When you’re exploring a franchise opportunity, there’s one milestone that can make or break your decision: the first meeting with the franchisor. This isn’t just a formality; it’s where you move past the sales pitch and start to understand what life in their network will really look like.
It’s also a two-way conversation. While the franchisor will be assessing whether you have the right skills, resources and commitment to represent their brand, you should be just as focused on whether their business model, culture and long-term vision align with your own. The right fit goes both ways, and this meeting is your chance to find out if you’ve found it.
Here, Andy Knights, CEO of Stagecoach Performing Arts, shares what you can expect from that crucial conversation, and how to make the most of it.
Before the meeting
Like any important conversation, the best results come when you’ve done your homework. Understanding a franchisor’s model, target market, values, history and growth trajectory will give you a clear picture of what they stand for. It will also help you ask questions that really matter. This isn’t about memorising facts; it’s about showing genuine interest in how the business works and where it’s going.
It’s also worth remembering that this is your interview too. A franchisor will want to know if you have the right skills, experience and resources to run one of their businesses.
Be ready to talk about your background, from your management style to your financial position, and to explain what’s motivating your interest in the brand. The more open you are about your ambitions, the easier it is for both sides to work out whether you’re a good match.
During the meeting
Think of this as a two-way interview. The franchisor will be weighing up whether you have the skills, financial resources and commitment to represent their brand. But you should be doing the same.
Listen carefully to how they describe the qualities they look for in franchisees, whether that’s teamwork, resilience or alignment with their core values. These clues will tell you a lot about what life in the network will feel like.
Expect an open conversation about money. A good franchisor won’t shy away from talking through the full investment – from franchise fees and set-up costs to ongoing royalties, marketing contributions and service charges. This is your opportunity to dig into the details: how profit projections are calculated, what assumptions they’re based on and when most franchisees reach break-even.
You should also come away with a clear picture of the business model and the support you’ll receive. At Stagecoach, for example, prospective franchisees learn not just about the day-to-day running of schools, but also about our comprehensive onboarding, ongoing coaching, marketing resources and operational guidance. It’s the same for any quality franchisor. They’ll be able to explain exactly how they’ll help you launch, grow and navigate challenges.
From there, look beyond the immediate set-up and talk about the bigger picture. Ask about their vision for the brand, how they manage new territories and the ways they keep franchisees connected and supported – from advisory councils to network events. These conversations will reveal whether you’re stepping into a short-term arrangement or a long-term partnership.
A big part of that relationship comes down to the franchisor’s willingness to meet franchisees where they are. Be wary of brands that give no indication they’ll visit and support you in the field – it can be a red flag about their long-term commitment. While Stagecoach is a UK-based brand, our team regularly travels overseas to spend time with franchisees in their own territories – seeing first-hand how they operate, understanding local challenges and celebrating successes. That face-to-face connection strengthens trust, allows for tailored support and keeps the whole network aligned.
Questions to ask
An interview with a franchisor isn’t just about answering their questions. It’s your chance to gather the insights you need to make a confident decision. Go in with a clear list, and don’t be afraid to dig deeper if you need more detail.
Ask about the qualities that make a franchisee successful in their network, how many locations or territories have opened or closed in recent years and whether you can speak to current and former franchisees for honest feedback.
Find out exactly what training and ongoing support is provided, how marketing funds are managed and what you can expect in return for your investment. Get a full breakdown of the initial and ongoing fees, along with the terms of the franchise agreement, so you understand renewals, territory rights and exit options from the outset.
At Stagecoach, we encourage prospective franchisees to ask us about everything – from how our operations manuals work in practice, to what a typical week looks like for a school Principal, to how we help franchisees who want to grow, pivot or resell their business. A good franchisor will welcome these questions because they show you’re serious about building a successful and sustainable partnership.
After the meeting
This is when the real work begins. Take the time to carefully review the Franchise Agreement – ideally at least two weeks before you sign. This document holds all the key financial details, legal terms and important contact information you need to understand fully before committing.
Don’t hesitate to reach out to multiple franchisees to get a genuine picture of day-to-day life and the support available within the network. Honest feedback from those already running the business is invaluable.
It may also be wise to bring in expert eyes. A franchise-savvy lawyer, accountant or consultant can help you unpack costs, earnings claims and legal language. They can even guide you through negotiation or financing.
Use this meeting as your chance to really test the fit. Does the business model match your skills and lifestyle? Are the costs and support systems transparent and robust? Ask sharp, data-driven questions and listen carefully for clear, honest answers, not vague promises. Validate everything with franchisees and professionals alike to make the most informed decision possible.
At Stagecoach, we believe this thorough approach helps set up franchisees for long-term success from day one.
For more information about franchise opportunities with Stagecoach, visit www.stagecoachfranchise.com
Andy Knights, CEO of Stagecoach Performing Arts.