1. Leadership
Sales
Marketing
Management
HR & Training
Admin/Service
Finance
Technical
Business Competencies
Your Skills
Societal-Connector
You are an intelligent and visionary business builder committed
to influence and change the world around you. You are motivated
to have an impact on others using your expertise, experience and
education. Contribution and freedom defines success for you.
You will likely prefer innovative, change or cause-based concepts
that promotes the growth of others.
Listening, teamwork and follow-through are your strengths. You measure personal
worth by compatibility with others and contribution. You do well in friendly and
functional environments.
Values & Work Style
Control
A good fit for you is a company with a Control
Culture. They are defined by their stability,
internal focus and well-thought out integration.
They value standardization, control, and
typically have a well-defined process for
decision-making. Effective leaders in control
cultures are those that can organize and
coordinate people, resources and processes.
Culture
Business Path
Multi-UnitPrime Directive:
Purpose
Definition of Success:
Contribution and Impact
Battle Cry:
Empower and Edify
Business Model:
Simple and Replicable
Pace:
Slower-Relaxed
Lifestyle:
Cultured and Refined
Summary
Tom Yuhas - 1.5.2016 © 2016 Zoracle

2. Values determine what about the self is the meaningful core that governs people's
desires and the expression of these desires. Motives are the psychological drivers of
behavior. Motives are the only true predictors of behavior. It's one's values which dictate
his or her motivations. There are four Value Sets.
You are a Societal
Scores indicate you are a Societal. You are an intelligent and
visionary business builder committed to influence, inspiration and
changing the world. Societals are motivated to have an impact on
others using their expertise, experience and education.
Contribution and freedom defines success for the Societal. They
prefer innovative, change, or cause-based concepts that promote
others' growth and success.
You are a:
Societal
VALUES
What are Values?
CurrentReturn
Product Vision
Achiever Emulator
Belonger Societal
Power - Self - Passion
Principle - Others - Purpose
Values
Hierarchy
1) Contribution
2) Impact
3) Achievement
4) Respect
5) Innovation
6) Dependability
7) Satisfaction
Tom Yuhas - 1.5.2016 © 2016 Zoracle

3. 75 -
60 -
45 -
30 -
15 -
Belonger Emulator Achiever Societal
Societal
Societals tend to be well educated and actively seek out information. They are reflective,
creative, purpose-driven and relentless in pursuing and sharing ideals. They are change
leaders and are receptive to new ideas and technologies. Societals are among the
established and emerging leaders in business, yet they continue to seek challenges. They
are mature, satisfied, comfortable, and reflective people who value simplicity, knowledge,
and responsibility.
It is not unusual to see a Societal acting as an advocate for those they believe need
protection, counsel or direction. You are honourable, dependable and consistent in word
and deed; your reputation and credibility is meticulously safeguarded.
Like many Societals, you are a knowledgeable and dedicated advisor and mentor who
enjoys being involved in policy, procedures and politics. Highly principled, purpose-driven,
a history of achievement and an insatiable desire to make a difference describes you.
Splatter dots are
values given
greater attention
due to current
situation or recent
life change.
Contribution
Impact
Achievement
Respect
Innovation
Dependability
Satisfaction
Tom Yuhas - 1.5.2016 © 2016 Zoracle

4. Entrepreneur Partner Plug & Play Empire Hybrid
Your Stages of Growth: Stage 4: Empire / Stage 5: Hybrid
Stages of Growth are determined by a company's managerial style, organizational structure, formal systems, major strategic goals and
founder/owner involvement. As a franchise organization grows, the systems and procedures will adapt to support an evolving business
model, the needs of the franchisees and to satisfy end-user demands. Within each phase of business a franchisee's skills and goals need to
complement a franchisor's plans and market expansion strategies. There are 5 Stages of Growth.
Entrepreneur Partner Plug & Play Empire Hybrid
Evolving and dynamic
Product-oriented
First to market, Better
terms and territories,
Fewer rules, Say in pol-
icies, Financial rewards
Collaborative and growing
System-oriented
Market awareness,
Complementary skills sets,
Best practices, Desirable
markets available
Systematic and replicable
Franchisee oriented
Faster ramp-up, Resales,
Proven, replicable
systems, Advisory boards,
Buyer co-ops
Bureaucratic, top-of-mind
Market share oriented
Brand equity, Strong
Financials and support,
Merger and acquisition
potential
Intrapreneurial, renewing
Innovation oriented
Well-defined products,
Flexible systems, First to
market, Leveragability of
resources
STAGES OF GROWTH
My Stage of Growth
Tom Yuhas - 1.5.2016 © 2016 Zoracle

5. Culture is a complex issue that essentially includes all of a group’s shared
values, attitudes, beliefs, and behaviors. Culture is broad – encompassing
all aspects of a group’s internal and external relationships – and culture is
deep in that it guides individual actions even to the extent that members
are not aware they are influenced by it. There are four Cultural Types.
You t well in a “CONTROL” Culture
A structured and conventional place to work. Leaders strive to be good
coordinators and organizers who are efficiency-minded. Maintaining a
smooth-running organization is important. Policies and clear directives are
what hold the group together. Stability, performance, and efficient
operations are the long-term goals. Success means dependable delivery,
smooth scheduling, and low cost. Management wants security and
predictability. They value standardization, control, and typically have a
well-defined process for decision making. Effective leaders in control
cultures are those that can organize and coordinate people, resources and
processes.
CULTURE
What is a Business Culture?
Unity
Rivalry
Collaborate Create
Control Compete
Flexible
Stable
Your
Cultural Fit is
Similar to
Tom Yuhas - 1.5.2016 © 2016 Zoracle

6. For greatest satisfaction and effectiveness, one should seek a work or business
environment consistent with their natural tendencies. Work Style is particularly
important for the business owner as they will set the pace and direction for employees,
partners, vendors and clients. There are four Work Styles.
75 -
60 -
45 -
30 -
15 -
You are a Connector
Scores indicate you are a Connector. People in this group are warm, supportive, and
great at cultivating relationships. They are the most people-oriented of the four styles.
Connectors tend to be excellent listeners, devoted friends, and loyal advocates. With
their relaxed disposition, people find them approachable and understanding. They have
developed strong networks of people who are willing to be mutually supportive and
reliable.
WORK STYLE
What is a Work Style?
My Work Style
Director Promoter Connector Thinker
Pace:
Slower-Relaxed
Priority:
Relationship
Seeks:
Acceptance, Connection
Strengths:
Listening, Teamwork, Follow-through
Under Stress May Become:
Submissive, Indecisive
Workplace:
Friendly, Functional, Personal
Insensitivity drives
you nuts.
Where's the love
folks?
Tom Yuhas - 1.5.2016 © 2016 Zoracle

7. Compatibility
Cooperation
Depth of Contribution
Connectors are team players and somewhat risk-averse. When
faced with change, they consider their options carefully and plan
accordingly. Others view you as composed, stable, and balanced
even in the most stressful of situations.
You are courteous, friendly, and willing to share responsibilities.
You are a good planner, persistent worker, and good with follow-
through. You are a problem-solver and consensus-maker.
Project
People
Director Promoter
Thinker Connector
Possible
Practical
Tom Yuhas - 1.5.2016 © 2016 Zoracle

8. COMPETENCIES
The Eight Competencies in Business
Understanding one's Business Competencies is
important. More important however, is how those
Business Competencies complement those of a
franchise system and its growth strategy.
Your Competency Scores
Leadership & Vision
Sales & Channel Planning
Marketing & Public Relations
Executive & Management
Human Resources & Training
Admin & Customer Service
Finance & Bookkeeping
R&D & Technical
Your Pro le Pattern
is similar to:
Paul Allen
You share Values
You share Competencies
You both thrive in a Control
business culture
You are both Purpose driven
Motto:
"Collecting Appreciating Assets"
SALES & BUSINESS
Tom Yuhas - 1.5.2016 © 2016 Zoracle

9. Sales Orientation
You fit will within a business where the sales come from
developing strong personal and professional relationships and
advocates. You need autonomy and like the freedom of sales and
being your own boss. You exercise self-discipline and take
responsibility for your actions. Relationship sales require great
patience, over a long period to finally cement a customer. You're
focused on accommodating the buyer. The sale is heavily
dependent on the relationship between the salesperson and
customer. Relationship selling is characterized by the ability of
salespeople who move to a competitor and take their clients with
them.
Potential Business Path
Corporate
Corporate ladder climber
Consultant/Contractor
Consultant, contractor or subject matter expert
Entrepreneur
Starts and builds a business from scratch
Single-Unit Franchisee
Appreciates and exploits systems
Multi-Unit Franchisee
Replicates systems and manages locations
Regional Developer
Manages region and sells territory to others
SALES & BUSINESS
Development
All businesses require some form of sales.
There are 3 primary types of sales and naturally there are individuals that are suited for one over another. There
are many ways to success, for some it comes from climbing the corporate ladder for others it's building a multi-
unit franchise business. Your sales orientation and potential business path is marked below.
Consultative
Relational
Competitive
Tom Yuhas - 1.5.2016 © 2016 Zoracle

10. NEEDS & WANTS
In A Franchise Business
Remember...
Success in franchising entails two major factors:
Compatibility - between franchisee and franchise
company. Make sure you share Values, Stages of
Growth, Culture and Work Style. Complementary
Competencies - between franchisee and franchise
company. Make sure franchise system complements
and exploits your skills. Based on your profile, listed
below are some business considerations.
Desire to impact policy
and procedure
Company that appreciates
innovation and creativity
Ability to replicate and/or
simplify
Change or impact-based
products or concepts
Hands-off approach by
head office
Must leave a legacy
Cultured, refined and
deliberate business model
Organization with
impeccable principles
I trust this quick glimpse into your
business building profile will prove
useful.
Fit Matters – especially in business!
Based on your profile listed below are
business aspects that suit you well.
Prefers freedom and hands off
management
Collaborative, solution based
environments
Business which builds community
Inspirational, educational or
transformational
Ability to engage influential network
Few highly skilled employees or partners
May be an investor or absentee owner
Diversity of clients and projects
Tom Yuhas - 1.5.2016 © 2016 Zoracle