I just talked a client out of spending more money with me.

Here's what happened:

I'm working with a woman exploring a staffing franchise. She started by weighing two options: buy an existing territory or start fresh with a new one.

Then, mid-conversation, she had what seemed like a brilliant idea:

"Keith, why not do both? Buy the existing territory that's already profitable AND expand into a new territory simultaneously."

On paper? Genius move. More territories = more revenue potential.

For me? A significantly larger commission check.

But here's the thing:

Just because something CAN be done doesn't mean it SHOULD be done.

In many franchise systems, multiple territories make perfect sense: Marketing efficiencies, operational leverage, and economies of scale.

I've seen it work beautifully.

But not this time.

Here's why I advised against it:

Reason #1: The existing territory is a gem

The current operator is crushing and thriving it. He's barely scratched the surface of the territory's potential so it would be very expensive.

Reason #2: No efficiency gains in this model

Unlike other systems, this staffing franchise doesn't offer marketing or operational efficiencies across multiple territories.

You're essentially running two separate operations with double the overhead but not double the profit potential.

Here’s what I recommended instead,

"Buy the existing territory. Yes, it costs more upfront than starting fresh. But you're buying a turnkey operation with proven revenue."

Then I added the critical part:

"Instead of buying a second territory, invest those funds in maximizing the first one. In 3-5 years, when you've tapped its full potential? That's when we discuss expansion."

Her response?

She thanked me.

She could have been frustrated - after all, she was ready to write a bigger check.

Instead, she appreciated that I was protecting her long-term success over my short-term commission.

Most people misunderstand franchise consulting.

My job isn't to make the biggest sale. It's to find the right fit.

Anyone can push a deal through. But consultants who truly succeed? Their clients are still thriving five years later and referring to their friends.

So, my three non-negotiables that act as a North Star:

→ Your success is my reputation.

→ The right franchise match beats the biggest investment.

→ Sometimes the best advice is "not yet" or "not this one."

When you win, I win. When you succeed, my business grows through referrals and reputation.

But if someone fails because I pushed them into the wrong opportunity?

That would keep me up at night.

If you're exploring franchise ownership, find a consultant willing to tell you "no" when necessary.

Someone who understands that success isn't measured by how much you invest, it's measured by how well your investment performs.

That's the partnership that builds lasting success.

Ready to explore if franchising is right for you?

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