1851

Effective franchise development is built on clear, realistic expectations. Setting appropriate expectations with both internal team members and franchise candidates ensures alignment, avoids misunderstandings, and creates a foundation for long-term success.<h2>The Importance of Setting Realistic Expectations</h2>Franchise development teams must clearly communicate growth goals, financial requirements and operational realities to potential franchisees.&nbsp;<a href="https://www.linkedin.com/in/erica-tarnowski?utm_source=1851franchise.com&utm_medium=article&utm_campaign=setting-realistic-expectations-in-franchise-development-tips-for-sustainable-growth-2727863" target="_blank" rel="nofollow">Erica Tarnowski</a>, franchise development director at&nbsp;<a href="https://franchising.aromajoes.com/?utm_source=1851franchise.com&utm_medium=article&utm_campaign=setting-realistic-expectations-in-franchise-development-tips-for-sustainable-growth-2727863" target="_blank" rel="nofollow">Aroma Joe’s Coffee</a>, emphasizes the critical nature of expectation-setting: “There are so many implications of an aggressive franchise sales strategy that go far beyond just closing a deal. Supply chain, logistics, training — there are so many pieces that come with signing a deal in a new market. We need the team in place to handle that effectively. If we can’t support franchisees properly, it backfires. Nobody is happy in that scenario.”This transparency helps both franchisors and franchisees enter partnerships with eyes wide open, reducing potential disappointment and frustration.<h2>Balancing Ambition With Reality</h2><a href="https://www.linkedin.com/in/pete-trexler-407a3ba?utm_source=1851franchise.com&utm_medium=article&utm_campaign=setting-realistic-expectations-in-franchise-development-tips-for-sustainable-growth-2727863" target="_blank" rel="nofollow">Pete Trexler</a>, director of franchise development at&nbsp;<a href="https://empowerfranchising.com/?utm_source=1851franchise.com&utm_medium=article&utm_campaign=setting-realistic-expectations-in-franchise-development-tips-for-sustainable-growth-2727863" target="_blank" rel="nofollow">Empower Brands</a>, warns against overselling franchise concepts: “Overselling territory or the concept itself is a common mistake. You need revenue to fund your support structure, but there’s a delicate balance. You need to realistically assess what can actually be penetrated based on your capital and resources.”Trexler highlights another common challenge: aligning marketing efforts with actual support capabilities. “If your marketing generates too many leads without enough support to nurture them, you're wasting resources,” he said. “You must balance what you can support with what you can sell. Protect franchisees from getting in over their heads — it’s essential for mutual success.”<h2>Transparent Communication Is Essential</h2>Transparency is vital in setting realistic expectations.&nbsp;<a href="https://www.linkedin.com/in/alexjamestitus?utm_source=1851franchise.com&utm_medium=article&utm_campaign=setting-realistic-expectations-in-franchise-development-tips-for-sustainable-growth-2727863" target="_blank" rel="nofollow">A.J. Titus</a>, president of&nbsp;<a href="https://signaramafranchise.com/?utm_source=1851franchise.com&utm_medium=article&utm_campaign=setting-realistic-expectations-in-franchise-development-tips-for-sustainable-growth-2727863" target="_blank" rel="nofollow">Signarama</a>, reinforces this point: “Transparency doesn’t mean overwhelming franchisees with every detail. Connecting prospective franchisees with current owners allows them to hear directly from those in the business, providing authentic insights into day-to-day operations.”Titus also cautions against expecting sales teams to anticipate every operational challenge: “Operations teams sometimes believe every future issue can be solved during the sales process, but this isn’t realistic. Sales teams must set truthful, realistic expectations, recognizing they can’t account for every scenario.”<h2>Aligning Expectations With Brand Growth Potential</h2>According to Tarnowski, aggressive growth strategies must align with realistic capabilities. “Growing a sustainable brand and footprint is slow and steady, rather than fast and aggressive,” she said. “Signing agreements without having essential building blocks in place creates operational chaos. It’s about finding the right people at the right time and in the right places.”Trexler underscores the necessity of rigorous testing and adaptability: “Understand and thoroughly test your business model. Be prepared to pivot quickly. Surprises will happen, and flexibility in responding is crucial.”<h2>Measuring Success and Adapting Strategies</h2>Tracking appropriate metrics is critical for understanding and refining franchise sales strategies. Titus emphasizes clear tracking methods: “Use your sales funnel. Leads in, contacts made, meetings had, discovery day tours and closed deals — know your numbers and ensure your sales team clearly understands your expectations.”Trexler agrees, highlighting cash flow awareness: “Understand the cash flow required to operate effectively. Confidently determine fixed expenses and the level of support necessary to ensure the model sold is effective.”<h2>Educating Candidates for Long-Term Success</h2>Realistic expectation-setting also includes&nbsp;<a href="https://1851franchise.com/3-essential-components-of-comprehensive-franchisee-training-programs-2725491">educating franchisee candidates</a> about their future responsibilities. “Setting expectations means being honest and open with prospective franchisees,” Tarnowski said. “We don’t want franchisees to enter with assumptions of support or business structures that don’t align with reality.”Development teams should clearly communicate the operational demands and financial expectations.&nbsp;<a href="https://1851franchise.com/how-to-buy-a-franchise-what-is-an-fdd-2724901">Franchise Disclosure Documents (FDD)</a>,&nbsp;<a href="https://1851franchise.com/what-is-in-a-franchise-operations-manual-2716855">operational manuals</a> and&nbsp;<a href="https://1851franchise.com/how-to-leverage-franchisee-validation-to-grow-your-franchise-2727755">direct interactions with current franchisees</a> can offer invaluable transparency. “We connect prospects with current owners directly,” Titus said. “It’s the most transparent way to share information.”<h2>Sustainable Growth Through Realistic Expectations</h2>Ultimately, setting realistic expectations is about balancing ambition with transparency, clarity and practical execution. Tarnowski’s philosophy captures the essence of sustainable franchise growth: “Growing sustainably means carefully managing supply chains, logistics and team readiness. This slow and steady approach ensures each franchisee receives the support they need.”By clearly defining realistic expectations, franchisors attract well-informed franchisees who align with the brand’s vision, ensuring long-term success and mutual satisfaction.Growing and selling franchises is difficult. No great franchise did it alone. Want to learn more about how 1851 helps franchisors grow their franchises with confidence? Visit&nbsp;<a href="http://www.1851growthclub.com/?utm_source=1851franchise.com&utm_medium=article&utm_campaign=setting-realistic-expectations-in-franchise-development-tips-for-sustainable-growth-2727863" target="_blank" rel="nofollow">www.1851growthclub.com</a> and see what we can do for you.

Notebook paper with "High expectation" written. "High" is crossed out and replaced with "Realistic"

How to Set Realistic Expectations in Franchise Development

1851 Franchise

Setting realistic expectations during franchise development fosters alignment, prevents misunderstandings and establishes a foundation for long-term success for both franchisors and franchisees.

The Ultimate Guide To Selling Franchises: How To Set Realistic Expectations

setting-realistic-expectations-in-franchise-development-tips-for-sustainable-growth

HomeTeam Inspection Service

Photo of HomeTeam inspector in red polo and khaki pants, walking by branded vehicle

Real Estate Today: Behind the Drywall: The Truth About Home Inspections

purpose-of-home-inspection

Dog Training Elite

Dog Training Elite Franchise - DTE - National Service Dog Month - 1851 Franchise

Celebrating Service Dogs: Why Proper Training Changes Lives — And How Dog Training Elite Is Leading the Way

dog-training-elite-national-service-dog-month

Senior Care Authority

How This Senior Care Authority Franchisee Turned Love for His Grandparents Into a Lifelong Calling

how-this-senior-care-authority-franchisee-turned-love-for-his-grandparents-into-a-lifelong-calling

Hometown News: Like Father, Like Son — Family-Run Inspection Business Blends Generations of Expertise and a Keen Eye for Detail

father-son-home-inspection-franchise-florida

KLA Schools

KLA Schools of Beachwalk Hosts Admissions Kick-Off Celebration

kla-schools-of-beachwalk-hosts-admissions-kick-off-celebration

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

Design with American and Federal Reserve flags against light blue background

Federal Reserve Expected To Cut Rates by Quarter Point, a Move That Could Boost Franchise Growth

fed-rate-cut-boosts-franchise-growth

Potbelly to be Acquired by RaceTrac in $566 Million Deal 

racetrac-acquires-potbelly-in-566-million-deal

Health Care Hiring Slowdown Highlights In-Home Care Franchise Opportunities - 1851 Franchise Agg

Health Care Hiring Slowdown Highlights In-Home Care Franchise Opportunities 

health-care-hiring-slowdown-in-home-care-franchise-opportunities

Caribou Coffee Names Scott Kennedy CEO, Eyes Continued Growth

caribou-coffee-names-scott-kennedy-ceo-eyes-continued-growth

McDonald’s Launches New Extra Value Meals as Consumer Demand for Value Continues to Climb

mcdonalds-launches-extra-value-meals

DevHub - Meet the Supplier - 1851 Franchise

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

devhub-meet-the-supplier

Mike Revak - Chief Business Officer - Sky Zone - Franchise Marketing Leaders - 1851 Franchise

Top 25 Franchise Marketing Leaders: Mike Revak — President and Chief Business Officer, Sky Zone

top-25-franchise-marketing-leaders-mike-revak-chief-business-officer-sky-zone

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

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

What It Really Feels Like To Franchise Your Business

what-it-really-feels-like-to-franchise-your-business

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

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

1851 Keyword - The Secret To Succeeding With a Part-Time Franchise Is Picking the Right Model

The Secret To Succeeding With a Part-Time Franchise Is Picking the Right Model

part-time-franchises-picking-the-right-model

Franchisee spotlight graphic with photo of Ricki Oberoi and Layne's Chicken Fingers logo

Multi-Unit Wendy’s Operator Signs 12-Unit Deal With Layne’s Chicken Fingers

ricki-oberoi-laynes-chicken-fingers-growth

Design with school-aged child standing on pencil with text "Education Franchises" and "<$500K"

Top Education Franchises Under $500K To Explore in 2025

top-education-franchises-under-500k

1851 Franchise Deep Dive graphic with Sparkle Squad logo

Sparkle Squad Franchise Costs, Fees, Profit and Data for 2025

franchise-deep-dive-sparkle-squad-franchise-costs-fees-profit-and-data

The Ultimate Guide To Selling Franchises: How To Set Realistic Expectations

MORE STORIES LIKE THIS