Franchise Sales Secrets Podcast
Oct 1, 2026 · 13 min · 6 segments
In this episode, I cover seven reasons why franchise candidates aren't buying today and the attributes that all top franchise developers possess that help them make the sale more consistently.
What we want to cover today is a little about why people take longer to decide.
Obviously, the discovery process can take several weeks, sometimes a couple months to go through, but I think it's important to understand why they have the attitude they do, and also why you as a franchise developer have to have kind of a covert approach to this because you can't appear pushy or threatening in any way.
They're making a commitment for 10 years to join the franchise, so you have to kind of go through all their questions and answer those, especially when we get through the FDD.
I just want to talk about these seven reasons why people don't typically buy a franchise very quickly.
Number one, they're not allowed to because of the restrictions of the Federal Trade Commission.
They have to wait at least two weeks after they get the FDD before they can buy the franchise, and many franchises requires they wait seven days after they get the franchise agreement before they can sign as well.
So even if th- without doing any presentations, you're looking at least three weeks before they can even buy a franchise.
Now, when you add the presentations in, the due diligence, want them to listen to the podcast episodes we want them to listen to, a little bit how the discovery process works and the discovery day, it kind of s- it kind of just takes a little longer to go through this process.
But the biggest reason why people don't buy is because the franchise developer, they don't create any kind of sense of urgency why they need to buy it now.
They think they have all day, they have all week, they have all year to decide whether they want to add this on.
The second one, reason is, is that they've learned about your franchise, maybe they're intrigued with the options and the savings they could get on their marketing, being a bit more effective in how they do things, but they want to see if they can find an option like this someplace else for less.
The third reason is they don't see really anything they're really interested in or they're not ecstatic about.
They just aren't really convinced they need to buy a franchise now, or, so they just keep looking or they just put it on pause.
This is a big one.
Your job is to help them get excited about and why they need to be a part of this particular franchise, the benefits they're gonna get with that, and stuff like that as well.
The fourth one is their spouse encourages them to keep looking around to see if there's a better company or a better option that they like better.
And a lot of times this is just, you know, let's see if we can find something else, maybe we're not sure if this is the right thing, et cetera.
Number five, they may feel uncomfortable with the technology, and feel they need to wait until more software solutions are better.
This is a typical challenge with software in general, that most people have this perception that I need to wait for the last addition to come out, and software's an ever-evolving thing, so you have to help them understand what data will make it even better, but you're gonna have to have the different components of that as you're going through and doing that as well.
Number six, they don't find any difference between you and any other competitor.
So that's your job to help present that and how to do those a lot later in the sales series.
And then lastly here, number seven, is they found a system that's designed to work for them, they just don't want to ask persuasively or persistently until they say yes.
That is your job.
Most people aren't gonna buy the first time you ask them to do that.
You have to go through multiple things.
What we want to cover today is a little about why people take longer to decide.
Obviously, the discovery process can take several weeks, sometimes a couple months to go through, but I think it's important to understand why they have the attitude they do, and also why you as a franchise developer have to have kind of a covert approach to this because you can't appear pushy or threatening in any way.
They're making a commitment for 10 years to join the franchise, so you have to kind of go through all their questions and answer those, especially when we get through the FDD.
I just want to talk about these seven reasons why people don't typically buy a franchise very quickly.
Number one, they're not allowed to because of the restrictions of the Federal Trade Commission.
They have to wait at least two weeks after they get the FDD before they can buy the franchise, and many franchises requires they wait seven days after they get the franchise agreement before they can sign as well.
So even if th- without doing any presentations, you're looking at least three weeks before they can even buy a franchise.
Now, when you add the presentations in, the due diligence, want them to listen to the podcast episodes we want them to listen to, a little bit how the discovery process works and the discovery day, it kind of s- it kind of just takes a little longer to go through this process.
But the biggest reason why people don't buy is because the franchise developer, they don't create any kind of sense of urgency why they need to buy it now.
They think they have all day, they have all week, they have all year to decide whether they want to add this on.
The second one, reason is, is that they've learned about your franchise, maybe they're intrigued with the options and the savings they could get on their marketing, being a bit more effective in how they do things, but they want to see if they can find an option like this someplace else for less.
The third reason is they don't see really anything they're really interested in or they're not ecstatic about.
They just aren't really convinced they need to buy a franchise now, or, so they just keep looking or they just put it on pause.
This is a big one.
Your job is to help them get excited about and why they need to be a part of this particular franchise, the benefits they're gonna get with that, and stuff like that as well.
The fourth one is their spouse encourages them to keep looking around to see if there's a better company or a better option that they like better.
And a lot of times this is just, you know, let's see if we can find something else, maybe we're not sure if this is the right thing, et cetera.
Number five, they may feel uncomfortable with the technology, and feel they need to wait until more software solutions are better.
This is a typical challenge with software in general, that most people have this perception that I need to wait for the last addition to come out, and software's an ever-evolving thing, so you have to help them understand what data will make it even better, but you're gonna have to have the different components of that as you're going through and doing that as well.
Number six, they don't find any difference between you and any other competitor.
So that's your job to help present that and how to do those a lot later in the sales series.
And then lastly here, number seven, is they found a system that's designed to work for them, they just don't want to ask persuasively or persistently until they say yes.
That is your job.
Most people aren't gonna buy the first time you ask them to do that.
You have to go through multiple things.
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