Franchise Secrets Podcast

Hunter Mitchem, a multi-unit franchisee and entrepreneur who scales wellness brands while running HVAC and real estate investments. He discusses the profit-first trap that traps single-unit owners. He explains using real estate and banking to fuel rapid expansion. He shares why overhiring, delegating, and a multi-brand approach unlocked fast growth.

In this discussion, guest Nick Najjar, a multi-entrepreneur and investor, reveals insights gained from his journey in franchising and business ownership. He emphasizes how Cutco's training fosters exceptional operators. Najjar explains the importance of hiring the right team for financial freedom and shares strategies for evaluating home-services businesses. He also debunks myths about passive investing, comparing masterminds to traditional mentors. Listen to learn how smart deal-making and an effective exit plan can transform your entrepreneurial journey!

Running a franchise is hard… but starting inside one of the hardest businesses in America? That's where grit is forged. In this episode, Erik Van Horn and Jeff Herr go deep into their early days inside the tax business — the chaos, the break-ins, the angry customers, the 20-hour days, the software failures, and the pressure of thousands of franchisees depending on them. These are the stories no one tells about franchising. And these are the lessons that built the problem-solving, strategist mindset they bring to the franchise world today. Whether you're a franchisor, franchisee, or someone thinking about buying a franchise for time and financial freedom, this conversation will show you the real skillset that separates the pros from everyone else. Key Takeaways: -Why the hardest businesses produce the best franchise operators -Real war stories from the tax industry that shaped Erik and Jeff -How to build grit, resilience, and problem-solving ability -Why chaos teaches you more than comfort -How franchisees can think more strategically -The simple market test to measure your local brand awareness -How to stop living in the weeds and start thinking at CEO level Timestamps: 00:00 – The Hardest Business We Ever Ran 03:00 – The Horse Story & Neighbor Garbage Lesson 04:41 – Early Tax Season War Stories 06:21 – Break-Ins, Exhaustion, and Chaos 07:32 – Jeff's Holiday Scar Tissue 09:11 – When Systems Break and Everyone's Angry 15:11 – Customer Pressure & Creating Raving Fans 17:21 – Stepping Back to Become a Strategic Entrepreneur 19:27 – Jeff's Evolution Into a Strategic Thinker 26:55 – Franchisee Strategy: Visibility, Local Branding & Market Penetration Connect with Erik Van Horn: 🌐 Website - https://franchisesecrets.com/ 📷 Instagram - https://www.instagram.com/erikvanhorn/ 👍 Facebook - https://www.facebook.com/erik.v.horn/ 💼 LinkedIn - https://www.linkedin.com/in/evanhorn/ Best Franchise Starter Playlist: https://youtube.com/playlist?list=PLEEithd54kMlgRgsBAo4LWNCMSOthnK0r&si=TD1z25-ie2d23rGm https://youtube.com/playlist?list=PLEEithd54kMle5_OUXiuLbc_UPBtz1vTE&si=uCOgDya1VnnCarDf https://youtube.com/playlist?list=PLEEithd54kMk2Kw07KwZGWgF8UTx9N5_T&si=ZldjBOqFanGE-JUL #Franchise #Business #Leadership

Dive into the high-stakes world of seasonal franchises where timing is everything. Discover why working harder often isn't enough and how 80-90% of revenue can roll in within mere weeks. Learn the critical role of effective marketing over mere effort and explore grassroots strategies that outshine traditional ads. Hear captivating stories of navigating crises and the vital lessons learned from launching numerous locations. This insight-packed discussion reveals the harsh realities and rewarding strategies of seasonal business ownership.

Most people are using ChatGPT to avoid thinking — not to become better leaders, investors, or business owners. In this episode, Erik Van Horn breaks down exactly how he uses AI as an advisor, not a yes-person. From family-office GPTs and tax strategy to deal analysis, franchise decisions, and leadership judgment — this is how AI should challenge your thinking instead of replacing it. If you're using ChatGPT to move faster without thinking deeper, this episode will make you think about how you use AI. Timestamps: 00:00 – ChatGPT Is Making Leaders Lazy (Better vs. Lazier) 01:27 – Why AI Becomes a "Yes Person" 03:54 – Using ChatGPT as an Advisor (Family Office GPT) 06:28 – Preparing for High-Stakes Franchise & Business Meetings 10:55 – LOIs, Deal Structure, and Saving Legal Costs 12:05 – Entity Structure, C-Corps, QSBS & Tax Strategy 16:54 – Why Most Business Owners Have Weak CPAs 20:03 – Augusta Rule: A Low-Hanging Tax Strategy 23:13 – Analyzing Financials & Company Performance with AI 31:04 – Leadership Decisions: Forcing AI to Challenge You Connect with Erik Van Horn: 🌐 Website - https://franchisesecrets.com/ 📷 Instagram - https://www.instagram.com/erikvanhorn/ 👍 Facebook - https://www.facebook.com/erik.v.horn/ 💼 LinkedIn - https://www.linkedin.com/in/evanhorn/ Best Franchise Starter Playlist: https://youtube.com/playlist?list=PLEEithd54kMlgRgsBAo4LWNCMSOthnK0r&si=TD1z25-ie2d23rGm https://youtube.com/playlist?list=PLEEithd54kMle5_OUXiuLbc_UPBtz1vTE&si=uCOgDya1VnnCarDf https://youtube.com/playlist?list=PLEEithd54kMk2Kw07KwZGWgF8UTx#9N5_T&si=ZldjBOqFanGE-JUL #AI #Leadership #franchising

Most business owners believe their company is valuable because it makes money. They're wrong. In this solo episode, Erik Van Horn explains why owner-dependent businesses are worth far less than founders realize, even when they're profitable. If your business only works because you're involved in everything, buyers don't see an asset — they see a job. Erik breaks down: -The "most expensive org chart in America" -Why being indispensable kills enterprise value -A personal health scare that tested his businesses -The difference between cash flow and a sellable asset -How to start removing yourself as the bottleneck without blowing up the business If you want real optionality — whether that's selling, stepping back, or building a better lifestyle — this episode will change how you think about your business. Timestamps: 00:00 – The most expensive org chart in America 03:45 – Why doing everything weakens your business 07:20 – The pride trap of "I do it all" 11:40 – Why buyers avoid owner-dependent companies 15:55 – A real health scare that tested the systems 20:30 – What a healthy business looks like without the owner 25:10 – $500K working 60 hours vs $350K working 5 30:05 – Why growth can still drain cash 35:40 – Cash flow vs enterprise value 41:15 – The real test of business health 45:30 – Practical ways to remove yourself as the bottleneck 51:00 – The mindset shift founders must make 55:10 – Final takeaway: build for value, not ego Connect with Erik Van Horn: 🌐 Website - https://franchisesecrets.com/ 📷 Instagram - https://www.instagram.com/erikvanhorn/ 👍 Facebook - https://www.facebook.com/erik.v.horn/ 💼 LinkedIn - https://www.linkedin.com/in/evanhorn/ Best Franchise Starter Playlist: https://youtube.com/playlist?list=PLEEithd54kMlgRgsBAo4LWNCMSOthnK0r&si=TD1z25-ie2d23rGm https://youtube.com/playlist?list=PLEEithd54kMle5_OUXiuLbc_UPBtz1vTE&si=uCOgDya1VnnCarDf https://youtube.com/playlist?list=PLEEithd54kMk2Kw07KwZGWgF8UTx9N5_T&si=ZldjBOqFanGE-JUL #EnterpriseValue #Sellable #Systems

I've complained about franchisors — even great ones. But it wasn't until I experienced fear-based leadership firsthand that I truly understood what good partnerships actually look like. In this solo episode of Franchise Secrets, I break down the partnership levers behind my best franchise deals — the exact ways partnerships have allowed me to scale across franchising, investing, advisory roles, and brand building without working nonstop or needing to own everything myself. From early family partnerships to building Front Street, I walk through the real-world lessons that shaped how I evaluate partners today — including the difference between control and leverage, why fear kills franchise systems, and how the right partners help you build a much bigger pie. If you're a franchisor, franchisee, or investor trying to grow smarter (not just harder), this episode will give you a framework you can actually use. Timestamps: 00:00 – Complaining About Franchisors (Even the Great Ones) 02:25 – Why Leverage Is the Foundation of Great Partnerships 02:47 – Partnering With Family: Lessons From My Parents 04:47 – Why I Don't Need to Own 100% of the Business 06:53 – Lever #1: Distribution You Can't Buy Overnight 10:21 – Lever #2: Credibility and Becoming "The Franchise Guy" 14:03 – Lever #3: Speed, Alignment, and Moving Without Delay 18:04 – Lever #4: Insight and Specialized Expertise 22:03 – Lever #5: Capital and the Solo Salon Studios Story 30:32 – The Ultimate Test: When 1 + 1 Must Equal 11 Connect with Erik Van Horn: 🌐 Website - https://franchisesecrets.com/ 📷 Instagram - https://www.instagram.com/erikvanhorn/ 👍 Facebook - https://www.facebook.com/erik.v.horn/ 💼 LinkedIn - https://www.linkedin.com/in/evanhorn/ Best Franchise Starter Playlist: https://youtube.com/playlist?list=PLEEithd54kMlgRgsBAo4LWNCMSOthnK0r&si=TD1z25-ie2d23rGm https://youtube.com/playlist?list=PLEEithd54kMle5_OUXiuLbc_UPBtz1vTE&si=uCOgDya1VnnCarDf https://youtube.com/playlist?list=PLEEithd54kMk2Kw07KwZGWgF8UTx9N5_T&si=ZldjBOqFanGE-JUL #FranchiseSecrets #BusinessPartnerships #FranchiseGrowth

Erik Van Horn and Jeff Herr break down one of the most explosive franchise categories ever created: salon suites. They reveal how the model went from unknown to industry-dominating, why private equity rushed in, and what made it one of the highest-leverage real estate plays in franchising. From early headwinds and financing challenges to scaling 10,000–29,000 sq ft locations, this episode offers a candid, behind-the-scenes look at disruption, growth, and building enterprise value in a new market. Timestamps: 00:00 – Creating a Disruptive Franchise Category 02:50 – Storytelling Lessons From Napa 05:10 – Discovering the Salon Suite Opportunity 08:20 – The Real Estate Insight Behind Salon Suites 11:50 – When Sola Took Over the Industry Conversation 17:10 – Industry Resistance & Stylist Education Challenges 23:00 – The Million-Dollar Buildout Era Begins 27:30 – Financing Breakdowns and SBA Pullback 31:50 – Why Private Equity Loves This Model 38:40 – Scaling Into 10,000–29,000 Sq Ft Mega-Locations Connect with Erik Van Horn: 🌐 Website - https://franchisesecrets.com/ 📷 Instagram - https://www.instagram.com/erikvanhorn/ 👍 Facebook - https://www.facebook.com/erik.v.horn/ 💼 LinkedIn - https://www.linkedin.com/in/evanhorn/ Best Franchise Starter Playlist: https://youtube.com/playlist?list=PLEEithd54kMlgRgsBAo4LWNCMSOthnK0r&si=TD1z25-ie2d23rGm https://youtube.com/playlist?list=PLEEithd54kMle5_OUXiuLbc_UPBtz1vTE&si=uCOgDya1VnnCarDf https://youtube.com/playlist?list=PLEEithd54kMk2Kw07KwZGWgF8UTx9N5_T&si=ZldjBOqFanGE-JUL #Franchising #Growth #Disruption

Bobby Brennan, a franchise development and operations expert, shares insights gained from collaborating with 20-25 franchise founders. He discusses the essential traits of elite founders, emphasizing the importance of a 'franchisee-first' mentality. Bobby raises red flags to watch for when evaluating leaders, such as unchecked ego. He stresses the significance of transparency with franchisees and the need for a mindset shift to tackle challenges. Listeners learn how the best founders build trust and navigate growth while maintaining accountability.

Aren Johnstone, CEO of FranchiseRamp, delves into the critical dilemmas of hiring in franchising. He reveals why outside marketers often struggle, likening franchising to a political system where franchisees wield significant power. Aren highlights the pitfalls of hiring ex-e-commerce leaders versus seasoned franchise veterans, and discusses how leadership aiming for quick wins can erode culture. His insights on creating a franchisee-first environment and using innovative strategies, like AI tools for communication, offer valuable guidance for scaling franchises.