Why Building Relationships Matters
In the franchising world, two people can follow the exact same process, look at the same territory, and attend the same discovery day. But despite these similarities, their outcomes can be drastically different due to one key factor: how they engage with the franchisor throughout the process.
This openness can make all the difference—not just in standing out but also in laying the foundation for a successful partnership. Let’s explore a tale of two franchise candidates to understand how being open and building relationships can make or break their success.
Candidate 1: Guarded and Reserved
The first candidate approaches the franchise process with caution, always keeping their cards close to their chest. While they ask the necessary questions, they remain distant and guarded, hesitant to share too much.
Concerned about being “sold” something, they resist opening up, keeping the franchisor at arm’s length.
Although they follow the steps and check the boxes, their lack of engagement creates a noticeable barrier. They don’t take the opportunity to build a relationship, and this distance leaves the franchisor uncertain about their true intentions or level of commitment.
The franchisor may wonder if this candidate is fully invested in the opportunity or if they’re just going through the motions.
Ultimately, this guarded approach prevents a meaningful dialogue from developing. By holding back, Candidate 1 misses the chance to create a strong connection, potentially limiting their chances of moving forward in the process.
Candidate 2: Open and Engaged
The second candidate takes a completely different approach. From the start, they embrace the franchise process, viewing it as an opportunity to build a genuine partnership with the franchisor. Rather than holding back, they openly discuss their goals, vision, and strategies, understanding that franchising is about collaboration.
By actively engaging with the franchisor, they foster a sense of trust and rapport. This candidate is not afraid to share their aspirations or let the franchisor in, recognizing that this is a key part of forming a strong, two-way relationship.
Their openness allows for more in-depth conversations, and both sides can get a clearer picture of how they would work together.
This candidate understands that successful franchising is a people-centered business. By being open, they not only learn more about the franchise but also demonstrate their willingness to be a true partner. This creates a sense of connection that sets them apart, signaling to the franchisor that they’re the right fit for a lasting partnership.
Who’s it Going to Be?
Fast forward to the end of the process, and both candidates attend the same discovery day. The franchisor now has a decision to make. Who will be the better fit for the business, the territory, and the community?
Surprise, surprise… the franchisor will go with Candidate 2—the one who’s open, engaged, and committed to building a relationship. They’ve demonstrated that they’re invested in not just the business, but in also creating a successful partnership. Candidate 1, despite following the same steps, misses out on the opportunity simply because they never let their guard down and truly engaged.
It’s also important to recognize that franchisors play a vital role in protecting the system through their screening process. By carefully evaluating potential franchisees, they help ensure that only compatible candidates enter the network. Prioritizing quality over quantity protects the brand’s integrity and contributes to a stronger, more valuable franchise over time.
Franchising Is a People Business
At the heart of franchising lies one simple truth: it’s a people business. Success isn’t just about finding the right territory or following the correct steps—it’s about how you connect with others.
Whether it’s the franchisor, your future employees, customers, or the community, the ability to build strong relationships is what sets successful franchisees apart. And how you engage with the franchisor is a direct reflection of how you’ll build relationships with everyone else, which is why being open during the process is so important.
Learn from These Franchise Candidates
As you navigate the franchise process, keep this tale of two candidates in mind. You may have the right background, resources, and territory, but without the right attitude and communication skills, you could find yourself missing out.
If you’re ready to explore franchise opportunities and want to make sure you’re taking the right approach, let’s connect. We’ll make sure you stand out as the candidate who truly understands the value of collaboration.
