The Franchise Hot Seat Podcast with Dr. John P. Hayes - Director, Titus Center for Franchising

Hosted by Dr. John P Hayes

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Aug 2026

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About the show

Internationally recognized speaker, personal business coach and Amazon best-selling franchise author Dr. John Hayes offers an honest look at everything involved in researching, evaluating and purchasing a franchise business. On this podcast, Dr. John P Hayes interviews Franchisors, Franchisees, and has solo episodes giving valuable advice in the Franchise Industry. Since 1979, John Hayes has worked in the franchise community as a consultant, franchisee and franchisor. He’s one of an elite group worldwide that has actually owned and operated franchises, including serving as CEO of a major American franchisor company, and advised franchisors and franchisees. He is the author of several franchise-related books and countless articles that have appeared in media worldwide. Dr. Hayes has served for many years as an advisor to franchisors, franchisees and small business owners internationally. His areas of expertise include management development, marketing, customer service, training and strategic planning. He is the author or co-author of 18 non-fiction books including Franchising: The Inside Story, Start Small, Finish Big, You Can’t Teach A Kid To Ride A Bike At A Seminar, and most recently Buy “Hot” Franchises Without Getting Burned. Keywords: franchise tax board , chick fil a franchise , the franchise guy , best franchise to own , franchise business , buying a franchise , franchise opportunities , opening a franchise , owning a franchise

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September 7, 2026Episode 7836 min

How to Find the Right Franchise for You | Dr. John P. Hayes - With Del Salinas

Dr. John Hayes and Delfino Salinas, the director of franchise development for Caring Senior Service, discuss the importance of choosing the right business for the right person in achieving franchise success. They emphasize that failures often occur before the contract is even signed, due to potential franchisees focusing on financial aspects and brand hype, rather than evaluating whether they are suited to the daily operations and can effectively implement the business model. Salinas recommends that potential franchisees thoroughly research multiple franchise systems, validate any claims made by the franchisor by speaking with current owners and staff, and ensure they are a good fit with the company's culture, support system, and processes. He stresses the importance of being willing to follow the franchisor's system. They highlight key differentiators in successful franchises, such as strong leadership, effective staffing, discipline in terms of time and metrics, and in the case of senior care franchises, community outreach and relationship-building. The use of personality assessments like DISC and broker networks to evaluate potential franchisees' suitability early on is also discussed. - With Delfino Salinas TIMESTAMPS: 02:35 Fit Matters More Than Brand. 03:25 Buyers Don't Listen Enough. 04:45 Know What Bad Days Look Like. 05:40 Failure Starts Before Signing. 06:25 Good Systems Have Clear Steps. 07:10 Support Fit Is Critical. 09:20 Mavericks Fail In Franchising. 11:15 Best Franchise Doesn't Exist. 15:00 Same Brand, Different Owners, Different Outcomes. 17:15 Document Everything During Your Search. 18:40 People And Sales Drive Profit. 20:05 Three Questions: Why, System, Urgency. LINKS: WEBSITE: http://franchisehotseats.com/ LinkedIn: https://www.linkedin.com/in/drjohnhayes/ Twitter: https://twitter.com/drjohnhayes YouTube: https://www.youtube.com/c/Howtobuyafranchise Instagram: https://www.instagram.com/hayesjph/ TikTok: https://www.tiktok.com/@johnphayesfranchise Pinterest: https://www.pinterest.com/DrJohnHayes/ Facebook: https://www.facebook.com/franchisehotseatpodcast

August 31, 2026Episode 7723 min

How Franchising Education Can Change Your Career | Dr. John P. Hayes - With Ashlyn DeMarois

Dr Hayes converses with Ashlyn DeMarois, a graduate of Palm Beach Atlantic University Titus Center, about her journey in the franchising industry. DeMarois shares her experience of discovering franchising through the Titus Center and gaining practical exposure to various franchise systems through internships. She highlights the role of coursework, such as the DiSC personality assessment, in helping her match candidates with suitable franchise brands in her role as a franchise development marketer. DeMarois also compares remote and in-office work and emphasizes the value of franchising education in reducing onboarding requirements. She recommends incorporating more teaching on franchise development pipelines. Discussing marketing trends, DeMarois points out the use of AI, AEO/GEO, and digital footprint enhancement to expedite sales cycles. She also mentions the importance of networking among women in franchising through the International Franchise Association (IFA). DeMarois concludes by challenging the common misconception that franchisees are not entrepreneurs. After graduation, DeMarois joined Home Franchise Concepts and later became the director of marketing for Live To Be Healthy, a senior fitness franchise with low overhead and recurring revenue. - With Ashlyn DeMarois TIMESTAMPS: 01:15 DiSC Profile Matches Candidates To Brands. 04:00 AI And GEO Speed Sales Cycles. 05:30 Women In Franchising Need More Networking. 07:30 Recurring Revenue Is The Dream Model. 08:45 Franchise Development Pipelines Need Better Teaching. 09:15 Digital Footprint Drives Faster Closes. 12:00 Internships Reveal Real Franchise Operations. 14:30 Franchisees Are Absolutely Entrepreneurs. 16:00 Remote Work Hinders Practical Training. 18:15 Senior Fitness Has Low Overhead. 20:45 Franchise Education Reduces Onboarding Time. 22:30 Titus Center Opened Franchising Doors. LINKS: WEBSITE: http://franchisehotseats.com/ LinkedIn: https://www.linkedin.com/in/drjohnhayes/ Twitter: https://twitter.com/drjohnhayes YouTube: https://www.youtube.com/c/Howtobuyafranchise Instagram: https://www.instagram.com/hayesjph/ TikTok: https://www.tiktok.com/@johnphayesfranchise Pinterest: https://www.pinterest.com/DrJohnHayes/ Facebook: https://www.facebook.com/franchisehotseatpodcast

August 24, 2026Episode 7647 min

How to Get Your Franchise Recommended by AI | Dr. John P. Hayes - With Joe Mohay

John Hayes interviews Joe Mohay, the president of franchise and multi-location at Ignite Visibility, about the evolution of franchise marketing. Mohay discusses how the focus has shifted from simply getting noticed to being found and recommended in AI search. He emphasizes the importance of traditional SEO foundations, trusted citations, consistent brand messaging across various locations, strong reviews, and social signals for AI visibility. Mohay introduces the concept of a franchise “flywheel” which consists of three engines - brand, local (like Google Business Profiles and consistent location data), and franchise development - that work together to compound growth. The conversation also covers the use of AI for efficiency, the role of human strategy, the significance of reviews, and common mistakes made by franchisors such as choosing inexperienced partners and working with uncoordinated vendors. They discuss the risks associated with selling many franchises without openings (SNOs), the need to prioritize rankings over social following, and the importance of investing in PR/content for AI search. The conversation also touches on the importance of attributing marketing spend to actual revenue. Mohay concludes by offering advice to students on the importance of people skills and the need for continual learning. - With Joe Mohay. TIMESTAMPS: 01:45 Being Found Isn't Enough Anymore. 03:00 Citations Beat Keywords In AI Search. 04:00 Invisible Online Means Invisible Business. 05:30 AI Handles Tasks, Humans Handle Strategy. 07:30 AI Users Are Irreplaceable. 10:45 Brand Equity Cascades To Local Locations. 12:55 Consistency Signals Trust To AI. 15:10 Great Marketing Wins Over Great Products. 17:20 Check How You Show Up In AI Search. 19:00 Reviews Outperform Advertising. 21:40 Pick Partners Who Understand Franchising. 25:55 Franchisors Misguide With Poor Marketing. LINKS: WEBSITE: http://franchisehotseats.com/ LinkedIn: https://www.linkedin.com/in/drjohnhayes/ Twitter: https://twitter.com/drjohnhayes YouTube: https://www.youtube.com/c/Howtobuyafranchise Instagram: https://www.instagram.com/hayesjph/ TikTok: https://www.tiktok.com/@johnphayesfranchise Pinterest: https://www.pinterest.com/DrJohnHayes/ Facebook: https://www.facebook.com/franchisehotseatpodcast

August 17, 2026Episode 7535 min

Why This NASCAR Driver Left Racing for Franchising | Dr. John P. Hayes - With Brad Coleman

John Hayes interviews Brad Coleman, a former NASCAR driver who acquired Safeway Driving School and transformed it into a franchise system. Coleman shares how his racing career equipped him with business skills such as boardroom communication, contract interpretation, and the significance of culture and a playbook. He discovered franchising through his father and opted for it after data from Texas revealed that Safeway graduates had a significantly lower crash rate compared to other driving schools. Coleman elaborates on Safeway’s comprehensive instructor training that standardizes judgment-based teaching while allowing for individual coaching styles. He also outlines the responsibilities of franchisees, which include community marketing, hiring instructors, and managing vehicles. The conversation also covers exclusive territories, the importance of quality growth over franchises that are sold but not opened, the use of personality profiling (DiSC), lead generation, learning from errors, competitor analysis, and instructor strategies for dealing with anxious students. - With Brad Coleman TIMESTAMPS: 01:10 Racing Prepared Him For Boardrooms. 01:55 NASCAR Taught Contract Reading Skills. 02:45 Race Teams Are Just Franchise Playbooks. 06:55 Driving Schools Require Human Judgment. 08:10 Every Lesson Follows A Rigid System. 10:00 Technician Franchisees Limit Market Dominance. 14:50 Passionate Growth Beats Fast Growth. 18:00 First Loser Is Not An Option. 21:50 Personality Profiles Predict Franchise Success. 25:30 People-Persons Make The Best Owners. 30:00 Never Launch A Website On Friday. 32:30 Analyze Competitors To Win Without Crashing. LINKS: WEBSITE: http://franchisehotseats.com/ LinkedIn: https://www.linkedin.com/in/drjohnhayes/ Twitter: https://twitter.com/drjohnhayes YouTube: https://www.youtube.com/c/Howtobuyafranchise Instagram: https://www.instagram.com/hayesjph/ TikTok: https://www.tiktok.com/@johnphayesfranchise Pinterest: https://www.pinterest.com/DrJohnHayes/ Facebook: https://www.facebook.com/franchisehotseatpodcast

August 10, 2026Episode 7442 min

The Truth About Buying a Restaurant Franchise - With Robin Gagnon | Dr. John P. Hayes

John Hayes speaks with Robin Gagnon, the co-founder and CEO of We Sell Restaurants, about the intricacies of buying and selling restaurant businesses. Gagnon explains that sellers often exit the business due to retirement, or because a restaurant needs a turnaround despite having a good concept and location. This is often due to costs associated with sales, food, labor, and lease. She also discusses how the demand for reselling changes based on trends, such as the popularity of pizza during COVID and the current interest in chicken, and the life cycles of brands. Gagnon emphasizes the importance of differentiation in saturated markets. She also cautions against "licensing" deals that may unintentionally violate franchise rules, and encourages education and legal counsel. For potential buyers, Gagnon stresses the importance of backward-looking financial analysis, using benchmarking tools for food and occupancy costs, and avoiding common mistakes such as relying on AI for legal work or making purchases based on emotion. She then provides insight into We Sell Restaurants' niche focus, slow franchise growth, transaction volumes, and the increasing trend of resales due to rising new build-out costs. This makes second-time buyers more advantaged, with key criteria being sales over $1M and occupancy costs near $100K. - With Robin Gagnon. TIMESTAMPS: 02:00 Bobby Flay Made Restaurants Sexy. 03:55 The Silver Tsunami Is Flooding Inventory. 05:15 One-Third Of Sellers Are Turnaround Opportunities. 08:00 Pennies Prove Restaurant Profit Margins Are Tiny. 09:05 Franchise Buying Power Beats Inflation. 10:20 Food Trends Are Cyclical—Pizza Peaks, Yogurt Fades. 11:30 A Billion-Dollar Brand Sale Lifts All Boats. 15:55 Differentiation Is The Only Pizza Defense. 18:30 Successful Operators Don't Know How To Franchise. 22:50 ChatGPT Is The #1 Buyer Mistake. 24:20 You Don't Have To Love The Food To Buy It. 25:35 Niche Discipline Beat The Generalist Brokers. LINKS: WEBSITE: http://franchisehotseats.com/ LinkedIn: https://www.linkedin.com/in/drjohnhayes/ Twitter: https://twitter.com/drjohnhayes YouTube: https://www.youtube.com/c/Howtobuyafranchise Instagram: https://www.instagram.com/hayesjph/ TikTok: https://www.tiktok.com/@johnphayesfranchise Pinterest: https://www.pinterest.com/DrJohnHayes/ Facebook: https://www.facebook.com/franchisehotseatpodcast

August 3, 202647 min

How Lime Fresh Is Making a Comeback | Dr. John P. Hayes - With Patrick Fore:

Dr. John interviews Patrick Foor, CEO/CMO of Lime Fresh, about his journey from being a dishwasher to a restaurant executive. Foor discusses his experience building Tijuana Flats and his current role at Lime Fresh, a brand bought by Everfresh from Ruby Tuesday. The conversation covers the lack of education in franchising, the importance of treating franchisees as partners who bear risks, and crucial considerations in food franchising. These include the economics of inline versus freestanding establishments, costs of drive-thrus, labor, technology, hospitality, and different times of the day for business operations. Foor explains the closure of a Lime Fresh outlet in West Palm Beach was due to limited parking and operator fatigue, not competition. He also talks about the brand's resurgence through "Lime Fresh 2.0", which features Miami-inspired vibes, updated menus and technology, a full bar, and recent awards. Foor shares his strategy to expand to 50-100 units in five years, focusing first on Florida and then Southeastern states. He emphasizes the importance of franchisor support, rejecting unsuitable partnerships, and the potential use of personality assessments like DISC. - With Patrick Foor. TIMESTAMPS: 00:55 The Dishwasher Who Became CEO. 03:05 The 3-Line Job Description That Built A Career. 04:10 Why Most Americans Know Nothing About Franchising. 05:40 Why Franchising Needs 100x More Education. 07:40 Why South Florida Is A Franchise Powerhouse. 08:30 The $100 Meal Problem Lime Fresh Solved. 09:45 The Lime Fresh 2.0 Makeover. 12:30 The Common Site Selection Mistake Franchisees Make. 14:30 Why Ruby Tuesday Couldn't Make Lime Fresh Work. 18:50 The 50-Store Growth Target. 23:00 The Tightrope Of Choosing Between Small And Big Brands. 38:50 The Personality Trait That Predicts Franchise Success. LINKS: WEBSITE: http://franchisehotseats.com/ LinkedIn: https://www.linkedin.com/in/drjohnhayes/ Twitter: https://twitter.com/drjohnhayes YouTube: https://www.youtube.com/c/Howtobuyafranchise Instagram: https://www.instagram.com/hayesjph/ TikTok: https://www.tiktok.com/@johnphayesfranchise Pinterest: https://www.pinterest.com/DrJohnHayes/ Facebook: https://www.facebook.com/franchisehotseatpodcast

July 27, 2026Episode 9448 min

85% of Clothes End Up in Landfills (And How He Profits From It) | Dr. John P. Hayes - With Nick Boariu

Nick Boariu, CFE and COO/co-founder of Clothes Bin, discusses the company's role in textile recycling, diverting millions of pounds of clothing and shoes from landfills and creating semi-absentee business opportunities across the U.S. He reveals that only 15% of textiles are recycled, with the remaining 85%—over 17 billion pounds annually—ending up in landfills, and emphasizes the importance of convenience in encouraging participation. Clothes Bin operates as a for-profit company, primarily partnering with schools and paying them by the pound for their textile waste. Through this program, the company has returned over $10 million to schools, with over 1,000 schools now participating. Boariu also mentions the challenges they faced in creating a new franchise category and the impact of a key explainer video in driving franchise sales. He highlights the company's use of technology to monitor bin fill levels for route optimization, their practice of selling unsorted clothing by the pound in large loads, their diversified buyers and logistics, and their use of AI outreach to secure school locations. He also mentions the involvement of private equity as a minority partner. Boariu concludes by noting that the company's top franchisees are those who track metrics, relocate underperforming bins, and demonstrate resilience. - With Nick Boariu TIMESTAMPS: 01:45 The 85% Of Clothes That End Up In Landfills. 03:00 How Discarded Clothing Became A Business. 05:15 The Firefighter Assumption That Nearly Failed. 06:40 The Two-Minute Video That Saved The Company. 09:30 The GLP-1 Effect On Clothing Recycling. 10:00 Why Clothes Bin Is Not A Charity. 12:50 The Divine Timing That Saved The Business. 14:50 Why Every Intern Never Leaves. 16:15 The Truth About Passive Income. 18:25 Why Everything Is Sold By The Pound. 20:30 The Technology That Makes The Franchise Work. 40:00 Why Locations Are The Hardest Part. LINKS: WEBSITE: http://franchisehotseats.com/ LinkedIn: https://www.linkedin.com/in/drjohnhayes/ Twitter: https://twitter.com/drjohnhayes YouTube: https://www.youtube.com/c/Howtobuyafranchise Instagram: https://www.instagram.com/hayesjph/ TikTok: https://www.tiktok.com/@johnphayesfranchise Pinterest: https://www.pinterest.com/DrJohnHayes/ Facebook: https://www.facebook.com/franchisehotseatpodcast

July 20, 2026Episode 9341 min

Think AI Will Replace Your Job? Watch This First | Dr. John P. Hayes - With Lisa Hudson

John Hayes, the host of the Franchise Hot Seat podcast, engages in a conversation with Lisa Hudson, the president of Fresh Coat Painters. The discussion revolves around the impact of AI-driven changes in the workplace, which are causing white-collar professionals, particularly those who have been displaced from the tech sector, to consider owning a franchise in the skilled-trade, service-based industry. Hudson shares her belief that while AI may not completely eliminate jobs, it is making tasks more efficient and reducing team sizes, thereby increasing interest in businesses that require human trust and face-to-face customer interaction. She elaborates that the majority of Fresh Coat owners do not paint themselves, but rather, they manage teams, adhere to a system, market their services locally, and utilize training and partnerships with companies like Sherwin-Williams to maintain quality. Hudson emphasizes the impressive performance of veterans in the franchise due to their discipline, and mentions Fresh Coat's veteran discount and success stories. She stresses the necessity of thorough due diligence, which involves evaluating the support provided by the franchisor, the factors contributing to the success of franchisees, and the potential for exit or sellability. Hudson also shares her personal journey of transitioning from a 26-year long career at Macy's to franchising and leading a brand. - With Lisa Hudson TIMESTAMPS: 02:00 Tech Workers Flocking To Franchises. 03:40 Why White Collar Pros Are Leaving Corporate. 04:25 The Safest Jobs Require Ladders, Not Laptops. 06:40 Why AI Is Pushing People Out Of Their Comfort Zone. 08:30 The New Generation Choosing Ownership Over Loyalty. 09:55 Why Painters Don't Actually Paint. 11:40 The 65% Of Owners Who Never Picked Up A Brush. 16:00 Why Veterans Are Built For Franchising. 19:40 Why Executives Leave Boardrooms For Job Sites. 24:00 The Transferable Skills That Win In Blue Collar Franchises. 28:00 How AI Will Turn 45% Close Rates Into 50%. 38:00 The Corporate Exec Who Discovered Franchising After A Death. LINKS: WEBSITE: http://franchisehotseats.com/ LinkedIn: https://www.linkedin.com/in/drjohnhayes/ Twitter: https://twitter.com/drjohnhayes YouTube: https://www.youtube.com/c/Howtobuyafranchise Instagram: https://www.instagram.com/hayesjph/ TikTok: https://www.tiktok.com/@johnphayesfranchise Pinterest: https://www.pinterest.com/DrJohnHayes/ Facebook: https://www.facebook.com/franchisehotseatpodcast

July 13, 2026Episode 921 hr 0 min

The Formula That Built a $50 Million Business | Dr. John P. Hayes - With Brian Beers

John Hayes interviews Brian Beers about his journey from purchasing two Midas shops in 2016 to owning nearly 40 units that generate around $50M in revenue, all without external investors. Beers discusses their strategy of acquiring underperforming shops due to their existing infrastructure, speed of acquisition, and trust among franchisees, and then implementing a consistent turnaround model. This model prioritizes location, visibility, shop size, and favorable lease terms, with financial considerations following these factors. Beers identifies deal breakers such as unfavorable leases and environmental liabilities, and describes common acquisition structures like seller financing and occasional equipment loans. Post-acquisition, they retain staff for stability, make immediate changes to systems, pricing, and vendors, integrate culture through Slack, and carry out renovations. Beers stresses the importance of execution, key performance indicators like car count, sales, and payroll percentage, talent stacking, and maintaining a strong company culture to retain top performers. He shares a story of a successful seller-financed acquisition in 2018 where they had to replace the entire team, which led to a doubling of revenue and a significant increase in profit, enabling further expansion. - With Brian Beers. TIMESTAMPS: 04:15 Why Buying Broken Stores Beats Building New Ones. 05:45 The Franchisee Brotherhood That Unlocks Deals. 06:35 The One-Week Turnaround That Doubles Profit. 08:45 Why Most Franchisees Fail (And How Brian Wins). 11:10 The Secret To Buying Loser Stores At A Discount. 13:55 The Acquisition Checklist Brian Never Ignores. 16:45 Why Brian Loves Being Near Competitors. 19:10 The $50,000 Down Payment That Made $400,000. 22:30 How A Players Pay For Themselves. 25:15 The Employee Perk That Competitors Can't Match. 32:00 The One Clause That Kills Most Deals. 38:30 Brian's 45-Day Close Secret. LINKS: WEBSITE: http://franchisehotseats.com/ LinkedIn: https://www.linkedin.com/in/drjohnhayes/ Twitter: https://twitter.com/drjohnhayes YouTube: https://www.youtube.com/c/Howtobuyafranchise Instagram: https://www.instagram.com/hayesjph/ TikTok: https://www.tiktok.com/@johnphayesfranchise Pinterest: https://www.pinterest.com/DrJohnHayes/ Facebook: https://www.facebook.com/franchisehotseatpodcast

July 6, 2026Episode 9155 min

Would You Rather Buy a Degree… or Buy a Career? | Dr. John P. Hayes With Tom Pabin

John Hayes interviews Tom Pabin on the Franchise Hot Seat Podcast, discussing Pabin's journey with his college-planning franchise, Class101, and his book, Squeezed. Pabin shares the story of how he started Class101 in 1997, developed systems for a decade before venturing into franchising, and managed steady growth until he eventually sold the company. He remains involved as a franchisee. They debate the necessity of college education for everyone, the risk of families overpaying for education, and emphasize the significance of student suitability and performance over the reputation of the institution. Hayes suggests that students with knowledge of franchising have an edge in the job market, while Pabin views franchising as a means to purchase a career that aligns with one's purpose. They use examples such as McDonald’s Filet-O-Fish to illustrate the impact of franchisees, the importance of culture fostered through practical actions, and the value of sharing ideas and recognition. Pabin interprets "squeeze" as a form of pressure that propels growth, advocating for mentors, supportive "lemonade teams," perseverance, a positive mindset, and deliberate self-challenge. Pabin encourages listeners to visit his website, tompabin.com, for his book and coaching services. - With Tom Pabin. TIMESTAMPS: 02:35 The College Planning Founder Who Never Went To College. 07:45 When A $400K Degree Is A Terrible Investment. 11:55 Why Franchise Students Land Jobs Instantly. 13:45 The Lost Generation Searching For Passion. 16:10 The McDonald's Franchisee Who Invented The Filet-O-Fish. 19:30 The Franchise Hall Of Fame That Changed Everything. 21:45 Why Leaders Should Deliberately Squeeze Their Teams. 24:45 The 2:00 AM Test That Exposes Your True Circle. 27:25 Why Smart People Squeeze Themselves On Purpose. 30:10 The One Skill College Never Teaches (But Franchises Require). 33:55 How A Toastmasters Class Could Save Your Career. 38:40 The Funeral Test That Reveals Your Real Network. LINKS: WEBSITE: http://franchisehotseats.com/ LinkedIn: https://www.linkedin.com/in/drjohnhayes/ Twitter: https://twitter.com/drjohnhayes YouTube: https://www.youtube.com/c/Howtobuyafranchise Instagram: https://www.instagram.com/hayesjph/ TikTok: https://www.tiktok.com/@johnphayesfranchise Pinterest: https://www.pinterest.com/DrJohnHayes/ Facebook: https://www.facebook.com/franchisehotseatpodcast