"Growing that fast you really have to have your head on a swivel and change what you're doing very quickly. When you're growing that fast, you get different ideas from franchisees that make a big difference in operations, so we incorporated a lot of that into it. You just have to prioritize and keep helping everybody out."

"What I learned was to always be listening to everybody that's in the system of growth, especially the franchisees. We thought we had a good system, but when franchisees were out there executing it, they were finding better ways to do things. So being open-minded and able to implement a better system was key, instead of being rigid and closed off."

"Defining a great franchisee...first and foremost is being able to go, yes, I'm going to bet on myself and become an entrepreneur. What makes athletes great is they've been used to following a playbook all their lives, so a franchise gives them that. Franchisees are like teammates—they help each other, and that kind of support is ongoing."

 "If someone says they want a restaurant, I try to get them to think about it—investment level is really high, and unless you have a team that knows restaurants, it's tough. Last year, I placed most clients in the pet industry, specifically dog grooming with a subscription model. This year, it's indoor golf simulators—really good passive models. Home service is always a great stepping stone since the investment is typically lower and the support network is strong."

"It's about goals—are you looking to be owner-operator, or is this a passive model? Are you aiming for generational wealth or to build one unit? We talk about investment, background, and interests. Sometimes I'll run a test to match their skill set and then show them options that really fit."

"The most important aspect is to talk with existing franchisees. Any business can put numbers in a pitch, but the franchisees will tell you how it really is. I always say look at the median number in the FDD for realistic expectations, but then dig into questions about support, how long it took to get profitable, and would they do it again."

"The owner's superpower is the way they run their business and treat their people. Treat employees like gold so they treat your customers like gold. You can ask about tweaks at the beginning, like if a dog grooming franchise allows different products, but just know that the brand is strong because they've perfected their system. Make your impact with your team and customers."