Franchise Advisory Board | Expert Franchising Advice for Franchise Leaders

Dave Hansen
  • 5.0 (2)
  • Entrepreneurship
  • Updated Biweekly

Every franchise needs expert advice. So, we're bringing the business strategy, marketing, sales, and franchise growth experts to you. Join franchising gurus to learn best practices in FranDev, franchise software, franchise marketing, franchise operations, and even motivation and franchisee relationship management.  We'll deliver actionable, valuable insights each podcast from true experts in franchising that are really doing what they talk about, rather than just talking about it. It's a subtle but important difference that you'll feel when you tune in. This is a no chest-beating podcast as well. There are plenty of those available. We focus on what we know will help emerging, growing and even well-established franchise systems take the next step toward franchising nirvana. We'll publish a new episode every 10 days, and episodes should last between 25 and 40 minutes. Thank you to our sponsor ClientTether, the top Franchise CRM - www.clienttether.com Enjoy!

  1. 1d ago

    Digital Door Knocking Explained | A Smarter Approach to Local Franchise Marketing

    Franchisees cannot build a strong local business by waiting for every customer to raise their hand first. In this episode of The Franchise Advisory Board Podcast, ClientTether CEO, Dave Hansen, speaks with Jimmy Speyer, Founder and CEO of GlassHouse, about how franchise brands can build a more effective local area marketing strategy by combining inbound demand with intentional outbound activity. Jimmy has spent 15 years building revenue teams and has also owned and operated a home service franchise. That combination gives him a practical perspective on a problem he sees across the home service industry: many franchisees have become highly dependent on inbound leads while outbound sales has become less institutionalized. Jimmy argues that outbound is not simply following up with someone who already completed a form. True outbound means proactively identifying the right audience, creating the first interaction, and giving potential customers a reason to start thinking about a service before they begin actively shopping for it. That is where his concept of digital door knocking comes in. Rather than relying on a single marketing channel, Jimmy discusses building an omnichannel approach where multiple activities work together to create familiarity and conversations. Physical door knocking, digital outreach, paid advertising, local marketing, and other touches can all influence the same customer journey. Thanks to ClientTether, our episode sponsor. ClientTether is a franchise CRM software platform designed to help franchise brands improve lead response, automate follow-up, and keep candidate and customer communication organized as they grow. The episode also addresses a major operational challenge for franchisors: local area marketing is often treated as a loosely defined responsibility that gets handed to the franchisee. Jimmy makes the case for a more repeatable approach, with defined activities, sales coaching, measurement, and expectations that franchise owners can practice and improve. Measurement is another major theme. Jimmy explains why last-touch attribution can make one channel appear responsible for a sale even when several interactions helped create the opportunity. He encourages brands to think in terms of multi-touch attribution and both directly sourced and influenced revenue. For franchise teams, that also reinforces the value of having a strong franchise CRM or connected marketing infrastructure that can help organize lead activity after those opportunities are created. The technology supports the process, while the strategy Jimmy shares focuses on how brands and franchisees can create more conversations in the first place. Throughout the episode, listeners will learn: • Why home service franchises have become increasingly dependent on inbound demand • What separates true outbound sales from basic lead follow-up • How franchisees can create opportunities instead of waiting for leads • Why local area marketing needs a defined and repeatable playbook • How sales coaching and role play can build stronger franchisee skills • Why physical and digital door knocking can complement each other • How multi-touch attribution provides a clearer view of marketing performance • Why one marketing tactic should not be expected to solve every growth problem Jimmy’s broader point is that effective local marketing is rarely about finding one perfect channel. It is about choosing a handful of activities that work together, measuring them, practicing the sales process, and staying visible until the customer is ready. This episode is for franchisors, home service brands, franchise marketers, operators, and franchisees looking for a more proactive approach to local lead generation and revenue growth. Thanks for listening to the Franchise Advisory Board Podcast, where we explore the ideas, strategies, and people shaping the future of franchising. If you found today’s episode valuable, please subscribe, rate, and share it with a fellow franchise leader. To learn more, connect with us on LinkedIn and Youtube. Until next time, stay curious, stay strategic, and keep building stronger franchise systems!

  2. Sep 1

    Better Franchise Operations Start With Franchisees | How to Reduce Friction and Improve Growth

    Franchisee success is not just an operational priority. It is one of the strongest foundations a franchisor can build its business around. In this episode of The Franchise Advisory Board Podcast, ClientTether CEO, Dave Hansen, speaks with DeNita Carani, Chief Operating Officer at Apex Leadership, about why successful franchise systems are built by helping franchisees grow, earn trust, and understand the value behind the decisions coming from the home office. DeNita brings nearly 20 years of franchising experience and a perspective that spans both sides of the relationship. Before becoming a franchisor executive, she spent 10 years operating her own franchise, became a top 10 owner in that system, and later joined the franchisor’s executive team. That transition gave her a new appreciation for one of the biggest challenges in franchise operations: influence without authority. DeNita explains that when franchisees do not understand why a new initiative, process, or change is good for their business, they are much less likely to engage with it. That lesson now shapes how she approaches operations at Apex Leadership. Thanks to ClientTether, our episode sponsor. ClientTether is a franchise CRM software platform built to help franchise brands improve lead response, automate follow-up, and keep candidate and customer communication organized as they grow. The conversation also gets into the economics behind franchisee success. DeNita explains why franchisors should build their economic engine around healthy royalty revenue rather than depending too heavily on new franchise fees. When franchisees perform well, that can strengthen royalties, validation, retention, and future growth. She also discusses the operational consequences of bringing the wrong franchisees into a system. Underqualified or undercapitalized owners can require significantly more support, create pressure on field teams, weaken validation, and add friction across the network. For growing brands, technology and process can support that work, but they do not replace trust. A franchise management system may help organize information and operations, while DeNita’s focus in this episode is on how leaders communicate, involve franchisees, and build alignment around change. Throughout the episode, listeners will learn: • Why franchisee success should be a core franchisor KPI • How royalty revenue is tied to franchisee performance • Why poor franchisee selection creates operational ripple effects • How franchise advisory councils can surface issues before they become larger problems • Why FACs need clear charters, representation, and regular meeting cadence • How transparency can reduce friction and strengthen trust • Why franchisees should be involved in planning and rollout discussions • How annual roadmaps and quarterly accountability can improve communication One of DeNita’s central operating principles is simple: before asking franchisees to support something new, be able to explain why it is good for them.  Thanks for listening to the Franchise Advisory Board Podcast, where we explore the ideas, strategies, and people shaping the future of franchising. If you found today’s episode valuable, please subscribe, rate, and share it with a fellow franchise leader. To learn more, connect with us on LinkedIn and Youtube. Until next time, stay curious, stay strategic, and keep building stronger franchise systems!

  3. Aug 25

    AI Is Changing Search, Not Replacing It | What Franchise Brands Need to Know

    AI is changing search, but that does not mean franchise brands should abandon the fundamentals that already drive digital visibility. In this episode of The Franchise Advisory Board Podcast, ClientTether CEO Dave Hansen speaks with Russell Burnett, CEO and Founder of Online Image, about what is really happening with SEO, AI overviews, paid search, and consumer behavior. Russell brings a deeply data-driven perspective to the conversation. Online Image has spent years tracking search behavior and website performance, giving Russell a front-row view of how Google and AI-driven search experiences are evolving. One of the biggest themes of the conversation is the idea that SEO has changed, not disappeared. Russell explains how organic search results continue to influence what appears inside AI overviews and why brands should be cautious about abandoning SEO in pursuit of every new AI tactic. He also discusses how AI systems consume website content, why clean structure matters, and why brands should make it easy for both humans and AI to understand exactly what they do. Thanks to ClientTether, our episode sponsor. ClientTether is a franchise CRM software platform built to help franchise brands improve lead response, automate follow-up, and keep candidate and customer communication organized as they grow. The conversation also gets into search intent. Russell points out that informational searches and high-intent business searches behave very differently. Traffic volume alone does not tell the whole story. Brands need to understand whether the people finding them are actually likely to become customers. For franchise teams, that creates an important connection between visibility and what happens after the inquiry. A franchise CRM can help support consistent communication and follow-up once a lead enters the pipeline, while the search strategies discussed in this episode focus on helping the right prospects find the brand in the first place. Throughout the episode, listeners will learn: • Why Russell believes SEO is still a critical part of digital marketing • How AI overviews draw from organic search results • Why clean website structure helps AI understand a brand • How FAQs, page organization, and focused content can improve clarity • Why trusted directories, publications, and other sources matter • How search intent can influence lead quality and conversion • Why brands should be cautious with spammy backlinks and unsupported AI tactics • What Russell is testing and watching as paid ads enter AI search experiences Russell also encourages brands to stay curious. Instead of blindly copying tactics, look at what AI systems are citing, ask why competitors are appearing, and use that information to improve the fundamentals first. His broader point is simple: before trying to manipulate AI visibility, make sure your own digital house is clean, organized, trustworthy, and useful. This episode is for franchisors, franchise marketers, agencies, operators, and growth teams that want a more grounded view of where AI search is heading and what still matters in digital marketing. Thanks for listening to the Franchise Advisory Board Podcast, where we explore the ideas, strategies, and people shaping the future of franchising. If you found today’s episode valuable, please subscribe, rate, and share it with a fellow franchise leader. To learn more, connect with us on LinkedIn and Youtube. Until next time, stay curious, stay strategic, and keep building stronger franchise systems!

  4. Aug 18

    Better Broker Relationships, Better Candidates | How FranDev Teams Can Scale Smarter

    Franchise development is not just about adding units. It is about building the right process, attracting the right candidates, and creating relationships that support the brand long after the franchise agreement is signed.  In this episode of The Franchise Advisory Board Podcast, ClientTether CEO Dave Hansen speaks with Ari O’Brien, Chief Development Officer at Red Rock Franchise Development, about what responsible franchise development looks like when candidate quality, broker relationships, and long-term franchisee success take priority over short-term sales velocity. Ari brings more than a decade of franchise experience to the conversation and explains why Red Rock identifies itself as a franchise development organization rather than a franchise sales organization. Their focus is not simply on selling more territories. It is on helping franchisors establish a repeatable process for identifying, qualifying, and supporting franchise candidates who can strengthen the system. A special thank you to ClientTether, our episode sponsor. ClientTether helps franchise development teams manage lead response, candidate nurturing, and follow-up through franchise CRM software built for the franchise sales process. As brands grow, tools such as franchise development software, a reliable franchise sales CRM, and a connected franchise management system can help teams maintain consistent communication without losing the human relationships that drive trust. This conversation matters for emerging franchisors because the earliest franchisees can influence far more than unit count. They may become validators, help shape training and systems, contribute to culture, and influence how future candidates see the brand. Ari also makes the case that franchise brokers should not be treated like another digital lead channel. Strong broker relationships require communication, responsiveness, and trust. When brokers understand how a development team works, they can set better expectations with candidates and create smoother handoffs throughout the process.  Throughout the episode, listeners will learn: • Why Red Rock focuses on franchise development rather than sales volume • How to identify whether a brand and development partner are truly aligned • Why candidate experience should stay human and flexible • How strong broker communication improves the development process • Why franchisors should build relationships with a smaller group of trusted brokers • What makes the first five to ten franchisees so important to an emerging brand • Why candidate fit affects culture, validation, training, and long-term growth Ari also shares why a candidate with enough money and a pulse is not automatically a qualified franchise owner. The right person needs to fit the business, the system, and the stage of growth the franchisor is in.  Thanks for listening to the Franchise Advisory Board Podcast, where we explore the ideas, strategies, and people shaping the future of franchising. If you found today’s episode valuable, please subscribe, rate, and share it with a fellow franchise leader. To learn more, connect with us on LinkedIn and Youtube. Until next time, stay curious, stay strategic, and keep building stronger franchise systems!

  5. Aug 11

    FranDev Built on the Right Fit | How Hospitality Culture Strengthens Franchise Growth

    Emerging franchisors face a difficult balance: bringing in the cash flow needed to grow while staying highly selective about the franchise owners they bring into the system. In this episode of The Franchise Advisory Board Podcast, ClientTether CEO, Dave Hansen, speaks with Erin Fletter, founder and CEO of Sticky Fingers Cooking, about building a franchise system with enough discipline to choose long-term sustainability over short-term franchise sales. Sticky Fingers Cooking began at Erin’s kitchen table 15 years ago and grew through schools and communities long before franchising. The company eventually operated in thousands of schools before launching its franchise model in May 2023. At the time of this conversation, Sticky Fingers had grown to 28 territories across 12 states plus Washington, D.C. Erin explains why her team was taught early that territories should be awarded to partners rather than simply sold to buyers. That philosophy now shapes the company’s entire franchise development process. Six executive team members participate in candidate selection, unanimous approval is required, and existing franchise owners play an active role in validation. A special thank you to ClientTether, our episode sponsor. ClientTether helps franchise development teams improve lead response, candidate nurturing, and consistent follow-up through franchise CRM software designed for the franchise sales process. For emerging franchisors, this conversation matters because the pressure to sell another territory can be intense. Erin shares why Sticky Fingers instead focuses on building toward sustainable royalties, protecting culture, and selecting franchise owners who can strengthen the network over time. That long-term mindset also requires the right infrastructure. As brands grow, franchise development software, franchise sales CRM, and a reliable franchise management system can help teams organize candidate communication, maintain consistent processes, and support a growing network without losing sight of franchisee fit and culture. The conversation also covers Silver Spatulas, a new Sticky Fingers program that brings the company’s cooking experiences to older adults. Rather than turning it into another franchise brand or charging existing franchisees another fee, Erin chose to make the program part of the existing system so franchise owners could increase both their revenue opportunity and community impact. Throughout the episode, listeners will learn: • Why Erin believes franchisors should award partnerships instead of sell territories • How stronger expectations can actually make better candidates lean in • Why every Sticky Fingers executive team member votes on franchise candidates • How existing franchise owners influence candidate validation and final approval • Why sustainable royalties matter more than dependence on initial franchise fees • How the Silver Spatulas program expands franchisee opportunity within existing territories • Why Erin considers hospitality, gratitude, and servant leadership core business strategies Erin also shares one of the clearest summaries of the Sticky Fingers growth philosophy: “We don’t chase growth. We build it.” Thanks for listening to the Franchise Advisory Board Podcast, where we explore the ideas, strategies, and people shaping the future of franchising. If you found today’s episode valuable, please subscribe, rate, and share it with a fellow franchise leader. To learn more, connect with us on LinkedIn and Youtube. Until next time, stay curious, stay strategic, and keep building stronger franchise systems!

  6. Jul 14

    Why Good Franchise Leads Disappear | A Better Candidate Follow-Up Strategy

    Franchise development teams are facing a different kind of market. Candidates are researching differently, AI is changing search behavior, lead volume is shifting, and many brands are competing for the same experienced multi-unit operators with messaging that sounds too similar. In this episode of The Franchise Advisory Board Podcast, Dave Hansen talks with Lizzy Young, CFE, a Fractional Chief Growth Officer for franchisors. Lizzy partners with leadership teams to design connected growth systems that improve full-funnel performance, from franchise development and marketing to unit-level customer acquisition. A huge thank you to ClientTether, our episode sponsor. ClientTether’s franchise CRM and lead-nurturing platform helps franchise brands improve lead response, candidate communication, pipeline visibility, and long-term nurturing. Dave and Lizzy discuss where franchisors lose candidates, why lead quality issues are often tied to unclear information, and how brands can build stronger systems around attribution, positioning, candidate experience, and reengagement. Lizzy also shares why franchisors need to think beyond basic demographics and build franchisee personas around motivations, concerns, strengths, weaknesses, and lifestyle goals. This conversation is especially relevant for franchise leaders, FSOs, franchise development teams, marketers, and operators who want to improve conversion without simply chasing more lead volume. As Lizzy explains, the better question is not always, “How do we get more leads?” It is often, “Where are the right candidates getting lost?” Throughout the episode, listeners will learn: • How AI is changing the way candidates find and evaluate franchise opportunities • Why content and channel diversification are now essential for franchise development • How to connect lead sources to closed deals, not just inquiry volume • Why lead quality improves when expectations are clearer earlier • How to make franchise support more specific and easier to understand • Why psychographics matter when defining the ideal franchisee • What causes candidate ghosting and how teams can reengage over time This episode is for franchisors that want to improve franchise development strategy, strengthen candidate conversion, and build more connected systems across marketing, sales, and leadership. #franchising #franchisegrowth #franchisedevelopment #franchisecrm #clienttether #franchisemarketing #leadgeneration #franchisesales #franchiseleadership #franchiseoperations #customerexperience #salesstrategy #franchisebusiness #growthsystems #franchiseowners Thanks for listening to the Franchise Advisory Board Podcast, where we explore the ideas, strategies, and people shaping the future of franchising. If you found today’s episode valuable, please subscribe, rate, and share it with a fellow franchise leader. To learn more, connect with us on LinkedIn and Youtube. Until next time, stay curious, stay strategic, and keep building stronger franchise systems!

  7. Jun 23

    Why Brands Winning AI Search Are Doubling Down on AEO

    In this episode of the Franchise Advisory Board Podcast, host Dave Hansen sits down with Dan Bedell, President of Enterprise at Scorpion, for an eye-opening conversation about one of the biggest shifts in digital marketing since the birth of Google: AI-powered search.A huge thank you to ClientTether, our episode sponsor. Their franchise CRM and lead-nurturing platform helps franchise brands respond faster, convert more leads, and create stronger franchise development and unit-level growth.Dave and Dan dive deep into how AI Overviews, Answer Engine Optimization (AEO), and Generative Engine Optimization (GEO) are reshaping the way consumers discover local businesses and franchise brands. While many marketers are declaring SEO dead, Dan explains why strong SEO fundamentals remain the foundation for visibility in both traditional search and AI-driven platforms like ChatGPT, Google AI, Claude, and more.The conversation explores the growing impact of zero-click searches, declining organic traffic, and why franchise brands must focus on authoritative content, technical SEO, and a strong digital presence across multiple channels—not just their website. Dan shares practical insights on how AI models evaluate businesses using citations, reviews, social platforms, LinkedIn, Reddit, YouTube, and other online signals to determine which brands deserve recommendations.Dave and Dan also tackle one of the biggest revenue killers in franchising: poor lead response times. They discuss why speed-to-lead still matters, how unanswered calls and delayed follow-ups cost franchisees thousands in lost revenue, and why consumers increasingly expect instant responses through calls, texts, chat, and online scheduling.Throughout the episode, listeners will learn: Why SEO is far from dead—and more important than everHow AI search engines choose which brands to recommendThe role of Reddit, LinkedIn, YouTube, and reviews in GEO successWhy online scheduling and rapid response systems drive higher conversionsHow franchise brands can build stronger digital authority in an AI-first worldPractical ways to improve visibility, reputation, and revenue growthWhether you're a franchisor, franchisee, marketer, or growth-minded business owner, this episode delivers actionable strategies to help your brand thrive as AI continues to transform the customer journey.#franchising #franchisemarketing #seo #geo #aeo #artificialintelligence #chatgpt #digitalmarketing #franchisedevelopment #leadgeneration #customerexperience #smallbusinessgrowth #homeservices #franchisegrowth #clienttether Thanks for listening to the Franchise Advisory Board Podcast, where we explore the ideas, strategies, and people shaping the future of franchising. If you found today’s episode valuable, please subscribe, rate, and share it with a fellow franchise leader. To learn more, connect with us on LinkedIn and Youtube. Until next time, stay curious, stay strategic, and keep building stronger franchise systems!

  8. Jun 16

    Balancing Humans and Tech: The Formula for Building Consumer Trust

    In this episode of The Franchise Advisory Board Podcast, host Dave Hansen sits down with Ahson Kazi, Vice President of Partnerships and Growth at Lumin.ai, to explore one of the most important questions facing franchise brands today: How do you balance AI and human interaction to drive growth without sacrificing trust?With more than two decades of CRM and sales technology experience—and seven years helping pioneer AI-powered SMS engagement in franchising—Ahson brings a practical, experience-driven perspective to the conversation. Together, he and Dave unpack the role AI should play throughout the franchise candidate journey, from initial inquiry through franchise award.A key takeaway from the discussion is that AI should enhance human relationships, not replace them. While trust is still built between people, AI excels at handling repetitive, time-sensitive tasks such as lead follow-up, appointment scheduling, re-engagement, and answering common questions. By creating consistency, responsiveness, and efficiency, AI helps franchise development teams focus on the deeper conversations that truly move candidates forward.Dave and Ahson also challenge a common misconception in franchising: that poor results are usually caused by bad leads. In reality, they argue that many brands have a lead management problem, not a lead generation problem. The most expensive lead is often the one a brand already paid for but failed to properly follow up with. Effective systems, processes, and timely engagement are often the difference between conversion and missed opportunity.The conversation also highlights the growing importance of customer experience (CX) in a world shaped by AI-powered search, automation, and changing consumer expectations. Today's candidates compare franchise brands not only against competitors, but against the seamless experiences they receive from companies like Amazon, Uber, and Netflix. Brands that embrace responsiveness and personalized communication are more likely to earn trust and advance prospects through the funnel.Another major theme is the importance of a strong system of record, typically the CRM. Ahson emphasizes that AI tools are only as effective as the foundation they're built upon. Before investing in the latest AI solution, brands should ensure their processes are documented, their data is organized, and their technology stack is properly connected. When CRM systems, automation tools, and human teams operate from the same source of truth, organizations gain visibility, accountability, and a far better candidate experience.Throughout the episode, Dave and Ahson share practical examples of how AI can support franchise development—from assisting with FDD education and candidate communication to helping sales teams stay consistent and organized. The message is clear: successful franchise brands don't automate for the sake of automation—they thoughtfully use technology to create better experiences, build trust, and empower their people.If you're evaluating AI for your franchise system, this episode offers a valuable roadmap: build the foundation first, understand where the gaps exist, and then deploy automation strategically to support both your team and your candidates.#franchising #franchisegrowth #franchisedevelopment #artificialintelligence #franchisemarketing #leadmanagement #salesautomation #customerexperience #franchisesales #clienttether #luminai #franchiseadvisoryboard Thanks for listening to the Franchise Advisory Board Podcast, where we explore the ideas, strategies, and people shaping the future of franchising. If you found today’s episode valuable, please subscribe, rate, and share it with a fellow franchise leader. To learn more, connect with us on LinkedIn and Youtube. Until next time, stay curious, stay strategic, and keep building stronger franchise systems!

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About

Every franchise needs expert advice. So, we're bringing the business strategy, marketing, sales, and franchise growth experts to you. Join franchising gurus to learn best practices in FranDev, franchise software, franchise marketing, franchise operations, and even motivation and franchisee relationship management.  We'll deliver actionable, valuable insights each podcast from true experts in franchising that are really doing what they talk about, rather than just talking about it. It's a subtle but important difference that you'll feel when you tune in. This is a no chest-beating podcast as well. There are plenty of those available. We focus on what we know will help emerging, growing and even well-established franchise systems take the next step toward franchising nirvana. We'll publish a new episode every 10 days, and episodes should last between 25 and 40 minutes. Thank you to our sponsor ClientTether, the top Franchise CRM - www.clienttether.com Enjoy!

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