1851

Franchisee validation offers more than just confirmation that a system works — it provides a glimpse into a brand’s culture, operations and support straight from the people living it every day. In franchising, few steps are more influential in the sales process. Prospective buyers lean heavily on validation to gauge whether the opportunity in front of them aligns with their goals, values and expectations.These conversations go well beyond financials. Candidates ask about everything from profitability and margins to day-to-day operations, training support and leadership quality. For emerging brands that don’t yet have a long public track record, validation can be the tipping point between a deal closing or falling apart.Validation plays such a critical role that it isn’t optional — it’s built into the franchise sales process by regulation.“It has to be important by design, frankly, because the FTC has set up the rules so that we can’t always fully disclose — particularly on the profitability side — what prospective owners can reasonably expect to earn as a result of their involvement in the franchise,” said <a href="https://www.linkedin.com/in/robert-campbell-254755/?utm_source=1851franchise.com&utm_medium=article&utm_campaign=how-to-leverage-franchisee-validation-to-grow-your-franchise-2727755" target="_blank" rel="nofollow">Bob Campbell</a>, vice president of franchise development for <a href="https://rocketfizzfranchising.com/?utm_source=1851franchise.com&utm_medium=article&utm_campaign=how-to-leverage-franchisee-validation-to-grow-your-franchise-2727755" target="_blank" rel="nofollow">Rocket Fizz</a>.<a href="https://www.linkedin.com/in/terri-harof-9008561/?utm_source=1851franchise.com&utm_medium=article&utm_campaign=how-to-leverage-franchisee-validation-to-grow-your-franchise-2727755" target="_blank" rel="nofollow">Terri Harof</a>, director of franchise development for <a href="https://workoutanytimefranchise.com/?utm_source=1851franchise.com&utm_medium=article&utm_campaign=how-to-leverage-franchisee-validation-to-grow-your-franchise-2727755" target="_blank" rel="nofollow">Workout Anytime</a>, echoes that sentiment.“It’s of utmost importance,” Harof said. “At the end of the day, I am a salesperson, and I want these potential franchisees to be able to talk to other people who’ve done exactly what they’re thinking about doing. This is a long-term marriage. It’s a 10-year commitment, and we want these candidates to come on board and there not be any surprises.”<h2>Letting Validation Happen Naturally</h2>Validation works best when it’s authentic — not overly scripted or orchestrated. In Campbell’s experience, happy franchisees don’t need prompting to share their stories.“It kind of happens naturally through your own conversations with owners,” he said. “I wouldn't say I've ever needed to really go out and create any 'strategies' to gain positive feedback.”That sense of authenticity is rooted in system health. If a brand is supporting its franchisees well, fostering transparency and helping them build profitable businesses, validation tends to take care of itself.“If you have a healthy system, it all comes down to how you, as a franchisor, are interacting with your franchise community,” Campbell said. “Are you being positive? Do they have the feeling that you're sincere and wanting to make their business better, their day-to-day operating life better?”Harof says she’s found the same to be true. “It’s one thing for me to tell them about it,” she said. “It’s another thing to hear from a franchisee who’s actually gone through all of it.”<h2>Choosing the Right Franchisees to Validate</h2>While validation should remain genuine, connecting candidates with franchisees who can clearly and confidently share their experience is key.“You want somebody who’s articulate and can convey the brand of the company well in discussions,” Campbell said. “It’s like any other informational meeting — you want somebody who’s capable of conveying the salient points clearly.”Harof notes that <a href="https://1851franchise.com/workoutanytime/info">Workout Anytime</a> franchisees are listed in the brand’s FDD, meaning candidates can reach out to any of them. Still, she provides guidance.“I send them about 10 different people to reach out to, and I do try to rotate it because you don’t want the same people having to do validation calls day in and day out,” she said. “If I’ve got a franchisee in the same geographic area they’re looking at, and I know they’re a strong validator, I’ll introduce them directly.”Harof says she often sets up these connections via group text, making it easier for both parties to connect and move the conversation forward.<h2>Addressing Common Questions During Validation</h2>Profitability and financial performance are top concerns during validation — especially for retail-focused brands like <a href="https://1851franchise.com/growth-club/rocket-fizz-candy-shop-franchise">Rocket Fizz</a>.“We have about 30,000 retail items that franchisees can choose from,” Campbell said. “Ultimately, their store will probably have around 3,500 SKUs at any given time. It's really a merchandise-based business, not a service business.”While Rocket Fizz provides revenue data in its FDD, candidates often want more detailed conversations to support pro formas and SBA loan applications.“It’s more about gross margin per item,” Campbell said. “They’re usually trying to get a loan, and they need that information to secure financing.”At Workout Anytime, Harof says the top concern is often real estate.“Where we go is so important, and we turn down sites on a regular basis,” she said. “We say that we protect franchisees from themselves. We had a Florida franchisee who wanted a 26,000-square-foot space with crazy-high rent. He was a first-time buyer, and we had to save him from himself. Would we let a seasoned franchisee do something like that? Maybe. But a first-time buyer? Absolutely not!”<h2>How Validation Can Make or Break a Deal</h2>Strong validation doesn’t just help close deals — it often leads to more referrals and a stronger brand community.Campbell shared a story about two Rocket Fizz franchisees in suburban Chicago who initially had concerns about overlapping markets.“We put the parties together, and it had a wonderful outcome,” he said. “They ended up assisting each other. The incoming franchisee happened to be an attorney and helped the existing one with a personal legal matter.”Harof has seen many sales close after validation — particularly with candidates who connected with franchisees who share their background.“One of our best validators is Jerry Pew,” she said. “He was a member who fell in love with the brand, opened one gym, and eventually grew to 19 locations in six states. He followed the playbook, and he’s helped a lot of candidates feel confident coming on board. Today, he’s our CEO.”Another example, Harof says, is a father-son duo who started with one gym and now own four.“Brett started as a personal trainer and brought his dad in as the financial partner,” she said. “Now they’re both all-in. Brett even got his real estate license and now helps other franchisees find great sites. He looks at it as a broker, but also as a franchisee. That’s been a huge help to our brand.”<h2>Building Trust Through Real Conversations</h2>Franchisee validation isn't just a checkpoint in the sales funnel — it’s the heartbeat of a healthy franchise system. When franchisees feel supported, respected and confident in their business, it shows — and candidates pick up on it immediately.“We’ve never said we want to be the biggest,” Harof said. “We just want to have the largest number of successful franchisees.”Brands that invest in meaningful relationships with their owners create environments where validation becomes more than a sales tool — it becomes a reflection of the franchise’s values, leadership and long-term potential.Every great franchisee had help buying a franchise. Want to learn more about how 1851 helps franchisees find the right franchise opportunity? Visit&nbsp;<a href="http://www.1851growthclub.com/?utm_source=1851franchise.com&utm_medium=article&utm_campaign=how-to-leverage-franchisee-validation-to-grow-your-franchise-2727755" target="_blank" rel="nofollow">www.1851growthclub.com</a> and start your journey.

Franchisee Validation - Guide To Selling Franchises - Leveraging Franchisees for Validation - 1851

Franchisee Validation: A Key Strategy for Selling Franchises Successfully

1851 Franchise

Franchisee validation offers real insight into a brand’s culture, operations and support, making it a powerful resource for candidates evaluating a potential investment.

Guide to Selling Franchises: How to Leverage Franchisees for Validation

how-to-leverage-franchisee-validation-to-grow-your-franchise

Strategic Franchising

How To Build a Strong Franchise Brand Presence in Your Local Community

how-to-build-a-strong-franchise-brand-presence-in-your-local-community

Layne's Chicken Fingers

Photo with Layne's Chicken Fingers logo, Eric Reed, Kordell Snyder, and Justin Olivieri

Layne’s Chicken Fingers Supports Franchisees With Top-Notch Development Team

laynes-franchise-development-support

Children's Lighthouse

image of latisha king from children's lighthouse Franchise coaching initiative podcast image

Children’s Lighthouse Operations Support Leader Latisha King To Share How the Brand Supports Franchisees With Dedicated Business Coaches

childrens-lighthouse-franchisee-support-business-coach-program

Sola Salons

image of sola salons franchise interior spa services denton texas location

Sola Salons Announces New Franchise Agreement in Denton, Texas: Husband and Wife Team to Bring Revolutionary Salon Concept to Greater Dallas-Fort Worth

sola-salons-denton-texas-franchise-agreement

Fresh Coat

image of 1851 article for fresh coat franchise business leadership group

Meet the Fresh Coat Leadership Team: The Pros Behind the Painting Franchise

fresh-coat-painters-leadership-team

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

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

Extraordinary Brands Acquires CycleBar and Rumble, Shaking Up Boutique Fitness Franchising

extraordinary-brands-cyclebar-rumble-boxing-acquisition

NJCAR v. Ford - New Jersey Supreme Court Limits Standing Under Franchise Practices Act

New Jersey Supreme Court Limits Standing Under Franchise Practices Act

new-jersey-franchise-practices-act-njcar-v-ford

Planet Fitness Franchisees Donate $100K to Support Texas Flood Relief - 1851 Franchise

Planet Fitness Franchisees Donate $100K To Support Texas Flood Relief

planet-fitness-texas-flood-relief

McDonald’s Is the Latest Franchise To Bet Big on Beverages with 500-Store Premium Drink Test

mcdonalds-is-the-latest-franchise-to-bet-big-on-beverages-with-500-store-premium-drink-test

Friendly’s Parent Company Acquired by Multi-Unit Franchisee as More Owners Take the Lead in Brand Acquisitions 

friendlys-parent-company-acquired-by-multi-unit-franchisee-as-more-owners-take-the-lead-in-brand-acquisitions

Top 25 Franchise Marketing Leaders: Kelsey McManemin — Vice President of Marketing, HTeaO

top-25-franchise-marketing-leaders-kelsey-mcmanemin-vice-president-of-marketing-hteao

Top 25 Franchise Marketing Leaders: Cathy Chavenet — Chief Marketing Officer, Paris Baguette

top-25-franchise-marketing-leaders-cathy-chavenet-chief-marketing-officer-paris-baguette

Top 25 Franchise Marketing Leaders: Jack Mashini — Co-Founder, Wing Snob

top-25-franchise-marketing-leaders-jack-mashini-co-founder-wing-snob

DevHub - Meet the Supplier - 1851 Franchise

DevHub: Scalable Digital Marketing for Franchises and Multi-Location Brands

devhub-meet-the-supplier

Hooters Leans Into Franchising With Closure of 30 Company-Owned Stores - Agg - 1851 Franchise

Hooters Leans Into Franchising With Closure of 30 Company-Owned Stores

hooters-franchise-model-company-owned-closures

Hely and Hiral Patel Bring Their Longtime Dream to Life With The Brass Tap

brass-tap-franchise-pasadena-maryland-hely-hiral-patel

Navy Veteran and Professional Artist Couple Open Caring Transitions in Texas

Navy Veteran and Professional Artist Couple Set Out to Build a Purpose-Driven Business With Caring Transitions in Texas

navy-veteran-and-professional-artist-couple-set-out-to-build-a-purpose-driven-business-with-caring-transitions-in-texas

911 Restoration Franchise Costs, Fees, Profit and Data for 2025

911-restoration-franchise-deep-dive

Jollibee -Launch-Story-Brand-Page-Deep-Dive-2025

Jollibee Franchise Costs, Fees, Profit and Data for 2025

jollibee-franchise-costs-fees-profit-and-data-for-2025

Rising Jobless Claims Could Signal Challenges — and Opportunities — for Franchising

Guide to Selling Franchises: How to Leverage Franchisees for Validation

MORE STORIES LIKE THIS