Qualify the operating fit, not just the interest
Before discussing a specific property, establish the candidate's budget range, desired role, operating experience, geography, timing and tolerance for the demands of the business. A popular brand is not automatically a good personal or financial fit.
Keep the conversation factual. Do not promise income, territory rights, financing, site approval or an opening date unless the responsible party has documented what is actually being offered.
Use a three-part evidence handoff
- Brand evidence: current disclosure document, fees, requirements and any financial performance representation in the proper disclosure materials.
- Market evidence: trade-area assumptions, customer and competitor signals, and the geography and date attached to each data point.
- Site evidence: preliminary fit, access, physical condition, use and permit questions, lease exposure and remaining unknowns.
Protect trust after the introduction
The FTC says a franchise buyer must receive the Franchise Disclosure Document at least 14 calendar days before signing a contract or paying the franchisor or an affiliate. Candidates should read it carefully and consult qualified advisers; a broker's summary is not a substitute for the document.
A useful broker remains the connector, not the source of every answer. Keep an open-items list and identify whether the next answer belongs to the franchisor, attorney, lender, architect, municipality or landlord.