Franchise Sales
The franchise recruitment process is not just about closing the deal. It's about finding the right fit for both candidate and brand. Learn how to move your franchise prospects and candidates through your sales process to determine if there’s a match. To achieve this, you'll need the right team. Find out how to evaluate your franchise sales and development team, and best practices for pay, incentives, and commissions to attract and retain top sales talent and meet your development goals.
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September 2nd, 2025
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Franchise recruitment has changed, but has your sales process? These tips from 10 franchise sales pros show how to adapt to today's prospects.
- 5,454 Reads 2 Shares
Good data is a competitive advantage in today's marketplace. Jim DiRugeris, Goddard Systems' VP of franchise development, tells how his brand is incorporating data into its franchise recruitment process.
- Jim DiRugeris
- 6,560 Reads 17 Shares
So many good things are happening so quickly in franchising these days, it's hard to keep up (even for us!). So welcome to "Good News!" - our monthly roundup of franchise growth, finance, international expansion, milestones, and other positive news from franchisors large, medium, and emerging.
- Eddy Goldberg
- 5,263 Reads
7 tips to increase your franchise sales, find the best candidates for your brand, and improve the performance of your sales team.
- Steve Olson
- 5,435 Reads
Attracting and validating candidates through social media continues to grow in importance. Here's how Red Boswell, SVP of franchising and business development at Expense Reduction Analysts, manages it.
- Red Boswell
- 4,269 Reads
How do you connect with your ideal candidates in a fragmented world? What media are best for reaching your target franchisees? How often should you communicate with them? Learn how Tropical Smoothie Café does it!
- Kerry Pipes
- 3,685 Reads 8 Shares
How do you connect with your ideal candidates? What media is best for reaching your target franchisees? And how often should you communicate with them? Learn how Fastsigns does it!
- Kerry Pipes
- 4,277 Reads 21 Shares
Attracting and validating candidates through social media continues to grow in importance. Here's how Alex Samios, Dogtopia's director of franchising, manages it.
- Franchise Update
- 4,965 Reads
At Bar Louie, Jill Szymanski draws on her experience at Burger King and Applebee's to build, train, and retain a great sales and development team.
- Kerry Pipes
- 4,064 Reads
So many good things are happening in franchising these days, it's hard to keep up (even for us!). So welcome to "Good News" - our monthly roundup of franchise growth, finance, international expansion, milestones, and other positive news from franchisors large, medium, and emerging.
- Eddy Goldberg
- 9,604 Reads
At Marco's Pizza, validation is the key to franchise development. Here's how they do it!
- Kerry Pipes
- 4,545 Reads 1 Shares
So many good things are happening in franchising these days, it's hard to keep up (even for us!). So welcome to "Good News" - our monthly roundup of franchise growth, finance, international expansion, milestones, and other positive news from franchisors large, medium, and emerging.
- By Eddy Goldberg
- 5,959 Reads 1,014 Shares
Strong validations are a big part of a successful recruitment strategy at Painting with a Twist.
- Kerry Pipes
- 4,261 Reads
So many good things are happening in franchising these days, it's hard to keep up! So welcome back to "Good News" – our monthly roundup of franchise growth, finance, international expansion, milestones, and other positive news from franchisors large, medium, and emerging.
- Eddy Goldberg
- 5,312 Reads 1 Shares
Integrating technology into the sales process at Chem-Dry from Doug Smith, vice president of franchise development.
- Kerry Pipes
- 4,715 Reads
3 tips on integrating technology into your sales process from Tim Courtney, vice president of franchise development at CruiseOne.
- Kerry Pipes
- 4,173 Reads
So many good things are happening in franchising these days, it's hard to keep up! So welcome back to "Good News" - our monthly roundup of franchise growth, finance, emerging concepts, and other positive news from franchisors large, medium, and small.
- Eddy Goldberg
- 8,555 Reads 7 Shares
2015 AFDR highlights: Franchisors set annual sales goals. Learn what the brands that exceeded their goals last year did right.
- Eddy Goldberg
- 3,547 Reads
2015 AFDR highlights: Website mystery shopping of nearly 150 brands reveals most franchisors have a long way to go to excellence; social channel usage still lacking.
- Eddy Goldberg
- 4,543 Reads 34 Shares
2015 AFDR highlights: Responses by franchisors to qualified mystery shoppers who submitted inquiries through their websites reveal that much room for improvement remains.
- Eddy Goldberg
- 3,253 Reads
2015 AFDR highlights: Measuring cost per lead and per sale. How well are you tracking these critical metrics?
- Eddy Goldberg
- 4,351 Reads 60 Shares
5 ways to build your franchise sales team to match your stage of growth
- Steve Olson
- 4,177 Reads 18 Shares
2015 AFDR highlights: Multi-unit franchisees' favorite places to find new brands.
- Eddy Goldberg
- 3,765 Reads 40 Shares
Top 10 trends in franchise lead generation, from the Franchise Performance Group, points the way to increased franchise sales in 2015.
- Thomas Scott and Joe Mathews
- 12,909 Reads
Part 5, the final installment of this serialized e-book by Joe Mathews on how to create a buyer-centric franchise sales process, examines deal pacing and managing emotional engagement.
- Joe Mathews
- 4,763 Reads
Effective closing skills are critical in the franchise sales process. Learn how to develop them in yourself - and your team.
- Steve Olson
- 4,405 Reads 4 Shares
Last issue we discussed the first of the three key selling skills involved in effectively selling new franchises--and how they apply in good economies and bad.
- Steve Olson
- 4,515 Reads 2 Shares
In previous issues of this newsletter, we've covered many components and aspects of The Six Steps to Selling Success from Steve Olson's best-selling book "Grow to Greatness," a guide to building and sustaining a successful franchise brand.
- Steve Olson
- 6,903 Reads
Feeling butterflies in personally uncomfortable situations is a human condition. We all know and have experienced this.
- Steve Olson
- 3,564 Reads 1,023 Shares
Executive review committees typically are composed of senior franchise executives who review a candidate's qualifications before granting them a franchise.
- Steve Olson
- 4,088 Reads 15 Shares
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