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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105

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Oct 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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October 19, 2026Episode 8344 min

The Biggest Mistake Franchisors Keep Making | Dr. John P. Hayes - With Lee Plave

John Hayes interviews franchise attorney Lee Plave, discussing how franchising has changed over four decades and what “glitches” are affecting businesses in 2026–2027, including uneven economic conditions, shifting post-pandemic demand, real estate challenges, and headwinds from inflation, tariffs, interest rates, climate events, and immigration policy. Plave says it’s not a bad time to franchise but requires greater awareness of risks and opportunities, including technology. They note franchising’s expansion beyond food into medical, hospitality, travel, and mobility, emphasizing the “last mile” and franchisor focus on franchisee success. Plave outlines success factors (strong trademark, desirable offering, compelling system), stresses deliberate scaling, and urges franchisees to read FDDs, hire experienced counsel, and contact current and former franchisees. They cover international pitfalls (culture, regulation, need for local legal advice), AI’s efficiency benefits and confidentiality risks, dispute prevention through reasonableness, better franchisee screening, and mixed effects of brokers and multi-unit deals. - With Lee Plave TIMESTAMPS: 02:20 Economy Is Teetering Like A Receiver. 04:25 Not A Bad Time, Just Different. 05:35 Food Franchising Interest Collapsed. 08:30 Dunkin Saw Franchisees As The Customer. 10:10 You Must Replicate Yourself First. 12:25 Three Things Make A Franchise Work. 15:45 Call Current And Former Franchisees. 16:40 Throw Out Highs And Lows. 17:30 Too Many Skip The Franchise Attorney. 19:00 Franchisees Never Read The Disclosure Doc. 21:00 British Told Americans To Stay Home. 23:30 Cross-Border Franchising Needs Local Counsel. 26:30 AI Is A Boon And A Nightmare. 38:00 Broker Commissions Hurt Franchisors. 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

October 5, 2026Episode 8240 min

WHY AREN’T YOU AT 100? | Dr. John P. Hayes - With Mike Stasko

John conducts an interview with Mike Stasko, the president of Sunny Street Cafe, a breakfast and lunch franchise established by Mike's father in 2007. Sunny Street Cafe operates around 22 locations, with half being company-owned and the rest franchised. Stasko discusses the brand's emphasis on controlled growth over rapid expansion, particularly in the wake of COVID-19. The company's focus is on operational strength, franchisee support, and maintaining brand integrity, even if it means turning down potentially detrimental deals outside their established footprint. Stasko and John also discuss the qualities Sunny Street Cafe looks for in franchisees, including a strong aversion to those who are only interested in returns, indifferent to location, or absent from the business. Stasko emphasizes the importance of franchisees being involved in their local communities, as this is a significant factor in the success of individual units. He also identifies the main financial levers of the business, which include top-line sales, food costs, and labor. Stasko shares insights from past mistakes in menu development, the adoption of operational practices from a franchisee with experience at McDonald’s, and the challenges associated with making personnel decisions in a family-run business. He also discusses how he would approach diagnosing issues with underperforming franchisees in the context of rising industry costs. - With Mike Stasko. TIMESTAMPS: 00:55 Why Sunny Street Isn't At 100 Units. 04:55 Sold 200 Franchises, Opened Only 10. 05:20 Two-Thirds Never Reach 100 Units. 06:00 Great Operators, Bad Salespeople. 07:25 Signed A Deal They Couldn't Support. 08:30 100 Units Would Be A Death Knell. 12:30 Mandates That Look Great But Fail. 16:00 Best Franchisees Get Entrenched In Community. 19:45 Chick-Fil-A Waits Years To Pick Operators. 21:25 Ever Sell To Someone Who Might Fail. 24:00 Watching Labor And COGS Lines Daily. 35:30 Family Loyalty Made Firings Harder. 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

September 28, 2026Episode 8135 min

Gen Z Is Rethinking Business Ownership — Here’s What They See | Dr. John P. Hayes - With DiAnne Donley

The Franchise Hot Seat podcast features an interview with DiAnne Donley, a junior at Palm Beach Atlantic University. Donley, an honor student majoring in entrepreneurship and franchising with a minor in psychology and leadership certification, shares her aspirations of becoming a business coach. She reveals her transition into the franchising program after discovering the opportunities at the Titus Center and realizing that franchising is not limited to fast food but is a system-based process that requires coachability. Donley's internship experience led her to publish thought pieces on LinkedIn on topics such as the loss of "third spaces" by Gen Z, students' wait to feel qualified, and the importance of "figuring out" as a skill. One of her articles garnered over 4,000 interactions, mostly from senior professionals. Donley also draws a connection between franchising and coaching through systems and accountability. She discusses leadership themes like integrity and serving franchisees, and stresses the importance of applying classroom theory to real-world situations. She provides insights into the initial due diligence required by franchisees, such as understanding the realities of being an owner-operator and reviewing Franchise Disclosure Documents (FDDs). Donley also offers advice on networking, overcoming remote work challenges, and selecting schools that offer hands-on opportunities and internships. - With DiAnne Donley TIMESTAMPS: 02:50 Franchising Isn't Just Fast Food. 04:00 Franchising Needs Business Coaches. 07:25 Gen Z Lost Its Third Spaces. 09:45 Students Wait Too Long To Feel Qualified. 11:05 Figuring It Out Is A Skill, Not A Moment. 12:45 Adaptability Beats Knowing Everything. 14:45 Franchising Teaches Systems And Accountability. 17:35 Integrity Is Doing Right When Nobody Watches. 20:00 Coaches Can Take Load Off Franchisors. 22:30 Telling People What You Want Opens Doors. 26:00 Students Should Post Ideas On LinkedIn. 32:00 Remote Work Needs A Separate Space. 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

September 21, 2026Episode 8032 min

DOES THE FRANCHISOR QUALIFY FOR YOU? | Dr. John P. Hayes

John Hayes interviews Dave Wheeler, the founder of TSource and a certified franchise executive, about the challenges and pitfalls of scaling franchise systems. Wheeler discusses how franchisors often invest in tools without considering their impact on unit economics or planning for their adoption and change management, using the example of a failed POS replacement due to lack of internet connectivity in some locations. He warns that rapid growth can outpace infrastructure, leading to slow support, frustrated franchisees, and a halt in expansion to bolster operations, training, and staffing. Indicators of these issues include disconnected systems, redundant data entry, poor integrations, slower response times, help-desk ticket backlogs, and customer friction in e-commerce. Wheeler advises franchisors to prioritize transparency, shared roadmaps, and managing technical debt, and to avoid impulsive tech purchases. He also recommends that potential franchisees validate real operations and fully understand unit economics before investing. - With Dave Wheeler TIMESTAMPS: 03:50 Franchisors Decide, Franchisees Pay. 05:45 $500K POS System Failed Without Internet. 07:00 Growth Without Infrastructure Breaks Franchisees. 09:30 Disconnected Systems Create Franchisee Chaos. 11:50 Systems Provide Fuel Or Friction. 13:00 Slow Response Times Signal Broken Support. 15:55 Tech Debt Builds When Problems Get Ignored. 17:45 Slow Franchise Sales To Fix Friction First. 19:20 Transparency Builds Trust With Franchisees. 21:45 Emerging Franchisors Chase Shiny Objects. 24:10 AI On Bad Processes Produces Faster Inconsistency. 29:35 FranDev Focus Over Franchisee Success Backfires. 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

September 14, 2026Episode 7946 min

Why Foreign Investors Are Buying U.S. Franchises | Dr. John P. Hayes - With Daniel Purim

Dr. John Hayes converses with Daniel Purim, a senior franchise consultant with Franchise Wizards and a FranServe affiliate, about the process for qualified investors from U.S. treaty countries to obtain an E-2 investor visa through business ownership, often via franchising. Purim outlines the steps for E-2 applicants, which include making a traceable investment in a for-profit U.S. business, early coordination with an immigration attorney, forming a U.S. entity, funding a business bank account with foreign currency, investing, and demonstrating readiness to operate prior to application and interview. He also mentions that spouses and children under 21 are considered dependents, with spouses having the ability to obtain an open work permit. However, he emphasizes that the E-2 visa is temporary and renewable, and does not lead to a green card or citizenship. Purim cautions against undercapitalization and funds that cannot be traced, advises against purchasing failing “deals,” and notes that many investors opt for service-based models under $200,000. He asserts that franchises provide credibility, training, and support, and recommends that investors allocate funds for living expenses in the U.S. and credit-building. - With Daniel Purim TIMESTAMPS: 02:35 Americans Don't Know How Good They Have It. 07:55 Most E-2 Investors Spend Under $200,000. 09:05 Keeping Investors Liquid Is The Smart Play. 12:40 Second Passports Unlock E-2 Eligibility. 14:45 Conservative Immigration Attorneys Are Best. 16:30 Spouses Get Open Work Permits. 17:45 E-2 Never Converts To Green Card. 18:40 Cash In A Duffel Bag Is Untraceable. 22:10 Buying A Failing Business Is A Red Flag. 26:40 Franchises Offer Built-In Exit Strategies. 27:25 FDD Failure Rates Reassure Immigration. 39:45 Royalties Are Worth It For The 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

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

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