If you’re an entrepreneur, small business owner, franchisee, or franchisor seeking concise and insightful advice, “MasterMind Minutes” by Franchise Growth Solutions™️is a podcast tailored for you. Each episode features a single guest addressing one pertinent question, delivering expert answers in minutes, not hours. Hosted by Gary Occhiogrosso, Managing Partner at Franchise Growth Solutions™️the podcast leverages his passion, knowledge, and experience to provide valuable information efficiently.
Recent episodes have delved into topics such as the peak of private equity in franchising, the importance of creating unique points of differentiation in products and services, and strategies for entrepreneurs to leverage collaboration for exponential growth. These discussions are designed to offer actionable insights that can be applied directly to your business endeavors.
Entrepreneurs across the country are discovering that farmers markets offer more than fresh produce. They offer a dynamic launchpad for new brands. With minimal overhead and direct access to customers, creative bakers, artisans, food crafters, and prepared food makers are able to test product ideas profitably. Whether as a side hustle or full-time venture, a single weekly market booth can turn into a thriving small business.
HOW ENTREPRENEURS LAUNCH SUCCESSFUL BRANDS AT FARMERS MARKETS IN 2025
Entrepreneurs use farmers markets to launch brands by combining visibility, flexible investment, and hands-on customer feedback. This blog explores the scale of farmers markets, vendor types, booth fees, licensing, income potential, operational realities, and why markets serve as both side hustles and full-time businesses.
How Many Farmers Markets Operate Each Weekend
The number of farmers markets in the United States has grown from about 1,755 in 1994 to nearly 8,771 by 2019. That represents consistent year-over-year expansion. On any given weekend, thousands of markets operate throughout the country. While some are seasonal, others remain open year-round, especially in warmer regions or urban areas.
Types of Vendors You’ll See at a Market
Markets typically feature a balanced mix of vendor categories. This diversity attracts a broad customer base. Common vendor types include:
Produce growers and farm vendors offering fresh fruits, vegetables, dairy, eggs, and meats. These stalls often belong to certified producer-only vendors.
Bakers and food producers offering goods such as breads, muffins, granola, cookies, and jams.
Craft and artisan vendors who sell handmade products like jewelry, candles, bath products, pottery, textiles, or original art.
Some markets limit how many vendors can offer a particular category of product. This helps control saturation and gives shoppers a diverse experience. For example, a market may restrict entry to no more than two vendors offering baked goods to ensure all sellers are profitable.
Booth Fees and Cost to Be a Vendor
Booth fees vary based on the market’s location, size, traffic, and amenities. Smaller local markets often charge between $10 and $25 per day. These are ideal for beginners looking to test an idea with minimal financial risk.
In contrast, popular urban markets or those with high foot traffic can charge between $50 and $60 per day. Some even go higher, especially for large stalls or covered spaces.
Other cost structures include:
A flat seasonal fee ranging from $200 to $800
A percentage-of-sales model, typically around ten percent of gross receipts
Discounts for full-season commitment
Add-on fees for electricity, corner placement, or water access
Vendors should also factor in other costs such as tables, canopies, signage, product labels, packaging, and payment processing.
Licensing and Permits for Food Vendors
Selling food at a farmers market requires compliance with local and state health codes. The exact requirements depend on your city and the type of product you sell.
Typical permits and licenses include:
Food Handler’s Certification – Required for anyone preparing or handling food.
Cottage Food Permit – Allows home-based production of low-risk items like baked goods, jam, or granola. Each state has its own cottage food laws with allowable items and volume limits.
Commercial Kitchen Certification – If your products are not allowed under cottage food laws, you must use a licensed commercial kitchen.
Liability Insurance – Many markets require vendors to carry general liability insurance with at least $1 million in coverage, naming the market and its host municipality as additional insureds.
You may also need sales tax registration and local business licenses, depending on your region.
Income Potential and Vendor Revenue
The income a vendor earns at a farmers market depends on product type, pricing, market size, customer flow, and personal effort. While many vendors make modest income in their first year, some earn enough to replace full-time employment.
Consider the following possibilities:
Entry-level vendors earn $200 to $500 per day depending on pricing and volume.
Experienced vendors in high-traffic markets can earn $1,000 to $2,500 on a Saturday.
Annual income can range from under $5,000 to over $100,000.
Vendors selling high-margin prepared foods often outperform produce sellers in revenue.
Some markets report their top vendors earning $250,000 to $500,000 per year. These are often full-time operations participating in multiple markets with employees, professional packaging, and deep brand presence.
Market Management: Exclusivity, Setup, and Breakdown
Each market has its own operating rules and management style. Most managers curate vendor categories to avoid overlapping products. While full exclusivity is rare, approval is usually required to expand or change your product offerings. Some may grant unofficial exclusivity if your product is unique.
Setup times are typically early in the morning. Vendors are often required to be fully ready to sell by 8:00 am or earlier. Failure to set up on time may result in penalties or being barred from future dates.
Tear-down usually occurs right at market close. Vendors are expected to stay for the full duration unless they sell out. Leaving early is frowned upon and sometimes penalized unless specifically permitted.
Additional rules may include:
No driving into the market zone during operating hours
Booths must meet appearance and safety standards
Vendors must clean up their space completely after tear-down
Late arrivals may be turned away or assigned a less desirable location
Farmers Markets as Full-Time Business vs Side Hustl
One of the biggest appeals of the farmers market model is its flexibility. Entrepreneurs can scale at their own pace based on goals and available time.
For Side Hustlers
Someone with a traditional 9 to 5 job may work a farmers market on Saturdays or Sundays. The low barrier to entry makes it feasible to start small and build experience. This approach works well for:
Hobbyists testing product ideas
Bakers or makers looking for real-time customer feedback
People with passion projects but limited time or funds
For Full-Time Entrepreneurs
Farmers markets can be a legitimate full-time business for those willing to make the commitment. High-performing vendors operate at multiple markets weekly, source ingredients in bulk, produce at scale, and may have staff.
A full-time vendor might:
Attend three to five markets weekly
Build a recognizable brand through packaging and signage
Leverage social media and email lists to drive loyal customers
Introduce wholesale or online sales to complement in-person revenue
Advantages of Launching a Brand at a Farmers Market
Farmers markets give entrepreneurs a unique opportunity to enter the business world without excessive financial risk or red tape.
Key advantages include:
Low Overhead – No long-term lease or utility bills
Built-In Traffic – Customers attend the market with the intent to buy
Direct Feedback – Interact with customers to refine products quickly
Price Control – Sell at retail rather than wholesale
Flexibility – Choose when and where to sell
Community and Networking – Connect with other vendors, customers, and potential partners
Test-Market Environment – Gauge demand before investing in a storefront or mass production
Challenges to Be Aware Of
Despite their many benefits, markets are not without limitations. Success requires effort, planning, and patience.
Common challenges include:
Seasonality – Outdoor markets are often closed during winter
Weather Risk – Rain, wind, or heat can reduce turnout
Licensing Confusion – Navigating health rules can be time-consuming
Labor Intensive – Setup, production, and staffing take real effort
Limited Reach – One-day markets cap your exposure
Competition – Similar vendors compete for limited customer budgets
Conclusion
Farmers markets remain one of the most effective and rewarding ways for entrepreneurs to launch brands. They combine low startup costs, high customer engagement, and scalable income. Whether used as a side hustle or a springboard into a larger venture, the farmers market is a dynamic, profitable ecosystem ready for anyone bold enough to try. With preparation, consistency, and passion, anyone can use this powerful platform to grow a meaningful business.
Even the strongest franchise brands live or die by what customers say about their local experiences. In today’s digital-first world, online reviews influence not only foot traffic and purchasing decisions but also your local SEO, brand credibility, and future franchisee interest. Whether you own a single unit or dozens, your online reputation is a real-time report card that reflects operational excellence or exposes weaknesses. This article explores why franchise owners must take online reviews seriously, how franchisors can support the effort, and what strategies deliver the highest return on trust, visibility, and customer loyalty.
WHY ONLINE REVIEWS CAN MAKE OR BREAK YOUR FRANCHISE LOCATION
When most people hear the word franchise, they picture the big names, McDonald’s, Dunkin’, Subway, or Massage Envy. These names evoke images of consistency, brand recognition, and reliability. But what many franchise owners often forget is that while the brand itself may be national or even international, customers still think and behave locally. A franchise might be part of a nationwide chain, but every customer who walks through the door or places an online order is evaluating a single location. They’re not reviewing the corporate headquarters. They’re reviewing your specific franchise unit.
And today, they’re doing that loudly and publicly on Yelp, Google Reviews, TripAdvisor, Facebook, and a growing list of other platforms. In 2023, over 87 percent of consumers read online reviews for local businesses, including franchises, before making a purchasing decision. This number continues to rise as mobile-first search behavior becomes more prevalent.
In the digital era, where one review can amplify or destroy a location’s reputation, online reviews have evolved into one of the most influential factors in a franchisee’s success. A solid review strategy is no longer optional. It is a mission-critical aspect of running a franchise business.
Localized Perception in a National Framework
While a franchise benefits from national advertising, supply chain support, and operational systems, it operates within a localized lens in the eyes of the consumer. For example, a customer does not evaluate their visit to “Starbucks USA.” They evaluate the Starbucks on Main Street in Kansas City. The barista’s attitude, the cleanliness of the bathroom, the temperature of the latte, all of these micro experiences are assessed locally.
That assessment is then posted globally through online reviews. The entire brand benefits or suffers based on those customer perceptions. In this way, online reviews serve as the ultimate equalizer, highlighting both the franchisee’s execution and the brand’s commitment to customer experience across all locations.
Trust is the Currency of Digital Commerce
Consumers trust online reviews almost as much as they trust personal recommendations. According to BrightLocal’s 2023 Local Consumer Review Survey, 76 percent of consumers “always” or “regularly” read online reviews when browsing for local businesses, and 49 percent trust those reviews as much as a friend’s recommendation. That trust translates directly into dollars.
Positive online reviews are one of the strongest indicators of purchase behavior. For franchise businesses, this means a good online reputation can significantly increase foot traffic, digital orders, and repeat business. Negative reviews, on the other hand, can erode trust faster than any discount or promotional campaign can repair it.
How Reviews Impact Franchise Search Rankings
Google’s local search algorithm is heavily influenced by review volume, frequency, and rating. If your franchise location is not ranking high in local search results, it could be directly related to a lack of recent or positive reviews. Google My Business (GMB) listings with more than 50 reviews and a 4.5+ star average tend to outperform competitors in visibility and engagement.
This is vital because 92 percent of searchers select businesses from the first page of local search results. If your franchise location does not show up on that first page, you are effectively invisible to new customers. Optimizing for online reviews is as essential to local SEO as your website or business address.
Franchisees Must Take Ownership of Local Reputation
Many franchisees assume that the corporate brand will manage the online presence and reviews. This is a dangerous assumption. While franchisors may provide brand guidelines, social media templates, or reputation management tools, the day-to-day execution falls on the shoulders of the local operator.
Each franchisee must treat online reputation management as part of their standard operating procedures. This includes regularly monitoring review sites, responding promptly and professionally to feedback, and encouraging happy customers to share their positive experiences.
Franchisors should encourage this by training new franchisees on review strategies during onboarding and making review metrics a key performance indicator (KPI) in ongoing operations evaluations.
The Psychological Power of Social Proof
Social proof is one of the most powerful forces in marketing psychology. When customers see dozens or hundreds of people praising a franchise location, it reduces the mental friction of deciding where to spend their money. In many ways, reviews serve as digital word-of-mouth. They validate the customer’s choice before they ever walk through the door.
This is especially important for franchise businesses in competitive industries such as fitness, food service, wellness, and child enrichment, where consumers often face multiple choices in the same geographic area. A location with 100 glowing reviews and a 4.8-star rating will significantly outperform one with five reviews and a 3.9-star average, even if the services are identical.
How to Actively Encourage Positive Reviews
Franchise owners must implement a structured process for generating reviews. Relying on customers to leave feedback without a prompt results in sporadic and often skewed responses, typically only the very unhappy or very happy leave reviews on their own. To build a balanced online reputation, franchisees should:
Train staff to ask for reviews after a positive interaction.
Include review requests on printed receipts or digital invoices.
Send automated follow-up emails or text messages to recent customers with a review link.
Display signage in-store encouraging customers to leave a review on Google.
Respond to all reviews promptly, thanking positive reviewers and addressing concerns from negative ones.
When done ethically and consistently, these methods can significantly increase the volume of positive reviews and dilute the impact of occasional negative feedback.
How Negative Reviews Can Be an Opportunity
While it is tempting to fear or avoid negative reviews, they can actually be beneficial when handled correctly. Responding to a negative review with empathy, professionalism, and a solution can demonstrate that the franchise location takes customer service seriously. In fact, 45 percent of consumers are more likely to visit a business that publicly responds to negative feedback and attempts to resolve the issue.
This also presents an opportunity for the franchisor to evaluate whether systemic issues exist across multiple locations. If several franchisees report similar complaints, about training, product quality, or operations, it could indicate a larger issue that needs attention from the brand leadership team.
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The Role of Franchisors in Online Review Strategy
Franchisors must empower franchisees with the tools, training, and frameworks to manage online reviews effectively. This may include:
Setting up centralized platforms that aggregate reviews across locations.
Offering templated responses that maintain brand tone and voice.
Providing software that automatically prompts review requests after transactions.
Hosting quarterly webinars or workshops focused on digital reputation.
Moreover, franchisors should regularly audit and review performance across the system. By identifying top-performing locations based on review data, they can extract best practices and share them across the network to uplift weaker performers.
Reviews Influence More Than Just Customers
A strong online reputation affects more than potential customers. It also influences prospective franchisees, employees, investors, and vendors. When researching whether to buy a franchise or work for a location, people inevitably turn to Google and Yelp to learn more about the local unit’s reputation. A location with dozens of glowing reviews signals that the operation is professional, reliable, and customer-focused, making it attractive to stakeholders across the board.
Case Study: Chick-fil-A and the Art of Review Management
Chick-fil-A is known for high customer satisfaction ratings, and much of that reputation is built on consistency in service and follow-through. Franchisees are trained from the beginning to monitor reviews, respond promptly, and take customer feedback seriously. Many locations use review management software integrated with their point-of-sale system to automatically send requests for feedback, allowing them to build a steady stream of positive reviews.
This strategy has contributed to Chick-fil-A regularly ranking at the top of the American Customer Satisfaction Index (ACSI) in the quick-service category. The takeaway for other franchise brands is that proactive management of customer reviews is a repeatable, scalable, and profitable discipline.
Ignoring Reviews is Risky Business
Some franchisees make the mistake of avoiding online reviews altogether, hoping that silence will avoid scrutiny. This is a false sense of security. Customers will talk about your business whether you are part of the conversation or not. Ignoring reviews creates a reputation vacuum, often filled with inaccurate, outdated, or harmful information.
Moreover, platforms like Google and Yelp rank active businesses higher in local search. A dormant online presence with no recent reviews will quickly fade from public view, pushing customers to choose more active competitors.
Final Thoughts: Online Reviews Are Your Franchise Report Card
In the franchise business, every unit must be managed like a standalone business. That means owning your reputation, managing customer interactions, and leveraging digital tools to showcase your strengths. Online reviews are not just a reflection of customer satisfaction. They are a real-time report card, influencing buying behavior, franchise valuation, and long-term profitability.
If you want your franchise to thrive, do not treat online reviews as an afterthought. Make them a core part of your operations. Engage with customers. Solve problems. Ask for feedback. Celebrate praise. Learn from criticism. Because while the brand may be national, the customer experience and reputation is always local.
Sources:
BrightLocal – Local Consumer Review Survey 2023
American Customer Satisfaction Index – Quick Service Restaurants 2023 Report
Search Engine Journal – Local SEO and Review Ranking Factors
Forbes – Online Reputation Management for Small Businesses
ReviewTrackers – Customer Feedback and Business Performance
Google Business Profile Help Center
Harvard Business Review – The Power of Online Reviews
Pew Research Center – Internet & Technology Usage Trends
Yelp Data Insights 2023
Entrepreneur – Franchise Trends and Localized Branding
When it comes to franchise sales, timing isn’t everything, it’s the only thing. The moment a prospect submits an inquiry, your opportunity to create impact begins to shrink. That’s why I developed the principle of Speed to Lead:™️ respond within seconds with a text, follow up within minutes with an email, and make the call within hours. Brands that wait lose. Because no one ever invested in a franchise from a brochure they did it because someone earned their trust fast and followed through with consistency. If your brand can’t move quickly, another one will.
SPEED TO LEAD™️ HOW FAST FOLLOW-UP CONVERTS FRANCHISE LEADS INTO FRANCHISE OWNERS
By: FMM Contributor
Speed to Lead™️ The Critical Advantage in Franchise Sales
There’s a narrow window between interest and indifference, and in franchise development, that window closes faster than most realize. When a prospective franchisee submits an inquiry, whether it’s through your website, a franchise portal, or a social media ad, the clock starts ticking. Every minute of delay chips away at the momentum that motivated the lead to act in the first place. This is where the principle I call Speed to Lead™️ becomes non-negotiable.
Franchise lead generation is only the first step. Converting that lead into a qualified candidate, and ultimately a franchisee requires a process rooted in timing, trust, and thoughtful communication. The days of responding to inquiries hours or even a day later are over. Today, success belongs to the brands that understand how to build franchise sales funnels with immediacy and precision.
The Golden Hour? More Like the Golden Minute
Here’s the reality: a prospective franchise owner fills out your form or clicks on your ad because they are curious, emotionally engaged, or actively seeking change. That emotional state is fleeting. If a text message from your brand hits their phone within seconds, they’re still in that mindset. If they receive a personalized email within minutes, they begin to believe this brand actually cares. And if they get a professional follow-up call within hours, not days, you’ve just outperformed 90% of other franchisors.
This rapid contact sequence, the heart of Speed to Lead™️, is not a gimmick. It’s about honoring the psychology of buying behavior. People explore franchise opportunities when they are excited about entrepreneurship, hungry for change, or burnt out from corporate life. That emotional energy fades. If you wait until tomorrow to reply, you’re no longer relevant.
The franchise buying process requires more than marketing assets. It requires a relationship. It requires the prospect to feel they are working with people who will support them, guide them, and empower them as they invest their money, time, and future. That’s why the human element, the phone call, the discovery process, and the conversations are irreplaceable. A great franchise development process is as much about franchise relationship building as it is about sales.
Trust is Earned Through Engagement
Franchise sales is not transactional; it is relational. The most successful franchise development executives are those who follow up quickly and follow through consistently. They understand that every prospect must be qualified, educated, and supported through a journey that can last weeks or months. Building trust doesn’t happen through a PDF or email drip. It happens through conversation, listening, transparency, and responsiveness.
Franchise Conversion Rates Depend on Discipline
Brands that fail to instill a disciplined, metrics-driven franchise lead follow-up process pay the price in lost deals and wasted ad spend. If your brand is spending thousands per month on lead generation, but taking 24 to 48 hours to return calls, your cost per acquisition balloons and your franchise sales pipeline suffers.
Speed to Lead™️ is more than being fast. It’s about being first and being meaningful. Responding quickly is table stakes. Making that quick response count is what separates top-performing brands from the rest. That’s why the best franchise lead management strategies incorporate CRM systems, call scripts, scheduling tools, and most importantly, skilled development representatives who know how to guide a conversation from interest to investment.
Conclusion: It’s Time to Rethink the First Impression
Your initial follow-up is your first impression and in franchising, you rarely get a second one. So, when a lead comes in, act like it’s the only one you’ll get all week. Send the text. Fire off the email. Pick up the phone. And when you do, speak like someone who understands that you’re not selling a product, you’re offering a future.
Because in the world of franchise sales, Speed to Lead™️ isn’t just a concept. It’s a competitive advantage.
A strong social media presence does not happen by accident. It is built from the ground up with careful planning, strategic content, and consistent engagement. For any business aiming to increase visibility, attract customers, and improve search engine rankings, creating and following a social media calendar is no longer optional. It is essential.
WHY A SOCIAL MEDIA CALENDAR IS ESSENTIAL FOR BUSINESS GROWTH AND ONLINE VISIBILITY
Creating content for your business is not just about posting random thoughts or sales promotions. It requires structure, planning, and timing. A social media calendar serves as the foundation for your digital marketing efforts. It keeps your brand consistent, timely, and visible to the right audience across all platforms.
Plan Content Topics in Advance
The core of an effective social media strategy begins with planning. Mapping out content topics in advance allows you to align your messaging with your business goals and upcoming events. For example, a business selling frozen desserts should plan campaigns ahead of summer, while a retailer might build promotions around major holidays like back to school or Black Friday. Having a calendar ensures you are not scrambling at the last minute and allows time to create high-quality posts that resonate.
Coincide Content with Holidays and Seasonal Events
A strategic calendar includes national holidays, awareness months, and seasonal trends. These events offer ready-made opportunities for timely, relevant content that connects with your audience. Businesses that align their offerings with what consumers are thinking about in the moment are more likely to be noticed and shared.
Use Scheduling Tools to Automate Posts
Once content is created, automation tools such as Buffer, Hootsuite, and Meta Business Suite allow you to schedule posts in advance. These tools ensure that your content goes live even when you are not at your desk. Automation helps maintain consistency, avoids gaps, and frees up time for engagement and community management.
Why Short Videos Win on Social Media
Short videos are outperforming nearly every other type of content on social media. Platforms like Instagram Reels, YouTube Shorts, and TikTok reward video content with high visibility and engagement. Short videos deliver quick, digestible messages that are perfect for mobile users with limited attention spans. They humanize your brand and let you showcase personality, products, and value in seconds. Creating behind the scenes footage, customer stories, or product demos in short video form is not only effective, it is expected.
Pros and Cons of Major Platforms
Meta (Facebook and Instagram):
Meta offers massive reach and robust targeting tools. The downside is that organic reach has declined. Paid ads are often necessary to get visibility. Still, Meta is powerful for building brand awareness and running promotions.
Google (YouTube and Search Ads):
Google owns the top search engine and the largest video platform. YouTube videos often appear in search results, making it a strong SEO tool. Google Ads can be costly without proper strategy but offer unmatched intent targeting.
TikTok:
This platform is explosive for reach and engagement, especially among Gen Z. TikTok favors creativity over polish. However, it requires frequent content production and can be unpredictable when it comes to virality.
LinkedIn:
Best suited for B2B businesses and professionals, LinkedIn supports thought leadership and brand credibility. It is not ideal for product-driven content but is a strong platform for building business relationships and recruiting.
Tactics to Gain Followers and Drive Business
Gaining followers is not about numbers, it is about engagement. Tactics include using strong visuals, posting regularly, asking questions, and replying to comments. Running contests, collaborating with influencers, and sharing customer testimonials also help. Each new follower is a potential customer. When you post consistently with value, you earn trust. That trust leads to clicks, visits, and conversions.
Blogging on Your Website Boosts SEO
Your website blog is more than just a place to share ideas. Every blog post is an opportunity to appear in Google search results. Fresh, original content improves your website ranking by signaling activity and relevance. Blogging allows you to use keywords your audience is searching for, build internal links, and earn backlinks from other websites. A blog that aligns with your social content creates a full-circle strategy that builds brand authority and online visibility.
Creating and following a social media calendar is not just a smart tactic, it is a business necessity. It turns chaos into clarity and random posts into a strategic digital plan. When done right, it saves time, improves your brand, and helps drive measurable business results.
Sources:
HubSpot
Sprout Social
Hootsuite Blog
Search Engine Journal
Social Media Examiner
Neil Patel
Moz
Content Marketing Institute
WordStream
Forbes Business Council
Copyright Gary Occhiogrosso – All Rights Reserved Worldwide
When franchise marketing falls flat, it’s rarely because of bad ideas, it’s because of bad alignment. This article explores the powerful but often misunderstood role of the Franchise Advisory Group in bridging the gap between national strategy and local execution. If you want to increase ROI, strengthen franchisee buy-in, and stop wasting ad dollars, you need to understand how this group turns feedback into fuel for brand growth.
THE ROLE OF A FRANCHISE ADVISORY GROUP ON FRANCHISE STORE MARKETING
By Gary Occhiogrosso. All rights reserved. Worldwide copyright 2025.
Franchise brands rise or fall on one core principle—unity of purpose. Nowhere is this more evident than in how local stores execute marketing. But when that unity begins to fracture, when franchisees question campaigns, when corporate assumes instead of collaborates, brands stall. Enter the Franchise Advisory Group (FAG), often overlooked, yet critical to keeping the marketing engine tuned and firing.
At its best, a Franchise Advisory Group acts like the gyroscope of a brand. It stabilizes. It balances. It offers feedback before rollout, not complaints after failure. Comprised of active franchisees and corporate team members, this group becomes the sounding board for store-level realities and a filter for big-picture ambitions.
Too often, marketing becomes a one-way street. Corporate builds a campaign, ships it to the field, and expects compliance. But compliance without confidence fails. Franchisees live in their markets. They know the seasonal shifts, the neighborhood events, the school calendars, the traffic patterns. They know that what works in Denver might tank in Tampa. When corporate listens to that front-line input, campaigns improve. Waste is reduced. ROI climbs.
The Franchise Advisory Group facilitates that listening. It translates on-the-ground data into brand-wide insights. For instance, if multiple members report that digital coupons outperform mailers, the brand can pivot faster, smarter. If a new social media ad draws engagement but not conversion, the advisory group can spot the pattern. What emerges is more than marketing, it’s intelligence.
Beyond campaign mechanics, the advisory group fosters buy-in. When franchisees help shape the message, they take ownership. They promote it harder. They rally their team. Marketing is no longer an expense; it becomes a shared mission.
But this isn’t just about feedback, it’s about accountability, too. A well-functioning Franchise Advisory Group doesn’t just tell corporate what to fix. It tells its fellow franchisees what to uphold. The brand’s image, voice, and values must stay consistent. The advisory group ensures store operators don’t go rogue with off-brand messaging that dilutes the system.
Meetings, reports, data reviews and tone matters most. The group can’t become a complaint committee. It must be strategic, constructive, curious. Members must bring the mindset of owners, not victims. Corporate, for its part, must come openhanded, not defensive. When both sides walk in seeking solutions, trust grows. That trust becomes the bridge between local instincts and national vision.
In today’s fractured media landscape, marketing is no longer a billboard or a one-and-done email. It’s agile, multichannel, data-driven. And that’s exactly why the Franchise Advisory Group matters more than ever. It aligns resources. It respects input. It elevates the brand.
Franchise success is collective. One store cannot win if the others sink. The advisory group reminds everyone of that shared fate. When it works, it becomes the heartbeat of a healthy, responsive, growing system.
Great leadership isn’t about having all the answers or micromanaging every task—it’s about showing up with clarity, consistency, and heart. This article dives into the five core responsibilities that define exceptional leadership: setting a vision, aligning the team, equipping people to succeed, holding the line on accountability, and celebrating progress. If you’re ready to move from managing to truly leading, this piece breaks down how to do it with purpose and impact.
WHAT GREAT LEADERS REALLY DO: THE FIVE RESPONSIBILITIES THAT MAKE ALL THE DIFFERENCE
By FMM Contributor
Let’s face it—anyone can call themselves a leader. But the ones who actually lead—who inspire, move people forward, and build something that lasts—they do a few things really well, every single day.
Great leadership isn’t about barking orders or trying to be the smartest person in the room. It’s about showing up with clarity, consistency, and care. It’s about helping your team believe in something bigger, and giving them what they need to rise to the occasion.
First and foremost, leaders know where they’re going. They don’t just toss out vague goals—they paint a picture. They help people see the future in real, tangible terms. When a leader can describe where the company or team is headed, it’s like flipping on the high beams during a foggy drive. Everyone starts to see the road ahead more clearly. That vision becomes a rallying cry. Something people can actually get behind.
But clarity alone isn’t enough. Great leaders take it a step further and make sure everyone is aligned. They connect the dots between the individual and the mission. When people understand how their specific work contributes to the bigger picture, everything changes. They feel more connected. More responsible. More motivated. That sense of alignment doesn’t happen by accident—it’s built through real conversations, trust, and showing people they matter.
Of course, belief and motivation are great—but people still need the right tools to succeed. That’s where equipping the team comes in. Leaders don’t just set expectations and walk away. They roll up their sleeves and make sure their people are prepared. That might mean training, resources, or just being available when someone needs help. It also means removing the friction. Making the job easier when and where they can. It’s about serving the team so the team can shine.
Then there’s the part a lot of people avoid—accountability. Real leaders hold the line. They follow through. They set standards and they stick to them. Not because they’re power-hungry, but because consistency creates trust. When everyone knows what’s expected—and knows that those expectations are taken seriously—people step up. Standards don’t stifle creativity, they elevate performance. But only when they’re fair and upheld with respect.
And finally, great leaders never forget to celebrate the wins. They notice progress. They call it out. Whether it’s a big deal closed, a team hitting a goal, or someone just pushing through a tough week, they take the time to say, well done. That kind of recognition fuels people. It builds momentum. It shows that the work matters—and that someone’s paying attention.
When you put all of this together, you see the full picture of what strong leadership really looks like. It’s not glamorous. It’s not loud. It’s steady, thoughtful, and people-centered. It’s about vision, alignment, preparation, accountability, and encouragement.
In the end, leadership is less about being in charge and more about being responsible—for the direction, the team, the culture, and the outcome. And when you take that seriously, everything changes.
SourcesÂ
All content is 100% original and written without plagiarism or detectable AI patterns. However, inspiration was drawn from widely accepted leadership frameworks and best practices found in the following credible sources:
Franchise Growth Solutions Proudly Announces the Return of the New York Franchisor Forum, Hosted by ADP
The NYFF is the Premier Educational Event for Emerging Franchisors on May 1, 2025
New York, NY (RestaurantNews.com)  Franchise Growth Solutions proudly announces the return of the New York Franchisor Forum, a must-attend, high-impact event designed for emerging franchisors and franchise development professionals. The one-day forum will take place on Thursday, May 1, 2025, from 8:30 AM to 4:30 PM at the ADP NYC Office at 1 Penn Plaza, in the heart of Manhattan.
Created specifically for new and growing franchise brands, this exclusive event will deliver strategic insights, expert-led discussions, and actionable takeaways to help franchisors scale their systems the right way.
Gary Occhiogrosso, Founder of Franchise Growth Solutions, and the creator of the event said, “This is our second event, and we’re incredibly grateful to ADP for their continued support in making it happen. The New York Franchisor Forum is focused on delivering high-impact content tailored specifically for emerging franchisors and entrepreneurs considering franchising their business. Our lineup of speakers features seasoned franchise executives who have successfully scaled brands into the hundreds of units, these are the pros who’ve walked the walk. This is not your typical franchise conference. The Forum is a classroom-style, education-driven experience, designed to equip entrepreneurs with the real-world knowledge and strategies they need to become successful franchisors.”
What to Expect at the 2025 New York Franchisor Forum:
The day will feature three powerful panel sessions, each focusing on a core pillar of franchise success:
Beyond the Basics: Designing an Operations Blueprint for Rapid Scale
Learn how to build adaptable systems that support multi-unit expansion. This session will offer real-world advice on writing nimble operations manuals, implementing scalable tech tools, and fostering cross-functional collaboration to drive consistency and quality across locations.
Recruiting the Right Franchisees: Strategies for Sustainable Network Growth
Explore proven techniques for defining your ideal franchisee profile, optimizing recruitment funnels, and positioning your brand to attract top-tier candidates who align with your mission and values.
Compliance and Culture: Navigating Legal Complexities While Fostering a Thriving Ecosystem
Gain a deeper understanding of FDD compliance, registration processes, and legal risks—while also discovering how strong brand culture can serve as a powerful compliance tool and unifying force across your franchise network.
Who Should Attend:
Founders and CEOs of emerging franchise brands
Franchise development professionals
Entrepreneurs looking to franchise their existing business
Franchise consultants and legal advisors
Additional Highlights:
Expert Speakers & Panelists: Learn from seasoned professionals who’ve successfully launched, scaled, and supported top-performing franchise systems.
Networking Opportunities: Meet potential collaborators, partners, and investors in a high-energy, business-focused environment.
Catered Lunch: Continue the conversation over a complimentary lunch with industry peers.
Future-Focused Topics: Dive into how technology, changing regulations, and shifting demographics are reshaping the franchise landscape in 2025 and beyond.
Space is limited, and attendance is free for qualified franchisors and key brand executives. Registration is required and spots are expected to fill quickly.
Reserve Your Seat Now:
Date: Thursday, May 1, 2025
Time: 9:00 AM – 4:00 PM (Check-in begins at 8:00 AM)
Location: ADP NYC Office, 1 Penn Plaza, New York, NY
To Register: Scan the event QR code or contact [email protected] for details.
A top producer in sales thrives on attitude, aptitude, and mindset, focusing on closing deals and building relationships rather than getting bogged down in administrative tasks. Companies must streamline processes to let their best salespeople do what they do best—sell.
WHAT MAKES A TOP PRODUCER IN SALES? THE CRITICAL ROLE OF ATTITUDE, APTITUDE, AND MINDSET
By FMM Contributor
In the world of sales, there is a stark contrast between the average performer and the top salesperson. The latter consistently achieves higher revenue, builds stronger client relationships, and demonstrates a resilience that keeps them ahead of the competition. But what truly sets these high-performing sales professionals apart? It boils down to three critical elements: attitude, aptitude, and mindset—and just as importantly, what they don’t spend time on: excessive administrative work and unnecessary reporting.
Attitude: The Foundation of Sales Success
A successful sales mindset begins with attitude. Sales is a profession filled with rejection, uncertainty, and challenges. Those who thrive in this environment maintain an unshakable belief in themselves, their product, and the value they bring to their clients. This confidence isn’t arrogance; it’s an internal conviction that helps them push through rejection and maintain enthusiasm.
A positive attitude also affects a salesperson’s ability to engage prospects. People naturally gravitate toward those who exude enthusiasm, optimism, and conviction. A top sales performer doesn’t just go through the motions of a sales call—they genuinely believe they are offering a solution to a real problem, and that belief is contagious.
The Power of Resilience
Why salespeople fail often comes down to their inability to bounce back from rejection. Successful salespeople don’t dwell on failures. They treat each rejection as a learning opportunity rather than a personal failure. Instead of letting a lost deal dampen their motivation, they use it as fuel to refine their approach. This resilience allows them to maintain high-performing sales habits and enthusiasm, even after a difficult day.
Aptitude: The Skill Set That Elevates Performance
While attitude provides the foundation, aptitude builds the structure of success. Sales success factors depend on specific skills that help consistently close deals.
The Ability to Ask the Right Questions
A top salesperson doesn’t just pitch—they listen. They ask probing questions to uncover a prospect’s real needs, pain points, and motivations. The best sales professionals follow the 80/20 rule: they let the prospect do 80% of the talking while they guide the conversation strategically.
Closing as a Process, Not an Event
Closing a sale isn’t a single moment—it’s a process that starts with the first interaction. A top sales performer builds trust, provides value, and creates a seamless path toward the decision. They understand the best sales closing techniques, recognize buying signals, and know how to position their offer in a way that makes saying “yes” the most logical choice for the prospect.
Mastering Objections with Ease
Rather than fearing objections, successful salespeople welcome them. They see objections as a sign of interest and an opportunity to provide clarity. Whether it’s pricing concerns, skepticism about the product, or uncertainty about timing, top sales performers have a well-practiced yet natural way of addressing these hesitations and turning them into a positive buying decision.
Mindset: The Ultimate Differentiator
Successful sales mindset is what allows a top salesperson to keep performing at the highest level over time. It influences how they approach challenges, handle stress, and stay disciplined.
Growth-Oriented Thinking
Sales success factors include continuous learning. Top sales performers continuously refine their skills, seek feedback, and invest in personal development. They read books on the best sales strategies, persuasion, negotiation, and human psychology. They attend seminars, follow industry trends, and always look for ways to improve.
Focus on Action, Not Excuses
Many salespeople blame the market, the economy, or even their leads when they struggle. Successful salespeople take full ownership of their results. They understand that while external factors play a role, their success ultimately depends on their own actions. They don’t wait for ideal conditions—they create them.
Discipline and Consistency
Talent can win a deal, but discipline wins long-term success. The best salespeople follow sales productivity tips such as making a certain number of calls per day, scheduling follow-ups religiously, and sticking to their goals no matter how they feel that day.
Why Excessive Admin Work Kills Sales Success
While attitude, aptitude, and mindset are critical, there is one major obstacle that hinders even the best salespeople: administrative overload.
Salespeople Are Paid to Sell, Not to Drown in Paperwork
A top salesperson’s time is most valuable when they are in front of prospects, engaging in conversations that lead to closed deals. Every minute spent filling out unnecessary reports, updating endless CRM fields, or attending redundant meetings is a minute taken away from revenue-generating activity.
Paralysis by Analysis
Too much detail-oriented work kills momentum. The best salespeople operate on instinct and experience. If they are forced to overanalyze every interaction or spend hours entering data instead of speaking with clients, their productivity drops.
A Call to Sales Leaders: Let Salespeople Sell
Many organizations unintentionally cripple their sales teams by enforcing excessive administrative tasks. While tracking sales success factors is necessary, it should never come at the expense of actual selling. Sales leaders must find ways to streamline reporting, automate data entry, and allow their teams to focus on what they do best—closing deals.
My Take Away
A top producer in sales isn’t just someone with a silver tongue. Success in sales requires the right attitude, sharp aptitude, and a growth-focused mindset. At the same time, organizations must ensure that their salespeople are not bogged down by excessive administrative work that takes them away from revenue-generating activities. If companies want to see their sales teams thrive, they must create an environment where their best closers can do what they do best—sell.
Sources
Brian Tracy, “The Psychology of Selling” – A deep dive into mindset and skill development for top sales performers.
Jeb Blount, “Fanatical Prospecting” – Covers the importance of discipline and avoiding distractions in sales.
Neil Rackham, “SPIN Selling” – Research-backed techniques for high-level consultative selling.
Harvard Business Review, “Why Salespeople Spend Too Much Time on Non-Selling Activities” – A study on the negative impact of administrative tasks.
Forbes, “The Best Salespeople Focus on Relationships, Not Reports” – Discusses why top sales performers prioritize client interactions over paperwork.
Daniel Pink, “To Sell is Human” – Explores the psychology behind successful salespeople.
Gartner, “State of Sales Productivity” – A report analyzing the biggest time-wasters in sales organizations.
Salesforce, “Sales Trends Report” – Highlights the tools and habits of top-performing salespeople.
Tony Robbins, “Unshakeable” – Examines the sales mindset necessary to thrive in high-pressure environments.
McKinsey & Company, “What Separates Top Sales Performers from the Rest?” – Data-driven insights on sales success factors.
Item 9 of the Franchise Disclosure Document (FDD) is a crucial section that outlines the franchisee’s obligations, such as operational compliance, marketing contributions, and training requirements. This section provides clarity on what’s expected of franchisees, helping them align with the franchisor’s standards and avoid potential conflicts. Prospective franchisees must thoroughly review Item 9 to ensure they are prepared for the responsibilities of franchise ownership.
FRANCHISEE OBLIGATIONS YOU MUST KNOW BEFORE SIGNING A FRANCHISE AGREEMENT
Gary Occhiogrosso, CEO of Franchise Growth Solutions™️
Item 9 of an FDD: What Franchisees Need to Know Before Signing
The Franchise Disclosure Document (FDD) is one of the most essential tools a prospective franchisee can use to evaluate a franchise opportunity. As a comprehensive guide to the business relationship, the FDD provides transparency about the franchisor’s operations, financial health, and legal obligations. Of its 23 sections, Item 9—”Franchisee’s Obligations”—is particularly significant because it outlines the specific roles and responsibilities that franchisees must uphold when entering into a franchise agreement. Understanding Item 9 is not just about compliance; it’s about setting the stage for a productive and mutually beneficial relationship with the franchisor.
This section is presented in a detailed table format, allowing prospective franchisees to see precisely what will be expected of them throughout the lifecycle of the franchise. From day-to-day operations to broader commitments like marketing contributions and adherence to the franchisor’s brand standards, Item 9 serves as a roadmap for the franchisee’s role in maintaining the integrity and success of the franchise system. It also cross-references other parts of the FDD and the franchise agreement, providing additional context and clarity on obligations that could impact the franchisee’s operations, financial investment, and time commitment.
Fully understanding Item 9 is essential for making informed decisions. By reviewing this section carefully, franchisees can identify the financial, operational, and managerial resources they will need to meet these obligations successfully. For instance, if the franchise system requires specific local marketing contributions or participation in annual training programs, those details will be spelled out in Item 9. A thorough review helps avoid surprises later and ensures the franchisee is prepared to fulfill their responsibilities while adhering to the franchisor’s established systems and guidelines.
Item 9 is the foundation of the operational relationship between the franchisee and the franchisor. It sets expectations and highlights the commitments needed to align with the franchisor’s brand and operational standards. A clear understanding of these obligations can help franchisees avoid potential pitfalls, build a solid relationship with the franchisor, and set themselves up for long-term success in the franchise system.
What is Item 9 in the FDD?
Item 9 of the FDD provides a detailed breakdown of the franchisee’s obligations across various aspects of operating the franchise. It clarifies the franchisee’s role in maintaining operational standards, contributing to marketing initiatives, managing employees, and following the franchisor’s rules and procedures. Item 9 is presented in a table format, referencing the corresponding provisions in the franchise agreement and other FDD sections for additional context.
This section is designed to help franchisees understand their contractual duties and ensure alignment with the franchisor’s expectations. It specifies responsibilities such as adhering to operating hours, paying royalties, maintaining inventory, or participating in required training programs.
Why Item 9 Matters to Franchisees
Item 9 is critical because it defines the foundation of the franchise relationship. A clear understanding of these obligations can:
Prevent Misunderstandings: By spelling out what the franchisee is required to do, Item 9 helps avoid disputes or miscommunication about expectations.
Highlight Resource Needs: This section identifies the financial, time, and personnel commitments needed to operate the franchise successfully.
Set Realistic Expectations: Potential franchisees can better evaluate whether they have the capability and resources to meet these obligations before signing the agreement.
For example, Item 9 may outline the franchisee’s responsibility to invest in local marketing initiatives. If a franchisee is unaware of this requirement or unprepared to allocate funds for such activities, it could lead to conflicts or underperformance.
Key Points to Review in Item 9
When examining Item 9 of an FDD, pay close attention to:
Training Requirements: Are you or your management team required to attend specific training programs?
Compliance Obligations: Are there rules regarding suppliers, quality standards, or operational procedures?
Advertising and Marketing Contributions: What percentage of revenue must be allocated to local or national advertising?
Renewal or Termination Conditions: Does Item 9 reference specific obligations that impact the renewal or termination of the agreement?
Takeaways for Franchisees
Item 9 serves as a roadmap for understanding franchise ownership’s operational and contractual obligations. Prospective franchisees should review it carefully, consult legal and financial advisors, and compare it with their capabilities and business goals. Failing to fully comprehend these obligations can lead to operational challenges and strained relationships with the franchisor.
Conclusion
The importance of Item 9 in an FDD cannot be overstated. This section ensures transparency by clearly and organizedly outlining the franchisee’s responsibilities. By thoroughly reviewing Item 9 and seeking professional guidance, franchisees can confidently proceed with their investment and build a strong partnership with their franchisor.
