So you’re talking with a franchisor…

Exciting, right? It’s a chance to explore a business that could shape your future. But here’s the catch: franchisors aren’t just selling you something. They’re deciding if you’re the kind of person they want representing their brand.

And just like a job interview, the way you show up can make or break your chances.

Here are 7 common mistakes that can get a candidate denied (and how to avoid them):

1️⃣ Don't Take the Meetings Seriously

What Not to Do: Show up late, multitask, or treat calls casually.

What to Do Instead: Treat every conversation like a job interview, dress well, remove distractions, and give your full attention. 

Candidate Story:  Calvin initially joined a franchisor meeting while driving, which came across as distracted and unprofessional. When I shared this feedback with him, he quickly adjusted. For his next call, he set up in a quiet space, dressed professionally, and gave the franchisor his full attention. The difference was night and day. Calvin moved forward in the process and was awarded the franchise.

2️⃣ Expect the Franchisor to Tell You Everything

What Not to Do: Sit back passively, let someone else (like your spouse or partner) do the talking.

What to Do Instead: Come prepared with thoughtful questions and share your excitement and motivations.

Candidate Story:  David was funding a franchise for his son, Luke, who would run the daily operations. At first, David dominated the conversations, and the franchisor worried they couldn’t assess Luke’s abilities. After some coaching, Luke stepped up and shared his leadership qualities, sales skills, and passion for the services. The franchisor was impressed and advanced him in the process. For David, it was a valuable lesson in trusting his son and allowing him to shine. That shift gave Luke the confidence to step fully into his role as a business leader.   

3️⃣ Obsess Over the Negative

What Not to Do: Spend the entire conversation poking holes in the concept; competition, client base, challenges without ever acknowledging the upside. While concerns are valid, franchisors want to see curiosity and optimism, not only skepticism.

What to Do Instead: Ask about challenges, but balance them with questions about growth, success stories, and support systems. Show that you can see both risks and possibilities.

Candidate Story:Trina, a prospective owner, was searching for the “perfect” franchise. Every conversation centered on her doubts whether there were enough clients, whether the competition was too strong, how the brand could possibly win in her area. Franchisors ultimately told me she was “too negative” and not the kind of partner they wanted to award.  By focusing only on what could go wrong, she missed the chance to explore what could go right.

4️⃣ Hide Important Information

What Not to Do: Be reluctant to share financial details, skip filling out required forms, or not completing assessment. Franchisors need to know that candidates are financially prepared and transparent. Holding back or worse, misleading raises red flags immediately.

What to Do Instead: Be forthcoming. Expect to provide a profile document and detailed financial information. Remember, franchisors aren’t looking to pry, they need to ensure you have the resources to invest, grow, and succeed.

Candidate Story:Terry was hesitant to share her financial information, worried it was too personal. After I explained why it mattered, that franchisors need to confirm candidates are prepared and capable of succeeding, she agreed to submit the documents.  In the end, Terry said she felt more confident herself, knowing she truly had the resources to succeed.

5️⃣ Keep Your Doubts to Yourself

What Not to Do: Pretend you have no fears or concerns. Many candidates think showing doubt will make them look weak. In reality, hiding your concerns prevents the franchisor from showing you the support and resources they’ve built for owners like you.

What to Do Instead: Share your questions and vulnerabilities openly. It’s normal when you pivot into a new role or industry that you will have doubts and fears.. By voicing them, you create an opportunity for the franchisor to connect you with mentors, franchise coaches, or other owners who’ve been in your shoes.

Candidate Story: Raj, a successful engineer, had dreamed of business ownership for years but was hesitant to leave the corporate security. In conversation, he admitted he doubted his ability to succeed. Once he connected with other franchisees from similar backgrounds and met the franchise coach, he realized how much support was available and that his fears were not a dealbreaker, but a bridge to growth.

6️⃣ Fail to Follow Through

What Not to Do: Ignore requests, miss deadlines, or let days (or weeks) pass without replying. Franchisors notice how quickly and consistently you respond during the discovery process. If you don’t follow through now, they’ll assume you won’t follow through as an owner.

What to Do Instead: Treat every step as a reflection of how you’ll run the business. Be responsive, meet deadlines, and show that you can keep momentum going. This demonstrates reliability and commitment; two qualities every franchisor values.

Candidate Story: Barry was enthusiastic at first, but he often delayed returning documents and sometimes skipped scheduled calls. The franchisor expressed concerns like, If this is how he communicates now, how will he handle customers or employees? Barry was removed from the consideration.

7️⃣ Ignore Your Support Network

What Not to Do: Treat franchise ownership as a solo decision and keep your spouse, partner, or close support system out of the process. Franchisors know that without buy-in from those closest to you, hesitation and resistance can surface and prevent you from saying yes.

What to Do Instead: Involve your support network early. That might mean your spouse or partner, but it could also include adult children, trusted advisors, or mentors. Franchisors want them to be part of the process, from owner validation calls, financial overviews, and joint discovery sessions all help your network understand the opportunity and gain confidence in your decision.

Candidate Story: Sarah was excited about a senior placement franchise, but her husband was hesitant about the risk. She brought him into a joint call with the franchisor. They answered his questions directly and connected them with another franchisee couple who had faced similar concerns. That conversation turned his hesitation into support, and Sarah was awarded the franchise with her husband fully behind her. Today, he’s one of her biggest champions in the business.

Franchise ownership isn’t a one-sided transaction. It's a partnership. Franchisors want owners who will represent their brand well. Candidates want businesses that align with their goals, resources, and lifestyle. And when the right match is made, both sides thrive.

The process works best when everyone is engaged, transparent, and committed to finding the right fit. That’s why working with a franchise consultant can be so valuable. A consultant acts as a guide and partner in the journey, offering insights into what franchisors are really looking for and sharing feedback with candidates. Together, the candidate, franchisor, and consultant create the clarity and trust needed to ensure the right franchise is awarded to the right owner.