Let’s Talk Franchising

Susana Hands
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Lets Talk Franchising is your go-to source if you’re considering franchising your business, working to sell more franchises, or simply want to master the franchise space. Each episode delivers actionable insights, expert advice, and real-world strategies to help you grow, sell, and succeed in franchising - avoiding common pitfalls along the way. Subscribe now to get smarter, faster, and stronger in franchising.

  1. Aug 8

    #12: How Kickin' Inn Built 31 Stores Without Franchising with Ravi Singh

    What does it take to build one of Australia's fastest-growing restaurant brands without franchising? In this episode, Susanna sits down with Ravi Singh, CEO and Co-Founder of Kickin'Inn, to explore the journey behind a seafood concept that grew from a single restaurant into more than 30 corporate-owned locations across Australia. Ravi shares how a 2 a.m. business idea, years of persistence, countless rejections, and an obsession with storytelling helped transform Kickin'Inn into a nationally recognized brand. Rather than rushing into franchising, he explains why he chose to retain ownership, focusing instead on building strong systems, developing leaders, protecting brand consistency, and creating an unforgettable customer experience. The conversation also dives into leadership, business growth, data-driven decision-making, customer loyalty, and what aspiring entrepreneurs can learn about building a brand that lasts. Whether you're a franchisor, franchisee, entrepreneur, or business owner, this episode is packed with practical insights on scaling a business while staying true to your vision. In this episode, we cover: How a late-night idea became the foundation of Kickin'Inn Why Ravi spent three years perfecting the restaurant's signature Cajun sauce The power of storytelling in attracting loyal customers Lessons learned from nearly running out of money during the early days Why Ravi chose corporate ownership over franchising What he looks for in future franchise partners Building a brand culture through people, systems, and leadership Why customer experience matters more than simply selling food Using social media and customer feedback to guide expansion The importance of knowing your numbers and teaching financial literacy to your team Creating future generations of loyal customers through brand building How transparency, relationships, and leadership have fueled Kickin'Inn's rapid growth Ravi's vision for international expansion and the future of the Kickin'Inn brand About Ravi Singh Ravi Singh is the CEO and Co-Founder of Kickin'Inn, one of Australia's fastest-growing seafood restaurant brands. Before launching Kickin'Inn in 2018, Ravi built an international career in business leadership and consulting, helping companies across more than 60 countries develop their culture, leadership, and growth strategies. Driven by a passion for creating memorable customer experiences, Ravi transformed a simple late-night business idea into a nationally recognized restaurant brand with more than 30 locations across Australia. Rather than rushing into franchising, he has focused on building strong systems, developing exceptional leaders, and protecting the culture and consistency that define the Kickin'Inn experience. An educator, leadership expert, and psychologist by background, Ravi believes great businesses are built on storytelling, transparency, relationships, and empowering people to think like entrepreneurs. His leadership philosophy continues to shape Kickin'Inn's rapid expansion as the brand prepares for international growth. 📌 Connect with Susana Hands Learn more about franchising and working with Susana: Websites: https://susanahands.com.au/ and https://franiqbiz.com/ Connect with Susana on socials:  LinkedIN: https://www.linkedin.com/in/susana-hands-the-franchise-lady Facebook: https://www.facebook.com/suz.hands  Instagram: https://www.instagram.com/susanahands_/

  2. Jul 25

    #11: Is Your Business Really Ready to Franchise? with Luke Frey

    Today's guest is Luke Frey, a franchise growth strategist, founder of the 94X Movement, and passionate advocate for business ownership. With almost 30 years in franchising and extensive leadership experience in both the fire service and corporate world, Luke helps founders scale through franchising and empowers professionals to transition from the corporate ladder into successful business ownership. In this episode of Let's Talk Franchising, Susana Hands sits down with Luke to explore what truly makes a business franchise-ready—and why having an operations manual and legal documents alone isn't enough. Luke shares the critical role of systems, infrastructure, and strategic planning in building a scalable franchise, along with the common pitfalls brands face when expanding too quickly. He also offers valuable insights for Australian businesses looking to enter the US market, covering everything from franchise readiness and ideal partner profiles to protecting intellectual property and creating the right support structure for long-term growth. Whether you're considering franchising your business or planning to expand internationally, this episode offers practical advice to help you build a stronger, more sustainable franchise system from the very beginning. In This Episode How to know if your business is truly ready to franchise Why systems and infrastructure matter more than legal documents alone The biggest mistakes brands make before scaling Preparing your business for rapid franchise growth What Australian brands should know before entering the US market Building the right support structure for franchisees Why your first franchisees are critical to long-term success Understanding risk when joining an emerging franchise brand Protecting your intellectual property before expanding internationally The importance of identifying your ideal franchise partner Luke's vision for creating an independent franchise evaluation framework Key Takeaways Franchising isn't about growing faster—it's about growing sustainably. An operations manual alone won't build a successful franchise system. Before expanding, ask yourself: "What breaks if I double my franchise network tomorrow?" Strong infrastructure creates repeatable success across every location. International expansion requires careful planning, legal protection, and local support. Your first franchisees help shape the future of your franchise network. Choosing the right franchise partners is more important than selling more franchises. Brands that pause to strengthen their systems are often the ones that scale successfully. The best franchise opportunities combine proven systems with committed franchisees. Long-term success begins with evaluating your business honestly before you franchise. About Our Guest Luke Frey is a franchise growth strategist, founder of the 94X Movement, and a passionate advocate for business ownership. With nearly 30 years of experience in franchising and an accomplished leadership background in both the fire service and the corporate world, Luke has dedicated his career to helping businesses scale through franchising. He works with startup and emerging brands to determine whether they're truly ready to franchise before they invest significant time and capital into expansion. By evaluating their systems, infrastructure, operational readiness, and long-term scalability, Luke helps founders build franchise networks that are positioned for sustainable growth. Luke is also passionate about helping experienced professionals transition from corporate careers into successful business ownership and is currently developing an independent franchise evaluation framework that aims to bring greater transparency and confidence to the franchising industry. 📌 Connect with Susana Hands Learn more about franchising and working with Susana: Websites: https://susanahands.com.au/ and https://franiqbiz.com/ Connect with Susana on socials:  LinkedIN: https://www.linkedin.com/in/susana-hands-the-franchise-lady Facebook: https://www.facebook.com/suz.hands  Instagram: https://www.instagram.com/susanahands_/

    #11: Is Your Business Really Ready to Franchise? with Luke Frey

  3. Jul 18

    #10: Building a Profitable Franchise Starts with Knowing Your Numbers with Trudy Heins

    Can you really build a successful franchise if you don't understand your numbers? In this episode of Let's Talk Franchising, Susana Hands sits down with Trudy Heins, business coach and strategist, to explore one of the most overlooked drivers of franchise success: financial clarity. Drawing on more than 36 years of experience in finance, business strategy, and coaching franchisees, Trudy shares why understanding your numbers, developing a CEO mindset, and making commercially sound decisions are essential for long-term business growth. Together, they discuss everything from unit economics and profitability to leadership, hiring, franchisee support, culture, and the importance of seeking expert advice before problems arise. Whether you're a franchisor, franchisee, or business owner looking to scale, this episode is packed with practical strategies to help you build a more profitable, sustainable business. In This Episode Why every business owner must understand their numbers Developing the CEO mindset as a franchisee The importance of unit economics and profitability Why coaching accelerates business growth Helping franchisees create clear business goals Building a culture that supports long-term success Hiring the right people and avoiding costly recruitment mistakes Knowing when it's time to outsource and grow your team Understanding lead generation through return on investment Why local marketing matters, even inside a franchise system The essential ingredients of building a successful business How franchisors can better support their franchisees Key Takeaways If you don't know your numbers, you can't confidently grow your business. A successful franchisee thinks like a CEO—not an employee. Revenue is important, but profitability is what creates sustainable businesses. Coaching isn't just about accountability—it's about making better business decisions. Strong business culture starts with leadership from the top. Hire people who complement your strengths rather than mirror them. Invest your time where it creates the greatest return. Measure your marketing so you know what's working—and stop wasting money on what isn't. Great franchisees take responsibility for their own success while leveraging the support available. Long-term business success comes from clarity, awareness, passion, stamina, and commercial discipline. About Our Guest Trudy Heins is a business coach and strategist with more than 36 years of experience in finance and business, including three decades as a Certified Financial Planner. She has built and sold multiple businesses and has worked with organisations including GIO, Perpetual, major Australian banks, and boutique professional firms. Having coached franchisees inside one of Australia's largest franchise networks, Trudy specializes in helping business owners develop the commercial discipline, financial confidence, and strategic thinking needed to build profitable, sustainable businesses. She also works as a fractional business advisor, providing ongoing strategic coaching and commercial oversight to businesses looking to scale without the cost of a full-time executive. Based in Queensland, Australia, Trudy works with clients globally. 📌 Connect with Susana Hands Learn more about franchising and working with Susana: Websites: https://susanahands.com.au/ and https://franiqbiz.com/ Connect with Susana on socials:  LinkedIN: https://www.linkedin.com/in/susana-hands-the-franchise-lady Facebook: https://www.facebook.com/suz.hands  Instagram: https://www.instagram.com/susanahands_/

    #10: Building a Profitable Franchise Starts with Knowing Your Numbers with Trudy Heins

  4. Jul 12

    #9: Lessons from the Front Lines of Franchising with Greg Rips of Third Wave

    What happens when a successful business owner decides to franchise—and discovers it's a completely different business? In this episode of Let's Talk Franchising, Susana Hands sits down with Greg Rips, Founder and Franchisor of Third Wave, to discuss the realities of scaling a restaurant brand through franchising. From growing a single café into a nationally recognized brand to building franchise systems from the ground up, Greg shares the hard-earned lessons that every franchisor needs to hear. Together, they explore the challenges of training franchisees, creating operational systems, generating quality franchise leads, hiring the right people, and why building a successful franchise requires far more than simply replicating a successful business. Whether you're preparing to franchise your business or already growing a franchise network, this episode offers practical insights from someone actively building one of Australia's fastest-growing hospitality brands. In This Episode Greg's journey from a single café to franchising Third Wave Why franchising is a completely different business from operating a restaurant The biggest surprises Greg encountered as a new franchisor Why "common sense" isn't common for new franchisees The importance of stronger onboarding, training, and operational readiness How to balance corporate stores with franchise growth Building a franchise system through continuous learning The role of social media in generating franchise leads Why passion and brand strength matter more than aggressive sales The truth about franchise marketing agencies and lead generation How to qualify better franchise candidates Greg's vision for expanding Third Wave internationally About Our Guest Greg Rips is the Founder and Franchisor of Third Wave BBQ, one of Australia's most recognized American-style barbecue restaurant brands. Since launching the business in Melbourne in 2010, Greg has transformed a small café into a thriving multi-location franchise known for its immersive dining experiences, creative menu innovations, and powerful social media presence. With millions of followers across digital platforms and hundreds of millions of monthly video views, Greg has built more than just a restaurant—he's built a brand that combines exceptional food, unforgettable customer experiences, and scalable business systems. As Third Wave continues its expansion across Australia and prepares for international growth, Greg remains focused on refining franchise operations, supporting franchisees, and creating a business designed for long-term success.   📌 Connect with Susana Hands Learn more about franchising and working with Susana: Websites: https://susanahands.com.au/ and https://franiqbiz.com/ Connect with Susana on socials:  LinkedIN: https://www.linkedin.com/in/susana-hands-the-franchise-lady Facebook: https://www.facebook.com/suz.hands  Instagram: https://www.instagram.com/susanahands_/

    #9: Lessons from the Front Lines of Franchising with Greg Rips of Third Wave

  5. Jul 5

    #8: Behind Australia’s Leading Kids Multi-Sport Franchise With Danie O'connor

    What does it really take to build a franchise network that lasts for more than a decade? In this episode of Let's Talk Franchising, Susana Hands sits down with Danie O'connor, Co-Owner of Ready Steady Go Kids, to discuss her journey from franchisee to franchisor, the lessons she's learned growing a national franchise network, and the realities of supporting franchisees for long-term success. From choosing the right franchise partners to creating strong support systems, investing in technology, and building a thriving franchise community, Danie shares practical insights that every current and aspiring franchisor can learn from. Whether you're launching your first franchise or scaling an established network, this conversation is packed with real-world experience and actionable advice. In This Episode Danie's journey from franchisee to franchise owner The biggest lessons from growing Ready Steady Go Kids Why choosing the right franchisees matters more than selling more franchises Supporting new franchisees without creating dependency The importance of mentorship within a franchise network Why systems and technology are essential for scaling How conferences strengthen franchise culture Common myths about owning a franchise The value of transparency during the franchise sales process Building trust through better communication and support 📌 Connect with Susana Hands Learn more about franchising and working with Susana: Websites: https://susanahands.com.au/ https://franiqbiz.com/ Connect with Susana on socials: LinkedIn: https://www.linkedin.com/in/susana-hands-the-franchise-lady Facebook: https://www.facebook.com/suz.hands Instagram: https://www.instagram.com/susanahands_/

  6. Jun 27

    #7: Why Your Information Session Isn’t Converting

    You're getting people to attend your franchise information sessions—but they're not taking the next step. If prospects leave saying, "I'll think about it," instead of booking a fit call, submitting an application, or placing a deposit, the problem isn't your opportunity. It's how your information session is designed. In this episode of Let's Talk Franchising, we break down why most information sessions educate instead of convert. You'll learn how to structure a session that creates clarity, builds certainty, filters out time-wasters, and moves serious buyers confidently through your franchise sales process. Whether you're running discovery calls, virtual information sessions, or live franchise events, this episode will help you turn interested prospects into committed franchisees. In This Episode Why information sessions should be decision sessions—not education sessions The difference between tourists, comparers, and closers How to structure a presentation that builds certainty Why your brand story shouldn't be the opening act The conversion formula: Certainty = Proof + Pathway How to guide your Q&A without losing control of the room The 48-hour follow-up system that keeps momentum alive A proven 60-minute framework for high-converting franchise information sessions Key Takeaways Your audience cares more about where they can go than where your company came from. The highest attention span in any presentation happens at the beginning—don't waste it. Keep your origin story as supporting credibility, not the main event. Great information sessions follow a clear structure that moves prospects toward a decision. A presentation without a clear progression won't consistently convert attendees into franchisees. 📌 Connect with Susana Hands Learn more about franchising and working with Susana: Websites: https://susanahands.com.au/ and https://franiqbiz.com/ Connect with Susana on socials:  LinkedIN: https://www.linkedin.com/in/susana-hands-the-franchise-lady Facebook: https://www.facebook.com/suz.hands  Instagram: https://www.instagram.com/susanahands_/

  7. Jun 20

    #6: Lessons in Franchising, Leadership, and Legacy with Jim Penman

    What does it take to build one of Australia's most recognised franchise brands from the ground up? In this episode of Let's Talk Franchising, Susana Hands sits down with Jim Penman, founder of Jim's Group, for a candid conversation about the journey from a one-man gardening business to a nationwide franchise network with thousands of franchisees. Jim shares the mistakes, lessons, and philosophies that have shaped his approach to franchising over the past five decades. From selecting the right franchisees and building strong support systems to creating a culture where franchisees have a genuine voice, this episode offers a rare behind-the-scenes look at how one of Australia's largest franchise networks operates. The conversation explores why continuous improvement matters more than perfection, the role of leadership in building trust, and how franchisors can create systems that genuinely support franchisee success. Beyond franchising, Jim also shares his thoughts on business ownership, health, housing affordability, personal responsibility, and the importance of building a legacy that lasts beyond the founder. Whether you're a franchisor, franchisee, business owner, or someone considering franchising for the first time, this episode is packed with practical insights, strong opinions, and valuable lessons from someone who has spent decades building and evolving a franchise network. In This Episode, We Cover How Jim's Group grew from a small gardening business into a franchise powerhouse The biggest mistakes Jim has made throughout his business journey Why continuous improvement is the key to long-term success How Jim's Group supports franchisees through training, coaching, and systems The importance of selecting the right franchisees from the start Why franchisees should have a strong voice within a franchise network How Jim protects franchisees and holds franchisors accountable The role technology and systems play in franchise growth Common misconceptions about franchising and franchise ownership Why community and personal relationships matter in business Jim's thoughts on leadership, legacy, and the future of Jim's Group 📌 Connect with Susana Hands Learn more about franchising and working with Susana: Websites: https://susanahands.com.au/ https://franiqbiz.com/ Connect with Susana on socials: LinkedIn: https://www.linkedin.com/in/susana-hands-the-franchise-lady Facebook: https://www.facebook.com/suz.hands Instagram: https://www.instagram.com/susanahands_/

    #6: Lessons in Franchising, Leadership, and Legacy with Jim Penman

  8. Jun 14

    #5: What Franchise Buyers Are Really Looking For Before They Commit

    Most franchise buyers are not looking for the most exciting brand. They are looking for the brand that feels the safest to trust with their money, time, and future. In this episode of Let’s Talk Franchising, Susana Hands unpacks what is really going through a buyer’s mind before they commit to a franchise opportunity and why so many promising conversations quietly lose momentum. From trust and support to proof, systems, and brand credibility, Susana shares the patterns she consistently sees in franchise sales conversations and the hidden concerns buyers are often too hesitant to say out loud. This episode is especially valuable for franchisors who are getting interest but struggling to move prospects from “thinking about it” to making confident decisions. If you have ever wondered why some buyers move quickly while others disappear after great calls, this conversation will give you a completely different perspective on what people are actually looking for before they say yes. In This Episode, We Cover What franchise buyers are really evaluating before they commit The hidden concerns prospects rarely say out loud Why trust matters more than excitement during the sales process The role support and systems play in buyer confidence What buyers pay attention to when researching a franchise brand Why proof and clarity create stronger franchise conversations Common mistakes that quietly create hesitation How uncertainty impacts franchise sales decisions Connect with Susana Hands Learn more about franchising and working with Susana: Websites: https://susanahands.com.au/ and https://franiqbiz.com/ Connect with Susana on socials:  LinkedIN: https://www.linkedin.com/in/susana-hands-the-franchise-lady Facebook: https://www.facebook.com/suz.hands  Instagram: https://www.instagram.com/susanahands_/

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About

Lets Talk Franchising is your go-to source if you’re considering franchising your business, working to sell more franchises, or simply want to master the franchise space. Each episode delivers actionable insights, expert advice, and real-world strategies to help you grow, sell, and succeed in franchising - avoiding common pitfalls along the way. Subscribe now to get smarter, faster, and stronger in franchising.

Information

  • Creator
    Susana Hands
  • Years Active
    2026
  • Episodes
    13
  • Rating
    Clean
  • Copyright
    © Copyright 2026 All rights reserved.
  • Show Website
    Let’s Talk Franchising