I talk a lot about the positives of franchising & running a business.
But there truth is that’s only half the equation.
The only half can really suck — especially in the early years.
You aren’t making any money. Your team seems disengaged. You question every day if you made the right decision. You see other people posting all their wins in the group chats. You feel alone.
I’ve been there. I will probably be there again in the future. Everyone gets knocked down.
As they say, "The only difference between a ditch and a grave is the time you spend in it."
Here’s what I do when we’re struggling:
Connect with Top Performers
Misery loves company. It’s comforting to stay in a negative bubble, sharing texts with other struggling owners about how much everything sucks.
Instead, I connect with the top performers.
I ask about their marketing, people, bonus plans, daily communication, dashboards, expectations & more. I’m looking for ideas to copy.
Most franchisees are happy to jump on a call and share what’s working.
I usually hang up motivated & ready to start implementing the changes.
If you really want to get inspired, schedule an in-person trip.
I’ve visited franchisees in Virginia, Texas, Colorado, Carolinas & more.
Just last year, I flew to Utah to visit with the #1 Big O Tire franchisee (sister brand to Midas). His lowest-volume store does more sales than my highest-volume so I took plenty of notes!
Back to Basics
The solution is rarely some fancy new software, technique, or magic bullet.
It's usually just getting back to the basics.
Focus on what you can control and don’t think about anything else.
Stay Positive
The best way to motivate a salesperson is to tell them how much they suck and need to do better; otherwise, you’ll find someone else that will.
Kidding. I’ve tried that. It doesn’t work.
I stay positive while reminding them thousands of people in our market are getting their cars fixed & houses painted — just not by us.
The work is there and it’s our job to get it.
At the same time, we make a big deal celebrating wins: a self-gen lead that closes, a referral that walks in the door, a new fleet account we got by cold calling, etc.
Look in the Mirror
What can I personally do to help?
Spend all week, from open to close, with the team. Make the cold calls, find new referral partners, estimate, sell, and work on the truck or in the shop.
There’s a famous quote: “it’s the manager stupid”
I’ve learned (and re-learned multiple times) that 99% of the time when a location struggles, we have the wrong manager.
We make a change and the location doubles in revenue overnight — with the same crew, marketing & everything else.
Sometimes I keep people way longer than I should, hoping they will get better. Then I think back to that quote.
Take Action Today
The good news is you can start fresh today.
You don’t have to wait for anyone or anything.
You have all the contacts, tools & resources at your fingertips.
Go make it happen.
Cheers!
Brian
P.S. I learned the fastest path to success is surrounding yourself with others who have walked this path.
That’s why I created the 8-Figure Franchisee community, a private, trusted community (with confidential agreements) to share your struggles and get direct support from other franchise owners.
Reply if you're serious about growing your franchise in 2025.