The Franchise Leaders Forum Podcast

How do you run a successful franchise? It often looks like identifying blind spots that inhibit growth, taking strategic pauses, and embracing the journey while expecting the unexpected. 

Today’s guest, Steve Greenbaum, dives into the concept of “blind spots” in business which equates to those challenges that often pop up out of nowhere in our business. Steve shares how an emerging business, Tootl, was using spreadsheets to manage transportation logistics which was unsustainable when it comes to scaling.

And what do you do when something is unsustainable? For Steve it meant hitting the pause button on franchise development in order to develop much needed tech and have solid processes in place before resuming sales.

Steve, also discusses the intricacies of balancing operational consistency with innovative growth and discusses his motto of when we know better we do better.

So, if you are ready to navigate the blind spots, scale sustainably and transform unexpected obstacles into stepping stones for growth then press play and listen in!

Steve Greenbaum is the founder and CEO of PostNet International Franchise Corporation, where he led the brand’s expansion to over 660 franchises across the US and 10 countries. Today, Steve is a board board member, advisor, investor, and experienced EOS practitioner, who enjoys equipping franchisors and their leadership teams with the tools and strategies needed to overcome obstacles and take their business to the next level. Steve was awarded the International Franchise Association’s Entrepreneur of the Year award in 2003. 

Connect with Steve:

[email protected]

Episode Highlights:

• Challenges and solution in franchising

• Addressing blind spots when it comes what is inhibiting your growth

• Tootl’s strategic pause in franchising

• Gradual scaling by granting a limited number of franchises

• Key success factors for franchisors

• Financial challenges and risks with franchising

• Broker networks and franchisee relations

Connect with Tracy

Personal LinkedIn: https://www.linkedin.com/in/tracy-panase/

JBF LinkedIn - https://www.linkedin.com/company/jbfsale

JBF Franchise System - https://jbfsalefranchise.com/

Email: [email protected]

Connect with Shannon

Personal LinkedIn - https://www.linkedin.com/in/shannonwilburn/

JBF LinkedIn - https://www.linkedin.com/company/jbfsale

Curious how an average person with average work ethic can achieve extraordinary success in franchising?

With decades of experience navigating the complexities of the franchise landscape, our guest David Barr is bringing a wealth of knowledge and a candid perspective on the realities of franchising.

David Barr is the Chairman and majority owner of PMTD Restaurants and sits on the board of directors of a variety of public and private entities, both domestic and international, with a focus on consumer facing companies. David describes himself as a franchise board member, franchisor, franchisee, supplier, and an advocate for the franchise industry.

Today, David shares the concept of the "hell zone," where franchisees often find themselves in financial and managerial turmoil. Yet, he doesn’t stop at just identifying the problem; David recommends growth strategies and a clear vision to not only navigate but transcend these challenges.

David also underscores the vital importance of understanding one’s "why" in business, and shares his emphasis on having a unique business model with strong unit-level economics.

So, if you are ready for practical advice, having a blueprint for navigating the complex and rewarding world of franchising, and fostering strong leadership this episode is for you!

Connect with David:

Email: [email protected]

Episode Highlights:

• Introduction to David Barr and his acquisition of 2 KFC franchises and his role at Pizza Hut and Great American Cookies

• The “Hell zone” concept for franchisees

• Growth and sustainability in franchising

• Advice on having a growth vision

• Understanding long-term commitment for franchisees

• Importance of understanding one’s “why”

• Franchising success and challenges

• Value of analyzing successes and failures

• Importance of a “hedgehog” or core purpose

• Challenges and realities in franchising

• Misconceptions about quick financial gains in franchising

• Capital and effort required for multi-location franchises

Connect with Tracy

Personal LinkedIn: https://www.linkedin.com/in/tracy-panase/

JBF LinkedIn - https://www.linkedin.com/company/jbfsale

JBF Franchise System - https://jbfsalefranchise.com/

Email: [email protected]

Connect with Shannon

Personal LinkedIn - https://www.linkedin.com/in/shannonwilburn/

JBF LinkedIn - https://www.linkedin.com/company/jbfsale

Have you ever wondered how a working mom’s frustration led to a nationwide revolution in early childcare and a thriving franchise?

Jo Kirchner joined Primrose in 1990 as Vice President and became President and CEO in 1999. Her lifelong mission is to deliver a nurturing environment and a quality learning foundation to help children become confident adults who love who they are and what they do.

Under Jo’s leadership, Primrose has grown from four schools in metro Atlanta to more than 500 schools nationwide and she has been awarded the International Franchise Association (IFA) Entrepreneur of the Year Award in 2023.

Today, we are diving into Jo’s journey of transforming early childhood education, how she built a thriving franchise, embraces continuous improvement, and how she’s making a community impact that’s changing lives across the US.

Hear how Jo’s passion, perseverance, and a bit of marketing magic can turn a personal challenge into an entrepreneurial triumph.

So, if you are ready to be inspired and learn how you can make a difference in your community by embracing quality, consistency and continuous growth then today’s episode is for you.

Connect with Jo:

LinkedIn - https://www.linkedin.com/in/kirchnerjo/

Episode Highlights:

• Jo Kirchner’s journey and transformation of Primrose Schools

• Jo’s role in pioneering experiential learning and fostering community involvement through the Primrose Children's Foundation.

• Jo discusses the entrepreneurial challenges of balancing ambition with realistic expectations

• Advocacy for early education

• Proprietary play-based curriculum that sets Primrose schools apart

• Journey of growth and franchising at Primrose schools

• Continuous improvement over chasing perfection

Connect with Tracy

Personal LinkedIn: https://www.linkedin.com/in/tracy-panase/

JBF LinkedIn - https://www.linkedin.com/company/jbfsale

JBF Franchise System - https://jbfsalefranchise.com/

Email: [email protected]

Connect with Shannon

Personal LinkedIn - https://www.linkedin.com/in/shannonwilburn/

JBF LinkedIn - https://www.linkedin.com/company/jbfsale

What does it take to foster real trust and passion in a franchise? 

Today’s guest, Shane Evans is an accomplished entrepreneur and franchisor, best known as the Co-Founder of Massage Heights, a premier membership-based massage and skincare company. With a passion for enhancing well-being, Shane has cultivated a culture of elevated wellness that touches the lives of people, members, and communities.

As the visionary leader behind Massage Heights, Shane developed the retail model and guided its growth into a privately held family business with 115+ operating units across the United States and Canada.

Shane is sharing the power of genuine appreciation, respect and love that should be in every franchise. As well as meaningful ways to engage franchisees, the importance of transparency as well as how to hold our boundaries, and Shane shares why she enforces the “Grandma Rule”.

And Shane shares her return as CEO of Massage Heights after a challenging break and opens up about the hurdles and how franchisee feedback was the driving force behind her return.

So, if you are ready to listen in as Shane dives deep into core values of leadership, the significance of appreciation, and the necessity of transparency in nurturing successful franchise relationships then press play and listen in!

Connect with Shane:

LinkedIn - https://www.linkedin.com/in/shane-franson-evans-9964639/

Massage Heights website - https://www.massageheightsfranchise.com/leadership-team/shane-evans/

Episode Highlights:

• Embracing emotional aspects of leadership

• The importance of transparency in leadership

• Utilizing advisory committees to build trust and transparency

• Quick expansion and membership model of Massage Heights

• What Shane learned by being on Undercover Boss

• Challenges and insights of stepping back into the CEO role at Massage Heights

• Practical tools for effective leadership

Connect with Tracy

Personal LinkedIn: https://www.linkedin.com/in/tracy-panase/

JBF LinkedIn - https://www.linkedin.com/company/jbfsale

JBF Franchise System - https://jbfsalefranchise.com/

Email: [email protected]

Connect with Shannon

Personal LinkedIn - https://www.linkedin.com/in/shannonwilburn/

JBF LinkedIn - https://www.linkedin.com/company/jbfsale

If you don’t do something that differentiates you, you don’t even get a look, much less an opportunity.

In today’s episode we are diving into strategies for franchise success. We are starting off with the importance of thinking outside the box and how we can be creative about drawing attention and sales into our business. As well as always being a life-long learner as a leader and the importance of meaningful connections within the franchise space. 

Today’s guest, Stan Friedman, is currently the co-founder, managing member and chief development office of ZorForum and serves on the (IFA) Educational Foundation’s Leadership Council and Board of Trustees. Stan is an “outside the box” thinker and has been a long-time proponent of diversity in franchising. 

Stan is renowned for his unconventional, attention-grabbing strategies that help him stand out in a crowded market and his ability to build strong relationships and leverage out-of-the-box strategies, such as using tax credits to aid inner-city franchise development.

So, if you are ready to harness the power of relationships and networking within the franchising industry, learn out-of-the-box strategies, and tap into the significance of meaningful connections and continuous learning then today’s episode is for you!

Connect with Stan

LinkedIn - https://www.linkedin.com/in/4stanfriedman/

Website - https://sensiblefranchising.com/

Podcast - https://franchisetodaypodcast.com/

Episode Highlights:

• Stan’s transition into franchising

• Emphasis on building relationships within the franchising industry

• Importance of maintaining long-term connections

• Impact of out-of-the-box thinking on franchise success

• Stan’s unconventional tactics to differentiate himself

• Overview of ZorForum and it’s goals

• Importance of peer-to-peer mentorship without competition

Connect with Tracy

Personal LinkedIn: https://www.linkedin.com/in/tracy-panase/

JBF LinkedIn - https://www.linkedin.com/company/jbfsale

JBF Franchise System - https://jbfsalefranchise.com/

Email: [email protected]

Connect with Shannon

Personal LinkedIn - https://www.linkedin.com/in/shannonwilburn/

JBF LinkedIn - https://www.linkedin.com/company/jbfsale

When it comes to owning a franchise the most important thing you can do to set yourself up for success is to do your due diligence.

And the most effective way to do your due diligence is with FranNet's 7-step process that sets you, the potential franchisee, up for long-term success.

Today, we are joined by Jania Bailey who joined FranNet in 2006 and in 2015 assumed the role of CEO of FranNet. Under her leadership, she has led the company through unprecedented growth and has established FranNet as the most respected voice in the franchise consultant industry in North America and is a certified franchise expert. 

Jania is diving into the 7-step process that she uses to set you up for success as well as clearing up the most common misstep she sees with potential franchisees and diving deep into factors like risk tolerance, financial performance, and the emotional impact of running a franchise.

So, whether you are a potential franchisee or an emerging franchisor this episode is packed with actionable steps for long-term success.

Connect with Jania:

Phone # 502-719-8349

Email: [email protected]

LinkedIn: linkedin.com/in/janiabailey

Episode Highlights:

• The 7-step process of FranNet

• Common shortcuts taken by prospective franchisees

• Characteristics of a good franchisee-franchisor match

• Knowing your risk tolerance when as a franchisee

• Financial considerations when buying a franchise

• Insights on the Franchise Disclosure document (FDD)

• Responsible franchising practices

• Importance of franchises understanding key performance indicators (KPIs)

• Understanding the emotional investment of a franchise

Connect with Tracy

Personal LinkedIn: https://www.linkedin.com/in/tracy-panase/

JBF LinkedIn - https://www.linkedin.com/company/jbfsale

JBF Franchise System - https://jbfsalefranchise.com/

Email: [email protected]

Connect with Shannon

Personal LinkedIn - https://www.linkedin.com/in/shannonwilburn/

JBF LinkedIn - https://www.linkedin.com/company/jbfsale

Do you sometimes feel stuck when it comes to moving your business forward?

Perhaps, you aren't clear on what path you should take or you don’t have a clear vision of your business?

What if you had a clear framework and intentional goals to drive your business growth?

Today, our guest Alex Judd sheds light on the magic of success statements, defining them as a tool to keep your business on track with intentional goals. As well as the issue of role confusion in leadership and the 4 insightful framework that is a game-changer for franchise owners to assess your business on what’s working, broken, confusing or missing. And the three big limiting beliefs that block leaders, and so much more!

Alex Judd is the CEO and founder of Path for Growth, a business that exists to help impact-driven leaders step into who they were created to be so that others benefit and God is glorified. 

So, if you are ready to discover how intentional actions and frameworks can drive your business and personal growth then this episode is for you!

Resources and connect with Alex:

Email - [email protected] 

How to Operationalize Your Business Workbook - https://www.pathforgrowth.com/free-downloads/how-to-operationalize-your-business

Episode Highlights:

• Definition and purpose of Success Statements

• Importance of intentionality in business

• What to focus on for business growth - vision, culture, leadership development and profitability

• Role confusion in leadership

• Role clarity and its impact on business action

• Common issues in leadership environments

• The 4 insightfuls framework

• Challenges and beliefs in leadership

• Prioritizing relationships for growth

Connect with Tracy

Personal LinkedIn: https://www.linkedin.com/in/tracy-panase/

JBF LinkedIn - https://www.linkedin.com/company/jbfsale

JBF Franchise System - https://jbfsalefranchise.com/

Email: [email protected]

Connect with Shannon

Personal LinkedIn - https://www.linkedin.com/in/shannonwilburn/

JBF LinkedIn - https://www.linkedin.com/company/jbfsale

When it comes to owning a franchise as a small business owner the benefits are high! 

They have a proven business model. They have manuals and training, and they will onboard you. They will teach you the industry, help you make less mistakes and hopefully achieve profitability faster than if you opened a stand alone small business.

It was this business model and potential for unlimited success that drew Art into the franchising space.

Today, we are joined by Art Coley. Art is the CEO of CGI and has been passionate about small business since he was 15 years old. He has three decades of global leadership and franchise development positions. He’s been responsible for driving system-wide revenues and overall business operations for top 200 franchise brands. 

Art’s passion for working with franchise brands in recruiting and onboarding has made him one of the top franchise development professionals in franchising today. 

Art is diving into why franchisors are not winning at recruitment and how to flip that so that they can begin to recruit and keep their franchisees. How and why he developed the ROS (Recruitment Operating System), and the significance of ethical and transparent franchising practices.

So, if you are ready to uncover the transformative power of responsible franchising and the unwavering commitment to brand partners, press play and listen in!

Connect with Art:

[email protected]

https://cgifranchise.com/

Episode Highlights:

• Art’s background in small business ownership from a young age

• His transition to working with franchise companies

• The challenges and benefits of small business ownership and franchising

• Financial challenges and responsibilities in franchising

• Importance of selecting the right brand partners for your network

• Mentorship, culture and team building

• Franchisee expectations and motivations

• Passion for small business ownership through franchising

• Formation of CGI and it’s purpose

Connect with Tracy

Personal LinkedIn: https://www.linkedin.com/in/tracy-panase/

JBF LinkedIn - https://www.linkedin.com/company/jbfsale

JBF Franchise System - https://jbfsalefranchise.com/

Email: [email protected]

Connect with Shannon

Personal LinkedIn - https://www.linkedin.com/in/shannonwilburn/

JBF LinkedIn - https://www.linkedin.com/company/jbfsale

How does one go from working at a Fortune 500 company doing jobs like production supervisor, plant industrial engineer, marketer, finance person and more to running an ice cream franchise business?

Dave first fell in love with the Haagen-Daz Shoppes franchise because of the entrepreneurship and putting people in business. After this first foray into the franchise space Dave never looked back and has continued to forge his way through the franchise space.

Today’s guest, Dave Keil, is president of Franworth, an Ann-Arbor based firm who build, incubate and grow emerging companies via a franchise model. Prior to Franworth, Dave led four franchise companies as CEO: The Lash Lounge, Pure Barre, Honeybaked Ham and Haagen-Daz Shoppes.

In 2020, Dave founded the 501(c)3 company Franchise For Good, and has since partnered with 18 non-profit companies and the University of Notre Dame to help non-profits scale.

Dave shares his experiences in transforming struggling franchises, his role in shaping the growth of Franworth, his emphasis on his three key factors for success - people, purpose and product, and his mission to create opportunities for small business ownership, regardless of financial resources.

So, if you are ready to listen in on Dave’s insights on the expansive potential of franchising as a force for good and how he has paved the way for a future where purpose-driven growth and positive changes are synonymous then it’s time to press play!

Connect with Dave:

Website: www.davekeil.com

Franworth: https://www.franworth.com/

Franchise for Good: https://franchiseforgood.org/

Episode Highlights:

• How Dave ended up in franchising

• Dave’s leadership role in franchise businesses

• The influence of Dave’s engineering background on his approach to entrepreneurship

• Franchise for good - Dave’s mission and values

• Dave’s initiative with Franchise for Good and its nonprofit focus

Connect with Tracy

Personal LinkedIn: https://www.linkedin.com/in/tracy-panase/

JBF LinkedIn - https://www.linkedin.com/company/jbfsale

JBF Franchise System - https://jbfsalefranchise.com/

Email: [email protected]

Connect with Shannon

Personal LinkedIn - https://www.linkedin.com/in/shannonwilburn/

JBF LinkedIn - https://www.linkedin.com/company/jbfsale

Let’s just start with the biggest question we are all asking ourselves!

Why did Mary Kennedy Thompson leave Neighborly for BNI to become their CEO?

Today, Mary is sharing that answer with us as well as her remarkable journey through the franchise system as a trailblazing leader.

She sheds light on pivotal lessons in leadership, organizational change and the art of strategic decision-making.

Mary is an emblematic figure in the franchising landscape. Mary is currently the CEO at BNI. Prior to working with BNI, Mary was the COO as well as the executive Vice-President of Neighborly, and the president of Mr. Rooter. To say she brings a wealth of experience to the table is an understatement.

So, if you are ready to listen to Mary’s visionary leadership, unwavering determination, and her relentless pursuit of excellence in the ever-evolving landscape of franchising, press play!

Connect with Mary:

Email: [email protected]

Episode Highlights:

• Mary’s journey in franchising

• Becoming president of Mr. Rooter and COO of Neighborly

• Importance of understanding and appreciating the front lines of business

• Influential figures in Mary’s leadership journey

• Why Mary accepted the CEO position at BNI

• Vision and execution in leadership

• The value of referrals

• Importance of building a strong team

Connect with Tracy

Personal LinkedIn: https://www.linkedin.com/in/tracy-panase/

JBF LinkedIn - https://www.linkedin.com/company/jbfsale

JBF Franchise System - https://jbfsalefranchise.com/

Email: [email protected]

Connect with Shannon

Personal LinkedIn - https://www.linkedin.com/in/shannonwilburn/

JBF LinkedIn - https://www.linkedin.com/company/jbfsale