Sales Good or Sales Bad? The Hidden Art of Imperceptibility in Franchising Stop Sounding Like a Salesperson. Start Closing Like a Pro. Why subtle, informed selling wins in franchise recruitment and supplier sales. You either hate being in sales or you love it. But the reality is this: if you’re in franchising whether you’re recruiting…
The Truth Behind “Free” Franchise Consulting: How the FTC’s New Rule Impacts Franchise Brokers, FSOs, and Franchisors By Joe Caruso In a landmark move to protect consumers and raise the standard of honesty in marketing, the Federal Trade Commission (FTC) has issued a final rule prohibiting deceptive practices in the use of endorsements, testimonials, and…
Quick & Easy Franchise Recruitment Hack: The 2-Step Sales Process Trap and What Works Instead The Promise of a Shortcut Every franchisor wants to recruit franchisees faster. In the race to scale, the appeal of a “Quick & Easy 2-Step Sales Process” is irresistible. Imagine this: one call to explain everything, another call to close….
By Joe Caruso The Problem: Minor Cheats Have Become the Norm In today’s hyper-competitive franchise recruitment environment, the lines of legality and ethical conduct are increasingly blurred. Minor cheats, especially in the form of unlawful Item 19 FPRs (Earnings Claims), have moved from occasional infractions to systemic practices. Franchise sellers, including franchisors, brokers, and Franchise…
Everyone’s on the Franchise Sales Team: How to Unify, Scale, and Win Together Franchise Growth Starts at the Top: CEOs Must Empower Sales Leadership to Drive Cross-Functional Accountability and Systemwide Success The ProblemFranchise brands are designed for growth. But many fail to scale effectively because of internal breakdowns, not market limitations. Sales, operations, and marketing…
How Today’s Franchise Content Is Stretching FPRs and What Ethical Brands Must Do to Regain Control Franchise development has entered a new era. Financial data no longer stays inside Item 19 of the Franchise Disclosure Document (FDD). Today, these numbers are being repackaged, reinterpreted, and redeployed across email campaigns, social media posts, sales decks, podcasts,…
By Joe Caruso The Shift from Selling to Stewardship Franchise development is no longer about how many territories you can award or how fast you can grow. It’s about how carefully and responsibly you expand, and who you choose to bring into your system. The franchise industry has matured, and the way we recruit must…
Gastropub operator Bar Louie filed for Chapter 11 bankruptcy protection on March 26, 2025, marking its second restructuring in five years as persistent inflation and operational challenges continue to batter the restaurant industry. BLH TopCo LLC, the Addison, Texas-based parent of the Bar Louie brand, filed the voluntary petitions in U.S. Bankruptcy Court in Delaware,…
Franchise Sales AI Agents: Essential Compliance Practices for Responsible Franchisors By Joe Caruso Artificial intelligence (AI) promises powerful advantages for franchise sales teams, automating outreach, scheduling appointments, and accelerating lead generation. Yet a critical question remains largely unexplored by franchisors and franchise attorneys alike: Are AI agents reliably safe for franchisors from a compliance standpoint?…
How franchisors can leverage AI to enhance sales processes while mitigating risks The rise of AI and automation is reshaping industries worldwide, and franchising is no exception. From lead generation to candidate engagement, the potential for efficiency and scale is immense. However, the promise of AI often blurs the distinction between meaningful investments and tools…
Unlocking Opportunities in the U.S. Market Expanding into the U.S. market is a transformative opportunity for franchisors, offering access to one of the world’s largest and most dynamic economies. However, entering this competitive landscape requires a thoughtful approach that balances vision, strategy, and execution. This guide provides a comprehensive roadmap for international and domestic franchisors…
Franchising is a powerful model for growth, but building a successful franchise brand whether in the U.S. or internationally—requires more than just ambition. It demands guidance from seasoned professionals who know the ins and outs of franchising. Whether you’re an established franchisor looking to refine your system or an aspiring franchisor preparing to launch, finding…
What Sets Your Franchise Apart? In today’s competitive franchise market, elite franchise buyers those who bring experience, resources, and long-term commitment are highly selective. They don’t just look for a business with solid cash flow; they seek a system that provides clear financial rewards, scalability, and robust support. To attract these top-tier candidates, franchisors must…
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