How do you approach a franchisee validation call?

Open by explaining you are considering buying a franchise in their system and would appreciate 15-20 minutes of honest feedback. Emphasize you are not going to be their competitor (if in a different territory) and that their input will help you make a more informed decision. Most franchisees are willing to talk, they remember being where you are. Start with easy questions about their day-to-day experience before moving to the sensitive financial questions.

What if a franchisee refuses to answer financial questions?

If a franchisee deflects financial questions with 'it depends on your location,' that is actually useful information, it often indicates that income varies so widely that the Item 19 averages are not reliable predictors. If they actively avoid the topic or seem coached, contact more franchisees. If the majority of franchisees in a system are reluctant to discuss financials, that is a significant red flag about system-wide performance.

Franchisee Validation Call Scripts

Tell us about the franchise you're evaluating

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Industry

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Call Type

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2 topics included free.

Financial RealityFree Franchisor SupportFree Territory Issues Fee Surprises Day-to-Day Operations Overall Satisfaction Exit & Regret Marketing & Leads

6 More Script Topics

You're prepared for 2 conversations. But thorough due diligence covers all 8 topics - territory, fees, operations, satisfaction, exit terms, and marketing.

Pro Tips for Validation Calls

Call at least 5-8 franchisees - including ones NOT on the franchisor's "recommended" list. Use the Item 20 list in your FDD to find all current/former owners.
Call former franchisees - they have zero reason to sugarcoat. Ask why they left.
Listen for hesitation - long pauses and vague answers tell you more than enthusiastic pitches.
Ask the same questions to multiple owners - consistent answers build confidence; conflicting answers are red flags.
Take notes immediately after each call - details fade fast. Record impressions, not just facts.
Avoid leading questions - "The fees seem reasonable, right?" will get you a yes. "How do the fees compare to what you expected?" gets you truth.

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Ask the questions that get you the truth.

Tell us about the franchise you're evaluating

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6 More Script Topics

Pro Tips for Validation Calls

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