3 Keys to Sustainable Franchise Growth

In this episode of The Advisory Board Podcast, host Dave Hansen teams up with franchise industry veteran Doug Smith, Senior VP of Franchise Development at the Belfor Franchise Group, to break down what it really takes to build a sustainable, thriving franchise. Doug—who’s not only an expert in the field but also just shed 50 pounds—shares decades of wisdom on creating solid support systems that empower franchisees from the jump.

The conversation kicks off with a deep dive into the “jumpstart” and “kickstart” programs—tailored pre-training and in-field coaching systems that prepare new franchise owners for immediate success. Doug explains how a long-term, “buy and hold” mindset, as opposed to a quick flip mentality, creates stability and encourages real growth. Listeners also get a taste of the innovative “market domination” meetings, where franchisees network across regions to share leads and forge partnerships, turning everyday challenges into opportunities for collective success.

Later, the episode shifts gears into a lively exploration of sales automation. In an engaging demo with Tiffany Miller, Dave shows how a powerful CRM system can streamline lead follow-up, appointment scheduling, and customer communications—all while saving precious time and boosting conversion rates. It’s a masterclass in transforming the chaotic “Wild West” of lead management into a well-orchestrated dance of automation and personal touch.

A huge thank you to our episode sponsor, ClientTether, for powering the innovative tech solutions that keep businesses running smoothly and help our franchise partners thrive. Tune in for a blend of actionable insights, playful banter, and real-world strategies that prove success is all about building the right systems and staying hands-on in your own business journey.