Buy a Franchise
Validation calls help franchise buyers confirm franchisor claims, understand real day-to-day operations and support, and spot systemwide patterns by speaking with a range of current owners.
If you’re buying a franchise in 2026, validation calls should be one of your most important checkpoints. A validation call is a conversation with an existing franchisee that helps you confirm what you’re being told during the discovery process and understand what ownership looks like in practice. It’s not a sales pitch, and it’s not a “gotcha” interview. It’s a structured way to learn how the system operates, what support actually feels like and whether the business fits your goals and work style.
Jules Pierre-Louis, senior manager of growth marketing for Cruise Planners, says validation is meant to verify credibility and uncover what makes a model work over time.
“We want candidates to use validation calls to confirm not just what we share during the discovery process, but what Cruise Planners has been consistently recognized for across the travel and franchise industries,” Pierre-Louis said.
A strong validation call focuses on the operational and cultural realities that determine whether franchisees succeed. You’re listening for how a franchisor supports owners, where the model creates leverage and what owners say they can count on when business gets hard. Your goal isn’t to collect opinions — it’s to confirm patterns.
“The right questions should help uncover what makes our model work: a stable and supportive franchise community, multiple revenue streams from each client interaction and a commitment to cutting-edge tools and marketing,” Pierre-Louis said. “Candidates should also ask how Cruise Planners helps owners succeed, including our training programs, one-on-one coaching, personalized business support and our advisor-focused technology. We hope they come away with a clear understanding of our core values and our long-term commitment to helping franchisees grow their businesses on their own terms.”
Validation is only as useful as the sample you create. If you only talk to one or two owners — or only the most enthusiastic voices — you risk mistaking an outlier experience for the norm. Instead, aim for a spread of tenure, market types and business approaches so you can see how the model performs in different contexts.
“We suggest a mix of random selection and strategic outreach,” Pierre-Louis said. “Candidates can call franchisees listed in our Franchise Disclosure Document or the contact list we provide. To get a well-rounded view, it helps to speak with advisors at different stages in their business, from various markets such as major cities or small towns. This approach gives candidates insight into how Cruise Planners supports different business models and owner goals.”
One of the most common frustrations in validation is simply connecting with busy owners. That friction doesn’t mean franchisees are avoiding you — it usually means they’re working. The key is to be respectful, make it easy to schedule and keep the conversation focused.
“Most candidates report very positive validation experiences,” Pierre-Louis said. “The biggest challenge is often just finding a time to connect with a busy franchisee. One area of potential confusion is thinking there’s only one way to operate the business. In reality, Cruise Planners supports a wide range of approaches, from part-time solo entrepreneurs to full-time teams. To identify patterns, candidates should speak with multiple owners and listen for consistent themes, such as the strength of the support, the technology, and the sense of community. If they hear those repeated, they can feel confident those are systemwide truths, not exceptions.”
Your call should cover the basics: training, support, technology, marketing tools and day-to-day operations. Those topics help you understand the engine of the business — what the franchisor provides, what the owner controls and what the workload actually looks like. Be careful about pushing for personal financial specifics. You can ask smart questions about economics without putting franchisees on the spot.
“Candidates should always ask about the support systems in place, the training they’ll receive, the technology and marketing tools available, and what their day-to-day operations might look like,” Pierre-Louis said. “It’s natural to ask about earnings or how franchisees find clients. While those questions are common, not every franchisee will feel comfortable sharing specific numbers. We encourage candidates to focus on what the system provides to help them succeed. Our franchisees benefit from exclusive supplier perks, customized digital and print marketing, and booking and CRM tools built specifically for travel advisors.”
The best validation process is organized and courteous. You’ll get better insight when franchisees feel respected and when your questions are clear. Set the call up the right way, communicate in advance, and approach it like a professional conversation.
“A good validation process is thoughtful, efficient and respectful,” Pierre-Louis said. “We encourage candidates to reach out to franchisees by email or text first to set up a time that works for both sides. Franchisees are running active businesses, so being mindful of their time is important. Sending questions ahead of the call also helps ensure the conversation stays focused and productive. We guide candidates to approach these calls as conversations, not interviews, so they can gather honest insights without making franchisees feel pressured.”
Validation calls won’t hand you a guaranteed outcome, but they will give you something more useful: a clearer picture of what you’re actually buying. If you build a fair sample, ask system-focused questions, and listen for repeatable themes, you’ll be far better equipped to decide whether a franchise is the right move in 2026.
For more information on franchisee validation calls, check out these related 1851 Franchise articles:
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