Franchise Secrets Podcast

Jerry Pugh went from making $5 an hour as a paramedic to owning 19+ Workout Anytime gyms—and then shocked the franchise world by buying the entire 200-unit brand. Everyone said it was impossible. Private equity experts said no way. Yet Jerry made it happen and now leads the company as CEO.   In this episode of Franchise Secrets, Jerry shares how he scaled fast, knew when to close a failing location, negotiated with landlords, attracted private equity, and ultimately pulled off a once-in-a-lifetime majority ownership deal.   If you’re an entrepreneur, franchisee, or dream of building something big, this story will light a fire under you. 💥   ⏱ Timestamps 00:00 – Everyone said it couldn’t be done: the impossible franchise deal 02:20 – From paramedic to first Workout Anytime franchise purchase 05:40 – Lessons learned closing a money-losing location 09:30 – Planting the seed to one day own the brand 13:45 – Innovating early with wellness suites & bigger gyms 17:50 – How premium amenities doubled lifetime customer value 22:10 – Cutting churn & boosting retention with smart engagement 26:45 – Building trust and relationships as a first-time franchisor CEO 29:50 – Teaching franchisees to scale and attract private equity 33:30 – Pulling off a rare majority-ownership deal with debt & equity 39:30 – Jerry’s final advice: work harder, take risks, see opportunities others miss   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 #Grit

Thinking about starting a franchise while working full-time (and maybe raising a family too)? 🚀 In this episode of Franchise Secrets, Bobby Brennan shares his journey from employee → sweat equity partner → franchisee → “semi-absentee” owner.   He reveals the real cost of chasing franchise ownership when your capacity is maxed out, the truth about franchisor value, and why “failure” can be the best teacher. If you’ve ever considered buying a franchise or wondered whether semi-absentee ownership really works, this is a must-watch.   👉 Learn how to avoid the semi-absentee trap, retain rockstar employees with equity, and recognize when you’re overconfident in your business picks.   Timestamps:   00:00 – Adding a franchise on top of a newborn, new home, and full-time work 01:28 – From employee to sweat equity partner in a 60+ unit franchise 05:45 – The “owner’s mindset” that changed everything 07:06 – The 4 I’s every rockstar team member needs (Initiative, Integrity, Intentionality, Influence) 09:25 – How Bobby tested his limits (and his boss’s patience) with risky decisions 12:18 – When a medical device job offer almost pulled him away 14:44 – Why equity and culture kept him in franchising 19:42 – Retaining top talent with phantom equity & profit share 27:11 – The hard truth: the franchisor does more than you realize 33:06 – Bobby’s biggest franchise lesson: the semi-absentee trap 36:56 – Why “failure” isn’t the end—it’s a setup for the next opportunity 41:36 – Missing out on OrangeTheory (and the humility of bad picks) 47:05 – Final advice: ask Why not me? and create your own path   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 #Ownership #Success

Are you secretly holding your franchise back? In this episode, Erik reveals how he became the bottleneck in his own businesses—and the hard lessons that helped him break free. From scaling mistakes to fixing bad decisions, discover the truth every franchisee must face if they want to grow profitably.   ⏱️ Timestamps   00:00 – How franchisees sabotage their own teams 02:45 – Why scaling back can actually grow profits 04:25 – The nightmare of “Store #3” 06:15 – The pricing mistake that killed momentum 07:58 – Spotting the “underperformer clubs” 10:26 – Why you need to step OUT of your locations 12:15 – How sabbaticals reveal hidden weaknesses 14:34 – Don’t follow the loudest voices in franchising 17:59 – The real definition of winning in business 19:43 – Why paid ads can’t fix broken operations 22:35 – Stop focusing on what you can’t change 25:53 – Franchisees & franchisors: more aligned than you think   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 #Franchisee #Business

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