Franchise Secrets Podcast

In a fascinating discussion, Bob Fraser, entrepreneur and author of 'Invest Like a Billionaire,' reveals how billionaires approach investing as a structured business. He shares insights on resilience, spotting early winners, and avoiding common investor traps like the 60/40 portfolio. Bob also discusses overlooked strategies like private credit, liquidity planning, and tax structures that can save millions. He emphasizes the importance of diversifying investments beyond one's business to build lasting generational wealth.

Most franchisees focus on revenue. The smart ones focus on profit. In this episode, Jeff Herr and Eric dive into the financial truths franchisors and franchisees must understand—from staffing costs to KPIs—if they want to scale and succeed. Profit isn’t optional. It’s survival.   Timestamps 00:00 – Welcome + Jeff’s birthday talk 00:41 – From franchisee beginnings to franchisor support 02:31 – Why revenue isn’t the real measure of success 05:52 – Expenses vs. profitability explained 08:21 – Staffing: the biggest profitability lever 10:49 – Robert Kiyosaki & going back to basics 13:38 – Scaling smart: fewer employees, bigger profits 22:41 – Tools & KPIs every franchisee should demand 26:27 – Opening 3 locations at once: lessons learned 29:14 – Profit vs. vanity metrics 40:18 – “Raise your hand” and learn your numbers   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 #Profitability #Business

In this solo episode, Erik shares the hard-earned lessons he wishes he’d known sooner as a franchisee—so you can avoid costly mistakes, scale smart, and boost profitability. From avoiding territory overload to mastering the basics that actually make money, this is the blueprint for long-term success in franchising.   Timestamps: 0:00 – Why franchisees fail before they start 1:20 – Scaling back from 20 to 10 locations 3:15 – The territory trap: bigger isn’t better 6:12 – Buying existing vs. starting new 8:30 – Innovating too early in your franchise 12:25 – Obsessing over the wrong things 16:30 – The danger of overleveraging 19:11 – Brand name myths 23:22 – Learning from the top 1% 28:48 – Why top-line obsession kills profits   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   #FranchiseGrowth #BusinessMistakes #Profit

What if your grand opening sprint is the very thing burning out your team and killing your momentum? Aaron Hovivian shares the proven strategy his team uses to launch drive-thru coffee shops, run high-impact sprints, and avoid chaos. Whether you're a franchisee or founder, this episode breaks down the full blueprint—from planning to execution—with real stories and hard-won lessons.   ⏱️ Timestamps: 00:00 – Why sprints can burn out your team 01:40 – What Aaron’s fractional COO team actually does 03:48 – How short-term contracts empower clients 05:17 – From vision to grand opening: how to break it down 07:02 – The difference between annual plans and sprints 08:52 – Grand opening vs. sprint: where things get real 10:25 – Marketing sprints and digital product launches 12:57 – Common launch week mistakes 16:30 – The dark side of “always sprinting” 28:34 – Why building a strong third tier is key 40:38 – The biggest mistake founders make during sprints   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 #Leadership #Operations

In this episode, Taco John’s CEO, Heather Neary, shares her full-circle journey, the five C’s of franchising success, and what it takes to grow a legacy QSR in today’s competitive market. From franchisee empathy to marketing/ops integration—this is a masterclass in modern franchising.   Timestamps: 00:00 – The lawnmower hustle: Eric's childhood story 01:25 – Meet Heather: CEO of Taco John’s 03:46 – Her path from cheesesteaks to CEO 04:49 – Uniting marketing & ops under one vision 06:55 – How to support struggling franchisees 09:37 – Food vs. non-food franchising insights 14:56 – Taco John’s legacy and brand refresh 17:54 – How to lead meaningful brand change 20:20 – Listening tours and building trust 26:08 – Franchisee ROI and capital investment strategy   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 #Leadership #QSR

In this engaging discussion, Joshua Kalinowski, a former pro baseball player turned entrepreneur, shares his remarkable journey from the Colorado Rockies to thriving in real estate and various businesses. He emphasizes the importance of diversification and tackling challenges in smaller markets. Joshua discusses building confidence through evidence, navigating the transition from entrepreneur to effective business owner, and the vital role of mentorship. He highlights balancing work with family and the crucial role of structure in growing a multi-million dollar empire.

Thinking of selling your franchise brand someday? Don’t do it until you hear this.    Investment banker J. Patrick Galleher from Boxwood Partners joins Franchise Secrets to break down the real mechanics behind franchise exits, private equity deals, and what makes a brand worth $100M—or not.   We cover:   -Why “vanity metrics” like territories sold can hurt your valuation -What smart franchisors do differently to attract premium buyers -The truth behind 20x multiples (and why most never get close) -How to avoid common mistakes that kill enterprise value -When to step aside as founder—and when to double down -This is the episode every franchisor needs to hear before scaling or exiting.   👉 Join the Franchise Secrets Facebook group: franchisesecrets.com/facebook 👉 Learn more about the Franchisor Mastermind: scalablefranchise.com   ⏱️ Timestamps: 00:00 – Why some founders thrive after selling… and others don’t 01:22 – Pat Gallagher’s background in franchise M&A 03:00 – How to tell if your franchisor is giving you the full truth 06:47 – The real story behind those $100M franchise exits 08:30 – Second bite of the apple: how founders cash in twice 09:48 – Vanity metrics vs real enterprise value 12:00 – How to avoid a stale “snow” pipeline 13:57 – Why unit-level economics matter more than hype 17:39 – The hidden ways franchisors protect their Item 19 24:52 – When founders should step aside—and how to find the right buyer 29:42 – The truth about 20x multiples (and what it really means)   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   #FranchiseExits #FranchisorTips #PrivateEquityTruth

In this episode of Franchise Secrets, Erik Van Horn sits down with Nic Leland from Front Street to pull back the curtain on what really happens behind closed doors in franchise development.   Nic doesn’t just help people say yes to franchises — he helps them say no when it’s not the right fit. His journey from a would-be doctor to a franchise advisor reveals the human side of franchising, identity, risk, and making the right call for your future.   Whether you're thinking of buying a franchise, already in the game, or part of a sales team, this is the raw, real, and radically honest episode you need to hear.   👀 You’ll learn:   -Why being approved for a franchise isn't automatic -The importance of identity, purpose, and fit in business -What makes someone NOT ready for entrepreneurship -How great developers protect founders and franchisees   ⏱️ Timestamps: 00:00 – “Don’t buy that business”: The best franchise advice you’ll ever hear 01:38 – Why this isn’t just another franchise development episode 02:46 – From med school rejection to franchise leadership: Nic’s origin story 04:59 – The gamble that changed Nic’s life: Joining Front Street 07:22 – Letting go of your career identity — and finding the right one 09:46 – How identity and fear play into franchise buying decisions 12:04 – What Nic would tell his younger self (and why lifestyle matters) 17:54 – The early days of Front Street and why it’s not about volume 22:10 – Helping people walk away: The real job of a great franchise dev 23:59 – The “Why vs Why Not” list that every franchisee should make 30:42 – How Front Street decides when to not approve a candidate 39:00 – Broker vs website leads: Why the origin of the lead matters 43:41 – What makes a 10/10 franchise consultant vs a 1/10 46:36 – How Nic reviews applications — and what the numbers reveal 50:30 – Building wealth vs spending income: What franchisee finances tell you   🔗 Resources & Mentions:   Join the free Facebook group: franchisesecrets.com/facebook   Learn more at: scalablefranchise.com   Want to work with Front Street? Reach out at frontstreetequitypartners.com   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 #Entrepreneurship #Leadership

There’s a reason we don’t say “yes” to every franchise opportunity—and in this episode, we break down why. Jeff Herr joins Erik to reveal what actually makes a franchise brand scalable, investable, and valuable long-term.   We’re talking proprietary IP, raving customers, founder mindset, team culture, recurring revenue, and why the first rule of franchising is: don’t franchise. From a $12M single-unit operator to a high-margin dirty job brand no one’s heard of… this is the inside playbook.   👇 Timestamps:   00:00 – If you’re tired, franchising won’t save you 01:44 – What Jeff looks for in brands 03:33 – The “boxes” every brand must check 06:52 – Defining brand: emotional connection = real value 08:26 – A dirty job with 5-star reviews & proprietary IP 11:41 – Why recurring customers are gold 14:53 – FSOs vs Front Street: What makes us different 15:56 – Building enterprise value VS. chasing franchise sales 19:19 – The grit-and-grind behind true growth 27:13 – Why we told a $300k/mo brand NOT to franchise yet 34:50 – $12M from ONE unit: what made this brand unstoppable 43:32 – The 4 critical boxes for any franchise brand   🎧 Subscribe for more insights at FranchiseSecrets.com 🔥 Need help growing or launching a franchise? → ScalableFranchise.com   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 #FranchiseSecrets #FrontStreetEquityPartners

What happens when you ignore your gut and hold onto a struggling franchise too long? In this episode, Erik Van Horn shares the raw story of how one decision cost him over $100,000—and how it shaped the way he approaches franchise buying today. From distressed sellers and employee transitions to risky leases and LOI clauses, this episode is packed with real-world lessons for franchisees, franchisors, and investors alike.   🔑 What You’ll Learn:   -The $100K mistake that changed Erik's entire investment strategy -How to spot a distressed seller (and how to negotiate with them) -What most sellers don’t understand about buyers -How to structure a smart, risk-aware Letter of Intent (LOI) -Why culture and employees can make or break an acquisition -Real red flags buyers often miss (like prepaid revenue traps) -The power of empathy, humility, and scars in franchise success   🛠️ Resources Mentioned:   -Franchise Secrets Facebook Group: franchisesecrets.com/facebook -Scalable Franchise Coaching: scalablefranchise.com -Free custom GPTs for franchise buyers and operators (coming soon in the Facebook group)   ⏱️ Timestamps:   0:00 – The $100K mistake that started it all 1:14 – What went wrong: remote ownership, false optimism, sunk costs 3:38 – Why some deals are better left behind 5:50 – The psychology of a distressed seller 6:55 – What buyers are REALLY thinking (but don’t say out loud) 9:00 – How to protect yourself with a rock-solid LOI 12:46 – Lease pitfalls, employee contracts, and legal landmines 18:46 – Secret shopping: how to really understand a franchise’s culture 21:22 – How to evaluate team dynamics and playbooks post-acquisition 23:31 – Ego, empathy, and becoming a better franchise buyer 26:11 – Why peace of mind is often more valuable than the best price 27:39 – How to manage risk when buying a franchise 28:26 – What’s next: acquisitions, GPT tools, and how to get involved   📢 Subscribe & Follow: Don’t miss future episodes with top franchise operators, experts, and insiders. Subscribe on Apple Podcasts, Spotify, or wherever you get your podcasts.   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 #Failure #Lessons