The leaders in franchise development
Your Full-Service Outsourced Franchise Development Solution
Franchise Performance Group’s mission is to help great brands grow by recruiting franchisees who are likely to thrive within the brand.
FPG’s team members are experts with more than 100 combined years experience in franchise development. We use modern marketing and sales tools and strategies to drive quality lead generation and turn leads into franchisees.
Thanks to our full funnel approach, we can function as your outsourced franchise development department, or expert support for your existing team.
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Franchise Sales Performance Data for 2020
Highlights from FranConnect’s annual Franchise Sales Index report Want to know how your franchise recruitment efforts stack up against the industry? FranConnect just released its annual Franchise Sales Index report,...
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Who wants to buy your franchise? One (or more) of these 10 personas
Defining franchise buyer personas Franchise buyers now spend two-thirds of their research journey online — scouring the internet for info before speaking with a franchise development professional. It’s imperative to...
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Why Your Franchise Opportunity Website is the Most Important Tool in Your Franchise Development Toolbox
You have a great brand. Your franchisees are happy. But you’re still not hitting your franchise recruitment goals. Why? Brands often fail to do a good job telling their story...
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Comparing your options for outsourced franchise sales
As franchisors downsize their internal franchise development departments, here are two options for franchise recruitment. Franchisors are planning how they will come out of the massive disruption of their franchisee...
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Franchise Lead Generation Best Practices for 2020
Generate Buyers, Not Just Leads Millions of people research franchise opportunities each year. Very few of them become buyers. Of the 1 million to 2 million people a year who...
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Understanding the Franchise Buyer Journey
Part one in an educational series that will teach franchise recruiters how to be more effective as a qualified franchise candidate’s self-directed research intensifies. In our last blog post, we...
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How franchise salespeople and franchise developers can stay relevant in the post-coronavirus bounceback
I received a call today from a colleague I have known for over 25 years. He is a coronavirus economy casualty, losing the solid six-figure job he’s held for over...
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How franchisors can blunt the coronavirus impact on their business
The article that previously appeared on this page has been removed due to some negative feedback. It is never FPG’s intention to offend, and the content was only ever an...
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IFA Conference 2020: The Year of Execution
Each year at the IFA, breakout sessions and roundtables cover a wide variety of topics. You can tell where franchisors are struggling by looking at which sessions and tables are...
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The Impact of Corporate Culture on a Franchisor’s Success
By Franchise Performance Group’s CEO and Founder, Joe Mathews. Ultimately, franchising is a two-metric business. The first metric is unit-level economics. Are franchisees’ financial returns meeting their expectations? The second...
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In the land of benchwarmers and black swans, consider PE’s impact
BY ALICIA MILLER of FPG – AS PUBLISHED IN FRANCHISE TIMES It’s a buyer’s market out there. Consider how many franchise buyers there are per year. Do new concepts attract...
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Time to deploy brutal honesty for effective 2020 development
In this month’s Franchise Times Magazine, hear from FPG’s very own Alicia Miller on the smart approach to franchising in 2020: New year, new decade. Time to reflect back and...
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Future of Franchising – Free book download
Invitation to contribute Franchise Performance Group announces the launch of The Future of Franchising, Forward-Thinking Strategies to Build a National Brand. This book is an attempt to provide critical thinking...
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Behavior Differences Between Franchise Leads and Franchise Buyers
If you have read our articles in the past, you know that FPG creates a distinction between franchise lead generation and franchise buyer generation. For this article, consider a lead...
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5 Key Indicators of Franchisor Success
The marketplace always rewards franchise opportunities demonstrating the following two characteristics: Positive franchisee validation and strong unit-level economics. Since highly profitable franchisees typically do not go to war with the...
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How Success Creates Failure in Franchising
In a career spanning over 30 years working with over 120 different franchise brands, I’ve been around long enough to see high growth, market-leading, and high potential franchise brands squander...
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Franchise Lead Generation Best Practices for 2019
Focus your efforts on buyers. Here’s how to reach them. By Dan Hieb, VP of Digital Strategy Millions of people research franchise opportunities each year. Nearly none of them become...
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2019 Franchising Trends and Predictions
Over the last few months I’ve traveled thousands of miles, drunk way too much coffee, and participated in multiple franchising industry events. Having had the chance to talk to franchisor...
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Franchise Sales: Why Lead Generation and Lead Nurturing is now the Same Thing
Shifts in Franchise Buyer Behavior Demands Franchisors Change Tactics Five years ago, about 80% of franchise candidates would research and analyze franchise opportunities from their desktop. At that time, FPG...
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Creating a Franchise Sales Breakthrough: A Case Study
FPG’s Process for Analysis, Problem Identification, Strategy and Execution After talking to many franchisor CEOs and tracking clients’ progress, FPG’s concern about market disruption leading to a correction appears to...
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Perfecting Your Value Chain
HOW CUSTOMERS DEFINE A BRAND’S VALUE In our series on the Franchise Flywheel Effect, we’ve been examining the factors that can lead a brand to sustained momentum, and what breakdowns can...
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How Franchise Candidates Define Value
PERFECTING YOUR VALUE CHAIN Peak-performing national franchise brands relate to franchising different than Early Stage, Emerging, and Turnaround brands. Leadership would assert the franchisor exists for the sole purpose of...
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The Franchise Flywheel Effect
By Joe Mathews, CEO and Founder of Franchise Performance Group, Author of Street Smart Franchising In our 30 years of experience in franchising, FPG has found that franchisor leadership tries to...
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The Best Predictors of a Franchisor’s Success
Cartoon character Homer Simpson was driving down the street when his engine light suddenly went on. Homer pulled over, broke off a piece of black electrical tape and placed it...
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Open Letter to Smart Franchisors
Capitalize on the Current Market Disruption It was September 29, 2008. I was sitting in the second row at the Franchising Update Conference opening session, right behind keynote speaker, stock...
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How A&W’s Culture Shift Created a Comeback
The brand leadership and franchisees worked together to revive the brand By Joe Mathews Founder, Franchise Performance Group I believe franchising is driven by two basic metrics: unit-level economics and...
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2018 Franchising Trend: A Move Toward Outsourcing
How franchisors can grow by outsourcing recruitment strategy, lead generation and departmental leadership By Joe Mathews Founder and CEO, Franchise Performance Group (FPG) In 2018, franchisors will continue to experience...
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2018 Franchisee Recruitment Trends and Strategies
Disruption is the New Normal By Joe Mathews Founder and CEO, Franchise Performance Group (FPG) In 2018, franchisors and brokers will continue to experience a disruption in their ability to...
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Where Most Franchisors Break
Why 8 out of 10 franchisors peak before they are sustainable and how to avoid their costly mistakes. By Joe Mathews Founder, Franchise Performance Group (FPG) Talk to any number...
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Franchisor Life Cycles
From Early Stage to Iconic and Everything In-between By Joe Mathews, CEO and Founder of Franchise Performance Group (FPG) Regardless of the service, product, investment level, or industry, all franchise...
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Is the Franchising Bubble Ready to Burst?
Why Franchising May Soon Experience a Massive Correction By Joe Mathews, CEO Franchise Performance Group (FPG) Recently, I was invited to sit down with a number of highly experienced franchise...
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FPG CEO Joe Mathews on franchise buyer communication
In the latest issue of Franchise Update, Franchise Performance Group CEO Joe Mathews discusses the four main types of franchise buyer personalities and how to communicate with them. You can...
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Why You May Want to Own a Seasonal Business
By Joe Mathews, CEO of Franchise Performance Group and author Street Smart Franchising In over 30 years of helping thousands of people investigate owning a small business, I have heard...
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The Four Franchise Buying Styles
In the early 1920s, an American psychologist named William Moulton Marston subscribed to the idea that there are four dominant communication and behavior styles. Marston discovered those who possess similar...
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2016 Franchise Sales Lead Generation Trends and Results
Franchise Performance Group and FranConnect analyze franchising industry buyer trends from 2016 and show what's changing and how franchisors need to respond.
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A Franchising Fairy Tale
Are you headed toward a happily ever after or will you be felled by the woodsman? A long time ago in a far away land lived the happy residents of...
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What franchisors can learn from the election of Donald Trump
An open letter to franchising thought leaders on what the surprise result means for franchisors By Joe Mathews, FPG CEO and Don Welsh, FPG Principal If you are anything like...
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Create a franchise opportunity ownership experience
Over the last 15 years we have seen several shifts in the conventional wisdom of how franchisors view their franchise opportunity website. As a community, franchisors have moved completely away...
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Increase franchise sales results with fewer leads
A conversation with Renuka Salinger, Vice President of Franchise Development for Camp Bow Wow® In any given year, fewer than 20,000 people in the United States become franchisees of one...
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Why 98% of top franchise recruiters in recent survey are married
There is an old saying among old psychologists, “How you do anything is how you do everything.” Assuming this is at least somewhat true, we took the top 10 characteristics...
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8 Common Traits of the Top Franchise Salespeople in the US.
The 8 traits you want in your next franchisee recruiter. Some surprising research suggests several specific traits to look for in your next important hire to elevate your franchisee recruitment...
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What Franchisors Can Learn About Buying Behavior From Latest Harvard Business Review
The Internet has changed how people buy. But has it changed how you sell? Harvard Business School faculty member Frank Cespedes and automobile marketing and technology thought leader Jared Hamilton...
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A big takeaway from the IFA
The franchise sales problem franchisors never talk about: Do we have a lead generation problem or a value creation problem? I hope everyone had a great time at the IFA Convention...
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Paul Pickett of Wild Birds Unlimited Destroys the Myth “I need more leads to close more deals”
Paul Pickett, franchise recruitment expert and Chief Development Officer for Wild Birds Unlimited, dropped a million-dollar nugget at this year’s IFA. In a panel largely dedicated to how to generate...
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Going to the IFA? Here’s how to come home with a franchise sales breakthrough
During a franchise sales panel discussion at the IFA Convention several years ago, I watched former IFA Chairman and PostNet CEO Steve Greenbaum actively engage in a robust back-and-forth dialogue...
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Four FPG clients win awards for franchise recruitment websites
Bach to Rock named best franchise recruitment website by Franchise Update; Chem-Dry, Christian Brothers Automotive, and DreamMaker Bath & Kitchen also receive “best of” recognition Franchise Update has named 4...
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Create a Franchise Sales Breakthrough. Guaranteed.
Did you ever look at a rapidly growing franchisor and ask yourself, “How did they do that?” Joe Mathews, author of Street Smart Franchising and CEO of Franchise Performance Group, answers...
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Game-Changing Trends in Franchise Financing
Banks say they want to lend, yet many franchisors say they can’t get loans for new franchisees. Here’s how FPG bridged the gap. Financing is an obvious and ongoing concern...
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How to Use SEO and PPC to Generate Better Franchise Leads
Smart use of these tactics can make a big difference in your results
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Franchise Development Takeaways from the 2015 International Franchise Association Convention
This year’s International Franchise Association theme summed up a pressing problem that has been hamstringing the franchise industry throughout the recession and beyond: franchisors, especially franchise development executives and recruiters,...
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7 Top Performing Franchise Development People You Never Hear About
The franchise industry is unique in American business; unlike most industries where companies hold tactics and strategies close to the chest, franchise executives are often keen to share best practices.
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Top Franchise Lead Generation Trends
The performance gap continues to widen between companies that adapted to the new franchise buying behavior and companies that cling to old tactics Disruption is the New Normal By Joe...
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Why Franchise Lead Generation is a Mistake
Franchise lead generation is a mistake. You might think, "Wow, a mistake? I'm spending upwards of $250,000 a year to generate interest in my franchise opportunity."
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How to Create a Franchise Sales Breakthrough
The four places to look if you want to create a franchise sales breakthrough By Joe Mathews Want to create a breakthrough for franchisee recruitment results for your franchise company? Let...
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Important Takeaways from the 2014 Franchise Leadership and Development Conference
The Franchise Leadership and Development Conference kicked off its 16th year in Atlanta with the highest attendance it’s had since the recession — indeed, one of the highest attendance levels...
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Why Your Franchise Sales Process is a Disaster
What a breakthrough franchise sales process looks like By Joe Mathews For more than 10 years, I had the distinct fortune to live and work in the rural and pristine...
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Why Franchisors Fail
Here’s what can be done to help more new franchise systems succeed By Joe Mathews and Thomas Scott Talk to any number of franchise brands at the IFA Convention with...
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3 Franchise Performance Group Clients Reach the Top of Franchise Times “Fast and Serious” List
Marco’s Pizza, Menchie’s Frozen Yogurt and Sport Clips all make Franchise Times’ list of the top brands in franchising Franchise Performance Group’s mission statement states, “We build worth, iconic franchise...
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Franchise Sales Takeaways from the 2014 International Franchise Association Conference
What was said that can make an impact on your growth By [googleplusauthor] and Thomas Scott The 2014 IFA conference in New Orleans was a near record event, with IFA...
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What Healthcare.org Can Teach You About Your Franchise Recruitment Website
Why one metric over all others makes all the difference By Thomas Scott and Joe Mathews Nearly 27 million people used Healthcare.org, the government’s new health insurance exchange website, during...
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Franchise Lead Generation Trends for 2014
In a franchise investment, the more a franchise candidate can relate a brand’s story to the one they have in their head, the more open they are to having conversations...
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6 Huge Mistakes Franchisors Make When Outsourcing Franchise Sales
6 Huge Mistakes Franchisors Make When Outsourcing Franchise Sales Organizations that specialize in outsourced franchise sales are springing up faster than ever. Many franchisors think that focusing on until-level economics...
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Franchise Performance Group Client VooDoo BBQ Wins 2013 Star Award For Best Franchise Recruitment Website
Franchise Update selects article-format franchise recruitment website as best in franchise industry Franchise Update awarded VooDoo BBQ the 2013 STAR award for the best franchise recruitment website in the franchise...
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The Best Strategy for Making Sales From Franchise Portals
If you aren’t closing leads from portals, it’s time to change your tactics Franchisors have a love-hate relationship with franchise portals. Once the most popular source for franchise leads, portals...
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How Much Should You Budget For Franchise Lead Generation?
How you should prioritize your franchise lead generation spends to find more buyers It’s that dreaded time of year again. It’s time for the franchise sales team to face the...
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Why Brand Storytelling Is The New Key To Franchise Lead Generation
Professional Storytelling provides content that potential franchise leads crave. Quick, close your eyes and try to recall a business mailing, magazine advertisement or online banner ad that you’ve seen in...
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Why Your Item 19 Sucks
How to Craft a Franchise Earnings Claim That’s Accurate, Precise, and — most importantly, Tells an Engaging Story Franchise Attorney’s conventional thinking about item 19 earnings claims has been relatively...
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Top Franchise Development Takeaways From the 2013 IFA Conference
Want to grow your franchise system in 2013? Pay attention to these changes in the industry: By Joe Mathews and Thomas Scott This year’s International Franchise Association Convention was the largest...
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The 7 Franchise Lead Generation Changes to Expect in 2013
Economic uncertainty, a stagnant economy and tight credit will create an environment where franchisors are going to rely on same store or same franchisee year-over-year increases rather than opening a...
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Key Takeaways from the 2012 Franchise Update Conference
Franchising fights back from recession, but performance gaps keep many companies from expanding By Joe Mathews and [googleplusauthor] “Franchise Sage” Darrell Johnson, CEO of FranData, has played an integral role...
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The New Lead Generation Winning Formula: What it Takes to Engage Quality Leads
Hint: They are starving for specific information – are you satisfying their appetite? by [googleplusauthor] and Joe Mathews On average, how many leads does it really take to sell a...
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3 Franchise Lead Generation Reports You Can’t Live Without
[googleplusauthor] Base your budgetary decisions on real data and achieve your goal much more quickly By Thomas Scott OK, I admit it. I’m a geek. At some point in my career,...
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Behavior Styles in Franchising
By: Deb Evans Developing Peak Performing Franchisees is a project that Joe Mathews and I have worked on since March. I can actually see a light at the end of the...
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What Is Google Penguin and How Does it Affect My Franchise Opportunity Website?
[googleplusauthor] Google wants you to publish more content about your franchise opportunity if you want to rank highly for key terms Everyone hates spam. Spam doesn�t just clog your inbox;...
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How Can Brand Storytelling Boost Franchise Sales Lead Generation? Just Ask Chem-Dry
Bill Knight, VP of Franchise Development for Chem-Dry Carpet Cleaning How Chem-Dry Carpet Cleaning used brand storytelling and organic search to generate more than six times the leads, triple close...
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Game-Changing Trends For Franchise Sales Lead Generation
Why yesterday’s successful lead generation strategy is tomorrow’s failure At its annual Sales and Leadership Conference, Franchise Update reported a milestone development that could forever change the way franchisors generate...
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4 New Trends Impacting Franchise Sales
My Big “Takeaways” from FranCamp – a franchise social media specialty event Last week I presented at FranCamp, a franchise social media camp and the brainchild of Thomas Scott of...
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Key Franchise Recruitment Takeaways from 2011 Franchise Update Conference
Franchise sales advice – what’s ahead for 2012 I’m traveling back to Nashville from the 2011 Franchise Update conference, one of the premier events for anyone responsible for franchisee recruitment...
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Franchise Recruiting Advice: What Conversation Are You Having With Your Candidate?
The “three-in-one” franchisee recruitment conversation affects results All franchisee recruitment involves having conversations. Did you know that in every conversation you have with your franchisee candidates there are three conversations...
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Recruiting Skills: 4 Ways to Listen
During a recent conversation with an experienced franchisee recruiter (who had just had a monumental breakthrough by doubling results over a 90-day period), we discussed what “excellent listening” looks like. ...
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