Franchise Advisory Board | Expert Franchising Advice for Franchise Leaders

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!

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.👉 Don’t miss this one if you care about building bold brands, thriving under pressure, and leading with purpose.Want to connect with Bennett or learn more about Dirty Dough? Visit dirtydoughcookies.com.Let us know what stood out to you in this episode!

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.👉 Don’t miss this one if you care about brand integrity, franchisee success, and building something beautiful under pressure.Want to connect with Michelle or check out Face Foundry? Visit thefacefoundry.com.Let us know what inspired you in this episode!

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 👀) to the power shift driven by AI and changing consumer behavior, this episode unpacks:The real meaning of owning your website (hint: it’s about control, scalability, and future-proofing your marketing).Why a sleek design doesn’t mean much if your customers can’t take action.How AI is already transforming website content, user interaction, and backend updates.Why the “all-in-one” marketing tech pitch may be doing more harm than good.And how franchise brands can separate what’s flashy from what’s functional in their tech stack.Mark also gives a behind-the-scenes look at DevHub’s evolution—from 15 years in white-label anonymity to becoming a direct powerhouse for franchise brands—powering systems like Authority Brands and Homefront Brands. His passion is palpable, his opinions are unfiltered, and his message is clear: the brands that own their digital presence will win the next decade.Special thanks to our episode sponsor, ClientTether, for supporting this insightful conversation. ClientTether is helping franchise brands automate, communicate, and scale smarter.👉 Don’t miss this one if you're ready to ditch the duct-tape tech stack, embrace scalable systems, and start treating your website like the digital HQ it really is.Want to connect with Mark? You can find him at DevHub.com, on LinkedIn, or anywhere online as @gliderCEO.Let us know what hit home for you in this episode!

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.