E14: Franchise Sales Process And Franchise Brokers

Hosts: Michael Hyam and Liane Caruso  
Guests: Gary Prenevost of FranNet

We spoke with Gary Prenevost, a renowned franchise broker, consultant, and author of The Unstoppable Franchisee on the latest episode of The LFG Podcast. 

With over three decades in the industry, Gary shared his journey, valuable insights, and action steps for franchisors and franchise sales teams. 

Here are the top takeaways from the conversation.

Podcast Summary: Optimize Your Franchise Sales Process And Franchise Broker Relationships

KEY TOPICS DISCUSSED

Gary’s Experience And Career

Gary began his career in franchising back in 1991, initially working with a sales and leadership training company. His passion for growth quickly pushed him to acquire his first franchise just a few months later. Since then, he has become a multi-unit franchise owner, recognized as one of the top franchisees in North America.

His early realization was simple yet impactful: franchising offers unparalleled opportunities for ownership and scalability. However, success in the industry requires commitment, strategic thinking, and leveraging the system in place.

Stick To A Proven Franchise Sales Process And System

Through his consulting work, Gary has observed that top franchisees excel by following the operational processes outlined by the franchisor, while those who struggle often deviate from these best practices.

“The top 1-4% of franchisees don’t just follow the system—they master it,” Gary emphasizes.

This insight inspired him to write his book, The Unstoppable Franchisee, which distills key lessons from top performers across industries. His advice to new franchisees is simple: replicate success by studying what high-performers do differently.

Why Some Franchisees Get Stuck—and How to Break Free

Another critical topic was the challenge of franchisees feeling “stuck” after initial success. According to Gary, franchisees often hit plateaus when they fail to adapt to changing market conditions or lose focus on the fundamentals.

To overcome this, he suggests franchisees regularly engage in self-assessments and revisit their original business plans. Gary’s book offers exercises to help franchisees identify bottlenecks and develop actionable strategies for growth.

The 7 Drivers of Franchise Success

Gary has done extensive research on the seven drivers that differentiate high-performing franchisees. 

These drivers, identified through interviews and validation processes, capture the essence of what makes certain business owners thrive. Some of these include:

• Operational Discipline: Sticking closely to the playbook.
• Customer Focus: Prioritizing client experience to build loyalty.
• Continuous Learning: Top franchisees invest in ongoing training and development.
• Effective Time Management: Knowing when to delegate and focus on priorities.

Gary also noted that understanding what not to do is just as important as knowing what works. Franchisees who avoid unnecessary risks and distractions tend to outperform their peers.

Listen to the full episode now to hear more from Gary and the LFG Podcast team!