Franchise Secrets Podcast

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

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

Sherri Sieber, President of FranFund, is an expert in franchise funding and financial analysis. She dives into critical insights for emerging franchises, emphasizing the dangers of underfunding and how inadequate financial disclosures can derail success. Sieber reveals the importance of truthful Item 7 in FDDs and the risks associated with allowing limited franchisee references. She discusses the newly reinstated SBA Franchise Directory and its potential to assist in securing franchise funding, while also highlighting budgeting strategies to avoid common pitfalls.

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/