Screen Area slider should read 1024 X 768 Click Cancel If not select these these preferences then OK You will be asked if you want to accept the changes 2 x Go to the Start Menu Effects
5. e FamilvMatters program So plan time to rehearse how the presentation will be conducted with the partnering firm Once a group has agreed to partner with you to conduct a workshop discuss how invitations will be handled Choose the Location amp Time of Day A workshop should be held in an atmosphere that enhances the professional nature of FamilvMatters Consider a hotel boardroom or other appropriate site where the lighting and sound can be controlled A workshop along with breakfast or lunch improves attendance and don t forget the popcorn page 7 TIMING OF INVITATIONS When to Send Out Invitations Invitations should be mailed approximatelv three to four weeks prior to vour presentation Vou mav also want to consider additional options Offer prospective families a choice of two different workshops in your letter Their schedules may not allow them to attend the first but they could attend the second Have someone from your organization follow up with those who have not responded e When contacting prospects consider extending invitations to their CPA attorney or banker If you are using a third party list always be sure your list information is accurate and up to date Personalize all correspondence Tracking Keep track of all responses During the workshop make a note of who attended who brought guests and no shows Make Confirmations The first point of contact is very important So when potential attende
6. eable However we strongly recommend one family for each presentation Inviting Non Family Member Employees Each situation will be different However in some family owned businesses there are key employees who are not members of the family These individuals are important to the continued success of the business and should be considered in your invitations Candid discussions that involve family members only can be scheduled for a separate time This same consideration usually does not apply to in laws but be certain to get a feel for the entire family landscape It will help you in your dealings with any family member as you begin a dialog and gain their trust Building Your Alternative Distribution Network There is nothing more powerful than establishing a strategic partnership with a CPA firm bank and or law firm Today every Home Office recognizes the potential of these professionals and has adopted some initiative to pursue them and their client base And these individuals are normally trusted advisors to many family owned businesses You can suggest a private presentation with the principals of these firms to acquaint them with the program and subject matter As part of these discussions you can mention that FamilvMatters can be instrumental in helping these organizations grow their core business In certain circumstances your industry Consultant will be live in the meeting room and you will not access the Consultants in th
7. enario Using the Arrow in the upper right hand corner vou can return to the screen to access the associated Quick Compass for this section Click the Quick Compass link and vou will be directed to the first question associated with this topic Direct the attendees to complete this section in their Quick Compass before moving on to another topic HOW TONAVIGATE THE PROGRAM Navigation for every topic is exactly the same so once you understand how to move through a single topic you will be able to navigate the entire program with ease Leadership Development New Owners seminar Information Mentoring Leadership Development Leadership Development What s Next Consultant Quick Compass Quick Compass lf something happens to me does everyone in the company know who will run the business page 6 STEPS TO A SUCCESSFUL WORKSHOP Inviting Familv Members When planning to invite a familv owned business make sure vou include siblings who are NOT emploved in the company All children and perhaps spouses should be invited However how many people you invite from the extended family will be a decision you should explore with the head of the family It is advisable to keep the setting intimate You may choose to work with one family at a time to help promote a free exchange of information or plan a workshop with two or three companies Whatever you choose make sure it is an audience that is manag
8. es call your office to reserve a seat at the workshop be certain that whoever is taking reservations is prepared to answer any questions regarding the presentation including Directions e Date of your next presentation General information what to bring what to wear etc Are guests invited If so who and how many e Whether breakfast or lunch will be available e What time to arrive The reservations person should also confirm company name address phone fax and e mail This will allow you to build a marketing database and send a confirmation reminder This information can also be used to generate an attendance list you can then create tent cards for each attendee page 8 ESTABLISH RAPPORT amp ENGAGE YOUR AUDIENCE It is very important for families to feel comfortable at your workshop Consider these points First impressions are critical Be prepared Practice the information you are going to present Be sure that the meeting space is ready before the first person walks in the door Have an associate help you greet attendees make appointments and handle any details with the meeting space organizers Greet attendees personally During the workshop relax Move around Make eye contact Encourage participation Smile Engage your audience and request questions Have some popcorn Getting Appointments and Following Up Make sure to speak with everyone who attends before they leave Shake his her h
9. here are extremes in temperature If you get dirt or fingerprints on the bottom of a disc you can wash it gently with mild soapy water Dry the disc in a circular motion with a soft towel AVOID scratching the bottom of the disc as this can impair performance Keep your FamilvMatters disc in a safe place page 4 There are three wavs to navigate the program e Sequentially using the Space Bar e Sequentially using the Arrow Key Selectively mouse click on any buttons This program is fully interactive You can navigate to any area in any order The Welcome Screen can be customized for every presentation Simply press the E key on your keyboard Enter the new information Click Finish This is the Main Interface Screen There are three selections available Intro Profile Topics Selecting Intro will run a short video that highlights family owned business statistics in the U S Selecting Profile allows you to click through a series of photos with biographical information to introduce cast members to your audience these individuals appear throughout the program Selecting Topics will advance you to the five main topics screen Exit button will exit you from the program This is the Main Topics Screen Rollover of any text will highlight that topic Mouse click of the highlighted topic will start the main video Back Arrow button top right will take you to the previous screen At the conclusion of the mai
10. ily members QUICKLY AND EASILY evaluate their level of risk And it will motivate them to take action Each section contains a series of simple YES NO questions All NO answers are assigned a numeric value and these numbers are written to the right of each question If the answer is DON T KNOW that is scored the same as NO All YES answers get zero At the end of each module let attendees total that score and remind them that you will NOT be collecting their Quick Compass This is a SELF EVALUATION booklet so encourage them to be honest At the end of the workshop direct them to total their scores from the individual sections During any follow up conversations even at the end of the presentation you ll want to review their scores with them The Quick Compass provides a clear and accurate snapshot of their most critical needs Personalizing the Quick Compass Since the Quick Compass is something your attendees will take with them you must personalize the booklet Attach an approved business card to the back Scores After the five modules are completed be sure the scores have been totaled Give your audience a moment to do this Before you end the workshop you ll want to explain the risk categories so family members will understand how they did Remind them that the scores are important to consider Keep in mind scores may vany among members of the same family This is another clear indication tha
11. n video you can select from What s Next Consultant Quick Compass or Thought Balloons What s Next gives you access to three follow up video segments that reveal the best worst and typical choices made Consultant will access a video for that particular module Quick Compass takes you to the first question in the booklet related to the main topic you are presently working on The small pictures at the bottom allow you to hear what a family member is thinking but not saying related to the current situation HOW TO NAVIGATE THE PROGRAM Forward or backward Family Matters Your Cnstem Intra sereen Dest Here Type ej now te eo ta the text el it screen kal Familv Matters Topics Estate Planning Leadership Development Loosing Advisofs Compensation amp Performance Strategic Planning Leadership Development What s Next Consultant Quick Compass page 5 When vou select the What s Next link vou will have three choices to re direct the action Let the audience pick one The Arrow in the upper righthand corner alwavs allows vou to navigate back to the previous screen At the conclusion of that video segment vou can listen to what individuals are thinking clicking on the small photo s to hear the thought balloons Bv selecting the Asterisk vou will access the associated Consultant video clip commenting on this particular outcome There are dedicated consultant videos for everv familv sc
12. rent projectors have varving luminance and focal point parameters Dress anv loose wires for neatness and to eliminate a tripping hazard ALWAVS connect vour projector to vour computer BEFORE vou start vour computer Lighting It is important to have your screen strategically placed in an area where you have some control over the general lighting in the room Ideally you want to keep the lights on in the room or dimmed Try to keep light from shining directly on the screen This will ensure the best picture quality When you have connected everything run the program and access one of the main vignettes While the video is running move around the room to the view the program from all angles Make sure that the picture s contrast and brightness is optimized It s a good idea to watch a segment of more than one vignette as well as a portion of the Consultant videos When you are satisfied stop the video and return to the Welcome screen Sound While checking image quality walk around the room and listen to the audio It should be easily heard but not overbearing Most LCD projectors have speakers however you may want to bring external speakers to enhance the soundtrack If you are renting a projector always ask about the audio quality Always allow plenty of time to perform these checks before anyone arrives page 10 THE QUICK COMPASS The FamilvMatters Quick Compass is an exceptional tool It was created by professionals to help fam
13. t there are important issues to be resolved YOUR SCORE YOUR RISK Family Matters 0 33 a Low 34 68 Moderate 69 99 Dangerous Quick Compass 100 Severe page 11 MARKETING MATERIALS There is a wide varietv of materials vou can purchase to enhance vour initiatives with FamilvMatters All items can be ordered online at www sellingtechnologies com You can also call 215 750 9756 Quick Compass Brochure e Family Matters Pens Notepads Ki Fumi ila ca Baseball Caps Polo Shirts Invitations Thank You Cards Fam ly Matters Mouse Pads Family Matters page 12
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