In this episode of Smart Franchising, Dan Rowe sits down with Navin Nagrani and Al Bhakta of CMG Companies to reveal how eight partners built one of the largest independent multi-unit, multi-brand franchisee operations in America—with over 600 locations across KFC, Taco Bell, Sonic, Little Caesars, Ace Hardware, Valvoline, Tide Laundromat, and more. Starting with a single Genghis Grill that had zero customers on opening night, they've mastered the art of acquiring underperforming assets and turning them profitable through relentless execution, smart incentives, and empowering existing talent.

Al and Navin discuss why 80% of turnaround success comes from motivating the people already in place, their "Lindy Effect" strategy of betting on established brands with moats, why they'd rather be top franchisees than franchisors, and the critical importance of unit economics over growth for growth's sake.

This conversation is packed with tactical advice on acquisitions, talent development, equity partnerships, and building generational wealth through franchising—perfect for aspiring and established franchisees alike.

In this episode of Smart Franchising, Dan Rowe sits down with Milo Leakehe and Zach McKinley, co-founders of Imbue Capital, to reveal how they built a multi-brand franchise platform across five verticals without chasing the traditional MUMBO playbook. Milo and Zach share their unconventional strategy of scaling horizontally from day one, giving operating partners massive equity stakes, and rolling up weak franchisees while others pull back.

Discover why they give partners millions in equity instead of market-rate salaries, and how this creates operators who think like owners, not employees. Learn their exact vetting process—from the 100-brand list down to five finalists—and why they let partners pick their own brands instead of forcing assignments. Milo and Zach reveal the critical metrics they validate before signing any franchise agreement, including how to build accurate pro formas by contacting every franchisee in the system, rather than relying solely on Item 19.

Learn the funding strategies that fuel their growth. From SBA loans and hard money to private equity rollups, they break down when to use each capital source and why seller financing has become their secret weapon for fast, highly-leveraged acquisitions. They share their war wounds from losing six figures by not watching labor costs during a massive Crumble launch, and why controlling your P&L from day one is non-negotiable.

Whether you're looking to build a franchise platform, attract operating partners who'll go to war for you, or execute strategic rollups in a recessionary market, this episode delivers the raw playbook for scaling to 100 units by 2032 and building generational wealth for everyone on your team.

In this episode of Smart Franchising, Dan Rowe sits down with Jack Johnson, CEO of Franchise Insiders, to explore the untapped potential of franchise resales. Jack breaks down the resale opportunity most franchisees miss by buying profitable businesses, skipping the startup grind, and building to sell from the start.

Discover why resales aren't failures but smart investments that can fast-track your path to wealth. Jack reveals where to find hidden deals before they hit the market, how to structure SBA financing to buy cash-flowing businesses without draining your capital, and why the biggest franchisees like Greg Flynn built their empires through strategic acquisitions, not ground-up construction.

Learn the critical mistakes that can cost you millions. Jack shares his proven strategies for always keeping your business sale-ready, the personality assessments that match buyers to the right opportunities, and why running your franchise like it's always for sale is the smartest move you can make.

Whether you're a first-time buyer looking to avoid the 6-12 month startup wait or an experienced operator ready to scale through acquisitions, this episode delivers actionable insights on turning franchise resales into your competitive advantage.

In this episode of Smart Franchising, Dan Rowe sits down with Chris Gannon, founder of Bolay Fresh Bold Kitchen and son of Outback Steakhouse co-founder Tim Gannon, to explore the critical question: should you franchise your restaurant concept?

With 22 locations across Florida, Bolay Fresh Bold Kitchen represents a "better for you" fast-casual concept focused on scratch-made, chef-driven bowls with craveable flavors. Chris shares invaluable lessons from his restaurant DNA—including working his way up from busser at Outback despite being the founder's son, his experience at PDQ, and the challenges of maintaining quality and consistency while scaling. The conversation dives deep into operational realities that prospective franchisees need to understand: the complexity of scratch cooking, the relentless focus required for training, the critical importance of site selection (with unique tips like consulting local police officers who truly know communities), and why "the best site you'll ever select is the one you say no to."

Chris reveals Bolay Fresh Bold Kitchen's growth strategy of seeking experienced multi-unit, multi-brand operators (MUMBOs) as franchise partners—not traditional QSR franchisees or first-timers—who understand that building top-line sales through hospitality and quality drives bottom-line success. He emphasizes that successful franchising requires treating partners like marriages, maintaining culture at scale, and resisting the temptation to cut food quality for margin optimization. Dan and Chris discuss industry challenges including skyrocketing build costs, the over-saturated restaurant market, the need to master off-premise channels, and why strong unit economics are non-negotiable in today's environment.

For anyone considering franchising—whether as a franchisor or franchisee—this conversation offers hard-earned wisdom on site selection, people selection, maintaining standards across multiple units, and the fundamental trade-offs between corporate growth versus franchise partnership models.

Join franchise industry leader Dan Rowe the Founder and CEO of Fransmart and Leslie Kuban the Market President and Franchise Owner of FranNet as they dive deep into the world of franchise resales and the critical role consultants play in these transactions. In this insightful conversation, Dan and Leslie explore the often-overlooked preparation needed for equity moments—those pivotal times when franchisees look to exit their business.

Discover what both franchisees and franchisors should be doing before a resale opportunity arises, and learn about the common pitfalls that can derail even the most promising deals. From financial documentation and operational systems to understanding buyer expectations and market dynamics, this episode covers the essential elements that make or break franchise resales.

Dan and Leslie also share practical guidance on how to effectively work with franchise consultants throughout the resale process. Whether you're a franchisee planning your exit strategy, a franchisor looking to support smooth ownership transitions, or someone considering buying an existing franchise location, this conversation offers valuable insights into maximizing value and avoiding costly mistakes.

Tune in to learn how proper preparation, realistic expectations, and the right consulting partnership can turn your franchise resale into a successful transition.

00:00 The Importance of Resales in Franchising

02:48 Leslie's Journey into Franchising

04:46 Understanding FranNet and Its Role

07:02 The Process of Helping Franchisees

09:54 Identifying Good Franchisees

12:28 The Role of Brokers in Franchising

15:16 Building Client Relationships

17:33 Effective Communication with Franchisors

25:59 The Importance of Staying Top of Mind

28:05 Understanding Commission Splits and Franchise Fees

30:40 The Significance of Resales in Franchising

35:08 Proactive Strategies for Franchise Resales

39:36 Building a Resale Process for Franchisees

44:33 The Future of Non-Brick and Mortar Businesses

From running movies out of the back of his family’s warehouse at age 12 to becoming the largest Marco’s Pizza franchisee in America, McLain Hoogland understands the long game – and the pivot. With a lineage stretching back to the birth of family video rental and a career forged by service in the Marine Corps, McLain doesn’t just lead a multigenerational business, he’s reinvented it more than once.

In this episode of the Smart Franchising Podcast, we explore

(06:11) Growing up in a family business

(08:26) The drive behind pizza chain growth

(11:34) Streamlining operations for control

(13:08) Why efficiency depends on geography

(16:53) Franchise growth vs real estate

(19:55) Veterans’ skills beyond stereotypes

(22:35) Turning customer experience into profit

(26:27) What makes a franchise restaurant succeed

(29:27) Marketing challenges for franchise owners

(33:17) How food delivery keeps evolving

(38:02) What to look for in a franchise system

(41:00) Leadership that goes beyond business books

(42:42) Finding balance to avoid burnout

(45:56) Diversifying into healthcare and real estate

On Why Veterans Thrive in Franchising

McLain: “You’ve learned some pretty high-level things in very stressful situations. You’ve learned how to train people, how to follow SOPs. That’s a restaurant. There’s a rule set in franchising: it isn’t a free-for-all all.”

On Building for Growth (Not Just Survival)

McLain: “The first year is dialing in your operations and growing your customer base. You have to hire for the sales you want, not just the budget you think you have.”

On Knowing When NOT to Get Into Food

McLain: “If your first venture into franchising and you have no food experience, I would say, do not go into food. It’s easy to lose money, hard to make money – it’s a very competitive space.”

On The Power of Brand and Culture

McLain: “If you’re joining a franchise system, you’re buying all of it, not just the food. Do your homework. Dig deep into the support and leadership.”

Before Carl Stoffers was Entrepreneur Magazine’s Senior Business Editor, he was logging twelve-hour shifts in a maximum security prison in the sweltering Arizona desert. But even surrounded by concrete walls and lockstep routines, Carl never let go of his love for words – reading under a flashlight in secret as a kid and nurturing an “impossible dream” to become a journalist.

In this episode of the Smart Franchising Podcast, we explore

(03:04) Chasing dreams and taking bold risks

(06:09) Why home service franchises stay strong in recessions

(10:38) Best starter franchises for hands-on owners

(14:49) Keeping it simple with rising beverage trends

(17:22) How tech enhances the customer experience

(20:27) Why embracing change fuels franchise growth

(23:05) The story behind a thrift franchise's success

(25:17) The emotional origins of BrightStar Care

(28:21) What Gen Z and millennials value in franchising

(34:00) Why interviews demand real discretion

(36:21) Exciting franchise updates and an inspiring story

(38:24) Humans helping humans thrive

On Getting Into Franchising “When It Never Feels Like the Right Time”

Carl: You find yourself working 12 hours a day in a maximum security prison out in the middle of the desert, it can cause you to do a little bit of thinking…you know that’s not where you want to spend the rest of your professional life. I feel a definite bond with franchisees who left safe careers to dive into something totally new.

On the Power of the “Unsexy” Brand

Carl: There are all sorts of non-glamorous areas you can get into with franchising and really carve out a good name for yourself. The successful people I meet – whether it’s pest control, roofing, or thrift stores – are changing the industry by showing what’s possible for anyone with grit and the right support.

On Why the Human Story Still Wins

Carl: What I look for is, number one, a business relevance…and then, is the backstory compelling? Is it going to grab our readers? Franchising attracts unique personalities. The ones willing to solve problems, take risks, and overcome setbacks.

After decades operating six different food brands including Dunkin’ and Jersey Mike’s, Mitch took a leap that changed everything: salon studios. Why? Because great franchises evolve, and Mitch believes in building businesses where people don't shy away from change.

His philosophy? Treat every person, from employees to beauty professionals, with respect and genuine care, and success will follow.

In this episode, Mitch gives his insights on:

(03:09) Helping beauty pros become independent

(09:15) What to check before buying a franchise

(11:36) Inside the salon studio business model

(14:29) Why trust and stability drive success

(17:46) How great franchise support really works

(20:25) The collaborative side of franchising

(24:59) How philanthropy powers business growth

(28:34) Smart ways to give back to your community

(32:36) How empowered teams boost performance

(34:50) The role of mentorship in career growth

(38:07) How to scale with a multi-unit strategy

(41:39) The real keys to business expansion

(45:51) Rethinking franchise agreements and innovation

(48:49) Why simplicity wins in business

(50:45) Building strong teams for long-term growth

On Making Franchise Relationships Work

Mitch: “Franchising is a relationship. You’re entering a contract that’s going to be there longer than most marriages last in the U.S. You need to do your due diligence and talk to other franchisees… The conversation starts on day one, and you foster that throughout the whole time.”

On Why People Are the Secret Ingredient

Mitch: “No matter what I do, we believe we’re in the people business. Our team, our customers, our stylists, if you put people first and treat everyone the way you’d want to be treated, they’ll stay forever. There’s no reason for them to leave.”

On Making Big Business Leaps

Mitch: “You have to be ready to step out of your comfort zone. Do your research, make sure the new brand has the tools you need, and be prepared for a whole new set of learnings and people. Trust your organization, but know when it’s time to cut the cord and build something new.”

Jesse Keyser knows a thing or two about scaling from a single pizza shop dream to over 50 franchise locations across the U.S. – but it wasn’t just business savvy that got him there. Early on, Jesse learned the hard way that running a business isn’t just about chasing growth or watching the bank account swell; it’s about understanding people, mastering systems, and keeping your culture “king.”

From working seven-day weeks in his first salon, to winning top franchisee awards across diverse industries, Jesse’s journey is packed with hard-won lessons – and more than a few humbling moments.

In this episode of Smart Franchising Podcast, we explore

(05:13) Entrepreneurship within established systems

(07:48) Grand openings and cash flow

(10:11) Chick-fil-A’s U.S. success explained

(15:31) Profit insights from commission reports

(17:10) Incentivizing incremental store growth

(21:01) From ads to business success

(26:06) Franchise advocacy event in September

(30:03) Family trips to meet representatives

(31:19) Parenting through real-life lessons

(34:09) Operator understanding drives success

(37:30) Top performers, no excuses

On Making Culture “King” for Scale

Jesse: “If the culture is king, customers will come, and people will apply and want to work where you are. So that would be my advice, always make sure that you keep culture king.”

On Learning From Mentors (and Not Just Mistakes)

Jesse: “You’re either learning from your mistakes or from mentors. So you get to pick which one you want to learn from. I try to learn as much as I can from mentors and not my mistakes.”

On Why His Kids Won’t Be Handed the Keys

Jesse: “When you’re old enough, go find a franchise you’re interested in. I’ll help you pay for the first location, but you’re going to be the manager—until you can afford to hire someone else to do it.”

In an era where technology is advancing at lightning speed, franchisors must adapt or risk being left behind. Enter Jeremy Brazeal, a visionary from Reality Interactive, who who previously led groundbreaking consumer, digital engagement, and advertising work for global icons like The LEGO Group and The Coca-Cola Company. Now agency-side at Reality, he’s helping redefine how brands connect with customers through the power of AI and smart retail tools. Jeremy’s keen focus on using tech to cultivate customer affinity has propelled him to the cutting edge of AI innovation in franchising.

In this episode of Smart Franchising Podcast, Jeremy reveals:

• How AI serves as an invisible but invaluable friend in driving customer loyalty

• The creative ways AI tools are boosting revenue streams in unexpected sectors

• Strategies for integrating AI seamlessly without overwhelming your budget

• Real-world examples of AI transforming the athletics industry through hyper-personalization

• Ways AI can refine the in-store experience and streamline customer interactions

On AI’s Role as a Brand's Best Friend

Jeremy Brazeal: “AI could very much have the person on the other side, the cashier, be AI. That cashier is also, to an extent, a nutritionist...So in the future world that is now, sometimes the cashier is a nutritionist.”

On Creating Value Through Technology

Jeremy Brazeal: “The big shift that's happened is really about the power of the hardware and then AI's ability to access a ton of data points at once...you want to have that conversation. It's personal. You want those solutions personalized to you.”

On Core Mission Focus

Jeremy Brazeal: "What is that mission that you're trying to accomplish that's going to differentiate you from your competitors? What is that core mission? And then if you're going to incorporate something like an AI tool, how does it help you achieve that core mission? And if it doesn't, don't do it."