What happens when a successful business owner decides to franchise—and discovers it's a completely different business?

In this episode of Let's Talk Franchising, Susana Hands sits down with Greg Rips, Founder and Franchisor of Third Wave, to discuss the realities of scaling a restaurant brand through franchising. From growing a single café into a nationally recognized brand to building franchise systems from the ground up, Greg shares the hard-earned lessons that every franchisor needs to hear.

Together, they explore the challenges of training franchisees, creating operational systems, generating quality franchise leads, hiring the right people, and why building a successful franchise requires far more than simply replicating a successful business.

Whether you're preparing to franchise your business or already growing a franchise network, this episode offers practical insights from someone actively building one of Australia's fastest-growing hospitality brands.

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What does it really take to build a franchise network that lasts for more than a decade?

In this episode of Let's Talk Franchising, Susana Hands sits down with Danie O'connor, Co-Owner of Ready Steady Go Kids, to discuss her journey from franchisee to franchisor, the lessons she's learned growing a national franchise network, and the realities of supporting franchisees for long-term success.

From choosing the right franchise partners to creating strong support systems, investing in technology, and building a thriving franchise community, Danie shares practical insights that every current and aspiring franchisor can learn from.

Whether you're launching your first franchise or scaling an established network, this conversation is packed with real-world experience and actionable advice.

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You're getting people to attend your franchise information sessions—but they're not taking the next step.

If prospects leave saying, "I'll think about it," instead of booking a fit call, submitting an application, or placing a deposit, the problem isn't your opportunity. It's how your information session is designed.

In this episode of Let's Talk Franchising, we break down why most information sessions educate instead of convert. You'll learn how to structure a session that creates clarity, builds certainty, filters out time-wasters, and moves serious buyers confidently through your franchise sales process.

Whether you're running discovery calls, virtual information sessions, or live franchise events, this episode will help you turn interested prospects into committed franchisees.

In This Episode

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What does it take to build one of Australia's most recognised franchise brands from the ground up?

In this episode of Let's Talk Franchising, Susana Hands sits down with Jim Penman, founder of Jim's Group, for a candid conversation about the journey from a one-man gardening business to a nationwide franchise network with thousands of franchisees.

Jim shares the mistakes, lessons, and philosophies that have shaped his approach to franchising over the past five decades. From selecting the right franchisees and building strong support systems to creating a culture where franchisees have a genuine voice, this episode offers a rare behind-the-scenes look at how one of Australia's largest franchise networks operates.

The conversation explores why continuous improvement matters more than perfection, the role of leadership in building trust, and how franchisors can create systems that genuinely support franchisee success.

Beyond franchising, Jim also shares his thoughts on business ownership, health, housing affordability, personal responsibility, and the importance of building a legacy that lasts beyond the founder.

Whether you're a franchisor, franchisee, business owner, or someone considering franchising for the first time, this episode is packed with practical insights, strong opinions, and valuable lessons from someone who has spent decades building and evolving a franchise network.

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Most franchise buyers are not looking for the most exciting brand.

They are looking for the brand that feels the safest to trust with their money, time, and future.

In this episode of Let’s Talk Franchising, Susana Hands unpacks what is really going through a buyer’s mind before they commit to a franchise opportunity and why so many promising conversations quietly lose momentum.

From trust and support to proof, systems, and brand credibility, Susana shares the patterns she consistently sees in franchise sales conversations and the hidden concerns buyers are often too hesitant to say out loud.

This episode is especially valuable for franchisors who are getting interest but struggling to move prospects from “thinking about it” to making confident decisions.

If you have ever wondered why some buyers move quickly while others disappear after great calls, this conversation will give you a completely different perspective on what people are actually looking for before they say yes.

In This Episode, We Cover

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In this episode of Let's Talk Franchising, Susana Hands sits down with Joel Kleber, Chief Marketing Officer of Jim's Group, Australia's largest franchise network, to explore how content, transparency, and consistency have helped fuel the growth of one of the country's most recognised franchise brands.

Joel shares the story behind Jim's Group's shift from traditional franchise marketing to a content-first approach that now generates thousands of franchise enquiries every year. From podcasts and video content to founder branding and franchisee stories, he explains why trust has become one of the most valuable assets a franchise brand can build.

The conversation challenges many of the traditional recruitment methods still used across the franchising sector and explores why modern buyers are researching more, asking different questions, and expecting greater transparency before making a decision.

Whether you're an emerging franchisor, an established franchise brand, or simply looking for new ways to improve recruitment and conversions, this episode offers practical insights into what is actually working right now.

If you've ever wondered how to attract better franchise candidates, build stronger trust, and create a recruitment process that feels more natural and less sales-driven, this is an episode you won't want to miss.

📌 Connect with Joel Kleber

Website: https://franchisemarketer.co/

LinkedIn: https://www.linkedin.com/in/joelkleber/ 

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A lot of franchise owners assume buyers walk away because of price.

But more often than not, buyers walk away because something about the opportunity does not feel certain enough to move forward with.

In this episode of Let’s Talk Franchising, Susana Hands dives into the hidden reasons franchise opportunities can feel risky to potential buyers, even when the business itself is strong.

From unclear messaging and inconsistent support to the subtle red flags that quietly create hesitation during the sales process, Susana unpacks what prospects are really looking for when they are deciding whether to trust a franchise brand with their time, money, and future.

This conversation is especially important for business owners who are getting leads but struggling to convert them, hearing “I need to think about it” too often, or watching interested prospects suddenly disappear after initial conversations.

Inside the episode, Susana shares practical insights into how buyers assess risk, what creates confidence during the franchise journey, and why small gaps in clarity can have a bigger impact on sales than most franchisors realise.

If you want your franchise opportunity to feel stronger, more credible, and easier for the right buyers to say yes to, this episode will give you plenty to think about.

Learn more about franchising and working with Susana:

Connect with Susana on socials: 

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Facebook: https://www.facebook.com/suz.hands 

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In this episode of Let’s Talk Franchising, Susanna Hands sits down with franchise lawyer Emma Jervis, founder of Magnolia Legal, to unpack the legal realities most franchisors underestimate when growing a franchise network.

With more than a decade specialising in franchise law, Emma shares the biggest legal mistakes she sees franchisors make, the hidden risks behind franchise recruitment conversations, and why seemingly harmless promises around financial performance can quickly turn into serious legal disputes.

Together, Susanna and Emma dive into the difference between franchise systems and license models, what franchisors often get wrong when scaling too quickly, and why strong franchisee relationships are often the best protection against legal conflict.

This episode also explores the importance of disclosure documents, operations manuals, compliance systems, breach notices, franchise mediation requirements, and why legal foundations should never be treated as an afterthought.

Whether you're preparing to franchise your business, already scaling a network, or trying to avoid expensive legal mistakes before they happen, this episode gives a practical behind-the-scenes look at what sustainable franchise growth actually requires.

LinkedIn: https://www.linkedin.com/in/emma-jervis-78345636/ 

Instagram: https://www.instagram.com/magnolialegalfirm 

Website: https://www.magnolialegal.com.au/

Learn more about franchising and working with Susana:

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If your franchise is not selling right now, it is easy to assume the market is slow or that the leads are not serious.

But most of the time, that is not the real issue.

In this episode of Let’s Talk Franchising, Susana Hands breaks down what is actually happening behind stalled franchise sales and why not selling is usually a symptom of something deeper in your system.

With more than 15 years of experience as a franchisee, multi-site owner, and franchisor, Susana shares the patterns she sees across franchise brands that struggle to convert. From unclear positioning to weak messaging, poor lead quality, and inconsistent follow up, the problem is rarely just one thing. It is usually friction across the entire process.

You might already be seeing the signs.

Instead of guessing what is wrong, this episode helps you step back and diagnose where the breakdown is actually happening.

You will learn how to identify whether the issue is your lead flow, your messaging, your sales process, or your offer, and what to do next once you see it clearly.

Susana also walks through practical ways to strengthen your system so it supports consistent sales.

In This Episode, We Cover

Learn more about franchising and working with Susana:

Connect with Susana on socials: 

LinkedIn: https://www.linkedin.com/in/susana-hands-the-franchise-lady

Facebook: https://www.facebook.com/suz.hands 

Instagram: https://www.instagram.com/susanahands_/ 

So many great businesses do not struggle because their product is not good enough.

They struggle because they move into franchising too early, without the right foundations, support, or strategy behind them.

Welcome to Let’s Talk Franchising with The Franchise Lady.

This podcast is here to give you honest conversations, practical guidance, and real lessons from inside the world of franchising.

With more than 15 years of experience as a franchisee, multi-site owner, and franchisor, I’ve seen what works, what does not, and what truly helps a franchise brand grow the right way. I’ve also helped generate and close over $38.5 million in franchise sales across Australian and international brands.

As the author of The Optimal Franchise System, I’m passionate about sharing the lessons, mistakes, and insights that can save others time, stress, and money.

Each episode is designed to help you build with confidence and scale with clarity.

If you are ready to franchise smarter, hit follow and subscribe