Every franchise needs expert advice. <br /><br />So, we're bringing the business strategy, marketing, sales, and franchise growth experts to you. <br /><br />Join franchising gurus to learn best practices in FranDev, franchise software, franchise marketing, franchise operations, and even motivation and franchisee relationship management. <br /><br />We'll deliver actionable, valuable insights each podcast from true experts in franchising that are really doing what they talk about, rather than just talking about it. It's a subtle but important difference that you'll feel when you tune in.<br /><br />This is a no chest-beating podcast as well. There are plenty of those available. We focus on what we know will help emerging, growing and even well-established franchise systems take the next step toward franchising nirvana. <br /><br />We'll publish a new episode every 10 days, and episodes should last between 25 and 40 minutes.<br /><br />Thank you to our sponsor ClientTether, the top Franchise CRM - www.clienttether.com<br /><br />Enjoy!
The Advisory Board | Expert Franchising Advice for Franchise Leaders
Claim This Podcastby Dave Hansen
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Podcast Overview
Every franchise needs expert advice. <br /><br />So, we're bringing the business strategy, marketing, sales, and franchise growth experts to you. <br /><br />Join franchising gurus to learn best practices in FranDev, franchise software, franchise marketing, franchise operations, and even motivation and franchisee relationship management. <br /><br />We'll deliver actionable, valuable insights each podcast from true experts in franchising that are really doing what they talk about, rather than just talking about it. It's a subtle but important difference that you'll feel when you tune in.<br /><br />This is a no chest-beating podcast as well. There are plenty of those available. We focus on what we know will help emerging, growing and even well-established franchise systems take the next step toward franchising nirvana. <br /><br />We'll publish a new episode every 10 days, and episodes should last between 25 and 40 minutes.<br /><br />Thank you to our sponsor ClientTether, the top Franchise CRM - www.clienttether.com<br /><br />Enjoy!
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Publishing Since
5/5/2020
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Recent Episodes
August 18, 2026
Better Broker Relationships, Better Candidates | How FranDev Teams Can Scale Smarter
Franchise development is not just about adding units.<br /><br />It is about building the right process, attracting the right candidates, and creating relationships that support the brand long after the franchise agreement is signed. <br /><br />In this episode of The Franchise Advisory Board Podcast, ClientTether CEO Dave Hansen speaks with Ari O’Brien, Chief Development Officer at Red Rock Franchise Development, about what responsible franchise development looks like when candidate quality, broker relationships, and long-term franchisee success take priority over short-term sales velocity.<br /><br />Ari brings more than a decade of franchise experience to the conversation and explains why Red Rock identifies itself as a franchise development organization rather than a franchise sales organization. Their focus is not simply on selling more territories. It is on helping franchisors establish a repeatable process for identifying, qualifying, and supporting franchise candidates who can strengthen the system.<br /><br />A special thank you to ClientTether, our episode sponsor. ClientTether helps franchise development teams manage lead response, candidate nurturing, and follow-up through franchise CRM software built for the franchise sales process. As brands grow, tools such as franchise development software, a reliable franchise sales CRM, and a connected franchise management system can help teams maintain consistent communication without losing the human relationships that drive trust.<br /><br />This conversation matters for emerging franchisors because the earliest franchisees can influence far more than unit count. They may become validators, help shape training and systems, contribute to culture, and influence how future candidates see the brand.<br /><br />Ari also makes the case that franchise brokers should not be treated like another digital lead channel. Strong broker relationships require communication, responsiveness, and trust. When brokers understand how a development team works, they can set better expectations with candidates and create smoother handoffs throughout the process. <br /><br />Throughout the episode, listeners will learn:<br />• Why Red Rock focuses on franchise development rather than sales volume<br />• How to identify whether a brand and development partner are truly aligned<br />• Why candidate experience should stay human and flexible<br />• How strong broker communication improves the development process<br />• Why franchisors should build relationships with a smaller group of trusted brokers<br />• What makes the first five to ten franchisees so important to an emerging brand<br />• Why candidate fit affects culture, validation, training, and long-term growth<br /><br />Ari also shares why a candidate with enough money and a pulse is not automatically a qualified franchise owner. The right person needs to fit the business, the system, and the stage of growth the franchisor is in. <br /><br />Thanks for listening to the Franchise Advisory Board Podcast, where we explore the ideas, strategies, and people shaping the future of franchising.<br /><br />If you found today’s episode valuable, please subscribe, rate, and share it with a fellow franchise leader. To learn more, connect with us on LinkedIn and Youtube.<br /><br />Until next time, stay curious, stay strategic, and keep building stronger franchise systems!
August 11, 2026
FranDev Built on the Right Fit | How Hospitality Culture Strengthens Franchise Growth
Emerging franchisors face a difficult balance: bringing in the cash flow needed to grow while staying highly selective about the franchise owners they bring into the system.<br /><br />In this episode of The Franchise Advisory Board Podcast, ClientTether CEO, Dave Hansen, speaks with Erin Fletter, founder and CEO of Sticky Fingers Cooking, about building a franchise system with enough discipline to choose long-term sustainability over short-term franchise sales.<br /><br />Sticky Fingers Cooking began at Erin’s kitchen table 15 years ago and grew through schools and communities long before franchising. The company eventually operated in thousands of schools before launching its franchise model in May 2023. At the time of this conversation, Sticky Fingers had grown to 28 territories across 12 states plus Washington, D.C.<br /><br />Erin explains why her team was taught early that territories should be awarded to partners rather than simply sold to buyers. That philosophy now shapes the company’s entire franchise development process. Six executive team members participate in candidate selection, unanimous approval is required, and existing franchise owners play an active role in validation.<br /><br />A special thank you to ClientTether, our episode sponsor. ClientTether helps franchise development teams improve lead response, candidate nurturing, and consistent follow-up through franchise CRM software designed for the franchise sales process.<br /><br />For emerging franchisors, this conversation matters because the pressure to sell another territory can be intense. Erin shares why Sticky Fingers instead focuses on building toward sustainable royalties, protecting culture, and selecting franchise owners who can strengthen the network over time.<br /><br />That long-term mindset also requires the right infrastructure. As brands grow, franchise development software, franchise sales CRM, and a reliable franchise management system can help teams organize candidate communication, maintain consistent processes, and support a growing network without losing sight of franchisee fit and culture.<br /><br />The conversation also covers Silver Spatulas, a new Sticky Fingers program that brings the company’s cooking experiences to older adults. Rather than turning it into another franchise brand or charging existing franchisees another fee, Erin chose to make the program part of the existing system so franchise owners could increase both their revenue opportunity and community impact.<br /><br />Throughout the episode, listeners will learn:<br />• Why Erin believes franchisors should award partnerships instead of sell territories<br />• How stronger expectations can actually make better candidates lean in<br />• Why every Sticky Fingers executive team member votes on franchise candidates<br />• How existing franchise owners influence candidate validation and final approval<br />• Why sustainable royalties matter more than dependence on initial franchise fees<br />• How the Silver Spatulas program expands franchisee opportunity within existing territories<br />• Why Erin considers hospitality, gratitude, and servant leadership core business strategies<br /><br />Erin also shares one of the clearest summaries of the Sticky Fingers growth philosophy: “We don’t chase growth. We build it.”<br /><br />Thanks for listening to the Franchise Advisory Board Podcast, where we explore the ideas, strategies, and people shaping the future of franchising.<br /><br />If you found today’s episode valuable, please subscribe, rate, and share it with a fellow franchise leader. To learn more, connect with us on LinkedIn and Youtube.<br /><br />Until next time, stay curious, stay strategic, and keep building stronger franchise systems!
July 14, 2026
Why Good Franchise Leads Disappear | A Better Candidate Follow-Up Strategy
Franchise development teams are facing a different kind of market. Candidates are researching differently, AI is changing search behavior, lead volume is shifting, and many brands are competing for the same experienced multi-unit operators with messaging that sounds too similar.<br /><br />In this episode of The Franchise Advisory Board Podcast, Dave Hansen talks with Lizzy Young, CFE, a Fractional Chief Growth Officer for franchisors. Lizzy partners with leadership teams to design connected growth systems that improve full-funnel performance, from franchise development and marketing to unit-level customer acquisition.<br /><br />A huge thank you to ClientTether, our episode sponsor. ClientTether’s franchise CRM and lead-nurturing platform helps franchise brands improve lead response, candidate communication, pipeline visibility, and long-term nurturing.<br /><br />Dave and Lizzy discuss where franchisors lose candidates, why lead quality issues are often tied to unclear information, and how brands can build stronger systems around attribution, positioning, candidate experience, and reengagement. Lizzy also shares why franchisors need to think beyond basic demographics and build franchisee personas around motivations, concerns, strengths, weaknesses, and lifestyle goals.<br /><br />This conversation is especially relevant for franchise leaders, FSOs, franchise development teams, marketers, and operators who want to improve conversion without simply chasing more lead volume. As Lizzy explains, the better question is not always, “How do we get more leads?” It is often, “Where are the right candidates getting lost?”<br /><br />Throughout the episode, listeners will learn:<br /><br />• How AI is changing the way candidates find and evaluate franchise opportunities<br />• Why content and channel diversification are now essential for franchise development<br />• How to connect lead sources to closed deals, not just inquiry volume<br />• Why lead quality improves when expectations are clearer earlier<br />• How to make franchise support more specific and easier to understand<br />• Why psychographics matter when defining the ideal franchisee<br />• What causes candidate ghosting and how teams can reengage over time<br /><br />This episode is for franchisors that want to improve franchise development strategy, strengthen candidate conversion, and build more connected systems across marketing, sales, and leadership.<br /><br />#franchising #franchisegrowth #franchisedevelopment #franchisecrm #clienttether #franchisemarketing #leadgeneration #franchisesales #franchiseleadership #franchiseoperations #customerexperience #salesstrategy #franchisebusiness #growthsystems #franchiseowners<br /><br /><br />Thanks for listening to the Franchise Advisory Board Podcast, where we explore the ideas, strategies, and people shaping the future of franchising.<br /><br />If you found today’s episode valuable, please subscribe, rate, and share it with a fellow franchise leader. To learn more, connect with us on LinkedIn and Youtube.<br /><br />Until next time, stay curious, stay strategic, and keep building stronger franchise systems!
172 total episodes available
Recent guests on The Advisory Board | Expert Franchising Advice for Franchise Leaders
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Dr Alan Lasky
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Kris Stuart
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Dustin Ingle
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Raphael Rajan
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Alesia Visconti
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Brad Coleman
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Brigham Dallas
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Stephane Breault
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Angela Olea
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Jania Bailey
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Karen Booze
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Bryan Shankman
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- What is The Advisory Board | Expert Franchising Advice for Franchise Leaders?
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