Franchise Secrets Podcast

Erik Van Horn
  • 4.7 (63)
  • Entrepreneurship
  • Updated Weekly

Franchising specialist Erik Van Horn reveals the secrets he uses as a franchisee, consultant, investor and entrepreneur. Join us every Tuesday to learn tactical and practical tools that will help you buy, grow, and sell franchises like an expert.

  1. 6d ago

    How AI-Generated Questions Can Blow Up Your Business Deal

    AI can help you research a franchise. But what happens when you bring its questions to a franchisor without understanding why you're asking them?   In this solo episode of Franchise Secrets, Erik Van Horn explains how AI generated questions can create tension during due diligence, why an AI review of a Franchise Disclosure Document needs context, and how treating ChatGPT or Claude like a franchise attorney can derail a deal. He shares a better approach: use AI to learn, challenge its answers, have honest conversations with the brand, and work with a franchise attorney to understand what you're signing.   Erik also discusses the value of creating the right professional connections and shares a practical way he uses AI to build an event playbook for his business.   Chapters: 00:00 – The mistake franchise buyers make with AI 00:55 – Why the right room matters in franchising 03:24 – Making connections that help others grow 06:16 – Creating your own room of decision makers 08:33 – How franchise buyers are using AI 10:43 – The danger of being confidently wrong 14:21 – Why AI generated questions create tension 16:08 – Use AI to become a better informed buyer 19:40 – What happens when you put an FDD into AI 23:19 – Understand the agreement before negotiating 26:08 – Why AI shouldn't act as your franchise attorney 27:24 – AI as an educator versus an advisor 29:25 – Building business playbooks with AI   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   #FranchiseDueDiligence #BuyingAFranchise #FranchiseDisclosureDocument

  2. Sep 22

    How the Savannah Bananas Built a Business Fans Can't Ignore

    The Savannah Bananas didn't become a phenomenon by following baseball's traditional rules. Jesse Cole and his wife went from sleeping on an air mattress and running out of money to building an unforgettable brand with millions of followers and a massive ticket waitlist.   In this Franchise Secrets Rewind, Jesse joins Erik Van Horn to explain how the Savannah Bananas create attention, eliminate customer friction, experiment constantly, and turn ordinary customers into passionate fans.   Jesse also shares:   Why attention matters more than traditional marketing How experimentation accelerates business growth Why customers want to buy—but don't want to be sold How the Bananas study their fans instead of relying on surveys Why every business needs meaningful differentiators How visionary and operational leaders work together What Walt Disney taught Jesse about customer experience Why long-term fans matter more than short-term profits   Learn more about Franchise Secrets: https://franchisesecrets.com   Explore Erik Van Horn's franchise resources: https://scalablefranchise.com   Timestamps   00:00 How does the Savannah Bananas strategy apply to business? 00:50 From an air mattress to a baseball phenomenon 05:00 Jesse Cole's role as a visionary and idea creator 09:59 Why attention matters more than traditional marketing 16:48 Do the exact opposite of what's normal 24:03 How Jesse reads 100 books every year 32:29 Why video is a game changer for businesses 36:24 How the Savannah Bananas study their customers 39:40 Where businesses fail to create loyal fans 44:28 Long-term vision, self-funding and working with your spouse   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   #SavannahBananas #JesseCole #BusinessStrategy

  3. Sep 15

    AI Is Making Franchise Buyers Confidently Wrong

    AI has completely changed how people research franchise opportunities—but more information doesn't always mean better decisions.   In this episode, Erik Van Horn and Amy discuss how franchise buyers are using AI during the research and due diligence process, why it can create confidence in the wrong information, and why AI should be used as a tool—not the expert making the decision for you.   They also look back on more than 20 years in franchising, sharing lessons about franchise ownership, sales, leadership, following the system, hard work, failure, and what they've learned from growing up in the franchise industry together.   If you're considering buying a franchise, this conversation will help you think differently about how you research opportunities, evaluate information, and use AI throughout the process.   Timestamps: 00:00 – Why Authenticity Matters in Franchise Sales 03:06 – How We Got Started in Franchising 05:12 – Why New Franchisees Are Never Fully Ready 10:08 – Why Franchisees Should Follow the Playbook 17:11 – Learning Sales From Great Mentors 21:12 – Hard Conversations & the Sales Strategy That Backfired 25:01 – The Sales Superpower Most People Overlook 32:19 – How Franchise Buyers Are Using AI Wrong 34:08 – AI, FDDs & Becoming "Confidently Wrong" 46:52 – Can Franchising Really Change Your Life?   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 #FranchiseBusiness #ArtificialIntelligence

  4. Sep 8

    How to Use AI to Grow Your Franchise

    Most business owners are using AI—but very few are using it to actually think better.   In this episode of Franchise Secrets, Erik Van Horn sits down with Geoff Woods, author of The AI-Driven Leader, to explain why leaders need to stop treating AI like Google and start using it as a strategic thought partner.   Geoff breaks down the CRIT framework for getting better results from AI, why most people are using AI to optimize low-value work, and how the 80/20 principle can help leaders focus AI on the decisions that actually drive growth.   You'll also hear how Geoff uses AI to analyze financials, challenge his thinking, identify blind spots, and even build an AI-powered CFO. Plus, he explains why much of the hype around AI agents misses the bigger opportunity for business owners.   AI shouldn't just help you write emails faster. It should help you become a better leader.   If you're a franchise owner, entrepreneur, or business leader trying to turn AI into a real competitive advantage, this episode will show you where to start.   Timestamps: 00:00 Why Most Leaders Are Using AI Wrong 05:34 AI Adoption Isn't the Goal 08:24 The CRIT Framework for Better AI Results 14:58 Use AI as a Thought Partner, Not an Assistant 18:46 How Geoff Built an AI CFO 22:33 Finding the Lead Domino With AI 30:53 The Truth About AI Agents 35:12 Using the 80/20 Rule With AI 55:07 Turn Your Strengths Into Superpowers With AI 57:13 Connecting AI to Your Business Data   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   #AI #BusinessLeadership #Franchising

  5. Sep 1

    Why Most People in Franchising Are Using AI Wrong (And How to Fix It)

    AI is changing franchising fast—but most people are still barely scratching the surface of what it can actually do.   In this episode of Franchise Secrets, Erik Van Horn breaks down how he's using AI across his franchise businesses right now—from analyzing opportunities and improving lead follow-up to auditing marketing, documenting processes, and building AI agents that function more like employees.   Erik also explains one of the biggest mistakes he sees people making with AI: trusting its answers without knowing how to challenge them. Whether you're researching a franchise, operating locations, or building a brand, AI is only as useful as the context and direction you give it.   You'll learn how Erik is using AI to:   • Turn conversations and meeting transcripts into SOPs • Build and organize operational playbooks automatically • Audit lead follow-up and identify missed opportunities • Evaluate social media performance against competitors • Research franchise opportunities more intelligently • Build AI agents that handle real business tasks • Document the journey of scaling a franchise brand • Use AI as a tool for learning—not a replacement for thinking   AI isn't just another piece of software. Used correctly, it can become part of the team.   Subscribe to Franchise Secrets for more real-world strategies on buying, building, operating, and scaling franchise businesses.   Timestamps: 00:00 – Social Media Audit Cold Open 00:40 – How I'm Actually Using AI Right Now 02:29 – AI and the Future of Franchise Development 03:52 – Why Most People Are Using AI Wrong 04:14 – The Problem With AI Franchise Research 08:27 – Using AI Agents as Employees 09:47 – Turning Conversations Into SOPs 13:36 – Documenting a Franchise From 0 to 100 Locations 14:38 – How to Start Documenting Your Business With AI 17:16 – Using AI to Find Leaks in Lead Follow-Up 21:04 – Auditing Your Social Media With AI 24:50 – Why You Should Push Back on AI 26:40 – How I Used AI This Week 27:33 – The Leadership Lesson I Taught My Daughters 31:28 – Final Thoughts   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 #AIForBusiness #FranchiseBusiness

  6. Aug 25

    Tasks vs. People: A Conversation With a Chick-fil-A Operator

    Most business owners are asking how AI can save them time. Chick-fil-A Operator Jon Harmeling is asking a different question: What are you going to do with the time AI gives back to you?   In this episode of Franchise Secrets, Erik Van Horn sits down with Jon Harmeling to discuss how he's using AI to automate repetitive administrative work while focusing on something much bigger than efficiency: leadership.   Jon explains how he uses AI to better understand and invest in his 88 team members, identify employees who may be overlooked, keep track of individual goals, and free himself from repetitive tasks so he can spend more time developing people.   They also dive into Chick-fil-A's unique Operator model, servant leadership, building a business that doesn't depend on the owner, experimenting with AI for employee scheduling, Claude Co-Work, and why business leaders need to start taking AI seriously.   Jon's central message is simple: Managers focus on tasks. Leaders focus on people. AI can help get the tasks done—but what you do with the time it gives back may be far more important.   TIMESTAMPS 00:00 Building a business that doesn't need you 04:01 The Chick-fil-A visit that changed Jon's life 09:02 How the Chick-fil-A Operator model actually works 13:20 Servant leadership and building the right culture 18:23 Working on the business vs. working in it 22:30 Can a Chick-fil-A Operator take a vacation? 26:56 How Jon is using AI in his business 28:46 Managers focus on tasks. Leaders focus on people. 32:21 Using AI for efficiency vs. significance 42:45 Preparing the next generation for AI   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   #ArtificialIntelligence #Leadership #Franchising

  7. Aug 18

    How to Scale Your Franchise Without Running Out of Capital

    Scaling a franchise can look successful on paper while quietly draining your available cash.   In this episode of Franchise Secrets, Erik Van Horn sits down with Sherri Seiber, President of FranFund, to break down what franchise owners need to know about funding growth without running out of capital.   They discuss SBA lending, post-closing liquidity, burn rate, FDD Items 7, 19 and 20, and why both struggling and fast-growing franchise businesses can run into cash problems. Sherri explains how franchise buyers should think beyond simply funding Unit 1 and develop a strategy for Units 2, 3, and beyond. Erik also shares lessons from building 12 SOLA locations and what happened when their original SBA funding strategy suddenly changed.   Timestamps: 00:00 – Why SBA financing matters to franchise growth 02:16 – Rising loan defaults among emerging franchise brands 04:13 – Why post-closing liquidity is critical 07:12 – The financial reality first-time franchise buyers need to understand 08:23 – Using FDD Items 7, 19 & 20 to evaluate a franchise 09:58 – Understanding your burn rate and true capital needs 13:57 – The financial challenge of becoming a multi-unit "empire builder" 15:58 – How to build a funding strategy for multiple franchise locations 18:25 – Erik's real-world experience scaling to 12 SOLA locations 21:06 – What happens when your original financing plan falls apart   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 #FranchiseGrowth #Business

  8. Aug 11

    Franchise Investing: First-Time Buyer vs. Experienced Owner

    Buying your first franchise is very different from buying your second, third, or fourth.   First-time franchise buyers often wrestle with fear, FOMO, passion, replacing their W-2 income, and finding the "next big thing." Experienced franchise owners tend to evaluate opportunities differently—looking harder at validation, risk, enterprise value, territory, systems, and long-term scalability.   In this episode of Franchise Secrets, Erik Van Horn and Bobby Brennan break down how the franchise investor mindset changes with experience, why even successful entrepreneurs can make emotional buying decisions, and what every franchise buyer should evaluate before signing.   You'll learn: • Why passion can cloud a franchise investment decision • How FOMO affects first-time buyers • Why experienced franchisees value validation • The risks of chasing emerging franchise trends • What "semi-absentee" really means • Why successful owners can become overconfident • How to think about multi-unit financial runway • What to validate before investing in a franchise   Timestamps: 00:00 First-Time vs. Experienced Franchise Buyers 02:41 The Danger of Buying a Franchise Based on Passion 06:40 Are Wellness Franchises the Next Big Thing? 09:51 Why Wealthy Investors Still Make Emotional Decisions 13:48 Stop Chasing the "Next Big Franchise" 17:34 The Truth About Semi-Absentee Franchises 21:34 What First-Time Buyers Actually Want 24:00 How Experienced Franchise Owners Think Differently 26:33 How Overconfidence Leads to Bad Franchise Decisions 30:43 The Financial Reality of Multi-Unit Franchising   Don't buy into the hype. Know your parameters, understand your finances, talk to franchisees, evaluate the team, and make an informed decision.   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   #FranchiseInvesting #FranchiseBusiness #FranchiseSecrets

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4.7
out of 5
63 Ratings

About

Franchising specialist Erik Van Horn reveals the secrets he uses as a franchisee, consultant, investor and entrepreneur. Join us every Tuesday to learn tactical and practical tools that will help you buy, grow, and sell franchises like an expert.

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