How to Use Franchise Validation Calls to Get the Real Story

Validation calls—speaking directly with existing franchisees—are one of the most valuable steps in the discovery process. Here’s how to make the most of them:

Prepare in Advance

Have a list of targeted questions ready. Examples:

• How long until you became profitable?

• What’s the day-to-day really like?

• How supportive is the franchisor after you open?

Talk to a Variety of Owners

Speak with high performers, average performers, and even those who’ve struggled. This gives you a balanced perspective.

Listen for Patterns

If multiple owners mention the same challenge or benefit, it’s likely a consistent part of the experience.

Build Rapport

Franchisees are more likely to share openly if they feel you’re genuinely curious—not just checking a box.

Takeaway: Validation calls are your chance to peek behind the curtain. The better your questions, the clearer your picture of life as a franchise owner will be."

Have questions about franchise ownership OR franchising your existing business? Please feel free to reach out to me at JoeFox@TheFranchiseConsultingCompany.com or (713) 936-4929. I am a Senior Franchise Consultant with over 30 years of business experience. My services are free and I'm here to help.

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