If you are interested in managing a franchise, you may not know where to start. Or, you may start with what you think you’ll enjoy (I love working out! Of course, I’d be great at running a gym). The reality is a little more complex.

The good news is, there are people who can help you navigate all of the options, based not just on what you think you’d like to do, but what would actually be the right fit. In this month’s blog, we’re outlining how a good franchise consultant can help you.

What is a franchise consultant?

A franchise consultant (sometimes referred to as a franchise broker) is an independent contractor who helps individuals become familiar with their franchise options. “Franchise brokers consult with prospective franchisees about… opportunities that may be of interest,” to them. They are there to help you find answers to any question you have about the entire process, as well as to help you get the information you need so you can make the right decision for your goals and background.

What a Good Franchise Consultant Can Do:

  • Helps you explore the scope of what’s available to you
    • – They know thousands of brands and can narrow it down for you.
  • Makes introductions and guides you to resources
    • – You’ll need legal and financial advice during this process. They can connect you to experts in these fields.
  • Ask lots of questions!
    • – They will want to understand your needs and background so that they can guide you towards the right fit.

What a Franchise Consultant Can’t (or Shouldn’t) Do:

  • Negotiate a deal for you.
    • – Their main role is to make introductions to brands that are a good fit.
  • Provide legal or financial advice.
    • – This is where you need the expert advice of a lawyer or financial advisor. Franchise Consultants should not be acting as either of these important experts.
  • Present you with a boilerplate of brands after only just meeting.
    • – You should not be on an “introductory call” with a franchise consultant, and they already have a list of brands for you to look at. They need to know about you

At the end of the day, a good franchise consultant wants you to be incredibly successful with the brand you decide to work with, so that you will refer them to your network. And creating a successful relationship requires time and understanding. Most importantly, they need to understand you: your goals, your preferences, and much more in order to make the right introductions.

What can I expect working with a Franchise Consultant?

A good franchise consultant is there to ask questions and guide you towards the opportunities that make the most sense for you. Every franchise consultant has their own process, but you should expect relatively the same type of questions during your first meetings:

  • On a scale of 1-5 how interested are you in the following industries?
  • Do you want to work in B2B or B2C?
  • Do you want to have a brick-and-mortar?
  • What is your investment comfort level?
  • What type of role would you like to play in the business? (Strategy Development, Manager, boots-on-the-ground?)

A franchise consultant’s goal is to reveal opportunities you may not have even thought of. In 2025, franchise establishments increased by 2.5% (or over 20,000 units) in the United States. With that level of growth, it’s difficult to know all of the options available without an experienced guide by your side.

Perhaps most importantly, they will also let you know what is available in your territory. If you want to open the same commercial cleaning franchise as your next-door neighbor, you often can’t. Protected territories guarantee investors that they won’t have competition from their own brand (which is good news for you when you do invest). So, if you are living in Detroit, Michigan, and want to open a commercial cleaning franchise – but you can’t open the same one as your next-door neighbor – a franchise consultant can help you find other brands in that industry that are available in your territory.

A Good Franchise Consultant will Coach You On How to Read the FDD (Franchise Disclosure Document)

The FDD (Franchise Disclosure Document) is mandated and overseen by the Federal Trade Commission. This document is required for all franchises, and even the newest franchises must have it and are required to provide it to you.

By law, you must receive this important document “at least 14 days before you’re asked to sign any contract or pay any money to the franchisor or one of its affiliates.” Once you obtain this document, you’ll have lots of questions and a good franchise consultant can guide you through your initial review. For example, they may suggest examining Item 3 (Litigation) and Item 19 (Earnings or Financials) to determine if there are any initial red flags.

It’s important to remember that a good financial consultant is a guide in this process, and should not give legal or financial advice. They can teach you about the structure of the FDD and what’s included in each section.  They will also suggest you engage a good franchise attorney and even introduce you to several who work in the franchise space, who can help you really dig into this data and determine what next steps to take.

A Good Franchise Consultant Will Prep You For the Discovery Phase

Once you have narrowed down your research and are ready to meet with a few franchise brands, the discovery phase can begin. The Franchise Discovery Day allows you to have a face-to-face meeting with the franchise and is “designed to provide you with insights into the franchise system and its culture.” This includes talking with people who currently own a franchise and getting their first-hand experience. A good franchise consultant will help you think through the right types of questions to ask these individuals.

Listen for patterns – not opinions. And even if someone says, “Heck no, I would never do this again,” ask why. Just because the franchise wasn’t a fit for their expectations and goals – it could still be the right fit for you. Afterward, you can talk through the responses and your thoughts with your franchise consultant and determine how to move forward.

Sounds Great, but… How Much Does a Franchise Consultant Cost Me?

There is no fee to work with one; rather, they receive a commission if you purchase a franchise from a brand to which they’ve introduced you. Commission rates are relatively the same across the industry, so regardless of how you decide to move forward, a good franchise consultant just wants to be sure you have the right fit.

A Franchise Consultant Sounds Amazing. How Do I Find This Magical Person?

There are several ways to find a good franchise consultant. If you know someone who has a franchise, ask who they worked with. Or, if you have trusted connections with business attorneys or financial advisors, they may have referrals as well.  Another good place to start is with organizations developed specifically for franchise consultants. Here are a few that are well-respected and trusted across the industry:

IFPG (International Franchise Professionals Group)
FBA (Franchise Brokers Association)
BAI (Business Alliance Inc.)
FranServe

Just like with any service provider, interview a few so you can get a sense of how they operate and who you feel is the right fit for you.

Bottom Line: Get an Experienced Partner In Your Corner

Like any big investment, patience is key in making the right decision for yourself and your family. A good franchise consultant should never tell you what to do or how to spend your money – rather, they are there to show you opportunities that perhaps you hadn’t considered. You may even be entering this conversation with some trepidation (it seems like everyone knows someone who “invested all their money” in a franchise and it went sideways). But a good franchise consultant can help you understand the realities of operating a franchise and help you decide if this is indeed the right decision for you.