On today's episode of Franchise Secrets, Erik Van Horn sits down with Nick Najjar—Cutco alum, Real Producers franchisee, multi-business owner, mobile home park investor, and all-around deal maker.

Nick breaks down the real roadmap from franchise operator… to entrepreneur… to true wealth builder.

You'll hear:

• How Cutco shaped some of the greatest operators in franchising

• How Nick launched multiple Real Producers markets

• Why his entire wealth journey changed the day he hired the right operator

• The truth about "passive investing" (and why it still takes work)

• How he bought a roofing company at a great multiple

• Why masterminds outperform mentors

• How to evaluate ANY home-services business—franchise or not

• What franchise buyers MUST compare: industry vs. franchisor

• His mobile-home-park deal flow (and how he wholesaled for massive assignment fees)

• Why your exit plan should be the FIRST question you ask

This episode is packed with strategy that applies whether you're a franchisee, an entrepreneur, or looking to acquire your first company.

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Timestamps:

00:00 – Why You Shouldn't Invest Too Early

06:06 – How a Franchise Became His Wealth Vehicle

08:40 – Hiring the Operator That Changed Everything

11:06 – Nick's Superpower: Deal Making

14:56 – Leveraging Offshore Talent to Scale Faster

18:37 – When True Mental Freedom Finally Clicked

22:03 – Why Masterminds Beat Mentors

25:46 – The Home-Services Deep Dive

33:32 – Operator Alignment vs. Industry Choice

47:27 – Your Exit Strategy Must Come First

Connect with Erik Van Horn:

🌐 Website - https://franchisesecrets.com/

📷 Instagram - https://www.instagram.com/erikvanhorn/

👍 Facebook - https://www.facebook.com/erik.v.horn/

💼 LinkedIn - https://www.linkedin.com/in/evanhorn/

Best Franchise Starter Playlist:

https://youtube.com/playlist?list=PLEEithd54kMlgRgsBAo4LWNCMSOthnK0r&si=TD1z25-ie2d23rGm

https://youtube.com/playlist?list=PLEEithd54kMle5_OUXiuLbc_UPBtz1vTE&si=uCOgDya1VnnCarDf

https://youtube.com/playlist?list=PLEEithd54kMk2Kw07KwZGWgF8UTx9N5_T&si=ZldjBOqFanGE-JUL

#Entrepreneurship #Franchising #Wealth

Running a franchise is hard… but starting inside one of the hardest businesses in America?

That's where grit is forged.

In this episode, Erik Van Horn and Jeff Herr go deep into their early days inside the tax business — the chaos, the break-ins, the angry customers, the 20-hour days, the software failures, and the pressure of thousands of franchisees depending on them.

These are the stories no one tells about franchising.

And these are the lessons that built the problem-solving, strategist mindset they bring to the franchise world today.

Whether you're a franchisor, franchisee, or someone thinking about buying a franchise for time and financial freedom, this conversation will show you the real skillset that separates the pros from everyone else.

Key Takeaways:

-Why the hardest businesses produce the best franchise operators

-Real war stories from the tax industry that shaped Erik and Jeff

-How to build grit, resilience, and problem-solving ability

-Why chaos teaches you more than comfort

-How franchisees can think more strategically

-The simple market test to measure your local brand awareness

-How to stop living in the weeds and start thinking at CEO level

Timestamps:

00:00 – The Hardest Business We Ever Ran

03:00 – The Horse Story & Neighbor Garbage Lesson

04:41 – Early Tax Season War Stories

06:21 – Break-Ins, Exhaustion, and Chaos

07:32 – Jeff's Holiday Scar Tissue

09:11 – When Systems Break and Everyone's Angry

15:11 – Customer Pressure & Creating Raving Fans

17:21 – Stepping Back to Become a Strategic Entrepreneur

19:27 – Jeff's Evolution Into a Strategic Thinker

26:55 – Franchisee Strategy: Visibility, Local Branding & Market Penetration

Connect with Erik Van Horn:

🌐 Website - https://franchisesecrets.com/

📷 Instagram - https://www.instagram.com/erikvanhorn/

👍 Facebook - https://www.facebook.com/erik.v.horn/

💼 LinkedIn - https://www.linkedin.com/in/evanhorn/

Best Franchise Starter Playlist:

https://youtube.com/playlist?list=PLEEithd54kMlgRgsBAo4LWNCMSOthnK0r&si=TD1z25-ie2d23rGm

https://youtube.com/playlist?list=PLEEithd54kMle5_OUXiuLbc_UPBtz1vTE&si=uCOgDya1VnnCarDf

https://youtube.com/playlist?list=PLEEithd54kMk2Kw07KwZGWgF8UTx9N5_T&si=ZldjBOqFanGE-JUL

#Franchise #Business #Leadership

Most businesses give you time to adjust.

Seasonal businesses don't.

In this episode, we go deep into the reality of high-pressure seasonal franchises, where 80–90% of revenue hits in just weeks—and one bad decision can sink the entire year.

We unpack:

-Why "working harder" isn't enough

-How seasonality magnifies mistakes

-What actually drives customers through the door

-The grassroots strategies that outperformed paid ads

-Lessons learned from opening hundreds of locations

If you've ever considered a seasonal franchise—or already own one—this episode will change how you think about time, marketing, and execution.

Timestamps:

00:00 – Why seasonal businesses punish mistakes fast

04:45 – The myth of "you can fix it later"

10:30 – 90% of revenue in six weeks: why timing is everything

18:40 – Why most franchisees work hard… and still lose

27:15 – The moment we realized marketing was the real bottleneck

36:50 – Grassroots marketing vs radio ads (what actually worked)

46:20 – The hub-and-spoke kiosk strategy that changed everything

58:05 – First-year franchise mistakes you can't afford

1:09:30 – Why seasonal businesses forge elite operators

1:18:40 – Lessons that still apply to franchises today

Connect with Erik Van Horn:

🌐 Website - https://franchisesecrets.com/

📷 Instagram - https://www.instagram.com/erikvanhorn/

👍 Facebook - https://www.facebook.com/erik.v.horn/

💼 LinkedIn - https://www.linkedin.com/in/evanhorn/

Best Franchise Starter Playlist:

https://youtube.com/playlist?list=PLEEithd54kMlgRgsBAo4LWNCMSOthnK0r&si=TD1z25-ie2d23rGm

https://youtube.com/playlist?list=PLEEithd54kMle5_OUXiuLbc_UPBtz1vTE&si=uCOgDya1VnnCarDf

https://youtube.com/playlist?list=PLEEithd54kMk2Kw07KwZGWgF8UTx9N5_T&si=ZldjBOqFanGE-JUL

#Franchise #SeasonalBusiness #Business

Most people are using ChatGPT to avoid thinking — not to become better leaders, investors, or business owners.

In this episode, Erik Van Horn breaks down exactly how he uses AI as an advisor, not a yes-person. From family-office GPTs and tax strategy to deal analysis, franchise decisions, and leadership judgment — this is how AI should challenge your thinking instead of replacing it.

If you're using ChatGPT to move faster without thinking deeper, this episode will make you think about how you use AI.

Timestamps:

00:00 – ChatGPT Is Making Leaders Lazy (Better vs. Lazier)

01:27 – Why AI Becomes a "Yes Person"

03:54 – Using ChatGPT as an Advisor (Family Office GPT)

06:28 – Preparing for High-Stakes Franchise & Business Meetings

10:55 – LOIs, Deal Structure, and Saving Legal Costs

12:05 – Entity Structure, C-Corps, QSBS & Tax Strategy

16:54 – Why Most Business Owners Have Weak CPAs

20:03 – Augusta Rule: A Low-Hanging Tax Strategy

23:13 – Analyzing Financials & Company Performance with AI

31:04 – Leadership Decisions: Forcing AI to Challenge You

Connect with Erik Van Horn:

🌐 Website - https://franchisesecrets.com/

📷 Instagram - https://www.instagram.com/erikvanhorn/

👍 Facebook - https://www.facebook.com/erik.v.horn/

💼 LinkedIn - https://www.linkedin.com/in/evanhorn/

Best Franchise Starter Playlist:

https://youtube.com/playlist?list=PLEEithd54kMlgRgsBAo4LWNCMSOthnK0r&si=TD1z25-ie2d23rGm

https://youtube.com/playlist?list=PLEEithd54kMle5_OUXiuLbc_UPBtz1vTE&si=uCOgDya1VnnCarDf

https://youtube.com/playlist?list=PLEEithd54kMk2Kw07KwZGWgF8UTx#9N5_T&si=ZldjBOqFanGE-JUL

#AI

#Leadership

#franchising

Most business owners believe their company is valuable because it makes money.

They're wrong.

In this solo episode, Erik Van Horn explains why owner-dependent businesses are worth far less than founders realize, even when they're profitable. If your business only works because you're involved in everything, buyers don't see an asset — they see a job.

Erik breaks down:

-The "most expensive org chart in America"

-Why being indispensable kills enterprise value

-A personal health scare that tested his businesses

-The difference between cash flow and a sellable asset

-How to start removing yourself as the bottleneck without blowing up the business

If you want real optionality — whether that's selling, stepping back, or building a better lifestyle — this episode will change how you think about your business.

Timestamps:

00:00 – The most expensive org chart in America

03:45 – Why doing everything weakens your business

07:20 – The pride trap of "I do it all"

11:40 – Why buyers avoid owner-dependent companies

15:55 – A real health scare that tested the systems

20:30 – What a healthy business looks like without the owner

25:10 – $500K working 60 hours vs $350K working 5

30:05 – Why growth can still drain cash

35:40 – Cash flow vs enterprise value

41:15 – The real test of business health

45:30 – Practical ways to remove yourself as the bottleneck

51:00 – The mindset shift founders must make

55:10 – Final takeaway: build for value, not ego

Connect with Erik Van Horn:

🌐 Website - https://franchisesecrets.com/

📷 Instagram - https://www.instagram.com/erikvanhorn/

👍 Facebook - https://www.facebook.com/erik.v.horn/

💼 LinkedIn - https://www.linkedin.com/in/evanhorn/

Best Franchise Starter Playlist:

https://youtube.com/playlist?list=PLEEithd54kMlgRgsBAo4LWNCMSOthnK0r&si=TD1z25-ie2d23rGm

https://youtube.com/playlist?list=PLEEithd54kMle5_OUXiuLbc_UPBtz1vTE&si=uCOgDya1VnnCarDf

https://youtube.com/playlist?list=PLEEithd54kMk2Kw07KwZGWgF8UTx9N5_T&si=ZldjBOqFanGE-JUL

#EnterpriseValue

#Sellable

#Systems

I've complained about franchisors — even great ones. But it wasn't until I experienced fear-based leadership firsthand that I truly understood what good partnerships actually look like.

In this solo episode of Franchise Secrets, I break down the partnership levers behind my best franchise deals — the exact ways partnerships have allowed me to scale across franchising, investing, advisory roles, and brand building without working nonstop or needing to own everything myself.

From early family partnerships to building Front Street, I walk through the real-world lessons that shaped how I evaluate partners today — including the difference between control and leverage, why fear kills franchise systems, and how the right partners help you build a much bigger pie.

If you're a franchisor, franchisee, or investor trying to grow smarter (not just harder), this episode will give you a framework you can actually use.

Timestamps:

00:00 – Complaining About Franchisors (Even the Great Ones)

02:25 – Why Leverage Is the Foundation of Great Partnerships

02:47 – Partnering With Family: Lessons From My Parents

04:47 – Why I Don't Need to Own 100% of the Business

06:53 – Lever #1: Distribution You Can't Buy Overnight

10:21 – Lever #2: Credibility and Becoming "The Franchise Guy"

14:03 – Lever #3: Speed, Alignment, and Moving Without Delay

18:04 – Lever #4: Insight and Specialized Expertise

22:03 – Lever #5: Capital and the Solo Salon Studios Story

30:32 – The Ultimate Test: When 1 + 1 Must Equal 11

Connect with Erik Van Horn:

🌐 Website - https://franchisesecrets.com/

📷 Instagram - https://www.instagram.com/erikvanhorn/

👍 Facebook - https://www.facebook.com/erik.v.horn/

💼 LinkedIn - https://www.linkedin.com/in/evanhorn/

Best Franchise Starter Playlist:

https://youtube.com/playlist?list=PLEEithd54kMlgRgsBAo4LWNCMSOthnK0r&si=TD1z25-ie2d23rGm

https://youtube.com/playlist?list=PLEEithd54kMle5_OUXiuLbc_UPBtz1vTE&si=uCOgDya1VnnCarDf

https://youtube.com/playlist?list=PLEEithd54kMk2Kw07KwZGWgF8UTx9N5_T&si=ZldjBOqFanGE-JUL

#FranchiseSecrets

#BusinessPartnerships

#FranchiseGrowth

Erik Van Horn and Jeff Herr break down one of the most explosive franchise categories ever created: salon suites. They reveal how the model went from unknown to industry-dominating, why private equity rushed in, and what made it one of the highest-leverage real estate plays in franchising. From early headwinds and financing challenges to scaling 10,000–29,000 sq ft locations, this episode offers a candid, behind-the-scenes look at disruption, growth, and building enterprise value in a new market.

Timestamps:

00:00 – Creating a Disruptive Franchise Category

02:50 – Storytelling Lessons From Napa

05:10 – Discovering the Salon Suite Opportunity

08:20 – The Real Estate Insight Behind Salon Suites

11:50 – When Sola Took Over the Industry Conversation

17:10 – Industry Resistance & Stylist Education Challenges

23:00 – The Million-Dollar Buildout Era Begins

27:30 – Financing Breakdowns and SBA Pullback

31:50 – Why Private Equity Loves This Model

38:40 – Scaling Into 10,000–29,000 Sq Ft Mega-Locations

Connect with Erik Van Horn:

🌐 Website - https://franchisesecrets.com/

📷 Instagram - https://www.instagram.com/erikvanhorn/

👍 Facebook - https://www.facebook.com/erik.v.horn/

💼 LinkedIn - https://www.linkedin.com/in/evanhorn/

Best Franchise Starter Playlist:

https://youtube.com/playlist?list=PLEEithd54kMlgRgsBAo4LWNCMSOthnK0r&si=TD1z25-ie2d23rGm

https://youtube.com/playlist?list=PLEEithd54kMle5_OUXiuLbc_UPBtz1vTE&si=uCOgDya1VnnCarDf

https://youtube.com/playlist?list=PLEEithd54kMk2Kw07KwZGWgF8UTx9N5_T&si=ZldjBOqFanGE-JUL

#Franchising #Growth #Disruption

What separates great franchise founders from the ones who hold brands back?

In this unfiltered episode, Erik Van Horn and Bobby Brennan break down:

-The traits elite founders all share

-The biggest red flags Erik sees behind the scenes

-Why "franchisee-first" founders always win

-How to succeed even if your brand doesn't have a strong founder

-The mindset shift founders MUST embrace ("It's not my fault, but it's my problem")

-Why honesty, transparency, and problem-solving beat charisma and hype every time

-How the best founders build trust with franchisees

-What happens when ego gets in the way of growth

Whether you're a franchisee evaluating leadership, a founder trying to improve, or part of a growing system, this episode is PACKED with insider truths you won't hear anywhere else.

Timestamps:

00:00 – People are people: why founders and franchisees both make mistakes

00:47 – Why this episode exists: what Bobby has learned from 20+ founders

02:15 – "Great founder vs. disaster founder" — why it matters to franchisees

03:51 – Early red flags when evaluating a founder

04:17 – The power of a clear vision + the "bridge" analogy

05:16 – The problem with visionary founders hiring clones

05:44 – Why founders need charisma AND scars

06:37 – Hard times create seasoned leaders

07:33 – Behind closed doors: the questions Front Street gets to ask

09:49 – Franchisee-focused founders vs. bottom-line founders

11:37 – The integrity test: Item 7, Item 19, and honesty

13:25 – Ego, feedback, and what founders must get right

16:07 – The rough-around-the-edges founder who became a rocket ship

18:21 – Why selling "the hard truth" builds stronger franchisees

19:50 – The problem-solving mindset: "It's not my fault, but it's my problem"

21:40 – What GREAT founders do every day

25:30 – Who gets credit for success? (Spoiler: not the franchisor)

27:05 – How the best founders deal with unfair criticism

30:46 – How founders build trust

34:47 – Trust killers: legal letters, pointing to the FA, hiding problems

36:48 – Do the best founders invest in coaching and mastermind groups?

41:53 – How two top founders grew in totally different ways

45:49 – Why franchise brands must lean into AI NOW

46:37 – The final takeaway: quantify the leader YOU want to follow

Connect with Erik Van Horn:

🌐 Website - https://franchisesecrets.com/

📷 Instagram - https://www.instagram.com/erikvanhorn/

👍 Facebook - https://www.facebook.com/erik.v.horn/

💼 LinkedIn - https://www.linkedin.com/in/evanhorn/

Best Franchise Starter Playlist:

https://youtube.com/playlist?list=PLEEithd54kMlgRgsBAo4LWNCMSOthnK0r&si=TD1z25-ie2d23rGm

https://youtube.com/playlist?list=PLEEithd54kMle5_OUXiuLbc_UPBtz1vTE&si=uCOgDya1VnnCarDf

https://youtube.com/playlist?list=PLEEithd54kMk2Kw07KwZGWgF8UTx9N5_T&si=ZldjBOqFanGE-JUL

#Franchising #Leadership #Founders

Hiring the wrong marketing leader can quietly destroy franchise growth. In this episode, Erik Van Horn and Aren Johnstone break down why CMOs from outside franchising—especially those coming from e-commerce or big-brand backgrounds—struggle and often fail inside franchise systems.

They reveal why franchising operates more like a political system than a corporation, how franchisees hold real power, why innovation gets blocked, and the cultural mistakes that erode trust.

If you're scaling or building a franchise, this episode will save you years of painful hiring mistakes.

Timestamps:

00:00 — Why outside marketers fail inside franchise systems

02:17 — AI, prep, and Aren's approach to productive conversations

04:28 — Inside vs outside franchising: the hiring dilemma

07:29 — How Franchise Ramp stays franchisee-first

09:42 — Why top-tier vendors avoid emerging brands

13:09 — Big-budget marketers vs the reality of franchising

17:39 — Why inside hires get stale & outside hires hit walls

23:09 — The political structure of franchising

30:48 — Managing difficult franchisees while protecting culture

41:41 — The winning hiring formula Aren recommends

Learn more about Franchise Ramp here:

https://franchiseramp.com/

Connect with Erik Van Horn:

🌐 Website - https://franchisesecrets.com/

📷 Instagram - https://www.instagram.com/erikvanhorn/

👍 Facebook - https://www.facebook.com/erik.v.horn/

💼 LinkedIn - https://www.linkedin.com/in/evanhorn/

Best Franchise Starter Playlist:

https://youtube.com/playlist?list=PLEEithd54kMlgRgsBAo4LWNCMSOthnK0r&si=TD1z25-ie2d23rGm

https://youtube.com/playlist?list=PLEEithd54kMle5_OUXiuLbc_UPBtz1vTE&si=uCOgDya1VnnCarDf

https://youtube.com/playlist?list=PLEEithd54kMk2Kw07KwZGWgF8UTx9N5_T&si=ZldjBOqFanGE-JUL

#Franchising

#Growth

#Leadership

In this episode, Erik and Adam unpack one of the most misunderstood levers in business: the speed of learning. Adam explains why the brands that win are the ones that learn fastest — not the ones with the biggest budgets — and why "failure" is the wrong word entirely. They dive into growth mindset vs. fixed mindset leadership, how to evaluate people you work with, how leaders accidentally kill innovation, and how to build teams that tell you the truth. They also touch on personal stories around kids, parenting, praise, and competitive sports (including Adam's controversial crossover into pickleball 😆). Whether you're a founder, franchisee, or emerging leader, this episode gives you frameworks you can use immediately to make better decisions, reduce risk, and grow faster.

What You'll Learn:

-Why speed and agility are the true competitive advantages today

-How validated learning beats traditional "failure" thinking

-Signs of fixed mindset leadership (and how to avoid it)

-How Adam evaluates founders before coaching them

-Why ego slows growth and how to build a truth-telling culture

-Parenting parallels that create future leaders

-The connection between flow state, performance, and openness

-How to reframe team conflict using curiosity instead of defensiveness

Who This Episode Is For:

Franchise founders, CEOs, franchisees, operators, multi-brand builders, investors, and anyone who wants to grow faster with fewer mistakes.

Timestamps:

00:00 Why speed and agility are the ultimate competitive advantage

01:53 Consumer brands, noise, and how customers choose today

03:29 Distribution is no longer a moat; brand is everything

04:31 How elite leaders think about resource allocation

06:14 Adding people: expense vs. investment

07:05 "Fail in a week, not in three months" — and why

09:11 Growth mindset vs. fixed mindset — definitions that matter

12:30 How Adam tests whether a founder has a growth mindset

16:54 Parenting parallels: praise the effort, not the outcome

28:50 How fixed-minded leaders react vs. growth-minded leaders

Connect with Erik Van Horn:

🌐 Website - https://franchisesecrets.com/

📷 Instagram - https://www.instagram.com/erikvanhorn/

👍 Facebook - https://www.facebook.com/erik.v.horn/

💼 LinkedIn - https://www.linkedin.com/in/evanhorn/

Best Franchise Starter Playlist:

https://youtube.com/playlist?list=PLEEithd54kMlgRgsBAo4LWNCMSOthnK0r&si=TD1z25-ie2d23rGm

https://youtube.com/playlist?list=PLEEithd54kMle5_OUXiuLbc_UPBtz1vTE&si=uCOgDya1VnnCarDf

https://youtube.com/playlist?list=PLEEithd54kMk2Kw07KwZGWgF8UTx9N5_T&si=ZldjBOqFanGE-JUL

#Growth #Leadership #Franchising