How to Franchise Your Business the Right Way with Greg Mohr

In this episode, I’m excited to welcome Greg Mohr, a franchise consultant who has helped nearly 200 entrepreneurs launch over 450 franchises. Greg’s journey is nothing short of inspiring—after a corporate layoff, he turned his side hustle into a thriving career, using franchising as a vehicle for financial freedom.

As an award-winning franchise broker, best-selling author, and expert in franchise strategy, Greg specializes in helping entrepreneurs and real estate investors find the right franchise opportunities to build wealth and independence. In this episode, he shares his insights on franchise selection, smart investment strategies, and the balance between time and financial commitment. Whether you’re an aspiring entrepreneur or an investor looking to diversify, this conversation is packed with valuable takeaways.

MAKE SURE YOUR BUSINESS CAN BE REPLICATED BEFORE FRANCHISING

Thinking about franchising your business? One successful location isn’t enough—you need to prove it can work in multiple places. Greg Mohr explains that businesses with at least one or two additional locations (even in the same city) have a much stronger foundation for franchising. Expanding forces owners to refine their systems, streamline operations, and ensure success isn’t dependent on just one location or the owner’s personal involvement.

Take the advice Michael Gerber, author of The E-Myth, gave a New York sushi restaurant owner. Instead of franchising right away, Gerber told him to open another location (or two) first. Why? Because proving the concept is scalable makes it easier to attract franchisees and helps business owners build a solid playbook to maintain consistency across locations.

SUCCESSFUL FRANCHISES RUN ON CLEAR, REPEATABLE SYSTEMS

Franchising isn’t just about selling a business—it’s about handing franchisees a proven system they can easily follow. Greg Mohr explains that the best franchises operate like a “business in a box,” with every detail—daily operations, employee roles, and customer service—clearly documented. Without these systems, scaling becomes messy, and new franchisees struggle to keep things running smoothly.

Mohr points to his time at Taco Bell, where he could walk into any location and instantly understand how everything worked. That’s the power of a well-structured system. If you want your business to attract franchise buyers, you need a detailed playbook that makes success easy to replicate.

THE BEST FRANCHISES SOLVE EVERYDAY PROBLEMS PEOPLE CAN’T IGNORE

The most successful franchises offer services people need—not just want. Think HVAC, plumbing, healthcare, and senior care. If an air conditioner breaks down in the middle of a Texas summer, homeowners aren’t going to wait around—they need it fixed ASAP. That’s why HVAC franchises do so well: there’s always demand, and people are willing to pay for fast solutions.

But being in a high-demand industry isn’t enough. With so much competition, your franchise needs a standout factor—whether that’s lightning-fast service, unbeatable customer experience, or a pricing model that makes you the obvious choice. The goal? Don’t just compete—make the competition nervous.

FRANCHISING ISN’T JUST EXPANSION—IT’S A WHOLE NEW ROLE

A lot of business owners assume franchising is just scaling up what they already do—but it’s a totally different game. Take an HVAC company owner: they’re used to managing jobs, scheduling technicians, and keeping things running smoothly. But as a franchisor, the focus shifts to mentoring franchisees, building systems, and making sure they succeed.

Franchising also comes with new responsibilities—marketing, legal, finances—you name it. It’s not just about growing your business; it’s about stepping into a leadership role and creating a brand that thrives.

FRANCHISE SUCCESS COMES DOWN TO SMART SPENDING AND THE RIGHT TEAM

Many new franchisors think the hardest part is the initial $50,000 investment—but that’s just the beginning. Greg Mohr stresses that real success comes from continually reinvesting in marketing, support, and hiring the right people.

One big mistake? Trying to do it all alone. The best franchises build strong support teams early, bringing in specialists for franchise development, operations, and customer service. Without this, growth gets messy fast. Mohr points out that expanding too quickly without enough staff can be a disaster—like a franchise with 50 locations open but 250 more waiting to launch. A solid team makes all the difference.

FRANCHISE SUCCESS STARTS WITH STRONG SUPPORT

One of the biggest reasons franchisees struggle—or even fail—is lack of support. When someone buys into a franchise, they expect solid training, clear guidance, and operational help. Without it, they’re left frustrated, and bad reviews can follow, damaging the entire brand.

Greg Mohr stresses that great franchisors don’t just sell locations—they set franchisees up for success. That means offering hands-on training, marketing support, and systems that actually help. A fitness franchise, for example, should have a pre-opening sales team to fill memberships before launch. A service-based business? A call center can take customer inquiries off franchisees’ plates.

On the flip side, when a franchise grows too fast without proper support, franchisees feel abandoned. Mohr advises asking early franchise owners key questions: Was the training useful? Did you get the help you needed? If not, that’s a red flag. A strong franchise isn’t just about a great idea—it’s about making sure every location has the tools and support to thrive.

MAKE SURE YOU’RE GETTING WHAT YOU PAY FOR IN A FRANCHISE

Many new franchisees focus on the upfront costs—like the $50,000 franchise fee and ongoing royalties—without really digging into what they’re getting in return. Greg Mohr emphasizes the importance of asking:

What am I actually paying for?

A good franchise should offer more than just a brand name. It should come with real, hands-on support, like:

• A call center to handle customer inquiries
• A real estate team to help secure prime locations
• A marketing team to attract and retain customers

Without these, you could be paying big fees without the tools you need to succeed. This is especially risky with newer franchises that don’t have a strong track record. Before you invest, make sure the franchisor has the right leadership and support system to help you grow.

FRANCHISING LOCKS YOU IN—MAKE SURE IT’S THE RIGHT FIT

Buying a franchise isn’t like starting your own business—you’re signing a contract that typically lasts five to ten years. Selling is possible, but walking away can be expensive.

Take Pete Mohr, for example. When he realized his franchise wasn’t right for him, he had to buy his way out. The cost? It all depends on the fine print—so read it carefully.

Franchise agreements also come with territory rules:
✔ Brick-and-mortar locations usually get a 1-2 mile protected radius.
✔ Service-based franchises are assigned areas based on population and income.

Greg Mohr points to The Founder as a cautionary tale. Ray Kroc initially sold McDonald’s franchises to the wrong people, damaging the brand—until he focused on committed owner-operators. Before signing, research the franchisor, know your obligations, and talk to a franchise attorney. A little homework now can save you from a costly mistake later.

THE BEST FRANCHISE OPPORTUNITIES AREN’T JUST IN FAST FOOD

Fast food has long dominated franchising, but today’s hottest opportunities are in service-based businesses—like home improvement, senior care, and boutique fitness. These industries provide essential, recession-resistant services, making them more stable and scalable.

Post-COVID, people are prioritizing practical needs over luxury spending. That’s why many new franchisees are skipping high-overhead restaurants in favor of businesses like home cleaning or in-home senior care—where demand stays strong no matter the economy.

Tune in to this episode to hear Greg Mohr share his expert insights on franchising the right way, avoiding common pitfalls, and choosing a franchise that aligns with your financial and lifestyle goals.

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Corey Kupfer is an expert strategist, negotiator, and dealmaker. He has more than 35 years of professional deal-making and negotiating experience. Corey is a successful entrepreneur, attorney, consultant, author, and professional speaker. He is deeply passionate about deal-driven growth. He is also the creator and host of the DealQuest Podcast.

Get deal-ready with the DealQuest Podcast with Corey Kupfer, where like-minded entrepreneurs and business leaders converge, share insights and challenges, and success stories. Equip yourself with the tools, resources, and support necessary to navigate the complex yet rewarding world of dealmaking. Dive into the world of deal-driven growth today!