Top Franchise Brokers: Mark Cory, FranNet

Mark Cory is a bit of a Renaissance man. Prior to launching his FranNet business in 2002, he was senior vice president for Olympia Entertainment where he oversaw the operations of dozens of theaters, comedy clubs and entertainment venues. His career also includes time as a CPA, school board member, pension fund trustee, and church and civic volunteer. 

Nowadays, his focus is on helping people achieve their dream of business ownership in the Detroit, Ann Arbor and East Michigan areas as a franchise consultant and owner of FranNet of Michigan. He guides them through the hundreds of franchise opportunities in his region to find the perfect fit that helps them reach their goals. 

1851 Franchise spoke to Mark Cory about his experience as a consultant and some of the words of wisdom he has for both aspiring franchise owners and franchisors looking to attract quality candidates.

1851 Franchise: What makes you successful as a franchise consultant?

Mark Cory: The Three P’s: Patience, Persistence and (the lack of) Pushiness. Also, the ability to instill in my clients, through words and actions, a sense of confidence that I have their best interests at heart and can offer pragmatic advice and guidance to help them make the right decision.

1851: What advice do you have for people wanting to become franchise owners?

Cory: Make sure you have valid reasons for wanting to be in business. The “why” is more important than the “what.” For example, the fact that you think someone needs to bring soft-serve ice cream to your neighborhood is not, in and of itself, justification for you to make the commitment to do so. On the other hand, if you think business ownership could be the path to achieving your financial, job satisfaction and lifestyle goals, you’ve now got something to go on and are more likely to accept the initial sacrifices that it will take to eventually reap the rewards.  

1851: What does winning look like for you?

Cory: Success to me is hearing from my clients that they’re happy with their decision, are achieving great success and are grateful for the small role I played in pointing them in the right direction.

1851: What advice do you have for franchisors wanting your help on awarding more franchisees?

Cory: Jump on the referral quickly and get the initial call scheduled. Have a well-defined discovery process and share that with the client. Stay tight with the referring broker so you can maximize each other’s expertise and knowledge to guide the client to the finish line.

1851: How can franchisors better communicate with you?

Cory: Provide a timely overview by phone or e-mail on each interaction with the client. Even if you’re partial to email, be open to at least the occasional phone conversation with the broker or consultant to debrief and strategize.