Franchise Advisory Board | Expert Franchising Advice for Franchise Leaders

The Advisory Board Podcast — Featuring Tushar Mishra, Co-Founder & CEO of Delightree Episode sponsored by ClientTether — big thanks to them for supporting the franchise community.In this episode, host Dave Hansen sits down with Tushar Mishra, Co-Founder and CEO of Delightree, to explore how franchisors can stop talking about AI and actually start using it. From automating franchisee support to enabling data-driven coaching, Tushar shares practical, no-hype strategies to make AI an everyday operational advantage—not just a buzzword.You’ll also hear how Delightree’s tech-first approach is streamlining multi-unit operations across 5,000+ locations, and why your operations team might be sitting on a goldmine of untapped efficiencies.Here’s what you’ll learn:AI Without the Fluff: Tushar breaks down what’s actually working in franchise systems today—from SOP-powered AI search to real-time support deflection.Stop Answering the Same Question Twice: Learn how franchisors are cutting 50% of incoming franchisee questions by transforming ops manuals and training docs into smart, searchable systems.Just-in-Time Learning: Gen Z doesn’t want e-learning PDFs. Tushar explains how Delightree is enabling short, actionable, multilingual training that fits the modern workforce.FBCs Supercharged: Discover how AI can prep franchise business coaches with instant, data-backed insights—so they coach smarter, not harder.Data-Driven Onboarding: With mapped rule-based workflows, AI companions, and actionable triggers, Delightree’s onboarding toolkit ensures new owners ramp up with clarity and confidence.Predictive Coaching & Churn Prevention: Tushar unpacks how AI tools can flag underperforming units before they go off the rails—and how you can course-correct early using signals from POS data, audits, reviews, and training compliance.Memorable Quotes:“Half of support tickets come from franchisees asking for information they already have—but can’t find. AI solves that instantly.”“AI doesn’t replace coaching. It just makes your best coach 10x more effective.”“Don’t start with AI. Start with a business problem. The right AI will follow.”Connect with Tushar:📧 tushar@delightree.com 🔗 delightree.comDon’t miss this one if you're ready to ditch the AI hype and finally make it useful—especially for multi-unit ops, support-heavy systems, and FBCs running on caffeine and spreadsheets. Tushar’s insights are smart, scalable, and ready to implement today.#franchiseops #aiforfranchising #franchisegrowth #delightree #clienttether

In this episode, host Dave Hansen sits down with Michael Moorhouse, President of Mosquito Shield, to unpack what it really takes to shift franchisees from a seasonal mindset to a year-round growth mentality. With nearly two decades of experience in the mosquito and tick control industry, Michael shares how the brand has evolved from scrappy startup to a finely tuned franchise machine—now 400+ territories strong and backed by the powerhouse Five Star Franchising group. Here’s what you’ll learn:Peak vs. Off-Season Thinking: Michael reveals how a simple shift in vocabulary—from “off-season” to “non-peak”—helped reframe how franchisees approach planning, performance, and growth.Mindset Over Mechanics: It wasn’t a systems or marketing problem. Michael and his team discovered that performance gaps were often tied to mindset—and he shares the data that proved it.Coaching That Clicks: With a growing team of Franchise Business Coaches (FBCs), including a full-time launch coach, Mosquito Shield created specialized support for every phase of the owner journey—from fresh startups to seasoned empires.Stratification Strategy: Hear how Mosquito Shield aligns internal teams before pushing initiatives system-wide, and how their new “VP of Ops-as-top-performer-coach” model drives results for veteran owners.Trust, Accountability & Pizza Nights: From regional visits to the wildly successful National Callback Night (yes, franchisors and franchisees cold-calling side-by-side), Michael proves that value is built in the trenches—not in PowerPoints.Results That Speak: Thanks to the mindset shift and coaching investments, 2025 is shaping up to be Mosquito Shield’s best year ever—up 12% year-over-year with record owner engagement and retention.Memorable Quotes: “We don’t talk about off-season anymore. It’s non-peak. There’s always work to be done—even when the bugs aren’t biting.”“If you're not giving franchisees your time, you're not giving them value. Time is love.”Connect with Michael:📧 michael@moshield.com🔗 Find him on LinkedIn Don’t miss this one if you’re looking to scale smarter, build owner trust, and break through the complacency ceiling that stunts so many mature franchise systems. And if you're an emerging franchisor—grab a pen. Michael drops gold. #franchising #leadership #mindsetmatters #homebasedbusiness #coachingforgrowth

Episode Summary:The Advisory Board Podcast — Featuring Pete First of BrightStar Care Episode sponsored by ClientTether — big thanks to them for supporting the franchise community.In this episode, Dave Hansen welcomes Pete First, Chief Development Officer at BrightStar Care, to unpack what it really takes to grow a franchise brand with staying power. With over 25 years in the franchise development world, Pete brings both sharp strategy and a grounded, people-first mindset — two things BrightStar is clearly doing right.BrightStar stands out in the home care space thanks to a clinical foundation built around registered nurses making care decisions, and a franchise model that prioritizes compassion just as much as profitability. According to Pete, many of their franchisees are drawn to the brand not just for the business opportunity but because of personal experiences with caregiving. That emotional tie-in matters — and they don’t bring in candidates who don’t genuinely care. “Don’t blow your career on one deal,” Pete says, reinforcing that protecting culture starts with who you let in.Throughout the conversation, Pete and Dave dig into what makes a franchise brand grow the right way — and it’s not a quick-fix formula. It starts with building a brand that’s meaningful and trustworthy, then reinforcing that trust through validation. BrightStar empowers franchisees to vet incoming candidates, keeping cultural alignment tight across the network. And yes — your brand isn’t your logo or your color palette. It’s your people.Pete also breaks down BrightStar’s approach to marketing and lead nurturing, and it's anything but passive. With a smart mix of targeted pay-per-click, drip campaigns, weekly content, and strategic video — they stay in front of candidates for years. Literally. One owner came back after five years of opening BrightStar emails — and converted. That kind of patience and consistency reflects a team that knows timing is everything.One of the biggest takeaways from Pete? Long-term growth only works if your operations can support it. BrightStar’s 27-month onboarding program ensures new franchisees don’t just launch — they scale smartly. Weekly coaching, segment-based support teams, and strong communication with franchisees keep things steady even as the system grows.There’s also a refreshing honesty in how Pete talks about AI’s impact on lead sourcing and content visibility. He acknowledges the landscape is changing fast — search traffic from ChatGPT and other AI platforms is now a meaningful pipeline source — and BrightStar is adjusting accordingly. Video plays a major role too, especially authentic, unscripted content from franchisees themselves.The bottom line? If you want a franchise brand that lasts, you need heart, hustle, and the infrastructure to support both. BrightStar’s not perfect — no brand is — but they’re doing a lot of things right. And Pete’s transparency makes this episode a must-listen for anyone thinking about franchise growth in 2025 and beyond.You can reach Pete at pete.first@brightstarcare.com or find him on LinkedIn. And again, huge thanks to ClientTether for sponsoring this episode.

Johnny Franchise on Building Rock-Solid Franchisor-Franchisee RelationshipsEpisode Summary:In this milestone episode of The Advisory Board Podcast, host Dave Hansen finally ropes in a long-time wishlist guest: the one and only Johnny Francis—aka Johnny Franchise. A Swiss Army knife of franchising, Johnny brings decades of wisdom, wit, and hard-earned perspective to a conversation that dives deep into the heartbeat of successful franchise brands: strong, interdependent relationships.Brought to you by our sponsor ClientTether, whose CRM and automation tools help franchisors and franchisees stay connected and thrive together—just like Johnny would recommend.Dave and Johnny explore what makes a franchise brand actually work beyond just a proven model. Spoiler: it’s not just about systems—it’s about people, trust, and training. Johnny shares why franchisors must obsess over franchisee success, not just ROI, and why continuous training—not just a one-time onboarding—is the unsung hero of brand performance.They also unpack how to spot breakdowns in the relationship ("blame is the first red flag") and why franchise advisory councils aren’t just a checkbox—they’re a franchisor’s secret weapon. Johnny shares stories of turning struggling FACs into collaborative powerhouses and offers simple signals for when your brand needs one (hint: when you can’t remember everyone’s names).Other gems include:How franchisors can foster innovation from franchisees without triggering chaosThe dangers of an "us vs. them" cultureWhy private equity can both help and hurt—and what to watch forThe underestimated value of showing vulnerability as a leaderJohnny leaves us with one powerful reminder: franchising only works when everyone wins.Want to connect with Johnny?You’ll find him at johnnyfranchise.com or on LinkedIn. He’s happy to chat—just don’t be surprised if you get help before you get an invoice.Huge thanks again to ClientTether for sponsoring this episode. If you’re looking to improve franchisee engagement and performance with less manual follow-up and more automation, check them out.

Episode Title: Helping Franchisees Grow — and Exit — With PurposeGuest: Fiona Styant, VP of Development, MOLLY MAID CanadaHost: Dave HansenSponsored by: ClientTether — thanks for fueling franchisee success with smarter CRMWhat happens when your top-performing franchisees take their foot off the gas? If you’re Fiona Styant at MOLLY MAID Canada, you create a framework to steer them back into growth — or gracefully guide them toward a profitable exit.In this conversation recorded at the Let’s Grow event in Toronto, Fiona joined Dave Hansen to share her candid, thoughtful take on how franchisors can manage the lifecycle of a franchisee with clarity and care. With over two decades at MOLLY MAID, Fiona brings a rare dual perspective: she oversees both development and ongoing coaching — a role that bridges franchisee onboarding and long-term performance.Key themes from the episode:🧭 Exit planning starts at onboardingTen years ago, Fiona and her team noticed retiring franchisees were coasting — comfortable but not growing. That sparked a major shift: now, franchisees are asked about their exit goals during training week. Whether it’s five years out or a 10-year plan, Fiona’s team helps owners work backward from their desired outcome.📈 From audits to alignmentMOLLY MAID’s four-pillar model (performance, engagement, compliance, and satisfaction) uses self-assessment and coaching reviews to spark honest conversations. Franchisees aren’t being “audited” — they’re supported in reaching the goals they set. This shift from punitive to performance-focused support is changing the game.💸 Valuation transparencyMany franchisees are shocked (not always in a good way) to learn their business isn’t worth what they thought. That’s why Fiona now delivers an annual seminar on business valuation — with plain-talk guidance on EBITDA, chart of accounts, and how to prep for a sale three years in advance.🚀 Culture of growthThere’s no room for “cash flow coasting” at MOLLY MAID. Franchisees are encouraged to aim high, stay accountable, and know when it’s time to pass the baton. With clear data, strong coach relationships, and a supportive culture, Fiona’s team helps even plateauing owners find their next best step — whether it’s a performance rebound or a well-timed exit.This episode is a masterclass for any franchisor rethinking how to motivate mature operators — and how to plan for exits that feel like wins.Catch the full conversation and connect with Fiona on LinkedIn if you want to dig deeper into her franchisee growth strategies

The Advisory Board PodcastEpisode: Confidence, Culture & the Blushington WayGuest: Natasha Cornstein, CEO of Blushington HoldingsSponsored by: ClientTether – the smart way to grow your franchise.What do luxury beauty, Broadway, and power listening have in common? Natasha Cornstein, CEO of Blushington Holdings, joined us on this episode to share how a next-gen beauty brand is setting the gold standard—not just for glam, but for how businesses should listen, lead, and scale with soul. Beauty with a MissionNatasha might not be the founder, but she’s the visionary CEO behind Blushington’s bold expansion. With locations in NYC and upcoming launches in Boca Raton and Houston, Blushington isn’t just serving makeup and blowouts—they’re serving confidence in a glass of champagne (or sparkling water, if that’s your vibe). The mantra? Confidence looks great on you.Customer Experience = Business StrategyFor Blushington, customer experience isn’t fluff—it’s strategy. Natasha broke down how every detail, from hair washes to tone of voice, is engineered to make guests feel heard, seen, and celebrated. And we’re not just talking lipstick and lashes. We’re talking about a culture of power listening—a practice that’s been baked into the DNA of the brand since day one.What’s “Power Listening” Anyway?It’s not your average active listening. Power listening means really hearing—without interrupting, without ego, and with the intent to understand, not just respond. It’s how Natasha leads her team, trains artists, and builds loyalty both in-store and across her franchise network. The results? Artists feel valued, customers feel heard, and services like wig styling (yes, wigs!) are born from team ideas that rise to the top.Diversity and Inclusion: Not Just a TaglineBlushington’s commitment to inclusivity isn’t performative—it’s operational. From inventory to training, their team is equipped to serve all women: all skin tones, hair textures, and backgrounds. This isn’t new for them—it’s who they’ve been since 2011.Franchising with HeartTransitioning from a corporate model to franchising, Natasha is all about balance: structure meets creativity. With powerhouse partners like iFranchise and Baker McKenzie onboard, she’s building a franchise culture that values the operator’s insights as much as the playbook. Her franchisees? Often customers first. Loyal to the experience, now committed to scaling it.Bonus Round: Glam Meets BroadwayFun fact: Natasha’s husband is co-producing a Broadway show, Take a Banana for the Road with Jeffrey Ross, opening this August. So if you find yourself in NYC, you might just catch some blush, a blowout, and a standing ovation all in one trip.Listen in to hear how beauty, business, and culture intersect—beautifully. And thank you again to ClientTether, for sponsoring today’s episode and supporting smarter franchise growth through automation, lead nurturing, and CRM tools designed for brands that want to scale with impact.

Brought to you by our friends at ClientTether – making follow-up, automation, and sales acceleration easier than ever. Thanks for sponsoring today’s episode!In this jam-packed episode of The Advisory Board Podcast, host Dave Hansen welcomes the one and only Patti Rother—franchise development powerhouse, operator-at-heart, and founder of Root and Rise Franchise Development. With 18+ years of experience across brands like Panera, Blink Fitness, Scent Hound, and Garbanzo, Patti is redefining how smart brands scale—efficiently and sustainably.🚫 Scaling Gone Wrong: The PitfallsPatti kicks things off by challenging the default mindset of "sell more units = scale." Instead, she advocates for intentional growth, built on robust operations, regional focus, and financial foresight. Her message? If your support systems aren't in place, you're not scaling—you're bloating.She warns against:Relying on franchise sales to fund ops (red flag 🚩).High sold-not-open ratios, which kill validation.Skipping backend readiness just to chase growth metrics.Signing franchisees who aren’t fit to operate—or worse, never open.⚙️ Build the Machine Before You Run ItPatti lays out a better path: build for where you're going, not where you are. From real estate to tech stack to operations playbooks, think 30-units ahead—even if you’re only at 3.Her mantra: “Happy, open, profitable franchisees solve everything.” It’s the kind of advice you wish more brands followed.💡 Tech & AI: The Silent WorkhorseAs a self-professed "tech nerd" with AI developers on speed dial, Patti shares how automation, workflows, and smart CRMs can multiply your team without hiring.Use automation to follow up with value—not just “checking in.”Curate the discovery process for candidates with intentional content.Stop letting six-figure video assets collect dust—use them to tell your story.Franchise ops? Same playbook:Create SOPs, organize them smartly in Google Drive first, then migrate to LMS later.Use Looms, avatars, and mass video to teach, support, and engage.Build for training, not just telling.🧠 The Patti Mindset: People First, AlwaysUnderneath it all, Patti’s heart is in operations. She believes in making systems serve humans—not the other way around. Give people bandwidth, and you unlock innovation. Burn them out, and you lose your best asset.From chasing the no in FranDev to regional rings of growth to royalty self-sufficiency as the true north, Patti drops a masterclass in thoughtful franchising—with just the right mix of experience, wit, and tough love.🎧 Listen now and learn how to grow your brand without breaking it—courtesy of one of the most trusted minds in the franchise space.📍 Find Patti on LinkedIn (Patti Rother) or at franchise.dev to connect or collaborate.And don’t forget to check out our sponsor ClientTether—for those who want their follow-up to actually follow through.

Episode Summary: The Advisory Board Podcast – Paul Pickett on Purposeful Growth, Long-Term Thinking & Caring LeadershipSponsored by: ClientTetherIn this deeply insightful and refreshingly candid episode of The Advisory Board Podcast, host Dave Hansen welcomes the legendary Paul Pickett, Chief Development Officer and EVP of Franchising at Wild Birds Unlimited. With 36 years in the business and a reputation for authenticity, Paul brings more than just decades of franchise experience—he brings heart.From nurturing relationships to building legacies, Paul shares his wisdom on what really matters in franchise development: people over profits and reputation over revenue. Paul’s philosophy is clear—great franchising isn't about flashy growth numbers, it’s about caring, connecting, and creating sustainable, joyful businesses that serve both people and planet (or, in his case, birds!).Listeners will learn why nurturing relationships, sometimes for years, pays off in unexpected ways, and why a non-commissioned, high-integrity approach can actually yield stronger franchisee satisfaction and better long-term ROI. Paul also opens up about how Wild Birds Unlimited maintains its values-driven culture through careful growth, deep support systems, and resisting industry pressure to “sell in packs.”We also explore the power of legacy, from second-generation franchisees taking the reins to the brand’s recent transition to partial ESOP ownership—ensuring the mission endures long after the founders step back.Dave and Paul don’t shy away from the challenges either. They dig into the misperceptions around franchising, the need for greater public education, and why involvement with the IFA (International Franchise Association) and advocacy efforts matter now more than ever.Throughout the episode, Paul demonstrates what it means to lead with humility, consistency, and care—even if it means babysitting future franchisees during a site visit or staying in touch with non-buyers for years just because it’s the right thing to do.A huge thank you to our episode sponsor, ClientTether, for supporting these meaningful conversations that push the franchise industry forward.If you’re looking for a masterclass in mission-driven franchising that prioritizes kindness and sustainable growth over short-term wins, this episode is a must-listen. 💼🐦🔗 Connect with Paul: pickettp@wbu.com📲 Or visit the Wild Birds Unlimited franchise development website to learn more

Episode Summary for The Advisory Board PodcastSponsored by ClientTetherIn this episode of The Advisory Board Podcast, host Dave sits down with a true heavyweight in franchise marketing: Lonnie Jones, founder and CEO of Local SEO Help. Lonnie’s been deep in the SEO trenches for years, helping franchise brands (including powerhouses like Horsepower Brands) dominate digital real estate in competitive verticals. But make no mistake—this conversation isn’t just for SEO nerds. It’s a masterclass on how to build long-term marketing momentum using a “stacked” approach.A huge shoutout to our sponsor ClientTether, the CRM that helps franchise brands and owners convert leads with surgical precision. Thanks for powering this episode!👊 Highlights You Can’t Miss:From Accounting to Algorithms: Lonnie’s unlikely journey from government cubicle to SEO kingpin started with a finance degree and a side hustle. Today, he helps franchisees and franchisors alike build sustainable digital visibility.Why “Stacking” Works: Lonnie introduces the concept of “stacked marketing,” a layered, multi-touch strategy designed to build influence over time. Spoiler: if you're throwing up a Facebook ad and expecting instant leads, you’re doing it wrong.The Patience Problem: Franchisees often expect overnight success from campaigns. Lonnie challenges that thinking and explains why consistent visibility and brand impressions across channels (online and offline) create conversion magic.SEO in the Age of AI: The search game is changing—fast. With tools like ChatGPT, Perplexity, and Google's AI search stealing the spotlight, traditional keyword-stuffing just won’t cut it. Lonnie breaks down what this shift means and how to future-proof your SEO strategy.Omnichannel ≠ Everywhere: You don’t need to be on every platform. But you do need to be smart. Lonnie shares how to blend digital ads, local presence, reviews, and retargeting to create brand resonance without blowing your budget.Vet Before You Bet: One of Lonnie’s golden rules? Validate your marketing partners. Whether you’re a franchisor or a franchisee, don’t just throw money at shiny campaigns—talk to peers, review actual results, and give strategies time to mature.Functional Experts Win: Don’t look for one agency to do it all. SEO, Google Ads, Meta, and CRM strategy each require dedicated, deep expertise. Lonnie practices what he preaches by focusing solely on SEO—and being the absolute best at it.🎧 Bottom line: If you’re building a brand in the franchise space, this episode will give you a grounded, tactical framework to shift from scattershot marketing to something that actually scales. Whether you’re in year one or year ten, this is the mindset you need.

Episode Summary for The Advisory Board PodcastWelcome back to The Advisory Board Podcast, where we bring in franchise experts to help you grow brands that stand the test of time — and maybe even scale faster than you thought possible.Today’s guest? None other than Colt Florence, Senior Vice President of Franchise Development at Five Star Franchising. Colt’s not just a heavy hitter on the business side — he’s literally a big dude (former defensive end!) who’s spent the past decade mastering the art and science of franchise development, including a solid stint at Authority Brands. He's a crypto trader, a top-10 ranked collegiate sales professional, and someone who believes that the secret to great franchising isn't what you might expect.🎯 In this episode, Colt breaks down the three critical traits of top franchise owners:Work ethic: No couch potatoes allowed — success is earned through sweat equity.Entrepreneur vs. Intrapreneur: Why “system-followers” (not big-idea builders) often make the best franchisees.System Improvement: How the best owners faithfully implement systems and make them 1% better.Colt and Dave also dig into the myth of "semi-absentee ownership," why most franchise models need hustle (not just investment), and how to spot candidates who can truly thrive inside a proven system. Plus, they geek out over analytics, franchise sales cycle data, and — yes — how Moneyball thinking applies to building unstoppable brands.Big shoutout to our episode sponsor, ClientTether!ClientTether is the ultimate CRM and client engagement platform that helps you automate lead management, follow-up, and franchisee onboarding. Thanks for making this episode possible and for helping brands run tighter, smarter, and faster sales processes!