Franchise Secrets Podcast

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

What happens when a rockstar franchisee enters a struggling market—and when a weak operator steps into a booming territory? In this episode, Erik Van Horn sits down with Kevin Sill, a second-generation franchisee who helped scale a family-owned Budget Blinds operation to 17 territories and over $20M in annual revenue. But that’s not all—Kevin also made the leap into owning a mom-and-pop flooring business, and he’s sharing the raw, unfiltered lessons from both worlds.   Whether you're a franchisee, an aspiring business owner, or curious about building generational wealth through franchising, this conversation is packed with insights on:   -Scaling in diverse markets (rural vs. metro) -Building a franchise empire with your family -Diversifying beyond franchising -Why customer service is still king -How great operators outperform weak ones—regardless of market   🔥 Episode Highlights:   -Real talk on underperforming franchisees -Franchise vs. non-franchise ownership pros & cons -Leveraging Facebook groups and peer networks -What Kevin wishes he’d known earlier -Why being coachable and curious beats being a know-it-all   📌 Resources Mentioned:   franchisesecretsgroup.com  ScalableFranchise.com – Get help growing or buying a franchise   Timestamps:   00:00 – What happens when you put a top franchisee in a weak market? 01:47 – Should you start a business or buy a franchise? Kevin’s journey 04:49 – From accounting to franchisee: Kevin’s background 09:16 – How Kevin scaled to 17 territories and $20M in revenue 11:39 – Comparing markets: rural Iowa vs. inner-city Twin Cities 14:46 – Which territories would Kevin not buy again—and why 18:38 – The power of repeat and referral business 24:55 – Why Kevin bought a non-franchise flooring company 31:05 – What Kevin appreciates more about franchising after owning independently 39:23 – Why curiosity and humility are franchise superpowers   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 #Business #Franchise

How do you grow a multi-unit fitness franchise without a massive ad budget?   Ray Dunn did it—with free classes, donuts, grassroots events, and relationships. In this episode of Franchise Secrets, Erik Van Horn and Ray unpack a masterclass in guerrilla marketing, team management, lead generation, and semi-absentee ownership.   Whether you're launching a new location or scaling an established brand, this episode is packed with real, proven strategies to help you win locally.   Timestamps:   00:00 – Why Grassroots marketing still works 01:30 – Ray Dunn’s journey from CPA to franchisee 03:25 – Beating household brands with grassroots tactics 05:10 – Early hustle: donuts, Jeep deliveries & costumes 06:30 – Launching Club Pilates with no brand awareness 08:30 – How to test your brand’s local visibility 11:40 – Landmarks vs. addresses: smarter local marketing 13:25 – Visibility = growth: rent as a marketing investment 15:00 – Defining semi-absentee ownership (and what it's not) 17:45 – Event-based growth strategies (with real examples) 21:40 – Partnering with breweries, parks & coffee shops 25:00 – Low-cost events: $75 budget, real ROI 28:00 – B2B outreach & free "Pilates Party" lead gen 31:00 – How to build win-win partnerships with local businesses 33:00 – Using AI (ChatGPT) to plan local marketing strategy 36:00 – Prize wheels, contests & collecting quality leads 40:00 – The $3 lead strategy that generates customers 44:30 – High-value, low-cost giveaway strategies 46:10 – Hiring & training staff for grassroots engagement 49:00 – The mindset shift owners and staff must embrace 52:45 – Selling by removing barriers (not pressure tactics) 55:00 – What emerging franchisors can learn from top operators 57:10 – Ray’s final advice for franchisees & franchise brands   📌 What You'll Learn:   -Smart local lead gen using free classes and community events -Why visibility and location matter more than you think -Training staff to love community marketing (even introverts) -How to build real partnerships with neighboring businesses -When and how to delegate grassroots marketing -The truth about semi-absentee ownership in franchise systems -How franchisees can influence the playbook for entire brands -Creative prize strategies to boost lead capture and conversion -Why emerging brands should listen to the field   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 #GrassrootsMarketing #FitnessBusiness #PilatesStudios #FranchiseSecrets #LocalMarketing

What separates the average franchisee from the elite? In this solo episode, Erik Van Horn shares the exit playbook used by top-performing franchisees to scale, systemize, and cash out for millions. Discover how to go from franchise operator to investor, build a sellable franchise business, and protect your wealth with smart tax strategies and capital allocation.   Learn the secrets behind:   -Structuring a business for exit -Buying tired franchises and turning them around -Tax strategies every entrepreneur should know -Investor identity and risk mitigation -Avoiding the biggest mistakes after a big payday   Whether you're just getting started or preparing to exit, this episode gives you the tools, mindset, and playbook to build serious wealth through franchising.   Timestamps: 00:00 – From Operator to Investor: The Big Shift 02:18 – Replacing Your Income vs. Building Wealth 03:09 – Multi-Million Dollar Exit Strategy 06:38 – Learning the Investing Game 07:50 – How to Build a Sellable Franchise 08:57 – Buying Out Tired Franchisees 10:44 – Real Estate Risks When Acquiring Locations 13:35 – Resources: Franchise Secrets Facebook & Mastermind 14:48 – Buying Performing Assets and Doubling ROI 16:27 – Cash Flow vs. EBITDA: What Really Matters 17:43 – How to Exit Without Fully Exiting 18:45 – Find a CPA Who’s a Tax Strategist 21:05 – Rookie Investor Mistakes to Avoid 24:01 – What Real Downside Protection Looks Like 27:10 – Define Your Investor Identity    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   #FranchiseExit #FranchiseGrowth #PassiveIncome

In this episode, Erik is joined by Sherri Sieber, president of FranFund, to dive deep into the pitfalls and must-knows for emerging franchisors—and the critical importance of funding, accurate FDDs, and realistic projections.   🔑 Key Takeaways: 🚩 Red flags when franchisees are only allowed to call 3 out of 20 franchisees. 💰 Why underfunded franchisees are a risk to your brand’s survival. 📊 The importance of Item 7 in the FDD—and how lowballing can backfire. 🧠 What lenders really look at when evaluating a franchise brand. 🧾 Item 20 explained: why losing franchise units hurts more than you think. 🏛️ The return of the SBA Franchise Directory (and why it matters). 📉 The Coleman Report: the “credit report” for franchise loan history. 🏗️ Real estate delays and overspending on flagship locations = long-term pain. 🙅‍♂️ Why saying “no” to an unqualified candidate is a gift, not a failure. 📣 Resources Mentioned:   ✅ Join the free Franchise Secrets Facebook Group → https://FranchiseSecrets.com/facebook ✅ Learn about the Franchisor Mastermind → https://ScalableFranchise.com   ⏱️ Timestamps: 00:00 – Red flag: Only allowing 3 franchisee references 02:00 – The danger of poorly capitalized emerging brands 06:00 – Underqualified buyers & the franchise fee trap 10:00 – Visualizing burn rate and the path to break even 13:00 – Why an inaccurate Item 7 can ruin lender trust 20:00 – The power of Item 20 and why lost units matter 23:30 – The Coleman Report: Franchise credit score explained 28:00 – SBA lending changes coming June 1st 37:00 – Costly buildout mistakes by franchisees 45:00 – Real estate scarcity cripples scaling 50:00 – When FranFund says “no,” it’s for your brand’s good   💬 Final Thoughts: If you’re an emerging franchisor—or thinking about becoming one—this episode is a must-listen. Your first 10–20 franchisees define your brand’s story, reputation, and lender viability. Don’t build a brand on hype. Build it on solid systems, funding, and trust.   👍 Like, Subscribe & Share if you found value. 🎧 Follow the Franchise Secrets Podcast for more expert conversations!   Connect with Sherri and FranFund here: Website: https://www.franfund.com/ Linkedin: https://www.linkedin.com/in/sherriseiber/   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

Are you ready to turn your passion into a thriving franchise? In this episode of Franchise Secrets, Erik Van Horn speaks with Derek Pipkorn, a multi-center owner of Mathnasium, a math-only learning center, about how to scale and manage a franchise successfully.  Derek shares insights into the challenges and rewards of growing multiple franchise locations and how he’s used his experiences to build a scalable business model. He discusses how franchisees can overcome common pitfalls that stifle growth. He also reveals the importance of delegation, brand consistency, and balancing passion with business strategy to create long-term value.  If you're considering franchising, Derek’s journey offers valuable lessons on navigating the complex world of franchise management. From understanding territory dynamics to overcoming fears around competition, this episode is packed with advice for building a successful, scalable franchise. Tune in to hear Derek’s insights on growing your franchise, creating strong brand foundations, and leveraging strategic partnerships. Don’t miss out on these helpful insights!   “If the passion doesn't really technically drive the revenue and the growth of the center and it's not focused, it just kinda becomes a hobby, and I made sure that that wasn't the case from the start." ~ Derek Pipkorn   In This Episode: - Transition from teaching to entrepreneurship - Derek’s journey and passion for franchise ownership - The balance of business growth and passion - The first step to franchise success - Resale vs. starting from scratch - Dealing with competition and franchisee relationships - The importance of having a supportive partner in life and business - Building an asset vs. building cash flow - Delegating responsibilities to scale a franchise - Derek's lifestyle outside of Mathnasium   Resources:  🌐 Consult with Erik - https://form.jotform.com/222685728939070 🌐 Want to buy a franchise? Connect with Erik here - https://forms.gle/n4JedEuU5p7asE617    🌐 Want to franchise your business? Connect with Erik here - https://forms.gle/n4JedEuU5p7asE617  🌐 Franchisees and franchisors find proven tactics and strategies to scale YOUR businesses - https://scalablefranchise.com/ 🌐 Franchise Springboard - https://franchisespringboard.com/   Connect with Derek Pipkorn: 🌐 Website - https://www.mathnasium.com/ 💼 LinkedIn - https://www.linkedin.com/in/derek-pipkorn-b550a523/   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/ 

What’s the secret to scaling a franchise brand with venture capital? In today’s episode, Yoni Rechtman shares his insights into what makes franchising a powerful tool for growth and why it’s not just about finding the right product, but about creating systems that work. Yoni, a principal at Slow Ventures, joins Erik Van Horn to discuss the intersection of franchising and venture capital, explaining why the model is often misunderstood in the investment world. They dive into finding the right founder, the importance of scalable systems, and why franchisors must think beyond just opening more units.  If you’re a founder or investor, this episode will give you the roadmap to build for growth and success. Tune in for an insider’s perspective on how to make franchising work for you!   “I don't think you can build healthy businesses by just hacking it, cheating, and cutting corners. You can maybe do something quickly, but you can't build something durable. And what matters is building something durable that will outlive you and be a long-standing, important company." ~ Yoni Rechtman   In This Episode: - Meet Yoni Rechtman, Principal at Slow Ventures - Why other VCs are not as interested in franchising as Yoni - Yoni's advice to the founder who wants to raise capital - Liquidity timelines and the philosophy behind Slow Ventures - The importance of a founder’s vision and ambition - How to determine brand valuation - What Yoni is looking for in a founder and a brand - Angel investor vs. venture capitalist - How VCs help franchise owners grow - Where founders should be focusing  - The value of building scalable systems for long-term success   Resources:  🌐 Consult with Erik - https://form.jotform.com/222685728939070 🌐 Want to buy a franchise? Connect with Erik here - https://forms.gle/n4JedEuU5p7asE617    🌐 Want to franchise your business? Connect with Erik here - https://forms.gle/n4JedEuU5p7asE617  🌐 Franchisees and franchisors find proven tactics and strategies to scale YOUR businesses - https://scalablefranchise.com/ 🌐 Franchise Springboard - https://franchisespringboard.com/   Connect with Yoni Rechtman: 🌐 Website - https://slow.co/about/ 💼 LinkedIn - https://www.linkedin.com/in/yrechtman/   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/ 

Building a successful franchise isn’t just about growth—it’s about creating the right foundation for your franchisees to thrive. Discover the secrets behind scaling franchises from someone who’s been there and done that. In this episode, Brigham Dallas, a franchise industry expert and owner of Hello Sugar, returns to discuss what it truly takes to grow and sustain a franchise brand. Brigham and Erik discuss why early franchisee success is critical to your brand’s long-term success and how radical transparency can help avoid false expectations. They dive into the importance of hiring the right people, empowering them to make decisions, and ensuring they align with the brand’s vision. Brigham also explains how micro decisions made by team members can significantly impact a franchise’s future. If you want to scale your brand and build a franchise that lasts, don’t miss this episode!   “I do not want a franchisee getting into this business with false expectations. I want them coming into the business knowing exactly what they're getting into and knowing that what we are providing is like there's no surprises—no hiccups, no red flags that come after the marriage." ~ Brigham Dallas   In This Episode: - Building the foundation for franchise growth - Where most brands fail early in the business - The value of Item 19 and radical transparency in franchising - Human receptionists vs. AI, and Brigham's bold decision - Brigham's mission as a franchisor - Setting the right expectations with franchisees - How to align franchisees with your brand’s vision - The benefits of working with Front Street Equity Partners - How Brigham helps franchisees succeed - Hello Sugar's revenue generation scheme for franchisees   Resources:  🌐 Consult with Erik - https://form.jotform.com/222685728939070 🌐 Want to buy a franchise? Connect with Erik here - https://forms.gle/n4JedEuU5p7asE617    🌐 Want to franchise your business? Connect with Erik here - https://forms.gle/n4JedEuU5p7asE617  🌐 Franchisees and franchisors find proven tactics and strategies to scale YOUR businesses - https://scalablefranchise.com/ 🌐 Franchise Springboard - https://franchisespringboard.com/   Connect with Brigham Dallas: 🌐 Website - https://www.hellosugar.salon/ 💼 LinkedIn - https://www.linkedin.com/in/brighamdallas/   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/ 

What makes a successful franchisor stand out from the rest? It's not just about expanding quickly—it’s about building a brand that can scale and stand the test of time.  In this episode, Jeff Herr of Front Street Equity Partners returns to exchange views with Erik Van Horn. They discuss what sets great franchisors apart from the average ones, why strategic growth and brand consistency are crucial, how the most effective franchisors foster strong relationships with their franchisees, and the importance of establishing standards that can be consistently applied and scaled.  Whether you're a franchisor looking to expand or a franchisee considering joining a system, this episode offers valuable insights into building a business designed for growth. If you want to learn how to build a franchise that stands the test of time, tune in to find out the strategies you need to scale successfully.   “The best franchisors are the ones who are working on things so that the business can ramp faster than it did a year ago." ~ Jeff Herr   In This Episode: - Creating a compelling brand story - What sets great franchise founders apart - Strategic vs. rushed franchise growth - Building equity by compressing time - Making scalable strategies for franchise growth - Balancing innovation with franchise consistency - Hiring and delegating the right responsibilities - Protecting brand integrity and the need for enforcing brand standards - Franchisors supporting franchisees for long-term success   Resources:  🌐 Consult with Erik - https://form.jotform.com/222685728939070 🌐 Want to buy a franchise? Connect with Erik here - https://forms.gle/n4JedEuU5p7asE617    🌐 Want to franchise your business? Connect with Erik here - https://forms.gle/n4JedEuU5p7asE617  🌐 Franchisees and franchisors find proven tactics and strategies to scale YOUR businesses - https://scalablefranchise.com/ 🌐 Franchise Springboard - https://franchisespringboard.com/ 🌐 Master the Six Stages of Franchise Relationships for Success - https://www.youtube.com/watch?v=AGPvZZRorCw   Connect with Jeff Herr: 🌐 Website - https://www.frontstreetep.com/ 💼 LinkedIn - https://www.linkedin.com/in/jeff-herr-016703214/   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/