The Advisory Board | Expert Franchising Advice for Franchise Leaders

Episode Summary for The Advisory Board PodcastIn this episode of The Advisory Board Podcast, host Dave Hansen sits down with Bennett Maxwell, founder of Dirty Dough, to unpack one of the most talked-about growth stories in franchising — and a masterclass in turning legal pressure into brand power.Bennett shares his journey from door-to-door sales and a successful solar exit to buying a single cookie shop and scaling it to over 75 units sold in under two years. Along the way, Dirty Dough found itself at the center of a public legal battle with Crumbl — and instead of backing down, Bennett chose transparency, bold marketing, and an unwavering focus on joy and fulfillment to lead the brand through.This episode dives into the mindset and strategy that fueled Dirty Dough's momentum, including:How he reframed a lawsuit into a national PR opportunity (and controlled the narrative).The billboard campaign and viral video strategy that turned heads — and turned the tide.Why “joy and fulfillment” is at the center of every business decision he makes.How transparency with franchisees builds trust, loyalty, and long-term alignment.What it takes to scale fast while staying true to your values — and when to ignore advice that doesn't serve your mission.The emotional toll of entrepreneurship — and how Bennett's personal growth fueled professional clarity.Bennett also opens up about his leadership style, how Dirty Dough's scrappy playbook was built with national scale in mind from day one, and why being radically honest — with your team, your customers, and yourself — is the ultimate competitive advantage.Special thanks to our episode sponsor, ClientTether, for supporting this inspiring conversation. ClientTether is helping franchise brands automate follow-up, streamline operations, and close more deals — faster.

In this episode of The Advisory Board Podcast, host Dave Hansen sits down with Michelle Henry, founder and CEO of Face Foundry, one of the fastest-growing skincare franchise brands in the country — and a masterclass in modern franchising done right.Michelle shares the incredible journey of launching Face Foundry within minutes of selling her $25M apparel brand and why she built the entire concept out of a personal need for accessible, results-driven skincare. With 75–80 locations expected by the end of 2025 and a record-breaking Q1 in the books, Face Foundry is scaling fast — but Michelle's growth strategy is anything but rushed.This episode dives deep into the mindset and methods behind the brand's success, including:Why she refused early offers from hands-off investors (and how that decision protected the culture).The importance of local owner-operators who act like the “mayors” of their communities.How the Franchise Advisory Council (FAC) became the engine of innovation, feedback, and trust.What “Open Big” really means in marketing — and how one franchisee's bold launch reset the system-wide strategy.Her unapologetically frugal approach to spending (her family calls her Stingy McFrugal Pants… and she owns it).Why happy franchisees are the most powerful marketing tool — and how strong validation has created a flywheel effect.Michelle also shares how Face Foundry has built a scalable support system that adapts to every franchisee's strengths — whether they're financial whizzes or community connectors — and how her team is preparing to maintain intimacy and feedback as the system doubles in size.Special thanks to our episode sponsor, ClientTether, for supporting this powerful conversation. ClientTether is helping franchise brands automate follow-up, streamline operations, and close more deals — faster.

In this episode of The Advisory Board Podcast, host Dave Hansen sits down with the deeply insightful Mark Michael, Co-Founder and CEO of DevHub, a leading website platform purpose-built for multi-location and franchise brands.Right off the bat, Mark brings the heat (and some serious shade game), challenging the franchise industry's outdated views on digital infrastructure. He explains why most franchise brands think they own their websites… but really don't—and how that disconnect can cost them in agility, SEO, PPC effectiveness, and long-term growth.From war stories about outdated systems (hello, Access databases

The Advisory Board Podcast –The Exit Strategy Playbook with Pete BaldineWelcome back to another episode of The Advisory Board Podcast! As always, we bring in experts from the franchise community to provide real, actionable advice that helps you make meaningful changes in your franchise system. We're all about helping your units succeed today while also setting you up for a successful exit strategy down the road.This episode is proudly sponsored by ClientTether—a game-changer in franchise sales automation and customer engagement. Big thanks to them for supporting the show and helping franchise owners grow their businesses effectively!The Gray Tsunami: Franchising's Aging DemographicsIf you were with us at the Let's Grow event, you heard us buzzing about a big challenge in the industry—the Gray Tsunami. Every day, 1.2 million people in the U.S. turn 65, and about 35-40% of franchise owners fall into the Boomer category. This presents a huge opportunity—and challenge—for franchise systems as many longtime owners look to retire.That's why we brought in Pete Baldine, President of Moran Family of Brands, which operates Mr. Transmission, Milex Complete Auto Care, Turbo Tint, and Alta Mere Automotive Outfitters. Pete has spent decades in franchising, building proactive systems to help franchisees successfully transition out of their businesses.Longevity & The Exit DilemmaAt Moran Family of Brands, 33% of franchisees have been in the system for 20+ years, and 16% for 30+ years. While that longevity is impressive, it raises a crucial question: How do we help these owners exit successfully without shrinking the system?Pete shares how his team proactively plans for franchisee exits—instead of leaving owners to figure it out alone. By implementing a strong resale program, Moran helps franchisees exit on their terms, ensuring they maximize their equity and transition to the right buyer.Why Franchisors Need an Exit StrategyToo often, franchisors focus solely on new franchise sales, neglecting end-of-cycle support for existing owners. But failing to help franchisees exit properly can result in units closing, lost brand equity, and declining system strength. Pete's solution?Start the conversation early – Moran tracks franchisee renewal dates a year in advance and starts discussing exit strategies well before expiration.Understand valuations – Educating franchisees on how EBITDA multiples affect their business's worth and ensuring their P&Ls are in order well before selling.Facilitate strong buyer matches – Using tools like the SpotOn Profile from Rebecca Monet's Zoracle Profiles, Moran ensures incoming franchisees are aligned with the system's top performers.Assist in finding buyers – Rather than forcing franchisees to find their own buyers, Moran actively supports the process, preventing deals from falling through.What Happens If You Don't Plan?Franchisors who ignore exit strategies risk:Aging franchisees who hold onto territories but stop growing their businesses.Poor resale processes that lead to franchisees closing shop instead of selling.System-wide stagnation, as untapped markets sit underutilized.Pete shares a real-life win: A longtime Moran franchisee, hesitant to sell, was guided through the resale process and handed off his store to a new owner. The result? The new franchisee brought fresh energy, increased revenue by 30%, and is now looking to buy two more locations.Building the Culture of Exit PlanningAt Moran, exit strategy isn't an afterthought—it's discussed in Discovery Day! Franchisees enter the system knowing there's a roadmap for both success and exit. This gives them confidence that when the time comes, they have the franchisor's full support.Final TakeawaysFranchise success isn't just about getting in—it's about getting out the right way. If you're a franchisor, take a page from Moran's playbook and:Integrate exit planning early in the franchise lifecycle.Actively assist franchisees with valuations, buyer matchmaking, and financing strategies.Build a culture where successful exits are just as celebrated as successful launches.A huge thank you to Pete Baldine for sharing his wisdom! If you'd like to connect with Pete, you can email him at pbaldene@moranbrands.com or call 708-297-2240.And thanks again to ClientTether for sponsoring this episode! Be sure to subscribe and stay tuned for more expert insights that help you strengthen your franchise system. Until next time!

Welcome to another insightful and engaging episode of The Advisory Board Podcast! This week, host Dave Hansen sits down with the incredible Danessa Itaya, President of BioOne, to uncover the secrets of franchise success. With over 30 years of experience in franchising, Danessa has seen it all—from building brands from the ground up to leading established franchise systems.A huge thank you to our episode sponsor, ClientTether, for making this conversation possible. Your support helps bring valuable insights to the franchise community!What You'll Learn in This Episode:Picking the Right Franchise Owners: The key to long-term success isn't just the business model—it's bringing in the right people. Danessa emphasizes the importance of engagement, alignment with core values, and selecting franchisees who will actively participate in the brand's growth rather than take a passive approach.Debunking the Absentee Ownership Myth: In home services, there's no such thing as a truly absentee owner. Even in semi-absentee models, owners must stay engaged, understand the numbers, and lead their teams effectively. If you're dreaming of a “hands-off” franchise, think again!The Power of Capitalization: Too often, franchisees struggle because they are undercapitalized. Danessa shares why having financial reserves isn't just about security—it's about seizing growth opportunities, sustaining marketing efforts, and ensuring long-term viability.Building Market Density & Franchisee Collaboration: More franchisees in a market means more marketing dollars, stronger brand recognition, and better business growth. A rising tide lifts all boats, and the most successful franchisees embrace a cooperative mindset rather than a competitive one.The Importance of Core Values: BioOne and Five Star Franchising live and breathe their core values—Driven, Real, Innovative, Vital, and Enthusiastic (DRIVE). These principles guide decision-making and create a culture where franchisees and corporate teams thrive together.Supporting Franchisees Through Challenges: Every business faces obstacles, but the best franchise systems provide a safety net of coaching, peer support, and collaborative problem-solving. Sometimes, the most valuable thing a franchisor can do is listen.To top it all off, Danessa shares a heartwarming (and surprising!) story about a BioOne clean-up uncovering long-lost family photos, reminding us why their work is about so much more than just business.Final ThoughtsIf you're looking for expert insights on franchising, whether you're an emerging brand or an established system, this episode is packed with actionable advice and real-world wisdom. And if you want to connect with Danessa, she's always happy to talk franchising—reach out via LinkedIn or email her at danessa.itaya@biooneinc.com.Thanks for tuning in! If you enjoyed this episode, be sure to subscribe, leave a review, and share it with fellow franchise professionals. Until next time, keep growing, keep learning, and keep building the future of franchising!

In this episode of The Advisory Board Podcast, host Dave Hansen teams up with franchise industry veteran Doug Smith, Senior VP of Franchise Development at the Belfor Franchise Group, to break down what it really takes to build a sustainable, thriving franchise. Doug—who's not only an expert in the field but also just shed 50 pounds—shares decades of wisdom on creating solid support systems that empower franchisees from the jump.The conversation kicks off with a deep dive into the “jumpstart” and “kickstart” programs—tailored pre-training and in-field coaching systems that prepare new franchise owners for immediate success. Doug explains how a long-term, “buy and hold” mindset, as opposed to a quick flip mentality, creates stability and encourages real growth. Listeners also get a taste of the innovative “market domination” meetings, where franchisees network across regions to share leads and forge partnerships, turning everyday challenges into opportunities for collective success.Later, the episode shifts gears into a lively exploration of sales automation. In an engaging demo with Tiffany Miller, Dave shows how a powerful CRM system can streamline lead follow-up, appointment scheduling, and customer communications—all while saving precious time and boosting conversion rates. It's a masterclass in transforming the chaotic “Wild West” of lead management into a well-orchestrated dance of automation and personal touch.A huge thank you to our episode sponsor, ClientTether, for powering the innovative tech solutions that keep businesses running smoothly and help our franchise partners thrive. Tune in for a blend of actionable insights, playful banter, and real-world strategies that prove success is all about building the right systems and staying hands-on in your own business journey.

Welcome to another insightful episode of The Advisory Board Podcast, where we bring in franchising industry experts to help you build resilient and thriving brands, no matter the economic climate. A special thank you to our episode sponsor, ClientTether, for making this conversation possible!This episode features Ron Davison, Chief Revenue Officer at Jumpstart Financing, who shares groundbreaking insights into franchise funding. As traditional financing becomes increasingly challenging, Ron and his team are disrupting the lending space with their innovative Jumpstart Loan Program, offering a concierge-style approach to franchise financing.Franchisees often rely on cash, 401(k) rollovers, SBA loans, home equity lines of credit (HELOCs), and unsecured funding. SBA loans, while a go-to for many, come with red tape and lengthy approval processes, sometimes causing major friction in deals. Jumpstart Financing introduces private lending solutions, streamlining funding with faster access and fewer bureaucratic obstacles.Unlike robotic loan processing, Jumpstart provides tailored financial strategies, combining multiple funding sources to meet franchisees' needs. Their in-house direct lending model removes unnecessary hurdles, offering unsecured loans up to $250K and secured options beyond that.Stacking financing solutions—such as leveraging a HELOC alongside an SBA loan—can optimize funding. Equipment loans can be a smart way to build business credit and gain access to additional financing down the road. Franchise brands should focus on financial readiness, ensuring their FDDs, ROI projections, and operational support make them attractive to lenders.With traditional lenders tightening restrictions, private financing is emerging as a game-changer for franchise owners and emerging brands. Jumpstart's approach to vetting franchise brands ensures that franchisees are set up for success with logical, strategic lending decisions rather than cookie-cutter banking models.To prepare for financing, franchisees should work with financial advisors before applying for funding. Maintaining diverse credit lines, keeping credit utilization under 30 percent, and avoiding the quick closure of accounts can enhance credit profiles. Exploring multiple funding paths beyond SBA loans, such as unsecured loans, private lending, and strategic financial stacking, can provide better financing options.Ron Davison and his team at Jumpstart Financing are ready to help franchise brands, consultants, and prospective franchisees navigate the funding landscape. If you would like to connect with Ron, you can reach him via email at Ron@jumpstartfinance.com, visit JumpstartFinance.com, or find him on LinkedIn.Thanks for tuning in to The Advisory Board Podcast. Be sure to subscribe for more expert insights into franchising and business growth strategies. See you next time!

Welcome back to The Advisory Board Podcast, where we bring together franchise community experts to share actionable insights that help you grow and improve your brand. This episode is proudly sponsored by ClientTether, your go-to solution for CRM and lead management in franchising. Big thanks to them for making this conversation possible!Today, we had the pleasure of hosting David Dunsmuir, president of Gotcha Covered, the premier white-glove window treatment franchise in North America. David's journey from Scotland to Atlanta, via a tenure at Home Depot during its meteoric rise, offers a fascinating backdrop to his franchise leadership. With over 160 units across the U.S. and Canada, Gotcha Covered has mastered the art of blending a franchise system's structure with entrepreneurial flexibility—a topic we explore in-depth.Key Takeaways: Balancing Structure and CreativityDavid delved into the art of balancing the franchise system's playbook with the freedom to innovate. By adhering to core brand standards and empowering owners to adapt locally, Gotcha Covered ensures franchisees can explore creative opportunities like tapping into untapped markets or introducing new product lines—such as the booming demand for exterior shades.The Power of a Supportive CommunityGotcha Covered's franchise community stands out as a model of collaboration. Through robust networking opportunities and regional Franchise Advisory Councils (FACs), franchisees share ideas, solve challenges, and foster a sense of unity that drives success. The use of peer-to-peer mentoring and Facebook groups further enhances this dynamic, making the collective genius of the network a key competitive advantage.Consumer-Centric InnovationDavid emphasized the importance of listening—both to franchisees and end customers. By staying responsive to evolving customer expectations, such as faster delivery times and personalized experiences, Gotcha Covered continues to refine its operations to stay ahead in the competitive $6 billion window treatment industry.David's hands-on leadership philosophy, which positions corporate as a support system rather than a command center, exemplifies the spirit of modern franchising: collaborative, agile, and deeply committed to franchisee success.Final ThoughtIf you're seeking a franchise opportunity where people, community, and innovation come first, Gotcha Covered might just be the perfect fit.Thanks again to ClientTether for supporting this episode and helping franchisors like Gotcha Covered deliver exceptional customer experiences.Until next time, stay innovative, stay collaborative, and keep growing!

Welcome back to The Advisory Board Podcast, the place where franchise experts deliver actionable insights to help you build a brand that thrives. In this episode, Dave Hansen sits down with the ever-energetic Michael Hyam, a familiar face (and perfect hair) in the franchise world. For a twist, Michael trades his usual look for a hat, and trust us, you'll want to check out the video to see it. Known as the director of the National Franchise Show, Michael oversees 25 events across North America, giving him an unmatched perspective on what makes trade shows work—and what doesn't.The conversation dives into why trade shows remain a powerhouse for franchise lead generation, especially when approached with a strategic mindset. Michael dispels the myth that trade shows don't deliver ROI, pointing out that success often depends on preparation and execution. If you've ever set up a barrier-like table or scrolled through emails during a lull, you're probably sabotaging your results. He emphasizes the importance of creating a welcoming booth experience, from ditching the table-front layouts to dressing in a way that reflects your brand while making attendees feel engaged. It's about more than just showing up—it's about standing out.Michael breaks down the trade show experience into three critical phases: preparation, execution, and follow-up. Pre-show efforts include marketing to your existing leads, ensuring your booth materials reflect your professionalism, and preparing your team to engage effectively. During the show, it's all about energy, approachability, and collecting quality leads. Michael and Dave discuss the importance of immediate post-show follow-up, from reaching out within hours to scheduling face-to-face meetings with hot leads. As Michael says, the best results come from persistence and a multi-channel follow-up strategy that keeps your brand top-of-mind.Throughout the episode, Michael shares success stories, including brands like Lightbridge Academy, which consistently turn trade shows into franchise sales. The key takeaway? A single show won't make or break your strategy—success comes from committing to the process, refining your approach, and embracing the long game.A heartfelt thank you to our episode sponsor, ClientTether, for supporting this conversation. Their tools help franchise brands connect with leads faster and more effectively, turning interest into action.Catch the full episode for practical tips, industry insights, and the occasional laugh. And if you're curious about the secret behind Michael's flawless hair, well, you'll have to ask him yourself.

Episode Title: The Women Leading Franchising's Future with Sherri FishmanSponsored by: ClientTether – The Ultimate Franchise Sales & Client Retention PlatformIn this episode of The Advisory Board Podcast, host Dave Hansen is joined by Sherri Fishman, a trailblazer in franchise PR and the founder of Fishman PR. Sherri's warmth, wisdom, and wit make her a true standout in the industry, and her insights on the evolving role of women in franchising are both inspiring and practical. Sherri's new title, Chief Visionary Officer, perfectly captures her forward-thinking approach as she continues to shape the franchise industry.The conversation begins with Sherri reflecting on her journey, from starting Fishman PR in 1991 to building a powerhouse agency that specializes in media relations, content marketing, and strategic support for franchisors and franchisees alike. Sherri credits much of her success to collaboration and community—values that have become hallmarks of franchising and especially of women leaders within the industry. Alongside her talented team and long-standing collaborators like Deborah Vilches, Sherri has helped create a company culture that thrives on connection and innovation.A significant theme of the episode is the unique role of women in franchising and the supportive culture that has allowed so many women to rise to leadership positions. Dave and Sherri explore how the franchise model naturally fosters mentorship, inclusivity, and collaboration—traits that align with the strengths women often bring to leadership roles. Sherri shares examples of powerhouse women in franchising, from franchisees to C-suite executives, who have shattered glass ceilings and paved the way for others. She attributes much of this progress to the willingness of franchisors to recognize talent, regardless of traditional gender norms, and to the tight-knit community of women who support and uplift one another.Sherri also highlights the leadership styles that set women apart. Women, she notes, often lead with empathy, connection, and a focus on enabling others to succeed. This nurturing approach fosters trust, loyalty, and collaboration, creating stronger teams and more resilient businesses. Sherri emphasizes that many of the most successful women in franchising have achieved their positions by empowering others, mentoring peers, and embracing vulnerability—qualities that resonate deeply in the franchise world.The conversation also touches on the power of networking and the importance of building relationships within the franchise community. Sherri shares how events like the International Franchise Association (IFA) Leadership Conference and informal gatherings like the “Franchise Women's Happy Hour” have become invaluable spaces for connection, mentorship, and problem-solving. These gatherings exemplify the spirit of franchising: competitors coming together to share advice, celebrate wins, and support one another.Dave and Sherri close with actionable advice for those looking to harness the power of women in franchising. For leaders, it's about recognizing and nurturing talent within your organization—sometimes the best candidates for new roles are already on your team. For women in the industry, Sherri encourages active networking, attending conferences, and reaching out to peers and mentors. She offers her own support as a resource, emphasizing the importance of finding people who share your values and can guide you on your journey.This episode is a celebration of the franchise industry's culture of connection and a call to action for leaders to continue supporting and empowering the women who make franchising stronger.Thank You to Our Sponsor: A special thanks to ClientTether, whose tools make franchise sales and client retention easier than ever. Their innovative platform empowers franchisors and franchisees to build stronger relationships and grow their businesses.Tune in next time for more expert insights to help you thrive in the franchise world!

In this exciting episode of The Advisory Board Podcast, we dive deep into the evolving world of franchise compliance and regulations with none other than Lane Fisher, co-founder and senior partner at Fisher Zucker law firm. Lane is a stalwart in the franchise community, representing over 150 brands and spearheading transformative initiatives such as the Franchise Springboard Conference. Host Dave Hansen masterfully navigates this insightful conversation, ensuring the franchise community gains clarity on critical regulatory changes that will impact brokers and franchisors alike.Lane sheds light on the nuances of compliance and education in the franchise sector, emphasizing the importance of foresight as regulatory landscapes evolve. From the intricacies of the newly minted California broker regulations to the ongoing initiatives by the North American Securities Administration Association (NASAA), the discussion is a wake-up call for industry players to stay informed and proactive. Lane also underscores the pivotal role of education in mitigating risks, sharing details about his team's franchise sales compliance training program and upcoming franchise events like the Unconference and Springboard. These events aim to foster a collaborative, forward-thinking ecosystem for emerging and established brands.Lane doesn't shy away from highlighting challenges, such as navigating varying state requirements and managing potential liabilities for franchisors and brokers. He also reflects on the broader implications of broker compensation transparency, litigation disclosures, and the increasing scrutiny of lead generation practices. Throughout the conversation, Lane's depth of knowledge and commitment to ethical franchising shine, making this episode a treasure trove of insights for anyone in the industry.A special thanks to our episode sponsor, ClientTether, whose support enables discussions like this that empower the franchise community. Their dedication to innovation and excellence mirrors the values we champion on this podcast.Tune in to hear why now, more than ever, franchise professionals must unite, stay educated, and advocate for responsible growth. With Lane's expertise and Dave's engaging hosting, this episode delivers invaluable lessons to help you build a thriving, compliant franchise brand. Don't miss it!

Episode Summary for The Advisory Board PodcastWelcome back to another episode of The Advisory Board Podcast, where we dive deep into actionable insights to help franchise owners and business leaders build thriving systems. This week, Dave Hansen hosts Iris Grimm, founder and CEO of Leaven Zest, who brings over two decades of experience as an executive and leadership coach. Iris's unique journey from East Germany to the United States and her passion for unlocking human potential set the stage for a thought-provoking discussion on leadership, relationships, and success.Episode Highlights:Iris shares her incredible personal story, growing up in East Germany during the Cold War and navigating life-changing events like the fall of the Berlin Wall. With nothing but determination and two suitcases, she moved to Western Germany, and later to the U.S., where she eventually discovered her calling as a coach. Her experiences, including her early career in corporate America and her decision to leave it behind, reflect the entrepreneurial spirit and drive to help others that fuel her coaching philosophy today.The heart of the episode revolves around leadership as a set of behaviors rather than a role. Iris emphasizes that true leadership requires an equal commitment to relationships and results. Leaders must inspire trust, foster growth, and create environments where teams thrive. She offers a fresh perspective on leadership by drawing parallels to her work training competitive dogs. Iris explains how both people and animals respond best to environments of trust, positive reinforcement, and clear expectations—a concept that applies seamlessly to modern organizations.Dave and Iris explore the three pillars of effective leadership. Iris argues that leaders must prioritize their own personal growth, serve as coaches rather than micromanagers, and master the art of meaningful conversations. Leadership, she asserts, is about more than getting results; it's about building the relationships that drive those results. Leaders who embrace this mindset create high-performing teams and lasting organizational success.Iris shares fascinating anecdotes, including her observations of how trust and distrust manifest in teams and how these emotional dynamics can make or break a workplace. Drawing on neuroscience, she explains how leaders set the emotional "thermostat" for their teams, shaping workplace culture through their actions and attitudes.The discussion also touches on the unique challenges faced by franchise leaders, who must juggle the dual responsibilities of running their businesses and managing relationships with franchisees. Iris's advice? Build trust and prioritize conversations that nurture mutual understanding. By investing in relationships upfront, leaders can unlock better results and long-term success.

In this episode of The Advisory Board Podcast, host Dave Hansen is joined by Ryan Parsons, CEO of eVive Brands and co-founder of Brothers That Just Do Gutters, to unravel the intricacies of franchise growth powered by technology and data. Ryan brings his two decades of experience in franchising and a wealth of hard-earned wisdom to the conversation, offering insights into how brands can achieve operational excellence and scale effectively.From his humble beginnings in a family-run gutter business to overseeing a multi-brand franchise platform with over 600 units, Ryan's journey is nothing short of remarkable. As someone who has seen both the challenges and opportunities of franchising, Ryan explains why building the right tech stack isn't just a logistical decision—it's a strategic necessity. He recounts lessons learned from piecing together systems early on and highlights the costly mistakes brands make when they underestimate the importance of integrating technology from the start.Dave and Ryan explore the “Franken-stack” dilemma, where brands patch together disjointed systems, and why it's essential to adopt a scalable and cohesive tech infrastructure before it's too late. They discuss how leveraging data effectively can empower franchisees, giving them the visibility to improve performance, make informed decisions, and thrive in competitive markets.The conversation shifts to the consumer side of the equation, where technology can make or break the customer experience. Ryan shares his philosophy of reducing friction in every interaction, from scheduling appointments to providing seamless follow-ups. He explains how brands can meet modern customer expectations by embracing automation tools while preserving the human touch for moments that matter.Ryan and Dave also delve into the importance of future-proofing your tech investments. As AI and automation evolve at lightning speed, businesses must balance innovation with reliability, ensuring that their systems remain adaptable for years to come. Ryan emphasizes the importance of selecting platforms that align with your brand's long-term vision and growth trajectory while avoiding the temptation of unproven, “flashy” tech.In the final moments, Ryan offers his actionable advice for franchisors: prioritize technology as a foundational pillar of your brand, just as you would with marketing, sales, or franchise development. With the right tools, franchisors can foster franchisee independence, improve operational efficiency, and ultimately strengthen the entire network.Special thanks to ClientTether for sponsoring this episode! Their franchise-focused CRM and automation tools make managing leads and growing your business a breeze.

In this episode of The Advisory Board Podcast, host Dave Hansen is joined by franchise community expert Cassidy Ford for an inspiring conversation packed with practical advice and meaningful life lessons. Cassidy, a seasoned franchise professional with over a decade of experience, shares her unique insights on navigating challenges, embracing change, and finding personal and professional success.The discussion kicks off with Cassidy's journey in the franchise world, from her whirlwind start with a Shark Tank-featured brand to her current role at EverSmith. Cassidy also opens up about living with Tourette's syndrome, offering a candid look at how she's turned adversity into strength. She shares how vulnerability, transparency, and a willingness to adapt have been crucial in her journey—not just in overcoming challenges, but in thriving through them.Key takeaways include:The Power of Feedback: How seeking and embracing constructive criticism can propel your growth.Navigating Challenges: Why the choice to “become better or bitter” shapes every struggle you face.Leadership and Listening: Lessons from Cassidy's time managing franchisee relationships and the importance of truly hearing others.Embracing Change: Practical strategies for moving forward in times of uncertainty.Building Your Network: The value of creating a trusted circle of advisors and mentors.Cassidy's relatable stories—like throwing a fork at a potential franchisee due to a tic—and her unshakable positivity shine through, making this episode a must-listen for anyone navigating hurdles in their business or personal life.Special Thanks to ClientTether!This episode is proudly sponsored by ClientTether, the ultimate CRM and lead follow-up platform for franchise professionals. ClientTether simplifies customer engagement and helps businesses grow with powerful tools for success. Learn more at clienttether.com.Connect with Cassidy:Cassidy invites listeners to connect with her on LinkedIn or via the contact details shared in her profile. Whether you're seeking advice or simply want to connect with a franchise leader who has walked the walk, she's here to help.Don't miss this insightful episode filled with wisdom, humor, and actionable advice!

Episode Summary for The Advisory Board PodcastWelcome to another insightful episode of The Advisory Board Podcast! We're thrilled to have Monica Rothgery with us, an industry trailblazer and the powerhouse behind “Lessons from the Drive-Thru.” She joins us with years of experience in frontline leadership and growth strategy, spanning from her early days at Taco Bell to her pivotal role leading 4,000 KFC locations. From her journey, Monica shares transformative insights on empowering frontline leaders to drive business growth through people-focused leadership.Monica opens up on a foundational truth: people are the secret sauce. She urges businesses to see frontline managers not only as essential operators but as integral contributors to growth. By nurturing these leaders and investing in their success, brands can unlock a substantial 2-3% growth—without extra marketing or product rollouts. And in a sector with tight margins, that's a game-changer.Throughout the episode, Monica explains why genuine engagement with staff at all levels can turn goals into fun, achievable milestones. Whether it's a sales goal, an upsell, or an efficiency target, Monica advocates breaking these into bite-sized, trackable goals to build momentum and excitement on every shift.Plus, Monica doesn't just stick to restaurants. Her advice spans all sectors, from food service to pet care, elderly care, and home services. She shows how universal the principles of capability-building and culture are, making this episode a must-listen for leaders across industries.A big thank you to our sponsor, ClientTether, for supporting this episode and helping us share this valuable wisdom with you. Don't miss Monica's fantastic book, Lessons from the Drive-Thru, available on Amazon, or reach out to her at MonicaRothgery.com for personalized insights or speaking engagements. And as a special treat, text “HAPPY SUMMIT” to 33777 to receive Monica's list of top frontline engagement tips gathered from over 150 franchise leaders.Tune in and learn how a little investment in your frontline team can make a world of difference!

Welcome to another episode of The Advisory Board Podcast, where we bring together the best minds in franchising to share real-world insights that help you build a successful franchise brand. Big thanks to our episode sponsor, ClientTether, for making today's conversation possible!In this episode, we had the pleasure of speaking with John Hewitt, a true legend in the world of franchising. John has spent 55 years in the industry, building not one but two of the top 100 franchise brands—Jackson Hewitt and Liberty Tax. Now leading Loyalty Brands, John is working towards creating a third household name with ventures in tax preparation, construction, and mobile grooming.John shared his incredible journey, from starting at H&R Block in 1969 to becoming a trailblazer in computerizing tax returns and scaling franchise empires in both the U.S. and Canada. His experience offers unique insights into why some franchise brands thrive, while others fail. We dove into John's three key reasons franchises often struggle:Diluted Focus: Many business owners try to grow their franchise while still running their core business, leading to divided attention and suboptimal outcomes in both ventures.Franchise Management Skills: Managing franchisees is vastly different from managing employees. Franchise owners are independent-minded and require a nuanced leadership approach.Overly Burdensome Fees and Rules: Excessive fees and onerous regulations can crush a franchisee's ability to succeed. John stressed the importance of prioritizing “happy, successful franchisees” as the cornerstone of any thriving franchise system.John's honesty was refreshing, as he advised budding franchisors to reconsider their ambitions unless they are fully aware of the financial, managerial, and strategic challenges ahead. With the sobering statistic that 80% of franchises started today won't last a decade, John's candid advice offered both a reality check and a roadmap for those determined to succeed.Tune in to hear John's reflections, lessons learned, and invaluable advice on navigating the franchise world. And once again, thanks to ClientTether for sponsoring today's insightful episode!

Welcome to another insightful episode of The Advisory Board Podcast! In today's episode, Dave Hansen sits down with Paul Ebert, President of Two Maids and a leader at Home Franchise Concepts (HFC), to unpack actionable strategies that help franchise owners elevate their businesses. Paul, a finance-driven, tech-savvy leader, shares his expertise on improving franchise performance, growing AUV (average unit volume), and using data to shape success.Paul and Dave dive deep into the ins and outs of running a modern franchise system, from maximizing territory potential to implementing cutting-edge technology. With 140 units and climbing, Two Maids has made significant strides in increasing AUV by honing in on territory management, customer retention, and personalized franchisee coaching. Paul also gives us a peek into HFC's newest project: streamlining the customer experience by fully digitizing the journey—making it easier to book, reschedule, and manage services from your phone. This is a huge win for both franchisees and customers!Paul also shares his approach to helping franchisees scale their businesses effectively, breaking down long-term goals into smaller, more manageable steps. By leveraging data and automating lead nurturing (thanks to the incredible support of ClientTether!), franchise owners can focus on growing their businesses without getting bogged down by day-to-day inefficiencies.A big shout-out to ClientTether, the sponsor of today's episode. Their lead nurturing and customer relationship management tools are game-changers in helping franchises boost their revenue and efficiency.Tune in to discover more about the exciting developments in the franchise world and learn from Paul's years of experience as he discusses real-world solutions for boosting franchise success!

In this lively episode of The Advisory Board Podcast, host Dave Hansen sits down with Chris Baker, President of Franchise Flippers, to discuss the pressing issue of the "Boomer Retirement Crisis" and its significant impact on franchising. Chris shares how nearly 60% of all franchises are currently owned by baby boomers, many of whom are nearing retirement, presenting both challenges and opportunities for the industry. The episode delves into the importance of succession planning, the growing number of franchise resales, and the need for proactive franchise strategies to navigate this "gray tsunami."Chris kicks off the conversation with a fun anecdote about how he lost his first job in the U.S. — thanks to a long-awaited $50 tip from none other than Bill Murray. From there, the episode transitions into more serious discussions on franchise resales, exploring how unplanned exits and non-renewals can damage brand equity. Chris explains the importance of helping franchisees exit gracefully and with dignity, which in turn preserves the health of the overall franchise system.The two also cover how new franchisees can inject fresh energy and raise average unit volume (AUV) after acquiring underperforming territories. The episode is filled with actionable advice for franchise owners and franchisors, like the importance of proper exit planning, using valuation data to set realistic expectations, and offering various resale strategies to franchisees. Dave and Chris emphasize that, with nearly half a million franchises needing to transition in the next 5-10 years, now is the time for brands to get ahead of the curve.Finally, a big thank you to our sponsor, ClientTether, for making this episode possible. If you're looking for ways to enhance your franchise's sales and operational efficiency, ClientTether's lead management and CRM solutions are here to help you scale successfully! Tune in to gain key insights on how to prepare your brand for the future and take actionable steps toward growth.

Welcome back to another insightful episode of The Advisory Board Podcast, where we bring you thought leadership and actionable advice from the world of franchising and business ownership! This episode is sponsored by ClientTether – thank you for supporting us!Today's episode features a conversation with the remarkable Jerry Akers, an expert in franchise ownership and succession planning. With over 20 years of multi-unit franchise experience (34+ Great Clips salons and multiple The Joint Chiropractic clinics), Jerry shares his journey and expertise on an often-overlooked but critical topic in franchising: succession planning and transitioning to the next generation.Did you know that 60% of all franchise owners are Baby Boomers? What happens to those businesses when they retire or, in some cases, pass away unexpectedly? Jerry dives deep into this issue, explaining why franchise systems need to have a transition plan in place to avoid costly and chaotic disruptions. We cover the risks of not having a succession plan – from frozen bank accounts and stalled payrolls to the long-term impact on franchise value – and why it's crucial to prepare for the unexpected.Jerry also shares his own experience of transitioning his Great Clips business to his children, showing how involving the next generation can not only protect the legacy but enhance the business by tapping into their tech-savvy skills and fresh perspectives. From building wealth to maintaining profitability, Jerry's insights are invaluable for any franchise owner.We then shift gears to explore how franchise brands can help their owners grow from single-unit operators to multi-unit owners. Jerry highlights the importance of education, mentoring, and creating pathways for franchisees to scale successfully. If you're a franchisor or franchise owner looking to expand, this episode is packed with tips on how to develop a scalable growth strategy.Whether you're a franchise veteran or just getting started, you won't want to miss Jerry's stories, advice, and actionable insights on planning for the future. Tune in now to learn how you can secure your business legacy and scale to new heights!Don't forget to check out Jerry's best-selling book, "Live It 2 Own It," for more franchise wisdom. And once again, a big thank you to ClientTether for sponsoring this episode. Happy listening!

Welcome back to another exciting episode of The Advisory Board Podcast, where we bring you the best insights from business leaders and franchise experts. Today, we have a special guest, Sean Bock, a franchising powerhouse known for scaling Drybar and now leading Pure Glow, a cutting-edge airbrush tanning brand.In this episode, Sean shares his 20-year franchising journey, from his start as a corporate attorney at Cold Stone Creamery to becoming a key player in the beauty franchise world. We dive deep into Pure Glow's mission to provide a "better for you" airbrush tanning solution with organic ingredients, tapping into the intersection of health and beauty.A key focus of our conversation is on funding and capitalization in franchising, a timely topic given the current challenges in financing franchise purchases. Sean shares his experience navigating the often tricky process of securing capital, discussing how franchisors can best capitalize their brand and offer strong fundraising options to franchisees.Some key takeaways include:The importance of raising capital upfront to ensure the right executive team and growth infrastructure are in place.How emerging brands like Pure Glow can leverage strategic investment to attract franchisees, particularly in competitive beauty markets.The increasing role of private equity in franchising and why smart franchise management is becoming a game-changer for emerging brands.We also discuss how crucial it is to be selective with your first 10 franchisees, building a strong foundation for future growth. Sean's mantra: “Go slow to go fast” is a valuable reminder for emerging franchisors to invest in their system's long-term success.A huge thank you to our sponsor, ClientTether, for making this episode possible. ClientTether is a powerful CRM and franchise sales software, helping businesses streamline their processes and close deals faster.Tune in for more insights from Sean Bock on how to capitalize, scale, and succeed in today's competitive franchising world!

Welcome back to The Advisory Board Podcast, where we bring in experts from the business and franchising world to share insights that can boost profitability and efficiency in your franchise operations. Today's episode features a fascinating guest, Tommy Yionoulis, co-founder of OpsAnalytica, a cutting-edge SaaS platform that empowers franchises to pinpoint profitability issues in real time.Before we dive into the meat of the conversation, we want to give a special shout-out to our sponsor, ClientTether.Thank you for supporting this episode and helping us connect with industry leaders.In this episode, Tommy shares his unique journey from managing restaurants to becoming a stand-up comedian and ultimately co-founding a tech platform that merges his love for hospitality and data analytics. We explore how OpsAnalytica was born out of Tommy's experience with franchising and his innovative approach to solving operational challenges. He also shares how the platform helps franchises tackle three major profit killers: labor inefficiencies, material costs, and speed of service.We delve into actionable strategies for managing labor costs in real time, optimizing processes, and maintaining accountability across your franchise operations. Tommy emphasizes the importance of consistency, the value of putting systems around tasks, and how even small, incremental improvements can significantly impact your bottom line.Tommy's entertaining background as a comedian adds a fun twist to our discussion, making this episode as informative as it is engaging. If you're looking for a way to ensure operational excellence and drive profitability in your franchise, this episode is a must-listen.Connect with Tommy on LinkedIn or check out OpsAnalytica to learn more about how his platform can transform your franchise operations.Thank you for tuning in, and thanks again to ClientTether for making this episode possible. Don't forget to subscribe for more expert insights on franchising and business success!

Welcome to another exciting episode of The Advisory Board Podcast, where we dive deep into franchising strategies that can boost your business success! Today's episode is sponsored by ClientTether, our go-to platform for lead management and customer engagement.In this episode, Dave Hansen hosts Ryan Wimpey from TipTop K9, a successful dog training franchise that has rapidly grown to 19 units across the U.S. Ryan shares valuable insights into how exceptional brands like TipTop K9 scale their support systems and maintain operational excellence during expansion. From his innovative approach to franchisee training to his hands-on experience of running both corporate and franchise locations, Ryan highlights how investing in robust training and systems sets franchisees up for long-term success.We also discuss their unique training model—combining two weeks of virtual training with six weeks of intensive, hands-on training at their Tulsa headquarters—and how this commitment has significantly reduced support calls and increased franchisee confidence. The episode touches on the importance of simplifying operations to avoid unnecessary complexities, and how TipTop K9 maintains consistency across locations with a centralized call center, billing, and scheduling system.Ryan and Dave also explore the importance of aligning franchisees' goals, offering both semi-absentee and multi-location ownership opportunities based on individual preferences. TipTop K9's coaching model—complete with operational and sales coaching, and detailed growth roadmaps—demonstrates how Ryan ensures his franchisees are not only growing but thriving.Tune in to learn how TipTop K9's blend of operational structure, personalized coaching, and simplified systems has allowed it to scale effectively while empowering franchisees to succeed!Special thanks to ClientTether for sponsoring this episode. Their platform ensures your leads are never missed and helps businesses convert prospects faster, making it a must-have for growing franchises.

Welcome to another insightful episode of The Advisory Board Podcast, where we bring together industry experts to share their wisdom on building successful and thriving franchise brands. In today's episode, we're thrilled to welcome Karen Wenning from Suttle-Straus. Karen is a seasoned professional in franchising, with a deep understanding of marketing automation, brand compliance, and customer journey optimization.Episode Highlights:Customer Journey Insights: Karen dives into the importance of fully understanding the customer journey, emphasizing that many brands miss out by not mapping it out effectively. She explains how this lack of insight leads to marketing strategies that fail to resonate with the target audience, resulting in wasted resources. By adopting a multi-channel approach that maximizes customer touchpoints, brands can enhance engagement, speed up conversions, and ultimately build a loyal customer base. Karen shares specific examples and strategies that franchises can implement to create a seamless and effective customer journey.Blending Digital and Physical Marketing: In a world increasingly dominated by digital marketing, Karen highlights the ongoing relevance of physical marketing channels like direct mail. She explains how the integration of digital tools, such as QR codes and social media retargeting, with traditional direct mail can significantly boost the effectiveness of marketing campaigns. Karen introduces the concept of "direct mail on steroids," where digital and physical marketing efforts are synchronized to create a more immersive and impactful customer experience. Her insights into using big data to re-engage potential customers who have visited a website but did not convert offer a sophisticated approach to improving marketing ROI.Understanding Lifetime Value (LTV): Karen brings attention to the often-overlooked metric of lifetime value (LTV). She discusses how franchises can accurately calculate LTV to assess the true effectiveness of their marketing efforts. Understanding LTV allows brands to see beyond the immediate returns and focus on the long-term value of customer relationships. Karen provides actionable advice on how to convert one-time customers into repeat clients, thereby maximizing the return on marketing investments over time. She also touches on the importance of ongoing customer engagement and how it contributes to sustaining revenue growth.The Power of Brand Compliance: Karen addresses the critical issue of brand compliance, especially in the franchising sector where maintaining a consistent brand image is crucial. She explains how inconsistent branding across franchise locations can undermine brand equity and confuse customers. Karen offers practical solutions for franchises to enforce brand standards without restricting local operators' ability to adapt to their markets. By using brand portals and other tools, franchises can ensure that all marketing materials adhere to brand guidelines, which helps in building and sustaining customer trust across all locations.A big thank you to our episode sponsor, ClientTether. Their comprehensive CRM and marketing automation tools are designed to support franchises in managing customer relationships and executing effective marketing strategies. Visit ClientTether.com to learn more about how they can help your franchise grow and thrive.In this episode, Karen Wenning shares her deep expertise, offering franchise owners and marketers practical tools and strategies to excel in a competitive marketplace. Whether you're managing an emerging brand or an established franchise, the insights Karen provides are invaluable for optimizing your marketing efforts and ensuring long-term success. Don't miss this opportunity to learn from one of the best in the business and take your franchise's marketing strategy to the next level!

Welcome back to another episode of The Advisory Board Podcast! Today, we dive deep into the world of SMS marketing with a special guest, Shane Murphy, the founder and CEO of Boostly, the leading SMS provider for the restaurant industry. Shane brings his decade-long expertise in franchising, marketing, and operations to the table, offering invaluable insights for businesses looking to level up their SMS marketing game.In this episode, we tackle the complexities of SMS compliance, emphasizing the importance of the Telephone Consumer Protection Act (TCPA) and how businesses can navigate the rules to avoid costly fines. Shane shares expert advice on building a compliant and effective SMS marketing strategy that keeps your brand top-of-mind while staying within legal boundaries.We also discuss innovative ways to drive engagement through text messaging, from gamified promotions to non-discount strategies that enhance customer loyalty. Shane highlights how creativity and personalization can significantly boost engagement, offering examples of brands sending out fun dad jokes or gamified messages to strengthen customer relationships. Finally, we explore how businesses can measure the effectiveness of their SMS campaigns and adjust strategies for maximum ROI.Thank you to ClientTether, our episode sponsor, for making this insightful conversation possible. If you're in the franchising industry or simply looking to refine your SMS marketing approach, this episode is packed with actionable takeaways to help your business thrive.Tune in, take notes, and let's boost your business through smarter SMS strategies!

Welcome to another exciting episode of The Advisory Board Podcast! This week, we're thrilled to be sponsored by ClientTether, a leading CRM and sales automation tool that helps franchise brands grow and manage their operations seamlessly. Big thanks to ClientTether for making this episode possible.In today's episode, we're joined by branding wizard Gary DeJesus, a seasoned expert with over 31 years of experience building strong, lasting brands in both the corporate world and the franchise space. Gary spent 18 years with Procter & Gamble before transitioning into the franchise sector, where he's helped brands like CycleBar through his consulting firm, GDJ Branding.Gary walks us through five crucial strategies for building an enduring franchise brand, starting with a deep dive into what he calls “brand fundamentals.” This isn't just about logos and slogans—Gary explains how your brand's DNA, purpose, and differentiators should align with unmet market needs to create an authentic and powerful presence. We also explore his "OGSM" method—Objective, Goals, Strategy, and Measures—which simplifies your brand's path to success on a single page.But it doesn't stop there—Gary shares valuable insights on creating brand differentiation, focusing on unique aspects that can't be claimed by anyone else. We also dig into the importance of customer experience and how pricing strategy plays into building your brand's value proposition.As Gary reminds us, branding without strategy is just art, and he's here to help you understand how to integrate the right tactics with the right strategic foundation. By the end of this episode, you'll have a clear sense of what it takes to elevate your franchise brand and ensure it stands the test of time.If you're looking for actionable strategies to build a strong franchise brand or are just passionate about marketing, this episode is packed with valuable advice you don't want to miss!Tune in, and don't forget to like, subscribe, and share with others who might benefit from these branding insights!

In this exciting episode of The Advisory Board Podcast, host Dave Hansen welcomes a long-time friend and franchise expert, Ken Doty, CEO of The Maids International. Ken shares his extensive knowledge of franchising, technology, and operations, offering invaluable insights for franchise owners looking to optimize their businesses.Ken dives into The Maids' unique approach to leveraging technology as a differentiator in the home cleaning industry. From their partnerships with giants like Amazon and Procter & Gamble to their data-driven strategies, Ken highlights how a focused technology stack can transform a franchise's operational efficiency and customer satisfaction.He emphasizes the importance of real-time data, the integration of CRM systems, and how these tools enable franchisees to make swift, informed decisions that drive success. Ken also discusses the challenges and opportunities of evolving franchise support models, especially for mature brands, and why investing in technology early on can be a game-changer for emerging brands.Whether you're an established franchise owner or just starting out, this episode is packed with actionable advice to help you stay ahead in a competitive market.A big thank you to our episode sponsor, ClientTether, for supporting The Advisory Board Podcast and helping us bring these valuable conversations to our listeners.Tune in to learn more about the future of franchising and how to harness the power of technology to grow your business!

Welcome back to another enlightening episode of The Advisory Board Podcast, where we bring you actionable insights from the franchising world. This week, we're thrilled to be joined by Ben Fox, the mastermind behind customer experience at Five Star Franchising. If you haven't met Ben, you're in for a treat as we dive into the art of franchise lead generation and customer engagement.First off, a huge thank you to our sponsor, ClientTether, for making this episode possible. ClientTether provides innovative CRM solutions to help businesses streamline their lead engagement process and enhance customer relationships.In this episode, Ben takes us on a journey through his transition from aspiring police officer to a pivotal player in franchising. Now leading ProNexus, Ben's expertise in the home service industry shines through as he shares how his team effectively supports franchisors with cutting-edge call center solutions.Ben gives us the inside scoop on Five Star Franchising's diverse portfolio, featuring brands like Mosquito Shield, Five Star Bath Solutions, and Bio-One, with their unique services in crime scene cleanup. He highlights the importance of a multi-channel communication strategy, which has become a crucial differentiator in a competitive market.Key takeaways from Ben's insights include:Lead Costs and Engagement: With lead costs on the rise, it's more important than ever to fine-tune every stage of customer interaction. Ben emphasizes the value of omni-channel communication, where customers can engage with brands via their preferred method—be it phone, text, or chat.Speed to Lead: Ben stresses that the speed at which a business responds to a lead is critical. Ideally, businesses should aim to engage with leads within the first 15 minutes to maximize conversion rates.Quality Over Quantity: As the FCC's upcoming regulation changes loom, Ben advises businesses to focus on quality interactions rather than merely churning through leads. The future is all about providing authoritative and empathetic customer service.Outsourcing and Training: Ben outlines the pros and cons of outsourcing call centers versus in-house management. He highlights the importance of robust training and continuous quality assurance, regardless of the approach.Preparation for Industry Changes: With significant shifts on the horizon, Ben encourages franchisors to proactively strategize for potential disruptions in lead volume and costs.Ben is not just a wealth of knowledge; he's also approachable and generous with his time. He invites listeners to reach out via LinkedIn or email for further discussions, whether or not you're looking to partner with ProNexus.Thank you, Ben, for sharing your insights with us today. And remember, if you're ever at a conference with Ben, he'll treat you to ice cream—just save it for after karaoke! Stay tuned for more expert advice on The Advisory Board Podcast.For more information, reach out to Ben at ben@fivestarfranchising.com.

Welcome to another exciting episode of The Advisory Board Podcast! Today, we dive deep into the world of franchising with the brilliant Joe Matthews, founder and CEO of Franchise Performance Group (FPG). With over 40 years of experience and a remarkable track record of closing thousands of franchise deals, Joe brings a wealth of knowledge that is sure to provide actionable insights for anyone looking to build a thriving franchise business.Before we jump into the conversation, we want to extend a heartfelt thank you to our episode sponsor, ClientTether. Their support helps us bring you these insightful episodes, and we couldn't do it without them.In this episode, Joe shares his unique perspective on responsible franchising, emphasizing the importance of aligning with ethical practices to ensure long-term success. He also highlights the evolving role of franchise sales professionals, stressing the need to stay ahead of the curve by integrating digital marketing knowledge and brand storytelling into their strategies.We also touch on the rising popularity of pickleball, Joe's newfound passion, and how it's unexpectedly connected to franchising through innovative concepts like the Pickler franchise. Joe's journey from playing pickleball in high school to becoming an advanced player today adds a delightful personal touch to our discussion.Our conversation takes a deep dive into the franchise salesperson of the future. Joe emphasizes the necessity for sales professionals to adapt to the changing buyer journey, which now involves extensive online research and content consumption. He shares how FPG's approach to content creation and lead nurturing significantly boosts conversion rates, offering a blueprint for success in modern franchise development.Joe also addresses the critical role of collaboration between marketing and sales teams. He shares his no-nonsense approach to breaking down silos and ensuring that content creation aligns with the actual needs and experiences of franchise leads.Towards the end of our chat, we delve into the importance of responsible franchising. Joe passionately advocates for a shift from merely selling franchises to genuinely ensuring that franchisees are set up for success. He shares real-life examples and insights on how responsible franchising can lead to more sustainable and profitable business models.For those interested in learning more about Joe Matthews and Franchise Performance Group, you can visit their website at www.franchiseperformancegroup.com. Joe is also open to direct conversations and can be reached at 860-309-1484, as long as you're not pitching something!We hope you enjoy this episode filled with practical tips, expert insights, and a touch of humor. Tune in, take notes, and get ready to elevate your franchise game with the wisdom shared by Joe Matthews.Thank you for listening to The Advisory Board Podcast. Don't forget to subscribe, leave a review, and share this episode with your network. And a big thank you once again to ClientTether for making this episode possible. Stay tuned for more episodes where we bring you the best minds in the franchise industry.

Welcome to another episode of The Advisory Board Podcast! In this episode, we explore the dynamic world of AI in franchise marketing with two industry experts, David Stein and Kylon Gustin, co-founders of SalesChats and AI Ads. With decades of combined experience in franchising, marketing, and technology, David and Kylon bring a wealth of knowledge to the table, promising a deep dive into how AI is revolutionizing marketing strategies for franchises.But before we jump in, a heartfelt thank you to our sponsor, ClientTether, for making this episode possible.Host Dave Hansen kicks off the episode by introducing his guests, highlighting their impressive backgrounds. David Stein, a veteran in franchise marketing, has been helping brands succeed for nearly 20 years. Kylon Gustin, with his extensive tech background, has been instrumental in pioneering digital transformations since the 1980s. Together, they form a formidable team dedicated to pushing the boundaries of AI in marketing.The discussion begins with a look at the current landscape of AI in marketing. David explains that while AI is often surrounded by hype, the real challenge lies in effectively integrating it into marketing and advertising to achieve tangible results. Kylon adds that successful AI implementation is all about teaching the machine with relevant data. Without this foundational step, AI's potential remains untapped.David and Kylon share their journey of developing an AI platform specifically tailored for franchise advertising. They emphasize the importance of training AI to understand the unique aspects of franchising, a sector with its own set of challenges and requirements. By leveraging their extensive experience, they have created a platform that not only analyzes data but also learns in real-time to optimize ad campaigns.One of the critical insights from the episode is the importance of targeted ad copy. Kylon explains how their AI Add Analyzer tool helps in creating effective ad copy by analyzing hundreds of data points. This tool ensures that the ad content resonates with the intended audience, leading to better engagement and conversion rates. David underscores this by highlighting the pitfalls of generic AI-generated content, which can often miss the mark and even harm the brand's image.The conversation also delves into the future of AI in marketing. David and Kylon discuss exciting developments on the horizon, including tools that can predict market trends and automatically adjust ad campaigns based on real-time events. For instance, a tool that can recommend ad strategies following a local event, such as a hailstorm in Texas, ensuring that the marketing efforts are always relevant and timely.Throughout the episode, the emphasis remains on the meticulous process of training AI. Dave Hansen likens this process to raising a child, stressing the importance of guiding AI through the right resources and giving it the feedback needed to learn and improve continually. David and Kylon agree, noting that this investment in training AI is crucial for achieving consistent and valuable outcomes.As the discussion progresses, the trio touches on the potential misuses of AI. They caution against over-relying on AI for content creation without proper oversight. David shares anecdotes about companies that faced backlash because their AI-generated content strayed from the brand's voice, leading to a disconnect with their audience. Kylon adds that in regulated industries like franchising, improper AI use can lead to legal issues, making it imperative to control the "temperature" or creativity of the AI to ensure compliance.The episode wraps up with a forward-looking perspective on AI's role in marketing. David and Kylon express their optimism about the future, envisioning a landscape where AI not only assists in data analysis and ad creation but also becomes integral to strategic decision-making. They are working on new tools that will further enhance AI's capabilities, making it an indispensable asset for marketers.For those interested in exploring the potential of AI in their marketing efforts, David and Kylon recommend starting with a clear understanding of what AI can and cannot do. They advise marketers to invest time in training AI with relevant data and to use it as a tool to augment their strategies rather than replace human insight.To connect with David and Kylon, visit saleschats.com or email David at dstein@saleschats.com. Their expertise and innovative approach to AI in marketing make this episode a must-listen for anyone looking to stay ahead in the fast-paced world of digital marketing.In conclusion, this episode of The Advisory Board Podcast offers a comprehensive overview of how AI is transforming franchise marketing. David Stein and Kylon Gustin provide valuable insights into the effective use of AI, the importance of targeted ad copy, and the future potential of AI-driven marketing strategies. With their combined expertise and forward-thinking approach, they offer listeners a roadmap to harnessing the power of AI in their marketing endeavors.

Welcome to another engaging episode of The Advisory Board Podcast, where we delve deep into the world of franchising to uncover actionable insights and proven strategies to elevate your business. In this episode, we are delighted to have Dawn Abbamondi, the CMO of SMB Franchise Advisors, as our esteemed guest. Dawn's extensive experience and contributions to the franchising industry make her a beacon of knowledge and expertise.Before we dive into the episode, a heartfelt thank you to our sponsor, ClientTether, for their unwavering support in making this podcast possible.Dawn Abbamondi, a Certified Franchise Executive (CFE), has been a stalwart in the franchising industry for 25 years. Currently serving as the CMO of SMB Franchise Advisors since 2011, Dawn has been instrumental in helping brands not only launch but also thrive post-launch. SMB Franchise Advisors specialize in a full range of services, from emerging brand consultation to late-stage brand enhancement. Their team boasts an average tenure of over 20 years, providing unparalleled expertise in the field.Dawn's journey with SMB Franchise Advisors began as a client when she was working for a franchisor in Philadelphia. This initial interaction evolved into a professional relationship that has spanned over a decade. Dawn's role encompasses everything from client consultation to content contribution for Franchise Dictionary and Entrepreneur magazine, and co-chairing the IFA Women's Franchise Committee.SMB Franchise Advisors stand out in the industry by offering comprehensive post-launch support. Their services include evaluating the franchiseability of a business, advising on financial margins, and providing ongoing operational support to ensure franchisees' success. This holistic approach helps brands not only launch successfully but also sustain and grow in a competitive market.Dawn shares essential insights into what aspiring franchisors should consider:Unique Value Proposition: Brands need to identify what sets them apart in the market. This uniqueness doesn't have to be revolutionary but should offer a distinctive edge.Financial Preparedness: Franchising requires significant investment. Prospective franchisors should be prepared to reinvest profits into the business for sustained growth.Trademark and Intellectual Property: Securing trademarks early in the process is crucial for protecting the brand's identity and ensuring a smooth franchising journey.Operational Excellence: Ensuring that the operational model is efficient and replicable is key to franchising success. This includes having robust training programs and support systems for franchisees.Dawn illustrates these points with real-world examples, such as the success story of Rolling Suds. This brand transitioned from a regional powerhouse to a national franchise under the guidance of SMB Franchise Advisors. The founders' dedication to operational excellence and strategic partnerships played a significant role in this transformation.Franchising is not without its challenges. Dawn emphasizes the importance of:Long-Term Commitment: Franchising is a marathon, not a sprint. Brands must be prepared for a long-term commitment to see significant success.Community and Networking: Engaging with the franchising community, attending events, and networking with other franchisors can provide invaluable support and insights.Adaptability and Innovation: Staying ahead of industry trends and continuously innovating can help brands remain competitive and relevant.A key takeaway from the conversation is the importance of franchisee success. Dawn stresses that franchisors must focus on ensuring franchisees are profitable and satisfied. This includes providing ongoing training, marketing support, and a strong operational framework.Dawn concludes with the notion that franchising is a collaborative effort. Success in this field comes from supporting each other and learning from shared experiences. For those looking to connect with Dawn or learn more about SMB Franchise Advisors, she can be reached via LinkedIn or email at dawn@smbfranchising.com.Thank you for joining us on this enlightening episode of The Advisory Board Podcast. We hope you found Dawn's insights as valuable as we did. Don't forget to check out our sponsor, ClientTether, for their amazing CRM solutions tailored for franchises. Stay tuned for our next episode, where we continue to bring you the best in franchising expertise and actionable advice.

Welcome to another insightful episode of The Advisory Board Podcast, where we delve into the world of franchising, bringing you expert insights and actionable strategies to elevate your franchise operations. This episode features a special guest, Marci Kleinsasser, Vice President of Marketing at Home Franchise Concepts (HFC), a leading home and consumer franchise platform. With over 30 years in the industry, Marci brings a wealth of experience and knowledge to the table.Episode Sponsor: ClientTetherBefore we dive in, we want to extend our gratitude to our sponsor, ClientTether. Their support makes this podcast possible, and we encourage our listeners to check out ClientTether's innovative solutions for franchise and business growth.Key Takeaways from the EpisodeIndustry Trends and ChallengesFluctuating Lead Volumes: Marci highlights that lead volumes have been inconsistent, varying significantly by source. This fluctuation has posed challenges in maintaining a steady pipeline of quality leads.Election Year Impact: The political climate and consumer confidence play a significant role in franchise development marketing. Election years, in particular, can lead to uncertainties and fluctuations in consumer behavior and lead volumes.Setting and Achieving Growth GoalsMarci emphasizes the importance of data-driven strategies in franchise development marketing. Here are some steps she outlines for setting and achieving growth goals:Understand Your Numbers: Marketers must use historical data to determine lead conversion and close rates. If historical data is unavailable, benchmarking data from sources like the Franchise Update Media (AFDR) Report can be invaluable.Back into Lead Targets: Once you have your growth goal, work backwards to determine the number of leads needed to achieve that goal. This involves understanding your cost per lead and cost per territory sold.Budget Constraints: If the budget does not align with the growth targets, it's crucial to set clear expectations with leadership, using data to justify the required budget or adjusting the growth goals accordingly.Marketing Channels and StrategiesMarci provides insights into choosing and optimizing marketing channels for franchise development:PPC and Cost Per Lead: Pay-per-click (PPC) advertising remains a staple, but costs per lead have significantly increased. However, the quality of leads has also improved, making it a worthwhile investment.Portals: While portals have historically provided a volume of leads, their quality and conversion rates have been underwhelming. Marci advocates for a balanced approach, integrating portals with other high-yield channels.SEO and Content: Organic search and content marketing are foundational. Ensuring your website is optimized and regularly updated with relevant content is crucial for long-term success.Email Marketing: Effective email marketing campaigns are essential for nurturing leads. Marci discusses the importance of understanding industry benchmarks for open rates and click-through rates to optimize these campaigns.Brokers and Consultants: Working with brokers and consultants can be expensive but can yield high-quality leads. Marci emphasizes the importance of supporting these networks with up-to-date information about the brands and maintaining strong communication channels.Organic Channels: SEO and Content StrategyMarci stresses the importance of organic channels and a robust SEO strategy:Website Optimization: Your website is your storefront. Ensure it is optimized, engaging, and regularly updated with fresh content. This not only improves your search rankings but also enhances the user experience.Content Quality: High-quality content is crucial. With the increasing scrutiny from search engines, ensuring your content is relevant, valuable, and well-written can significantly impact your organic traffic and lead generation.Analytics and Continuous Improvement: Use analytics tools like Domo to monitor and measure the performance of your organic channels. Regularly review and adjust your strategies based on data insights to maintain and improve your rankings.Consultant Networks from a Marketer's PerspectiveBalancing organic lead generation with consultant networks is key to a comprehensive marketing strategy: Support and Communication: Marketers should support consultant networks with the latest information and unique selling points of each brand. This helps consultants effectively pitch the brands to potential franchisees.Partnerships: Building strong partnerships with consultant networks ensures that they are well-informed and can provide quality leads. Regular communication and updates are essential.Data-Driven Decision MakingMarci underscores the importance of data in marketing decision-making:KPIs and Benchmarks: Establish clear KPIs that align with industry benchmarks. These should be understandable and relatable to all stakeholders, including the executive team.Testing and Optimization: Continuously test and optimize your marketing campaigns. Use data to make informed decisions and adjust your strategies accordingly.Non-Emotional Decisions: Ground decisions in data to avoid subjective biases. This is especially important when dealing with feedback from various stakeholders.Final ThoughtsMarci's insights provide a comprehensive roadmap for franchise development marketers. Her emphasis on data-driven strategies, balanced channel selection, and continuous optimization offers valuable lessons for both seasoned and aspiring marketers.Connect with Marci KleinsasserIf you'd like to connect with Marci Kleinsasser, you can email her at marci.kleinsasser@gohfc.com. She's always open to sharing her expertise and connecting with fellow industry professionals.Wrap UpThis episode of The Advisory Board Podcast was packed with actionable insights and practical strategies for franchise development marketing. We hope you found it as enlightening as we did. A big thank you to our sponsor, ClientTether, for their support. Be sure to check out their solutions to enhance your business growth.Stay tuned for more episodes where we continue to bring you expert advice and innovative ideas to help you succeed in the franchising world. Don't forget to subscribe, rate, and review us on your favorite podcast platform.Thank you for listening, and until next time, keep striving for excellence in all your franchise endeavors!

Welcome to another insightful episode of The Advisory Board Podcast, where we connect you with industry experts to provide actionable advice for driving your business and franchise success. Today's episode is brought to you by our sponsor, ClientTether. We are delighted to have the exceptional Simon Severino with us. Simon, the CEO and founder of Strategy Sprints, is a renowned expert in accelerating revenue, enhancing creative sourcing, and increasing close rates. You may have come across him on social media or one of his 1,300 podcast appearances. He's a Forbes author, top TEDx speaker, and triathlete, with a wealth of knowledge that we're excited to tap into today.Introduction and BackgroundSimon began by sharing his journey of falling in love with strategy 22 years ago. As a strategy advisor, he realized the immense importance of having an executable go-to-market strategy. His passion led him to focus solely on this critical area, developing a deep expertise that he now shares through his company, Strategy Sprints.Core TopicsWe delved into three main pillars to help businesses thrive:Increasing Pricing Power:Simon emphasized the importance of positioning and branding before increasing prices. By positioning your offering as a high-value solution, price becomes a secondary concern. He shared a practical exercise using the positioning tool, which asks three crucial questions to frame your value proposition effectively.Improving Win Rates:The key to increasing win rates is reducing talk time during sales calls. Simon recommends a talk time of 28% and listening for the remaining 72%. This approach builds trust and demonstrates that you understand the client's needs. He outlined a method involving eight steps and powerful questions for each stage of the sales process, ensuring a structured and effective approach to closing deals.Accelerating Sales Velocity:Simon shared strategies to shorten the sales cycle by 25%, such as creating valuable email sequences that partially solve the client's problems. He also discussed the importance of leveraging current clients for referrals and addressing their pain points to turn dissatisfied customers into advocates.Current Industry TrendsSimon provided valuable insights into the current economic landscape, noting a decline in sales for lower-tier products while high-ticket items remain stable. This trend underscores the need for businesses to focus on high-value offerings and ensure their pipelines are robust and reliable.Actionable TipsIncrease Pricing Power: Position your brand effectively, emphasizing the unique value you bring to clients.Improve Win Rates: Listen more than you talk, ask powerful questions, and ensure your sales process is structured and repeatable.Accelerate Sales Velocity: Use email sequences to add value and leverage client feedback for referrals.Final ThoughtsSimon shared his own experiences of refining his sales approach, highlighting the importance of humility and continuous improvement. He also stressed the need for a sales coach to provide an external perspective and keep your strategies aligned with client needs.Engagement and ResourcesFor those interested in diving deeper into these strategies, Simon's book "Strategy Sprints" is available on Amazon. You can also visit StrategySprints.com for more resources and to connect with Simon directly. Follow him on YouTube (Simon Severino High Ticket Sales) and X (Twitter) at @SimonSeverino for more insights.Closing RemarksWe wrapped up the episode by discussing creative sourcing and lead generation strategies. Simon highlighted the importance of sharing valuable content and engaging with your audience authentically. By focusing on making people smarter, richer, or happier, you can create content that resonates and attracts potential clients.Thank you for tuning into this episode of The Advisory Board Podcast. We hope you found Simon's insights as inspiring and actionable as we did. Don't forget to check out our sponsor, ClientTether, for all your sales automation needs. Until next time, keep pushing the boundaries and driving your business to new heights!

Welcome to another episode of The Advisory Board Podcast, where we bring industry experts to help us understand the intricacies of running responsible and successful franchises. This episode is proudly sponsored by ClientTether. Thank you, ClientTether, for your continued support.In this episode, we dive into the inspiring journey of Bryan Park, founder and CEO of Footprints Floors, a flourishing flooring franchise based in Colorado. Bryan's story is a testament to how Faith can profoundly impact franchise success and community building.Bryan shares that his business journey is deeply intertwined with his faith. He doesn't see himself as the architect of his success but as a steward of a mission he believes is guided by a higher power. "The Lord built this thing," Bryan humbly states, emphasizing his role as a caretaker rather than a creator.Footprints Floors has grown remarkably, boasting 90 franchisees and over 170 locations nationwide within just five years. This rapid expansion, Bryan insists, is not a result of his doing but a reflection of his faith-driven approach. His philosophy is simple: show up, serve, and let faith guide the way.Bryan's journey into the flooring business started in an unexpected way. After a stint in the Air Force and a plan to become a civil engineer, fate intervened when his dogs destroyed his carpet. Watching a hired professional install new floors, Bryan realized he could do the same. This serendipitous event led him to launch Footprints Floors in 2008, amid a challenging economic landscape.Despite starting with $40,000 in debt and a precarious financial situation, Bryan trusted in his faith. His story is not just one of business acumen but of resilience, humility, and unwavering belief. He recounts working without pay for six months during the 2008 financial crisis, prioritizing his employees' wages over his own. His loyalty and faith culminated in a turning point when he was let go from his job, pushing him to fully commit to his own business.Footprints Floors was born out of a period of significant personal and financial strain. Yet, Bryan believes this was when the Lord was carrying him, a sentiment that inspired the company's name, derived from the famous "Footprints in the Sand" poem. This ethos is embedded in the company's DNA and is reflected in its culture and operations.Bryan's faith informs every decision at Footprints Floors, from business strategies to team building. He emphasizes that their faith is not compartmentalized; it permeates every aspect of the business. This holistic approach creates a unique culture that prioritizes trust, love, and community.A striking example of this is Joyful Light Youth Theater, a community initiative Bryan and his wife run, involving about 400 participants. This project, though demanding, is a labor of love and a way to give back. Bryan's leadership in this venture mirrors his approach at Footprints Floors—rooted in faith and service.The inclusive culture at Footprints Floors stands out in the franchise industry. Despite being led by Christians, the company does not discriminate based on faith, race, or orientation. Bryan proudly notes that their team includes people from diverse backgrounds, including LGBTQ individuals, Jewish and Muslim franchisees, and many who have never set foot in a church. This inclusivity, he explains, is a core Christian value of loving one's neighbor.Maintaining this culture amidst rapid growth is a challenge Footprints Floors meets through strong leadership and continuous engagement with franchisees. Regular webinars, annual conventions, and personal interactions help reinforce their values and ensure everyone feels part of a supportive community.Bryan's humility and focus on serving others have cultivated a strong, supportive culture at Footprints Floors. He believes that true leadership is about service and humility, a lesson he embodies daily.In conclusion, Bryan's story is a powerful reminder of the impact of faith in business. His journey shows that integrating faith into business practices can lead to not only financial success but also create a positive, inclusive, and supportive community. As Bryan aptly puts it, "We can't serve two masters. Serve the Lord, and everything else will take care of itself."Thank you again to ClientTether for sponsoring this episode. Join us next time on The Advisory Board Podcast for more insights from industry leaders. Until then, remember to lead with faith and integrity in all your endeavors.

In this enriching episode of The Advisory Board Podcast, brought to you by our generous sponsor ClientTether, we dive deep into the inspirational journey of Daniel Stein, the CEO and Founder of Special Strong. Daniel's story is one of faith, perseverance, and the transformative power of franchising.From humble beginnings, starting his first business at the tender age of 17 with an arbitrage of broken phones and random household items, to the impactful enterprise he runs today, Daniel's path has been anything but ordinary. His journey into franchising began with a vision shared by a friend from church. This vision evolved rapidly following a life-altering moment when a video showcasing the progress of a client named Brandon went viral, illustrating Brandon walking again thanks to Special Strong's training program. Faced with overwhelming demand and limited by geographical boundaries, Daniel was propelled into the franchising world to expand his mission.Daniel discusses how a few pivotal moments reshaped his life's work, leading to the establishment of Special Strong, a brand dedicated not just to business, but to making a profound impact on lives. He shares heartfelt stories of how his services have helped special needs youth and adults gain independence, combat depression, and improve physically, which he feels brings an abundant life to his clients, as echoed in John 10:10, a guiding scripture for their work.The core of Special Strong's philosophy lies in its foundational values, deeply rooted in biblical verses, shaping not only business strategies but also fostering an inclusive, faith-based community. Despite societal expectations, Daniel emphasizes that building a business on faith principles doesn't create barriers but invites a diverse clientele united by shared values.In a candid revelation about the pains of franchising, Daniel opens up about the challenges he faced—from self-funding and incurring debt to dealing with misaligned partners. However, he highlights the invaluable support of coaches like Gerry Henley and technology that empowers franchisees to focus on strategic growth rather than day-to-day operations.Daniel credits his resilience to the strong support network including his wife, Trinity, and friends who've stood by him through thick and thin, underscoring the importance of community in navigating the arduous journey of franchising.This episode not only sheds light on the unique challenges of expanding a faith-based business but also serves as a beacon of hope and a testament to the strength found in collective support and shared values. Special thanks to ClientTether, whose support makes it possible to share these powerful narratives that inspire and educate our listeners about the transformative potential of faith in franchising.Join us next time on The Advisory Board Podcast, where we continue to explore compelling stories of leadership, innovation, and impact. Stay tuned and stay inspired!

Welcome back to another exciting episode of The Advisory Board Podcast! In this session, we delve into the intriguing world of franchising with Tony Hulbert, the dynamic CEO of Horsepower, a brand that's revolutionizing the franchising landscape by easing operational burdens for franchisees.First off, a huge thank you to ClientTether for sponsoring today's episode. Their support helps bring these insightful discussions to all of you!Today's chat starts with Dave Hansen highlighting Horsepower's innovative approach, which significantly lightens the load for franchise operators, allowing them to focus more on growth and less on the grind. Tony's journey is as fascinating as it is instructive. Starting in the PepsiCo system, moving through roles as a franchise operator in the nutrition space, and now leading Horsepower, Tony brings a wealth of experience and a fresh perspective on building and scaling successful franchise models.Tony shared insights into the “Z services” platform at Horsepower, which provides a suite of essential services like bookkeeping, marketing, and recruiting to franchisees, effectively addressing common business pain points. This model not only simplifies operations but also allows franchisees to concentrate on what they do best: expanding their business.An essential part of our discussion was the critical role of data in franchising. Tony emphasized the importance of having a robust data strategy that begins with understanding customer interactions and extends through detailed performance metrics across the business. He outlined how Horsepower develops key performance indicators (KPIs) that guide franchisees from the launch phase through to established operations, ensuring a clear path to success.Furthermore, Tony touched upon the strategic thinking behind Horsepower's branding and market positioning. He explained the importance of aligning franchise operations with consumer expectations and market dynamics, ensuring that every franchise unit is not just a business but a well-oiled machine capable of sustained growth and customer satisfaction.As we wrapped up the episode, Tony reflected on the broader implications of their work at Horsepower, highlighting how they're setting new standards in the franchising industry by integrating innovative practices that respond directly to evolving market needs and franchisee feedback.Thank you once again to ClientTether for making this episode possible. Their commitment to enhancing customer relationships mirrors our discussion today on building strong, supportive, and successful franchise networks. Tune in next time for more insights from the front lines of franchising on The Advisory Board Podcast. Until then, keep striving and thriving in all your business endeavors!

Welcome to another episode of The Advisory Board Podcast, generously sponsored by ClientTether. Today's episode features the marketing maven from Hot Dish Advertising Group, Jen Campbell, and hosted by Dave Hansen. Hot Dish, celebrated for consecutive years as the top marketing agency by Entrepreneur Magazine, is praised not only for its innovative marketing strategies but also for its admirable treatment of staff.Jen kicks off the conversation with insights into the universe of franchise marketing. Hot Dish's methodical approach involves a comprehensive service suite designed to magnify franchise brands' reach and efficacy across three critical areas: consumer promise, franchise development lead generation, and employee engagement. Her strategy, known as the "connected brand strategy," ensures alignment across these areas, setting a foundation for sustainable growth.Dave and Jen delve into the nuances of maintaining a robust brand promise, a theme that underpins much of today's discussion. They explore the Chick-fil-A model as an epitome of operational consistency and brand loyalty, driven by meticulous attention to customer experience at every touchpoint. This model not only attracts consumers but also inspires potential franchisees and employees by showcasing the franchise's values and operational excellence.The dialogue transitions into a detailed examination of strategic marketing, emphasizing the importance of understanding the target market to craft precise messages that resonate deeply with potential franchisees and consumers. Jen illustrates how a nuanced understanding of each segment allows Hot Dish to craft bespoke marketing strategies that enhance visibility and engagement, thereby accelerating growth.In dissecting franchise marketing challenges, Jen highlights the pivotal role of employees in delivering the brand promise. She argues for targeted recruitment strategies that align with the brand's core values and operational needs, ensuring that each franchise unit operates at its peak potential.The episode not only serves as a treasure trove of strategic insights for franchise owners and marketers but also underscores the importance of integrated strategies that consider every facet of the franchise business model. This holistic approach not only optimizes marketing spend but also fosters a cohesive brand experience that benefits consumers, employees, and franchisees alike.Before wrapping up, Dave extends a heartfelt thanks to ClientTether for their support of the podcast, emphasizing the importance of partnerships in driving forward the conversations that shape the landscape of franchise marketing. For listeners eager to dive deeper into franchise marketing strategies or to engage with Hot Dish Advertising, Jen invites them to reach out through their official communication channels.This episode is a must-listen for anyone involved in or interested in the intricate dance of franchise marketing — where brand promises are not just made but are kept, rigorously and consistently.

Welcome back to another enriching episode of The Advisory Board Podcast, where the world of franchising is demystified with insights you can actually use to boost your business savvy. A huge shout-out to ClientTether for sponsoring this enlightening conversation!Today, we dive deep with franchising powerhouse Liane Caruso, whose expertise spans a commendable 15 years across both agency and brand marketing. Liane, the visionary behind Hello CMO and co-founder of the Let's Grow event and Franchise Assembly Group, generously unpacks her treasure trove of knowledge on franchise development and marketing strategies.Liane kicks off by sharing the overwhelming success of the inaugural Let's Grow event in Dallas, hinting at the exciting expansion of the event to Toronto. She underscores the importance of these gatherings as a nexus for thought leaders in franchise marketing, particularly through the lens of her mastermind groups which are dedicated to enhancing the strategic prowess of CMOs within the franchise industry.A significant part of the conversation pivots to the common hurdles franchisors face in the industry. Liane points out the foundational missteps in budgeting for franchise candidate acquisition, emphasizing the disparity between expectations and reality. She stresses the critical need for a marketing-savvy approach in franchise sales campaigns, highlighting how often sales teams, unaided by marketing expertise, miss the mark on effective engagement strategies.Diving deeper, Liane and host Dave Hansen debate the often contentious relationship between marketing and sales teams within franchising organizations. They advocate for a symbiotic relationship where both departments leverage their strengths to achieve common business goals. Liane argues for strategic alignment and consistency across branding and campaign efforts, which she believes are essential for gaining a competitive edge.The duo also explores modern challenges in franchise development, including how to effectively utilize various digital platforms and the importance of a multi-touch marketing strategy. Liane explains that successful franchisors must employ a diverse mix of marketing tactics to reach potential franchisees, who now require upwards of 20 touchpoints before they engage with a brand.The discussion concludes with actionable strategies for nurturing potential franchise leads through thoughtful, consistent engagement that marries traditional and digital marketing techniques. Liane's approach is a clarion call to franchisors to innovate continuously and stay relevant in a rapidly evolving market landscape.If today's discussion resonated with you, or if you're looking to propel your franchise to new heights, Liane Caruso is just a LinkedIn connection away. Engage with her for more bespoke insights and strategies tailored to the unique needs of your franchise.Thank you for tuning in, and remember, each episode is a stepping stone to transforming your business dreams into reality. Stay tuned for more episodes that quench your entrepreneurial thirst, only on The Advisory Board Podcast.

In the latest energizing episode of The Advisory Board Podcast, we had the pleasure of welcoming back Angela Coté from AC Inc., making her second appearance since her insightful discussion in season one. Angela, a seasoned pro in the franchising domain, shared her unparalleled journey and the transformative focus her company has adopted towards field services in the franchising industry. Before diving into the rich content of this episode, a heartfelt thank you goes out to our episode sponsor, ClientTether, whose support is immensely appreciated.Angela Coté, with a legacy in franchising that traces back to her childhood at M&M Food Market, highlighted the intricate challenges and the evolving landscape of field coaching. Emphasizing the critical gap between operational support and strategic growth coaching, Angela shared personal anecdotes and professional insights into how franchisees can be nurtured from the ground up to achieve not just operational efficiency but also substantial business growth. Her narrative of transitioning from a franchisee to a multifaceted business leader underscored the importance of proactive, strategic coaching over traditional, reactive approaches.Dave Hansen, our host, navigated the discussion through the importance of developing a lifecycle approach to franchisee support, stressing the need for franchisors to provide value beyond the initial operational setup. The conversation delved into the nuances of field coaching, proposing a shift from traditional methods to a more goal-oriented, accountability-driven approach that aligns with the franchisees' long-term aspirations.A critical takeaway from this episode is the identification of a common pitfall where franchisors prioritize unit growth over the profitability and satisfaction of existing units. Angela and Dave discussed the profound impact that focused, strategic coaching can have on the overall health of a franchise system, emphasizing that the success of a franchise should not be measured merely by the number of units but by the success and growth of each franchisee.As we wrapped up, Angela underscored the importance of beginning with the end in mind, advocating for a strategic approach to franchisee support that not only addresses immediate operational challenges but also prepares franchisees for future growth, expansion, and even succession planning. This episode, brimming with actionable insights and a forward-looking perspective, is a testament to the power of proper field support in optimizing unit operations within the franchising community.For franchisors and franchisees alike, Angela's expertise offers a roadmap to transcending traditional boundaries, urging a shift towards a more holistic, growth-oriented franchising model. As we continue to explore the depths of franchising excellence, let's carry forward the lessons from this episode, embracing the changes necessary to foster a thriving, supportive franchising ecosystem. Thank you once again to ClientTether for sponsoring this insightful discussion, and to our listeners for joining us on this journey of learning and growth.

In this episode of The Advisory Board Podcast, we embarked on a fascinating journey through the intersections of AI technology, innovation, and human creativity to optimize content and marketing strategies . A special shoutout to our episode sponsor, ClientTether, whose invaluable support enables us to delve into such rich discussions.Diving into the heart of the episode, Dave, Ben, and Kelly explored the dynamic world of AI and marketing, engaging in a nuanced discussion on the balance between leveraging technology for efficiency and maintaining the integrity of human-centric content. The conversation around Google's stance on AI-generated content underscored the critical importance of quality, strategic thought, and ethical considerations in harnessing AI's potential.The personal narratives shared by Ben and Kelly, from Ben's journey of growth and success to Kelly's rich experiences in food safety and passion for e-biking, brought a humanizing touch to the discussion. These stories provided our audience with a unique glimpse into the lives of our guests beyond their professional accomplishments, fostering a deeper connection and engagement with the podcast.As the episode drew to a close, the discussion turned towards the future, with Dave, Ben, and Kelly reflecting on the transformative potential of AI in reshaping marketing and sales processes. They underscored the importance of approaching AI implementation with care, responsibility, and a forward-thinking mindset, highlighting the need for businesses to navigate the technological landscape thoughtfully and ethically.Listeners of this episode are left with a comprehensive understanding of the challenges and opportunities presented by AI in the business realm, equipped with practical advice and inspired to explore innovative solutions with a responsible approach. Through the support of sponsors like ClientTether and the invaluable insights of our esteemed guests, The Advisory Board Podcast continues to serve as a platform for thoughtful dialogue, learning, and inspiration in the ever-changing world of business and technology.

In this episode of The Advisory Board Podcast, we delve into the world of franchising with the amazing Shannon Wilburn, experienced franchisor, entrepreneur  and the driving force behind Shine Executive Coaching. A special shoutout to ClientTether, our episode sponsor, for making this insightful conversation possible.Shannon, with her vast experience, kicks off the discussion with an authentic behind-the-scenes look at the franchising world, emphasizing the importance of real expertise over the cacophony of bad advice flooding the market. She shares the inception of her exclusive group, the Advanced, a network of women in C-level positions within franchising, highlighting the power of community and peer support in navigating the challenging waters of business leadership.The conversation then shifts to the crux of franchising success - choosing the right Customer Relationship Management (CRM) system, where ClientTether's role as a trusted tool among franchisors sparks an engaging discussion. The mention of ClientTether by Shannon during a meeting of her elite group underscores the solution's impact and efficiency, further validated by enthusiastic nods from members using the platform.Dave Hansen and Shannon dive deep into the heart of franchise development and financing, where Shannon candidly discusses the hurdles and learning curves she encountered. She touches on the pivotal moments of her journey with Just Between Friends and how strategic adjustments and tough decisions led to the brand's resilience and growth. The conversation is a treasure trove of wisdom for emerging franchisors, emphasizing the significance of sustainable growth, strategic planning, and the courage to pivot when necessary.As the episode wraps up, the focus turns to the delicate dance of securing investment and the right partners in franchising. Shannon's insights into the nuanced world of funding are invaluable, offering a roadmap for navigating partnerships, equity, and the critical importance of aligning with partners who share your vision and commitment.We're immensely grateful to Shannon for sharing her journey, challenges, and triumphs, offering our listeners a masterclass in franchising success. And a heartfelt thanks to ClientTether, whose support not only made this episode possible but continues to empower franchisors and businesses to forge meaningful connections with their clients.Tune in to this episode of The Advisory Board Podcast for a deep dive into franchising excellence, enriched by Shannon Wilburn's unparalleled expertise and the innovative solutions from ClientTether.

Welcome to another riveting episode of The Advisory Board Podcast, where we dive deep into the world of franchising with the cream of the crop from the business community. This episode, a treasure trove of wisdom and wit, is brought to you by the fabulous folks at ClientTether—their innovative approach to client engagement and lead conversion is genuinely changing the game for franchises everywhere. Big shoutout to them for sponsoring today's conversation!In this episode, our host, Dave Hansen, sits down with the esteemed Don Shin, a veritable wizard in franchise development. With a background that's as rich as it is fascinating, Don brings to the table over two decades of corporate Fortune 500 experience before taking the franchise world by storm. His journey from leading teams in the corporate sector to mastering the art of franchise sales offers invaluable insights for anyone looking to make their mark in the franchising industry.The discussion kicks off with a look at the current landscape of franchise development, a timely conversation given the economic uncertainties and the looming election year. Don highlights how these factors influence lead generation and conversion rates, stressing the importance of understanding the emotional drivers behind potential franchisees' decisions. This approach is not just about selling a franchise; it's about guiding prospects through a journey of self-discovery and alignment with their goals and aspirations.A significant chunk of the conversation is dedicated to the nuances of lead generation and the crucial role of training and motivating franchise development teams. Don recalls his experiences and the lessons learned at the BAI conference, emphasizing the need for continuous improvement and adaptation to keep sales teams fresh and motivated.Dave and Don delve into the art of maintaining a strong pipeline, discussing strategies for engaging prospects and the importance of quality over quantity. They share anecdotes and strategies on fostering relationships with franchise consultants, enhancing the quality of leads, and the pivotal role of technology in streamlining the sales process.One of the episode's highlights is the exploration of situational sales coaching—a technique Don advocates for keeping sales teams and prospects on track. This method emphasizes the importance of setting clear expectations, scheduling follow-ups, and progressively building prospects' commitment to the franchise opportunity.Throughout the episode, Don's wisdom is peppered with personal stories that bring his advice to life, offering listeners a unique blend of professional guidance and personal insight. Whether you're a seasoned franchisor, a new franchisee, or somewhere in between, this episode is packed with nuggets of wisdom that can help you navigate the complexities of franchise development with confidence and finesse.We wrap up with a hearty thanks to ClientTether for making this episode possible. Their dedication to improving franchise operations through superior lead management and client engagement solutions is truly commendable.Don't miss out on this episode of The Advisory Board Podcast—your go-to source for all things franchising, served with a side of professional playfulness. Tune in, soak up the insights, and let's conquer the world of franchising together!

In the latest episode of The Advisory Board Podcast, we dive deep into the evolving landscape of mass media advertising, exploring what's changing, what's working, and how to navigate the vast options available to marketers today. First and foremost, we want to extend our gratitude to ClientTether for sponsoring this insightful episode, their support is immensely appreciated.Our guest, Brian Bush, brings over 30 years of experience in the media business to the table. As the CEO and Founder of Elite Media Team, based in Columbus, Ohio, Brian has seen firsthand the shifts and turns in the advertising world. Elite Media Team, celebrating its 14th year, boasts a national presence with a local touch in almost every market in the US. Brian, a self-proclaimed die-hard Cleveland sports fan, has the unique perspective of both a seasoned professional and a family man, with over 30 years of marriage, two adult children, a grandchild, and a history of coaching baseball from T-ball through college.The episode kicks off with a quote from Jeff Bezos, emphasizing the importance of focusing on what works in advertising rather than being caught up in the whirlwind of change. Brian points out that blindly flailing at marketing strategies can lead to disaster. He shares insights on the efficacy of connected TV advertising, noting its superior impression rate per 1000 views compared to standard TV, especially for targeted campaigns. However, he also acknowledges the value of traditional TV advertising for broader coverage.Discussing strategies that currently work in mass media advertising, Brian highlights the accessibility of pricing, which can start as low as $1000 a week, scaling up to five figures, making it an adaptable option for various business sizes. He delves into the differences in lead quality, emphasizing the distinction between transactional customers, who focus on price, and relational customers, who value the connection.A common pitfall Brian addresses is the dismissal of strategies based on past failures without understanding the underlying reasons. He stresses the importance of proper attribution and measurement to gauge success accurately. From macro attribution, like topline sales, to more granular metrics like search terms driving PPC or SEO, and the use of digital properties like QR codes and Flow Codes for creative measurement, Brian underscores the necessity of benchmarking and connecting various data points for a comprehensive view.On the duration of mass media campaigns, Brian advises a minimum of six months to truly measure success, highlighting the initial 90 days as a period of building awareness. He shares intriguing insights from eCommerce research, which shows that consumers need an average of 23 exposures to a brand over four to six weeks before making a purchase, depending on the price point.Brian concludes with invaluable advice for those looking to start mass media campaigns: get your messaging right. It's crucial to focus on the customer rather than your own story. If your messaging could easily apply to your competitor with a simple logo swap, it's not targeted enough.This episode of The Advisory Board Podcast, sponsored by ClientTether, not only sheds light on the current state of mass media advertising but also provides listeners with actionable insights from one of the industry's veterans. Brian Bush's expertise and the strategic nuggets he shares make this episode a must-listen for anyone looking to navigate the complexities of advertising in today's market.

Welcome back to The Advisory Board Podcast, where we dive deep into the world of franchising and business growth with the leading minds in the franchising industry. Today's episode is powered by our fantastic sponsor, ClientTether – helping you tether your clients to your brand with unmatched sales automation and customer care.In this episode, we had the pleasure of chatting with the dynamic Madeleine Zook, the Chief Marketing Officer at Premium Service Brands. Juggling the roles of marketing guru, wife, and parent to three energetic kids, Madeleine is like a pro-baller scoring a thousand points in the game of multitasking. Her passion? Taking care of franchisees and navigating the ever-evolving landscape of digital marketing.We kicked off the discussion by dissecting the current digital marketing scene for Zors and Zees. Madeleine candidly shared her insights, highlighting the pitfalls of relying solely on digital agencies and the importance of asking the right questions. From direct mailers to the enigmatic realm of digital ROI, she emphasized the need for double-digit impressions to truly engage with your audience.But what's the silver bullet for FranDev, you ask? According to Madeleine, it's a bit like spotting the quiet, wealthy, and unassuming guy at the end of the bar – easy to miss but essential for success. FranDev, she explains, thrives on a unique blend of tradition and innovation, with culture reigning supreme. As she eloquently put it, there's no universal playbook; it's all about nurturing a community ready to embrace growth.Next up, we delved into the nitty-gritty of budgeting for FranDev marketing. Madeleine broke it down with precision, revealing the numbers behind successful campaigns. Whether you're investing in consultants or flying solo, she stressed the importance of allocating sufficient resources and never settling for second best.But how do you measure success in FranDev marketing? Madeleine's answer was clear – it's all about optimization and never resting on prior achievements. From dedicated teams to expert guidance, she emphasized the need for a tailored approach to ensure growth and sustainability.Wrapping up, Madeleine left us with some crucial questions to ponder. Do you have the right team in place? Are you ready to embrace the ever-changing landscape of FranDev marketing? As we bid adieu to Madeleine, her insights lingered, reminding us that in the world of franchising, adaptability is key, and with the right strategy, success is within reach.Thanks again to our sponsor, ClientTether, for making this episode possible. And until next time, keep innovating, keep growing, and keep listening to The Advisory Board Podcast.

Welcome back to another episode of The Advisory Board Podcast, where we dive deep into the strategies that shape success in business and innovation. This episode is a riveting journey through the evolution of digital marketing, made even more special thanks to our wonderful sponsor, ClientTether—your go-to solution for enhancing client engagement and automating communication. A huge thank you to them for supporting our exploration into the future of marketing!Today, we're thrilled to host Russell Burnett, the visionary Founder and CEO of Online Image. Celebrating 15 years since he launched his groundbreaking company, Russell has positioned himself as a titan in the realm of high-tech marketing, specializing in SEO/PPC, with his ventures including OIX—a comprehensive business operations platform, Leashed.ai, and a focus on ADA compliance. Beyond his professional accolades, Russell is a proud Kansas City Chiefs super fan, adding a dash of spirited fandom to his impressive resume.Russell's journey into leveraging AI in marketing since 2011 provides us with a unique perspective on how the marketing landscape is undergoing its current transformative wave. He shares invaluable insights into the pivotal areas where savvy marketers should harness AI's power, emphasizing content development's critical role. According to Russell, the balance between human engagement and AI is not just a goal but a necessity in today's digital marketing space. Key takeaways from our conversation include:Generating Ideas Rapidly: How AI can be used for brainstorming in both personal and professional settings, offering a speed that human creativity can't always match.Content Creation: The importance of contextualized and personalized content, and how AI tools are revolutionizing this process, making it more efficient and targeted.Comparative Analysis of SEO Ranking Factors: Russell sheds light on using AI for a comparative analysis to optimize performance, ensuring that marketing efforts are not just seen but also impactful.Appointment Scheduling and Predictive Behavior Analysis: He highlights how AI can streamline appointment scheduling and predict consumer behavior, making businesses more proactive and responsive to their audience's needs.As we explore how the marketing landscape is changing, Russell emphasizes the importance of staying ahead by integrating AI into marketing strategies. From rapid idea generation to predictive analytics, the potential for AI to enhance marketing efforts is boundless. So, whether you're a marketing maven looking to sharpen your toolkit or a business owner curious about the future of digital engagement, this episode with Russell Burnett offers a treasure trove of insights, strategies, and foresight into leveraging AI to elevate your marketing game.Remember, the key to thriving in this ever-evolving landscape is finding the perfect harmony between technological advancements and the irreplaceable human touch. Thank you for tuning in, and a special thanks again to ClientTether for making this insightful conversation possible. Stay innovative, and see you in the next episode of The Advisory Board Podcast!

Welcome to another exciting episode of the Advisory Board Podcast, where we bring you invaluable insights from industry experts! In this episode, our guest is none other than Jesse Keyser, co-founder of Keyser Enterprises and a highly successful multi-unit franchise owner. Jesse's journey began while attending college at Southern Illinois University at Carbondale, where he joined a small technology start-up. From there, he ventured into the world of entrepreneurship and opened multiple Little Caesars Pizza locations, eventually selling them all. He also became a Valpak franchisee and later opened Sport Clips Haircuts, currently owning 27 locations across five states. Additionally, Jesse and his partners operate Oxi Fresh Carpet Cleaning territories and are in the process of opening Ideal Image locations nationwide. During our conversation, Jesse shared some invaluable key takeaways. He highlighted the importance of looking for mature franchises with aging owners nearing retirement as lucrative acquisition opportunities. Jesse emphasized that franchisors should have corporate stores to test concepts before franchising, reducing the R&D burden on franchisees. He also stressed the immense value of participating in mastermind groups to gain shared insights and attending the Multi-Unit Franchising Conference for networking and continuous learning.We delved into various topics, including finding the right franchise brand. Jesse advised seeking brands with a clear target customer and employee profile that aligns with the concept. He also emphasized targeting a 36-month ROI timeline and exit multiples above build cost. Jesse mentioned that mature, established brands (20+ years) provide more acquisition opportunities as owners retire, while emerging brands offer the advantage of cherry-picking prime locations if you get in early.We also discussed operating multi-unit franchises. Jesse stressed the importance of deeply understanding your financials and having robust systems in place. He highlighted the need to develop leadership skills to effectively manage diverse personalities and leadership styles. Regular benchmarking through peer mastermind groups and franchise conferences was another key aspect he emphasized.When it comes to franchisor considerations, Jesse shared valuable insights. He explained the significance of requiring corporate stores to test concepts before franchising to avoid burdening franchisees with R&D expenses. He also emphasized the balance between implementing franchisee feedback and maintaining brand standards. Above all, Jesse emphasized that prioritizing strong franchisee relationships should be the number one focus for franchisors.For aspiring multi-unit owners, Jesse had some valuable advice. He recommended attending the Multi-Unit Franchising Conference, an incredible platform for networking and learning from top operators. Jesse emphasized the importance of targeting average performance levels, rather than just focusing on the top 10%. He stressed the need for franchises with clear unit economics and strong franchisee profitability.Thank you, Jesse Keyser, for sharing your wealth of knowledge and insights with us!To learn more about the fascinating world of franchising and to discover how ClientTether can help streamline your franchise operations, check out www.clienttether.com, our proud sponsor for this episode! Stay tuned for more exciting episodes of the Advisory Board Podcast, where we continue to bring you thought-provoking discussions with industry leaders.

Welcome to The Advisory Board Podcast, proudly sponsored by ClientTether.In this episode, we dive deep with Jam Hashmi, a seasoned player in the world of franchising for almost 23 years. He owns and operates a Digital Marketing Agency that works with the Franchise Industry, ClickTecs, a Google Adwords Certified Partner specializing in Search Engine and Social Media Marketing as well as Website design and development for multi-location franchise businesses. He is also the co-founder and CEO of FranchiseSoft, a franchise management software company with modules for Franchisee Management, Onboarding, Franchisee Training through a Learning Management System, Franchisee Support and Financial Royalty Reporting.Jam kicks things off by emphasizing the critical nature of a well-defined system for emerging franchisors. Having a prototype is one thing, but without a structured blueprint for mass production, challenges arise. The key? Knowing every task from signing the franchise agreement to opening the doors, ensuring revenue flows.Moving to established franchisors, Jam uncovers a common challenge - inconsistent communication. This misalignment between head office support teams and franchisees leads to operational inefficiencies. Mixed messages and lost cycles become the unfortunate result.In the era of remote work, Jam sheds light on the e-learning revolution. Online platforms for standardized training not only save HR costs but also ensure a consistent message. Franchisors are now extending this to training not just their employees but franchisees and their staff, creating a harmonious network.Jam discusses the heartbeat of franchisors - ongoing fees. While some are stuck in manual processes with spreadsheets and rubber bands, the advanced ones have embraced automation. Imagine a system that pulls revenue data, does complex calculations, generates invoices, and even runs an ACH debit. Cool, right?A huge shoutout to our sponsor, ClientTether. Join us in the next episode as we unravel more secrets from the minds shaping the future of franchising. Until then, stay curious and stay ahead! #AdvisoryBoardPodcast #FranchisingInsights #BusinessGrowth #FranDev

Welcome to another exciting episode of The Advisory Board Podcast, proudly sponsored by ClientTether. In today's episode, we sit down with Brandon Clifford, the dynamic COO of Business Alliance Inc (BAI), a seasoned entrepreneur who dove into the business world right after college, opening three successful restaurants.With eight years as a BAI consultant and four years as the franchisor FranDev for Homewell Care Services, Brandon brings a wealth of experience to the table. Beyond the boardroom, he's a family man with four kids, and his love for the outdoors is evident in his non-profit board involvement.BAI, a thriving entity for 30 years, is at the forefront of franchise sales, and Brandon shares insights into the evolving landscape.He emphasizes the importance of fit when incorporating brokers into your strategy and advocates for a diversified lead flow. Brokers, he notes, are more than just lead generators; they are valuable networking relationships that require time and effort investment.Brandon delves into franchise recruitment processes, stressing the significance of not solely focusing on closing deals. Instead, he encourages brands to work with multiple networks, provided there's a diverse lead flow.Brokers should be part of a holistic strategy, not standalone.To engage brokers effectively, Brandon suggests hosting webinars, offering incentives, and sharing dead leads still interested in franchising.Understanding the mindset of brokers is crucial, and consistent communication, avoiding spam, and educating them about the perfect fit are key strategies.Curious about when your brand is ready to work with brokers?Brandon provides valuable advice, emphasizing the 20-50 location range, good brand history, and ample territory availability. For early-stage brands, he recommends modeling after the founder, focusing on customer and employee validation, and knowing your avatar.Tune in for this insightful conversation with Brandon Clifford, where we unravel the intricacies of franchise sales, broker relationships, and the dynamic world of BAI. A big thank you to our sponsor, ClientTether, for making this episode possible. Remember, success in franchising is not just about deals; it's about building lasting relationships. Happy listening!

In this inspiring episode of The Advisory Board Podcast, CEO and founder of Griffin Motivation, Jeff Griffin, takes listeners on his journey from being 6'1'' to 4'7'' and shares profound life lessons about gaining resilience.Jeff's incredible resilience is evident as he discusses overcoming challenges and reframing setbacks as opportunities for growth. He emphasizes the importance of mindset management, recounting how he entered a "sauna of self-pity" but ultimately flipped the switch to focus on solutions rather than problems.Facing the adversity of being told he couldn't walk, Jeff shifted his mindset and found joy in mental exercises and envisioning himself walking.In this episode, listeners are treated to Jeff's transformative strategies, including the power of "I AM language" to affirm strength and capability. The "daily dime" routine, five minutes in the morning and five at night, becomes a tool for changing life trajectories.Jeff encourages reframing each day, celebrating small victories, and embracing failure as a stepping stone to success.He also introduces the three-step process to success, represented by KFC:Know what you want,Finish what you start,and Celebrate the process.His wisdom extends to the "law of the harvest," highlighting the importance of what we consume in shaping our outcomes.For those seeking inspiration and practical tools for personal and professional growth, Jeff Griffin's episode is a beacon of hope and motivation. To learn more about Jeff's insights and motivational strategies, visit griffinmotivation.com and embark on your own journey of triumph and transformation.

Welcome to another thrilling episode of The Advisory Board Podcast, brought to you by our episode sponsor, ClientTether! Get ready for some actionable advice from the real franchising experts. In this episode, we have the pleasure of hosting the incredible Zach Beutler, Founding Partner of Horsepower Brands, who's a total rockstar when it comes to franchise development. With over 15 brands and close to 5000 territories under his belt, Zach is here to drop some serious knowledge bombs.Territory strategy is absolutely crucial when it comes to building a successful franchise, and Zach dives headfirst into this topic. But hey, let's get one thing straight - territories don't automatically equal moolah. It's all about the placements, baby! Zach spills the beans on how to build up those metro markets with more owners and optimize truck density per metro. Oh, and did we mention that Horsepower Brands averages just over 3 territories per placement? They're all about growing the brand and individual territories, giving the franchis owner more earning potential!Now, let's talk about one of the biggest mistakes in franchising - giving away too much territory. It's like having a big ol' pizza and only taking a tiny bite, ya feel? According to Zach, many businesses make this mistake, building territories that are way too big. But profitable concepts are all about density, baby! Zach spills the tea on how to optimize that Geographical Business Plan (GBP) and operate within a 2.5 mile radius for optimal results. Oh, and he even gives a rad example of splitting Dallas along the George Bush Turnpike border. Talk about mapping like a boss!But wait, there's more! Zach breaks down the key steps to building an optimal mapping strategy. Pre-mapping the country is a must, but don't forget to pay attention to those county rules, my friend. Permitting and licensing laws can be a total buzzkill, so make sure you're in the know. And hey, understanding true demographic behavior is a game-changer. Different income levels require different marketing approaches, so don't sleep on those lower-income sectors. They could be your ticket to some serious revenue!Oh, and let's not forget about multi-packs, baby! Zach spills the beans on how to determine how many to sell. It's all about finding that sweet spot, my friend. And hey, don't go giving away your territory like it's Halloween candy. Territory is a limited commodity, so hold onto it tight. If you need some expert guidance or professional services to nail that mapping strategy, don't hesitate to reach out.Get ready to level up your franchise game with Zach's amazing insights. Trust us, this episode is pure gold. Tune in now and get ready to dominate the franchising world! And huge shoutout to our sponsor, ClientTether, for making this episode possible.

In this episode of The Advisory Board Podcast, we sit down with Adam Povlitz, the dynamic CEO of Anago Cleaning Systems.A second-generation leader, Adam gives us an insider's view of the journey from a childhood surrounded by the family business to steering Anago Cleaning Systems to new heights.Anago Cleaning Systems, established in 1989, boasts 1800 unit franchises and has secured its place at #36 on Entrepreneur 500. Adam, a second-degree Blackbelt in Tae Kwan Do, introduces us to the three-tier franchise system comprising the Corporate office, Master Franchise, and Unit franchise.We explore Adam's unconventional path to the CEO role, starting at the bottom in 2009 after leaving a high-flying finance job. Adam's experience, including emptying diaper pails in a daycare, was a humbling journey that allowed him to understand the business from every angle.Succession planning was always on the horizon, and Adam shares his father's sage advice: gain experience outside the family business and earn your stripes in corporate America.The transition to leadership came in 2015 when Adam became the CEO, bringing both challenges and growth opportunities.During the challenging times of COVID, Anago Cleaning Systems pivoted from a bottom-line expense to an essential service. Adam details the decision-making process, the importance of team collaboration, and the realization that he was wearing all the C-Suite hats simultaneously.The hardest part of this transformative journey, according to Adam, was realizing that he couldn't do it all.Transitioning from a lifestyle business to a true enterprise brought unique challenges, especially in navigating technology and time constraints.However, the results speak volumes.In just 18 months, Adam hired six executives and successfully reached a $100 million goal. Now, with eyes set on the future, the plan is to hit $300 million by 2028.Adam leaves us with words of wisdom: Build everything to scale, as if you're aiming to be a big enterprise.This episode is a goldmine for aspiring leaders and entrepreneurs, offering insights into leadership, growth strategies, and the power of scaling for success.Tune in to learn from Adam Povlitz's journey and discover the keys to transforming a business into a true enterprise! #LeadershipJourney #BusinessTransformation #ScalingForSuccess