1851

Many entrepreneurs start with a spark and a hope that, after launching their franchise, their business will become so contagious that investors just can’t resist it. But for founders looking to become franchisors, sheer passion isn’t nearly enough. Without the right systems and checks and balances in place, that enthusiasm can actually become a liability.<a href="https://www.linkedin.com/in/kristenchristian?utm_source=1851franchise.com&utm_medium=article&utm_campaign=founder-to-franchisor-when-pause-2730947" target="_blank" rel="nofollow">Kristen Christian</a>, co-founder of&nbsp;<a href="https://beeorganized.com/pages/franchise-opportunities?utm_source=1851franchise.com&utm_medium=article&utm_campaign=founder-to-franchisor-when-pause-2730947" target="_blank" rel="nofollow">Bee Organized</a>, has found that setting proper expectations and being willing to slow down can actually drive some of the best success.“It’s a little counterintuitive … It feels wrong to pause,” Christian said in a&nbsp;<a href="https://www.youtube.com/watch?v=iQQceJCpEVc&amp%3Bt=3s&utm_source=1851franchise.com&utm_medium=article&utm_campaign=founder-to-franchisor-when-pause-2730947" target="_blank" rel="nofollow">recent conversation</a> with&nbsp;<a href="https://www.goodsparkfranchise.com/?utm_source=1851franchise.com&utm_medium=article&utm_campaign=founder-to-franchisor-when-pause-2730947" target="_blank" rel="nofollow">GoodSpark Franchise Growth Accelerator</a> CEO&nbsp;<a href="https://www.linkedin.com/in/charles-internicola/?utm_source=1851franchise.com&utm_medium=article&utm_campaign=founder-to-franchisor-when-pause-2730947" target="_blank" rel="nofollow">Charles Internicola</a>. “But I will tell you, in the times that we have paused, [it was] the best thing we could have done.”In many cases, it’s this type of “counterintuitive” or otherwise hard-to-make decision that builds a franchise system that will truly last. Here’s a blueprint for founders looking to establish a brand with real staying power:<h2>Level-Set Expectations and The "Anti-Sales" Pitch</h2>In the early days, it is easy for a founder to get caught up in the emotion of the dream. You want entrepreneurs to join you, and you naturally focus on the excitement of building a business. However, a crucial maturity point for a franchisor is shifting from selling the dream to "level setting" the reality.<h4>Filter for Grit, Not Just Excitement</h4>Early-stage franchisees are pioneers. They are "building the plane" with you. You need partners who understand that building a business is hard work, not just a passion project.<h4>Protect the Candidate</h4>If a prospect comes in with the wrong expectations, they won't be happy, and they may not succeed. Franchisors must realize that their franchisees’ businesses are very different from the business the now-franchisor developed as the founder.<h4>Change the Narrative</h4>As you mature, your sales conversations should become less about selling and more about ensuring the candidates truly understand what they’re getting into. Candidates must have a clear understanding of what it will take to scale, and they must be committed to sticking to the model, even through slow or otherwise challenging times.&nbsp;Sometimes, this can feel to the candidate like an “anti-sales” pitch. But if a prospective franchisee is presented with all the reasons why they may not want to invest, and they’re still committed to the model, they’re coming into the business with a strong foundation.<h2>Understanding the Strategic Pause</h2>Hitting the brakes can be hard for franchisors. While many businesses fail because they refuse to adapt or take a step back to look at the bigger picture, successful systems are often willing to pause to recalibrate. Bee Organized did just this, and while some measures of success appeared to slow as a result, the business itself was stronger (and more successful) because of it.“We took 2019 off to get our foundation in place,” Christian said. “It allowed us to have more time to really fine-tune those systems and processes and how we were going to support and how we were going to protect the brand.”You may need to pause if:<ul><li>You’re still running the “home shop.”&nbsp;If you’re in charge of the day-to-day operations of the business, you likely don’t have the necessary infrastructure to support franchisees in the ways they’ll need to be supported.</li><li>Your training is out of date.&nbsp;As your system grows, your training has to evolve. Take time to update training materials to reflect the current realities of the business, and move intentionally to roll them out throughout the system.</li><li>You’re too focused on unit count.&nbsp;If you’re only looking at “How many units did we sell?”, it may be time to recalibrate. Unit count is important, but it’s not everything. Franchisors don’t just want to open units; they want to open successful units. You must focus on the unit economics and future of the brand.</li></ul><h2>The ‘Hit by a Bus’ Systems Test</h2>Systems are everything in franchising, and systems lead to successful owners and happy customers. They also protect quality control.Especially for service-based franchises, quality control is difficult. You don't have a rigid assembly line; you have variable client scenarios. This makes documenting your systems non-negotiable.Christian suggests using the "Hit by a Bus" test: If the founder disappeared tomorrow, is every step — from the minute the phone rings or the guest walks in to the moment the bill is paid — written down clearly enough for someone else to execute?<ul><li>Move Beyond Tribal Knowledge: Get the processes out of your head and into a manual.</li><li>Control the Quality: In a service brand, the methodology must be baked in to ensure the customer experience is consistent across different locations.</li></ul><h2>Cultivating Community</h2>As the franchise system grows, the founder’s role will eventually shift from operator to facilitator. The goal is to build an ecosystem where franchisees lean on one another, validating that they are part of something bigger than themselves.“Nobody knows what it's like to run your business but your fellow franchisees,” Christian said.&nbsp;While the founder and franchisor plays an important role in growth, the real magic happens when owners connect and start solving each other's problems.Founders-turned-franchisors are never truly done building a franchise system. Whether you have two units or fifty, the job requires constant recalibration. The shift from founder to franchisor isn't a one-time event, it’s an ongoing commitment to putting the health of the system ahead of the ego of the sale.Watch the full podcast above or on&nbsp;<a href="https://youtu.be/iQQceJCpEVc?si=ExXhyYr7R8Qo9W2j&utm_source=1851franchise.com&utm_medium=article&utm_campaign=founder-to-franchisor-when-pause-2730947" target="_blank" rel="nofollow">YouTube</a>.Learn more at&nbsp;<a href="https://www.goodsparkfranchise.com/?utm_source=1851franchise.com&utm_medium=article&utm_campaign=founder-to-franchisor-when-pause-2730947" target="_blank" rel="nofollow">goodsparkfranchise.com</a>.

Founder to Franchisor: A Playbook for Sustainable Growth

1851 Franchise

https://www.youtube.com/embed/iQQceJCpEVc

While hitting the brakes in franchise development may feel counterintuitive, sometimes taking a moment to recalibrate and focus on the metrics that really matter is the healthiest decision.

Scaling by Slowing Down: A Founder’s Playbook for Sustainable Franchise Growth

founder-to-franchisor-when-pause

Comfort Keepers

How This Comfort Keepers® Franchisee Grew From One Acquisition to a Powerhouse

how-this-comfort-keepers-franchisee-grew-from-one-acquisition-to-a-powerhouse

Caring Transitions

What Makes Caring Transitions the Premier Franchise Choice for Senior Move Management

what-makes-caring-transitions-the-premier-franchise-choice-for-senior-move-management

Jollibee

Photo of Jollibee mascot and two smiling people in Jollibee pajamas

How Jollibee’s Culture Fuels a Global Brand People Love

franchise-culture-brand-success

petbar

petbar franchise logo tenth 10th anniversary

10 Years Strong: How petbar Turned One Dallas Boutique Into a Fast-Growing National Franchise

petbar-10-years-strong-franchise-growth

Griswold

Beaumont Enterprise: Local Woman Brings Griswold Home Care Franchise to Greater Beaumont, Texas

griswold-home-care-greater-beaumont-opening

Buying a Franchise Masterclass

 Franchise Opportunities

Get Support Buying a Franchise

How to Buy a Franchise White Paper

How to Buy a Franchise

How to Sell Franchises

How to Grow a Franchise

Find a Franchise Supplier

1851 Franchise Opportunities

Franchisor News

Franchisor Power Rankings

FranCamp Mastermind Summit

Franchise Development Website Builder

Franchise Resources

Website Awards

Power Rankings

About 1851

Advertise on 1851

Contact 1851 Editorial

Terms of Use

1851 Login

GROWTH CLUB LOGIN

facebook

instagram

twitter

linkedin

youtube

How AI Is Transforming Restaurant Operations and Franchises

ai-impact-restaurants-franchises-human-centric-technology

Round Table Pizza Franchisees Take FAT Brands to Court Over Marketing Fund Mismanagement

round-table-pizza-franchisees-take-fat-brands-to-court-over-marketing-fund-mismanagement

FAT Brands Nears Bankruptcy as Creditors Demand Repayment of $1.3 Billion Debt

fat-brands-nears-bankruptcy-as-creditors-demand-repayment-of-13-billion-debt

Callaway Sells Majority Stake in Topgolf to Private Equity for $770 Million

callaway-sells-majority-stake-in-topgolf-to-private-equity-for-770-million

Keith Sizemore headshot, Radiance Holdings

Radiance Holdings Names Keith Sizemore Chief Development Officer

keith-sizemore-radiance-holdings-cdo

A Practical Playbook: Who To Call First When Franchising Your Business

franchising-your-business-who-to-call-first

CLA: Helping Businesses Navigate Growth, Compliance and Long-Term Success

cla-helping-businesses-navigate-growth-compliance-and-long-term-success

1851 Franchise Coffee & Analytics graphic with headshot of Nick Powills

What to Implement in 2026 According to 2025 Franchisee Surveys

2026-franchise-growth-strategies

The Ultimate Guide to Franchising Your Business — Phase 5: Long-Term Success — How to Prioritize Innovation and Adaptation

the-ultimate-guide-to-franchising-your-business-phase-5-long-term-success-how-to-prioritize-innovation-and-adaptation

Photo of group of dogs standing together in day care facility

Top Pet Boarding and Day Care Franchise Opportunities for 2025

top-pet-boarding-daycare-franchises

image of jerome hanway from right at home Las Cruces, New Mexico 1851 franchise franchisee spotlight

Jerome Hanway Is Building His Right at Home Franchise Around His Mission To Serve

right-at-home-franchise-las-cruces-jerome-hanway

The Top 15 Pet Supplies and Retail Franchises for 2025

the-top-15-pet-supplies-and-retail-franchises

AI-related job cuts, October U.S. job cuts, American job cut record

AI-Fueled Layoffs Reshape the U.S. Job Market — And Highlight Franchising’s Resilience

ai-job-cuts-franchising-path-forward

The 15 Top Pet Grooming Franchises To Consider for 2025

the-15-top-pet-grooming-franchises-to-consider

Scaling by Slowing Down: A Founder’s Playbook for Sustainable Franchise Growth

MORE STORIES LIKE THIS