Franchise Secrets Podcast

Building a successful franchise isn't just about growth—it's about creating the right foundation for your franchisees to thrive. Discover the secrets behind scaling franchises from someone who's been there and done that. In this episode, Brigham Dallas, a franchise industry expert and owner of Hello Sugar, returns to discuss what it truly takes to grow and sustain a franchise brand. Brigham and Erik discuss why early franchisee success is critical to your brand's long-term success and how radical transparency can help avoid false expectations. They dive into the importance of hiring the right people, empowering them to make decisions, and ensuring they align with the brand's vision. Brigham also explains how micro decisions made by team members can significantly impact a franchise's future. If you want to scale your brand and build a franchise that lasts, don't miss this episode!   “I do not want a franchisee getting into this business with false expectations. I want them coming into the business knowing exactly what they're getting into and knowing that what we are providing is like there's no surprises—no hiccups, no red flags that come after the marriage." ~ Brigham Dallas   In This Episode: - Building the foundation for franchise growth - Where most brands fail early in the business - The value of Item 19 and radical transparency in franchising - Human receptionists vs. AI, and Brigham's bold decision - Brigham's mission as a franchisor - Setting the right expectations with franchisees - How to align franchisees with your brand's vision - The benefits of working with Front Street Equity Partners - How Brigham helps franchisees succeed - Hello Sugar's revenue generation scheme for franchisees   Resources: 

What makes a successful franchisor stand out from the rest? It's not just about expanding quickly—it's about building a brand that can scale and stand the test of time.  In this episode, Jeff Herr of Front Street Equity Partners returns to exchange views with Erik Van Horn. They discuss what sets great franchisors apart from the average ones, why strategic growth and brand consistency are crucial, how the most effective franchisors foster strong relationships with their franchisees, and the importance of establishing standards that can be consistently applied and scaled.  Whether you're a franchisor looking to expand or a franchisee considering joining a system, this episode offers valuable insights into building a business designed for growth. If you want to learn how to build a franchise that stands the test of time, tune in to find out the strategies you need to scale successfully.   “The best franchisors are the ones who are working on things so that the business can ramp faster than it did a year ago." ~ Jeff Herr   In This Episode: - Creating a compelling brand story - What sets great franchise founders apart - Strategic vs. rushed franchise growth - Building equity by compressing time - Making scalable strategies for franchise growth - Balancing innovation with franchise consistency - Hiring and delegating the right responsibilities - Protecting brand integrity and the need for enforcing brand standards - Franchisors supporting franchisees for long-term success   Resources: 

If you think passive income means sitting back and letting the money roll in, think again! In this episode, we uncover the truth behind passive income and why it's not as simple as it seems. Join Erik Van Horn as he talks to financial expert Russ Morgan about the realities of passive income. They delve into why most people's expectations about passive income are misguided and discuss strategies to create genuine wealth without relying solely on traditional investment methods. Russ explains how to use tools like the Augusta Rule and shares insights from his experience helping clients build sustainable financial futures. Discover how entrepreneurs can build wealth without Wall Street and learn about the Passive Income Roadmap. Tune in now to hear why passive income is more than just a buzzword—it's a strategy for long-term financial success! Join the passive income revolution today!   “What are we doing with our dollars? Is it getting us more of what we want or less of what we want? It's not an accumulation plan. The person who wins this game doesn't have ten million dollars in an account in the future. The person who wins this game has more passive income coming in than monthly expenses that they could never run out of. That is financial freedom." ~ Russ Morgan   In This Episode: - The value of hiring a coach - Is your CPA knowledgeable about The Augusta Rule? - Money mistakes and the obstacle to financial freedom - Becoming a good steward of your finances - Active vs. passive income and activating PIOS - Mistakes people commit as they start building passive income  - How the market's sugar rush impacts investors - The framework for building passive income  - Understanding your "investor buy box" for smart decisions -  Investing with the right people vs. just the right deal - Passive income ideas you can try   Resources: 

What they don't teach you at Wharton could be the key to building the next big beauty brand. In today's episode, Erik Van Horn welcomes Adam Ross, former CEO of Heyday and current partner at Front Street Equity Partners.  Adam shares invaluable insights from his journey, transitioning from banking to entrepreneurship, leveraging his MBA from Wharton, and scaling Heyday into a beauty powerhouse. He dives into why beauty is still one of the biggest white spaces in the US and why brands like goGLOW might be the next success story. Adam discusses building brand leaders, trust between franchisees and franchisors, and the importance of strategic partnerships in franchise growth. Tune in for a masterclass on franchising, brand-building, and the future of the beauty industry! Subscribe to hear more from industry leaders and gain insider strategies for franchise success.   “To be successful, you've got to come up with a product that is unique and meaningfully different than anything that's out there. And I think you've got to complement that with a brand that is also quite differentiated and has different pillars and legs versus anything else that's out there in the category." ~ Adam Ross   In This Episode: - Adam's shift from banking to entrepreneurship - Key MBA lessons that shaped Adam's real-world success - Heyday's position in today's industry - Adam's entrepreneurial strengths and skills - Why Adam stepped down as Heyday CEO - Partnering with Front Street Equity Partners - Taking a small brand to the next level - Heyday's evolution: early operations to present - The importance of trust between franchisees and franchisors - Why working with a strategic partner is beneficial - Adam's drive to support emerging brands - Advice for franchisees working with emerging brands   Resources: 

What if your franchise could generate predictable profits every month without the constant hustle? In this episode, Stu McLaren, an expert on memberships and recurring revenue, reveals the missing link that most franchises overlook. Stu and Erik dive deep into the world of memberships and how they can transform any franchise system. Whether you're a franchisor or a franchisee, understanding the importance of predictable profits and creating a community can unlock massive growth potential.  Stu shares key insights on building effective membership models that generate consistent income and discusses the critical mindset shift needed for business owners to go beyond just one-off transactions. He emphasizes the significance of focusing on transformation and how franchises can leverage this to scale. Stu also reveals strategies for building communities that engage and retain customers, all while avoiding common pitfalls. Want to learn how to add recurring revenue to your business? Tune in for actionable tips to skyrocket your growth and stabilize your cash flow.   “It's not about the stuff; it's the transformation. That's what people are buying. If you can give people the transformation in a shorter amount of time and make it easier, it makes an absolute no-brainer. So it's not about the volume, it's about the transformation." ~ Stu McLaren   In This Episode: - Stu McLaren's background in entrepreneurship - How membership models are relevant to franchisees - The different types of memberships - Developing a subscription model within a franchise system - Case studies of successful membership models - Mistakes to avoid when creating a membership model - Why giving too much might hurt your offer and what to do instead - Lessons from Stu McLaren's book, Predictable Profits  - Why franchisors should consider membership models    Resources: 

Are you buying a franchise to own a business, or are you just getting another job?  In this episode, Erik Van Horn and Jeff Herr challenge potential franchisees to think beyond just becoming employees in their own business. He explores the key difference between buying a business and merely buying a job and why it's crucial to understand this distinction. Erik shares practical advice for future franchise owners, emphasizing the importance of building effective systems, understanding territory management, and having the right leadership in place. If you're planning to buy a franchise, you must learn how to scale smartly, leverage profit-sharing models, and avoid common mistakes that can trap you into working in your business rather than on it. Discover how to turn your franchise into a true business venture!! “Anything can be semi-absentee if you hire the right people to do the work that you're not doing." ~ Erik Van Horn   In This Episode: - Jeff's background as a franchisee - Building franchise equity with the right mindset - Success strategy: focus on strengths, hire for weaknesses - Tracking KPIs for franchise success - Are you attracting the right customers? - Networking with local businesses for growth - Collaboration with complementary businesses - The impact of hiring the right manager for your business - How hard are you working on your business? - Final thoughts from Erik and Jeff   Resources: 

Can franchise ownership really offer freedom, flexibility, and wealth, or is that just a myth? In this solo episode, Erik Van Horn answers the questions franchisees are asking most, including how and when to incentivize managers, what semi-absentee ownership really looks like, and how to structure profit-sharing or equity without costly mistakes.  He discusses the pros and pitfalls of buying resale franchises and offers candid advice for franchisees and emerging franchisors on building leadership, managing expectations, and scaling smartly. Whether you're launching your first location or acquiring your tenth, Erik's insights will help you avoid common traps and build long-term success.   “You, as a franchisee, take responsibility for the things that aren't going well. Can you blame your franchisor for some of it? Absolutely! Is it going to help? Probably not. That's why I say take responsibility. Make the changes." ~ Erik Van Horn   In This Episode: - Benefits of semi-absentee ownership in balancing time - Offering business ownership to motivate franchise managers - Hiring strong leaders and fostering a teachable culture - Profit sharing vs. equity: which works better? - Franchisor vs. franchisee: key differences in roles - Investing in a resale franchise: time expectation for ROI - Why brands should embrace AI and technology  - Helpful advice for aspiring franchise owners   Resources: 

Can you build a business that thrives in any economy? Lane Martin, co-founder of Modern PURAIR®, reveals the secrets behind creating Canada's fastest-growing air quality franchise. From navigating challenges to empowering franchisees, this episode is your guide to recession-proof success. Today, Erik Van Horn sits down with Lane Martin, the driving force behind Modern PURAIR, to explore how this air quality franchise is setting the standard for success even in challenging economic times. Lane shares insights into what makes Modern PURAIR a standout brand, offering franchisees multiple revenue streams, innovative technology, and a proven playbook for growth. Whether you're a seasoned entrepreneur or considering a franchise opportunity, this conversation is packed with strategies and inspiration to build a business that thrives in any economy. Tune in and learn what it takes to succeed!   “If entrepreneurship were an easy journey, everybody would do it. We speak about that a lot. And a great mindset coach of mine a few years ago taught me a great thing—it's like how you deal with the 'hard.' If you know that 'hard' is gonna come (which it does cause building and growing any business is a difficult thing), be grateful when there's days where you're in cruise control mode." ~ Lane Martin   In This Episode: - Lane Martin's background and story - What defines an entrepreneur's journey? - Tackling the challenges of territory expansion  - The role of indoor air quality in Lane's business - Importance of KPIs in business - Revenue streams at Modern PURAIR - How franchisors help improve franchisee KPIs using AI - The Zero to 500 Playbook by Modern PURAIR   Resources: 

Growing a franchise isn't just about selling locations–it's about smart, sustainable scaling. Learn how goGLOW is doing it right! Today, Erik Van Horn welcomes back goGLOW founder Melanie Richards to discuss what smart franchise growth really looks like. Melanie shares how she scaled goGLOW from a single location to a rapidly growing franchise by strategically selecting franchise partners, securing the right vendor relationships, and staying financially disciplined. She also reveals why growing too fast can kill a franchise and how founders can avoid common scaling mistakes. goGLOW's rapid yet strategic expansion proves that smart growth beats fast growth every time. Melanie breaks down the key factors behind goGLOW's franchise success, from selecting the right partners to managing territories effectively. She also reveals how strategic partnerships play a vital role in scaling, and why franchise owners must think long-term when making growth decisions. With private equity interest growing, Melanie opens up about the challenges of balancing investment opportunities while staying true to the brand's mission.  Do you want to learn more about the strategy behind goGLOW's success? Tune in to hear how smart scaling can make all the difference! To learn more about goGLOWs smart growth strategies, you can also listen to this past episode: How goGLOW Built a Franchise Employees Love and Customers Trust With Tori Johnston - https://www.youtube.com/watch?v=9hWHheuG0p4   “I did see where goGLOW can go. I knew its possibilities, but I wasn't going to do that unless I had the right partners. Franchising is a completely different industry than what I'm in, and I made sure I had experts to go into that world with me." ~ Melanie Richards   In This Episode: - What smart growth means for goGLOW - How goGLOW built a scalable foundation - Taking the right steps with the right people - The power of strategic partnerships - Hiring key team members for franchise growth - The importance of investing in the right people  - Selecting vendors that support franchisees - How goGLOW improved on-site training - Balancing growth speed vs. sustainability - The role of financial discipline in growth   Resources: 

Would you quit a stable six-figure job to clean toilets? Today's guest did! And he now runs multiple businesses, including a booming Jersey Mike's franchise! In this episode, Erik Van Horn sits down with Evgeni Kopelevich, a former finance professional who transitioned into small business ownership, franchising, and passive investments. He shares his journey from corporate burnout to multi-unit business success, discussing the challenges of buying mom-and-pop businesses, securing SBA loans, and scaling Jersey Mike's in his local market. Evgeni breaks down how to evaluate and acquire a business for cash flow, the truth about passive franchise ownership, why Jersey Mike's is thriving, how he got approved, and how to structure a business partnership for success. Tune in to learn how to build wealth through business ownership!   “It's impossible to be successful in business and not have failures." ~ Evgeni Kopelevich   In This Episode: - How Evgeni got involved with Jersey Mike's - Decision to stop trading time for money - The truth about franchising - Buying a mom-and-pop business  - Challenges of running a janitorial business - Structuring a business partnership for success - How Evgeni found Jersey Mike's as the right franchise - The franchise approval process and securing funding - Lessons learned as a business owner   Resources: 

What if you could grow, protect, and access your money—tax-free—while building long-term wealth? In this episode, financial expert Caleb Guilliams joins Erik Van Horn to discuss how franchise owners and entrepreneurs can use life insurance as a powerful tool to maximize cash flow, reduce taxes, and create financial freedom. Don't miss these game-changing strategies! Caleb is a financial expert, author of The AND Asset, and founder of BetterWealth. Today, he shares how business owners can use life insurance as a financial tool to grow, protect, and access their wealth tax-efficiently.  From optimizing cash flow to leveraging smart tax strategies, this episode dives deep into how franchisees and business owners can maximize their financial potential while minimizing risk. Caleb also breaks down common misconceptions about life insurance and why it can be a powerful wealth-building tool when structured correctly. If you're a business owner looking to build long-term wealth, this episode is a must-listen!   “I believe that you are your greatest asset. Your ability to think and show up is the greatest asset, and I think a lot of people are undermining it. And so, I ask, 'What can I do to encourage them to have more energy and smile?' Because most of the time, happier people make more money, have more clarity, and are more confident." ~ Caleb Guilliams   In This Episode: - Caleb's path to financial expertise - Using life insurance for cash flow - Infinite banking explained - The biggest misconception about infinite banking - Tax-advantaged strategies for growing your wealth - Structuring life insurance for maximum benefits - When to start using life insurance - Life insurance vs. Roth - Practical advice from Caleb - How to grow your wealth - Living an intentional life - How to create value for the world   Resources: 

Is franchising really the secret to wealth, or is it just another risky business model?  In this episode, Erik Van Horn takes a deep dive into franchise profitability, investment strategies, and common myths surrounding wealth-building in franchising.  Erik shares real-life examples of franchisees who built multi-million dollar businesses and those who lost everything. He reveals why choosing the right brand, market timing, and strong operations are critical for success. Erik also explains why franchising isn't a passive income stream unless structured correctly. Discover how franchisees actually build wealth (and what stops them), the biggest myths about franchising and financial freedom, how to scale smartly through multi-unit ownership and acquisitions, and why some franchisees fail despite picking a "good brand." Listen now to unlock the real wealth-building strategies in franchising!   “The best franchisees are the best marketers, the best operational people, and the best at making decisions–they are the best at anything it takes to be a really successful entrepreneur." ~ Erik Van Horn   In This Episode: - Losing money and making a lot of money in franchising - How timing affects franchise success - Does franchising guarantee success? - Why some franchisees fail despite picking "good brands" - Is franchising a passive income model? - Why franchising is a great path to building wealth - Why some franchisees struggle financially - What franchisors can do to succeed - Can strong franchisees overcome a weak brand? - Erik's advice for franchisors and franchisees   Resources: 

Are you thinking about buying a franchise? Don't make costly mistakes that could drain your time, money, and energy! Learn how to research, validate, and choose the perfect franchise. In this episode, Erik Van Horn breaks down the step-by-step process of buying a franchise the right way. He shares how to properly evaluate a brand, avoid red flags in the Franchise Disclosure Document (FDD), and ask current franchisees the right validation questions. Erik also explains why brand recognition isn't everything, how to navigate franchise broker and consultant relationships, and what franchisors look for in potential owners. Discover the four stages of the franchise buying process, why franchisors evaluate you as much as you evaluate them, and smart franchise validation strategies to avoid being sold into the wrong franchise. Tune in and learn to buy with confidence!   “Buying a franchise, probably for most people, is one of the biggest financial decisions they'll ever make. You do it right, it can be life-changing; it was for me. You do it wrong, you rush it, and it could cost you everything. I've seen that as well." ~ Erik Van Horn   In This Episode: - Why brand recognition isn't always a good reason to buy - The four key stages of the franchise buying process - Understanding that franchisors also evaluate buyers  - Choosing the right franchise industry for you - The role of franchise consultants, brokers, and FSOs - Following the franchisor's process - Researching and finding the best franchise opportunities - Reviewing the FDD (Franchise Disclosure Document) the right way - Asking smart franchise validation questions - Preparing for Discovery Day and making a decision   Resources: 

What does it take to go from rock bottom to running a multimillion-dollar business? In this powerful episode, Erik Van Horn sits down with Aaron Stokes, an entrepreneur who transformed his early struggles into a thriving empire. From dropping out of school in eighth grade to building a multi-location auto repair business and a highly successful coaching company, Aaron's journey is a masterclass in resilience, leadership, and business strategy. Aaron shares the hard lessons he learned in leadership, perseverance, and financial discipline. He opens up about how he overcame a staggering $5.5 million debt without resorting to bankruptcy, highlighting the mindset and strategies that kept his business afloat. Aaron also provides valuable insights into smart asset protection and lease negotiation tactics, equipping entrepreneurs with practical tools to safeguard their businesses and maximize profitability. Whether you're navigating financial challenges or looking to scale your business wisely, Aaron's experience offers invaluable lessons for every entrepreneur. Listen now to learn how to avoid financial pitfalls and persevere through obstacles!   “A lot of entrepreneurs don't understand that the pain is what has brought them so far because they learned something so deep." ~ Aaron Stokes   In This Episode: - Aaron's early struggles and entrepreneurial journey - Overcoming $5.5M debt without bankruptcy - How to move forward despite difficult times - Aaron's trait that helped him overcome obstacles - Accomplishing your vision after going through challenges - What's next for Aaron Stokes? - Aaron's words of wisdom for entrepreneurs    Resources: 

Are you thinking about selling your franchise? Whether it's next year or years down the line, the key to a successful exit is preparing now. In this episode, Erik Van Horn and multi-brand franchisee Daniel Castellini reveal the insider secrets to maximizing your franchise's value and attracting the right buyer.  Erik and Dan dive into the challenges of preparing a franchise for sale, from cleaning up financials to building systems that ensure a smooth transition. Dan also shares insights from his experience as both a seller and a buyer, revealing what makes a business attractive to potential buyers and private equity firms. Learn actionable tips on preparing a business for sale, negotiating terms, and understanding what buyers are truly looking for. Whether you're years away from selling or considering an exit soon, this episode offers a roadmap to maximizing your franchise's value. Tune in and learn how to build a business that's always ready to sell.   “I think when you know what to expect, that's probably the most critical thing. As far as actually dealing with the negotiation, I think a lot of that is gonna be personality-based. Some of that is just gonna happen naturally." ~ Daniel Castellini   In This Episode: - The first time Dan thought about selling - Knowing your buyer: private equity vs. individual buyers - Pros and cons of seller financing - Handling emotions during negotiations - The hardest part about preparing for the sale - Preparing for the sale and what happens to your staff - How to negotiate the sale  - Why clean financials are essential for selling your franchise - Why every franchisee needs an exit strategy - What's next for Dan?   Resources: 

What breaks when a franchise scales too quickly, and how can it be fixed? In this eye-opening episode, Erik Van Horn talks with Steven (Steve) Welch, co-founder of Restore Hyper Wellness, about the hidden challenges of rapid franchise growth. Steve reveals the critical missteps as Restore expanded too fast, including leadership gaps, missing operational systems, and a lack of a clear sales process. He then shares how the company is actively course-correcting by rebuilding its infrastructure, strengthening its leadership team, and listening closely to franchisees through its Franchise Advisory Council (FAC). This episode is a must-listen for franchisors and franchisees who want to scale responsibly without sacrificing long-term success.   “When I stepped into the role, I was hoping there would be a silver bullet. There's no silver bullet. It was a lot of little things that had to change that added up to a lot." ~ Steven Welch   In This Episode: - How Steve got into entrepreneurship - Pitfalls of growing too fast - Staying motivated after a big exit - Building a team with scale experience - Why franchisee due diligence matters - How to raise outside capital - Business valuation and convertible notes - How the FAC drives better decisions - Overhauling the sales process for growth - Restore's roadmap for consistent success - Standardizing systems to sustain growth - Advice for people who want to get into franchising   Resources: 

Is the franchise industry as fair as it seems? From predatory contracts to overblown earnings claims, Erik Van Horn exposes the hidden truths franchisors don't want you to know. If you're thinking about franchising, you need to hear this first! In this episode, Erik explores the most controversial aspects of franchising, which many avoid discussing. From predatory franchise contracts to the power imbalance between franchisors and franchisees, he uncovers the industry's hidden challenges and questions the norms that often go unchallenged. Drawing on his extensive experience and leveraging cutting-edge tools like AI, Erik challenges outdated systems and sparks important conversations about franchise transparency and accountability. This solo episode is a must-listen for aspiring franchisees, franchisors, and entrepreneurs looking to navigate the industry with open eyes and smarter strategies. If you're ready to uncover the truths behind the franchise world, tune in and discover how to protect your interests and make smarter franchise decisions. ​   “If you're in retail, like a retail-type brand, and the franchisees don't have management in place, you're probably going to be buying yourself a job." ~ Erik Van Horn   In This Episode: - How Front Street Equity Partners works with brands - How to use AI tools effectively - Predatory franchise contracts and their risks - Should franchising face more regulation? - Misleading earnings claims exposed - Are you buying a business or a job? - Can franchisors silence criticism? - Hidden fees and costly renovations - Supplier markups draining profits - Market saturation and territory conflicts - Do franchisors profit from failure? - Brand control vs. local flexibility - How bad franchisees hurt brand image   Resources: 

What does absentee ownership actually mean in franchising? Is it really possible, or is it just another myth in the industry? In this replay, Erik talks to his business partners, Luke Jacobson and Terry Rackley from StretchLab, who share their raw and honest journey from hopeful semi-absentee franchisees to successful business partners. After experiencing the reality of burning through 6 managers in 8 months and watching their "10-hour work week" transform into something completely different, they reveal what actually makes absentee ownership possible. Their partnership story shows how the right structure can change everything, leading to profitability increases of up to 200% in some locations. The conversation pulls back the curtain on franchise success: the truth about support systems, the power of systematic organization, the critical role of employee retention, and most importantly - what it really takes to be a successful absentee owner in franchising.   “We're not a franchisee that does something totally different than what the franchise is asking. We actually stay pretty close. We're not trying to reinvent the wheel, but on the people side, we try to go above and beyond. They'll take care of customers, which in turn will get us good results.” ~ Terry Rackley   In This Episode: - Luke's background and how he got into franchising - Terry's background and how he met Luke and Erik - How Luke and Terry became business partners - The importance of speed in opening new locations - Erik's role in the partnership - Why leadership and organizational skills matter in business - Critical factors in running a successful business - Is absentee ownership a myth? - What comes to mind when you hear the term top franchisees? - What does a healthy franchisee-franchisor relationship look like? - Why is aggressive organization necessary when managing a business? - What makes partnerships a good thing?   Resources: 

What makes a strong personal brand, and how can it transform your business opportunities? In this episode, Erik Van Horn sits down with Jason Feifer, Editor-in-Chief of Entrepreneur Magazine, to dive deep into personal branding.  From building a loyal LinkedIn following to crafting engaging newsletters, Jason shares actionable strategies to elevate your influence and open doors to incredible opportunities. They also explore the Entrepreneur Franchise 500 list and how it serves as a vital resource for franchisors and franchisees. To amplify your brand, tune in for insider tips on personal branding and franchising success! “Of anything that we are talking about right now, the newsletter is the only one in which you have direct contact with your audience and in which there's no algorithm intervening." ~ Jason Feifer   In This Episode: - Who is Jason Feifer? - How to build your personal brand - Strategies to amplify your brand on LinkedIn - The ROI of personal branding and its business impact - Jason's LinkedIn content strategy and how he uses AI - How franchisors can use LinkedIn to attract franchisees - Using newsletters to build direct relationships with your audience - The methodology behind the Franchise 500 rankings   Resources: 

How does a former police officer and nurse become one of the top-performing franchisees in the luxury pet boarding industry? In this episode, Larkin, a franchise owner with K9 Resorts, shares his incredible journey from public service to running a thriving dog boarding and daycare business. Discover how his people skills, gained from years on the force, translated into exceptional customer service and operational excellence. Larkin owns K9 Resorts in Apex, NC and has another location in development in the state. After serving as a police officer for 25 years and working as a nurse, Larkin took his passion for community service and became a successful first-time entrepreneur. His K9 Resorts location opened in 2019, and he's grown to be the highest-growing franchise location in the system. Larkin reveals why believing in the brand, trusting the process, and committing to hard work during those crucial first years make all the difference. He also shares how resilience through challenges like the pandemic helped him build a business that runs smoothly even when he steps away. If you're considering franchising, Larkin's candid insights on due diligence, mindset, and staying focused will inspire and guide you. Tune in to hear how passion, persistence, and trust in the system can create franchise success!   “If you believe in the brand, if you believe in what you're doing and the product, then you're going to follow those rules to the T. And doing so gives you more chance of success than failure because it's a proven brand with a proven track record of success." ~ Larkin Combs   In This Episode:  - Larkin's path: from police officer to top franchisee - Using law enforcement skills to deliver excellent customer service - Why K9 Resorts stand out in luxury pet care - Why Larkin chose K9 Resorts over other franchises - The power of believing in the brand and following the system - Franchisee collaboration: sharing solutions and best practices - Larkin's hands-on approach to daily operations - Overcoming early challenges, including the pandemic - Do your homework before buying a franchise   Resources: 

Are you ready to expand your franchise portfolio? In this episode, Erik Van Horn and Bobby Brennan discuss the risks, challenges, and key considerations of diversifying into a second or third brand. With candid insights and actionable advice, they explore why self-awareness, due diligence, and understanding franchisor decision-making are crucial before taking the plunge. Discover the common pitfalls franchisees make when branching out, why culture and cooperation matter, and how to assess if a new brand aligns with your goals. Erik and Bobby also share personal stories of lessons learned, including the underestimated value of validation and the hidden insights founders can offer. Whether you're a franchisee looking to diversify or an entrepreneur starting fresh, this episode is packed with essential tips to ensure your next move is the right one. Tune in now and learn to expand wisely–without risking it all! “Just because my franchise over here did it that way doesn't mean this franchise is gonna do it that way. And just know that there's gonna be some learnings. You may be right. Maybe you're gonna be wrong as well. But just know that when you join a franchise, you're joining a hundred percent." ~ Bobby Brennan   In This Episode: - The worst thing you can do when buying a second brand - The “five C's” for evaluating franchise fit - Adapting to new systems vs. applying old playbooks - How to handle the challenges of expansion - Validation: a must for joining new franchises - Self-awareness: the key to smart franchise expansion - Why founder decisions shape emerging brand success   Resources: 

What's the right move: diving deeper into your existing franchise or expanding into a new brand? In this episode, Erik Van Horn and Bobby Brennan tackle one of the hottest topics in franchising—multi-brand ownership. Drawing on years of hands-on experience, Bobby breaks down the challenges and opportunities of managing multiple franchises, from understanding employee models to building scalable operations. You'll learn how to evaluate whether to stick with what you know or diversify into new markets, how different business models affect management styles, and why self-awareness is the ultimate key to franchise success. With real-life examples and candid insights, this conversation is a must-listen for any franchisee or franchisor considering their next move. Don't miss this masterclass in strategic growth—tune in to level up your franchise game!   “Until you have a manager in place and the business running, it's typically not a good idea to start two brands at once unless you have dedicated partners or people who can do it. Expanding into two brands is a good idea for a lot of folks, but maybe not at the same time." ~ Bobby Brennan   In This Episode: - Why self-awareness is key in franchise decisions - Go deeper or diversify: what's the right move? - The importance of employee compatibility - Service vs. brick-and-mortar: key challenges - Assessing franchisor strengths before diversifying - Avoiding overconfidence in franchise expansion - Why experienced franchisees love an emerging brand   Resources: 

What does it take to scale an emerging franchise while maintaining exceptional customer and employee experiences? In this episode, Tori Johnston, Brand President of goGLOW, dives into her journey of transitioning from CMO to leading one of the most innovative sunless tanning franchises. She shares how goGLOW's unique employee model, top-tier customer experience, and operational efficiency are setting the standard in the beauty franchise space. Listen in as Tori reveals how goGLOW is rewriting the playbook for franchise growth, empowering employees, and delivering unmatched service. Discover the secrets behind goGLOW's high Net Promoter Score, its flexible workforce model, and why it's attracting passionate entrepreneurs looking for a scalable and innovative franchise concept. Ready to learn how to build a franchise that customers love, and employees thrive in? Hit play now and uncover the strategies behind goGLOW's success!   “Let the special sauce be how you treat employees–not necessarily rewriting the playbooks." ~ Tori Johnston   In This Episode: - When and why founders bring in a brand president - How Tori discovered goGLOW and what attracted her to it - Front Street Equity Partners role in finding the best person for the job - Transitioning from CMO to Brand President: lessons learned - SoulCycle's influence on Tori's customer experience strategy - goGLOW's employee model and its franchisee benefits - Why buyers should assess the employee model in franchises - How treating employees well drives franchise success   Resources: 

What's the secret to building a brand that customers and employees adore while capturing the attention of industry insiders? In this episode, Tori Johnston, Brand President of goGLOW, shares her insights on the fast-growing beauty and skincare franchise that's “outsmarting the sun.” From defining unique value propositions to spotting industry trends, Tori reveals how goGLOW innovates with eco-friendly solutions and a holistic approach to skincare. You'll also hear how goGLOW's visionary founder, Melanie Richards, built a best-in-class customer experience by saying “no” to shortcuts and prioritizing quality at every turn. Whether you're a franchisor, franchisee, or entrepreneur, this episode is packed with lessons on brand loyalty, market innovation, and leadership. Get inspired by goGLOW's journey and uncover how to make your brand glow!   “At goGLOW, we like to say that we've outsmarted the sun. I think that unique value proposition is easy to understand." ~ Tori Johnston   In This Episode: - Unique Value Proposition vs. Unique Selling Proposition: What's the difference? - Why Tori joined GoGLOW and the booming sunless tanning industry - Key beauty and wellness trends fueling goGLOW's growth - What makes goGLOW a fit for Tori's background and career aspirations? - Why goGLOW earns consistent five-star customer and employee reviews - Melanie Richards' innovative approach to building goGLOW's brand   Resources: 

How do you build a top-performing team while working fewer hours? In this episode, Erik Van Horn and guest Kasim Aslam, an expert in virtual assistant management, dive deep into the secrets of successful hiring, effective delegation, and leveraging offshore talent.   Kasim shares a revolutionary framework for finding and managing virtual assistants (VAs) that can transform your business operations. From understanding the Pareto Principle to using job descriptions as a sales tool, Kasim reveals strategies to help business owners scale efficiently.   Ready to scale your team and boost productivity? Today's episode provides transformative insights that will help shape the future of your business.    “Things that you think only you are capable of, you're not the only person capable of that. Give them a macro-assed project, then watch them sink their teeth in–and keep your expectations reasonable. They're not gonna knock it out of the park the very first time on the very first project. That's why you give them a handful, and you start to see what they're really good at." ~ Kasim Aslam   In This Episode: - How to increase your profit margin - Effective strategies for hiring the right people for the right job - Managing and motivating a remote team for maximum output - What is Pareto Talent? - The first step to finding the best candidates - Practical steps for delegating high-level tasks to offshore talent   Resources: 

What defines responsible franchising, and how can transparency strengthen franchise success? In this insightful episode, Erik Van Horn and guest Joe Mathews of Franchise Performance Group explore the critical dynamics between franchisors and franchisees, focusing on the value of ethical business practices and transparent operations.  Joe discusses the role of private equity in franchising, the importance of full disclosure in franchise fees, and how responsible franchising can drive brand loyalty and profitability. Tune in to learn about setting clear expectations, the “social contract” between franchisors and franchisees, and how transparency impacts long-term success. If you want more information about responsible franchising, you can get The Ultimate Guide to Responsible Franchising by Joe Mathews - https://www.amazon.com/Ultimate-Guide-Responsible-Franchising-Everything/dp/139424326X   “Why does a franchisor exist? At FPG, what we espouse is that a franchisor exists for the sole reason of adding value to a franchisee's investment." ~ Joe Mathews   In This Episode: - Why Joe wrote his new book - Private equity and high-value transactions in franchising - Key elements of responsible vs. irresponsible franchising - Transparency in franchise fees and the importance of value - Strategies for helping franchisees achieve profitability - Challenges in franchise validation - Supporting franchisee profitability through P&L reviews - Monitoring KPIs for franchise growth - Hiring practices for franchise success - Leadership and culture in franchising - Institutional knowledge vs. franchising expertise in leadership   Resources: 

What defines a strong franchisor-franchisee relationship, and when is it time to exit? In this solo episode, Erik Van Horn unpacks the REAL dynamics between franchisors and franchisees, sharing his experiences across both sides of the table.  He reveals critical insights into identifying a supportive franchisor, managing strained relationships, and recognizing when it's time to exit a distressed franchise. Through real-life stories, he uncovers the costly impact of missed warning signs and the importance of factoring in opportunity costs before making tough decisions. For expert tips on franchise dynamics and growth strategies, subscribe to Franchise Secrets!   “Every time I sold at a loss, it's the best thing I did. I've probably lost over a million dollars over the years in bad businesses, and most of it were things I could've avoided. But I've made way more money than I have in the losses." ~ Erik Van Horn   In This Episode: - Defining a distressed franchise and when to consider selling - 4 Types of franchisor-franchisee relationships - Warning signs: good franchisees with bad franchisors - How to evaluate franchise financials and avoid deeper losses - Why opportunity cost matters in exit timing - Structuring protective deals and understanding opportunity costs   Resources: 

What if one hire could change the entire trajectory of your business? Discover how a single decision revolutionized this guy's franchise operations—and the unexpected strategies that followed. In this episode, Erik chats with Javier Santacruz, who shares his remarkable journey from attorney to multi-location franchise owner, revealing the pivotal moments that changed his business forever. Javier talks about how making one strategic hire transformed his operations, overcoming the challenges of managing franchises remotely and the unexpected lessons learned from systems automation. Whether you're in the franchise world or just starting out, Javier's insights into leadership development and scaling efficiently will give you a fresh perspective on how to build a thriving business. Ready to learn the secrets of success from one of Mathnasium's top owners? You'll also hear his candid thoughts on navigating relationships with franchisors and why bringing solutions—rather than problems—makes all the difference.   “Respect comes from not just bitching for the sake of bitching but bringing solutions, not just problems. Everyone can bring problems–everyone's good at that. But I think that we've been orientated towards finding solutions." ~ Javier Santacruz   In This Episode: - Javier's journey from attorney to Mathnasium franchise owner - Challenges of managing franchises remotely - Staffing solutions: the need for strong managers and team development - How hiring a former Apple manager transformed Javier's business  - Emphasizing soft skills and empathy in customer-facing franchise roles - Peer learning and best practices shared among top Mathnasium owners - Implementing automation to improve customer onboarding and reduce human error  - How franchisees can remain positive even if their ideas are not prioritized by the franchisor - Streamlining student assessments to boost customer satisfaction - Bringing solutions and not just problems can make franchisor-franchisee better - Creating leadership workshops for owners    Resources: 

What does it take to scale a franchise while keeping operations lean and efficient? In this episode, Erik Van Horn sits down with John Glazier, Senior VP of Franchise Growth at Hello Sugar and a successful multi-location franchisee. John's unique journey, from managing salon suites to expanding flagship stores, highlights his deep involvement in both day-to-day operations and high-level growth strategies. John shares his wealth of experience, offering valuable insights for aspiring franchisees and business owners. From onboarding new franchisees to optimizing operations, he reveals the secrets behind growing multiple locations with minimal overhead and maximum efficiency. Discover how John runs eight locations in Idaho and Colorado while dedicating just 5-10 hours a week, all thanks to smart systems and strong leadership.  Whether you want to franchise your business or refine your approach, this episode has actionable tips for building a scalable, successful model. “I think there's a lot of great businesses out there, there's a lot of great concepts out there, and a lot of it just comes around personal fit. And so I think if you're looking to buy a business, see if it fits for you. Do a lot of due diligence… Look behind the curtains a bit. There are a lot of amazing brands out there." ~ John Glazier   In This Episode: - Salon suites vs. flagship: which model is best for scaling? - Running multiple locations in just 5-10 hours a week - Key hiring strategies to manage franchise growth - How organic marketing drives customer acquisition - Focusing on 2025 goals - Fun plans for Hello Sugar franchisees  - Getting better as a franchisee - Benefits of continuous learning and working with coaches - John's advice for franchise buyers   Resources: 

Is your business ready to scale through franchising? In this must-listen episode, Erik Van Horn and Jeff Herr discuss the remaining crucial questions every entrepreneur should ask before becoming a franchisor. Today, they dive deep into scalability, profitability, and what it takes to support franchisees effectively. Using examples from well-known brands like Chick-fil-A and Panera, they explore the critical considerations for building a successful franchise model.  Whether you're a current business owner wondering if franchising is the next step or an aspiring franchisee looking to assess opportunities, this episode provides actionable insights into franchising. Discover how to determine if your business is ready to grow as a franchise and what systems you need to ensure long-term success.   “Don't do it! Do not franchise your business if you think it is a quick way to wealth, that this is a get-rich-fast scheme, a quick way to build a company and have a fast exit. Don't do it!" ~ Erik Van Horn   In This Episode: - Scalability: single-unit vs. multi-unit operators - Challenges of supporting franchisees - Evaluating potential franchisees - Franchisee profitability and unit economics - Reducing the time to cash flow for franchisees - Importance of support and training systems - Financial and legal considerations for franchisors - Are you ready to lead a franchise brand? - The reason you shouldn't franchise your business   Resources: 

Thinking about franchising your business? Before taking the leap, you must know if your business is ready. In this episode, Erik Van Horn teams up with his business partner, Jeff Herr of Front Street Equity Partners, to discuss one of the most critical decisions an entrepreneur can make: Is your business ready to franchise? They break down the first four of ten essential questions every business owner must answer to determine if franchising is the right move to growing their business. From evaluating what makes your concept different to determining if your brand is replicable, Jeff and Erik provide the insights and guidelines to ensure your business has the foundation for franchise success. If you've ever wondered whether franchising could be the key to explosive growth, this episode is for you. Tune in to discover the early steps to take before launching a franchise, and get ready for Part 2, where they'll cover the remaining questions. Don't miss this opportunity to learn from industry pros! Catch the full episode and start assessing your franchising potential today!   “People want to work for a brand, maybe at a lesser income, because they have an affinity to that company—that's brand value. You have to have a point of differentiation in your look, tone, and feel (which is brand) to the outside world, than everybody else." ~ Jeff Herr   In This Episode: – Is your value proposition unique? – Are your systems easily transferrable? – Why embrace continuous improvement for your brand? – How strong is your brand, and are you ready to invest in it? – What is strategic defensibility? – Do you have demand in multiple markets?   Resources: 

Why does your brand's grand opening matter? It's more than just a celebration—it's your chance to make a lasting impression that can define your franchise's success.  In this episode, Erik Van Horn welcomes Brooke Budke of Momentum Brands for her third appearance to share valuable insights into executing a flawless grand opening for franchise brands. With years of experience building brand momentum, Brooke emphasizes why a grand opening is not just a one-time event—it's a critical opportunity to set the tone for long-term success. You'll discover the grand opening formula that ensures your brand makes a powerful first impression. From strategic planning to franchisee responsibilities, Brooke reveals the key actions every franchisor and franchisee must take to draw in customers and solidify their brand in the market. Whether launching your first franchise or looking to revamp your opening strategy, this episode is packed with tips to ensure you hit the ground running.   Tune in and learn how to make your grand opening unforgettable and drive lasting results for your business.   Catch the previous episodes with Brooke:   The Grand Opening Playbook: Steps to a Successful Launch With Brooke Budke - https://www.youtube.com/watch?v=JZZuwLQuEwU   The Franchise Marketing Blueprint: Proven Strategies for Growth With Brooke Budke - https://www.youtube.com/watch?v=sjTtPBb0ll0   “People will follow a good leader. The frontline will impact your bottom line. So the people you hire want to work for a good leader. They don't care about the brand's name–they care about the boss." ~ Brooke Budke   In This Episode: – Preparing for a successful grand opening – Using data to evaluate your brand's success – Biggest challenge when selling franchises – How to attract people to your grand opening – Franchisee responsibilities for a successful launch – How to subscribe to Brooke's newsletter – Extra tips for a winning grand opening – Why some franchisees are not performing well – Brooke's advice on what works and what doesn't – How franchisors can keep franchisees accountable    Resources: 

What does it take to turn a passion for pickleball into a thriving franchise? In this episode, Erik Van Horn sits down with The PICKLR co-founders, Jorge Barragan and Austin Wood, to reveal the strategies and lessons behind building one of the most exciting pickleball franchises. From navigating branding challenges to expanding a business with the support of friends and family, Jorge and Austin share their journey of franchising in a rapidly growing sport. You'll learn the importance of finding the right partner, how to attract potential franchisees, and why hiring key personnel is essential to scaling your brand. Jorge and Austin also offer valuable advice on overcoming sponsorship and partnership obstacles. With their diverse backgrounds and complementary skills, this dynamic duo demonstrates the power of collaboration and vision in achieving franchise success. Whether you're just starting or looking to scale, this episode is packed with insights on how to grow your business, attract the right partners, and create a lasting brand. Tune in now!   “I don't believe that problems are a thing—you just have to find the solution. I don't believe in losing or failure—I believe in learning. Me and Jorge like to move fast and make solutions and test things out and beta test stuff. We don't have a fear that something may not work. We don't like to overanalyze. We'd like to try it out and see how it goes, and then we can make adjustments and changes." ~ Austin Wood   In This Episode: – What is DUPR in pickleball? – Why franchise pickleball? Jorge and Austin's challenges – Why branding matters when launching a business – Growing your franchise with friends and family – Attracting franchisees through events – Overcoming challenges with partnerships and sponsorships – Strengths and weaknesses of Jorge and Austin as partners – The benefits of hiring key personnel – Jorge and Austin's partnership advice   Resources: 

Are you stuck in the daily grind of running your franchise, unable to focus on scaling your business? Discover why understanding the visionary vs. operator dynamic could be the game-changer you've been looking for.   Join Over 5,500 Franchisees and Franchisors in our FREE Private Facebook Community HERE: https://www.facebook.com/groups/franchisesecretsfb?_rdc=1&_rdr    In this episode, Erik Van Horn sits down with Jhana Li, an expert in operations management, to discuss the vital roles of visionaries and operators in scaling franchise businesses. Jhana has over four years of experience as a COO for fast-scaling startups and has coached over 400 businesses in operations. She now runs Spyglass Ops, where she empowers founders to scale their businesses while regaining their personal freedom by refining their operations.   Today, Jhana shares her insights on why entrepreneurs often struggle with delegation, how understanding their "zone of genius" can unlock growth, and the importance of hiring the right operator to free up time for high-value activities. Jhana also dives into the role of company culture and leadership in driving franchise success when the owner isn't present and how mastering the balance between vision and operations is vital to long-term growth.   Tune in to learn how to build a high-performance franchise team and finally scale your business with ease!   “Delegation is not the same thing as abdication. People need leadership. True delegation is evolving from a player on the field to a coach on the sideline." ~ Jhana Li   In This Episode: – Jhana's journey to becoming an operations expert – The critical balance between Visionary and Operator roles – Teaching your team the essence of leadership – Best practices for Visionary-Operator collaboration (think Alex and Leila Hormozi) - Effective Hourly Value (EHV) to quantify where to focus your time – Time management and delegation strategies for leaders – Delegation vs. abdication: knowing the difference – How a visionary can effectively coach and empower an operator – Key elements of an effective Visionary-Operator meeting – Building a strong company culture and fostering employee happiness – Tips for hiring the right operator for your business   Resources: 

How do you turn adversity into a thriving business empire? Today's conversation is a masterclass in resilience, determination, and vision.   Join Over 5,500 Franchisees and Franchisors in our FREE Private Facebook Community HERE: https://www.facebook.com/groups/franchisesecretsfb?_rdc=1&_rdr    In this episode, Erik Van Horn welcomes George Tinsley Sr., whose journey from poverty in Louisville's Smoketown to building a multimillion-dollar franchise empire is nothing short of remarkable. George shares his challenges, from his early struggles to overcoming the odds stacked against him. Today, Tinsley Family Concessions operates over 60 restaurant brands in airports across Florida and Kentucky, including household names like KFC, Chili's, and Starbucks.   George's insights on faith, tenacity, and seizing opportunities provide valuable lessons for entrepreneurs at any stage. His advice to young entrepreneurs emphasizes the importance of resilience and staying true to your vision, no matter the obstacles.   Tune in to hear George's powerful story and learn how you can turn challenges into opportunities on your entrepreneurial journey!   “That's the part about becoming a franchisee with a franchisor—the franchisor has a proven product, has resources to keep you in line, its procedures with cooking, serving, development, and so forth. If you deviate from that and want to do George Tinsley's fried chicken, that's on you. You're not gonna be successful.” ~ George Tinsley Sr.   In This Episode: - How George built his franchise empire - Lessons learned from Colonel Sanders - Balancing experience with franchise systems - The reality of franchising established brands - George's surprising success story - Leadership structure and George's current responsibilities - Doing business in unfamiliar communities - George's advice for young entrepreneurs - Profitability in food and restaurant businesses - George's advice for aspiring franchisees    Resources: 

Should franchisees manage their own social media accounts, or is it best left to the franchisor? The answer could make or break your brand's online presence.   Join Over 5,500 Franchisees and Franchisors in our FREE Private Facebook Community HERE: https://www.facebook.com/groups/franchisesecretsfb?_rdc=1&_rdr   In this episode, Erik Van Horn welcomes Brynn Gibbs, Founder and CEO of Consumer Fusion, to discuss the pros and cons of social media for franchisors and franchisees. Brynn, an expert in online reputation management, shares her insights on whether franchisees should run their social media pages or let the franchisor take control. They explore how businesses can leverage social media for brand consistency and customer engagement while avoiding common pitfalls. Brynn also reveals a game-changing strategy and offers a fresh perspective on social media management in the franchising world. With over a decade of experience in reputation management, Brynn has helped countless brands protect and grow their online presence.    If you are involved in franchising or any business and you want to use the power of social media to expand your reach, don't miss this essential episode!   “With Google Gemini and this generative AI, Google search is changing. Now more than ever, double down on reviews. Google doesn't just look at your old reviews, the review volume, and the content of those old reviews. They're looking at new reviews, new content, and the quality of those new reviews.” ~ Brynn Gibbs   In This Episode: - Who is Brynn Gibbs? - Social media guidelines for franchisors vs. franchisees - Steps to take if franchisees control social media accounts - Pros and cons of franchisee-managed social media - Benefits of franchisor-owned social media accounts - Shared access: Franchisor oversight with local franchisee posts - Should franchisors post branded content on franchisee accounts? - Analyzing top-performing social media posts - How franchisees can create local content - Best local influencers for franchisees - Key insights on Google Business Profile - The importance of Google reviews - Structuring webinars for maximum impact   Resources: 

What happens when your business hits a rough patch, and your franchisees are anything but happy? Discover why having a second-in-command can make or break your company's future.   Join Over 5,500 Franchisees and Franchisors in our FREE Private Facebook Community HERE: https://www.facebook.com/groups/franchisesecretsfb?_rdc=1&_rdr   In this powerful episode, Erik Van Horn sits down with Cameron Herold, the strategic mastermind who has fueled the growth of companies like 1-800-GOT-JUNK?, Sprint Telecom, and even the monarchy of Qatar. Cameron's impressive track record speaks for itself: by age 21, he had 14 employees, and by 35, he had helped build two companies valued at $100 million each. As COO of 1-800-GOT-JUNK? he skyrocketed the company from $2 million to $106 million in revenue in just six years, expanding the workforce to 3,100.   But this episode isn't just about numbers. Cameron reveals a story he's never shared publicly before—how he turned around a group of unhappy franchisees and the crucial lessons he learned as a second-in-command. With insights from his experience and best-selling books, including The Second in Command and Vivid Vision®, Cameron explains why every CEO needs a strong right-hand leader to drive success.   Whether you're a business owner or an aspiring leader, this episode offers valuable lessons on leadership, growth, and the power of having a second-in-command.   “Don't learn from mistakes. Learn from the people before you who have already figured it out. My R&D stands for “Rip-off and Duplicate”--I just do what the best people are doing.” ~ Cameron Herold   In This Episode: - Who needs a second-in-command? - Cameron's journey from COO to “The CEO Whisperer” - The six stages of franchise relationships - A valuable, rarely shared story from Cameron - The power of language in franchise partnerships - Keys to achieving massive business success - Turning unhappy franchisees into loyal partners - When to hire a COO and essential qualities to look for - Handling an employee who is not fit for the role - Defining your entrepreneurial vision and purpose   Resources: 

Are you a franchise brand tired of wasting time on trial and error? In this episode, Erik Van Horn sits down with Brooke Budke of Momentum Brands to reveal powerful strategies for customer acquisition, lead magnets that convert, and everything you need to fast-track your franchise growth.   Join Over 5,500 Franchisees and Franchisors in our FREE Private Facebook Community HERE: https://www.facebook.com/groups/franchisesecretsfb?_rdc=1&_rdr   Why should you listen to Brooke? As one of the top eight female CMOs in franchising and a former brand president, she's a true marketing powerhouse. With over a decade of franchise marketing expertise, Brooke's strategies are designed to cut through the noise and deliver results. Her innovative approach and positive, growth-focused mindset have propelled countless brands to new heights of success.   This episode is packed with actionable insights to elevate your franchise marketing and drive profitability. Don't miss your chance to learn from one of the best in the business and transform your franchise's future!   Catch the previous episode with Brooke: The Grand Opening Playbook: Steps to a Successful Launch With Brooke Budke “Repetition is the reason why brands grow because what you recognize gets repeated. And if you recognize certain behaviors every single month, the franchisees will repeat that.” - Brooke Budke   In This Episode: - Brooke's top tip that's guaranteed to deliver results - How to subscribe to Brooke's newsletter and why it's a game-changer - The must-have tool: Why every brand needs a newsletter - Your email list: The asset more valuable than social media - Should franchisors build a big list or empower franchisees to grow their own? - Good vs. bad lead magnets in franchise development - Effective lead magnets for grand openings - Brooke's latest lead magnet    Resources: 

How do you know if a franchise brand is as good as it claims to be? Dive into this episode to uncover the truth from an industry insider!   Join Over 5,500 Franchisees and Franchisors in our FREE Private Facebook Community HERE: https://www.facebook.com/groups/franchisesecretsfb?_rdc=1&_rdr   Join Erik Van Horn as he sits down with Edith Wiseman, President of FRANdata, to explore the latest trends in franchising. With over 30 years of experience, FRANdata is renowned for its comprehensive franchise market research and analysis. Edith shares valuable insights on two distinct growth models for franchisors and discusses which industries benefit most from hands-on franchisees.   In this episode, you'll discover industry trends and insights to help you make better business decisions. Edith also tackles the burning question: Is fast growth sustainable?   This episode is a goldmine for franchisors, aspiring franchisees, and anyone interested in franchising. Don't miss Erik and Edith's expert advice for emerging brands and new franchisees.   Tune in now to unlock the secrets of successful franchising and take your franchise journey to the next level!   “I think these brands with large operators are going back to the owner-operator model because they understand that in order to win in this very competitive environment, you need to have very crisp operations that are very close to the customer.” - Edith Wiseman   In This Episode: - Background on Edith Wiseman and FRANdata - Two growth models for franchisors - Industries benefiting from hands-on franchisees - Scaling franchisees to independence - The appeal of larger territories - Sustainability of fast growth - Advice for emerging brands - Expert tips for new franchisees   Resources: 

Are you dreaming of running a profitable franchise with fewer headaches? Tune in to this episode as Erik chats with Brigham Dallas, founder and CEO of Hello Sugar Waxing Salon. Brigham shares how Hello Sugar has redefined the retail landscape and positioned itself as a leader in the rapidly growing hair removal industry.   Join Over 5,500 Franchisees and Franchisors in our FREE Private Facebook Community HERE: https://www.facebook.com/groups/franchisesecretsfb?_rdc=1&_rdr    Hello Sugar stands out with its unique sugar waxing technique and unwavering commitment to exceptional customer service. With consumer demand for safe, effective, and convenient hair removal solutions on the rise, Hello Sugar is poised for continued success.    Learn about the comprehensive strategies that drive Hello Sugar's success and how the brand supports its franchisees to thrive. Discover the unique advantages of investing in Hello Sugar and why it could be the perfect fit for your franchise aspirations.   “Of the hundred dollars that comes into the franchisee, how much revenue capture happens at the franchisor level? And really, we want that to be as high as possible, not just for franchisors but for franchisees. Because my thing is, I do not ask for anything from a franchisee unless it's making them more money to deal with us than to do it elsewhere.” - Brigham Dallas   In This Episode: - Brigham's journey to founding Hello Sugar - What sets Brigham and Hello Sugar apart? - Leveraging AI for business growth - Hello Sugar's top 3 services and the most profitable model - Key considerations for franchisors - Marketing strategies to boost franchisee revenue - Unique aspects of Hello Sugar's marketing approach   Resources: 

Join Over 5,500 Franchisees and Franchisors in our FREE Private Facebook Community HERE: https://www.facebook.com/groups/franchisesecretsfb?_rdc=1&_rdr    Are you ready to unlock the secrets of a thriving franchising career? Join Erik Van Horn as he takes you on a captivating journey through his 20-year experience in the world of franchising.   In this solo episode, Erik shares his remarkable journey across four franchises, spanning various industries, regions, and career stages. He opens up about his path from an active operator to a passive investor, revealing the strategies he used to level up in each franchise organization. Learn from his mistakes, understand the valuable lessons he gained, and discover how he navigated the complexities of franchising.   Erik's story is a treasure trove of insights for aspiring and seasoned franchisees. If you're ready to take your franchising career to the next level, don't miss this chance to learn from a true franchising expert!   “What I had learned about the passive investor model in franchising is that it is not, I repeat, it is not the brand. It's the people. The right partner in the right seats; them hiring the right people, putting them in the right seats.” - Erik Van Horn   In This Episode: - Strategic hiring for growth - Building credibility with local experts - Partnering with top brands - Understanding the business and hiring an exceptional manager - Erik's passive investor franchise model - Key takeaway from today's episode   Resources: 

Ever wondered why some franchises skyrocket to success while others fade into oblivion? In this eye-opening solo episode, Erik Van Horn delves into his personal experiences with both winning and losing brands. He shares invaluable insights on what sets a flourishing franchise apart from one that struggles.    Join Over 5,500 Franchisees and Franchisors in our FREE Private Facebook Community HERE: https://www.facebook.com/groups/franchisesecretsfb?_rdc=1&_rdr    Erik's journey reveals critical lessons for aspiring franchisees and seasoned entrepreneurs alike. What are the hidden pitfalls? What makes a brand resilient? Tune in to uncover the secrets behind franchise success and learn how to turn your investment into a thriving business.' Erik's key takeaway? Understanding the commitment and effort required can make all the difference between success and failure. Don't miss out on this chance to gain expert knowledge and transform your franchise journey.   “The best way to learn is from other people's mistakes. I've done a lot of that, and I've made a lot of my own mistakes. And I love it when I talk to other people who lost significant amounts of money in franchising because they usually learn from those mistakes, just like I have.” - Erik Van Horn   In This Episode: - Unproven vs. proven business model - Working with a local manager vs. partnering with franchise owners - Are you spending your time putting out fires? - Negative vs. positive cash flow  - The importance of a grand opening - Semi-absentee vs. passive model   Resources: 

With an increasing number of franchises entering the market every year, it can take a lot of work to thoroughly evaluate and compare all the opportunities available. Because of this, many investors are turning to franchise brokers or consultants to help them narrow the field and help them make the right decision. But how do you get brokers to notice your brand and consider working with you?   Join Over 5,500 Franchisees and Franchisors in our FREE Private Facebook Community HERE: https://www.facebook.com/groups/franchisesecretsfb?_rdc=1&_rdr    Join Erik Van Horn and Jeff Herr as they dive deep into the world of franchise brokerage. In this episode, you will discover the essential steps to make your brand irresistible to brokers and the critical requirements you must meet.   Are you ready to take your brand to the next level? Learn the secrets to attracting the right brokers and consultants in today's episode of Franchise Secrets!   “Sometimes, people tend to believe that brokers are only concerned about the commission. The ones concerned about commission are just not good brokers. The best brokers out there in the world genuinely want to help change people's lives and get them into business ownership.” - Jeff Herr   In This Episode: - Attracting brokers and consultants - Avoiding common pitfalls as an emerging brand - The necessity of a solid Item 19 - Building a reliable leadership and support team - Essential systems and tools for smooth operations - Evaluating broker fit - Finding top broker networks   Resources: 

For a limited time, Justin is offering a Free Strategy Session to our podcast listeners who would like to explore their options to become a Lifestyle Investor: https://lifestyleinvestor.com/strategy/?utm_campaign=pim-link-consultation-page   Do you want to be a billionaire? Most people would probably say yes without thinking twice. But today's guest gave a response that will surprise and inspire you, offering a fresh perspective on wealth and ambition.   Tune in to this riveting episode as host Erik Van Horn interviews Justin Donald, also known as The Lifestyle Investor. Dive deep into the secrets of asset allocation and discover the strategies that can transform your financial future.   Justin shares valuable insights on how and when to invest in deals, making it clear why everyday people should pay attention to the habits of the wealthy—because success leaves clues. Don't miss out on this enlightening conversation that could change the way you think about investing and financial freedom.   “Most of the wealthiest people in the world did not grow their money in the stock market. They made it in their business or a business–either they're the entrepreneur or the investor of that business.” - Justin Donald   In This Episode: - Do you want to be a billionaire? - Why chase riches at any cost? - What does financial independence mean to you? - Justin's advice for those always wanting more money - How the wealthiest families manage their wealth - Asset allocation trends of the wealthy - Why care about the ultra-rich? - Public vs private investments - Starting with alternative investments - How to decide if a deal is worth it   Resources: 

Is the hot chicken business just a fad? Have you ever wondered why some brands dominate the market while others fade away quickly? Let's hear what today's guest has to say.   Join Over 5,500 Franchisees and Franchisors in our FREE Private Facebook Community HERE: https://www.facebook.com/groups/franchisesecretsfb?_rdc=1&_rdr    In this episode, Erik Van Horn and Jim Bitticks explore the dynamic world of franchising, shedding light on why franchisors and franchisees play pivotal roles in business growth. Jim, a seasoned COO and a Dave's Hot Chicken franchisee shares valuable insights on navigating the unique challenges of managing and owning a franchise within the same company.   Uncover how Jim's multifaceted role influences operational strategies while addressing potential conflicts of interest. Gain firsthand perspectives on maintaining harmony between corporate leadership and entrepreneurial ventures.   Join us to uncover the strategies driving Dave's Hot Chicken's expansion and learn actionable tips for scaling your brand in today's competitive market.   “At Dave's, we are very, very focused on maintaining that excellent store-level economic model so that franchisees continue to be successful. That's why we've been able to grow really, really fast because the model is good, and we are very focused on keeping that model strong.” - Jim Bitticks   In This Episode: - Who is Jim Bitticks? - Jim's experience working at Blaze Pizza - Is the Hot Chicken category just a fad? - Dave's Hot Chicken brand story - What is it like being a franchisee-focused COO? - How does Jim balance being a COO and a franchisee? - What should franchisees know about being a franchisor? - How must franchisors deal with rebellious franchisees? - Lessons from successful multi-unit franchisees - What's the ideal mindset for a franchisee aiming to innovate in their market?   Resources: 

Have you ever wondered how the rich make more money? In this insightful episode, Erik Van Horn and Jim Dew discuss wealth creation and management. Whether you're a beginner investor or a seasoned pro, you'll find valuable strategies to elevate your financial game. Discover how Dew Wealth Management distinguishes itself from other financial firms, offering a unique approach to building and managing wealth.    Join Over 5,500 Franchisees and Franchisors in our FREE Private Facebook Community HERE: https://www.facebook.com/groups/franchisesecretsfb?_rdc=1&_rdr    Jim Dew is the CEO of Dew Wealth Management and the creator of The Entrepreneur's Virtual Family Office®, an innovative and strategic approach designed to maximize time, money, and freedom. He has 27 years of experience building high-functioning wealth management teams for entrepreneurs.   Jim is a Certified Financial Planner®, Chartered Financial Consultant®, and a Certified Private Wealth Advisor®. He has been featured in Inc. Entrepreneur and Huffington Post magazines. Jim is also a sought-after speaker for stages and podcasts for elite entrepreneurs.   Tune in to Jim's practical advice on making smart investments, understanding risks, and collaborating with fund managers. Find out how to leverage the Augusta Rule and other strategies to grow your financial storehouse.    “Buy appreciating assets, things that are gonna grow your wealth over time, things that are gonna outpace inflation—which has been a struggle and a problem in the last few years. And just start now.” - Jim Dew   In This Episode: - A brief background about Jim and how he became an entrepreneur - How Dew Wealth runs its business compared to other financial companies - Building your financial team the way billionaires do (financial flat tire vs functional wealth wheel) - What is the Augusta Rule? - How to take a break from your business and not worry about anything - Why are entrepreneurs good at making money but bad at keeping it? - How to start making smart investments - Understanding investment risks  - Working with fund managers and venture capitalists   Resources: 

Is investing in the food industry a wise move? Does owning multiple locations guarantee profitability? In today's episode of Franchise Secrets, Erik and his guest, Raj Patel, tackle these crucial questions and more. They explore the intricacies of the food industry, highlighting the significance of unit economics and how franchisors can support their franchisees in achieving success.   Join Over 5,500 Franchisees and Franchisors in our FREE Private Facebook Community HERE: https://www.facebook.com/groups/franchisesecretsfb?_rdc=1&_rdr    Raj Patel, the President of The Hari Group, knew early on that the corporate desk wasn't for him. Co-founding The Hari Group, Raj dedicated himself to transforming his community by opening new restaurants and spearheading real estate development projects.   His efforts have not gone unnoticed—Raj was named Dealmaker of the Year by Franchise Times and recognized as a Young Leader to Watch by QSR Magazine. Serving on the Board Advisory Committee for Dunkin' and other subcommittees, Raj owns nearly a hundred locations across brands like Dunkin' and Dave's Hot Chicken.   Ready to uncover the secrets to thriving in the competitive restaurant industry? Join us as we reveal the strategies that turn challenges into profitable opportunities, featuring insights from a franchise profitability expert.   “We don't want to open a location just to open a location. If we're going to open a location, it's got to make money financially.” - Raj Patel   In This Episode: - How Raj and his family got involved in franchising - Balancing the number of locations with profitability - Exit strategy and using the money to accelerate your growth - Identifying your superpowers and hiring top talent  - How brands help their franchisees with unit economics - Things to consider when choosing a brand to invest in - Pros and cons of investing in the food industry   Resources: 

Discovery days, also referred to as “Meet The Team Day” or “Decision Day,” have been a marketing tool for franchisors for many years, and for some franchisors, they are the most crucial element in closing the sale.    Join Over 5,500 Franchisees and Franchisors in our FREE Private Facebook Community HERE: https://www.facebook.com/groups/franchisesecretsfb?_rdc=1&_rdr    What exactly happens during this event? If you're a candidate, what can you expect? Who should join this event? When is the best time to hold a discovery day?   In this episode, Erik and his business partner, Jeff Herr, discuss why this event is a critical success factor in business partnerships. As Erik and Jeff share their experiences as advisors and partners to different brands, you will gain valuable insight from these two industry experts.   Whether you're a franchisor or a potential franchisee, this conversation will give you The Discovery Day Blueprint and show you how to take advantage of this significant day.   “When you're a franchisor, every decision you make has to be for the betterment of the brand.” - Jeff Herr   In This Episode: - What is franchise discovery day? - What should franchisors and franchisees be doing during discovery day? - Who should join the discovery process? - What decisions must a franchisor make? - What happens during the actual event? - How do you structure the event? - What must a brand do if a candidate delays making a decision?   Resources: 

Ever wondered how a lesson in leadership and perseverance can transform a business? Join us as Aaron Stokes, a 25-year veteran of the automotive repair industry and founder of Shop Fix Academy, reveals his journey from a challenging upbringing to building a thriving business empire.   Join Over 5,500 Franchisees and Franchisors in our FREE Private Facebook Community HERE: https://www.facebook.com/groups/franchisesecretsfb?_rdc=1&_rdr    Aaron shares the pivotal moments that shaped his career, including overcoming theft, financial stress, and debt. He discusses how pain can be a powerful catalyst for growth and the importance of mentors in his journey. Discover his insights on leadership, asset protection, investing, and business scaling, along with the vital roles of discipline, accountability, and effective communication.   Tune in for actionable advice and inspiring stories every entrepreneur can learn from. Unlock the secrets to achieving business success today!   “Perseverance is hanging on by your fingernails on a cliff for years—that's what perseverance is.” - Aaron Stokes    In This Episode: - Aaron's background  - Facing financial challenges and learning from mistakes - Experiencing deep pain and transforming it into lessons - Discovering a new path and building a consulting company - The role of mentors and confidence in overcoming obstacles - The power of perseverance - Confidence as a critical ingredient to business success - Aaron's current status and next steps - Business, finance, and leadership lessons from Aaron   Resources: 

Are you a founder struggling to scale your emerging brand? You're not alone. In this episode of the Franchise Secrets Podcast, host Erik Van Horn dives deep with goGLOW founder and CEO Melanie Richards, exploring the raw challenges and triumphs of growing a brand from zero franchisees to experiencing rocketship growth.    Join Over 5,500 Franchisees and Franchisors in our FREE Private Facebook Community HERE: https://www.facebook.com/groups/franchisesecretsfb?_rdc=1&_rdr    Mel highlights the indispensable role of a rockstar second in command and what it truly takes to support your franchisees beyond the spotlight. Discover the behind-the-scenes efforts that keep the franchise machine running smoothly and learn practical strategies to nurture and expand your franchise family.   As a lifelong beauty enthusiast, Mel's sensitivity to women from all backgrounds and walks of life equipped her to flourish in the beauty world. When beauty school graduation rolled around, a celebratory trip to Mexico spurred a grand idea in her mind.   In preparation for her vacation, Mel searched the area for the best spray tan at the most affordable price. She quickly realized there was a need for this type of service, so why not be the person to fill it? And that was the beginning of her exciting journey as a business owner.   If you're ready to turn your vision into a thriving franchise, this episode is a must-listen. Tune in to uncover the secrets of successful franchising and take your brand to new heights!   “We're making sure that whoever walks on this ground that we are building, that it's solid and that they can count on it because it's a huge responsibility. You should take your responsibility of being a franchisor very seriously, and that's what I do.” - Melanie Richards   In This Episode: - Why is branding so crucial for Mel? - Why is it important for a founder to have a rockstar second in command? - What is it like to partner with Front Street Equity Partners and get support in the trenches? - What mindset must a founder have to drive revenue growth? - What contributed to goGLOW's rocketship growth? - What makes Mel nervous as she gears up for the next 12 months? - Are pop-up events helpful for the salon suite and beauty industry? - Mel's valuable advice for brands who want to franchise their business - How many hours did Mel work while building her business?   Resources: 

Every entrepreneur has their formula for success. If you ask a dozen entrepreneurs their secret, many will say you must stand out from the competition. But today's guest has an unconventional secret to industry domination, so tune in to find out if you can apply the same secret to your business.    Join Over 5,500 Franchisees and Franchisors in our FREE Private Facebook Community HERE: https://www.facebook.com/groups/franchisesecretsfb?_rdc=1&_rdr   Tommy Mello, founder of A1 Garage Door Service, shares his insights on how he transformed his garage door company into a technology-driven business with over $25 million in EBITDA. He discusses why he chose not to franchise his business and the importance of continuous learning and personal growth.    Tommy emphasizes the value of investing in the right people and creating a strong company culture. He also talks about his goal to achieve $108-110 million in EBITDA in three years and the importance of hiring the right team to help him get there. He believes in leveraging technology to automate processes and improve efficiency.    Tommy discusses the shift in mindset from being a garage door company to a technology company and what accelerated this transformation. He also highlights the significance of knowing and analyzing key performance indicators (KPIs) to make informed business decisions. Tommy shares his philosophy of elevating the industry and helping competitors succeed through the Freedom Event, which focuses on personal and professional growth in the home services industry.   Tommy's journey is a masterclass in innovation and leadership, so don't miss out on today's episode of Franchise Secrets.    “If I'm gonna make this business worth a lot of money, I gotta elevate the whole industry. If I'm gonna charge the right prices, then I cannot be this lonesome wolf. I needed to invite people in.” - Tommy Mello   In This Episode: - Tommy's background and how he got to where he is today - Navigating the different seasons in life - Why Tommy did not franchise his business - How continuous learning and personal growth make all the difference - Hiring the right people to accelerate your growth - Elevating the industry by helping competitors succeed - Freedom Event: Fostering personal and professional growth in the home services industry - Choosing the right vendors and holding them accountable - The Key to Success: Embrace hard work and avoid procrastination   Resources: