1851

The secret to selling franchises is simple: have happy franchisees who are making tons of money. Sounds easy, right? Just master a business concept, flawlessly apply it to the franchise model and then have dedicated franchisees excel at executing on the vision.OK, so it’s not simple at all, but it is critical. The great thing about franchising is that, if a concept works, it will have happy franchisees singing its praises. 1851 Franchise has extensively interviewed franchise development professionals and found a near consensus: The best selling point you can have is strong validation from franchisees. For franchise candidates, happy franchisees is <a href="https://1851franchise.com/what-franchisee-prospects-should-look-for-in-a-brand-2714658">one of the top things you should look for in a brand</a>.&nbsp;So how do you get there?&nbsp;<h4>Let The Right Ones In</h4>Virtually every franchise sales expert we talk to says the same thing: You have to know what the ideal franchisee looks like to target and attract them. Do this by creating a detailed profile of the ideal franchise sales based on the specific needs of the industry and the company culture.&nbsp;“First and foremost, you need to have a clear understanding of who you’re trying to bring on as a franchisee and who your ideal franchisee is,” <a href="https://1851franchise.com/frandev-players-scott-wendrych-cdo-of-fyzical-therapy-balance-centers-2714876#home">Scott Wendrych</a>, CDO of <a href="https://www.fyzicalfranchise.com/?utm_source=1851franchise.com&utm_medium=article&utm_campaign=how-to-get-your-franchisees-to-sell-for-you-2715488" target="_blank" rel="nofollow">FYZICAL Therapy &amp; Balance Centers</a>, a 400-plus unit physical therapy franchise, told 1851. “That could be an owner/operator, an entrepreneur or a business person with a corporate background. Once you understand that, understand the target markets you’re trying to develop in. It’s easy to grow and develop if you have a plan around where you do and don’t want to grow. That leads to the ability to be very targeted with your marketing and reaching out to franchise candidates and how you’re going about getting those people to pay attention.”Above all, be willing to say no to the wrong franchisee. Someone who is undercapitalized or incapable of meeting the demands of the job will only get into trouble later.“Make sure you’re being super selective about who you take on as franchisees and be willing to say no to someone who doesn't look like a fit,” <a href="https://www.linkedin.com/in/markcsiebert/?utm_source=1851franchise.com&utm_medium=article&utm_campaign=how-to-get-your-franchisees-to-sell-for-you-2715488" target="_blank" rel="nofollow">Mark Siebert</a>, an esteemed <a href="https://www.ifranchisegroup.com/franchise-your-business-book/?utm_source=1851franchise.com&utm_medium=article&utm_campaign=how-to-get-your-franchisees-to-sell-for-you-2715488" target="_blank" rel="nofollow">author</a> and the founder of <a href="https://www.ifranchisegroup.com/?utm_source=1851franchise.com&utm_medium=article&utm_campaign=how-to-get-your-franchisees-to-sell-for-you-2715488" target="_blank" rel="nofollow">iFranchise Group</a>, told 1851. “Some franchisors sell franchises to individuals that don’t have all the necessary skill sets or are not well-capitalized. They run the risk of a failed franchisee, and nothing sinks a system faster.”<h4>Train and Support</h4>Once you start finding qualified prospects, next consider how the marriage between the franchisor and franchisee will play out. Even the best, most qualified candidate will fail as a franchisee without the right support.&nbsp;“For me, the most important thing a franchise company can do is have really great tried-and-true training,” <a href="https://1851franchise.com/frandev-players-terri-harof-director-of-franchise-development-workout-anytime-2714953#home">Terri Harof</a>, director of franchise development at <a href="https://1851franchise.com/workoutanytime">Workout Anytime</a>, a 24-hour fitness franchise with 176 units, told 1851.&nbsp;This means that a franchisor needs to balance its franchise development team against its franchise support team. In short, don’t sign new franchisees faster than a support team can ramp them up into profitability.&nbsp;<h4>Have a Winning Concept</h4>Franchisees won’t succeed if the underlying business concept doesn’t work in the area or market.&nbsp;<a href="https://www.linkedin.com/in/brett-larrabee-cfe-52a70ba?utm_source=1851franchise.com&utm_medium=article&utm_campaign=how-to-get-your-franchisees-to-sell-for-you-2715488" target="_blank" rel="nofollow">Brett Larabee</a>, director of <a href="https://1851franchise.com/littlecaesarsinternational/latest_stories">international development for Little Caesars® Pizza</a>, told 1851 that the <a href="https://1851franchise.com/frandev-players-brett-larabee-director-of-international-development-little-caesarsr-pizza-2714907#people">key to consistent franchise growth</a> comes down to “understanding how the business model works in different environments.”“Once you have a keen understanding of that, you understand how it’s going to work differently in different demographics,” he said.&nbsp;Larabee has extensive international franchising experience, so he pays special attention to what concepts work there and how franchisors can adapt to different markets.&nbsp;“For instance, if your business is in the Midwest, once you get out to the West Coast or the East Coast, your customer is going to be different. There are going to be different competitors, different economic and socioeconomic demographics. Be aware of those idiosyncrasies in those different areas and allow yourself the flexibility to meet the specific markets needs,” he advised.&nbsp;<h4>Know Your Story By Heart</h4>Happy franchisees become evangelists for your brand because they know and understand the brand’s unique selling points and what makes it great. But a franchisor can’t rely on franchisees figuring this out themselves, the story needs to be told concisely and clearly.&nbsp;“It’s good to know your unique selling proposition and communicate that clearly,” <a href="https://www.franchisefastlane.com/about-us/team/bobby-brennan/?utm_source=1851franchise.com&utm_medium=article&utm_campaign=how-to-get-your-franchisees-to-sell-for-you-2715488" target="_blank" rel="nofollow">Bobby Brennan</a>, vice president of franchise development at <a href="https://www.franchisefastlane.com/?utm_source=1851franchise.com&utm_medium=article&utm_campaign=how-to-get-your-franchisees-to-sell-for-you-2715488" target="_blank" rel="nofollow">Franchise FastLane</a> <a href="https://1851franchise.com/frandev-players-bobby-brennan-vice-president-of-franchise-development-at-franchise-fastlane-2714917#home">told 1851</a>.&nbsp;“Franchise development is really about storytelling,” he said. “You want to create raving fans and raving franchisees? Have incredible customer experiences and services. When you create fans, you’ll get more attention. Franchisees that feel supported want to share their success, and that creates a snowball effect. Being a good storyteller is key.”

How To Get Your Franchisees To Sell For You

1851 Franchise

Happy, profitable franchisees can leapfrog past your other selling points to win over potential franchisee candidates. 

how-to-get-your-franchisees-to-sell-for-you

Sola Salons

Photo of outside of a Sola Salons location

With Decades of History and Opportunities for Consolidation, Sola Salons System Is Ripe for Private Equity Investments

sola-salons-private-equity-investment-opportunities

Woodhouse Spas

Your Path To Owning a Woodhouse Spa: A Step-By-Step Guide to Franchise Ownership

woodhouse-spas-franchise-ownership-steps

Right at Home

Right at Home Expanding In-Home Care Services in State College

right-at-home-expanding-in-home-care-services-in-state-college

BoConcept

Photo of three dark gray chairs surrounding wooden table with vining plant

Facility Executive: BoConcept Shares How Office Design is Evolving in 2025

2025-office-design-trends-engaging-workspaces

HomeTeam Inspection Service

Photo of HomeTeam Inspection Service franchisees Tyler and Doug Butler

How a Chance Encounter Led This Father-Son Duo to a Thriving Home Inspection Business

doug-tyler-butler-hometeam-franchise-success-story

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 Resources

What ALEC-Laffer's Report Means for Franchising

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

Fly Dance Fitness Expands With First Franchise Location in Georgia

fly-dance-fitness-franchise-expansion

&pizza - Fast-Casual Pizza Chain Begins Franchising - 1851 Franchise

&pizza Embraces Franchising To Fuel Bold New Growth Strategy

andpizza-franchising-ceo-mike-burns

CFOs See Recession as Likely in ’25; Why Now Is the Time To Water the Franchise Buyer Seeds

cfos-see-recession-as-likely-in-25-why-now-is-the-time-to-water-the-franchise-buyer-seeds

Ellie Mental Health Franchisee Backlash - Alleged Misrepresentations - 1851 Franchise

Ellie Mental Health Faces Franchisee Backlash Over Alleged Misrepresentations

ellie-mental-health-franchisee-backlash

Tariff Tensions Threaten U.S. Restaurants with Rising Costs and Supply Chain Disruptions

tariff-tensions-threaten-us-restaurants-with-rising-costs-and-supply-chain-disruptions

Franchise Deep Dive: Studio Pilates Franchise Costs, Fees, Profit and Data

franchise-deep-dive-studio-pilates-franchise-costs-fees-profit-and-data

How Car Sales Taught Buddy's Home Furnishings’ Mitchell Lee the Secrets of Franchise Development

how-car-sales-taught-buddys-home-furnishings-mitchell-lee-the-secrets-of-franchise-development

Lindora’s New President Discusses Franchise Growth and the Future of Health and Wellness

lindoras-new-president-discusses-franchise-growth-and-the-future-of-health-and-wellness

Don Yurick Talks Master Franchising and Growth with Hammer & Nails Grooming 

don-yurick-talks-master-franchising-and-growth-with-hammer-nails-grooming

Paris Baguette Ranks Among Top Franchises on Entrepreneur’s Franchise 500® for 2025 - 1851 Franchise

Paris Baguette Ranks Among Top Franchises on Entrepreneur’s Franchise 500® for 2025

paris-baguette-ranks-among-top-franchises-on-entrepreneurs-franchise-500-for-2025

Florida Franchisee Reflects on Success and Growth with Sylvan Learning

florida-franchisee-reflects-on-success-and-growth-with-sylvan-learning

Franchisee spotlight featuring Ian and Dick Rydholm with gradient blue background and Sylvan logo

Ian and Dick Rydholm Celebrate 30 Years of Transforming Lives Through Sylvan Learning in El Paso, Texas

How To Get Your Franchisees To Sell For You

MORE STORIES LIKE THIS