Franchisors should stop pushing deals and start choosing the right buyers. Signing the wrong franchisee costs years in support and damages the whole network. The fastest-growing franchisors say no to bad fits, not yes to every lead.
Stop trying to sell your franchise. You're supposed to be selecting the ones who get to buy it. Every lead that comes in, you're thinking, how do I get to close this person? The question should be, are they the right fit? You can sign someone, but you can also sign the wrong person. And then this means that you're spending years supporting the wrong franchisee that was never the right fit. Being selective in your franchise development is not being picky. It's about protecting your network from bad partners in the future and protecting them from setting themselves up to fail. The franchisors who grow the fastest are not the ones that sell the most. They are the ones that say no.
